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

Martech

FEBRUARY 2, 2023

Finally, decide whether or not you need to engage in a formal RFI/RFP process. Will we have a dedicated account manager and technical support, especially with the initial migration? How easy was the set-up process and how long? Subscribe Processing. This is an individual preference. And how much do they cost?

Conversion 107

Conversion Contract Follow-up Account management 107

Sales Pop!

APRIL 11, 2024

Over the years, I’ve proposed and worked with a totally different process for client satisfaction. 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.

B2C 52

B2C Clients Contract Account management 52

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. But obviously, you’ll probably need a lot more people and processes (and features and software development) to provide a true solution.

Product 120

Product Contract Price Sales 120

Veloxy

JUNE 23, 2021

They all start out on a high note, bubbling with excitement as they proceed through the onboarding and ramp process. Sure, it’s easy to blame the employees and point fingers at the hiring process. They all start out on a high note, bubbling with excitement as they proceed through the onboarding and ramp process.

Inside sales 232

Inside sales CRM Sales Pipeline 232

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. Sales process stages. Transactional objects capture transient customer interactions throughout the sales process.

Government 58

Government Process Objectives and Key Results Commission 58

Hubspot

MARCH 6, 2018

What is a sales process? Sales process” most often refers to a repeatable set of steps your sales team takes with a prospect to move them from early stage to a closed customer. A good sales process helps your reps consistently close deals by giving them a framework to follow. What are the steps of a sales process?

Process 101

Process Objectives and Key Results Sales Negotiate 101

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. When we succeeded, it was because of the process and close communication we built between sales and customer service. The Process. But I’m getting ahead of myself.

Service 50

Service Process Contract Sales 50

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. Our industry is among those impacted as generative AI has streamlined the process of producing various content, from blog posts and social media updates to landing pages, keywords, and ad copy.

Objectives and Key Results 117

Objectives and Key Results Campaign Launch Strategize 117

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. These KPIs are a proxy for success measurement, sure, but they’re crucial for understanding where the gaps are in your CS process, identifying changes and solutions, and driving recurring revenue.

Customers 87

Customers Cross-sell Contract Price 87

Gong.io

JULY 11, 2022

In this article, you’ll learn everything you need to know about inside sales, from team structures and salaries right through to inside sales processes and models. An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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 77

Account management Commission Contract Sales 77

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. Need Help Automating Your Sales Prospecting Process? Some members of the board might have seen it happen before, but others may not know what will be involved in this process. Pricing/Packaging. We even included some examples for you.

Sell 52

Sell Account management Contract Price 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

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. As businesses move from a one-time sale to an ongoing subscription service, however, they likely need to change how they handle their sales processes. First, it helps to look at how the sales process changes.

Contract 88

Contract Inside sales Customer Relationship Management Price 88

Miller Heiman Group

APRIL 9, 2019

According to CSO Insights research , only 29 percent of organizations report being effective at using a formal process for account engagement and development of relationships with key stakeholders. When managing large accounts, many sales teams struggle to access diverse stakeholders. Develop a Situation Appraisal.

Territory 92

Territory Account management Price Contract 92

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

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. Need Help Automating Your Sales Prospecting Process? Some members of the board might have seen it happen before, but others may not know what will be involved in this process. Pricing/Packaging. We even included some examples for you.

Product 40

Product Account management Contract Price 40

Search Engine Land

JUNE 26, 2023

Most corporations have strict procurement processes that could be easier to navigate. However, if you, as an SEO, understand this process and are prepared, then it can go smoother. I have been through this process for five different enterprise companies, and I have to say that it’s never easy.

Process 109

Process Negotiate Contract Legal 109

Gong.io

NOVEMBER 7, 2022

A strong sales process is crucial to navigate these deals successfully. . A complex or enterprise sale is a high-value deal that involves multiple decision-makers and a lengthy process. Finally, because complex sales have higher price points, there’s a high degree of risk for the buyer. What is a complex sale? .

