Martech

APRIL 25, 2024

This can change many things, including price, customer service, contract enforcement and more. Don’t let the potential end product decide what you need to do. Your legal team should review existing contracts to see if it has any “in the case of being purchased” clauses. Customer support and service.

Contract 95

Contract Legal Price Technology 95

Martech

OCTOBER 11, 2021

“Customers will know that they can rely on us when things go wrong and that could be a deciding factor in them deciding to stay with us rather than go elsewhere.” ” We were talking to Gemma Cipriani-Espineira about the reason she re-branded her support team as the department of Customer Love.

Customers 85

Customers Account management Real Estate Contract 85

Sales Hacker

FEBRUARY 1, 2021

While the link between retaining customers and profitability is pretty well understood, most companies still approach customer retention with piecemeal initiatives. When customers say: “ We are not getting the outcomes we expected ”. “ Too often contract cancellation (or non-renewal) comes as a surprise, but it never should.

Customers 75

Customers Contract Cross-sell Account management 75

Veloxy

OCTOBER 24, 2022

Most sales reps spend over 175 hours every year on generating quotes and proposals, and waiting for contracts to be signed. When speed to close is essential in a competitive profession, you need the ability to generate and send contracts in one click, one minute. Luckily for account managers there is Scratchpad.

Quota 147

Quota Contract Account management Price 147

Gong.io

AUGUST 3, 2022

For SaaS and subscription businesses, customer success is a key revenue driver. Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. So, how exactly do you measure if a customer is “successful” (and what does that even mean?).

Customers 87

Customers Cross-sell Contract Price 87

SaaStr

SEPTEMBER 19, 2022

SaaS businesses are discovering that customers choose and recommend them based not on flashy marketing or super fancy product features but on the experience of engaging with the company and the value it delivers. Delivering a cohesive and die-hard customer experience doesn’t happen accidentally. You need to be accountable.

Customers 95

Customers Construction Contract Relationship Management 95

SaaStr

FEBRUARY 28, 2021

Both had a roughly similar make-up of customers, split between: Big Customers (Fortune 500 / Global 2000 types) — not many, but each paying a lot; Small and medium-sized businesses, each paying four or five figures a year; and then. On the one hand, their largest customers were very important and creating six-figure deals.

Product 117

Product Contract Price Sales 117

Partners in Excellence

APRIL 26, 2021

We tend to take for granted that our customers know how to buy. We assume they know how to get approval, how to contract, how to issue an order. Customers need our help! We need to guide our customers and can provide that insight because we see customers going through this process every day.

Customers 98

Customers Contract Legal Negotiate 98

Salesforce

SEPTEMBER 26, 2023

You’ve done your customer research, made prospecting calls, and connected with a potential buyer. Sail to close in record time Use our Sales Engagement tool to jump on hot leads fast with ready-to-go email templates, AI-generated customer insights, and recommendations for next deal actions. Maybe they’ve even agreed to watch a demo.

Contract 119

Contract Negotiate Follow-up Contact 119

Search Engine Land

JUNE 11, 2024

These two metrics can help highlight which part of your customer journey needs improvement. If your CTR is high, then your target users likely resonate with your product and messaging. In this case, I would focus on improving the customer experience on the website site. This means different things for different industries.

CTR 87

CTR Click Through Rate Campaign Up-sell 87

Veloxy

JUNE 23, 2021

One way to select between outside and inside sales hires is by analyzing the type of product you’re selling. If your product or service is a high priced solution that includes customization, then outside sales will work perfectly. However, sales can be handled remotely if you sell SaaS or other cloud based products.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Veloxy

AUGUST 17, 2022

Salesforce automation tools go a long way in helping you improve the productivity and efficiency of your sales team. Other tools are more specialized, such as gamification, customer experience management, and lead prioritization. Then, you can automatically track your customers’ email engagement to better prioritize leads.

Appointment 147

Appointment Territory Cross-sell Contract 147

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. I have seen organizations that were successful in their product enterprise website, but I’ve also worked with ones who failed to make the transition. 1) Product Market Fit Assumptions – Is the problem you solve relevant in the Enterprise market?

Product 40

Product Account management Contract Price 40

Search Engine Land

JUNE 26, 2023

Overcoming resistance to change Leadership support communicates the importance and benefits of SEO tools to the organization, encouraging a positive attitude towards embracing innovation, facilitating change management, and navigating resistance or skepticism. Without the MSA, contract management could prove to be lengthy and frustrating.

Process 112

Process Negotiate Contract Legal 112

Martech

AUGUST 25, 2023

“We just cancelled a SaaS product we’ve used for three years. A new account manager that we haven’t met before, asking for money. It’s not news that some martech vendors seem more interested in getting a signature on the contract rather than genuinely partnering with their clients. Why we care.

Contract 87

Contract Account management Represent Clients 87

SBI

FEBRUARY 20, 2018

For example, our research shows that using Adobe Sign results in contracts being signed 21x faster than using paper-based signatures. Adobe Sign transform sales cycles by accelerating time to revenue, increasing the visibility of where the process stands, and improving sales rep productivity and effectiveness.

