Partners in Excellence

MARCH 5, 2024

He was talking to a very difficult customer. I was naive and thought you couldn’t push the customer or disagree with them. It was a difficult conversation, but what he wanted to do is to get the customer focused on the critical issues and communicate as straightforwardly as Gus was communicating with them.

Sell 77

Sell Contract Retail Account management 77

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. A short, paid pilot is a great way for a customer to force a new vendor to prove themselves. But an unpaid pilot?

Price 114

Price Contract Referrals B2B 114

Search Engine Land

FEBRUARY 27, 2024

You’re hiring an agency to manage on your behalf, but that doesn’t mean that you shouldn’t own the work. What does a typical contract term look like? Do they lock you into long contracts without an out clause? Does it feel very templated or more customized and full of rich information? Account management 26.

Retail 104

Retail Clients Contract Campaign 104

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. LTV of consumers coming from affiliate.

Contract 92

Contract Cross-sell Territory Niche 92

Capterra Sales & Marketing Software

JANUARY 21, 2022

The post Capterra Value Report: A Price Comparison Guide for Customer Relationship Management (CRM) Software appeared first on Capterra. Compare pricing for the top customer relationship management software products with the highest value-for-money and functionality ratings. Device Compatibility: Screenshot: Act!

Customer Relationship Management 52

Customer Relationship Management Relationship Management CRM Price 52

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. They're right.

Account management 77

Account management Commission Contract Sales 77

Search Engine Land

NOVEMBER 13, 2023

And as AdWeek’s report explains, a consistently high churn rate indicates your agency is failing to establish long-term relationships with your customers. 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.

Clients 101

Clients Objectives and Key Results Referrals Non-Profits 101

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

Partners in Excellence

AUGUST 14, 2014

I called customer service, got a very good agent. Unfortunately, the answers she was giving me weren’t satisfactory so I asked if I could speak to a manager. So while they had designed a process that was very efficient and effective for them, it was unworkable for me–the customer.

Customers 93

Customers Territory Strategize Inside sales 93

Highspot

JANUARY 7, 2020

Our work helping hundreds of customers enable their revenue teams to execute strategy has reinforced my perspective that to successfully land strategic plays that drive business outcomes, you must first ask the right questions. Who is my customer? Answer: Account Management. WHO (Customer). Who is my audience?

Account management 85

Account management Finance Strategize Contract 85

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. When you’re going to a higher-end customer, don’t just assume that your current product will be enough. Pricing/Packaging.

Sell 52

Sell Account management Contract Price 52

SaaStr

MAY 25, 2020

“We added slack for customer support and on boarding” — Adam Livesay, founder, Elevat. 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. “Simplicity.

Closing 135

Closing Process Contract Price 135

SaaStr

FEBRUARY 25, 2020

Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. And when you think about that, why are you focused on creating champions isn’t just good enough to have successful customers? Here we go.

Prospecting 88

Prospecting Customers Promote X-functional 88

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. When you’re going to a higher-end customer, don’t just assume that your current product will be enough. Pricing/Packaging.

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

Sales Hacker

OCTOBER 10, 2019

Salesforce objects can be categorized as either Transactional or Customer Records. Customer Record Objects. Customer Records store firmographic and technographic data. Firmographic data is relevant for customer segmentation, with information about geographic area, number of employees, annual revenue, and industry.

Government 58

Government Process Objectives and Key Results Commission 58

SaaStr

JULY 22, 2020

Almost Complete Hand-off of Customers to “Others”, Customer Success, Account Manager, etc. Very little post-sale involvement with customer. And if the quota is too hard to hit, and you don’t believe you can hit it … you don’t really try … Not Customer-Centric Enough.

Commission 145

Commission Quota Inside sales Sales 145

SaaStr

MARCH 17, 2020

Learn from Talkdesk SVP of Client Services how to build a Customer Reference Program. How to create boundaries and norms with the sales team, how to find customer advocates, how to build and scale your program, as well as the difference between incentivized vs. reward program. Do we have to do these customer references?

