Sales Hacker

JULY 25, 2022

With these metrics at the forefront, managers can quickly see how their reps are performing. They know exactly who needs coaching on what, and they can begin developing repeatable processes based on which behaviors drive sales. Building an account manager dashboard. Metrics to measure in an account manager dashboard.

Engineering 99

Engineering Objectives and Key Results Cross-sell Pipeline 99

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

Search Engine Land

NOVEMBER 13, 2023

Reason 1: Poor communication Effective agency-client communication is non-negotiable. The solutions to client churn Client churn can be tackled from multiple angles, involving refined account management processes and strategic use of data-driven marketing techniques. Achieving this is a multi-step process.

Clients 110

Clients Objectives and Key Results Referrals Non-Profits 110

Search Engine Land

DECEMBER 4, 2023

Hollywood writers negotiated new contracts to continue earning a living when genAI could use their ideas to create new plot twists. Our industry is among those impacted as generative AI has streamlined the process of producing various content, from blog posts and social media updates to landing pages, keywords, and ad copy.

Objectives and Key Results 124

Objectives and Key Results Campaign Launch Strategize 124

Sales Hacker

OCTOBER 10, 2019

Which is why I’m going to outline some key concepts that should be considered and some pitfalls to avoid when designing the CRM process for a lead-to-cash cycle. Sales process stages. This is a non-negotiable requirement for any sales organization that intends to maintain a usable database. Why bother? Transactional Objects.

Government 58

Government Process Objectives and Key Results Commission 58

Partners in Excellence

APRIL 26, 2021

We assume they know how to get approval, how to contract, how to issue an order. Too often, our customers get derailed in their buying journey, they want to buy, they need to buy, but they don’t know how to navigate the process and the hurdles put up by their own organizations. Customers need our help!

Customers 91

Customers Contract Legal Negotiate 91

Hubspot

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Strategize 82

Strategize Objectives and Key Results Strategic partnership Cross-sell 82

Search Engine Land

JUNE 26, 2023

Most corporations have strict procurement processes that could be easier to navigate. However, if you, as an SEO, understand this process and are prepared, then it can go smoother. I have been through this process for five different enterprise companies, and I have to say that it’s never easy.

Process 114

Process Negotiate Contract Legal 114

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. Need Help Automating Your Sales Prospecting Process? Some members of the board might have seen it happen before, but others may not know what will be involved in this process. I’m good at negotiating deals for clients with plenty of cash available.

Sell 52

Sell Account management Contract Price 52

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. Time Management.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

PandaDoc

MAY 30, 2019

Automate your sales process. 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. While standardized sales processes are helpful, there is no one-size-fits-all approach to sales.

Contract 75

Contract Negotiate Strategize Sales 75

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. Need Help Automating Your Sales Prospecting Process? Some members of the board might have seen it happen before, but others may not know what will be involved in this process. I’m good at negotiating deals for clients with plenty of cash available.

Product 40

Product Account management Contract Price 40

SalesforLife

APRIL 25, 2019

If you were to ask the average sales leader and professional why they use LinkedIn Sales Navigator , most would say they like the advanced functions, account management, and being able to socially surround their customers. These people are thinking, why do I need you?

Inside sales 86

Inside sales Territory Legal Negotiate 86

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over.

Prospecting 96

Prospecting X-functional Contract Cross-sell 96

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

Hubspot

NOVEMBER 7, 2023

A successful negotiation is like a tango. And nothing ruins a productive negotiation like one of the participants using one of the 14 phrases listed below. 14 Phrases That'll Instantly Sabotage Your Negotiation 1. The focus must always be on the buyer — yes, even during the negotiation. I’ll be honest.”

Negotiate 74

Negotiate Contract Price Quota 74

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. Best 3 Episodes: Episode 34: How Ultra-High Performers Use Time Management – with Jeb Blount.

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

Consult 61

Consult Contract Closing Up-sell 61

PandaDoc

APRIL 3, 2023

It serves as an actionable guide that maps out your entire sales process and enables everyone from your sales team to make the most of each sales opportunity — and, ultimately, sell more. This way, you and the team have a bird’s-eye view of your existing sales processes and can zoom into the specifics whenever necessary.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

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 81

Process Contract Sales Up-sell 81

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? On a recent episode of the Reveal podcast, we connected with MJ McCarthy, VP of Account Management at Everbridge, for answers to these and other questions that are top of mind for revenue leaders. Selling Skills and Account Management.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

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. Account Manager. Jobs in sales: Sales development rep (SDR). VP of Sales.

Territory 94

Territory Commission Outside Sales Account management 94

PandaDoc

MAY 8, 2020

Description: We’re not here to brag (too much), but PandaDoc has helped thousands of businesses build a more effective proposal process. From award-winning customer support to free e-signatures, we’ve got something for every stage of your sales process. Support Options: Email support, knowledgebase, training sessions, account manager.

Account management 52

Account management Government CRM Legal 52

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 61

Pipeline Campaign Sales Contract 61

SaaStr

MARCH 17, 2020

At Talkdesk today, the client services organization is 90 people strong and we are responsible for making sure that our customers both in the pre-sale and the post-sale process are able to design and then achieve their desired outcomes. Why do they need to be involved in that process?” It probably looks something like this.

Clients 58

Clients Service Customers Start-ups 58

SaaStr

APRIL 16, 2023

.” What we have, we call them account managers, and there’s no outbound. There’s a vendor review approval process, and a security policy analyst, and their in house counsel wants to mark up the TOS. 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 27, 2019

I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. Either work or not work. Sanj Sanampudi: Great. You’re doing something that is brand new. So Michaela?

Territory 55

Territory Contract Cross-sell Drivers/motivators 55

SaaStr

MAY 10, 2019

So we actually are the operators of SaaS companies, and we come into organizations and help them streamline their go to market processes. And when we’re talking about MQLs and SQLs we’re really talking about one of these key handoffs that happen in the revenue team process, right? Jason Reichl: Yeah, absolutely.

X-functional 54

X-functional SQL Pipeline GTM 54

The Lost Book of Sales

JULY 12, 2021

This is potentially a lose-lose situation threatening both the quality of the vendor’s work and the fabric of the relationship, and it requires careful account management including frequent contact at the executive level. The only proper response to this situation is to acknowledge the lack of data as a condition of the process.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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 66

GTM Healthcare Pipeline Sales 66

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. And we had only two contracts to show from it. So when I was coming back and forth, I was just managing the account management team.

Growth 74

Growth Finance Start-ups Drivers/motivators 74

Lead Fuze

AUGUST 5, 2021

A long time ago at a B2B company far, far away there was a sales team with an unorganized sales and marketing process and a broken strategy. Understanding the buyers process. a leading sales and sales management training company serving clients from diverse sectors. Sales Wars Blog. The Gist: . A Post Worth Your Time .

Negotiate 98

Negotiate Sales Retail B2B 98

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

Cience

JANUARY 6, 2020

Even though the buyer’s journey rarely lacks resources, research doesn’t guarantee the understanding of how a process is actually implemented in practice. The same is true for any work process. Fist Negotiations. The Process of Cooperation. Here’s a simple example. How To Filter Lead Gen Companies.

Lead generation 89

Lead generation B2B Appointment Networking 89