Sales Hacker

AUGUST 18, 2023

” Is it something beyond just “we want bigger deal sizes to make our unit economics work” or do they feel they have a strong product market fit and can actually command those prices. CS…this also changes as you’ll probably have a much smaller ratio of CSM to clients. Needs more pre sales support.

GTM 68

GTM Up-sell Price Start-ups 68

Sales Hacker

JANUARY 29, 2018

The root cause of today’s challenges can be traced back to the use of this outdated model based on low volume of deals at a higher price. Due to the lower price, it also requires a higher volume of deals to attain a similar kind of growth. AE: Account Executive – Develops SQLs through a series of meetings.

Territory 75

Territory Quota Sales Manufacturing 75

SBI

SEPTEMBER 10, 2019

DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. Vancouver, WA and Boston, MA – September 10, 2019 — DiscoverOrg announced today that it is launching a new flagship Go-To-Market (GTM) platform and changing its name to ZoomInfo. Opportunity Management.

Go To Market 27

Go To Market Launch B2B GTM 27

Hubspot

APRIL 2, 2021

Before you launch your ad campaign, you'll have to figure out a few things. So, once that process is complete, all there is to do is launch and wait for results to come in. If you're taking a direct approach, this will likely be a collaborative process between your team and your publisher's account manager. Strategize.

Objectives and Key Results 87

Objectives and Key Results Cross-sell Negotiate Campaign 87

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

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

Hubspot

OCTOBER 16, 2019

Your company might have to write a press release to announce new products, launches, campaigns, or movements. Gather information on their reputation, reviews, cost, social media presence, testimonials, clients, etc. You'll want to learn about: Price. Previous clients. What's your pricing structure? ".

Strategize 98

Strategize Price Pitch Government 98

Salesforce

MAY 9, 2024

In today’s highly competitive consumer goods (CG) industry, success often hinges on the strength of your relationships with key accounts. Effective key account management isn’t just a tactic, it’s a vital strategy for achieving profitable growth. But what sets your key account managers (KAMs) apart from your competitors’?

Account management 52

Account management Finance Promote Cross-sell 52

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

ConversionXL

AUGUST 24, 2021

What does the day-to-day of a marketing manager look like? Marketers can be involved in product development to ensure the product aligns with the customers’ needs, in communicating price points, in finding the best angles to keep customers coming back, and so on. Marketing touches every part of a company. Good communicators.

Promote 141

Promote Campaign Pitch Niche 141

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

Hubspot

MAY 4, 2017

But we must never deceive and always be completely accurate in what we say and advise our clients to say. In an industry which has the sole purpose of spreading the good word about a client, towing the ethical line when pitching to journalists has been a stumbling point for a selection of brands throughout history. Image Credit: Apple.

Quota 73

Quota Pitch Commission Manufacturing 73

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

Sales Hacker

NOVEMBER 26, 2019

Of course you do, but it’s not easy — prospects go silent, they don’t like your prices, you’re spread too thin, or you don’t have enough support. They proudly display their impressive roster of logos, shiny product features & benefits, and competitive pricing options. Do you want to close more high dollar deals?

Gaming 105

Gaming Objectives and Key Results Sales Up-sell 105

The Lost Book of Sales

JULY 12, 2021

Launching the invasion. A high-level perspective It is not uncommon for a high-tech company to announce a modest shortfall in its quarterly projections and incur a 30 percent devaluation in stock price on the following day of trading. They sometimes even seek them out even before a formal marketing program has been launched.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SBI

AUGUST 20, 2019

Unika’s Smart Proposal Generation frees up your sellers from manual proposal creation, by using time-saving features to create proposals from the ground up; simply embed service line descriptions, internal experts, case studies, cover pages, pricing, images, and more. Jason Noble, president of Unika. IRVINE, CA– Aug. Industry News.

Service 20

Service Strategize Clients Price 20

ConversionXL

NOVEMBER 11, 2015

They offer client-side, one-tail A/B testing along with full factorial MVT – the common experiments. Account managers can tier customers. High-value accounts are rumored to get more attention, the rest are purported to get little to none. You can launch new tests with a point-and-click visual editor.

