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

Hubspot

APRIL 27, 2023

You can start in SaaS sales as an SDR and with enough experience, you'll be able to work in roles like account executive, sales manager, and even vice president of sales. Sales Development Representative As a newbie to SaaS sales, you should try to start with a sales development representative (SDR) role.

Account management 77

Account management Commission Contract Sales 77

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? Today we can start to change that. Too often contract cancellation (or non-renewal) comes as a surprise, but it never should.

Customers 74

Customers Contract Cross-sell Account management 74

Gong.io

JULY 11, 2022

Compare that to long days on the road stuck in traffic, in the air, or on your feet, trudging through the rain going from door to door, and you start to understand the appeal. Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. Inside sales vs. outside sales .

Inside sales 62

Inside sales Commission Outside Sales Quota 62

SaaStr

FEBRUARY 28, 2022

Back to getting on jets, doing real events and field marketing, but also … living primarily distributed start-up lives, on top of Zoom. Many of you will have little to no dedicated help in sales operations , even up to $10m ARR or beyond. Start off with a buddy system, if you can make that work. Watch magic happen.

Quota 98

Quota Sales Contract Start-ups 98

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. And there’s more numbers to back that up, too.

Cross-sell 40

Cross-sell Technology Technology Account management 40

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. For enterprise sales, onboarding includes: Setting up and executing training sessions with different user groups (i.e. Bringing more customers up to higher pricing tiers.

Customers 87

Customers Cross-sell Contract Price 87

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. How hard is it to be a sales rep?

Negotiate 52

Negotiate Territory Contract Technique 52

Search Engine Land

FEBRUARY 15, 2024

You’re ready to hire SEO help – where should you start? 10 questions to size up an SEO agency. 10 questions to size up an SEO agency. One of the first questions many businesses face as they ramp up their SEO efforts is: Should we hire in-house or outsource? You might, for example, start with an SEO audit.

Consult 116

Consult Clients Engineering Service 116

SaaStr

NOVEMBER 23, 2019

Hopefully you are closing the year out strong. Even if you are coming up a bit short, there’s one thing I do know. They will rest up over the holiday. 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. Some follow up more quickly.

Quota 91

Quota Sales Contract Closing 91

PandaDoc

MAY 30, 2019

In today’s highly competitive business environment, it’s the fastest-growing technology companies that end up dominating the market. So, to be the best, you need to speed up your sales cycle. Here are 14 ways you can close deals faster and set up your entire company for sustained growth. Slow down to speed up.

Contract 75

Contract Negotiate Strategize Sales 75

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. This is a mistake.

Clients 52

Clients Contract Trust Meeting 52

SaaStr

OCTOBER 6, 2019

When a great SaaS business starts to come together, and crosses Initial Traction ($1-$1.5m), growing nicely (8-10%+ Month-over-Month Growth) … often times, the founders start to see the first bit of real economic returns on the model. It finally starts to make sense, this SaaS stuff. More account managers and farmers.

Non-Profits 96

Non-Profits Growth Appointment Sales 96

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 may end up with a huge commission check to hand out if someone has an amazing month or quarter, so be careful.

Commission 92

Commission Quota X-functional Non-Profits 92

Sales Hacker

OCTOBER 22, 2017

Many companies are revving up their branding and marketing strategies and by adopting technology enablers such as CRMs, sales automations, and data analytics. Shut up and listen ! Your CRM, competitive analysis tools, rival websites, and social media are great places where you can start your research. That’s right.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

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. It needs to start before the sale is even made.

Service 50

Service Process Contract Sales 50

Gong.io

JULY 27, 2022

Follow up with questions like: How are you tracking toward those goals? While QBRs aren’t meant to be a casual catch-up session, they are an opportunity to solidify ties, particularly if you keep the conversation client-centric (e.g., It’s up to you, though, whether or not you still call them QBRs. Is this still the case?”.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

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. Starting with a great first impression, businesses can set the benchmark high for the rest of the relationship. Let’s start with a no-brainer. See how smooth things are?

Process 75

Process Assembly Line UX Drivers/motivators 75

Hubspot

APRIL 20, 2020

It may take up one minute of the conversation — it might take up 15. But that's where I want to start. I want to hear where my prospects are coming from to see if they want to open up or just get down to business.". Don't reserve it exclusively for deals you're trying to close immediately.

Relationship building 78

Relationship building Prospecting Contract Quota 78

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. So where should you start? Right here. What are the steps of a sales process?

Process 101

Process Objectives and Key Results Sales Negotiate 101

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. Pump up the deal size (31:15). ? Since 2012 I’ve closed over $160 million dollars in SaaS revenue, and I did most of that by doing multiple deals that were over $50 million dollars.

