Sales Hacker

AUGUST 18, 2023

” Is it something beyond just “we want bigger deal sizes to make our unit economics work” or do they feel they have a strong product market fit and can actually command those prices. Start-ups to watch: UserEvidence launched their new website and branding this week. Needs more pre sales support.

GTM 68

GTM Up-sell Price Start-ups 68

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 141

Start-ups Real Estate Product Networking 141

Highspot

JUNE 22, 2021

This technique ensures that your sale never dissolves into a discussion of price or commoditized features – things that the competition can easily win on. When you bring negotiations over email, you lose the ability to read the buyer’s body language (are they actually concerned about the price or are they trying to get a deal?).

Technique 82

Technique Negotiate Cross-sell Sales 82

ConversionXL

APRIL 18, 2017

And you can compete on price by being the cheapest. They’re anal retentive about every little detail that goes into the contract or the proposal. They try to haggle the pricing, hard. The hero of this story is value-based pricing. Read The Consulting Bible , and start pricing your services based on the value you bring.

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 77

Sales Price Quota Start-ups 77

Lead Fuze

DECEMBER 31, 2021

Today’s sales challenges are caused by the outdated model of low volume deals at a higher price. 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.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

The Lost Book of Sales

JULY 12, 2021

Launching the invasion. A high-level perspective It is not uncommon for a high-tech company to announce a modest shortfall in its quarterly projections and incur a 30 percent devaluation in stock price on the following day of trading. They sometimes even seek them out even before a formal marketing program has been launched.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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 pricing and packaging look like?

Account management 98

Account management Engineering Launch Start-ups 98

SaaStr

OCTOBER 25, 2019

Pricing? * Harry Stebbings: Is it also challenging in terms of pricing, given the fact that one has to have consistent pricing, but also you might actually not have optimal value extraction for the product dependent on who’s using it and what sector they’re in. I think our pricing strategy will continue to evolve.

E-commerce 44

E-commerce Start-ups Product Price 44

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 037: Pricing Concerns Changes Over Time. Episode 28 Converting Free Trials, Soft Contracts, and Why Sales Prospects.

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. 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 82

Retail Start-ups Drivers/motivators Up-sell 82

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 63

GTM Healthcare Pipeline Sales 63

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

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. They’re pricing by, record size, as an example, so if you have a big loaded database, you’re going to spend more. Just the same thing. 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. Do they offer special pricing for agencies? Before you roll out your marketing reports to clients, show them to your account managers and service team. What a pain in the keister.

Clients 71

Clients Process Account management Presentation 71

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. If you can offer an existing product at a lower price point, better quality, or ideally, both, you'll have plenty of customers.

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101