Sales Hacker

APRIL 10, 2019

Imagine knowing the actual close date of a deal months in advance…. The mutual action plan is known by a lot of different names, including mutual success plan, mutually agreed action plan, go-live plan, joint execution plan, and close plan. They also give management significantly higher confidence in forecasts.

Process 82

Process Contract Sales Up-sell 82

SaaStr

APRIL 16, 2023

David Sacks : We’ve launched about September of ’08. Yammer was really launched entirely as a web page product. ” What we have, we call them account managers, and there’s no outbound. Stewart : You’ll talk to one of these account managers. A lot of things I want to chat about.

Start-ups 135

Start-ups Real Estate Product Networking 135

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

Sales Hacker

APRIL 21, 2021

Now, the AE must work with sales ops, salesforce admins, and legal to close this opportunity. It may take days before the rep can actually send a contract for signature. And once a deal is closed, it is important to provide an exceptional customer experience to retain and grow recurring revenue. Revenue Accountant.

Finance 101

Finance GTM Cross-sell SQL 101

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). If you have not consistently closed Enterprise businesses then perhaps your first milestone should center around consistently opening up quality opportunities.

GTM 68

GTM Up-sell Price Start-ups 68

SaaStr

MAY 14, 2023

Algolia went from zero to seven figures in revenue in 12 months, and the launch of their search as a service product, and grew pricing from $19 a month to $100,000, which sounds amazing. I watched it very closely, and trolled through salesforce everyday, and sat with the guys and really figured it out. Nicolas Dessaigne : Right.

Price 90

Price Start-ups Up-sell X-functional 90

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

Closing Bigger

MARCH 21, 2009

I have been working with the Academy of Learning for over a year to launch this program and it is now available through their network of 145 locations across Canada. the franchisor of Academy of Learning. We are confident that this program will open the door to entry-level positions within the exciting and rewarding field of sales.”

Launch 40

Launch Hospitality Manufacturing Entertainment 40

Closing Bigger

MARCH 21, 2009

I have been working with the Academy of Learning for over a year to launch this program and it is now available through their network of 145 locations across Canada. New Program Trains Sales Professionals Who Meet the Demands of Today’s Business World. the franchisor of Academy of Learning.

Launch 40

Launch Hospitality Manufacturing Entertainment 40

Hubspot

FEBRUARY 27, 2016

Be sure your contracts and documentation tackle as many of these project unknowns as possible. 2) Transition from managing a sales pipeline to a relationship pipeline. 6) Don't view account management and project management as the same role. Closing a deal does not mean that the sales function is over.

Negotiate 52

Negotiate Contract Pipeline Clients 52

SaaStr

SEPTEMBER 18, 2020

Henry Schuck: People were spending more money annually on a DiscoverOrg contract than they were on a ZoomInfo contract. But the awareness just wasn’t even close. 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.

Account management 95

Account management Engineering Launch Start-ups 95

Lead Fuze

AUGUST 12, 2021

Episode 088: Why Social Selling is About Opening, Not Closing. 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. Hundreds of episodes to help closers close better.

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 75

Sales Price Quota Start-ups 75

SaaStr

AUGUST 15, 2020

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. Nick Mehta: That’s well said, that’s a good way to close out. Because they had to close the stores and that was their only line.

Retail 75

Retail Start-ups Drivers/motivators Up-sell 75

SaaStr

JUNE 16, 2020

And certainly, kind of what you’re going to hear coming out of this was that companies were able to really accelerate deals that were at the bottom of the funnel, trying to close things quickly. Identify what you can and try and close those deals. Contract modifications were still so decentralized.

GTM 62

GTM Healthcare Pipeline Sales 62

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. Finally, this group of individuals tends to only be in contact with and trust close friends and family instead of influencers or early adopters. Define the battle.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

NOVEMBER 10, 2020

AJ Bruno: QuotaPath is a dead simple sales compensation tool for sales teams, for ops, for finance, anyone that’s ever struggled with comp plans, struggled with the ins and outs, explaining it, what if I close these deals, we built a tool for you. We launched it last year. And in the summer, we launched our org paid product.

Growth 75

Growth Finance Start-ups Drivers/motivators 75

SaaStr

OCTOBER 25, 2019

I was the 12th employee of a test prep company that grew to close to 200 employees by the time I left, joined Twitter when they were really starting to build out the sales organization in early 2011, as the first sales manager hired, and after being there for over six years, I really missed the building stage of the company.

E-commerce 43

E-commerce Start-ups Product Price 43

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? What time frame from SAL to closed lead suggests product market fit?

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

SaaStr

NOVEMBER 22, 2019

It really was, we closed every month. And the other was just even such a simple trick that’s now become standard around fiscal year close. If you sign up for the product and you don’t renew that first contract. And then they flip it over the fence to a expansion AE or account manager to grow that relationship.

Start-ups 62

Start-ups Customers Objectives and Key Results Growth 62

SaaStr

MAY 28, 2019

And then through our partners and our ecosystem, through folks that we know and through our account managers, then we also identify evangelists within organizations. Leslie Lee : Yeah, well we think it’s very important to always close the feedback loop. We didn’t give that mandate.

Product 64

Product Start-ups B2C Growth 64

Hubspot

AUGUST 17, 2017

Finally, it gets pdf’d and sent over to the account manager who forwards it along to the client or presents it live. Before you roll out your marketing reports to clients, show them to your account managers and service team. Some agencies make their account managers build reports. What a pain in the keister.

Clients 71

Clients Process Account management Presentation 71