Engage Selling

OCTOBER 25, 2023

There’s a fascinating coaching related story playing out in real time this Fall in US college football. It’s setting an example that every professional who cares deeply about their work—that … The post Want real change? Commit to being changeable! first appeared on Colleen Francis - The Sales Leader.

Sales

Sales Hacker

FEBRUARY 18, 2025

Um, and when I was consultant, I really spiked in the client side of the business and it was very natural to me to the point where I was once on a case and there was a very important senior client that I had sort of a very strong relationship with and the senior partner on the case asked me before I. That’s just me.

GTM

Martech

MAY 30, 2025

They may be trying to build a base of work or clients so they can pursue this full-time. One even negotiated her side projects into her employment contract when she took the job. Project and account managers are usually looking to fill extra time. Passion Passion is a big motivator for creative talent.

Drivers/motivators

Salesforce

APRIL 17, 2025

Learn more about: Understanding agentic AI Agents for sales Agents for key account management Agents for retail execution Agents for customer service Are you ready to build agents for your consumer goods brand? Finally, you can build an agent to help you manage and optimize trade promotions. Read the report 2.

Objectives and Key Results

Veloxy

JUNE 15, 2023

Essential skills for success include strong customer relations, business development, account management & problem solving abilities. Key skills for success include excellent customer relations, proficiency in new business development, adeptness in account management, technical sales knowledge, and problem-solving capabilities.

Outside Sales

Engage Selling

JUNE 8, 2018

I was running your sales team and there had to be one thing that I would insist on, it would be this non-negotiable, mandatory behavior from all salespeople. ??????????????????If All salespeople should be required to have four or more active relationships inside … Read More »

Negotiate

Hubspot

MARCH 18, 2015

Conflict resolution was certainly not in your job description when you started out as a designer, account manager, or copywriter. But the reality is that you have to lead the charge for your agency, and that sometimes requires you to deal with hard-bargaining clients who want more work at less money.

Negotiate

The 5% Institute

AUGUST 7, 2023

In today’s dynamic business landscape, possessing a comprehensive set of skills is crucial for any successful account manager. The role of an account manager goes beyond mere customer service – it involves nurturing client relationships, driving revenue growth, and enhancing a company’s reputation.

Account management

The 5% Institute

AUGUST 15, 2023

In today’s dynamic business landscape, various account management roles plays a pivotal part in maintaining customer satisfaction, driving revenue growth, and fostering lasting business relationships. Account management roles encompass a range of responsibilities that require a unique blend of skills and expertise.

Account management

Heinz Marketing

SEPTEMBER 1, 2023

Account Management Portals: These are everywhere now. To make an impact, a customer-focused account management portal not only provides access to order history, invoices, support tickets, but also incorporates relevant news and resources that help each customer get more out of your product/service.

Gaming

Sales Hacker

OCTOBER 23, 2018

But this role and unusual path have allowed me to look at negotiations in a completely different way. I often get to be a neutral advisor to many negotiations which allows you to see so much more. RELATED: 5 Psychology Tips From An FBI Hostage Negotiator That Will Make You Sell Better. Write this down now. Where will you go?

Negotiate

Salesforce

JULY 3, 2025

Google’s product team adopted this concept in their A2A (Agent-to-Agent) specification, citing Agent Cards as the keystone for capability discovery and version negotiation. Agents negotiate complex tasks, adapt communication based on context and experience, and form dynamic collaborative relationships that evolve over time.

Negotiate

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

Anthony Cole Training

JANUARY 31, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. managing sales (4). managing sales teams (18). Negotiating (2). performance management (3). practice management (9). retaining clients (2). CLIENT RESULTS. |.

Objectives and Key Results

Hubspot

JUNE 28, 2016

Rarely do client-side decision makers report to their fellow C-suiters the value your agency provides. Either way, it's a problem when clients are more focused on your invoices than your services. If you reduce a client's cost per lead and neither your client nor her C-suite knows it -- has it really happened?

Clients

Sales Hacker

APRIL 11, 2019

She loves winning new clients for the pure enjoyment and self-satisfaction of winning. When interviewing extrinsics, they may ask about compensation early and negotiate heavily to ensure the compensation matches their expensive lifestyle. RELATED: 12 Expert Tips For Managing a Successful Sales Team. Listen to them.

Extrinsic

Hubspot

JUNE 22, 2018

If you’re flexible on your time, you can write something like, “Our company hopes to finish the project within six months, but we’re open to negotiation for the right candidate.”. We provide our clients with web design services including coding, development, and branding. General account management. Elements of Proposal.

Negotiate

Search Engine Land

JUNE 26, 2023

Overcoming resistance to change Leadership support communicates the importance and benefits of SEO tools to the organization, encouraging a positive attitude towards embracing innovation, facilitating change management, and navigating resistance or skepticism. Share the NDA with the vendor and negotiate any necessary changes.

