SaaStr

NOVEMBER 8, 2022

Well let me just step back with my learnings as you do your own planning: First, assuming you are growing > 80% YoY or so, have a lot of pre-paid annual contracts, … you should be able to be cash-flow positive almost no matter what somewhere around $5-$8m in ARR. Raise prices tomorrow. 18 in marketing? Get your ACVs up.

Quota 113

Quota Contract Price Growth 113

Martech

AUGUST 25, 2023

A new account manager that we haven’t met before, asking for money. It’s not news that some martech vendors seem more interested in getting a signature on the contract rather than genuinely partnering with their clients. “We just cancelled a SaaS product we’ve used for three years. Why we care.

Contract 88

Contract Account management Represent Clients 88

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Why should I pay this price increase? ”.

Customers 73

Customers Contract Cross-sell Account management 73

Sales Pop!

APRIL 11, 2024

The contract is signed. Had you asked what was most important six weeks earlier in the middle of the pursuit, you’d have heard about lowering your prices, providing pro bono services, cutting your delivery times, etc. a bad idea with new major accounts. Think about that moment. The business is won.

B2C 52

B2C Clients Contract Account management 52

Martech

FEBRUARY 2, 2023

Will we have a dedicated account manager and technical support, especially with the initial migration? Questions for vendor about pricing Although not all vendors require an annual contract, many do. Once you’ve selected a vendor, be sure to get in writing a list of what technology and support are covered in the contract.

Conversion 99

Conversion Contract Follow-up Account management 99

SaaStr

FEBRUARY 28, 2021

My point is, it’s “easy” (relatively speaking) to get a six-figure contract in larger companies if you solve a real, painful business process problem. You may need Account Managers and a dedicated Professional Services team and sophisticated Customer Success Managers. That’s the kiss of death.

Product 119

Product Contract Price Sales 119

SaaStr

MAY 25, 2020

In your pricing. In your contracts. “Help people buy how they want to buy and be as transparent as you can with pricing ” – Ken Edwards, Sales leader, Uberflip. “Flat pricing for paid pilots” — CEO & Co-founder, ToneDen. “E contract” — Julie Grieve, CEO CritonHQ.

Closing 136

Closing Process Contract Price 136

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. Reduced pricing for GPT OpenAI also reduced pricing across the board.

Objectives and Key Results 118

Objectives and Key Results Campaign Launch Strategize 118

Veloxy

JUNE 23, 2021

If your product or service is a high priced solution that includes customization, then outside sales will work perfectly. 3: Account Managers. The Account Manager is responsible for checking on clients and nurturing relationships after the contract is signed. 5: Sales Operations.

Inside sales 232

Inside sales CRM Sales Pipeline 232

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.

Account management 74

Account management Commission Contract Sales 74

Gong.io

AUGUST 3, 2022

Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. Customer success and account managers collaborate here to keep the buyer satisfied and to identify opportunities for expansion (through cross-sell and upsell conversations).

Customers 87

Customers Cross-sell Contract Price 87

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. Integrations are important because they integrate your CRM with the Configure, Price Quote tool. Pricing/Packaging. Product marketing and sales need to work together when it comes to pricing. Managing accounts after the sale is made.

Sell 52

Sell Account management Contract Price 52

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. Inside sales tend to have shorter sales cycles than outside sales, but they also represent a lower ACV (Annual Contract Value). Managing referrals from existing customers.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

PandaDoc

APRIL 6, 2021

As a sales enablement platform, GetAccept is focused on helping you manage your entire contract workflow, from first draft to final signature. As a result, while GetAccept offers far more than digital signatures, this functionality also comes with a much higher price tag than DocuSign. Price & transaction limits.

Contract 52

Contract Price Account management Process 52

PandaDoc

APRIL 6, 2021

As a sales enablement platform, GetAccept is focused on helping you manage your entire contract workflow, from first draft to final signature. As a result, while GetAccept offers far more than digital signatures, this functionality also comes with a much higher price tag than DocuSign. Price & transaction limits.

Contract 52

Contract Price Account management Process 52

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

Miller Heiman Group

APRIL 9, 2019

Some examples include a special pricing offer, a customer-defined customization or a revision to contract terms. The challenge here is to pull the conversation away from price. Ready to supercharge your sales team’s ability to access and secure buy-in with diverse stakeholders across your large accounts?

