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. if you sell a marketing automation platform, then the VP of Marketing will probably need to be present). Remember, this isn’t a sales pitch.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

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

Episode 159: Presentation Management – James Ontra. 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 007: 10 Sales Presentation Tips. The Gist: .

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

Sales Hacker

MAY 8, 2020

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

Consult 61

Consult Contract Closing Up-sell 61

Heinz Marketing

NOVEMBER 5, 2018

Marketing isn’t talking to the customer nearly enough by default as sales and account management is. So thank you everyone for joining us on the podcast and every episode of Sales Pipeline Radio, past, present, and future is available at salespipelineradio.com. is another. So you know, I love that kind of focus.

Pipeline 62

Pipeline UX B2B Sales 62

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 95

Product SQL Contract Sales 95

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. I’m looking at the data and seeing that a lot of things from 2008 aren’t present today,” he said. Hilmon Sorey. Cofounder of CoachCRM and ClozeLoop.

Real Estate 81

Real Estate Clients Account management Up-sell 81

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

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 87

Legal Cross-sell Contract Price 87

SaaStr

SEPTEMBER 18, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. 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? Henry Schuck.

Account management 96

Account management Engineering Launch Start-ups 96

ConversionXL

NOVEMBER 13, 2019

Then they need to present their findings to the team, and they become the go-to person on the matter for everyone else. 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.'”

Referrals 110

Referrals Clients Networking Growth 110

SaaStr

AUGUST 20, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Kyle Parrish: For us, I think we have such a healthy land-and-expand business that we don’t have to reserve sales resources for such a large contract out of the gates. Harry Stebbings. Kyle Parrish.

Sales 79

Sales Price Quota Start-ups 79

SaaStr

MAY 14, 2023

You have a presentation online that’s called Unsexy, which you’ll have to explain to me later. 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. You have leads.

Price 93

Price Start-ups Up-sell X-functional 93

ConversionXL

NOVEMBER 13, 2019

Then they need to present their findings to the team, and they become the go-to person on the matter for everyone else. 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.'”

Referrals 49

Referrals Clients Networking Growth 49

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

SaaStr

NOVEMBER 22, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Harry Stebbings: I do want to move on more to the present day because you mentioned that being the only one with the title founder experience. Almost like in the meeting with the pitch meeting itself.

Start-ups 65

Start-ups Customers Objectives and Key Results Growth 65

The Lost Book of Sales

JULY 12, 2021

High-level thoughts While some chapters and concepts presented in the book are stronger than others, I enjoyed it thoroughly while taking the time to properly digest all of my learnings. This situation can be further complicated if the high-tech company, fresh from its marketing successes with visionaries, neglects to change its sales pitch.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SBI

NOVEMBER 7, 2019

A well-presented value. 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. Prospect Engagement.

Customers 20

Customers Tradeshows Technology Technology 20

SaaStr

OCTOBER 25, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Remote and hybrid teams aren’t the future of work, they’re the present. Like I said, account managers weren’t a thing for Shopify, they are a thing for Plus. Harry Stebbings.

E-commerce 43

E-commerce Start-ups Product Price 43