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 74

Customers Contract Cross-sell Account management 74

SalesPop

MARCH 20, 2022

In this Expert Insight Interview, Brent Keltner discusses how to transition elegantly from sales to customer success and develop that as a continuum. This Expert Insight Interview discusses: How customer success has changed in the subscription-based economy. Why organizations must work hard to make the customer experience seamless.

Customers 98

Customers Contract Sales Account management 98

Heinz Marketing

MAY 20, 2022

While the idea of customer success as a profit center is not new, it is regaining momentum and overtaking new logo acquisition as the main strategy for B2B revenue growth. Our clientele often come to us for help gaining new customers. Customer Marketing. Customer Marketing. Customer Success. Account Management.

Cross-sell 106

Cross-sell Customers Growth Contract 106

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

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 100

Customers Construction Contract Relationship Management 100

Openview

MAY 29, 2019

For SaaS companies, the allure of the enterprise customer is pretty strong. And because enterprise customers typically stick around longer, they lower your overall churn risk. Plus, enterprise customers usually spend more—on support, seats, usage, integrations, etc. Rigorous security requirements. Integration options.

Product 93

Product Customers Sell Contract 93

Martech

AUGUST 25, 2023

A new account manager that we haven’t met before, asking for money. It seems that many, many organizations are deeply unhappy that SaaS vendors, including martech vendors, are failing to engage year-round (especially as they’re able to collect data on usage of their services). “No health check. No value add.

Contract 85

Contract Account management Represent Clients 85

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? What kind of professional services are available? How responsive is customer service? What is the hourly charge for engineering services, and is there a minimum?

Conversion 93

Conversion Contract Follow-up Account management 93

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 121

Price Contract Referrals B2B 121

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. Second, once contracts are in play, salespeople can monitor their status and stay on top of every step. Fourth, this digital automation improves account management and customer satisfaction.

Contract 55

Contract Gaming Commission Legal 55

Sales Hacker

OCTOBER 16, 2019

Want happy employees, happier customers, and more revenue? The secret may surprise you… It’s as simple as a solid sales-to-service handoff. For several years, I ran account management at a marketing agency — a business model infamous for mismatched expectations and subjective quality of delivery. Internal Handoff.

Service 50

Service Process Contract Sales 50

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. The incremental customer can become extremely expensive.

Quota 114

Quota Contract Price Growth 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? For B2B or service focus: 21.

Retail 100

Retail Clients Contract Campaign 100

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

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 99

Engineering Objectives and Key Results Cross-sell Pipeline 99

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. 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 96

Clients Objectives and Key Results Referrals Non-Profits 96

Veloxy

JUNE 23, 2021

If your product or service is a high priced solution that includes customization, then outside sales will work perfectly. 3: Account Managers. The Account Manager is responsible for checking on clients and nurturing relationships after the contract is signed. Customer Relationship Management Software.

Inside sales 232

Inside sales CRM Sales Pipeline 232

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? What kind of professional services are available? Where are the actionable reports?

Negotiate 93

Negotiate Contract Account management Launch 93

Smarter With Gartner

AUGUST 24, 2021

Subscription business models may be common among digital providers — think streaming services or software licenses. In a subscription business model, customers pay a recurring fee to access a product or service, regardless of where it’s deployed. Term-based contracts’ costs are fixed and based on access not usage.

Contract 59

Contract Commission B2B Account management 59

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 90

B2B Account management Contract Technology 90

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 120

Product Contract Price Sales 120

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. Trial/Free Version: Free Trial. Free Version.

Customer Relationship Management 52

Customer Relationship Management Relationship Management CRM Price 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 92

Customers Territory Strategize Inside sales 92

Partners in Excellence

MAY 1, 2014

Like any sales/business professional, our customers are very dear to us. The customer agreed—-well sort of—-well really not (at least in the wisdom that hindsight provides). The customer agreed, started scheduling people and resources. The good news was we were going to get the contract.

Customers 95

Customers Contract Price Account management 95

Search Engine Land

FEBRUARY 15, 2024

What services do SEO agencies offer? What services do SEO agencies offer? Different agencies have different service models. This can include everything from an SEO audit to full-service offerings and more. SEO consulting Often, the vendor will provide SEO consulting services hourly or on retainer.

Consult 116

Consult Clients Engineering Service 116

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

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

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

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. A company in the Financial Services or Banking industry. With the role of HR Manager. When you’re going to a higher-end customer, don’t just assume that your current product will be enough. Who have more than 10 employees. Who use Hubspot.

Sell 52

Sell Account management Contract Price 52

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

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 110

Education Contract Pipeline Gaming 110

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

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

Hubspot

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? If the answer is “Yes,” chances are you understand your customers want partners, not vendors. The most effective account managers and sales teams understand their customer’s narrative.

Strategize 82

Strategize Objectives and Key Results Strategic partnership Cross-sell 82

Openview

JANUARY 14, 2019

Software that’s sold with a traditional license and maintenance contract is rapidly taking on dinosaur status. Clearly, the software as a service (SaaS) model is here to stay; most vendors that sell via the long-established model need to contemplate making the switch. There is no longer the high price of entry for the customer.

Contract 88

Contract Inside sales Customer Relationship Management Price 88

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. A company in the Financial Services or Banking industry. With the role of HR Manager. When you’re going to a higher-end customer, don’t just assume that your current product will be enough. Who have more than 10 employees. Who use Hubspot.

Product 40

Product Account management Contract Price 40