Martech

OCTOBER 7, 2021

Additionally, marketing projects — whether they’re campaigns or websites or whitepapers or videos — regularly involve working with outside resources, whether it’s an agency or a contract designer or photographer. Easier tracking of billable hours and human resource management.

Education 129

Education Territory Clients Follow-up 129

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

Highspot

JANUARY 6, 2021

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. The secret to maintaining active learning in this new working environment is to prevent a passive environment.

Contract 52

Contract Technology Technology Pitch 52

Highspot

JUNE 22, 2021

As you’re landing your pitch for change, it’s important to validate the value of your solution with data. A good buyer will try to poke holes in your sales pitch, searching for reasons not to buy. ” Quantify the Value of Change. Overcome Objections with Value Messaging.

Technique 82

Technique Negotiate Cross-sell Sales 82

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). How you deliver your pitch is key here. The number of decision-makers involved and their positions can vary. . So what should you do instead?

B2C 62

B2C Sales Price Prospecting 62

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 51

Service Process Contract Sales 51

Gong.io

JULY 27, 2022

As the account manager or customer success manager, you’re leading this meeting, meaning it’s on you to prepare a thorough agenda, and provide access to all the required data. Remember, this isn’t a sales pitch. A week in advance is generally a good timeframe. Image Source ). Who to invite to a QBR .

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Hubspot

MARCH 6, 2018

Once a deal closes, the salesperson will recieve commission on price they negotiated with their client, and the account usually passes to an account manager or customer success representative. Working backward might look something like this: One week of deliberation before a signed contract. One discovery call.

Process 101

Process Objectives and Key Results Sales Negotiate 101

Hubspot

FEBRUARY 27, 2016

Be sure your contracts and documentation tackle as many of these project unknowns as possible. 2) Transition from managing a sales pipeline to a relationship pipeline. 6) Don't view account management and project management as the same role. Image purchasing, content implementation, hosting fees, etc.,

Negotiate 52

Negotiate Contract Pipeline Clients 52

ConversionXL

APRIL 18, 2017

Your client hears the same pitch from everyone, so how do they know you’ll deliver better results? I hear it all the time from potential clients: “The other guys have the exact same pitch. They’re anal retentive about every little detail that goes into the contract or the proposal. Differentiation is hard. Front End Development.

Referrals 87

Referrals Clients Price Contract 87

Lead Fuze

AUGUST 12, 2021

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 31: Mastering Account Management as a Sales Professional. Four Critical Aspects of Modern Sales. The Gist: .

Drivers/motivators 98

Drivers/motivators Sales Up-sell Inside sales 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. That kind of a pitch, that kind of a value proposition is an incremental improvement at best.

Consult 61

Consult Contract Closing Up-sell 61

Search Engine Land

JUNE 14, 2023

Question 2: How long is your minimum contract length? Then you must align with those publications’ yearly editorial calendar – something short-term affiliate contracts won’t accommodate. Agencies with short-term contracts will work with coupon and deal sites to produce quick revenue.

Contract 97

Contract Cross-sell Territory Niche 97

Heinz Marketing

NOVEMBER 5, 2018

Marketing isn’t talking to the customer nearly enough by default as sales and account management is. Man almost by definition it’s probably true in most organizations, marketing isn’t talking to the customer nearly enough by default as sales and account management is. is another. Paul: Dodgers in 7.

Pipeline 64

Pipeline UX B2B Sales 64

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 97

Product SQL Contract Sales 97

Sales Hacker

FEBRUARY 14, 2022

Retained CSMs for Enterprise, allowing them to have more strategic conversations about account management, while still giving them access to day-to-day support. Another big change Bentham mentions is the one made to Cognism’s pitch. . This makes sense as there are fewer elements to consider and the contracts are easier to sign.

Legal 86

Legal Cold Call Contract Inside sales 86

Sales Hacker

SEPTEMBER 20, 2022

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. Cherilynn Castleman was a VP of account management in 2008, overseeing a team of 85 in the life sciences industry. Hilmon Sorey.

