SBI

FEBRUARY 20, 2018

For example, our research shows that using Adobe Sign results in contracts being signed 21x faster than using paper-based signatures. Adobe Sign speeds quote to close, making it hours instead of days or weeks. Second, once contracts are in play, salespeople can monitor their status and stay on top of every step.

Contract 55

Contract Gaming Commission Legal 55

SaaStr

NOVEMBER 8, 2022

Well let me just step back with my learnings as you do your own planning: First, assuming you are growing > 80% YoY or so, have a lot of pre-paid annual contracts, … you should be able to be cash-flow positive almost no matter what somewhere around $5-$8m in ARR. Don’t wait to invest in customer success and account management.

Quota 112

Quota Contract Price Growth 112

Veloxy

AUGUST 17, 2022

You’ll easily generate quotes, proposals, and contracts in a variety of formats and in mere seconds. For SMBs to Enterprise sized companies, the series of tasks can be cumbersome to sales staff, especially account managers. Thankfully, TaskRay makes onboarding new customers fast and efficient for everyone. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

Sales Hacker

JULY 25, 2022

Before a new customer deal can close, an SDR has to find that customer. Insight into daily rep activity allows sales managers to steer their reps in the right direction and stay on track to achieve bigger business goals. While AEs play a critical role in closing deals, the decision to buy is ultimately up to the customer.

Engineering 99

Engineering Objectives and Key Results Cross-sell Pipeline 99

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. I’ve seen a few exceptions, and personally closed Google after a year-long unpaid pilot. And it was early.

Price 114

Price Contract Referrals B2B 114

Veloxy

JUNE 23, 2021

This includes lead generation, qualification, relationship building, presenting, and finally closing the deal. Not only are they the main point of contact, Account Executives are ultimately responsible for demoing products and handling the entire cycle in small companies. 3: Account Managers. 2: Sales Development Reps.

Inside sales 232

Inside sales CRM Sales Pipeline 232

SalesPop

MARCH 20, 2022

Ultimately the job of the CSM (customer service manager/customer success manager) is to make sure the contract gets renewed and take advantage of any upselling opportunities. This is much more than a simple maintenance role nowadays, so they have to work closely with their sales manager.

Customers 98

Customers Contract Sales Account management 98

Hubspot

APRIL 27, 2023

Account Executive When sales reps show potential for growth and get enough experience creating sales, they often take up the role of an Account Executive (AE). The job of an AE is to close deals by following up on the qualified leads that SDRs generated. Strong communication skills are a must,” Sergienko says.

Account management 74

Account management Commission Contract Sales 74

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 73

Customers Contract Cross-sell Account management 73

Gong.io

JULY 11, 2022

Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road. An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. AEs (Account Executives).

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Martech

OCTOBER 12, 2021

We’ve already written about community in B2B and in the story below we hear about the evolution from account management, via customer success, to customer love, from someone who has worked through it in practice. She had previously spent time as an account manager at businesses like Cision and Medallia.

B2B 96

B2B Account management Contract Technology 96

SalesLoft

JULY 10, 2023

Account managers and customer success teams need technology that: Makes adoption easy for the revenue team — customers aren’t upgrading a tool they aren’t using. Automates support workflows that promote customer retention with a trigger based on the contract end date. They have the potential to create enormous revenue.

Cross-sell 40

Cross-sell Technology Technology Account management 40

Openview

JANUARY 14, 2019

Software that’s sold with a traditional license and maintenance contract is rapidly taking on dinosaur status. These salespeople built face-to-face relationships, met with C-level executives, delivered powerful presentations and closed large deals. So someone needs to manage the account actively. One Salesperson or Two?

Contract 88

Contract Inside sales Customer Relationship Management Price 88

Sales Hacker

AUGUST 18, 2021

On the other is whitespace or the potential for expansion in an account. If a contract provides for 50 seats but the customer only uses 45, that’s 90% seat saturation. Low churn/High whitespace: These accounts could harness Outreach more widely. Our account management team steps in to see how we can help.

Education 110

Education Contract Pipeline Gaming 110

SaaStr

FEBRUARY 28, 2022

Hire a director+ of sales ops to take the administrative side of sales off the plate of folks that should opening and closing. You have to put your precious leads in the hands of reps that can actually close them. As more of those leads close. This increases the odds a deal closes, and decreases the odds a customer churns.

Quota 97

Quota Sales Contract Start-ups 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.

Negotiate 52

Negotiate Territory Contract Technique 52

Gong.io

AUGUST 3, 2022

Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. Customer success and account managers collaborate here to keep the buyer satisfied and to identify opportunities for expansion (through cross-sell and upsell conversations).

Customers 87

Customers Cross-sell Contract Price 87

Gong.io

NOVEMBER 7, 2022

before closing. If you’re a software company selling accounting solutions, for instance, you’ll likely need to get approval from the company’s accounting manager and chief financial officer (CFO). It encompasses five stages: Discovery, Qualification, Proposal, Closing, and Delivery. .

B2C 62

B2C Sales Price Prospecting 62

PandaDoc

JULY 24, 2020

Sign the Contract. Ensuring you have a contract in place before you start work sounds like such an obvious first step to successful onboarding that it’s not worth highlighting. However, you’d be amazed at how many companies rush to get started without waiting for a signed copy of the contract. Clearly, a contract is important.

