Hubspot

APRIL 27, 2023

The SaaS (Software-as-a-Service) business model is one of the fastest-growing of the last decade. While it is important for account executives to have great communication skills — verbal and written — they also need to know how to negotiate new contracts and renew existing contracts.

Account management 77

Account management Commission Contract Sales 77

Heinz Marketing

MAY 20, 2022

By Lauren Bensussen , Senior Marketing Consultant at Heinz Marketing. I say this from my own experience over the past 4 years as a consultant for Heinz Marketing. Account Management. Account Executives and/or BDRs. It means that churn prevention is key to expanding revenue at customer accounts.

Cross-sell 104

Cross-sell Customers Growth Contract 104

Gong.io

JULY 11, 2022

An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. Inside sales tend to have shorter sales cycles than outside sales, but they also represent a lower ACV (Annual Contract Value). Managing referrals from existing customers.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

SalesLoft

JULY 25, 2022

Think marketing to sales development representative (SDR), SDR to account executive (AE), AE to account manager (AM), or AM to customer success manager (CSM). . The bigger the purchase, the more buyers there are on both sides of the table, and the longer it will take to get a signed contract. .

SQL 98

SQL Strategize Strategic planning Consult 98

Sales Hacker

SEPTEMBER 2, 2021

He describes how your business’ annual contract value dictates your “hunting strategy,” i.e. how you acquire, onboard, and retain new customers. If you offer a low annual contract value where users use a self-checkout process to purchase your product, then onboard new users with a low-touch, product-led process.

Product 94

Product SQL Contract Sales 94

Sales Hacker

FEBRUARY 5, 2019

Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? Real Service-Level Agreements that you can actually meet. The ability to do change management control and QA testing in a non-production environment.capability. Post-Sale Delivery and Enterprise Service. Integrations.

Product 58

Product Contract Cross-sell Account management 58

Sales Hacker

MAY 31, 2021

Prospects can tell right away that you’re not just another robo-dialer, and while they’ll appreciate the clarity with which video helps you explain concepts and contracts, they’ll be deeply persuaded by the fact that you’re a living breathing person they can trust. Explain the contract. And every touchpoint is an opportunity to use it.

Quota 81

Quota Closing Legal Contract 81

Openview

APRIL 3, 2018

Direct sales reps get comped on the initial sale and hands the customer off to Account Management on day one. You need to decide what you are optimizing for – new logo acquisition, deal size, multi-year contracts, payment terms, etc. DON’T pit your Direct Sales and Account Management/Customer Success teams against each other.

Commission 72

Commission Account management Quota Sales 72

PandaDoc

DECEMBER 12, 2022

To that end, it allows you to track, manage, and automate your sales, marketing, and customer service channels. With the right tool, you get a complete view of the entire customer lifecycle, resulting in more sales, better customer service, and higher profitability. Service Professional. Your trial period is 30 days.

E-commerce 52

E-commerce CRM Price A/B testing 52

Lead Fuze

MAY 26, 2023

You can start as an intern or entry-level employee and gradually work your way up through positions like account manager, project manager, or even creative director. Here are some tips: Research market rates: It’s important to know what your competitors are charging for similar services.

Profit margin 52

Profit margin Legal Price Networking 52

PandaDoc

APRIL 3, 2023

In it, you can also add information about all the proposals , quotes , and contracts your salespeople should use. Typically, this is also when sales reps need to send a contract agreement; you can use our agreement template library to find an agreement that fits your use case.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 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. Ron would always ask the same questions –. Increase Opportunities.

Sales 123

Sales Contract Consult Inside sales 123

Hubspot

MARCH 6, 2018

And you can prospect by asking current clients or colleagues for referrals of individuals who might be interested in your product/service. 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.

Process 101

Process Objectives and Key Results Sales Negotiate 101

Gong.io

JULY 27, 2022

How has your product or service met expectations? 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. They’re not about sales performance, they’re about product/service performance. Review performance and quantify value delivery.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Sales Hacker

OCTOBER 10, 2019

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 tendency in modern B2B SaaS orgs is to record most of the transactional data in the opportunity or account objects.

Government 58

Government Process Objectives and Key Results Commission 58

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. This video training was originally presented at the 2019 Sales Hacker Success Summit.

Consult 61

Consult Contract Closing Up-sell 61

Highspot

JUNE 22, 2021

There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling. What features, services, or values drew them in? What Are the Different Approaches to Sales? Focus on: The before: What was the customer’s status quo?

Technique 82

Technique Negotiate Cross-sell Sales 82

Hubspot

APRIL 17, 2013

Think about it: A new client would come on board having never met me or some of the key players on the team, but rarely if ever would the client ask to talk to any of us before signing a contract. Despite this, I''d be their main point of contact, their consultant, and managing the team that''s getting their work done.

Contract 75

Contract Trust Clients Consult 75

PandaDoc

APRIL 25, 2023

A CRM offers a suite of integrated applications, usually cloud-based, that covers everything from sales to marketing to customer service applications. These include management of the sales engagement process, insights into your sales patterns, a 24/7 support team, and services to help with configuring your system.

CRM 52

CRM Pipeline Sales Appointment 52

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Appointment Legal 52

Sales Hacker

APRIL 21, 2022

Startups are less demanding than a big company both from a services and product perspective. This was all in an effort to increase our average contract value (ACV). Enterprise customers require a certain level of care and whiteglove service implementation. Dedicated Customer Account Manager. Customized Training.