Process

Partners in Excellence

APRIL 26, 2021

They may have to put together an implementation plan and negotiate the resources needed to support the implementation. Some years ago, I was working with a client–they won a very large deal, the top executive of the business unit supported the decision and had funded the project. They may have to put together a risk analysis.

Customers

Partners in Excellence

OCTOBER 31, 2012

I’d been invited by a client to participate and help analyze the loss. During the review, one of the product management executives was really puzzled as the sales team explained the loss. ” He was frustrated and didn’t understand. The solution is being developed, commitments are being negotiated.

Account management

Hubspot

APRIL 27, 2023

While it is important for account executives to have great communication skills — verbal and written — they also need to know how to negotiate new contracts and renew existing contracts. The average annual salary for an Account Executive is $59,630 , and it can get as high as $110,000. Ask tech salespeople questions.

Account management

Sales Hacker

JANUARY 18, 2019

Trade shows provide great ways to gain new customers and strengthen relationships with existing clients. You have finagled and negotiated pricing with vendors and fought upper management for more budget; however, you and your marketing team have not defined what success actually looks like. The Holy Grail Metric.

Contact

SaaStr

MARCH 17, 2020

Learn from Talkdesk SVP of Client Services how to build a Customer Reference Program. Gillian Heltai | SVP, Client Services @ Talkdesk. I’m the senior vice president of client services at Talkdesk. Another way that customers become advocates is a personal relationship with the account team. FULL TRANSCRIPT BELOW.

Clients

Hubspot

APRIL 2, 2021

Nowadays, media buying is done in one of two ways: Direct buy – Media buyers forge relationships with publishers to negotiate ad inventory, e.g., working with a newspaper to have an ad placed in the upcoming issue. The negotiation still technically happens but it's done at a much quicker rate through open and private marketplaces.

Objectives and Key Results

Salesforce

APRIL 18, 2023

Atef Ghori, Territory Account Manager, Hitachi Vantara Dear Atef: Most reps I know are motivated by building relationships and bringing real-life solutions to customers, not crunching numbers or drafting emails. Get answers to your burning questions about the best ways to sell, learn, and grow in this ever-changing field. Ask it here.

CRM

Veloxy

FEBRUARY 22, 2023

Closing deals : Field sales reps negotiate pricing and terms, and ultimately close deals with clients. Account management : After closing deals, reps may manage ongoing customer relationships, ensuring client satisfaction and identifying opportunities for additional sales.

Represent

Hubspot

MARCH 6, 2018

And you can prospect by asking current clients or colleagues for referrals of individuals who might be interested in your product/service. It varies widely from company to company, and may include things like delivering a quote or proposal, negotiation, achieving the buy-in of decision makers, and other actions.

Process

Search Engine Land

DECEMBER 4, 2023

Hollywood writers negotiated new contracts to continue earning a living when genAI could use their ideas to create new plot twists. These early applications demonstrated the immense potential for ChatGPT in PPC account management and campaign optimization. Image from author’s presentation at SMX Next.

Objectives and Key Results

SaaStr

MAY 25, 2020

The amount of time companies waste negotiating and forcing people to buy unneeded licenses to “get the best price” is without question the least favored part of the buying process for the customer. “Set up expectations through out the sales process with your clients and be up front of what they should expect from you.”

Closing

Engage Selling

AUGUST 12, 2017

Yet, despite having the ability to customize products and include clients in the sales process, there was often a barrier that made buyers feel … Read More » Strong partnerships between sellers and buyers were once considered the key to success in the marketplace.

Clients

VanillaSoft

SEPTEMBER 15, 2021

Mike shares insights about what tasks are best suited to each sales team role, how to best execute the handoff –– and why consistency is what matters most for your clients. They make sure to enter that data in their CRM to ensure consistency in client communications across the team. Your funnel is your friend. Strategy over script.

Process

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

Hubspot

APRIL 2, 2018

It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over. Negotiations. Checking in on new clients. You want them to feel just as valuable (if not more) as a client as they did as a prospect.

Prospecting

Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. Managing referrals from existing customers. Negotiating and closing contracts. AEs (Account Executives).

Inside sales

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.

Negotiate

Miller Heiman Group

NOVEMBER 5, 2018

Widening the net to search for new customers, or nurturing their long-term clients? This includes: Sales skills (surfacing explicit and implicit needs, social selling, negotiating, resolving concerns). Sales methodology (how the organization sells via call management, opportunity management and account management).

CRM

Sales Hacker

MARCH 3, 2020

So I had started by managing a book as an account manager and I found the job to be pretty reactive. Stephanie Blair: Well, my friends would say that I negotiate everything and that I was born a salesperson. I also have the client do a 360 Assessment. Sam Jacobs: How did you find your way into sales?

Up-sell