Hubspot

JUNE 6, 2019

The next step in your career growth is as senior sales analyst. National Account Manager. If you’re ready for a new challenge, you might make the eventual jump to national account manager. You might also work directly with the legal team to iron out proposals and other contract initiatives. The good news?

Finance 79

Finance SQL Strategize Account management 79

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 27, 2022

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. Align with strategic goals. Plan for future growth or changes. Identify churn signals and growth & upsell opportunities.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

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. Offer strategic discounts. Send better contracts. Interact strategically with prospects. Offer strategic discounts. Bring in the big guns.

Contract 75

Contract Negotiate Strategize Sales 75

Heinz Marketing

MARCH 6, 2019

Another key step is to align resources to accounts – this is where account tiering is critical. If I scale my efforts to additional accounts, often I’m expanding from, say, top strategic accounts into broad enterprise or commercial. These accounts don’t justify the same investment.

B2C 73

B2C Drivers/motivators B2B Account management 73

Partners in Excellence

OCTOBER 27, 2013

We may want to increase customer satisfaction, both to drive retention–perhaps we have contracts we want to renew—and to drive growth. We may want to grow the relationship, moving from being an important vendor to a strategic partner. Account planning and account plans are important.

Account management 93

Account management Strategize Contract Contact 93

SalesHandy

JULY 12, 2022

It makes use of account-based marketing, which focuses on selling to targeted accounts that align your products/services’ capabilities with the needs of the customers. Quantitative data is derived from collecting information through Sales Development Representatives (SDRs), internal stakeholders, and account managers.

Customers 59

Customers Cross-sell Represent Contract 59

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. First up, hiring well.

X-functional 57

X-functional Engineering Clients Start-ups 57

Search Engine Land

JUNE 26, 2023

Aligning business goals Leadership support ensures strategic alignment of SEO tools with broader business objectives, integrating SEO efforts into the overall business strategy from the start. Contract negotiation : Negotiate terms and conditions, including pricing, payment terms, and warranties.

Process 109

Process Negotiate Contract Legal 109

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. is the CEO of M3Jr Growth Strategies. Episode 28 Converting Free Trials, Soft Contracts, and Why Sales Prospects. Anyone in the inside sales camp should find something of value.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

Sales Hacker

APRIL 21, 2020

And as I mentioned, we’re private equity backed in the growth stage of our business. We should be north of that this year, and looking to continue to accelerate growth. We were this year projecting a very solid revenue growth year and a nice profitable situation for the business. Jim Sharpe: The picture has changed.

Manufacturing 67

Manufacturing Start-ups Contract Clients 67

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.

Cross-sell 95

Cross-sell Contract Price Finance 95

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

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? On a recent episode of the Reveal podcast, we connected with MJ McCarthy, VP of Account Management at Everbridge, for answers to these and other questions that are top of mind for revenue leaders. Selling Skills and Account Management.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

Hubspot

FEBRUARY 7, 2018

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. Account Executive (AE). Account Manager. Sales Manager. Account Manager. Regional Sales Manager. Outside Salesperson.

Territory 94

Territory Commission Outside Sales Account management 94

Sales Hacker

APRIL 21, 2022

Someone (usually a VC) will point out that hitting your aggressive growth numbers will be easier if you sell to larger companies. After a couple of years, we had built a solid SMB business, but realized that in order to hit our growth goals we needed to move up-market. Dedicated Customer Account Manager.

Legal 87

Legal Cross-sell Contract Price 87

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. You might join a startup as a Revenue Operations Manager and run the show in collaboration with a VP of Sales. Full time offer with Intel on their strategic finance team. Revenue Accountant. Manager-level roles. Revenue Operations Manager.

Finance 101

Finance GTM Cross-sell SQL 101

Partners in Excellence

OCTOBER 25, 2016

Much of this thinking drives an “account maintenance” philosophy, as a result, we tend to look towards “farmers” or relationship builders as our account managers. This thinking causes us to miss huge growth opportunities, and short changes the account of the value we might create with them!

Territory 87

Territory Account management Retail Cross-sell 87

SaaStr

APRIL 16, 2023

The specific way mobile translates into faster growth is that you can slurp the address book. It got you back in the game this hyper growth. The growth’s been epic this year. ” What we have, we call them account managers, and there’s no outbound. Any particular insights on why that is?

Start-ups 141

Start-ups Real Estate Product Networking 141

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 48

Contract Price Commission Conversion 48

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager? They sure do.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Appointment Legal 52

SaaStr

AUGUST 20, 2020

But we started out in what felt like a bunker room, and there was three of us and we’re setting up calls and starting to bring the inbound sales team out to Austin, Texas, which made sense in so many ways strategically. Kyle Parrish: I do think that in setting targets, you need to take into account a lot of things.

