Veloxy

JUNE 23, 2021

Sure, it may seem challenging at first, but assembling a winning sales team is key to bolstering the growth of your business. One way to select between outside and inside sales hires is by analyzing the type of product you’re selling. However, sales can be handled remotely if you sell SaaS or other cloud based products.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Hubspot

APRIL 27, 2023

Because most SaaS products are subscription-based and allow for recurring revenue, this business model is becoming the go-to for many businesses — new and old. With this growth comes tons of new job opportunities for salespeople looking to get into the tech industry. Professional growth. occupations. occupations.

Account management 77

Account management Commission Contract Sales 77

Search Engine Land

JUNE 26, 2023

Overcoming resistance to change Leadership support communicates the importance and benefits of SEO tools to the organization, encouraging a positive attitude towards embracing innovation, facilitating change management, and navigating resistance or skepticism.

Process 106

Process Negotiate Contract Legal 106

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. You should stand behind your product and sign up for those until you have a real brand in the space. I had to try. .

Price 114

Price Contract Referrals B2B 114

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. Uncover and leverage revenue growth opportunities.

Customers 74

Customers Contract Cross-sell Account management 74

Sales Pop!

APRIL 11, 2024

Without it, of course, the chances of account expansion are highly unlikely. It can be an elusive target, though, given the typical focus in working to insure your products and services delivered to a client are the very best that they can be. The contract is signed. a bad idea with new major accounts. Think about it.

B2C 52

B2C Clients Contract Account management 52

Martech

OCTOBER 11, 2021

“The meeting might be going through to a salesperson, account manager or a CSM. ” Cipirani-Espineira has been in SaaS customer success throughout her career, including in senior account director and VP Customer Success roles at Cision and Medallia respectively. From account management to customer success.

Customers 85

Customers Account management Real Estate Contract 85

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. She had previously spent time as an account manager at businesses like Cision and Medallia. Read more here.

B2B 92

B2B Account management Contract Technology 92

Smarter With Gartner

AUGUST 24, 2021

Download now: Strategic Roadmap for Accelerating Sales Growth. In a subscription business model, customers pay a recurring fee to access a product or service, regardless of where it’s deployed. greater flexibility in scaling, maintaining and supporting product sets. Help sales reps sell usage-based products.

Contract 59

Contract Commission B2B Account management 59

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. Customer success (CS) is a business initiative (and attached department) that seeks to ensure customers get maximum value out of your product. . Defining customer success and measurements

Customers 87

Customers Cross-sell Contract Price 87

Partners in Excellence

FEBRUARY 17, 2024

These unhappy customers were taking a lot of sales time, demanding the account managers fix the problem or contracts would be cancelled. And when I look at opportunities for step function growth or innovation, the failure to exploit them is a result of Missed Diagnoses.

Manufacturing 77

Manufacturing Clients Contract Presentation 77

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

An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. Field reps for a B2B software company (a CRM platform, say), might attend trade shows, conferences, and industry events to promote their products and generate new business.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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. If Acme Corp is spending $20,000 and companies like it are spending $100,000, we know there’s room for growth in the account. Make your customers happy.

Education 110

Education Contract Pipeline Gaming 110

SalesLoft

JULY 10, 2023

Account managers and customer success teams need technology that: Makes adoption easy for the revenue team — customers aren’t upgrading a tool they aren’t using. Automates support workflows that promote customer retention with a trigger based on the contract end date. They have the potential to create enormous revenue.

Cross-sell 40

Cross-sell Technology Technology Account management 40

SaaStr

FEBRUARY 28, 2022

Upgrade alignment between Customer Success, Account Management, and Sales. In SaaS, the date the contract is Adobe Signed isn’t the end of the sales process — it’s basically the start. It helps with upsells and account growth. If it’s not every week, it’s not a “product” the sales team can rely on in this fashion.

Quota 96

Quota Sales Contract Start-ups 96

SaaStr

OCTOBER 6, 2019

When a great SaaS business starts to come together, and crosses Initial Traction ($1-$1.5m), growing nicely (8-10%+ Month-over-Month Growth) … often times, the founders start to see the first bit of real economic returns on the model. You’ll need a couple of folks in sales ops just to keep up with the team and growth.

Non-Profits 91

Non-Profits Growth Appointment Sales 91

SaaStr

MAY 25, 2020

At the end of the call we’ll walk through the application so you can start trying the product” — Sam Blond, CRO, Brex. “Short video overview of the product and a free trial without a credit card” — Muthu Kumar, CEO Eventzilla. In your contracts. “E contract” — Julie Grieve, CEO CritonHQ.

Closing 135

Closing Process Contract Price 135

Gong.io

JULY 27, 2022

The thing is, they’re working in a constantly changing environment, with new data, goals, products, and budgets to work with each quarter. For customer success teams , then, that means it’s crucial to meet regularly with key stakeholders to assess product usage, review performance, and align on strategic organizational goals.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Hubspot

JUNE 6, 2019

It’s a sales operations role that’s less about selling a product or service to customers and more about selling next steps and solutions to your internal sales team. A sales analyst might even coordinate with the marketing team on how to run successful campaigns, or work with the supply chain team to make production or inventory run smoothly.

