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

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. Let me walk you through the process: Importance of Targeted Content on Landing Pages Step #1: Understand that generic content won’t cut it anymore.

Profit margin 52

Profit margin Legal Price Networking 52

Hubspot

FEBRUARY 27, 2016

It's surprising-- and a bit embarrassing -- how often issues we discussed in March are repeated in August and again in November, but it's all part of the learning process. Be sure your contracts and documentation tackle as many of these project unknowns as possible. Here are some of the most important lessons we learned in 2015.

Negotiate 52

Negotiate Contract Pipeline Clients 52

Lead Fuze

DECEMBER 31, 2021

Need Help Automating Your Sales Prospecting Process? It’s hard to provide a great customer experience when there are so many people involved in the process. CASE IN POINT: Acquisition needs: To grow revenue, sales development reps need to find business for account executives. Size of your sales team. Size of customers.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

ConversionXL

APRIL 18, 2017

Models and frameworks give everyone a standard process, and it helps everyone (and gives you a brand boost). 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. Lead quantity can be a vanity metric.

Referrals 87

Referrals Clients Price Contract 87

Lead Fuze

AUGUST 12, 2021

Predictable Prospecting brings in some of the top minds in lead gen, social selling, and sales process. Best 3 Episodes: Episode 160: The Testimonial Process – Sam Shepler. Episode 159: Presentation Management – James Ontra. Episode 31: Mastering Account Management as a Sales Professional. 3 The Sales Podcasts.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

Sales Hacker

APRIL 10, 2019

Better still, imagine getting your prospects to tell you both who their key players are and all the gory details of their organization’s buying process –– and having it verified by the buyer before you even submit a proposal. How to use a mutual action plan to improve your sales process. Think it’s a dream? Think again.

Process 82

Process Contract Sales Up-sell 82

SaaStr

APRIL 30, 2022

But when entrepreneurs launch a SaaS business, it’s often quite hard to know how they’re doing. This is basically designed around there being an intensive human interaction and human process to convince businesses to adopt your tools. This is also how Stripe continues to launch new products.

Price 97

Price Launch X-functional Contract 97

Highspot

SEPTEMBER 28, 2023

If the Gartner buyer survey tells us anything, the B2B buying process is complex. As Brent Adamson, Distinguished VP of Advisory at Gartner, says, “There’s a massive opportunity for supplier organizations to simplify the purchase process by providing customers the information they need to anticipate obstacles and overcome them.”

Objectives and Key Results 52

Objectives and Key Results Sales B2B Launch 52

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. Leveraging a process that can gather data for you will allow more time for analysis and less time on data collection. Some agencies make their account managers build reports.

Clients 71

Clients Process Account management Presentation 71

Sales Hacker

APRIL 21, 2021

In essence, RevOps is a hybrid job function that combines components of sales, marketing, and customer success roles all wrapped into one, with a goal of helping to eliminate silos that are naturally weaved into the sales process. It may take days before the rep can actually send a contract for signature. Figure out the big picture.

Finance 101

Finance GTM Cross-sell SQL 101

Sales Hacker

AUGUST 18, 2023

Also ensuring the reps understand the structural make-up of MM or ENT size companies Samantha Mackenna , Founder #SamSales, former Head of Ent Sales @ Linkedin The biggest “mistake” is just assuming their current motion/process (assuming they’re 100k-250k ACV now) across either Marketing, Sales, or CS works at this level.

GTM 68

GTM Up-sell Price Start-ups 68

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 142

Start-ups Real Estate Product Networking 142

SaaStr

AUGUST 15, 2020

One, it starts high up in the sales process, right? You need to discover in the sales process. 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. The $24,000 question that I’m actually going through right now.

Retail 85

Retail Start-ups Drivers/motivators Up-sell 85

SaaStr

SEPTEMBER 18, 2020

Henry Schuck: But what I told myself in this process was, “Look, if it’s better for the business, I’m going to change the name.” And I was pretty sure, actually, we were going to keep the DiscoverOrg name when we started that process because DiscoverOrg at the time was the more premium brand. You fell behind.

Account management 98

Account management Engineering Launch Start-ups 98

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. . What worked?

Sales 79

Sales Price Quota Start-ups 79

Heinz Marketing

OCTOBER 22, 2018

Listen in to hear her answer how the sales team is involved in that process and how should you help manage people through the change management and keep morale high throughout the process as well. Matt: How do you help manage people through the change management and keeping morale high throughout that process as well.

Pipeline 63

Pipeline Campaign Sales Contract 63

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. Daniel : We followed a lean start up approach to building our sales process. When we launched we couldn’t earn a six figures deal at that time.

Price 100

Price Start-ups Up-sell X-functional 100

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. Checking out what other people have come up with can be a great way to kick your own thought process into gear. Look online.

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

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. The only proper response to this situation is to acknowledge the lack of data as a condition of the process. Being sales vs. market driven when crossing the chasm.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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? What one question must all founders be asking in the sales process? *

Contract 10

Contract Price Commission Conversion 10

SaaStr

NOVEMBER 22, 2019

I talked to a bunch of people doing platform at different firms to try to figure out what made sense for Redpoint and the insight that I had was this is really a customer process. But if you can dip in and you get enough data to form conclusions, then that’s one way to hold accountability to the process.

Start-ups 63

Start-ups Customers Objectives and Key Results Growth 63

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. Derek Anderson : Leslie, I know Atlassian that after every single event that you run, you have a huge survey rating, NPS, process gathering feedback. Elizabeth K.:

Product 71

Product Start-ups B2C Growth 71

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. And our internal annual strategy process is called a V2MOM.

GTM 64

GTM Healthcare Pipeline Sales 64

Sales Hacker

NOVEMBER 10, 2020

The acquisition process [21:55]. It automates the tedious parts of the response process, like filling in the right answers and formatting documents so you can finish RFPs in hours instead of days. 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.

Growth 75

Growth Finance Start-ups Drivers/motivators 75

SBI

NOVEMBER 7, 2019

Percolate offers solutions to introduce visibility into the marketing process, improve coordination of work, and effectively build marketing campaigns and content. 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.

Customers 20

Customers Tradeshows Technology Technology 20

SaaStr

OCTOBER 25, 2019

It’s so important to have a rigorous recruiting process, including checking references and back channels. This was definitely a challenge for us at Twitter when we were hiring 10, 15, sometimes 20 people at a time, and then it was so important for us to stick to the process. I’m always fascinated by onboarding processes.

E-commerce 45

E-commerce Start-ups Product Price 45