Veloxy

JUNE 23, 2021

If your product or service is a high priced solution that includes customization, then outside sales will work perfectly. What’s more, research shows that over 75% of prospects really don’t want to engage in face-to-face meetings. You’ve already likely heard of a few standard roles such as Account Executives or Sales Engineers.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Sales Pop!

APRIL 11, 2024

At the start of a business relationship with a new account, you bring members of the sales and delivery teams together to meet with the new client to ask what’s most important to them. The contract is signed. a bad idea with new major accounts. Think about that moment. The business is won.

B2C 52

B2C Clients Contract Account management 52

SaaStr

MAY 25, 2020

In your pricing. In your contracts. “Help people buy how they want to buy and be as transparent as you can with pricing ” – Ken Edwards, Sales leader, Uberflip. Recap the meeting to ensure alignment. “Flat pricing for paid pilots” — CEO & Co-founder, ToneDen. “Listen.

Closing 136

Closing Process Contract Price 136

Gong.io

JULY 11, 2022

They travel to meet clients (whether by car, plane, or foot), and attend industry events and conferences to painstakingly prospect new leads. An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. Negotiating and closing contracts.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. Integrations are important because they integrate your CRM with the Configure, Price Quote tool. For people, it’s important that they can actually meet their goals and deadlines. Pricing/Packaging. Managing accounts after the sale is made.

Sell 52

Sell Account management Contract Price 52

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.

Account management 77

Account management Commission Contract Sales 77

Gong.io

AUGUST 3, 2022

Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. Implementing a review meeting cadence (ending with QBRs every quarter to track progress). Renewal opportunities occur when a customer’s current contract comes to an end.

Customers 87

Customers Cross-sell Contract Price 87

Miller Heiman Group

APRIL 9, 2019

Beyond securing buy-in, another benefit of effectively communicating with all the key stakeholders is understanding the multiple perspectives inside a large account. Identifying these stakeholders, understanding their unique pain points and tailoring your message to meet their needs provides value to each individual.

Territory 92

Territory Account management Price Contract 92

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. Attend industry events such as conferences and workshops where you can meet professionals who share similar interests.

Profit margin 52

Profit margin Legal Price Networking 52

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". Great to meet you [prospect]! We’d already agreed on X price. If we can come down to X price, would you sign today?”. Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Contract questions.

Prospecting 96

Prospecting X-functional Contract Cross-sell 96

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). Finally, because complex sales have higher price points, there’s a high degree of risk for the buyer. Higher perceived risk for the buyer.

B2C 62

B2C Sales Price Prospecting 62

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. Integrations are important because they integrate your CRM with the Configure, Price Quote tool. For people, it’s important that they can actually meet their goals and deadlines. Pricing/Packaging. Managing accounts after the sale is made.

Product 40

Product Account management Contract Price 40

Highspot

JUNE 22, 2021

What objectives or steps are you taking to meet these goals? This technique ensures that your sale never dissolves into a discussion of price or commoditized features – things that the competition can easily win on. In stakeholder meetings, look for someone who is well-regarded by their peers and who is active in the conversation.

Technique 82

Technique Negotiate Cross-sell Sales 82

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. Their days should be brimming with calls and meetings. Get out of your communication comfort zone. Provide a proof of concept.

Contract 75

Contract Negotiate Strategize Sales 75

Partners in Excellence

MAY 1, 2014

We developed a plan, presented a proposal and a price. Could we reduce the price, could we change the scope, could we do more at the same price. As much as I reminded them about the business outcomes and the inability to achieve them without our help–which the readily agreed to, it kept coming back to price.

Customers 96

Customers Contract Price Account management 96

Hubspot

JANUARY 3, 2017

That's a lot of time spent on unbillable tasks that could be spent focusing on work that meets the goals of your paying clients. Price: Snack plan for $7 /month for annual contract, Lunch plan for $12/month for annual contract, Dinner plan for $36/month for annual contract. Price: Free. Price: Free.

Clients 77

Clients Contract Price Trust 77

Hubspot

OCTOBER 16, 2017

Increase average contract length. Acquire “seed” accounts. Manage deal flow. Salespeople are demotivated to do anything but sell, so good luck asking them to attend meetings, log notes, go to training, etc. The more support you expect reps to give customers (such as implementation help, account management, etc.),

Commission 92

Commission Quota X-functional Non-Profits 92

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

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

Hubspot

MARCH 18, 2015

Conflict resolution was certainly not in your job description when you started out as a designer, account manager, or copywriter. It feels like the client has all the power once you send the contract or proposal over. You want to win this account -- badly. Will he fire your agency mid-contract?