Finance 79

Finance SQL Strategize Account management 79

SaaStr

NOVEMBER 23, 2019

Upgrade alignment between Customer Success, Account Management and Sales. In SaaS, the date the contract is Adobe Signed isn’t the end of the sales process — it’s basically the start. It helps with upsells and account growth. Support the team with your gravitas as CEO. This always helps.

Quota 90

Quota Sales Contract Closing 90

PandaDoc

MAY 30, 2019

It hinders accurate forecasting, hurts team morale, and slows growth. Here are 14 ways you can close deals faster and set up your entire company for sustained growth. Send better contracts. Those executives best understand the nuances, trouble spots, potential hacks, and overall use cases of the product. Create urgency.

Contract 75

Contract Negotiate Strategize Sales 75

Highspot

JANUARY 6, 2021

It’s also important to realize that effective training in business isn’t just about remembering things – it’s about using that information to drive new behaviors, which in turn, boosts productivity. There are a few core principles of learning something new.

Contract 52

Contract Technology Technology Pitch 52

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. The clearer you are on both of these things, the more productive your conversations will be with an agency. What is a content marketing agency?

Niche 96

Niche Healthcare Clients Engineering 96

SalesHandy

JULY 12, 2022

Every product or service has ideal and less-than-ideal customers. If you continue to operate under the impression that everyone needs your products; the products, services, and content you create won’t resonate with your customers. Any sale is a good sale.” Ideal Customer Profile Definition.

Customers 59

Customers Cross-sell Represent Contract 59

Lead Fuze

DECEMBER 31, 2021

In this article, we provide insights on how to build a product sales organization structure that yields results. In the SaaS world, it is not enough for us to look at salespeople as individual contributors but rather as an entire team across departments such as marketing and product development. Product/service line.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Highspot

JUNE 22, 2021

Each approach has unique benefits that suit specific types of businesses and products. If someone tried to sell you a product you did not need, it’s unlikely that you would buy it. This approach requires an acute understanding of who your buyer is and what issues are inhibiting growth at their organization.

Technique 82

Technique Negotiate Cross-sell Sales 82

SalesLoft

JANUARY 31, 2019

This business model shift fundamentally changed enterprise software sales from what was a relationship-based, in-person sales process that traded in multi-million dollar contracts, or an SMB software sale that occurred via a brick-and-mortar retail channel. So, what metrics are really important to measure? For closers, this is bookings.

Sales 53

Sales Drivers/motivators Price Pipeline 53

Sales Hacker

SEPTEMBER 2, 2021

“But we’re product-led. Our product is self-serve. Product-led is cool, and we have a desire to move away from sleazy sales tactics, don’t we? Contrary to popular belief, being product-led doesn’t automatically mean you’re anti-sales. What does it mean to be product-led?

Product 94

Product SQL Contract Sales 94

SaaStr

JULY 24, 2019

We have a license-based model, and we’ve built into the product that our customers can add additional licenses as needed, as they go, in a way that is co-terminus with their contract. That really helps to reduce purchase friction and allow the CSM to grow the account without working on contracts.

X-functional 56

X-functional Engineering Clients Start-ups 56

Lead Fuze

AUGUST 12, 2021

Episode 31: Mastering Account Management as a Sales Professional. Best 3 Episodes: 3 Crucial Questions to Help Focus Your Growth Efforts. Episode 247: A Step by Step Guide to Implementing Account Based Selling. Episode 238: How to Use Gamification to Increase Your Sales Productivity. How to Sell More with Stories.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

Sales Hacker

JANUARY 5, 2021

So we’ve managed to scale quite impressively. Well, congratulations on the success and the growth. Kata Nyitrai: They were hyper-growth environments. Kata Nyitrai: Yeah, I think it really depends on the product that you’re selling and the industry itself. Sam Jacobs : Wow. That is impressive.

Cold Call 92

Cold Call Start-ups Finance Up-sell 92

Hubspot

JULY 10, 2019

Customers like (if not prefer) to work with account managers and salespeople. Customers make purchases for long-term solutions, resulting in a longer sales cycle, longer contracts, and longer relationships with companies. They may be searching for a location-based solution or product feature. Purchase Process.

B2B 101

B2B B2C E-commerce Drivers/motivators 101

SaaStr

MARCH 10, 2020

At any rate, we’re on track to have a productive year after 442 million in sales last year, all on the back of doing one thing, we provide an incredible customer experience. There’s generally no contract in place. Obviously, all of you have found a product market fit, it sounds like. We are not a software business.

Government 81

Government Up-sell Contract X-functional 81

Sales Hacker

APRIL 6, 2022

Sales teams often struggle with configuration of price quotes when dealing with complex products or services or large product catalogs. Effective leaders know that investing in the right tools will help them streamline and standardize their sales processes, and make for a happier and productive workforce. What is CPQ?

Cross-sell 93

Cross-sell Contract Price Finance 93

SaaStr

JANUARY 28, 2020

Aaron : The playbook for reigniting growth. So, putting a little bit more money in everybody’s pocket and creating a little more growth is probably a great topic for today. ” And so, when you think about a recession, how do you, one, you may just have to think about a little bit less growth. Jason : All right.

Growth 84

Growth Promote Engineering Up-sell 84

The Lost Book of Sales

JULY 12, 2021

I have to say it didn't bother me at all while I read it, but I can understand that modern "Growth Hackers" and other actively practicing professionals can feel that way. Tips on whole product management. R&D decisions: From products to whole products. Choosing the beachhead segment. Conclusion.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52