Veloxy

AUGUST 17, 2022

Other tools are more specialized, such as gamification, customer experience management, and lead prioritization. To take your sales strategy to the next level, I’ve outlined the following 7 Salesforce automation tools that every salesperson should have in their sales stack. The Top 7 Best Salesforce Automation Tools.

Appointment 147

Appointment Territory Cross-sell Contract 147

Martech

FEBRUARY 2, 2023

Once you’ve determined a COP makes sense for your business , spend time researching vendors and their capabilities by doing the following. Questions for stakeholders as you set up demos Set up COP demos within a relatively short time frame of each other to help make relevant comparisons. What is involved in the set-up?

Conversion 114

Conversion Contract Follow-up Account management 114

Martech

JUNE 9, 2022

When your team has decided that an enterprise email marketing platform is right for your brand, we recommend setting up demos with your short list of vendors within a relatively short time frame after receiving the RFP responses to help make relevant comparisons. Can we pick up the phone to report problems?

Negotiate 114

Negotiate Contract Account management Launch 114

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. “In SaaS, there’s an easy TOP to this list: Transparent pricing and the ability to sign up paying monthly with no commitmen t.

Closing 137

Closing Process Contract Price 137

Partners in Excellence

AUGUST 23, 2013

We leverage new technologies, so now we can do things at the speed of light—doesn’t mean they’re the right things, but volumes of activities are up. Procurement organizations are being challenged to up their contribution and value to the organizations. Others will follow, as they always do, playing catch up.

Account management 104

Account management Contract Sales Up-sell 104

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Today we can start to change that.

Customers 94

Customers Contract Cross-sell Account management 94

Hubspot

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do Do you have any questions about the contract?". Finally, I picked up the phone and called my prospect’s office. Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Contract questions.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

SaaStr

JULY 22, 2020

I’m not ashamed to admit that when I set up our first SaaS sales comp plan, I had no idea what I was doing. In my first start-up, yes I sold to the enterprise. At first, I just made up a plan. Then, as we first scaled up a sales team, we ended up literally copying Salesforce’s comp plan. A full demo?

Commission 145

Commission Quota Inside sales Sales 145

Martech

OCTOBER 7, 2021

Additionally, marketing projects — whether they’re campaigns or websites or whitepapers or videos — regularly involve working with outside resources, whether it’s an agency or a contract designer or photographer. Easier tracking of billable hours and human resource management. Made for agile marketing.

Education 131

Education Clients Territory Follow-up 131

Sales Hacker

APRIL 6, 2022

Let’s take a closer look at each word: Configure: Configuration of products and services ensures that what you provide is actually available, meets the buyer’s needs and specifications, and can be delivered according to the agreed-upon contract terms. Scaling sales operations. Accurate revenue forecasting.

Cross-sell 107

Cross-sell Contract Price Finance 107

Hubspot

APRIL 27, 2023

Plus, you can move on from this role to become a sales manager or AE. Account Executive When sales reps show potential for growth and get enough experience creating sales, they often take up the role of an Account Executive (AE). They inform clients about new offers and provide excellent customer support.

Account management 88

Account management Commission Contract Sales 88

Sales Hacker

AUGUST 18, 2021

On the other is whitespace or the potential for expansion in an account. If a contract provides for 50 seats but the customer only uses 45, that’s 90% seat saturation. Low churn/High whitespace: These accounts could harness Outreach more widely. Our account management team steps in to see how we can help.

Education 122

Education Contract Pipeline Gaming 122

Hubspot

OCTOBER 16, 2017

Increase average contract length. Acquire “seed” accounts. Manage deal flow. The more support you expect reps to give customers (such as implementation help, account management, etc.), You may end up with a huge commission check to hand out if someone has an amazing month or quarter, so be careful.

Commission 101

Commission Quota X-functional Non-Profits 101

Sales Hacker

OCTOBER 22, 2017

Many companies are revving up their branding and marketing strategies and by adopting technology enablers such as CRMs, sales automations, and data analytics. Shut up and listen ! Sales teams follow a game plan that assigns different roles and require different outcomes from members. Technology Will Never Replace Sales Talent.

Negotiate 106

Negotiate Teamwork Referrals Relationship building 106

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. The question often comes up, “Can I use humor for this?” Mini demo. “Hey

Quota 104

Quota Closing Legal Contract 104

Hubspot

FEBRUARY 7, 2018

Take the following five points into consideration. Chances are, you’ll need to start as a business development rep and work your way to an account executive position. For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management.

Territory 101

Territory Commission Outside Sales Account management 101

Partners in Excellence

AUGUST 14, 2014

Or all our contracts, documentation, and so forth is in English–but we want to address a global market. Or we design our account coverage based on what’s most effective for us, not the way the customer wanted to buy? Yes, it did, I decided not to follow their process. Did my problem get solved?

Customers 109

Customers Territory Strategize Inside sales 109

Hubspot

MAY 5, 2025

says Stephen Findley , enterprise account management at Qwilr , an interactive proposal creation platform. When they answer, I follow a three-step process: take notes, ask follow-ups, and only then introduce solutions once I fully understand their challenges. The result? Why is it still a problem?

Objectives and Key Results 74

Objectives and Key Results Pitch Trust Follow-up 74

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 83

Contract Cross-sell Territory Niche 83

Hubspot

JUNE 22, 2018

Here, we’ve provided an RFP template you can follow for initial structure, as well as a sample RFP for further inspiration. For this section, you’ll want to do some brainstorming with your team to come up with a mandatory list of items you feel are the best indicators of impressive candidates. General account management.

