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 76

Account management Commission Contract Sales 76

Openview

JANUARY 14, 2019

Software that’s sold with a traditional license and maintenance contract is rapidly taking on dinosaur status. The one-time sale that came with a high price tag was ideally suited for the tenacious and independent field salesperson. There is no longer the high price of entry for the customer. The Once and Done Sale.

Contract 88

Contract Inside sales Customer Relationship Management Price 88

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). Finally, because complex sales have higher price points, there’s a high degree of risk for the buyer. Higher perceived risk for the buyer.

B2C 62

B2C Sales Price Prospecting 62

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. Get out of your communication comfort zone. Watch now.

Contract 75

Contract Negotiate Strategize Sales 75

Highspot

JUNE 22, 2021

To make the most of your customer stories, present them as a transformation. This technique ensures that your sale never dissolves into a discussion of price or commoditized features – things that the competition can easily win on. Focus on: The before: What was the customer’s status quo? Build and Leverage Champions.

Technique 82

Technique Negotiate Cross-sell Sales 82

Partners in Excellence

MAY 1, 2014

We developed a plan, presented a proposal and a price. Could we reduce the price, could we change the scope, could we do more at the same price. As much as I reminded them about the business outcomes and the inability to achieve them without our help–which the readily agreed to, it kept coming back to price.

Customers 96

Customers Contract Price Account management 96

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

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. If they go below that price, they keep half the savings and the company keeps half the savings.

Contract 63

Contract Drivers/motivators Sales Price 63

ConversionXL

APRIL 18, 2017

And you can compete on price by being the cheapest. They’re anal retentive about every little detail that goes into the contract or the proposal. They try to haggle the pricing, hard. The hero of this story is value-based pricing. Read The Consulting Bible , and start pricing your services based on the value you bring.

Referrals 87

Referrals Clients Price Contract 87

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

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

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 31: Mastering Account Management as a Sales Professional.

Drivers/motivators 98

Drivers/motivators Sales Up-sell Inside sales 98

SaaStr

JULY 24, 2019

This is pretty simple, but when I look at this industry, a lot of times what I see is organizations crafting pricing packages that would enable, for example, an enterprise-wide license, where an organization pays you X amount of money, and they have unlimited seats, unlimited usage. We’ve added a technical account manager function.

X-functional 54

X-functional Engineering Clients Start-ups 54

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. A real salesperson is ethical. And if they could be, who should do so?

Appointment 98

Appointment Education Sales Contact 98

PandaDoc

APRIL 3, 2023

A sales playbook can improve the performance of sales teams, as it helps you: Define sales processes A sales playbook contains all the information your salespeople need for their day-to-day work, including specific procedures, resources, pricing information, product details, and more.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 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

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. Avoid price cuts. Hilmon Sorey.

Real Estate 81

Real Estate Clients Account management Up-sell 81

Sales Hacker

APRIL 21, 2022

This was all in an effort to increase our average contract value (ACV). Pricing and Packaging. Companies need to structure their pricing and packages in a way that appeals to enterprise buyers and drives up ACV. Dedicated Customer Account Manager. Managing the Enterprise Sales Cycle. Customized Training.

Legal 86

Legal Cross-sell Contract Price 86

Sales Hacker

FEBRUARY 5, 2019

Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? Then, still working together, present a project plan that the Board will buy into. For example: a Configure, Price, Quote tool that integrates with your CRM. Pricing/Packaging. For example, LDAP/Active Directory. Integrations.

Product 58

Product Contract Cross-sell Account management 58

SaaStr

MAY 14, 2023

You have a presentation online that’s called Unsexy, which you’ll have to explain to me later. Algolia went from zero to seven figures in revenue in 12 months, and the launch of their search as a service product, and grew pricing from $19 a month to $100,000, which sounds amazing. Next up, we’ve got Nicolas Dessaigne.

Price 96

Price Start-ups Up-sell X-functional 96

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

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 78

Sales Price Quota Start-ups 78

Heinz Marketing

OCTOBER 22, 2018

Every episode of Sales Pipeline Radio past, present, and future is always available at SalesPipelineRadio.com. We are going to share your slides and your presentation on the blog and in the notes of this, as well. That was what my presentation was about. For those of joining on the Podcast, thanks very much for subscribing.

Pipeline 66

Pipeline Campaign Sales Contract 66

PandaDoc

MAY 8, 2020

Support Options: Email support, knowledgebase, training sessions, account manager. The downside to QuoteWerks comes with the pricing structure. Support Options: Live chat, knowledgebase, online training, account manager. With Bidsketch, you can build a proposal and present it your way. Ease of Use: 4.4/5.

Account management 52

Account management CRM Government Legal 52

Hubspot

AUGUST 17, 2017

Finally, it gets pdf’d and sent over to the account manager who forwards it along to the client or presents it live. As you can see, a monthly metrics spreadsheet and powerpoint presentation is more hassle than it’s worth. Do they offer special pricing for agencies? What a pain in the keister.

Clients 71

Clients Process Account management Presentation 71

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. Pragmatists are reasonably price-sensitive. Rating: 9/10 See book on Amazon. What's happening? There are, however, more serious ramifications.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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. DealHub is a CPQ (Configured Price Quotation) and sales engagement solution built for teams that sell big-ticket complex products and services.

Conversion 95

Conversion CRM Objectives and Key Results Campaign 95

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 pricing and packaging look like? Henry Schuck.

Account management 97

Account management Engineering Launch Start-ups 97

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

AUGUST 15, 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. I actually just got off the boat, Nick, and scurried up to make sure that I was ready to go for the presentation. From contract signature to launch. I have a one year contract. Bernadette Nixon.

Retail 80

Retail Start-ups Drivers/motivators Up-sell 80

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. Contract modifications were still so decentralized.

GTM 64

GTM Healthcare Pipeline Sales 64

SaaStr

MAY 10, 2019

How can you better manage the board? 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: Okay, so no man’s land in SaaS pricing–commonly hailed but does it really exist or not really? Should you worry about competitors?

X-functional 52

X-functional SQL Pipeline GTM 52

Hubspot

OCTOBER 8, 2019

Price: Free. Price: Contact Accent Technologies. Price: Starting at $50 per month/rep + Starting Fee. Price: Plans starting at $169 per month. Price: Plans starting at $995 per month. Best for: Partner relationship management. Price: Plans starting at $59 per month. Price: Plans starting at $29.50

Price 65

Price Contact CRM Sales 65

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

Pricing? * If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. I think our pricing strategy will continue to evolve. So I do think our pricing strategy will continue to evolve and it is something that we’re talking a lot about internally.

E-commerce 44

E-commerce Start-ups Product Price 44