Hubspot

MARCH 6, 2018

The presentation should be tailored to meet the prospect's unique use case and pain points. The salesperson might bring a engineer or executive to the meeting with them, to demonstrate the level of service the customer will receive and to answer more technical questions. Sales Process vs. Sales Methodology. One discovery call.

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. The first was as a Strategic Account Manager where I had a handful of named accounts. We would meet with the customer every week for several weeks in a row. What You’ll Learn.

Consult 61

Consult Contract Closing Up-sell 61

SaaStr

JULY 24, 2019

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. That really helps to reduce purchase friction and allow the CSM to grow the account without working on contracts. What does that mean?

X-functional 57

X-functional Engineering Clients Start-ups 57

Hubspot

FEBRUARY 7, 2018

Sales compensation ranges from zero-commission (retail salespeople, for example) to pure commission (your salary is completely determined by performance.) For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management.

Territory 94

Territory Commission Outside Sales Account management 94

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership.

Finance 101

Finance GTM Cross-sell SQL 101

SaaStr

MARCH 1, 2019

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? Should sales commission be paid on renewals?

Contract 47

Contract Price Commission Conversion 47

SaaStr

AUGUST 27, 2019

This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. First step, we have who has worked with a number of SAAS companies in New York City as a CFO, and is now CEO of Concert Finance, a sales commission platform. Either work or not work.

Territory 55

Territory Contract Cross-sell Drivers/motivators 55

SaaStr

APRIL 16, 2023

” What we have, we call them account managers, and there’s no outbound. It’s almost like midwifing the sale, as opposed to being a salesperson, so we can… Jason : No one’s on commission today. Stewart : I believe we can have no commissions forever. We have account management.”

Start-ups 136

Start-ups Real Estate Product Networking 136

ConversionXL

NOVEMBER 13, 2019

And yet, notes Sebald, the temptation to scale quickly—often to meet demand—introduces potential problems: Bill Sebald, Greenlane Marketing: “Scaling is something I think about constantly. They tell us they look forward to their weekly meetings with our team—that it’s often their favorite meeting of the week.”

Referrals 110

Referrals Clients Networking Growth 110

Sales Hacker

SEPTEMBER 7, 2021

Certainly, not a relationship where the accounts and the spend of that account will continuously grow with the account manager. We see this in account managers when they first have a client come in, the first year is just amazing. Without that trust, there was really no long term relationship.

Trust 93

Trust Cold Call CRM Start-ups 93

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? Should sales commission be paid on renewals?

Contract 10

Contract Price Commission Conversion 10

ConversionXL

NOVEMBER 13, 2019

And yet, notes Sebald, the temptation to scale quickly—often to meet demand—introduces potential problems: Bill Sebald, Greenlane Marketing: “Scaling is something I think about constantly. They tell us they look forward to their weekly meetings with our team—that it’s often their favorite meeting of the week.”

Referrals 49

Referrals Clients Networking Growth 49

SBI

NOVEMBER 7, 2019

Even add a "schedule a meeting" button. Learn how Access Intelligence accelerated their sales process and cut contract completion time by 50% with an integrated solution. Revegy, a leading provider of strategic account management technology, is proud to announce the addition of David Keil to its Board of Directors.

Customers 20

Customers Tradeshows Technology Technology 20