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 were trying to start the process by creating a cost savings. 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 95

Territory Commission Outside Sales Account management 95

Openview

APRIL 3, 2018

The most recent revision of the comp plan was pushing a particular product – if you sold module X, your commission for the entire deal would be 20% higher. Instead, he attached that item to every single order for the 3 months the SPIFF ran, discounted it 100% and took an extra 20% commission on the other items. and exceptions.

Commission 72

Commission Account management Quota Sales 72

Sales Hacker

APRIL 21, 2021

In essence, RevOps is a hybrid job function that combines components of sales, marketing, and customer success roles all wrapped into one, with a goal of helping to eliminate silos that are naturally weaved into the sales process. It may take days before the rep can actually send a contract for signature. Figure out the big picture.

Finance 100

Finance GTM Cross-sell SQL 100

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? What one question must all founders be asking in the sales process? *

Contract 48

Contract Price Commission Conversion 48

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. There’s a vendor review approval process, and a security policy analyst, and their in house counsel wants to mark up the TOS. Stewart : I believe we can have no commissions forever. We have account management.”

Start-ups 142

Start-ups Real Estate Product Networking 142

ConversionXL

NOVEMBER 13, 2019

I literally started with a blank piece of paper and designed the process and methodologies that would get the best outcome for our clients. Scaling people, processes, and financial acumen. If you try and scale too quickly,” cautions Noble, “all your processes and way of working gets left behind.” The answer: carefully.

Referrals 110

Referrals Clients Networking Growth 110

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 one question must all founders be asking in the sales process? *

Contract 10

Contract Price Commission Conversion 10

ConversionXL

NOVEMBER 13, 2019

I literally started with a blank piece of paper and designed the process and methodologies that would get the best outcome for our clients. Scaling people, processes, and financial acumen. If you try and scale too quickly,” cautions Noble, “all your processes and way of working gets left behind.” The answer: carefully.

Referrals 49

Referrals Clients Networking Growth 49

Sales Hacker

NOVEMBER 10, 2020

The acquisition process [21:55]. It automates the tedious parts of the response process, like filling in the right answers and formatting documents so you can finish RFPs in hours instead of days. And we had only two contracts to show from it. So when I was coming back and forth, I was just managing the account management team.

Growth 74

Growth Finance Start-ups Drivers/motivators 74

SBI

NOVEMBER 7, 2019

Percolate offers solutions to introduce visibility into the marketing process, improve coordination of work, and effectively build marketing campaigns and content. Ensuring that your process is fluid and enabled by the right tech stack is critical to building a high functioning, high growth sales org. Account Planning.

Customers 20

Customers Tradeshows Technology Technology 20