Veloxy

AUGUST 17, 2022

Here are the most popular features of the tool: Your leads & contacts are automatically analyzed and prioritized for buyer intent Field sales routes are optimized for more stop-ins and meetings Automatically capture, create, update, and track records from your inbox. Apptoto integrates with Zoom and other online meeting tools.

Appointment 147

Appointment Territory Cross-sell Contract 147

Veloxy

JUNE 23, 2021

What’s more, research shows that over 75% of prospects really don’t want to engage in face-to-face meetings. You’ve already likely heard of a few standard roles such as Account Executives or Sales Engineers. This includes lead generation, qualification, relationship building, presenting, and finally closing the deal.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Sales Hacker

JULY 25, 2022

Everyone on your team must meet their specific goals in order for your engine to operate efficiently. Before a new customer deal can close, an SDR has to find that customer. Future meetings. Once an SDR has secured a qualified lead, they tap an account executive (AE) to give demos, negotiate contracts, and drive the deal home.

Engineering 102

Engineering Objectives and Key Results Cross-sell Pipeline 102

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. They travel to meet clients (whether by car, plane, or foot), and attend industry events and conferences to painstakingly prospect new leads. Managing referrals from existing customers.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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 75

Customers Contract Cross-sell Account management 75

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.

Account management 76

Account management Commission Contract Sales 76

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

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 112

Education Contract Pipeline Gaming 112

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

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

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. Implementing a review meeting cadence (ending with QBRs every quarter to track progress). Renewal opportunities occur when a customer’s current contract comes to an end.

Customers 87

Customers Cross-sell Contract Price 87

Miller Heiman Group

APRIL 9, 2019

Beyond securing buy-in, another benefit of effectively communicating with all the key stakeholders is understanding the multiple perspectives inside a large account. Identifying these stakeholders, understanding their unique pain points and tailoring your message to meet their needs provides value to each individual.

Territory 92

Territory Account management Price Contract 92

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". Great to meet you [prospect]! 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.

Prospecting 94

Prospecting X-functional Contract Cross-sell 94

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. You have to be sure the customer will renew.

Service 51

Service Process Contract Sales 51

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

Highspot

JUNE 22, 2021

What objectives or steps are you taking to meet these goals? In stakeholder meetings, look for someone who is well-regarded by their peers and who is active in the conversation. ” or “Do you see this feature meeting your needs?” Use a Modern Close. Modern sellers are better off using soft closes.

Technique 82

Technique Negotiate Cross-sell Sales 82

Gong.io

JULY 27, 2022

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. It’s wise to come to the table with a few ideas, but this section of the quarterly business review meeting agenda should be very consultative.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

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

Hubspot

OCTOBER 16, 2017

Increase average contract length. Acquire “seed” accounts. Manage deal flow. Salespeople are demotivated to do anything but sell, so good luck asking them to attend meetings, log notes, go to training, etc. The more support you expect reps to give customers (such as implementation help, account management, etc.),

Commission 91

Commission Quota X-functional Non-Profits 91

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. Number of new (first) client meetings per month. Proposal to closed ratio. Annual quota.

Contract 88

Contract Quota Pipeline Sales 88

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

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

Sales Hacker

MARCH 3, 2021

Salespeople create relationships, but it has traditionally been up to the customer success or account management team to nurture them. The CS team will need extra help in adapting the meetings alongside sales in terms of learning their language, methods, structures, qualified leads , etc. There’s no friction whatsoever.

Process 76

Process Assembly Line UX Drivers/motivators 76

Partners in Excellence

OCTOBER 27, 2013

We talk about all the things we want to accomplish—meet more executives, expand our contacts and visibility in the customer, displace competition, sell them more stuff, become a “valued partner.” ” Every account plan always includes a lot of actions and activities. What’s in it for the executive?

Account management 94

Account management Strategize Contract Contact 94

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

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. Number of new (first) client meetings per month. Proposal to closed ratio. Annual quota.

Contract 48

Contract Quota Pipeline Sales 48

The 5% Institute

APRIL 8, 2020

By having a manager in place to help with the on-boarding process, the higher likelihood the client will be successful using what it is that you sell – which then creates the opportunity for potential referrals too. What Are Some Customer Success Manager Responsibilities? Outcome Meetings. Building Relationships.

Cross-sell 52

Cross-sell Customers Referrals Clients 52

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

SBI

NOVEMBER 15, 2018

Have you ever sold a product you didn’t believe in or didn’t believe could adequately meet your customer’s needs? If you don’t hit your metrics for the month (usually closed won deals), you’ll likely be put on a performance improvement plan (PIP). Sales is a contract. Have you ever made a sale that you felt slimy about?

Sales 42

Sales Quota Represent Referrals 42

Sales Hacker

JUNE 17, 2019

With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. Don’t speak it on their behalf, invite them to an executive meeting, have them share an idea, give them some exposure. Kathleen, welcome to the show.

Contract 64

Contract Drivers/motivators Sales Price 64

SBI

OCTOBER 23, 2017

Salespeople spend more time closing business, not chasing leads. Docusign @DocuSign DocuSign is changing how business gets done by empowering more than 300,000 companies and 200 million users in 188 countries to sign, send and manage documents anytime, anywhere, on any device, with confidence. avisoinc Groove. OpsPandaInc.

Commission 56

Commission Contract Sales Networking 56

Sales Hacker

JANUARY 5, 2021

She talks about how to get in touch with people, specifically how you can generate meetings. So you could definitely just close a deal in five minutes, let’s say. You’re somebody that’s responsible for generating meetings, generating pipelines. Because it really is that we are going after enterprise accounts.

Cold Call 95

Cold Call Start-ups Finance Up-sell 95

Hubspot

FEBRUARY 27, 2016

Every Friday, our team comes together for a weekly reflections meeting. 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.

Negotiate 52

Negotiate Contract Pipeline Clients 52

Sales Hacker

OCTOBER 10, 2019

The tendency in modern B2B SaaS orgs is to record most of the transactional data in the opportunity or account objects. After the SDR reaches out to all 100 of them, Salesforce task records show 10 people replied something analogous to “no thank you” and another 2 responded asking for meetings. Activities. Opportunities. Why Bother?

Government 58

Government Process Objectives and Key Results Commission 58

Lead Fuze

AUGUST 12, 2021

Episode 088: Why Social Selling is About Opening, Not Closing. Episode 48: Stu Heinecke on How to Get a Meeting with Anyone. Episode 31: Mastering Account Management as a Sales Professional. Hundreds of episodes to help closers close better. Episode 005: Batter Up: Setting the Ground Rules for a Sales Meeting.

Drivers/motivators 98

Drivers/motivators Sales Up-sell Inside sales 98

SaaStr

JULY 24, 2019

Gillian oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. We have a license-based model, and we’ve built into the product that our customers can add additional licenses as needed, as they go, in a way that is co-terminus with their contract.

X-functional 54

X-functional Engineering Clients Start-ups 54