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. Be resilient.

Account management 77

Account management Commission Contract Sales 77

Search Engine Land

FEBRUARY 27, 2024

You’re hiring an agency to manage on your behalf, but that doesn’t mean that you shouldn’t own the work. What does a typical contract term look like? Do they lock you into long contracts without an out clause? Many agencies won’t perform a free audit unless it’s for a larger account. Account management 26.

Retail 100

Retail Clients Contract Campaign 100

Martech

OCTOBER 12, 2021

We’ve already written about community in B2B and in the story below we hear about the evolution from account management, via customer success, to customer love, from someone who has worked through it in practice. She had previously spent time as an account manager at businesses like Cision and Medallia.

B2B 92

B2B Account management Contract Technology 92

Gong.io

JULY 11, 2022

An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. An outside sales rep at an insurance agency might travel to meet clients in their homes to discuss their needs, present insurance packages, and sign deals.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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. These early applications demonstrated the immense potential for ChatGPT in PPC account management and campaign optimization. Image from author’s presentation at SMX Next.

Objectives and Key Results 112

Objectives and Key Results Campaign Launch Strategize 112

Sales Pop!

MAY 20, 2023

There are appointment setters, product presentation specialists, and many others. One of my core principles is that a good sales contract, at the end of the day, hurts both sides just a little bit—not too much on one side or the other, but just a little bit on both. And I see that as a mega-threat. Or, “Oh, this picture is old.”

Appointment 98

Appointment Education Sales Contact 98

Heinz Marketing

MAY 20, 2022

In this scenario, product users are maybe presented with a new feature or exposed to a new subscription level while they’re actively leveraging the product. Account Management. Account Executives and/or BDRs. In this way, we know which levers we can potentially pull to drive more and larger expansion deals.

Cross-sell 110

Cross-sell Customers Growth Contract 110

SalesLoft

JULY 10, 2023

Regularly presents coachable moments and deal gaps to prevent end-of-quarter surprises. Accommodates large buying committees and account-based selling. Account managers and customer success teams need technology that: Makes adoption easy for the revenue team — customers aren’t upgrading a tool they aren’t using.

Cross-sell 40

Cross-sell Technology Technology Account management 40

Search Engine Land

NOVEMBER 13, 2023

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. This contract outlines services provided, performance targets, backup strategies, and contact hours.

Clients 96

Clients Objectives and Key Results Referrals Non-Profits 96

Openview

JANUARY 14, 2019

Software that’s sold with a traditional license and maintenance contract is rapidly taking on dinosaur status. These salespeople built face-to-face relationships, met with C-level executives, delivered powerful presentations and closed large deals. So someone needs to manage the account actively. One Salesperson or Two?

Contract 88

Contract Inside sales Customer Relationship Management Price 88

Hubspot

JUNE 6, 2019

The responsibilities are similar to that of a sales analyst, but may call for more advanced data collection, statistical software use, and the conversion of complex data into easily digestible presentations, graphs, or reports. This role might also be more client- or management-facing, sharing the results of a whole team of analysts.

Finance 79

Finance SQL Strategize Account management 79

Partners in Excellence

OCTOBER 25, 2016

Much of this thinking drives an “account maintenance” philosophy, as a result, we tend to look towards “farmers” or relationship builders as our account managers. This thinking causes us to miss huge growth opportunities, and short changes the account of the value we might create with them!

Territory 87

Territory Account management Retail Cross-sell 87

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.

Negotiate 52

Negotiate Territory Contract Technique 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. Contract Negotiation.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

PandaDoc

APRIL 3, 2023

In it, you can also add information about all the proposals , quotes , and contracts your salespeople should use. Typically, this is also when sales reps need to send a contract agreement; you can use our agreement template library to find an agreement that fits your use case. Or at least to your sales team.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Highspot

JANUARY 6, 2021

Here’s a look at where businesses are going wrong with professional training, how technology presents new opportunities, and what’s at stake if we don’t give people the support they need to fulfill their potential. The way humans learn (and forget) hasn’t changed.

Contract 52

Contract Technology Technology Pitch 52

PandaDoc

MAY 30, 2019

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. Presented by Timo Rein, CEO of Pipedrive and Mikita Mikado, CEO of PandaDoc. Send better contracts. Provide a proof of concept.

Contract 75

Contract Negotiate Strategize Sales 75

Partners in Excellence

MAY 1, 2014

We developed a plan, presented a proposal and a price. The good news was we were going to get the contract. The bad news was we were going to get the contract. We could muscle our way through projects. ” Walking Away Sales As A Special Case Of Project Management What If You Sold What Customers Wanted To Buy?

