Search Engine Land

FEBRUARY 27, 2024

You’re hiring an agency to manage on your behalf, but that doesn’t mean that you shouldn’t own the work. What does a typical contract term look like? Do they lock you into long contracts without an out clause? Many agencies won’t perform a free audit unless it’s for a larger account. Account management 26.

Retail 113

Retail Clients Contract Campaign 113

Hubspot

APRIL 27, 2023

While it is important for account executives to have great communication skills — verbal and written — they also need to know how to negotiate new contracts and renew existing contracts. The average annual salary for an Account Executive is $59,630 , and it can get as high as $110,000. Be resilient.

Account management 78

Account management Commission Contract Sales 78

Heinz Marketing

MAY 20, 2022

In this scenario, product users are maybe presented with a new feature or exposed to a new subscription level while they’re actively leveraging the product. Account Management. Account Executives and/or BDRs. In this way, we know which levers we can potentially pull to drive more and larger expansion deals.

Cross-sell 106

Cross-sell Customers Growth Contract 106

SalesLoft

JULY 10, 2023

Regularly presents coachable moments and deal gaps to prevent end-of-quarter surprises. Accommodates large buying committees and account-based selling. Account managers and customer success teams need technology that: Makes adoption easy for the revenue team — customers aren’t upgrading a tool they aren’t using.

Cross-sell 40

Cross-sell Technology Technology Account management 40

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. Plus, they get to travel.

Negotiate 52

Negotiate Territory Contract Technique 52

Hubspot

JUNE 6, 2019

The responsibilities are similar to that of a sales analyst, but may call for more advanced data collection, statistical software use, and the conversion of complex data into easily digestible presentations, graphs, or reports. This role might also be more client- or management-facing, sharing the results of a whole team of analysts.

Finance 79

Finance SQL Strategize Account management 79

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

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. The 5 stages of a complex sales cycle.

B2C 62

B2C Sales Price Prospecting 62

Highspot

JANUARY 6, 2021

Here’s a look at where businesses are going wrong with professional training, how technology presents new opportunities, and what’s at stake if we don’t give people the support they need to fulfill their potential. The way humans learn (and forget) hasn’t changed. Why leaders need to act now.

Contract 52

Contract Technology Technology Pitch 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. 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

Hubspot

JUNE 22, 2018

An RFP allows you to collect offers from various vendors and select the vendor that best meets your criteria, both in regards to skill and budget. It’s crucial you include a detailed schedule, so vendors know if they can meet your deadlines. Outlining your expectations will help eliminate vendors who don’t meet them.

Negotiate 100

Negotiate Lead generation Contact Campaign 100

PandaDoc

MAY 30, 2019

Send better contracts. To close it, you’ll have to not only prove your value but also get buy-in from the prospect’s social media, design, and account management departments. Presented by Timo Rein, CEO of Pipedrive and Mikita Mikado, CEO of PandaDoc. Their days should be brimming with calls and meetings.

Contract 75

Contract Negotiate Strategize Sales 75

Partners in Excellence

OCTOBER 27, 2013

.” All of us have done account plans. Too often, it’s that annual exercise management makes us go through. We prepare and conduct fancy presentations. ” Every account plan always includes a lot of actions and activities. .” We leverage one of our execs to meet a key customer exec.

Account management 93

Account management Strategize Contract Contact 93

Sales Hacker

MARCH 3, 2021

Salespeople create relationships, but it has traditionally been up to the customer success or account management team to nurture them. The CS team will need extra help in adapting the meetings alongside sales in terms of learning their language, methods, structures, qualified leads , etc. There’s no friction whatsoever.

Process 75

Process Assembly Line UX Drivers/motivators 75

Highspot

JUNE 22, 2021

What objectives or steps are you taking to meet these goals? To make the most of your customer stories, present them as a transformation. In stakeholder meetings, look for someone who is well-regarded by their peers and who is active in the conversation. ” or “Do you see this feature meeting your needs?”

Technique 82

Technique Negotiate Cross-sell Sales 82

Partners in Excellence

MAY 1, 2014

We developed a plan, presented a proposal and a price. How will we meet their ever changing expectations.” The good news was we were going to get the contract. The bad news was we were going to get the contract. We quickly identified the outcomes and the impact on their business. This just wasn’t working.

Customers 95

Customers Contract Price Account management 95

The 5% Institute

APRIL 8, 2020

By having a manager in place to help with the on-boarding process, the higher likelihood the client will be successful using what it is that you sell – which then creates the opportunity for potential referrals too. What Are Some Customer Success Manager Responsibilities? Outcome Meetings. Building Relationships.

