Sales Hacker

FEBRUARY 14, 2022

Retained CSMs for Enterprise, allowing them to have more strategic conversations about account management, while still giving them access to day-to-day support. If you don’t fit into the set window an enterprise client has to spend budget, the deal won’t happen, even if people on the ground love your product.”.

Legal 84

Legal Cold Call Contract Inside sales 84

SaaStr

APRIL 30, 2022

But when entrepreneurs launch a SaaS business, it’s often quite hard to know how they’re doing. With very specialized sales roles from the STR’s at the qualification stage to generating leads to account executives who will close those deals. This is also how Stripe continues to launch new products.

Price 96

Price Launch X-functional Contract 96

Lead Fuze

MAY 26, 2023

You can start as an intern or entry-level employee and gradually work your way up through positions like account manager, project manager, or even creative director. Creating a detailed LinkedIn profile can also help you connect with other professionals and potential clients.

Profit margin 52

Profit margin Legal Price Networking 52

Sales Hacker

AUGUST 18, 2023

The sales motion may also look more like a Land and Expand which also requires a bit of diff skillset (although could have an account management team on that). CS…this also changes as you’ll probably have a much smaller ratio of CSM to clients. Needs more pre sales support. Also CSM’s will be more high touch, value driven.

GTM 68

GTM Up-sell Price Start-ups 68

Hubspot

FEBRUARY 27, 2016

It's very easy to find yourself putting together a beautiful project scope or proposal that painstakingly details every requirement the client has mentioned during your sales calls. The problem is, once the project kicks off, you're going to find yourself dealing with many, many things the client did not explicitly state.

Negotiate 52

Negotiate Contract Pipeline Clients 52

ConversionXL

APRIL 18, 2017

Clients don’t pay you for your time, they pay for your expertise. So when a potential client thinks, “I need someone to come in and work on my site,” who will they respond to better: the one with a big audience and lots of social proof or someone that no one has heard of? How fast does the client allow you to work?

Referrals 87

Referrals Clients Price Contract 87

Lead Fuze

DECEMBER 31, 2021

Companies with strong account-based marketing teams can really take advantage of the fact that they are able to structure their sales team by customer or account. This means that each individual is better equipped for dealing with a specific client, which will lead to meeting those needs. Industry & Vertical Structure.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

SaaStr

SEPTEMBER 18, 2020

Henry Schuck: People were spending more money annually on a DiscoverOrg contract than they were on a ZoomInfo contract. Jason Lemkin: So you can build anything you want, but when it scales, you can’t support it because you need 10 people to launch a competitor. What does not having the right account structure?

Account management 98

Account management Engineering Launch Start-ups 98

Sales Hacker

SEPTEMBER 7, 2021

They just launched a new way to learn — Outreach on Outreach is the place to learn how Outreach does outreach. But they have no idea about the customers they’re going after, they haven’t really done any work about who the ideal client profile is. Moeed is the founder and the CEO of a company called Proverbial Door.

Trust 93

Trust Cold Call CRM Start-ups 93

Lead Fuze

AUGUST 12, 2021

Episode 31: Mastering Account Management as a Sales Professional. The company isn’t officially launched (at the time of this post), but you can go ahead and enjoy the valuable content now. Episode 55: How to Keep Your Clients Engaged and Motivated. The Right Mindset to Attract Clients . The Gist: .

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

SaaStr

AUGUST 20, 2020

As for Kyle, prior to Figma he spent over 5 years at Dropbox achieving some incredible milestones including launching and scaling the Austin, Texas office from 3 to 80 people and being responsible for growing Dropbox’s leading partner ecosystem. Before Figma, Kyle spent close to 3 years as an Account Executive at ADP.

Sales 77

Sales Price Quota Start-ups 77

SaaStr

AUGUST 15, 2020

A lot of your clients use New Relic heavily. They don’t know enough about their client, they don’t understand the business. Jay Snyder: I think the thing we’re doing Nick, to be able to force that is we’re getting a little bit more intelligent around account management. Jay Snyder: Yeah.

Retail 82

Retail Start-ups Drivers/motivators Up-sell 82

Hubspot

AUGUST 17, 2017

Picture this: it’s the end of the month, and some poor soul at your agency needs to put together the monthly marketing report for each client. Finally, it gets pdf’d and sent over to the account manager who forwards it along to the client or presents it live. It's called client KPI reporting automation.

Clients 71

Clients Process Account management Presentation 71

The Lost Book of Sales

JULY 12, 2021

Tips on whole product management. Launching the invasion. They sometimes even seek them out even before a formal marketing program has been launched. From there the goal is to win the nod and get the contract through purchasing, the PO signed, and the work under way. Being sales vs. market driven when crossing the chasm.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

JUNE 16, 2020

Also, there is focus on changing terms to try and close and accelerate deals, reducing time commitment requirements for contracts, pricing minimums to get to a yes more quickly, and then also focusing on cash and cash collections by building more efficiency in that process. Contract modifications were still so decentralized.

GTM 63

GTM Healthcare Pipeline Sales 63

SaaStr

JANUARY 3, 2020

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 10

Contract Price Commission Conversion 10

SBI

NOVEMBER 7, 2019

DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. We take accounts, filter them against our current ICP hypothesis, add some flavor of firmographic, MORE INFO. Launches AI-Based Recommendations That Highlight Key Coaching Moments and Deal Risks. Prospect Engagement.

Customers 20

Customers Tradeshows Technology Technology 20