Search Engine Land

FEBRUARY 15, 2024

They’ve worked with hundreds or even thousands of clients in many industries. And, because SEO agencies work with many clients, they avoid the tunnel vision that an in-house SEO can be vulnerable to. This is often the best way to assess where the site is today so that your vendor can recommend a strategic path for the next steps.

Consult 117

Consult Clients Engineering Service 117

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Today we can start to change that.

Customers 74

Customers Contract Cross-sell Account management 74

SaaStr

OCTOBER 25, 2021

” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. Account management it’s same work. ” — Jesse Ofner, VP Client Experience, InterviewIA.

Price 114

Price Contract Referrals B2B 114

Partners in Excellence

JUNE 30, 2022

Primarily, this is targeted to getting renewals when the current contract terminates. Expansion: We’ve got some presence within an account, we want to grow that. Leveraging the power of our incumbency has, traditionally been a fundamental part of our account management strategies. Hunters In Major Accounts?

Growth 68

Growth Cross-sell Strategize Account management 68

Hubspot

JUNE 6, 2019

This role might also be more client- or management-facing, sharing the results of a whole team of analysts. National Account Manager. If you’re ready for a new challenge, you might make the eventual jump to national account manager. Sales Operations Manager. The good news?

Finance 79

Finance SQL Strategize Account management 79

Partners in Excellence

APRIL 26, 2021

We assume they know how to get approval, how to contract, how to issue an order. Related to the previous point, how does this initiative support the corporate strategic objectives. They don’t know how to work with legal and contracting. While it seems silly, one of my clients almost got derailed.

Customers 97

Customers Contract Legal Negotiate 97

Lead Fuze

JUNE 28, 2023

In this blog post, we will explore the role of sales representatives – from negotiating contracts and identifying leads effectively, to building relationships with potential clients. They conduct business operations, negotiate contracts, identify leads, contact prospects, and close deals. Plus, they get to travel.

Negotiate 52

Negotiate Territory Contract Technique 52

Gong.io

JULY 27, 2022

Today’s high-performing revenue teams are those who are focused heavily on retention, not just new client acquisition. For customer success teams , then, that means it’s crucial to meet regularly with key stakeholders to assess product usage, review performance, and align on strategic organizational goals. Align with strategic goals.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Search Engine Land

NOVEMBER 21, 2022

With just a few strategic pieces in place, content marketing can work outrageously well. That team usually includes project and account managers, content strategists, content writers, editors, SEO experts, graphic designers, consultants, salespeople, and more. Look for a list of past clients and partnerships. .

Niche 98

Niche Healthcare Clients Engineering 98

Miller Heiman Group

APRIL 9, 2019

Sometimes, to win a long-term relationship with a large client, you’ll need to make some sacrifices. Some examples include a special pricing offer, a customer-defined customization or a revision to contract terms. Even as you strategically make a Focus Investment, you must be cognizant that this incentive is unsustainable.

Territory 92

Territory Account management Price Contract 92

Sales Hacker

OCTOBER 22, 2017

While we have some generalized notion of “selling,” contemporary sales organizations have grown in complexity and have evolved into a roster of functions — such as business development, closing, account management, and customer success — that require different specialized skill sets for their respective teams. Client Engagement.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

Partners in Excellence

AUGUST 14, 2014

Or all our contracts, documentation, and so forth is in English–but we want to address a global market. Or we design our account coverage based on what’s most effective for us, not the way the customer wanted to buy? The process of managing these strategic accounts was very complex and resource intensive.

Customers 93

Customers Territory Strategize Inside sales 93

Heinz Marketing

MARCH 6, 2019

MATT: Many companies struggle with the throttling of account-based targets. Why is it so important to pursue only a percentage of your ideal target accounts at any given time? ERIC : You CANNOT target all of your accounts all of the time! These accounts don’t justify the same investment.

B2C 74

B2C Drivers/motivators B2B Account management 74

SalesHandy

JULY 12, 2022

It makes use of account-based marketing, which focuses on selling to targeted accounts that align your products/services’ capabilities with the needs of the customers. Quantitative data is derived from collecting information through Sales Development Representatives (SDRs), internal stakeholders, and account managers.

Customers 59

Customers Cross-sell Represent Contract 59

SaaStr

JULY 24, 2019

Gillian Heltai | SVP of Client Services @ Talkdesk. I’m the Senior Vice-President of Client Services at Talkdesk, and I’m really excited to be here today; also, a little nervous. That really helps to reduce purchase friction and allow the CSM to grow the account without working on contracts.