Customers 96

Customers Contract Price Account management 96

Gong.io

JUNE 24, 2022

They had a bad time shopping with your company and present a risk in that they may spread negative opinions about your product. . For subscription businesses, detractor scores can be used as a churn signal, allowing account managers to jump in ahead of time and salvage the relationship before the customer churns.

Promote 62

Promote Contract Follow-up Referrals 62

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). The proposal stage is where you’ll present your offer and describe how it will help prospects address their pain points.

B2C 62

B2C Sales Price Prospecting 62

Partners in Excellence

OCTOBER 27, 2013

As we race to year end, trying to make our numbers, we also enter “account planning season.” ” All of us have done account plans. Too often, it’s that annual exercise management makes us go through. We prepare and conduct fancy presentations. Account planning and account plans are important.

Account management 94

Account management Strategize Contract Contact 94

Highspot

SEPTEMBER 28, 2023

Project/Account Manager Designate people from the seller and buyer side responsible for coordination throughout the sale’s journey. Value summary Outline the core value each party—the buyer and the account executive—expects to gain from entering a business relationship.

Objectives and Key Results 52

Objectives and Key Results Sales B2B Launch 52

Hubspot

APRIL 20, 2020

"Sales is all about empathy and understanding individual business cases, but it's also about giving some good advice and alternatives — like changing payment terms, working with trials, or setting the contract start date a month ahead or two.". He says, "We talk with a lot of businesses day in and day out.

Relationship building 78

Relationship building Prospecting Contract Quota 78

Hubspot

JUNE 22, 2018

Similar to paragraph #3, this is important information you’ll want to clearly present, so vendors know how and where to submit themselves for consideration. General account management. Contract Award / Notification to Unsuccessful Bidders: August 31, 2018. This’ll limit the hassle, for you and for them.

Negotiate 100

Negotiate Lead generation Contact Campaign 100

Highspot

JUNE 22, 2021

To make the most of your customer stories, present them as a transformation. Some prominent ones include: The assumptive close: where a salesperson encourages a buyer to say yes with language that assumes they are on the same page, such as, “It sounds like we are aligned, so I will send the contract over after this call.”

Technique 82

Technique Negotiate Cross-sell Sales 82

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. To make it even simpler, the sales rep should be very present in after-sale success calls and gradually fade away from the funnel. There’s no friction whatsoever. What is the handoff process?

Process 75

Process Assembly Line UX Drivers/motivators 75

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

Hubspot

MARCH 6, 2018

A typical stage of many sales processes is to run a formal presentation or demonstration of what is being sold. The presentation should be tailored to meet the prospect's unique use case and pain points. Working backward might look something like this: One week of deliberation before a signed contract. Research/evaluate.

Process 101

Process Objectives and Key Results Sales Negotiate 101

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. Essentially, what we do is we present each traveler with a price to beat. Thinking Outside the Manager’s Box. We’ve got two sponsors on the show for you today.

Contract 63

Contract Drivers/motivators Sales Price 63

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). Image Source ). Who to invite to a QBR .

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

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? Set Up A Team.

Cross-sell 52

Cross-sell Customers Referrals Clients 52

PandaDoc

MAY 8, 2020

Support Options: Email support, knowledgebase, training sessions, account manager. Support Options: Live chat, knowledgebase, online training, account manager. There are even advanced collaboration and management tools on multi-user plans, similar to the team management and workflow solutions that we offer with PandaDoc.

Account management 52

Account management Government CRM Legal 52

SBI

NOVEMBER 15, 2018

Once you’ve done a thorough discovery, before you present a proposal, it’s time to do an ethics gut check. Even after you’ve handed off a prospect to an account manager, they’ll be able to quickly figure out if you’ve lied to them to make the sale. Sales is a contract. Don’t assume their pains — ask about them.

Sales 42

Sales Quota Represent Referrals 42

SaaStr

MARCH 10, 2020

We are not as fortunate as some of the folks in this room that if we sign a contract, regardless of how our customer feels about what they’ve bought, they’re going to continue paying. There’s generally no contract in place. Our service model is fairly unique. We are not a software business. We’re just out.

Government 81

Government Up-sell Contract X-functional 81

ConversionXL

APRIL 18, 2017

They’re anal retentive about every little detail that goes into the contract or the proposal. It often takes lawyers more time to agree on a language in the contract than the client engagement itself. If you’re client-facing at an agency, you also have to have account management, presentation, and project management skills.

Referrals 87

Referrals Clients Price Contract 87

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

SalesHandy

MARCH 23, 2020

Apart from this, Salesloft also works as a CRM, has pipeline and account management functions apart from having in-built email and phone dialers, making it complete in most respects. Sales/Contract Closures). It works for teams in both Sales and Customer Success. Quicker turnaround.

Conversion 95

Conversion CRM Objectives and Key Results Campaign 95