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How to Build A Truly Global Business From Day One with Flexport’s CEO Ryan Petersen

SaaStr

As they have scaled and gone up market, they are finding some large companies just want to use the software but move so much volume they can contract directly with the ocean carriers; so they are starting to charge those companies a pure software fee. Talk to users non-stop, and build things based on their feedback.

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Sales Compensation: The Ultimate Guide

Hubspot

Paying on profit vs. revenue. Increase average contract length. Acquire “seed” accounts. Manage deal flow. The more support you expect reps to give customers (such as implementation help, account management, etc.), Base plus bonus. Absolute commission plan. Relative commission plan. When to pay commission.

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Customer Retention Playbooks 101: Building a Structured Approach to Keeping Customer Happy

Sales Hacker

While the link between retaining customers and profitability is pretty well understood, most companies still approach customer retention with piecemeal initiatives. Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Identify key stages in the lifecycle of a contract.

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Will you ever trust a B2B tech vendor?

Martech

Failure to renew leads some customers to be shown the fine print in the contract they signed. Speaking of fine print, the non-lawyers on social media recently got in a twist over language in Adobe’s Terms of Service that said the company could see what it is you’re creating with its software.

Trust 120
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Your Sales Efficiency Will Probably Plummet Toward $10m ARR. Plan For It.

SaaStr

Your Magic Number is often well under 1.0 — you often only need 6-8 months to go “profitable” on a customer from a sales & marketing expense because your sales team is lean, and your marketing spend is small. More account managers and farmers. More SDR: AE pairing. More appointment setting.

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7 Negotiation Techniques That'll Boost Your Power at the Bargaining Table

Hubspot

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. Preserve relationships by managing conflict.

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How to Kick Off Your SaaS Sales Career

Hubspot

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.