Conversion 124

Conversion A/B testing UX Consult 124

SBI

JUNE 12, 2019

Zilliant , an industry leader in AI-driven pricing and sales growth solutions, today announced that it is joining the SAP® PartnerEdge® program and releasing Zilliant Price Manager integration with SAP Cloud Platform. Zilliant Announces New Partnership with SAP and Major Expansion in Europe, the Middle East and Africa.

Price 20

Price Strategize Cross-sell B2B 20

SaaStr

SEPTEMBER 18, 2020

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. There’s plenty of great engineers at Adobe, so you can launch any product you want if you give yourself even a year. What does pricing and packaging look like?

Account management 98

Account management Engineering Launch Start-ups 98

SBI

OCTOBER 29, 2019

Rowe Price. CJ Nesher, Head of USI Client Skills Development at T. Rowe Price. Rowe Price. Integrating their offerings will help our sales teams even more,” said CJ Nesher, Head of USI Client Skills Development at T. Rowe Price. The company signed 19 net-new clients in 2018, including its first.

Strategic partnership 20

Strategic partnership Strategize Price Technology 20

Heinz Marketing

JULY 26, 2021

So, where they used to go and knock-on people’s doors, drop off donuts, play a round of golf, we saw people adopting Sendoso as a way to send a DIY donut-making kit that the prospect or client could have at their house. You can also be competitive in the ultimate buyer’s experience. And so, we’re seeing a shift there.

Pipeline 107

Pipeline Sales Prospecting Campaign 107

SBI

MARCH 22, 2018

PipelineDeals was built with salespeople and account managers in mind, and is designed to help them tackle their most important tasks. By having access to trends, insights, and customer purchasing histories, sales teams can anticipate what their clients want and need. Lyamen: Salespeople have busy schedules.

Relationship Management 22

Relationship Management Gaming CRM Pipeline 22

Sales Hacker

OCTOBER 7, 2021

I worked for a not so great boss who was not a fan of my very human approach to working with clients, once he realized that I was getting such a positive response. Long-term trust, respect from clients & co-workers matter the most. And to always keep in mind it is about the client, not the product you are pitching.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SBI

SEPTEMBER 4, 2012

New business, to be clear, refers to revenue generated by: Identifying and selling into new accounts, i.e. companies that you haven’t done business with before. Penetrating deeper and broader into existing client accounts, i.e. selling across different departments within a current client’s organization. Simplified.”

Cross-sell 40

Cross-sell Drivers/motivators Appointment Consult 40

SBI

MAY 21, 2019

In fact, six in 10 buyers want to discuss pricing on the first call. Revegy’s new look, which launched in early April, allows customers to collaborate more easily and use their time more wisely. The company signed 19 net-new clients in 2018, including its first. Opportunity Management. Sales Enablement. Industry News.

Sell 30

Sell X-functional Healthcare Quota 30

SBI

NOVEMBER 13, 2019

Automate Coaching Alerts – Be the first to know each time your sales team discusses competitors, pricing or virtually any topic with automated keyword and phrase alerts. Revegy’s new look, which launched in early April, allows customers to collaborate more easily and use their time more wisely. Opportunity Management.

Technique 24

Technique Sales Strategize Conversion 24

SaaStr

FEBRUARY 22, 2019

Ticket prices go up March 1st! Matt Turck – Managing Director at FirstMark. We have offices in Paris London Cologne Madrid and New York and we have 700 clients. And I’m not working in the daily operations of the company anymore and I’m launching a VC fund for early-stage companies. Grab your tickets! ??.

Up-sell 45

Up-sell Start-ups Clients Growth 45

SaaStr

FEBRUARY 11, 2020

Learn why it is difficult to have accurate and trustworthy outbound dashboards and how to clean up and educate your clients. The other one is, as soon as you can, again, split the new customers signing versus account management/customer success. Want to see more content like this? Join us at SaaStr Annual 2020.

Growth 77

Growth Niche Hospitality X-functional 77

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

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. And so Leading Through Change is a series we’ve launched.

GTM 63

GTM Healthcare Pipeline Sales 63

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

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

SaaStr

JANUARY 3, 2020

296: The vision of exceeding sales, establishing credibility and successfully launching a product is no small task, especially when striving for that perfect introduction into the world of consumers. With so many articles, investors, and outside opinions, the true, simple tasks of launching can get lost in the noise.

Contract 10

Contract Price Commission Conversion 10