Legal 85

Legal Cross-sell Contract Price 85

ConversionXL

APRIL 18, 2017

Offer conversion optimization services? You’re not in the business of selling services, per se. When there are rogue consultants promising big lifts and just throwing ideas at the wall and seeing what sticks, it’s bad for the industry. They’re anal retentive about every little detail that goes into the contract or the proposal.

Referrals 87

Referrals Clients Price Contract 87

ConversionXL

NOVEMBER 13, 2019

He isn’t the only CEO whose individual consultancy grew into an agency. So we created a range of services, ranging from free webinars and blog posts to consulting services costing millions. This one guy, let’s call him Lars, was an ecommerce manager at a small sports store. Let me give you an example.

Referrals 110

Referrals Clients Networking Growth 110

Sales Hacker

MAY 20, 2019

Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology. In case you missed PODCAST 57: Career Progression as a Concentric Circle to Become Top Manager w/Ashley Grech. We wanted to become a consultant company. It is your host, Sam Jacobs.

Consult 62

Consult Technology Technology Networking 62

Sales Hacker

AUGUST 18, 2023

Tread carefully revenue pros… To help you sidestep some of the potential growing pains, here are 15 mistakes GTM teams often make when moving upmarket (and how to avoid them): One big flag would be shifting the conversation to consultative vs. transactional, which many reps don’t understand how to do. Needs more pre sales support.

GTM 67

GTM Up-sell Price Start-ups 67

Lead Fuze

AUGUST 5, 2021

This huge blog site yields contributions on a massive list of topics including Sales, Marketing, Customer service, IT and Small Business. Blogger Blurb: Emily Stanford is an Associate Content Marketing Manager at Salesforce. Adaptive Business Services. Managing Member at Adaptive Business Services. Salesforce Blog.

Negotiate 98

Negotiate Sales Retail B2B 98

Sales Hacker

MAY 20, 2019

Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology. In case you missed PODCAST 57: Career Progression as a Concentric Circle to Become Top Manager w/Ashley Grech. We wanted to become a consultant company. It is your host, Sam Jacobs.

Consult 49

Consult Technology Technology Networking 49

Search Engine Land

JUNE 26, 2023

Regarding technology, as it pertains to SEO, it’s all about snagging the right services that support your SEO to keep your operations running smoothly. The process evaluates potential SEO service providers based on their expertise, track record, pricing, and contractual terms.

Process 106

Process Negotiate Contract Legal 106

SaaStr

MARCH 10, 2020

Our service model is fairly unique. We are not as fortunate as some of the folks in this room that if we sign a contract, regardless of how our customer feels about what they’ve bought, they’re going to continue paying. There’s generally no contract in place. We are not a software business.

Government 81

Government Up-sell Contract X-functional 81

Lead Fuze

AUGUST 12, 2021

Episode 122: A Consultative Approach to Sales with Driver Studios’ Derek Sentner. In his own words, he’s also a “Ruthlessly Pragmatic sales trainer, marketing consultant, keynote speaker, copy writer, InfusionSoft expert, Doer. Episode 31: Mastering Account Management as a Sales Professional. The Gist: .

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

Hubspot

APRIL 29, 2024

Here, we'll get a more thorough understanding of transactional selling, how it compares with consultative selling, and how to reconcile the two in a transactional industry. If done properly, leaning into consultative selling can lead to good results — even in transactional industries. Are there any services that go along with that?

Sell 70

Sell Objectives and Key Results Consult Price 70

ConversionXL

NOVEMBER 13, 2019

He isn’t the only CEO whose individual consultancy grew into an agency. So we created a range of services, ranging from free webinars and blog posts to consulting services costing millions. This one guy, let’s call him Lars, was an ecommerce manager at a small sports store. Let me give you an example.

Referrals 49

Referrals Clients Networking Growth 49

PandaDoc

OCTOBER 26, 2021

We also consulted the websites of each CRM solution for up-to-date info about their plans, user interface, and other factual information. Pipedrive is a deal-driven CRM system that can also be used for account management and various other business management purposes. Free trial: Yes, 14 days. Ease of use: 5/5.

CRM 52

CRM E-commerce Price Customer Relationship Management 52

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. We’ve got everything from self-service all the way up to the enterprise. From contract signature to launch. Nick Mehta: Yeah. Jay Snyder: 100%.

Retail 78

Retail Start-ups Drivers/motivators Up-sell 78

The Lost Book of Sales

JULY 12, 2021

” Market segments, in this vocabulary, meet our definition of markets When marketing consultants sell market segmentation studies, all they are actually doing is breaking out the natural market boundaries within an aggregate of current and potential sales. What is the "Chasm"?

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Martech

FEBRUARY 24, 2022

Consumers crisscross multiple online and offline channels, often from the comfort of their own homes, to research products and services and make informed purchase decisions. Key customers include Champion Services, Dealer.com, Sonic Automotive Group and Trane. Product overview. Get the daily newsletter digital marketers rely on.

E-commerce 97

E-commerce Healthcare Real Estate Original Equipment Manufacturer 97

SaaStr

OCTOBER 25, 2019

Jason Lemkin: I invested in a company Algolia, that does search-as-a-service, and they bet super early on Shopify, before Shopify Plus launched. They needed more account management, they wanted someone to talk to, they needed help with strategy, they needed a little more technology, we provided that. Loren Padelford: We did.

E-commerce 43

E-commerce Start-ups Product Price 43