Gong.io

NOVEMBER 7, 2022

If you’re a software company selling accounting solutions, for instance, you’ll likely need to get approval from the company’s accounting manager and chief financial officer (CFO). A prospect is considered qualified if they meet at least three criteria. How you deliver your pitch is key here.

B2C 62

B2C Sales Price Prospecting 62

Highspot

JUNE 22, 2021

What objectives or steps are you taking to meet these goals? As you’re landing your pitch for change, it’s important to validate the value of your solution with data. A good buyer will try to poke holes in your sales pitch, searching for reasons not to buy. What might stop these objectives from happening?

Technique 82

Technique Negotiate Cross-sell Sales 82

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. It’s wise to come to the table with a few ideas, but this section of the quarterly business review meeting agenda should be very consultative.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Sales Hacker

OCTOBER 22, 2017

While we have some generalized notion of “selling,” contemporary sales organizations have grown in complexity and have evolved into a roster of functions — such as business development, closing, account management, and customer success — that require different specialized skill sets for their respective teams. Contract Negotiation.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

Highspot

JANUARY 6, 2021

Now you can build, segment and mix modules to ensure all parts of a program are directly applicable for, say, account managers, solutions engineers or business development specialists. Leaders everywhere are rising to meet the World Economic Forum’s rallying cry to ‘ build back better ‘ from the pandemic.

Contract 52

Contract Technology Technology Pitch 52

Sales Hacker

OCTOBER 16, 2019

For several years, I ran account management at a marketing agency — a business model infamous for mismatched expectations and subjective quality of delivery. It keeps the speed of the transition high and the time to ROI for the customer low by reducing confusion on who in customer success will be taking on the account.

Service 50

Service Process Contract Sales 50

Hubspot

MARCH 6, 2018

The presentation should be tailored to meet the prospect's unique use case and pain points. The salesperson might bring a engineer or executive to the meeting with them, to demonstrate the level of service the customer will receive and to answer more technical questions. When you made your pitch, was the answer an immediate "yes? "

Process 101

Process Objectives and Key Results Sales Negotiate 101

Hubspot

FEBRUARY 27, 2016

Every Friday, our team comes together for a weekly reflections meeting. 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.

Negotiate 52

Negotiate Contract Pipeline Clients 52

ConversionXL

APRIL 18, 2017

Your client hears the same pitch from everyone, so how do they know you’ll deliver better results? I hear it all the time from potential clients: “The other guys have the exact same pitch. They’re anal retentive about every little detail that goes into the contract or the proposal. Differentiation is hard. Front End Development.

Referrals 87

Referrals Clients Price Contract 87

Lead Fuze

AUGUST 12, 2021

Best 3 Episodes: Episode 34: How Ultra-High Performers Use Time Management – with Jeb Blount. Episode 42: Anatomy of a Lousy Pitch: Worst Presentation Habits & How to Avoid Them – with Tim Wackel. Episode 48: Stu Heinecke on How to Get a Meeting with Anyone. Episode 31: Mastering Account Management as a Sales Professional.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

Sales Hacker

MAY 8, 2020

In it, Strategic Account Manager and top 1% performer at Oracle, Jamal Reimer, shows you how to think big and close on mega deals. The first was as a Strategic Account Manager where I had a handful of named accounts. We would meet with the customer every week for several weeks in a row. What You’ll Learn.

Consult 61

Consult Contract Closing Up-sell 61

Sales Hacker

SEPTEMBER 2, 2021

He describes how your business’ annual contract value dictates your “hunting strategy,” i.e. how you acquire, onboard, and retain new customers. If you offer a low annual contract value where users use a self-checkout process to purchase your product, then onboard new users with a low-touch, product-led process.

Product 95

Product SQL Contract Sales 95

Sales Hacker

SEPTEMBER 20, 2022

Meet the experts. Meet the Experts. Managing Partner at CGI Executive Coaching. VP of Account Management in life sciences industry, leading a team of 85. Early termination or cancellation of contracts. Adjust your pitch to meet the tone of the marketplace. The markets are cyclical.