Consult 61

Consult Contract Closing Up-sell 61

Partners in Excellence

AUGUST 23, 2013

We leverage new technologies, so now we can do things at the speed of light—doesn’t mean they’re the right things, but volumes of activities are up. Procurement organizations are being challenged to up their contribution and value to the organizations. Others will follow, as they always do, playing catch up.

Account management 85

Account management Contract Sales Up-sell 85

Sales Hacker

OCTOBER 10, 2019

Without it, your sales team will struggle, the pipeline will dry up, and revenue will plummet. Whether your selling model is transactional, self-service, enterprise, or a combination of these, you will need to set up some objects in Salesforce that support the sales and eventual retention strategies of your business. The challenge?

Government 58

Government Process Objectives and Key Results Commission 58

Lead Fuze

DECEMBER 31, 2021

When you’re setting up a sales team, it’s important to consider factors such as: Regions served. When I recruited salespeople from a specific industry, they were more knowledgeable about the nuances of that field and had higher close rates. This means that it may take over two years to make up for your lost profit.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

SaaStr

MARCH 10, 2020

Hiring senior leaders can set companies up to fail and see how sticking with a current, successful model can be the key to hypergrowth. We literally pick up their goods at factories, we put it on to trucks, we take those trucks to docs and airports around the world and we literally move their cargo from point A to point B.

Government 82

Government Up-sell Contract X-functional 82

SalesHandy

JULY 12, 2022

If you don’t have an ideal customer profile, you will end up focusing your efforts on different areas of the market. Finding and attracting new customers is a costly process from the start to the end. Increasing win rates: Win rates represent the percentage of closed deals. That’s wasted time, money, and effort.

Customers 59

Customers Cross-sell Represent Contract 59

Sales Hacker

JUNE 17, 2019

Thinking Outside the Manager’s Box [08:39]. Persuasion Starts By Establishing Buy-In Early On [11:49]. With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. Persuasion Starts By Establishing Buy-In Early On.

Contract 63

Contract Drivers/motivators Sales Price 63

Sales Hacker

JANUARY 5, 2021

And actually, we started around 2016 and now with the most recent fundraising, which was in June 2019, altogether we raised 300 million, which is quite huge, especially by European standards. And once I had to start calling, honestly, I just really enjoyed it. So when I went back to the Netherlands, I started as a commodity broker.

Cold Call 92

Cold Call Start-ups Finance Up-sell 92

Lead Fuze

AUGUST 12, 2021

Sales Success Stories is a sales podcasts site that focuses on the people who are still picking up the phone and calling leads —not those who’ve since left the ranks of SDR and BDR. The people interviewed are actively in a sales role and offer up tips to those who are still “pounding the pavement” Best 3 Episodes: .

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

SBI

NOVEMBER 15, 2018

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). A top salesperson realizes it’s easier to sell to folks who need and value your product, both because those folks are easier to close and because they will become referrals generating new sales.

Sales 42

Sales Quota Represent Referrals 42

Partners in Excellence

OCTOBER 27, 2013

The account plan itself, is the output of this thinking process. It is our road map for achieving our goals–getting as close to “100% share of customer” as we possibly can. Account planning and account plans are important. What do we need to do to achieve this?

Account management 93

Account management Strategize Contract Contact 93

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? Set Up A Team. Building Relationships.

Cross-sell 52

Cross-sell Customers Referrals Clients 52

Hubspot

FEBRUARY 27, 2016

It's our "touchy-feely-kumbaya" moment where everyone has an opportunity to open up and share what's on their mind. Be sure your contracts and documentation tackle as many of these project unknowns as possible. Include language that provides a means of factoring in cost/time when these little surprises sneak up, as they always do.

Negotiate 52

Negotiate Contract Pipeline Clients 52

SaaStr

JULY 24, 2019

Gillian oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. Hopefully, you could leave this session enabled with a handful of action items or ideas that you can take back to your organizations in order to start to move the needle on net retention.

X-functional 57

X-functional Engineering Clients Start-ups 57

Veloxy

OCTOBER 24, 2022

When 57% of sales reps expect to miss their quota every quarter, managers need to rely on the 42% to make the team’s number. Mindtickle helps sales managers discover the unique behaviors that quota crushers use to close more deals, and deploys them to the missed quota reps. Luckily for account managers there is Scratchpad.

Quota 147

Quota Contract Account management Price 147

SaaStr

JANUARY 28, 2020

Maria is one of the top SaaS leaders in marketing, just finished up the CMO Vanna plan, which IPOed. And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Please sign up. Every retail shop was closed by 2000. Aaron : No.

Growth 84

Growth Promote Engineering Up-sell 84

Sales Hacker

APRIL 6, 2022

Let’s take a closer look at each word: Configure: Configuration of products and services ensures that what you provide is actually available, meets the buyer’s needs and specifications, and can be delivered according to the agreed-upon contract terms. Scaling sales operations. Accurate revenue forecasting.

Cross-sell 93

Cross-sell Contract Price Finance 93