Clients 57

Clients Service Customers Start-ups 57

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 100

Negotiate Lead generation Contact Campaign 100

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. Always aim to solve the prospect’s unique pain points, build relationships, and work within the customer’s buying framework.

Contract 75

Contract Negotiate Strategize Sales 75

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. Creating a LinkedIn profile can assist in connecting with other professionals and make it simpler for potential customers to discover you.

Profit margin 52

Profit margin Legal Price Networking 52

Sales Hacker

OCTOBER 16, 2019

Want happy employees, happier customers, and more revenue? For several years, I ran account management at a marketing agency — a business model infamous for mismatched expectations and subjective quality of delivery. Let’s first quickly look at why a good sales-to-customer-success handoff is so important.

Service 50

Service Process Contract Sales 50

Partners in Excellence

OCTOBER 27, 2013

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.” ” Every account plan always includes a lot of actions and activities. What do we need to do to achieve this?

Account management 94

Account management Strategize Contract Contact 94

Hubspot

APRIL 20, 2020

They put thought and careful consideration into the deals they make, and they work — first and foremost — for their customers' best interests. It can be difficult to know what to focus on and how to best approach and understand prospects and customers. Carl Ferreira, HubSpot Account Executive, expressed a similar sentiment.

Relationship building 78

Relationship building Prospecting Contract Quota 78

Gong.io

JULY 27, 2022

For customer success teams , then, that means it’s crucial to meet regularly with key stakeholders to assess product usage, review performance, and align on strategic organizational goals. What benefits are key customers experiencing? . This is a great place to get the customer talking. Review implementation and product usage.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Lead Fuze

DECEMBER 31, 2021

Size of customers. LeadFuze gives you all the data you need to find ideal leads, including full contact information. Risk of poor customer experience due to many handoffs.Additional costs from specialization. It’s hard to provide a great customer experience when there are so many people involved in the process.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 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 –. Get those answers.

Sales 123

Sales Contract Consult Inside sales 123

SaaStr

APRIL 16, 2023

” [laughs] I’m clicking around the “Contact Me,” “Talk to Me,” so obviously we’ve gotten from nominal to double to eight figures in revenue without a sales rep. ” What we have, we call them account managers, and there’s no outbound. It’s concentrated there.

Start-ups 135

Start-ups Real Estate Product Networking 135

Sales Hacker

MARCH 3, 2021

That’s how your customer experience should be. Salespeople create relationships, but it has traditionally been up to the customer success or account management team to nurture them. However, both teams must be aligned every step of the way, with one common goal in sight: delivering the best possible customer experience.

Process 76

Process Assembly Line UX Drivers/motivators 76

SalesLoft

JANUARY 31, 2019

Guest post by Karen Rhorer , Customer Success & Sales Strategy @ Atrium. 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.

Sales 53

Sales Drivers/motivators Price Pipeline 53

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. Initiating contact with those early stage leads to gather information and judge their worthiness for moving forward. What is a sales process? Sales Process vs. Sales Methodology.

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. Firstly, it was with a customer that we already had. What You’ll Learn.

Consult 61

Consult Contract Closing Up-sell 61

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

SaaStr

AUGUST 20, 2020

We’re hiring customer experience and support roles, and this is going to be a 150- to 200-person office in very short time. Kyle Parrish: For us, I think we have such a healthy land-and-expand business that we don’t have to reserve sales resources for such a large contract out of the gates.

Sales 79

Sales Price Quota Start-ups 79

SaaStr

JULY 24, 2019

Gillian oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. At Talkdesk, we have achieved really amazing customer retention, net retention, advocacy, loyalty. The first is your customers have to have more stuff to buy. FULL TRANSCRIPT BELOW.

X-functional 56

X-functional Engineering Clients Start-ups 56

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? How can you increase long-term customer retention? On a recent episode of the Reveal podcast, we connected with MJ McCarthy, VP of Account Management at Everbridge, for answers to these and other questions that are top of mind for revenue leaders.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

Hubspot

APRIL 24, 2012

CRM stands for "customer relationship management," and it's a system a business can implement to help track and measure its sales activities. 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. What is a CRM? Here's why.

CRM 69

CRM Pipeline Sales Campaign 69