X-functional 56

X-functional Engineering Clients Start-ups 56

Lead Fuze

AUGUST 12, 2021

Episode 31: Mastering Account Management as a Sales Professional. Episode 55: How to Keep Your Clients Engaged and Motivated. The Right Mindset to Attract Clients . Episode 28 Converting Free Trials, Soft Contracts, and Why Sales Prospects. Episode 013: How to Get Your Clients to Send You Everyone They Know.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

Sales Hacker

APRIL 21, 2020

So what that means is that we are a SAS model, and we have more than 1500 enterprise and association clients, so your who’s who from Fortune 500 that have events programs. And we’re going to provide our clients what they need. Jim Sharpe: Aventri is a private equity backed software provider for the events and meeting space.

Manufacturing 67

Manufacturing Start-ups Contract Clients 67

SaaStr

MARCH 1, 2019

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 46

Contract Price Commission Conversion 46

SaaStr

SEPTEMBER 18, 2020

” They’ve taken a different approach, invested in management along the way, invested in HR and strategic HR, and up scaling their employees. But I think the learning for me here is if you hire great managers, you can outperform any investment in automation. What does not having the right account structure?

Account management 96

Account management Engineering Launch Start-ups 96

SaaStr

AUGUST 20, 2020

But we started out in what felt like a bunker room, and there was three of us and we’re setting up calls and starting to bring the inbound sales team out to Austin, Texas, which made sense in so many ways strategically. Kyle Parrish: I think once you get to 25 and 30 in that office, you start to have your own little subculture.

Sales 79

Sales Price Quota Start-ups 79

SaaStr

JUNE 16, 2020

Matt Garratt: So for those that aren’t familiar with Salesforce Ventures, we are the strategic investment arm for Salesforce. We have employees we’ve hired in the last month that have never been on site, either to a client, have never met a single employee in person at Salesforce. So how do we bring them in?

GTM 65

GTM Healthcare Pipeline Sales 65

Sales Hacker

FEBRUARY 14, 2022

To achieve them, Ilett says: “We paired up SDRs and AEs and assigned accounts to them. That meant they could strategically penetrate accounts and that their success was entwined, improving accountability. Transitioning from SMB to enterprise is a big shift from a volume-based model to strategic account penetration.

Legal 84

Legal Cold Call Contract Inside sales 84

PandaDoc

APRIL 3, 2023

This way, new sales reps are able to concentrate on their clients instead of on memorizing scripts or detailed technical information, which helps them be better listeners and connect with customers more efficiently. In it, you can also add information about all the proposals , quotes , and contracts your salespeople should use.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

The Lost Book of Sales

JULY 12, 2021

Early adopters | Visionaries The key point is that, in contrast with the technology enthusiast, a visionary focuses on value not from a system’s technology per se but rather from the strategic leap forward such technology can enable. Separating us from our goal is the chasm (the English Channel).

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Appointment Legal 52

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

Martech

FEBRUARY 24, 2022

CallRail serves SMBs or marketing agencies with clients that rely on communications with customers — phone calls, texts, form submissions, and/or chats — to generate leads, close deals, and grow their businesses in the home services, real estate, legal services, financial services, healthcare and automotive industries.

E-commerce 98

E-commerce Healthcare Real Estate Original Equipment Manufacturer 98

Sales Hacker

MAY 20, 2019

With Conga, you can simplify documents, automate contracts, and execute esignatures so you can focus on accelerating sales cycles and closing business faster. Jake Dunlap : Marketing looks at technology as a strategic investment that’s an absolute must. Every account management team should be using one of these tools.

Consult 63

Consult Technology Technology Networking 63

SaaStr

JANUARY 28, 2020

Aaron : Well, the hunters are going to want to stay in sales, the farmers are going to be like, well, I might want to go back to account management/customer success. They’re just going to cut spending, especially if you are in kind of like media, or advertising, or short term marketing. Aaron : And they just have to do it.

Growth 84

Growth Promote Engineering Up-sell 84

Sales Hacker

MAY 20, 2019

With Conga, you can simplify documents, automate contracts, and execute esignatures so you can focus on accelerating sales cycles and closing business faster. Jake Dunlap : Marketing looks at technology as a strategic investment that’s an absolute must. Every account management team should be using one of these tools.

Consult 49

Consult Technology Technology Networking 49

Lead Fuze

AUGUST 5, 2021

Blogger Blurb: Greg Alexander Leads the firm’s focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment. Blogger Blurb: As Europe’s no 1 motivational speaker on mental toughness, I help my clients to Be More, Do More & Have More.

Negotiate 98

Negotiate Sales Retail B2B 98

SBI

NOVEMBER 7, 2019

Account Planning. Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar. Learn how Access Intelligence accelerated their sales process and cut contract completion time by 50% with an integrated solution. Account Planning. Account Planning. Video Reviews.

Customers 20

Customers Tradeshows Technology Technology 20

Cience

JANUARY 6, 2020

Experienced lead generation companies ask their clients for a detailed description of their buyer persona before they begin data enrichment. At CIENCE, we have a specific questionnaire called “Ideal Customer Profile” for our client companies to complete. time to market, number of resources, contract lengths).

Lead generation 89

Lead generation B2B Appointment Networking 89