Clients 52

Clients Contract Trust Meeting 52

PandaDoc

MAY 30, 2019

Here are 14 ways you can close deals faster and set up your entire company for sustained growth. Send better contracts. To close it, you’ll have to not only prove your value but also get buy-in from the prospect’s social media, design, and account management departments. Leverage team-based selling.

Contract 75

Contract Negotiate Strategize Sales 75

SaaStr

NOVEMBER 23, 2019

Hopefully you are closing the year out strong. Then January 2 will come, and the team will be exhausted, at least the managers will be. But the fact that the Closed/Won dials in Salesforce will roll all the way back to $0 for the year on Jan 1 … that’s tough. As more of those leads close.

Quota 89

Quota Sales Contract Closing 89

Search Engine Land

FEBRUARY 15, 2024

Will have the advantage of working closely with other team members within the company. While not being locked into a contract can be a nice thing for clients, it’s important to understand there is a time frame in which to achieve results. Do they have dedicated account managers so communication stays open?

Consult 118

Consult Clients Engineering Service 118

Hubspot

OCTOBER 16, 2017

Increase average contract length. Acquire “seed” accounts. Manage deal flow. The more support you expect reps to give customers (such as implementation help, account management, etc.), You can pay: when the customer signs the contract. Here are some common ones: Primary goals: Grow revenue. Lower expenses.

Commission 90

Commission Quota X-functional Non-Profits 90

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon. Contract questions. Never comment on a contract or proposal over email. Things to Say On the Phone. “I

Prospecting 93

Prospecting X-functional Contract Cross-sell 93

Sales Hacker

OCTOBER 16, 2019

For several years, I ran account management at a marketing agency — a business model infamous for mismatched expectations and subjective quality of delivery. When we succeeded, it was because of the process and close communication we built between sales and customer service. This will include: The contract value.

Service 50

Service Process Contract Sales 50

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. Closing Skills.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

Miller Heiman Group

APRIL 9, 2019

Sometimes they remain silent in discussions and actively work against you behind closed doors. Some examples include a special pricing offer, a customer-defined customization or a revision to contract terms. Ready to supercharge your sales team’s ability to access and secure buy-in with diverse stakeholders across your large accounts?

Territory 92

Territory Account management Price Contract 92

Engage Selling

MAY 3, 2013

Too often when looking at a sales team’s success, managers only look at the actual sales (the closing of the business). If you have no sales closing today, it indicates that your team has not been performing well for months. Proposal to closed ratio. KPI’s for Account Management and client retention / growth.

Contract 88

Contract Quota Pipeline Sales 88

SaaStr

OCTOBER 6, 2019

Even if leads are still a bit lumpy, outbound is still stretching itself … you at least learn how to close by this point. And often, if you are capital efficient, your marketing cost will be close to $0 at this point (you are barely spending anything to acquire most customers), and your sales costs are pretty predictable.

Non-Profits 93

Non-Profits Growth Appointment Sales 93

Highspot

JUNE 22, 2021

Seasoned buyers are skilled at lowballing sellers, actively voicing uncertainties, and generally keeping their cards close to their chest. Use a Modern Close. In the old world of sales, a hard close could help you win a deal. Modern sellers are better off using soft closes. Negotiate Live. Create a Partnership.

Technique 82

Technique Negotiate Cross-sell Sales 82

Score More Sales

JULY 11, 2013

We both were account managers selling millions of dollars worth of technology to a major aircraft company. Ron and I would meet with various decision makers who were involved in a project that would involve thousands of the items we sold on one contract. Close More Deals. Ron would always ask the same questions –.

Sales 123

Sales Contract Consult Inside sales 123

Partners in Excellence

AUGUST 23, 2013

A well run procurement organization already has strong spend management programs in place. They have strong compliance and contract management programs in place. Smart procurement organizations are realizing there is much more they can get from close relationships with suppliers than just price breaks.

Account management 85

Account management Contract Sales Up-sell 85

Hubspot

MARCH 6, 2018

Sales process” most often refers to a repeatable set of steps your sales team takes with a prospect to move them from early stage to a closed customer. A good sales process helps your reps consistently close deals by giving them a framework to follow. The close is what every salesperson works toward. What is a sales process?

Process 101

Process Objectives and Key Results Sales Negotiate 101

Lead Fuze

DECEMBER 31, 2021

When I recruited salespeople from a specific industry, they were more knowledgeable about the nuances of that field and had higher close rates. Market Development Reps are the salespeople who follow up on inbound leads and set meetings with our Account Executives. Once the deal is closed, there are not a lot of opportunities to upsell.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Hubspot

APRIL 20, 2020

Don't reserve it exclusively for deals you're trying to close immediately. Sales is all about empathy and understanding individual business cases, but it's also about giving some good advice and alternatives — like changing payment terms, working with trials, or setting the contract start date a month ahead or two.".

Relationship building 76

Relationship building Prospecting Contract Quota 76

Engage Selling

MAY 3, 2013

Too often when looking at a sales team’s success, managers only look at the actual sales (the closing of the business). If you have no sales closing today, it indicates that your team has not been performing well for months. Proposal to closed ratio. KPI’s for Account Management and client retention / growth.

Contract 48

Contract Quota Pipeline Sales 48

Sales Hacker

MAY 8, 2020

In it, Strategic Account Manager and top 1% performer at Oracle, Jamal Reimer, shows you how to think big and close on mega deals. It’s my playbook on all the steps that I take from beginning to end, how to find a mega deal, how to work it, and how to close it, within 12 months when the conditions are right.

Consult 61

Consult Contract Closing Up-sell 61