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

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? What objectives or steps are you taking to meet these goals? In stakeholder meetings, look for someone who is well-regarded by their peers and who is active in the conversation.

Technique 82

Technique Negotiate Cross-sell Sales 82

Hubspot

FEBRUARY 27, 2016

Every Friday, our team comes together for a weekly reflections meeting. 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.

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

Sales Hacker

JANUARY 5, 2021

She talks about how to get in touch with people, specifically how you can generate meetings. You’re somebody that’s responsible for generating meetings, generating pipelines. 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.

Cold Call 94

Cold Call Start-ups Finance Up-sell 94

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. We would meet with the customer every week for several weeks in a row. What You’ll Learn.

Consult 61

Consult Contract Closing Up-sell 61

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 110

Process Negotiate Contract Legal 110

Sales Hacker

APRIL 21, 2020

Aventri provides event management technology that helps companies grow their meetings and events. Jim Sharpe: Aventri is a private equity backed software provider for the events and meeting space. And I have a board meeting later today where we’re talking through some of this. Sam Jacobs: Thanks for your honesty.

Manufacturing 67

Manufacturing Start-ups Contract Clients 67

Lead Fuze

AUGUST 12, 2021

Episode 48: Stu Heinecke on How to Get a Meeting with Anyone. 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. 21 Sales Pipeline Radio. The Gist: .

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

Hubspot

APRIL 29, 2024

Creating a networking group where several of your clients can combine to meet periodically can also help. Availability, access to inventory, payment terms, purchasing method (invoice or credit card), contract length, and legal terms can all help determine the price. Act like a consultant to point out areas of cost savings.

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. 0 out of 100 had any sort of meeting like that. Very simple.

GTM 52

GTM Contract Cross-sell Account management 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. How did Nick manage you? How did he manage your expectations without demotivating you? Look for games. Look for sales games. Look for games.

Growth 84

Growth Promote Engineering Up-sell 84

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. Real Service-Level Agreements that you can actually meet. But I have also worked in dozens of others who have failed to make the move. Integrations.

Product 58

Product Contract Cross-sell Account management 58

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). Management…needs to really understand this shift and have a good handle on appropriate KPI’s/expectations. Needs more pre sales support. Waiiiiitttt, that’s us?

GTM 68

GTM Up-sell Price Start-ups 68

SaaStr

SEPTEMBER 18, 2020

” And so I remember after my first board meeting, I grabbed one of the guys on my board. When we made the acquisition, I remember being in a meeting with our senior executives. Henry Schuck: People were spending more money annually on a DiscoverOrg contract than they were on a ZoomInfo contract. What about this?

Account management 96

Account management Engineering Launch Start-ups 96

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 135

Start-ups Real Estate Product Networking 135

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. Paul: What time should I meet you there. We’re gonna meet out in the parking lot there, a little tailgate, maybe? Paul: I knew there was something.

Pipeline 63

Pipeline Campaign Sales Contract 63

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

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. You know why?

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 78

Retail Start-ups Drivers/motivators Up-sell 78

ConversionXL

NOVEMBER 13, 2019

And yet, notes Sebald, the temptation to scale quickly—often to meet demand—introduces potential problems: Bill Sebald, Greenlane Marketing: “Scaling is something I think about constantly. They tell us they look forward to their weekly meetings with our team—that it’s often their favorite meeting of the week.”

Referrals 110

Referrals Clients Networking Growth 110

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 93

Trust Cold Call CRM Start-ups 93

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

SaaStr

NOVEMBER 22, 2019

But through knowing Tom and his local celebrity, reading and passing around his blog posts, had the chance to meet with him directly, built a relationship and found myself stepping into a brand new opportunity, which as far as I can tell on LinkedIn, no one has the title. Almost like in the meeting with the pitch meeting itself.

Start-ups 65

Start-ups Customers Objectives and Key Results Growth 65

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

ConversionXL

NOVEMBER 13, 2019

And yet, notes Sebald, the temptation to scale quickly—often to meet demand—introduces potential problems: Bill Sebald, Greenlane Marketing: “Scaling is something I think about constantly. They tell us they look forward to their weekly meetings with our team—that it’s often their favorite meeting of the week.”

Referrals 49

Referrals Clients Networking Growth 49

The Lost Book of Sales

JULY 12, 2021

” Market segments, in this vocabulary, meet our definition of markets When marketing consultants sell market segmentation studies, all they are actually doing is breaking out the natural market boundaries within an aggregate of current and potential sales. Visionaries take a greater interest in technology than in their industry.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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 68

Product Start-ups B2C Growth 68

SaaStr

MAY 10, 2019

Those are people that want to buy your product, potentially, and you are treating them like it’s a bond game. So typical SDR maybe meet general [inaudible 00:13:58] or something like that. Jason Reichl: And I think a critical piece is missed there, which is that they are people.

X-functional 54

X-functional SQL Pipeline GTM 54

Search Engine Land

NOVEMBER 21, 2022

That team usually includes project and account managers, content strategists, content writers, editors, SEO experts, graphic designers, consultants, salespeople, and more. Understand that content is a long-term game, and not for you if you want fast, quick wins. What is a content marketing agency? Know your needs and goals.

Niche 98

Niche Healthcare Clients Engineering 98

SBI

NOVEMBER 7, 2019

Even add a "schedule a meeting" button. We talk about ABM, Purchase Intent, the number's game. Learn how Access Intelligence accelerated their sales process and cut contract completion time by 50% with an integrated solution. Video Reviews. Lead Engagement. Personalized sales prospecting videos increases engagement. White Paper.

Customers 20

Customers Tradeshows Technology Technology 20

Lead Fuze

AUGUST 5, 2021

How to Make Sales and Marketing Meetings More Effective and Impactful. I’ve been fortunate enough to experience a fantastic sales education at every level throughout my career via the people I meet and the opportunities that arise. Sales expertise for those who sense the game is changing. A Post Worth Your Time. Sales Wars Blog.

Negotiate 98

Negotiate Sales Retail B2B 98

Sales Hacker

FEBRUARY 16, 2024

Dave Wilkins (Founder of SDR Nation of EMEA) points out that with declining email open rates, relying solely on emails as the source of meetings is ineffective. Superbowl was quite the game. Document Crunch is the construction industry’s leading contract intelligence platform. Double down on other channels. Uber Eats ft.

GTM 95

GTM Quota Construction Contact 95

SaaStr

OCTOBER 25, 2019

Liat Bycel: But Dick Costolo, the previous CEO at Twitter, who is a good friend and mentor of mine called me and said, “Hey, don’t join those other companies you’re talking to before meeting with Howie from Airtable,” and I knew Airtable of course, used the product a bit, loved what they were building.

E-commerce 43

E-commerce Start-ups Product Price 43