Negotiate 101

Negotiate Lead generation Contact Campaign 101

SaaStr

NOVEMBER 23, 2019

Even if you are coming up a bit short, there’s one thing I do know. Then January 2 will come, and the team will be exhausted, at least the managers will be. They will rest up over the holiday. They throw new reps in the mix, give them a ramp up period, but training usually is weak. Some follow up more quickly.

Quota 99

Quota Sales Contract Closing 99

Martech

JULY 25, 2023

Additionally, marketing projects — whether they’re campaigns or websites or whitepapers or videos — regularly involve working with outside resources, whether it’s an agency or a contract designer or photographer. Easier tracking of billable hours and human resource management. Catch up on the Agile Marketing Navigator series!

Territory 98

Territory Contract Clients Follow-up 98

Sales Hacker

FEBRUARY 14, 2022

Jonathon Ilett, David Bentham, and Charlie Beale explain how Cognism went from zero to signing NASDAQ 100 on packages up to 150 seats all within six months. . To achieve them, Ilett says: “We paired up SDRs and AEs and assigned accounts to them. These are conversation, discovery, validation, contract, and signature.

Legal 103

Legal Cold Call Contract Inside sales 103

Sales Hacker

FEBRUARY 5, 2019

Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? However, when moving up-market to companies with 1,000+ employees, the game changes. Think in terms of ‘deal dials’: price per user, payment terms, contract length, number of users. Post-Sales Account Management (Commercial).

Product 65

Product Contract Cross-sell Account management 65

SaaStr

FEBRUARY 28, 2022

Back to getting on jets, doing real events and field marketing, but also … living primarily distributed start-up lives, on top of Zoom. Many of you will have little to no dedicated help in sales operations , even up to $10m ARR or beyond. They throw new reps in the mix, give them a ramp-up period, but training usually is weak.

Quota 98

Quota Sales Start-ups Contract 98

Openview

APRIL 3, 2018

I recently caught up with a sales rep for a Fortune 500 company that has rolled out an overly complex comp plan with a complicated series of multipliers and significant number of SPIFFs (Sales Performance Incentives. Direct sales reps get comped on the initial sale and hands the customer off to Account Management on day one.

Commission 81

Commission Account management Quota Sales 81

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. But as SaaS startups mature, they usually start moving up-market. This is why most SaaS companies eventually move up-market and start focusing on bigger deals. Managing the enterprise sales cycle.

Cross-sell 101

Cross-sell Legal Contract Price 101

Gong.io

AUGUST 3, 2022

Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. For enterprise sales, onboarding includes: Setting up and executing training sessions with different user groups (i.e. frontline managers, individual contributors, by department or by role).

Customers 87

Customers Cross-sell Contract Price 87

Hubspot

APRIL 20, 2020

It may take up one minute of the conversation — it might take up 15. I want to hear where my prospects are coming from to see if they want to open up or just get down to business.". Jordan Benjamin, Principal Partner Strategist at HubSpot, offered this advice, "My go-to question is 'How are you doing?'

Relationship building 94

Relationship building Prospecting Contract Quota 94

Salesforce

MAY 12, 2025

It does this by accounting for three components: Expansion revenue: Revenue gained through upselling or cross-selling to existing customers. Contraction revenue: Revenue lost due to existing customers’ downgrades or reduced usage. Sign up now Thanks, you’re subscribed! A high NRR signals a healthy, stable business.

Cross-sell 59

Cross-sell Territory Finance Contract 59

Hubspot

MARCH 6, 2018

A good sales process helps your reps consistently close deals by giving them a framework to follow. 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. One discovery call.

Process 101

Process Objectives and Key Results Sales Negotiate 101

Hubspot

AUGUST 17, 2017

Finally, it gets pdf’d and sent over to the account manager who forwards it along to the client or presents it live. To step up your analytics and reporting game, you need to automate the busy work. Can you create separate accounts for each client? How long does it take to fully set up a new client account?

Clients 78

Clients Process Account management Presentation 78

SalesLoft

JULY 25, 2022

Compounding this was low conversion rates, high acquisition costs, and at the end of the day, straight up lost revenue. To learn more, beyond what’s covered in this article, join my session at Saleslove‘22 , where we will take it to the next level by talking about what you can do today to set your team up to exceed your revenue goals.

SQL 98

SQL Strategize Strategic planning Consult 98

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. It’s not just you, the majority think this way: “Following a poor customer experience, 89% of customers move their business to a competitor.”. See how smooth things are?

Process 93

Process Assembly Line Drivers/motivators UX 93

Search Engine Land

DECEMBER 4, 2023

Hollywood writers negotiated new contracts to continue earning a living when genAI could use their ideas to create new plot twists. language model, it showcased an unprecedented ability to understand context, follow logical reasoning, and respond to prompts with coherent, convincing text. Built on OpenAI’s GPT-3.5

Objectives and Key Results 106

Objectives and Key Results Campaign Launch Strategize 106

Gong.io

JULY 11, 2022

Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. Managing referrals from existing customers.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Search Engine Land

FEBRUARY 15, 2024

10 questions to size up an SEO agency. One of the first questions many businesses face as they ramp up their SEO efforts is: Should we hire in-house or outsource? Local SEO Local SEO is made for the unique needs of local brick-and-mortar businesses that want to show up in the search results for people in the regional area.

Consult 116

Consult Clients Engineering Technique 116