Territory 92

Territory Account management Price Contract 92

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". We’d already agreed on X price. If we can come down to X price, would you sign today?”. Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. Things to Say On the Phone. “I Negotiations.

Prospecting 93

Prospecting X-functional Contract Cross-sell 93

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. Integrations are important because they integrate your CRM with the Configure, Price Quote tool. Pricing/Packaging. Product marketing and sales need to work together when it comes to pricing. Managing accounts after the sale is made.

Product 40

Product Account management Contract Price 40

Lead Fuze

MAY 26, 2023

You can start as an intern or entry-level employee and gradually work your way up through positions like account manager, project manager, or even creative director. Establishing Pricing Models for Your Digital Marketing Agency Alright, let’s talk money. Consider which model works best for both you and your clients.

Profit margin 52

Profit margin Legal Price Networking 52

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. Reps start cutting the price instead of deepening relationships, creating urgency, and solving pain points. 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. 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 94

Customers Contract Price Account management 94

Hubspot

OCTOBER 16, 2017

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.), You can pay: when the customer signs the contract. Here are some common ones: Primary goals: Grow revenue. Lower expenses.

Commission 90

Commission Quota X-functional Non-Profits 90

Hubspot

JANUARY 3, 2017

Getting bogged down by your inbox is especially problematic in agencies where account managers and other client-facing employees must deal with managing requests from a number of different clients who are all considered priorities. Price: Free. Price: Free. Price: Free, Sales Pro is $50/user/month.

Clients 76

Clients Contract Price Trust 76

Highspot

JUNE 22, 2021

This technique ensures that your sale never dissolves into a discussion of price or commoditized features – things that the competition can easily win on. When you bring negotiations over email, you lose the ability to read the buyer’s body language (are they actually concerned about the price or are they trying to get a deal?).

Technique 82

Technique Negotiate Cross-sell Sales 82

Hubspot

MARCH 18, 2015

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. Will he fire your agency mid-contract?

Negotiate 75

Negotiate Technique Contract Non-Profits 75

SaaStr

OCTOBER 6, 2019

Add in a bunch of pre-paid annual contracts, and by $3m, $4m ARR or so … you can start to feel pretty confident in your nice, capital-efficient model. More account managers and farmers. You start to become a break-out leader, and there’s a target on your back: Competition leads to price cutting.

Non-Profits 99

Non-Profits Growth Appointment Sales 99

Sales Hacker

OCTOBER 10, 2019

Any change to the business — whether its a simple change to your product’s pricing or packaging, or an acquisition requiring the integration of new CRM data with your existing data — means your system needs to be adapted. The tendency in modern B2B SaaS orgs is to record most of the transactional data in the opportunity or account objects.

Government 58

Government Process Objectives and Key Results Commission 58

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 50

Service Process Contract Sales 50

Partners in Excellence

AUGUST 23, 2013

A well run procurement organization already has strong spend management programs in place. They have strong compliance and contract management programs in place. Smart procurement organizations are realizing there is much more they can get from close relationships with suppliers than just price breaks.

Account management 85

Account management Contract Sales Up-sell 85

SalesLoft

JANUARY 31, 2019

This business model shift fundamentally changed enterprise software sales from what was a relationship-based, in-person sales process that traded in multi-million dollar contracts, or an SMB software sale that occurred via a brick-and-mortar retail channel. So, what metrics are really important to measure? For closers, this is bookings.

Sales 53

Sales Drivers/motivators Price Pipeline 53

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

Hubspot

JUNE 22, 2018

Your list could include samples of past work, a proven success record with companies in similar industries, the expertise and technical skills to meet your demands, and a cost of services within your price range. General account management. Contract Award / Notification to Unsuccessful Bidders: August 31, 2018.

Negotiate 99

Negotiate Lead generation Contact Campaign 99

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

Search Engine Land

JUNE 26, 2023

Overcoming resistance to change Leadership support communicates the importance and benefits of SEO tools to the organization, encouraging a positive attitude towards embracing innovation, facilitating change management, and navigating resistance or skepticism. In that case, it’s time for you to get involved with the procurement process.

Process 110

Process Negotiate Contract Legal 110

Lead Fuze

DECEMBER 31, 2021

Today’s sales challenges are caused by the outdated model of low volume deals at a higher price. A customer-service representative (CSR) or account manager (AM) should be used by a company when communicating with clients, as they can handle both communication and finding new opportunities within an account.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52