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

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

Sales Hacker

SEPTEMBER 7, 2021

They just launched a new way to learn — Outreach on Outreach is the place to learn how Outreach does outreach. 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.

Trust 92

Trust Cold Call CRM Start-ups 92

Lead Fuze

AUGUST 12, 2021

Episode 31: Mastering Account Management as a Sales Professional. The company isn’t officially launched (at the time of this post), but you can go ahead and enjoy the valuable content now. Episode 28 Converting Free Trials, Soft Contracts, and Why Sales Prospects. Connect with the Host: Twitter: @salesmanpodcast.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

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 78

Retail Start-ups Drivers/motivators Up-sell 78

The Lost Book of Sales

JULY 12, 2021

Tips on whole product management. Launching the invasion. They sometimes even seek them out even before a formal marketing program has been launched. Just as football coaches have to make halftime adjustments ot their game plans, so do marketers, once the positioning has been exposed to the competition. Define the battle.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

OCTOBER 25, 2019

Jason Lemkin: I invested in a company Algolia, that does search-as-a-service, and they bet super early on Shopify, before Shopify Plus launched. So Loren, you joined literally to launch this initiative, Shopify and Shopify Plus to take the company upmarket? I think it took Shopify 10 years to launch Plus from launch.

E-commerce 43

E-commerce Start-ups Product Price 43

Sales Hacker

NOVEMBER 10, 2020

We launched it last year. And in the summer, we launched our org paid product. And we had only two contracts to show from it. So when I was coming back and forth, I was just managing the account management team. And so we were just a thorn in their sides in some ways, but we were also ahead of the game.

Growth 75

Growth Finance Start-ups Drivers/motivators 75

SBI

NOVEMBER 7, 2019

DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. We take accounts, filter them against our current ICP hypothesis, add some flavor of firmographic, MORE INFO. Launches AI-Based Recommendations That Highlight Key Coaching Moments and Deal Risks. Prospect Engagement.

Customers 20

Customers Tradeshows Technology Technology 20

SaaStr

JANUARY 3, 2020

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 10

Contract Price Commission Conversion 10

SaaStr

MAY 28, 2019

We gave our community members a name and that really changed the game for us. And then everything happened from there and we really rallied around them at the center of everything we did and that’s what definitely changed the game. It didn’t become about marketing, it didn’t become about sales.

Product 67

Product Start-ups B2C Growth 67

SaaStr

NOVEMBER 22, 2019

If you sign up for the product and you don’t renew that first contract. And then they flip it over the fence to a expansion AE or account manager to grow that relationship. You’re not in control over the outcome of the game. ” Travis Bryant: And it does us no good. ” Whatever that might be.

Start-ups 65

Start-ups Customers Objectives and Key Results Growth 65

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

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

Hubspot

FEBRUARY 11, 2019

Chris Riccobono launched UNTUCKit -- a line of shirts that look good untucked -- after getting frustrated with how wrinkly and ill-fitting his regular button-down shirts were when he didn't tuck them in. Go to Product Hunt , a constantly updated curation of the newest apps, websites, and games, for digital inspiration.

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101