Sales 81

Sales Price Quota Start-ups 81

Sales Hacker

MAY 20, 2019

With Conga, you can simplify documents, automate contracts, and execute esignatures so you can focus on accelerating sales cycles and closing business faster. Jake Dunlap : Marketing looks at technology as a strategic investment that’s an absolute must. Every account management team should be using one of these tools.

Consult 63

Consult Technology Technology Networking 63

SaaStr

SEPTEMBER 18, 2020

” They’ve taken a different approach, invested in management along the way, invested in HR and strategic HR, and up scaling their employees. But I think the learning for me here is if you hire great managers, you can outperform any investment in automation. What does not having the right account structure?

Account management 98

Account management Engineering Launch Start-ups 98

Sales Hacker

MAY 20, 2019

With Conga, you can simplify documents, automate contracts, and execute esignatures so you can focus on accelerating sales cycles and closing business faster. Jake Dunlap : Marketing looks at technology as a strategic investment that’s an absolute must. Every account management team should be using one of these tools.

Consult 49

Consult Technology Technology Networking 49

Heinz Marketing

OCTOBER 22, 2018

We were thrilled this last time to talk with Tracy Eiler , CMO at InsideView Technologies in an episode called, “Managing Massive MarTech Migrations: Strategic & Tactical Best Practices with Tracy Eiler. We were looking at our renewal contracts at the same time for CRM and marketing automation, so our timing is really good.

Pipeline 61

Pipeline Campaign Sales Contract 61

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

NOVEMBER 22, 2019

As for Travis, prior to joining Redpoint, Travis was head of Customer Growth at Front, after spending 5 years building the global Sales organization at Optimizely, the world’s most popular experimentation platform. If you sign up for the product and you don’t renew that first contract. There’s some experimentation here.

Start-ups 65

Start-ups Customers Objectives and Key Results Growth 65

SaaStr

MAY 28, 2019

It started out as a side project, as a vision and a risk that I took based on just a dream that I had and it’s evolved into a strategic differentiator for our company. And then through our partners and our ecosystem, through folks that we know and through our account managers, then we also identify evangelists within organizations.

Product 71

Product Start-ups B2C Growth 71

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. They work with customers to unsilo their operations and create one strategic revenue Ops team to support their go to market strategy.

X-functional 54

X-functional SQL Pipeline GTM 54

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. Although it's been revised twice, some parts of the book can feel slightly dated, the latest revision having come out in 2014.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

JUNE 16, 2020

Matt Garratt: So for those that aren’t familiar with Salesforce Ventures, we are the strategic investment arm for Salesforce. So think of this as more direct sales, mid market and up kind of earliest to early growth stage companies to sort of think about the survey results. Contract modifications were still so decentralized.

GTM 66

GTM Healthcare Pipeline Sales 66

Search Engine Land

NOVEMBER 21, 2022

With just a few strategic pieces in place, content marketing can work outrageously well. That team usually includes project and account managers, content strategists, content writers, editors, SEO experts, graphic designers, consultants, salespeople, and more. Find the right content marketing agency for real growth.

Niche 98

Niche Healthcare Clients Engineering 98

Lead Fuze

AUGUST 5, 2021

Blogger Blurb: Greg Alexander Leads the firm’s focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment. “ Sales Development is the function that fuels revenue growth but it is not a one size fits all strategy.

Negotiate 98

Negotiate Sales Retail B2B 98

SBI

NOVEMBER 7, 2019

Ensuring that your process is fluid and enabled by the right tech stack is critical to building a high functioning, high growth sales org. Account Planning. Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar. High-growth teams who want to keep. Account Planning.

Customers 20

Customers Tradeshows Technology Technology 20

SaaStr

OCTOBER 25, 2019

Before Assist, Liat spent 6 years at Twitter where she first hand saw their hyper-growth, managing a team of 40 across New York and SF and also Liat achieved 102% to quota on average every year. Finally before Twitter, Liat was VP of Sales @ Revolution Prep where she led and managed 7 offices.

E-commerce 45

E-commerce Start-ups Product Price 45

Cience

JANUARY 6, 2020

One of the reasons organizations opt for outsourcing is the ability to save their managers time for more important tasks. That’s why we believe that lead generation companies should also provide managed services that include reports, analysis, and strategic planning. time to market, number of resources, contract lengths).

Lead generation 89

Lead generation B2B Appointment Networking 89