Negotiate 76

Negotiate Technique Contract Non-Profits 76

SalesLoft

JANUARY 31, 2019

This business model shift fundamentally changed enterprise software sales from what was a relationship-based, in-person sales process that traded in multi-million dollar contracts, or an SMB software sale that occurred via a brick-and-mortar retail channel. For SDRs, it’s often qualified opportunities created or meetings scheduled.

Sales 53

Sales Drivers/motivators Price Pipeline 53

Lead Fuze

DECEMBER 31, 2021

Companies with strong account-based marketing teams can really take advantage of the fact that they are able to structure their sales team by customer or account. This means that each individual is better equipped for dealing with a specific client, which will lead to meeting those needs. Industry & Vertical Structure.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Sales Hacker

OCTOBER 10, 2019

Any change to the business — whether its a simple change to your product’s pricing or packaging, or an acquisition requiring the integration of new CRM data with your existing data — means your system needs to be adapted. The tendency in modern B2B SaaS orgs is to record most of the transactional data in the opportunity or account objects.

Government 58

Government Process Objectives and Key Results Commission 58

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. If they go below that price, they keep half the savings and the company keeps half the savings.

Contract 63

Contract Drivers/motivators Sales Price 63

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 want 17 meetings before they’re ready to move forward. They try to haggle the pricing, hard. The hero of this story is value-based pricing. Branded methodology.

Referrals 87

Referrals Clients Price Contract 87

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

SBI

OCTOBER 23, 2017

ModelN @ModelN Model N is a global leader in Revenue Management, maximizing revenue with quoting, contracting, pricing, rebating, channel and compliance solutions. I look forward to meeting both at the CSO Insights lounge. CallidusCloud @Calliduscloud Their goal is simple—to help you make more money.

Commission 56

Commission Contract Sales Networking 56

Search Engine Land

JUNE 26, 2023

Overcoming resistance to change Leadership support communicates the importance and benefits of SEO tools to the organization, encouraging a positive attitude towards embracing innovation, facilitating change management, and navigating resistance or skepticism. In that case, it’s time for you to get involved with the procurement process.

Process 109

Process Negotiate Contract Legal 109

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. Sales Process vs. Sales Methodology. One discovery call.

Process 101

Process Objectives and Key Results Sales Negotiate 101

SaaStr

APRIL 30, 2022

With very specialized sales roles from the STR’s at the qualification stage to generating leads to account executives who will close those deals. And account management, which is basically around for retention and also upsell of different products. It depends on the length of the contract, if there’s a contract.

Price 92

Price Launch X-functional Contract 92

Hubspot

APRIL 29, 2024

Many salespeople find it difficult to overcome price objections, especially when their sales process is short and their product isn’t highly differentiated. Explaining value when your prospect is focused on price is a choice every modern salesperson faces with each new customer. Good questions include: How often do you purchase?

Sell 70

Sell Objectives and Key Results Consult Price 70

Sales Hacker

APRIL 6, 2022

Sales teams often struggle with configuration of price quotes when dealing with complex products or services or large product catalogs. Whether purposefully or by accident, sales reps often deviate from pricing and discounting guidelines. CPQ stands for Configure Price Quote. What is CPQ?

Cross-sell 95

Cross-sell Contract Price Finance 95

SaaStr

JULY 24, 2019

This is pretty simple, but when I look at this industry, a lot of times what I see is organizations crafting pricing packages that would enable, for example, an enterprise-wide license, where an organization pays you X amount of money, and they have unlimited seats, unlimited usage. We’ve added a technical account manager function.

X-functional 57

X-functional Engineering Clients Start-ups 57

Lead Fuze

AUGUST 12, 2021

Episode 48: Stu Heinecke on How to Get a Meeting with Anyone. Episode 31: Mastering Account Management as a Sales Professional. Episode 037: Pricing Concerns Changes Over Time. Episode 005: Batter Up: Setting the Ground Rules for a Sales Meeting. Episode 200: 5 Sales Meetings Every Manager Needs to Master.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

Hubspot

NOVEMBER 28, 2022

Pricing: HubSpot lets you use basic sales and CRM features for free. Key features: One-click meeting booking via email. Automated meeting reminders and rescheduling. What we like: Chili Piper helps with removing friction from the meeting-scheduling and handoff process. Pricing: Prices start at $15 each month per user.

Territory 73

Territory Price CRM Lead generation 73

Sales Pop!

MAY 20, 2023

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. Real account management is also fading away from a business point of view.

Appointment 98

Appointment Education Sales Contact 98

PandaDoc

APRIL 3, 2023

A sales playbook can improve the performance of sales teams, as it helps you: Define sales processes A sales playbook contains all the information your salespeople need for their day-to-day work, including specific procedures, resources, pricing information, product details, and more.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52