SaaStr

OCTOBER 25, 2021

” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. Account management it’s same work. “1 year contracts for enterprise software. Jason, ed. :

Price 116

Price Contract Referrals B2B 116

Partners in Excellence

MARCH 5, 2024

Gus progressed in his IBM career, later managing one of the largest banking accounts, Citibank. Gus now lectures in various business programs and has written one of the best/most pragmatic books on account management that I’ve ever read, Customers Win/Suppliers Win. While there I had some contact with IBM people.

Sell 77

Sell Contract Retail Account management 77

Martech

FEBRUARY 2, 2023

Identify and contact appropriate vendors If you’re considering a COP adoption, you’re bound to have challenges you’re trying to overcome. Will we have a dedicated account manager and technical support, especially with the initial migration? Dig deeper: What is a conversion optimization platform? Create use cases describing them.

Conversion 99

Conversion Contract Follow-up Account management 99

Hubspot

APRIL 27, 2023

They make initial contact with people whom they think are qualified and ready to use the product they're trying to sell. 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 74

Account management Commission Contract Sales 74

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.

Negotiate 52

Negotiate Territory Contract Technique 52

Highspot

JANUARY 7, 2020

Take, for instance, the task of creating a play to help your account management (AM) team increase partner license sales. Answer: Account Management. Answer: Topic SME = Partner Marketing Manager. Audience SME = Partner Sales Manager. Enablement SME = Account Management Enablement Lead.

Account management 85

Account management Finance Strategize Contract 85

Search Engine Land

NOVEMBER 13, 2023

The solutions to client churn Client churn can be tackled from multiple angles, involving refined account management processes and strategic use of data-driven marketing techniques. This contract outlines services provided, performance targets, backup strategies, and contact hours.

Clients 106

Clients Objectives and Key Results Referrals Non-Profits 106

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. LeadFuze gives you all the data you need to find ideal leads, including full contact information. Managing accounts after the sale is made. Technical account management. How do we manage hundreds of new employees?

Sell 52

Sell Account management Contract Price 52

SaaStr

MAY 25, 2020

In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “E contract” — Julie Grieve, CEO CritonHQ. ” — Claire Gunter, Sr Partner Account Manager, Algolia. “Simplicity. In everything. In your messaging.

Closing 135

Closing Process Contract Price 135

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. LeadFuze gives you all the data you need to find ideal leads, including full contact information. Managing accounts after the sale is made. Technical account management. How do we manage hundreds of new employees?

Product 40

Product Account management Contract Price 40

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

Capterra Sales & Marketing Software

JANUARY 21, 2022

It offers features such as a customizable dashboard, sales pipeline management, Outlook integration, and a calendar. Starting price: Starts at $12 per user, per month, billed annually; unlimited contacts available. The pricing model for Act! provides monthly as well as annual billing options. Functionality rating: 4.4. Free Version.

Customer Relationship Management 52

Customer Relationship Management Relationship Management CRM Price 52

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". This will be my last attempt at contacting you.". "If Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. Things to Say On the Phone. “I I wanted to follow up on the proposal.”. "Do Negotiations.

Prospecting 93

Prospecting X-functional Contract Cross-sell 93

Sales Hacker

OCTOBER 10, 2019

Some examples of Customer Record objects: Accounts. After a year without any activity logged on an account or contact, there is a 7/10 chance the information is no longer correct. The tendency in modern B2B SaaS orgs is to record most of the transactional data in the opportunity or account objects. Activities. Why Bother?

Government 58

Government Process Objectives and Key Results Commission 58

Hubspot

JUNE 22, 2018

RFP Template: Project Name or Description: Company Name: Address: City, State, Zip Code: Procurement Contact Person: Telephone Number of PCP: Email Address of PCP: Fax Number: 1. Procurement Contact Person: Caroline Forsey. General account management. Background/Introduction. Project Goals and Scope of Services.

Negotiate 99

Negotiate Lead generation Contact Campaign 99

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. LeadFuze gives you all the data you need to find ideal leads, including full contact information. Need Help Automating Your Sales Prospecting Process?

Profit margin 52

Profit margin Legal Price Networking 52

PandaDoc

MAY 30, 2019

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. If that happens, it could be because your process for sending proposals and contracts is clunky and outdated. Send better contracts.

Contract 75

Contract Negotiate Strategize Sales 75

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 –.

Sales 123

Sales Contract Consult Inside sales 123

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. It keeps the speed of the transition high and the time to ROI for the customer low by reducing confusion on who in customer success will be taking on the account.

Service 50

Service Process Contract Sales 50

Partners in Excellence

OCTOBER 27, 2013

Too often, it’s that annual exercise management makes us go through. 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.” We prepare and conduct fancy presentations.

