Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. Inside sales vs. outside sales .

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Martech

OCTOBER 11, 2021

“We do scheduling and routing of meetings,” she clarified. “The meeting might be going through to a salesperson, account manager or a CSM. Our premise is, life is too short to spend time booking meetings.” From account management to customer success.

Customers 89

Customers Account management Real Estate Contract 89

Hubspot

APRIL 27, 2023

They make initial contact with people whom they think are qualified and ready to use the product they're trying to sell. When an SDR has vetted a prospect, they'll pass the potential lead to Account Executives (AEs). Plus, you can move on from this role to become a sales manager or AE.

Account management 77

Account management Commission Contract Sales 77

Partners in Excellence

FEBRUARY 17, 2024

As an example, recently I was involved with a client selling supply chain technology solutions to IT. They weren’t meeting commitments to fulfill customer orders. These unhappy customers were taking a lot of sales time, demanding the account managers fix the problem or contracts would be cancelled.

Manufacturing 77

Manufacturing Clients Contract Presentation 77

Openview

MAY 29, 2019

But as wonderful as selling into enterprise accounts is, it can pull you in a million different directions with new types of requests and requirements. And as data breaches continue to cause massive headaches for brands around the globe, meeting rigorous security requirements is also crucial. Account Management.

Product 93

Product Customers Sell Contract 93

SalesLoft

JULY 10, 2023

Accommodates large buying committees and account-based selling. Has tools to help sellers make the right pitch, find the right content, and share the right message with every account. Automates support workflows that promote customer retention with a trigger based on the contract end date.

Cross-sell 40

Cross-sell Technology Technology Account management 40

SaaStr

MAY 25, 2020

In your contracts. Recap the meeting to ensure alignment. “Offer something of value at every interaction whether it is content or a meeting, and it needs to be something your prospect really does value not “learn how our solution that will help you.” — Kris Bondi, CMO. In your service offerings. In your proposals.

Closing 136

Closing Process Contract Price 136

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. How hard is it to be a sales rep?

Negotiate 52

Negotiate Territory Contract Technique 52

PandaDoc

JULY 24, 2020

Sign the Contract. Ensuring you have a contract in place before you start work sounds like such an obvious first step to successful onboarding that it’s not worth highlighting. However, you’d be amazed at how many companies rush to get started without waiting for a signed copy of the contract. Clearly, a contract is important.

Clients 52

Clients Contract Trust Meeting 52

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. For enterprise sales, onboarding includes: Setting up and executing training sessions with different user groups (i.e. frontline managers, individual contributors, by department or by role).

Customers 87

Customers Cross-sell Contract Price 87

Sales Hacker

MAY 31, 2021

A hundred percent of the people we sell to are human. Prospects can tell right away that you’re not just another robo-dialer, and while they’ll appreciate the clarity with which video helps you explain concepts and contracts, they’ll be deeply persuaded by the fact that you’re a living breathing person they can trust.

Quota 82

Quota Closing Legal Contract 82

Sales Hacker

AUGUST 18, 2021

On the other is whitespace or the potential for expansion in an account. If a contract provides for 50 seats but the customer only uses 45, that’s 90% seat saturation. Low churn/High whitespace: These accounts could harness Outreach more widely. Our account management team steps in to see how we can help.

Education 111

Education Contract Pipeline Gaming 111

Hubspot

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do Do you have any questions about the contract?". Great to meet you [prospect]! Finally, I picked up the phone and called my prospect’s office. Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity.

Prospecting 96

Prospecting X-functional Contract Cross-sell 96

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. Follow up with questions like: How are you tracking toward those goals? A sales QBR is an internal quarterly meeting. In short, no.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Hubspot

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase average contract length. Increase upsell/cross-sell rate. Acquire “seed” accounts. Manage deal flow. Increase cash flow.

Commission 92

Commission Quota X-functional Non-Profits 92

Sales Hacker

OCTOBER 22, 2017

Many companies are revving up their branding and marketing strategies and by adopting technology enablers such as CRMs, sales automations, and data analytics. Relationship-building leads to relationship selling , so don’t think it’s just a bunch of fluff. Shut up and listen ! Time Management. So is yours.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

Hubspot

JUNE 6, 2019

It’s a sales operations role that’s less about selling a product or service to customers and more about selling next steps and solutions to your internal sales team. National Account Manager. If you’re ready for a new challenge, you might make the eventual jump to national account manager. The result?

Finance 79

Finance SQL Strategize Account management 79

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 takes both of these teams, working together, to design and consistently execute a handoff that sets customers up for long-term success. But I’m getting ahead of myself.