Contract 55

Contract Gaming Commission Legal 55

Sales Hacker

JULY 25, 2022

The beauty of a sales performance dashboard is your ability to customize it. Metrics that depend on employee performance and customer behavior. May include: customer retention rate, win rate, and new customers acquired. Before a new customer deal can close, an SDR has to find that customer.

Engineering 102

Engineering Objectives and Key Results Cross-sell Pipeline 102

SaaStr

NOVEMBER 8, 2022

Well let me just step back with my learnings as you do your own planning: First, assuming you are growing > 80% YoY or so, have a lot of pre-paid annual contracts, … you should be able to be cash-flow positive almost no matter what somewhere around $5-$8m in ARR. Do you really need 12 people on the product team?

Quota 112

Quota Contract Price Growth 112

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 113

Price Contract Referrals B2B 113

Hubspot

APRIL 27, 2023

Because most SaaS products are subscription-based and allow for recurring revenue, this business model is becoming the go-to for many businesses — new and old. They make initial contact with people whom they think are qualified and ready to use the product they're trying to sell. SDRs are responsible for outbound prospecting.

Account management 76

Account management Commission Contract Sales 76

Martech

FEBRUARY 2, 2023

What kind of customer support is included? Will we have a dedicated account manager and technical support, especially with the initial migration? How does the company handle requests for product modifications? What’s the long-term product roadmap and launch dates? How responsive is customer service?

Conversion 95

Conversion Contract Follow-up Account management 95

SalesHandy

JULY 12, 2022

“Everyone is not your customer.” — Seth Godin. Most businesses spend a considerable amount of resources on acquiring and converting customers hoping they remain profitable for years to come. Generating revenue requires building a successful marketing and sales strategy while keeping customers at the forefront.

Customers 59

Customers Cross-sell Represent Contract 59

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.

Customer Relationship Management 52

Customer Relationship Management Relationship Management CRM Price 52

Martech

JUNE 9, 2022

Can reports be customized and automatically delivered to different users and types of users in their preferred formats? What kind of customer support is included? Will we have a dedicated account manager and technical support? How does the company handle requests for product modifications?

Negotiate 95

Negotiate Contract Account management Launch 95

Martech

OCTOBER 12, 2021

We’ve already written about community in B2B and in the story below we hear about the evolution from account management, via customer success, to customer love, from someone who has worked through it in practice. Customer success gets passionate. We look at how many hours customers like to spend with the team.

B2B 92

B2B Account management Contract Technology 92

Smarter With Gartner

AUGUST 24, 2021

In a subscription business model, customers pay a recurring fee to access a product or service, regardless of where it’s deployed. Many suppliers also prefer subscription licensing since it tends to drive: less friction in acquiring new customers (due to lower startup costs). Help sales reps sell usage-based products.

Contract 59

Contract Commission B2B Account management 59

Partners in Excellence

FEBRUARY 17, 2024

For instance, as sellers, we are looking for customers that have the problems we solve. ” Our cognitive bias causes us to “understand” what the customer says in a certain way, but it may not be what the customer really said. Customers mis-diagnose their problems. So our diagnostic process is very biased.

Manufacturing 77

Manufacturing Clients Contract Presentation 77

Gong.io

JULY 11, 2022

Inside sales teams use phone, email, video, and social media messaging to sell to potential customers. . An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. Performing research on potential customers to determine initial fit.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Partners in Excellence

JUNE 30, 2022

Winning that first deal in the account requires us to get the customer to change. If we succeed, we have helped the customer innovate, to rethink what they currently do, and to do it differently. The customer chose us because they felt compelled to change. But we also leverage this great customer experience to expand.

Growth 68

Growth Cross-sell Strategize Account management 68

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

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. 1) Product Market Fit Assumptions – Is the problem you solve relevant in the Enterprise market? When you’re going to a higher-end customer, don’t just assume that your current product will be enough.

Sell 52

Sell Account management Contract Price 52

The 5% Institute

APRIL 8, 2020

Sales Professionals and Business Owners alike should focus on the success of their customers; and depending on your business size, you may require a Customer Success Manager. So, what exactly is a Customer Success Manager? The Customer Success Manager – A Complete Guide. Outcome Meetings.

Cross-sell 52

Cross-sell Customers Referrals Clients 52

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 87

Prospecting Customers Promote X-functional 87

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

SaaStr

MAY 25, 2020

“At the end of the call we’ll walk through the application so you can start trying the product” — Sam Blond, CRO, Brex. “Short video overview of the product and a free trial without a credit card” — Muthu Kumar, CEO Eventzilla. In your contracts. Of course, if your product sucks this won’t work.

Closing 134

Closing Process Contract Price 134

SalesLoft

JULY 10, 2023

Has tools to help sellers make the right pitch, find the right content, and share the right message with every account. Customer communication Your customers are at the forefront of everything you do. Automates support workflows that promote customer retention with a trigger based on the contract end date.

Cross-sell 40

Cross-sell Technology Technology Account management 40

Sales Hacker

AUGUST 18, 2021

If you’re lucky, customers tell you when they’re unhappy. At Outreach, we’re using activity-based customer health warnings to catch and solve problems early. The 2×2 driving our customer success. At the heart of our customer success process is a simple two-by-two grid. Low seat saturation means an account is at risk.

Education 112

Education Contract Pipeline Gaming 112