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

PandaDoc

APRIL 6, 2021

As a sales enablement platform, GetAccept is focused on helping you manage your entire contract workflow, from first draft to final signature. While the company does offer features like document management and custom branding, it’s most widely known for its document signing and preparation process. Integrations.

Contract 52

Contract Price Account management Process 52

PandaDoc

APRIL 6, 2021

As a sales enablement platform, GetAccept is focused on helping you manage your entire contract workflow, from first draft to final signature. While the company does offer features like document management and custom branding, it’s most widely known for its document signing and preparation process. Integrations.

Contract 52

Contract Price Account management Process 52

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. But when companies grow to 1,000+ employees and hire data science teams for analytics and insights across all business functions, the game changes. Managing accounts after the sale is made. Technical account management.

Product 40

Product Account management Contract Price 40

Partners in Excellence

AUGUST 23, 2013

After all, sales is a numbers game. A well run procurement organization already has strong spend management programs in place. They have strong compliance and contract management programs in place. We attend lots of conferences with our peers, we read the sale blogs, we talk to, perhaps commiserate with, each other.

Account management 86

Account management Contract Sales Up-sell 86

Sales Hacker

OCTOBER 22, 2017

While we have some generalized notion of “selling,” contemporary sales organizations have grown in complexity and have evolved into a roster of functions — such as business development, closing, account management, and customer success — that require different specialized skill sets for their respective teams. Contract Negotiation.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

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. This journey will provide invaluable lessons that will serve as the foundation for your future agency.

Profit margin 52

Profit margin Legal Price Networking 52

Highspot

JUNE 22, 2021

With so much to learn and little time to learn it, how can salespeople ensure they are always at the top of their game? One technique critical to creating a lasting partnership is to nail the handoff between account executives and customer success or account managers.

Technique 82

Technique Negotiate Cross-sell Sales 82

Hubspot

FEBRUARY 27, 2016

Be sure your contracts and documentation tackle as many of these project unknowns as possible. 2) Transition from managing a sales pipeline to a relationship pipeline. 6) Don't view account management and project management as the same role. Image purchasing, content implementation, hosting fees, etc.,

Negotiate 52

Negotiate Contract Pipeline Clients 52

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. happening.

Contract 75

Contract Trust Clients Consult 75

SaaStr

MARCH 10, 2020

We are not as fortunate as some of the folks in this room that if we sign a contract, regardless of how our customer feels about what they’ve bought, they’re going to continue paying. There’s generally no contract in place. Our service model is fairly unique. We are not a software business. We’re just out.

Government 81

Government Up-sell Contract X-functional 81

Search Engine Land

JUNE 26, 2023

Large corporations adopt lengthy procurement processes because it helps them align their tech purchases with business strategy, save money, handle vendors, manage risks like overlap and security issues, and stay on the cutting edge of technology.

Process 105

Process Negotiate Contract Legal 105

Sales Hacker

JANUARY 5, 2021

And it happened to a couple of people that after four or five months, they could really end up in a key account manager position. But now when we actually, again, restructured the sales team, and essentially we trained everyone and met everyone for cycle key account manager. So it’s definitely a game-changer.

Cold Call 92

Cold Call Start-ups Finance Up-sell 92

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. And just an example of that is, in one of his accounts. What You’ll Learn.

Consult 61

Consult Contract Closing Up-sell 61

Heinz Marketing

NOVEMBER 5, 2018

Marketing isn’t talking to the customer nearly enough by default as sales and account management is. It’ll be nice to be able to sleep in after the game Friday night. Getting feedback from the field, feedback from those people that are in front of the customers more often. is another. Matt: Love it. Dodgers in 7.

Pipeline 62

Pipeline UX B2B Sales 62

Lead Fuze

AUGUST 12, 2021

Episode 31: Mastering Account Management as a Sales Professional. It’s through his genuine desire to improve his abilities that bring listeners relevant and useful conversations that will improve anyone’s game. Episode 28 Converting Free Trials, Soft Contracts, and Why Sales Prospects. 21 Sales Pipeline Radio.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

Sales Hacker

APRIL 21, 2020

So if you’ve ever been to a large event and you’ve shown up and the professionals that are there with the printing equipment and the badges and all of that, we also supply a lot of very important game day technology and services to our clients. Tactically speaking, we’re diving into things like account management.

Manufacturing 67

Manufacturing Start-ups Contract Clients 67

Hubspot

APRIL 24, 2012

In an attempt to equip businesses with the right CRM system for their needs , this post will explain -- without the gobbledygook -- what the heck a CRM is, why they are incredibly valuable in the right hands, and whether you actually need one at this stage in the game. You'll need to implement the CRM correctly.

CRM 69

CRM Pipeline Sales Campaign 69

Hubspot

APRIL 29, 2024

Availability, access to inventory, payment terms, purchasing method (invoice or credit card), contract length, and legal terms can all help determine the price. Consultative selling is a personal game, so it serves you to add a personal edge to your communication when conducting it. Keep your interactions conversational and genuine.

