Martech

JULY 25, 2023

Additionally, marketing projects — whether they’re campaigns or websites or whitepapers or videos — regularly involve working with outside resources, whether it’s an agency or a contract designer or photographer. Easier tracking of billable hours and human resource management. Catch up on the Agile Marketing Navigator series!

Territory 80

Territory Contract Clients Follow-up 80

PandaDoc

JULY 24, 2020

Sign the Contract. Ensuring you have a contract in place before you start work sounds like such an obvious first step to successful onboarding that it’s not worth highlighting. However, you’d be amazed at how many companies rush to get started without waiting for a signed copy of the contract. Clearly, a contract is important.

Clients 52

Clients Contract Trust Meeting 52

Sales Hacker

FEBRUARY 14, 2022

Retained CSMs for Enterprise, allowing them to have more strategic conversations about account management, while still giving them access to day-to-day support. This makes sense as there are fewer elements to consider and the contracts are easier to sign. These are conversation, discovery, validation, contract, and signature.

Legal 83

Legal Cold Call Contract Inside sales 83

SaaStr

APRIL 30, 2022

But when entrepreneurs launch a SaaS business, it’s often quite hard to know how they’re doing. With very specialized sales roles from the STR’s at the qualification stage to generating leads to account executives who will close those deals. This is also how Stripe continues to launch new products.

Price 92

Price Launch X-functional Contract 92

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

Highspot

SEPTEMBER 28, 2023

Agree on a timeline: Working back from the buyer’s projected launch date, establish clear timelines for each milestone and activity, including a close plan and close date. Project/Account Manager Designate people from the seller and buyer side responsible for coordination throughout the sale’s journey.

Objectives and Key Results 52

Objectives and Key Results Sales B2B Launch 52

SaaStr

APRIL 16, 2023

David Sacks : We’ve launched about September of ’08. Yammer was really launched entirely as a web page product. ” What we have, we call them account managers, and there’s no outbound. Stewart : You’ll talk to one of these account managers. We have account management.”

Start-ups 135

Start-ups Real Estate Product Networking 135

Sales Hacker

APRIL 10, 2019

Buyer-Centric Finish: Contract is just a means to an end. Too many Close Plans conclude with “Contracts Signed.” This accomplishes three things: Keeps the focus on the benefits to the customer and makes the contract just a means to an end. This is seller-centric behavior at its worst. Outcomes: The devil in the details.

Process 82

Process Contract Sales Up-sell 82

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). Start-ups to watch: UserEvidence launched their new website and branding this week. Needs more pre sales support. Also CSM’s will be more high touch, value driven.

GTM 67

GTM Up-sell Price Start-ups 67

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. Now go forth and conquer the digital marketing world.

Profit margin 52

Profit margin Legal Price Networking 52

Closing Bigger

MARCH 21, 2009

I have been working with the Academy of Learning for over a year to launch this program and it is now available through their network of 145 locations across Canada. the franchisor of Academy of Learning. We are confident that this program will open the door to entry-level positions within the exciting and rewarding field of sales.”

Launch 40

Launch Hospitality Manufacturing Entertainment 40

Closing Bigger

MARCH 21, 2009

I have been working with the Academy of Learning for over a year to launch this program and it is now available through their network of 145 locations across Canada. New Program Trains Sales Professionals Who Meet the Demands of Today’s Business World. the franchisor of Academy of Learning.

Launch 40

Launch Hospitality Manufacturing Entertainment 40

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. Revenue Accountant. Manager-level roles. Revenue Operations Manager. Manager, Revenue Accounting Operations. Data Manager, Revenue Operations. Revenue Cycle Manager. Manager, Revenue Operations.

Finance 100

Finance GTM Cross-sell SQL 100

Highspot

JUNE 22, 2021

Some prominent ones include: The assumptive close: where a salesperson encourages a buyer to say yes with language that assumes they are on the same page, such as, “It sounds like we are aligned, so I will send the contract over after this call.”

Technique 82

Technique Negotiate Cross-sell Sales 82

SaaStr

SEPTEMBER 18, 2020

Henry Schuck: People were spending more money annually on a DiscoverOrg contract than they were on a ZoomInfo contract. Jason Lemkin: So you can build anything you want, but when it scales, you can’t support it because you need 10 people to launch a competitor. What does not having the right account structure?

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. If completeness is key, push out your launch date.

Negotiate 52

Negotiate Contract Pipeline Clients 52

Lead Fuze

DECEMBER 31, 2021

A customer-service representative (CSR) or account manager (AM) should be used by a company when communicating with clients, as they can handle both communication and finding new opportunities within an account. CSM: Customer Success Manager Manages customer retention and satisfaction. POD Modeling.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

SaaStr

MAY 14, 2023

Algolia went from zero to seven figures in revenue in 12 months, and the launch of their search as a service product, and grew pricing from $19 a month to $100,000, which sounds amazing. When we launched we couldn’t earn a six figures deal at that time. Then you have account management, and on boarding.

Price 92

Price Start-ups Up-sell X-functional 92

ConversionXL

APRIL 18, 2017

They’re anal retentive about every little detail that goes into the contract or the proposal. Your monthly retainer should reflect a certain number of tests launched per month. It often takes lawyers more time to agree on a language in the contract than the client engagement itself. They try to haggle the pricing, hard.

Referrals 87

Referrals Clients Price Contract 87

SaaStr

AUGUST 20, 2020

As for Kyle, prior to Figma he spent over 5 years at Dropbox achieving some incredible milestones including launching and scaling the Austin, Texas office from 3 to 80 people and being responsible for growing Dropbox’s leading partner ecosystem. Before Figma, Kyle spent close to 3 years as an Account Executive at ADP.

Sales 79

Sales Price Quota Start-ups 79

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. Certainly, not a relationship where the accounts and the spend of that account will continuously grow with the account manager. Moeed is the founder and the CEO of a company called Proverbial Door.

Trust 92

Trust Cold Call CRM Start-ups 92

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. As we’ve done that, as you alluded to, a million entrepreneurs jumped on that bandwagon and started to launch online stores. From contract signature to launch.

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. From there the goal is to win the nod and get the contract through purchasing, the PO signed, and the work under way. Being sales vs. market driven when crossing the chasm.

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

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.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

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

JUNE 16, 2020

Also, there is focus on changing terms to try and close and accelerate deals, reducing time commitment requirements for contracts, pricing minimums to get to a yes more quickly, and then also focusing on cash and cash collections by building more efficiency in that process. Contract modifications were still so decentralized.

GTM 65

GTM Healthcare Pipeline Sales 65

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. We have a few thousand folks that use the tool every day. And it was just hitting a wall.

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

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. ” Travis Bryant: And it does us no good. ” Whatever that might be.

Start-ups 65

Start-ups Customers Objectives and Key Results Growth 65

SaaStr

MAY 28, 2019

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. And then people can apply for it and we can review and people that are not even known to us or to our partners. We didn’t give that mandate.

Product 67

Product Start-ups B2C Growth 67

Heinz Marketing

OCTOBER 22, 2018

There’s a picture of it in my slide deck from Dream Force, it was just the money shot picture where we did our first campaign, just a basic product launch webinar. We were looking at our renewal contracts at the same time for CRM and marketing automation, so our timing is really good. When am I supposed to plan this? 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. Before you roll out your marketing reports to clients, show them to your account managers and service team. Some agencies make their account managers build reports. What a pain in the keister.

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. From a legal standpoint, it can buy and sell property, incur taxes, sue and be sued, set up contracts, and commit crimes.

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101