Service 50

Service Process Contract Sales 50

PandaDoc

MAY 30, 2019

In today’s highly competitive business environment, it’s the fastest-growing technology companies that end up dominating the market. So, to be the best, you need to speed up your sales cycle. Here are 14 ways you can close deals faster and set up your entire company for sustained growth. Leverage team-based selling.

Contract 75

Contract Negotiate Strategize Sales 75

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling.

Technique 82

Technique Negotiate Cross-sell Sales 82

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. The result?

Profit margin 52

Profit margin Legal Price Networking 52

Lead Fuze

DECEMBER 31, 2021

When you’re setting up a sales team, it’s important to consider factors such as: Regions served. Companies that sell a wide variety of products and services have sales teams organized by the type of product or service they offer. Customer & Account Structure. Size of your sales team.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

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. Set Up A Team.

Cross-sell 52

Cross-sell Customers Referrals Clients 52

Score More Sales

JULY 11, 2013

We both were account managers selling millions of dollars worth of technology to a major aircraft company. Between us, we sold more than $30M a year of items selling for $20 or $100 or $5000 each. Ron would always ask the same questions –. Ron would ask the SAME questions quite often.

Sales 123

Sales Contract Consult Inside sales 123

Highspot

JANUARY 6, 2021

You can’t teach someone to sell by cramming for two days non-stop, or by watching videos and clicking on multiple choice questions. 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.

Contract 52

Contract Technology Technology Pitch 52

Sales Hacker

OCTOBER 10, 2019

Without it, your sales team will struggle, the pipeline will dry up, and revenue will plummet. Whether your selling model is transactional, self-service, enterprise, or a combination of these, you will need to set up some objects in Salesforce that support the sales and eventual retention strategies of your business. Activities.

Government 58

Government Process Objectives and Key Results Commission 58

Engage Selling

MAY 3, 2013

The first step in determining which KPIs to measure and how to measure them correctly is to differentiate between a sales pipeline and a sales forecast–two terms that many sales professionals mix up or don’t differentiate. Number of new (first) client meetings per month. KPI’s for Account Management and client retention / growth.

Contract 88

Contract Quota Pipeline Sales 88

Partners in Excellence

OCTOBER 27, 2013

We talk about all the things we want to accomplish—meet more executives, expand our contacts and visibility in the customer, displace competition, sell them more stuff, become a “valued partner.” ” Every account plan always includes a lot of actions and activities. What’s in it for the executive?

Account management 94

Account management Strategize Contract Contact 94

SalesLoft

JANUARY 31, 2019

Salesforce was founded in 1999 and has been selling software for less than 20 years since. Concur, one of the oldest SaaS companies , only moved from selling CD-ROMs and traditional on-premise software licenses to a SaaS model in 2001. Ultimately, for any sales discipline, there will be certain results they’re accountable for.

Sales 53

Sales Drivers/motivators Price Pipeline 53

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. A sales team is focused on helping first-time users discover the initial value of a product or service, such as the unique selling proposition , then complete the purchase.

Process 76

Process Assembly Line UX Drivers/motivators 76

Sales Hacker

JANUARY 5, 2021

She talks about how to get in touch with people, specifically how you can generate meetings. Guided selling with Revenue Grid allows you to guide reps step-by-step through every deal, reducing guesswork and increasing consistency, so your teams have the best odds with every opportunity in the pipeline. The first is Revenue Grid.

Cold Call 94

Cold Call Start-ups Finance Up-sell 94

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. Solution Selling. Consultative Selling.

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. It's our "touchy-feely-kumbaya" moment where everyone has an opportunity to open up and share what's on their mind. Be sure your contracts and documentation tackle as many of these project unknowns as possible. 7) Always be selling.

Negotiate 52

Negotiate Contract Pipeline Clients 52

Lead Fuze

AUGUST 12, 2021

Sales Success Stories is a sales podcasts site that focuses on the people who are still picking up the phone and calling leads —not those who’ve since left the ranks of SDR and BDR. The people interviewed are actively in a sales role and offer up tips to those who are still “pounding the pavement” Best 3 Episodes: .

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

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. They’ll figure out a way to execute and a way to come up with an even better idea if they need it. Kathleen, welcome to the show. Sam Jacobs:? ?What

Contract 63

Contract Drivers/motivators Sales Price 63

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. Pump up the deal size (31:15). ? The first was as a Strategic Account Manager where I had a handful of named accounts. What You’ll Learn. Jamal’s first ever big deal (04:11). ?

Consult 61

Consult Contract Closing Up-sell 61

Engage Selling

MAY 3, 2013

The first step in determining which KPIs to measure and how to measure them correctly is to differentiate between a sales pipeline and a sales forecast–two terms that many sales professionals mix up or don’t differentiate. Number of new (first) client meetings per month. KPI’s for Account Management and client retention / growth.

Contract 48

Contract Quota Pipeline Sales 48