Real Estate 81

Real Estate Clients Account management Up-sell 81

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?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Appointment Legal 52

Sales Hacker

APRIL 21, 2022

This was all in an effort to increase our average contract value (ACV). Every week the team would meet to discuss initiatives in the company’s move up-market. Dedicated Customer Account Manager. But every enterprise contract eventually requires buy-in from leadership. Pricing and Packaging.

Legal 87

Legal Cross-sell Contract Price 87

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 45

Contract Price Commission Conversion 45

SaaStr

SEPTEMBER 18, 2020

” And so I remember after my first board meeting, I grabbed one of the guys on my board. When we made the acquisition, I remember being in a meeting with our senior executives. Henry Schuck: People were spending more money annually on a DiscoverOrg contract than they were on a ZoomInfo contract. What about this?

Account management 96

Account management Engineering Launch Start-ups 96

ConversionXL

NOVEMBER 13, 2019

And yet, notes Sebald, the temptation to scale quickly—often to meet demand—introduces potential problems: Bill Sebald, Greenlane Marketing: “Scaling is something I think about constantly. I spent an insane amount of time pitching myself to conferences, writing blog posts, pitching to journalists, etc.—just

Referrals 110

Referrals Clients Networking Growth 110

SaaStr

AUGUST 20, 2020

Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was. On the pre-sale side, everyone has a quota.

Sales 75

Sales Price Quota Start-ups 75

SaaStr

MAY 14, 2023

I don’t know if it’s 20 percent per month or did you just go 20 percent last meeting. I flew everywhere in America just to meet them. Then you have account management, and on boarding. We have them do a mock pitch. No pressure here. But 20 percent something, right? Daniel Chait : That’s it.

Price 90

Price Start-ups Up-sell X-functional 90

Hubspot

FEBRUARY 11, 2019

Since you have experience in sales development and account management at early-stage sales companies, you might decide to offer this service to tech startups. You can also attend local entrepreneurship events to meet potential partners. Pitch to angel investors. Pitch to angel investors. Other suggestions.

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

ConversionXL

NOVEMBER 13, 2019

And yet, notes Sebald, the temptation to scale quickly—often to meet demand—introduces potential problems: Bill Sebald, Greenlane Marketing: “Scaling is something I think about constantly. I spent an insane amount of time pitching myself to conferences, writing blog posts, pitching to journalists, etc.—just

Referrals 49

Referrals Clients Networking Growth 49

SaaStr

NOVEMBER 22, 2019

But through knowing Tom and his local celebrity, reading and passing around his blog posts, had the chance to meet with him directly, built a relationship and found myself stepping into a brand new opportunity, which as far as I can tell on LinkedIn, no one has the title. Almost like in the meeting with the pitch meeting itself.

Start-ups 62

Start-ups Customers Objectives and Key Results Growth 62

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

The Lost Book of Sales

JULY 12, 2021

” Market segments, in this vocabulary, meet our definition of markets When marketing consultants sell market segmentation studies, all they are actually doing is breaking out the natural market boundaries within an aggregate of current and potential sales. The problem goes beyond pitches and positioning, though.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SBI

NOVEMBER 7, 2019

Even add a "schedule a meeting" button. Learn how Access Intelligence accelerated their sales process and cut contract completion time by 50% with an integrated solution. Revegy, a leading provider of strategic account management technology, is proud to announce the addition of David Keil to its Board of Directors.

Customers 20

Customers Tradeshows Technology Technology 20

SaaStr

OCTOBER 25, 2019

Liat Bycel: But Dick Costolo, the previous CEO at Twitter, who is a good friend and mentor of mine called me and said, “Hey, don’t join those other companies you’re talking to before meeting with Howie from Airtable,” and I knew Airtable of course, used the product a bit, loved what they were building.

E-commerce 43

E-commerce Start-ups Product Price 43