B2C 62

B2C Sales Price Prospecting 62

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 96

Prospecting X-functional Contract Cross-sell 96

PandaDoc

MAY 30, 2019

Automate your sales process. 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. While standardized sales processes are helpful, there is no one-size-fits-all approach to sales.

Contract 75

Contract Negotiate Strategize Sales 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. But specializing across the sales process will take more headcount. I hope it stays that way, I do. More SDR: AE pairing.

Non-Profits 98

Non-Profits Growth Appointment Sales 98

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. Sales cycles became more transactional, enabling repeatable approaches.

Sales 53

Sales Drivers/motivators Price Pipeline 53

Sales Hacker

JUNE 17, 2019

She’s great at managing people and incentivizing teams. Change the Job Process to Find the Right Candidate w/ Kathleen Roberge. With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. Thinking Outside the Manager’s Box.

Contract 63

Contract Drivers/motivators Sales Price 63

Lead Fuze

DECEMBER 31, 2021

Need Help Automating Your Sales Prospecting Process? It’s hard to provide a great customer experience when there are so many people involved in the process. Today’s sales challenges are caused by the outdated model of low volume deals at a higher price. Size of your sales team. Size of customers. The Island.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

ConversionXL

APRIL 18, 2017

And you can compete on price by being the cheapest. Models and frameworks give everyone a standard process, and it helps everyone (and gives you a brand boost). They’re anal retentive about every little detail that goes into the contract or the proposal. They try to haggle the pricing, hard. What’s the solution, then?

Referrals 87

Referrals Clients Price Contract 87

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. ” We were trying to start the process by creating a cost savings. What You’ll Learn.

Consult 61

Consult Contract Closing Up-sell 61

SaaStr

APRIL 30, 2022

This is basically designed around there being an intensive human interaction and human process to convince businesses to adopt your tools. With very specialized sales roles from the STR’s at the qualification stage to generating leads to account executives who will close those deals. This is the Salesforce model.

Price 97

Price Launch X-functional Contract 97

Hubspot

APRIL 29, 2024

As I work with sales organizations across the world, I am frequently asked if the inbound sales philosophy works in an industry defined by a transactional sales process. Many salespeople find it difficult to overcome price objections, especially when their sales process is short and their product isn’t highly differentiated.

Sell 70

Sell Objectives and Key Results Consult Price 70

Lead Fuze

AUGUST 12, 2021

Predictable Prospecting brings in some of the top minds in lead gen, social selling, and sales process. Best 3 Episodes: Episode 160: The Testimonial Process – Sam Shepler. Episode 159: Presentation Management – James Ontra. Episode 31: Mastering Account Management as a Sales Professional. 3 The Sales Podcasts.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

Sales Hacker

APRIL 6, 2022

Sales teams often struggle with configuration of price quotes when dealing with complex products or services or large product catalogs. Sales teams are often forced to use manual processes that result in errors, inaccuracies, and wasted time. And these manual processes take sales reps away from their most important activity: selling.

Cross-sell 93

Cross-sell Contract Price Finance 93

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 57

X-functional Engineering Clients Start-ups 57

Hubspot

NOVEMBER 28, 2022

While the sales process can be complex and time-consuming, targeted automation with the right tools can ease the burden on your sales team. That includes simplifying lead distribution and management. It makes the entire sales process much smoother, giving you more time to focus on your customers. All within one CRM platform.

Territory 73

Territory Price CRM Lead generation 73

PandaDoc

APRIL 3, 2023

It serves as an actionable guide that maps out your entire sales process and enables everyone from your sales team to make the most of each sales opportunity — and, ultimately, sell more. This way, you and the team have a bird’s-eye view of your existing sales processes and can zoom into the specifics whenever necessary.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Hubspot

NOVEMBER 7, 2023

What to Say Instead Lead the other person to their own conclusion by asking a price or quality-focused question. You’d ask the buyer, “Are you interested in having an account manager? I’ll send over the contract right now for you to review and sign.” What to Say Instead “Our price is X.

Negotiate 74

Negotiate Contract Price Quota 74