Real Estate 83

Real Estate Clients Account management Up-sell 83

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 46

Contract Price Commission Conversion 46

Sales Hacker

APRIL 21, 2022

This was all in an effort to increase our average contract value (ACV). Dedicated Customer Account Manager. But they talk to enterprise buyers to understand product requirements and learn how to craft the sales pitch to appeal to the enterprise. But every enterprise contract eventually requires buy-in from leadership.

Legal 88

Legal Cross-sell Contract Price 88

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

SaaStr

SEPTEMBER 18, 2020

Henry Schuck: People were spending more money annually on a DiscoverOrg contract than they were on a ZoomInfo contract. What does not having the right account structure? Not having the right account structure for us meant we took customers on, and we just spread them across account managers.

Account management 97

Account management Engineering Launch Start-ups 97

ConversionXL

NOVEMBER 13, 2019

Aim to build your business with retainer-based contracts (rather than one-off projects), and use freelance/overflow resources instead of hiring during the ‘peaks.'” I spent an insane amount of time pitching myself to conferences, writing blog posts, pitching to journalists, etc.—just

Referrals 110

Referrals Clients Networking Growth 110

SaaStr

AUGUST 20, 2020

Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was. On the pre-sale side, everyone has a quota.

Sales 77

Sales Price Quota Start-ups 77

Hubspot

FEBRUARY 11, 2019

Since you have experience in sales development and account management at early-stage sales companies, you might decide to offer this service to tech startups. Pitch to angel investors. Pitch to angel investors. Many people start successful businesses after noticing a gap in the market. Other suggestions. Get a microloan.

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

SaaStr

MAY 14, 2023

Then you have account management, and on boarding. We have them do a mock pitch. We give them a scenario and we say “Pitch me on not that the price, or the features, but the value. Daniel : I think one of the smart things we’ve done on pricing is to price the contract terms that people want, explicitly.

Price 94

Price Start-ups Up-sell X-functional 94

SaaStr

JANUARY 3, 2020

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 10

Contract Price Commission Conversion 10

ConversionXL

NOVEMBER 13, 2019

Aim to build your business with retainer-based contracts (rather than one-off projects), and use freelance/overflow resources instead of hiring during the ‘peaks.'” I spent an insane amount of time pitching myself to conferences, writing blog posts, pitching to journalists, etc.—just

Referrals 49

Referrals Clients Networking Growth 49

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 problem goes beyond pitches and positioning, though. It is fundamentally a problem of time.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

NOVEMBER 22, 2019

Almost like in the meeting with the pitch meeting itself. If you sign up for the product and you don’t renew that first contract. And then they flip it over the fence to a expansion AE or account manager to grow that relationship. Like all first emails or follow up emails or rejection emails.

Start-ups 63

Start-ups Customers Objectives and Key Results Growth 63

Sales Hacker

NOVEMBER 10, 2020

So I flew back, made the birth by four hours in February, and then was there for two weeks and then came back and did the demo day pitch. 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. And then we got a $1.2 million seed.

Growth 76

Growth Finance Start-ups Drivers/motivators 76

Hubspot

OCTOBER 8, 2019

Best for: Electronic document management. Conga was designed to simplify your sales team’s digital footprint by streamlining how you manage your documents, contracts, and eSignatures. In addition to making sales pitches, you can use Crescendo as a compliance document repository and training tool. Image Source: Conga.

Price 65

Price Contact CRM Sales 65

SBI

NOVEMBER 7, 2019

Learn how Access Intelligence accelerated their sales process and cut contract completion time by 50% with an integrated solution. Revegy, a leading provider of strategic account management technology, is proud to announce the addition of David Keil to its Board of Directors. Sales Efficiency. Sales Enablement. Blog Article.

Customers 20

Customers Tradeshows Technology Technology 20

SaaStr

OCTOBER 25, 2019

They needed more account management, they wanted someone to talk to, they needed help with strategy, they needed a little more technology, we provided that. Like I said, account managers weren’t a thing for Shopify, they are a thing for Plus. Did you have to hire the first account managers yourself?

E-commerce 43

E-commerce Start-ups Product Price 43