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. More on that here. 18 in marketing?

Quota 111

Quota Contract Price Growth 111

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 74

Customers Contract Cross-sell Account management 74

Martech

FEBRUARY 2, 2023

Will we have a dedicated account manager and technical support, especially with the initial migration? What kind of professional services are available? How responsive is customer service? Questions for vendor about pricing Although not all vendors require an annual contract, many do. If so, how much?

Conversion 101

Conversion Contract Follow-up Account management 101

Sales Pop!

APRIL 11, 2024

Without it, of course, the chances of account expansion are highly unlikely. It can be an elusive target, though, given the typical focus in working to insure your products and services delivered to a client are the very best that they can be. The contract is signed. a bad idea with new major accounts.

B2C 52

B2C Clients Contract Account management 52

SaaStr

FEBRUARY 28, 2021

Of course, if you have multiple segments with 10% or more revenue, you need to service them all in some fashion. 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. Which segment is the #1 orientation of your sales team?

Product 117

Product Contract Price Sales 117

Sales Hacker

OCTOBER 16, 2019

The secret may surprise you… It’s as simple as a solid sales-to-service handoff. For several years, I ran account management at a marketing agency — a business model infamous for mismatched expectations and subjective quality of delivery. Blueprint for a good sales-to-service handoff process. Internal Handoff.

Service 50

Service Process Contract Sales 50

Hubspot

APRIL 27, 2023

The SaaS (Software-as-a-Service) business model is one of the fastest-growing of the last decade. 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.

Account management 76

Account management Commission Contract Sales 76

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

SaaStr

MAY 25, 2020

In your service offerings. 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. . “Simplicity.

Closing 134

Closing Process Contract Price 134

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. A company in the Financial Services or Banking industry. With the role of HR Manager. Integrations are important because they integrate your CRM with the Configure, Price Quote tool. Pricing/Packaging. Post-Sale Delivery and Enterprise Service.

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

Openview

JANUARY 14, 2019

Software that’s sold with a traditional license and maintenance contract is rapidly taking on dinosaur status. Clearly, the software as a service (SaaS) model is here to stay; most vendors that sell via the long-established model need to contemplate making the switch. There is no longer the high price of entry for the customer.

Contract 88

Contract Inside sales Customer Relationship Management Price 88

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. SEO, social media management).

Profit margin 52

Profit margin Legal Price Networking 52

PandaDoc

APRIL 6, 2021

Electronic signatures are the cornerstone of any strong document workflow, but finding an excellent service provider can be difficult. As a sales enablement platform, GetAccept is focused on helping you manage your entire contract workflow, from first draft to final signature. Price & transaction limits.

Contract 52

Contract Price Account management Process 52

PandaDoc

APRIL 6, 2021

Electronic signatures are the cornerstone of any strong document workflow, but finding an excellent service provider can be difficult. As a sales enablement platform, GetAccept is focused on helping you manage your entire contract workflow, from first draft to final signature. Price & transaction limits.

Contract 52

Contract Price Account management Process 52

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. A company in the Financial Services or Banking industry. With the role of HR Manager. Integrations are important because they integrate your CRM with the Configure, Price Quote tool. Pricing/Packaging. Post-Sale Delivery and Enterprise Service.

Product 40

Product Account management Contract Price 40

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?”. How's your experience with our product/service been so far?". Contract questions. Never comment on a contract or proposal over email. Things to Say On the Phone. “I

Prospecting 95

Prospecting X-functional Contract Cross-sell 95

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. Take action: Consider using services like Intercom or Drift, which allow you to respond to leads in real time, using live chat.

Contract 75

Contract Negotiate Strategize Sales 75

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

Highspot

JUNE 22, 2021

What features, services, or values drew them in? For most businesses, there will be significant overlap in competitive offerings, especially in mature markets where certain features or services are table stakes. For example, “Without the analytics dashboard, you would lose our data engine but that drops the price to $10,000.”?.

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

Your company can’t do everything internally, and when your business needs to purchase a product or service from elsewhere, you might need to shop around. Project Goals and Scope of Services. Project Goals and Scope of Services. RFP Sample: Project Name or Description: Marketing Services. Background/Introduction.

Negotiate 100

Negotiate Lead generation Contact Campaign 100

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 91

Commission Quota X-functional Non-Profits 91

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

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

Lead Fuze

DECEMBER 31, 2021

The amount of products and services that a company offers is another factor in sales motivation. A company in the Financial Services or Banking industry. With the role of HR Manager. Product/service line. Customer/account size. Product & Service Line Structure. Size of your sales team. Size of customers.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

ConversionXL

APRIL 18, 2017

Offer conversion optimization services? You’re not in the business of selling services, per se. 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. Run an agency? Branded methodology.

Referrals 87

Referrals Clients Price Contract 87

Search Engine Land

JUNE 26, 2023

Regarding technology, as it pertains to SEO, it’s all about snagging the right services that support your SEO to keep your operations running smoothly. The process evaluates potential SEO service providers based on their expertise, track record, pricing, and contractual terms.

Process 109

Process Negotiate Contract Legal 109

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

Consult 61

Consult Contract Closing Up-sell 61

SBI

OCTOBER 23, 2017

ModelN @ModelN Model N is a global leader in Revenue Management, maximizing revenue with quoting, contracting, pricing, rebating, channel and compliance solutions. Outside In @outsideinsales Outside In solutions and services simplify account planning and opportunity management. Adobe @AdobeDocCloud.

Commission 56

Commission Contract Sales Networking 56

Hubspot

MARCH 6, 2018

And you can prospect by asking current clients or colleagues for referrals of individuals who might be interested in your product/service. The salesperson might bring a engineer or executive to the meeting with them, to demonstrate the level of service the customer will receive and to answer more technical questions.

Process 101

Process Objectives and Key Results Sales Negotiate 101

SaaStr

APRIL 30, 2022

With very specialized sales roles from the STR’s at the qualification stage to generating leads to account executives who will close those deals. And account management, which is basically around for retention and also upsell of different products. It depends on the length of the contract, if there’s a contract.

Price 90

Price Launch X-functional Contract 90

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. Whether purposefully or by accident, sales reps often deviate from pricing and discounting guidelines. CPQ stands for Configure Price Quote. What is CPQ?

Cross-sell 93

Cross-sell Contract Price Finance 93

Lead Fuze

AUGUST 12, 2021

Each step must be carefully crafted and integrated and then automated in order to create a business that sustains you vs. a service that drains you. Episode 31: Mastering Account Management as a Sales Professional. Episode 037: Pricing Concerns Changes Over Time. I help you build all of that.” 4 Linking into Sales.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

SaaStr

JULY 24, 2019

Gillian Heltai | SVP of Client Services @ Talkdesk. I’m the Senior Vice-President of Client Services at Talkdesk, and I’m really excited to be here today; also, a little nervous. That really helps to reduce purchase friction and allow the CSM to grow the account without working on contracts.

X-functional 54

X-functional Engineering Clients Start-ups 54

Hubspot

APRIL 29, 2024

Many salespeople find it difficult to overcome price objections, especially when their sales process is short and their product isn’t highly differentiated. Explaining value when your prospect is focused on price is a choice every modern salesperson faces with each new customer. Are there any services that go along with that?

Sell 69

Sell Objectives and Key Results Consult Price 69

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