Cross-sell 52

Cross-sell Customers Referrals Clients 52

Hubspot

MARCH 6, 2018

A typical stage of many sales processes is to run a formal presentation or demonstration of what is being sold. The presentation should be tailored to meet the prospect's unique use case and pain points. The presentation should be tailored to meet the prospect's unique use case and pain points. Research/evaluate.

Process 101

Process Objectives and Key Results Sales Negotiate 101

Sales Hacker

JUNE 17, 2019

With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. Essentially, what we do is we present each traveler with a price to beat. Thinking Outside the Manager’s Box. We’ve got two sponsors on the show for you today.

Contract 63

Contract Drivers/motivators Sales Price 63

SBI

NOVEMBER 15, 2018

Have you ever sold a product you didn’t believe in or didn’t believe could adequately meet your customer’s needs? Once you’ve done a thorough discovery, before you present a proposal, it’s time to do an ethics gut check. Sales is a contract. Have you ever made a sale that you felt slimy about? Sometimes one side (or both!)

Sales 42

Sales Quota Represent Referrals 42

Sales Hacker

MAY 8, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. 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.

Consult 61

Consult Contract Closing Up-sell 61

ConversionXL

APRIL 18, 2017

They’re anal retentive about every little detail that goes into the contract or the proposal. They want 17 meetings before they’re ready to move forward. 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. Front End Development.

Referrals 87

Referrals Clients Price Contract 87

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. What are we learning?

X-functional 57

X-functional Engineering Clients Start-ups 57

Lead Fuze

AUGUST 12, 2021

Episode 159: Presentation Management – James Ontra. 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.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

InsightSquared

AUGUST 23, 2019

More than just another meeting or get-together opportunity, these company gatherings help to build the employee-centric culture at InsightSquared and have become a true celebration of the awesome people working here. The end of of the month is always a busy time for every organization.

Represent 12

Represent Sales Contract Account management 12

Sales Hacker

APRIL 21, 2020

Aventri provides event management technology that helps companies grow their meetings and events. Jim Sharpe: Aventri is a private equity backed software provider for the events and meeting space. And I have a board meeting later today where we’re talking through some of this. Sam Jacobs: Thanks for your honesty.

Manufacturing 67

Manufacturing Start-ups Contract Clients 67

Closing Bigger

MARCH 21, 2009

New Program Trains Sales Professionals Who Meet the Demands of Today’s Business World Academy of Learning is pleased to announce the new Sales Professional Diploma program“ said Derek Hamill, President of LaunchLife International Inc., the franchisor of Academy of Learning.

Launch 40

Launch Hospitality Manufacturing Entertainment 40

Closing Bigger

MARCH 21, 2009

New Program Trains Sales Professionals Who Meet the Demands of Today’s Business World. Some of the key courses and areas of focus in the program include: Principles of Selling, Business Presentations, Professional Selling, Business Negotiations & Contracts, and Business Law and Ethics. the franchisor of Academy of Learning.

Launch 40

Launch Hospitality Manufacturing Entertainment 40

Sales Pop!

MAY 20, 2023

There are appointment setters, product presentation specialists, and many others. One of my core principles is that a good sales contract, at the end of the day, hurts both sides just a little bit—not too much on one side or the other, but just a little bit on both. In today’s world, we often meet someone twice.

Appointment 98

Appointment Education Sales Contact 98

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. Jobs in sales: Sales development rep (SDR). Outside Salesperson. Sales Engineer.

Territory 95

Territory Commission Outside Sales Account management 95

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 93

Product SQL Contract Sales 93

PandaDoc

APRIL 3, 2023

In it, you can also add information about all the proposals , quotes , and contracts your salespeople should use. Typically, this is also when sales reps need to send a contract agreement; you can use our agreement template library to find an agreement that fits your use case. Or at least to your sales team.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

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. I’m looking at the data and seeing that a lot of things from 2008 aren’t present today,” he said.

Real Estate 79

Real Estate Clients Account management Up-sell 79

Highspot

SEPTEMBER 28, 2023

This reduces delays and expedites the sales cycle, making it invaluable for effective pipeline management. Documents the sales process Have you ever found yourself fumbling to remember the deliverables agreed upon in the last meeting? Stakeholders Beyond the project managers, list everyone with a vested interest in the deal.

Objectives and Key Results 52

Objectives and Key Results Sales B2B Launch 52

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership.

Finance 100

Finance GTM Cross-sell SQL 100

Sales Hacker

FEBRUARY 5, 2019

Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? Then, still working together, present a project plan that the Board will buy into. Real Service-Level Agreements that you can actually meet. But I have also worked in dozens of others who have failed to make the move. Integrations.

Product 58

Product Contract Cross-sell Account management 58

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