Account management 92

Account management Strategize Contract Contact 92

Lead Fuze

DECEMBER 31, 2021

LeadFuze gives you all the data you need to find ideal leads, including full contact information. One on one contact with a customer is the key to success in this Island model. Market Development Reps are the salespeople who follow up on inbound leads and set meetings with our Account Executives. Size of customers. The Island.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Hubspot

APRIL 20, 2020

"Sales is all about empathy and understanding individual business cases, but it's also about giving some good advice and alternatives — like changing payment terms, working with trials, or setting the contract start date a month ahead or two.". He says, "We talk with a lot of businesses day in and day out. And they're keen not to damage any.

Relationship building 76

Relationship building Prospecting Contract Quota 76

Hubspot

JANUARY 3, 2017

Getting bogged down by your inbox is especially problematic in agencies where account managers and other client-facing employees must deal with managing requests from a number of different clients who are all considered priorities. 2) Just Not Sorry.

Clients 76

Clients Contract Price Trust 76

Hubspot

MARCH 18, 2015

Conflict resolution was certainly not in your job description when you started out as a designer, account manager, or copywriter. It feels like the client has all the power once you send the contract or proposal over. You want to win this account -- badly. Will he fire your agency mid-contract?

Negotiate 75

Negotiate Technique Contract Non-Profits 75

SalesLoft

JANUARY 31, 2019

This business model shift fundamentally changed enterprise software sales from what was a relationship-based, in-person sales process that traded in multi-million dollar contracts, or an SMB software sale that occurred via a brick-and-mortar retail channel. So, what metrics are really important to measure? For closers, this is bookings.

Sales 53

Sales Drivers/motivators Price Pipeline 53

Partners in Excellence

AUGUST 14, 2014

We have a global business, expecting customers to contact us in a central location, say the West Coast of the US. Or all our contracts, documentation, and so forth is in English–but we want to address a global market. We put “office hours” at 9-6 PST.

Customers 92

Customers Territory Strategize Inside sales 92

Gong.io

JULY 27, 2022

As the account manager or customer success manager, you’re leading this meeting, meaning it’s on you to prepare a thorough agenda, and provide access to all the required data. Make sure to use some form of automated reminder system (or do it manually if you’re inclined) to alert clients of upcoming QBRs. Image Source ).

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. Specific team members that you should contact for different circumstances. There’s no friction whatsoever. That’s how your customer experience should be. What is the handoff process?

Process 75

Process Assembly Line UX Drivers/motivators 75

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 73

Contract Trust Clients Consult 73

Hubspot

MARCH 6, 2018

Initiating contact with those early stage leads to gather information and judge their worthiness for moving forward. Once a deal closes, the salesperson will recieve commission on price they negotiated with their client, and the account usually passes to an account manager or customer success representative.

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. That’s a four million increase in a contract. What You’ll Learn.

Consult 61

Consult Contract Closing Up-sell 61

Search Engine Land

JUNE 14, 2023

Question 2: How long is your minimum contract length? Then you must align with those publications’ yearly editorial calendar – something short-term affiliate contracts won’t accommodate. Agencies with short-term contracts will work with coupon and deal sites to produce quick revenue.

Contract 95

Contract Cross-sell Territory Niche 95

Hubspot

APRIL 24, 2012

It could also mean tracking how often your sales team gets in contact with those leads and customers, and what those conversations were about. That could mean, for example, how many leads and customers are in your database, as well as information about them, like name, email address, phone number, etc.

CRM 67

CRM Pipeline Sales Campaign 67

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.

X-functional 54

X-functional Engineering Clients Start-ups 54

Sales Pop!

MAY 20, 2023

One of my core principles is that a good sales contract, at the end of the day, hurts both sides just a little bit—not too much on one side or the other, but just a little bit on both. Or, in a B2B setting, such a person could never walk into a room full of people they’ve never met, contact and address them. But no longer.

Appointment 98

Appointment Education Sales Contact 98

Hubspot

APRIL 29, 2024

One of the ways you can differentiate yourself is by running a comprehensive discovery call that helps you understand the company, the key contacts, the goals, plans, challenges, timeline, purchasing process of your prospect. The inbound sales process is built on trust. Good questions include: How often do you purchase?

Sell 67

Sell Objectives and Key Results Consult Price 67

Closing Bigger

MARCH 21, 2009

Some of the key courses and areas of focus in the program include: Principles of Selling, Business Presentations, Professional Selling, Business Negotiations & Contracts, and Business Law and Ethics. Simas concluded by saying, “We are pleased to provide a program to individuals looking for a well-rounded introduction to sales.

Launch 40

Launch Hospitality Manufacturing Entertainment 40