Sell 70

Sell Objectives and Key Results Consult Price 70

Sales Hacker

AUGUST 25, 2023

Mark’s pro tip: “And why call them Growth AEs vs. Account Managers? That was a way to get my finance team to pay them, like acquisition AEs instead of account managers, which were like 30% less than AEs, which means I would have gotten crappier talent. Very simple. So that was a little hack on my end.

GTM 52

GTM Contract Cross-sell Account management 52

Sales Hacker

FEBRUARY 14, 2022

What happens when a Global Head of Sales, an Inside Sales Director, and an Account Executive walk into a bar? Do they chat about how the old guy in Squid Game definitely isn’t suspect? . Enterprise prospects have teams dedicated to onboarding your tool into their existing tech stack, so if you don’t know your oats, it’s game over.”.

Legal 83

Legal Cold Call Contract Inside sales 83

The Lost Book of Sales

JULY 12, 2021

This is potentially a lose-lose situation threatening both the quality of the vendor’s work and the fabric of the relationship, and it requires careful account management including frequent contact at the executive level. Feedback and adjustment.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

JANUARY 28, 2020

Aaron : Well, the hunters are going to want to stay in sales, the farmers are going to be like, well, I might want to go back to account management/customer success. Look for games. Look for sales games. Look for games. Look for sales games. Aaron : And they just have to do it. Look for shenanigans.

Growth 84

Growth Promote Engineering Up-sell 84

Sales Hacker

AUGUST 18, 2023

The sales motion may also look more like a Land and Expand which also requires a bit of diff skillset (although could have an account management team on that). Love to see great Portfolio Companies up-level their branding/messaging game! Needs more pre sales support. Also CSM’s will be more high touch, value driven.

GTM 67

GTM Up-sell Price Start-ups 67

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 58

Product Contract Cross-sell Account management 58

Openview

APRIL 3, 2018

You can’t blame him – he did what was right for the customer and gamed the system of a poorly designed comp plan. Direct sales reps get comped on the initial sale and hands the customer off to Account Management on day one. DON’T pit your Direct Sales and Account Management/Customer Success teams against each other.

Commission 72

Commission Account management Quota Sales 72

SalesLoft

AUGUST 10, 2023

The Salesloft platform itself is — without exaggeration — a game changer for account executive-initiated prospecting. With Salesloft, customer success teams can create renewal cadences and automate them to engage customers ahead of their contract end date. It’s one of the key drivers for me to continue to invest in the platform.

Pipeline 52

Pipeline Cross-sell A/B testing Contract 52

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 46

Contract Price Commission Conversion 46

SaaStr

AUGUST 27, 2019

I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. Either work or not work. Sanj Sanampudi: Great. You’re doing something that is brand new. So Michaela?

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

SaaStr

APRIL 16, 2023

It got you back in the game this hyper growth. I know, because we were working on a game, we started our company in the beginning of 2009, and we completely missed the boat. ” What we have, we call them account managers, and there’s no outbound. Stewart : You’ll talk to one of these account managers.

Start-ups 134

Start-ups Real Estate Product Networking 134

SaaStr

SEPTEMBER 18, 2020

Henry Schuck: People were spending more money annually on a DiscoverOrg contract than they were on a ZoomInfo contract. There’s not a game room. And ZoomInfo was like ping pong tables and game rooms and shuffle boards. What does not having the right account structure? And so we made that decision.

Account management 95

Account management Engineering Launch Start-ups 95

Heinz Marketing

OCTOBER 22, 2018

Tracy: We got 40 yard line tickets for the game on Saturday. We’re leaving the Gartner Conference, popping home, packing a bag, and then going back to the game. There is nothing better than a home game with your alma mater, especially the night games. Tracy: That’s why I’m laughing-. Matt: Yeah.

Pipeline 63

Pipeline Campaign Sales Contract 63

SaaStr

FEBRUARY 25, 2020

To go catch their son or daughter’s soccer game. If you sat and you said, “Okay, we sign a customer, we process their contract, we have to get them provisioned. And then we transition them to support and then we give them to the account manager and then we do their renewal. Maybe, maybe not.

Prospecting 88

Prospecting Customers Promote X-functional 88

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. Before you roll out your marketing reports to clients, show them to your account managers and service team.

Clients 72

Clients Process Account management Presentation 72

SaaStr

AUGUST 15, 2020

Jay Snyder: I think the thing we’re doing Nick, to be able to force that is we’re getting a little bit more intelligent around account management. Loren Padelford: So the whole game here for us is, lower the barrier of entry to bend the proverbial curve down, so that starting something is very, very easy.

Retail 77

Retail Start-ups Drivers/motivators Up-sell 77

Sales Hacker

SEPTEMBER 7, 2021

How did you get into the sales game in the first place? Certainly, not a relationship where the accounts and the spend of that account will continuously grow with the account manager. We see this in account managers when they first have a client come in, the first year is just amazing.

Trust 92

Trust Cold Call CRM Start-ups 92

Hubspot

FEBRUARY 11, 2019

Go to Product Hunt , a constantly updated curation of the newest apps, websites, and games, for digital inspiration. Since you have experience in sales development and account management at early-stage sales companies, you might decide to offer this service to tech startups. Meanwhile, Kickstarter is great for physical products.

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101