Martech

JUNE 10, 2024

Selecting the right martech vendor sounds far easier than it actually is as a process and practice. There are many factors to consider, but that does not mean the selection process is necessarily daunting. Further, examine the contract to determine if you are paying for more support than you need.

Niche 104

Niche Contract Clients Sports 104

Salesforce

SEPTEMBER 26, 2023

Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris , sales coach and founder of The Harris Consulting Group. But do they really want to buy, or are they just window shopping?

Contract 119

Contract Negotiate Follow-up Contact 119

SaaStr

MAY 25, 2020

I recently put out a call on Twitter and LinkedIn on folks’ top tip to take friction out of their sales processes. In your service offerings. In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “Simplicity. In everything.

Closing 132

Closing Process Contract Price 132

Martech

AUGUST 25, 2023

A new account manager that we haven’t met before, asking for money. It seems that many, many organizations are deeply unhappy that SaaS vendors, including martech vendors, are failing to engage year-round (especially as they’re able to collect data on usage of their services). “No health check. No value add.

Contract 98

Contract Account management Represent Clients 98

SBI

FEBRUARY 20, 2018

For example, our research shows that using Adobe Sign results in contracts being signed 21x faster than using paper-based signatures. Adobe Sign transform sales cycles by accelerating time to revenue, increasing the visibility of where the process stands, and improving sales rep productivity and effectiveness.

Contract 55

Contract Gaming Commission Legal 55

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. What is the handoff process? A handoff process refers to the period where a lead becomes a customer and handed over to the customer success team from the sales team.

Process 75

Process Assembly Line Drivers/motivators UX 75

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? What kind of professional services are available? How easy was the set-up process and how long? How responsive is customer service?

Conversion 112

Conversion Contract Follow-up Account management 112

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

Martech

JUNE 17, 2024

Failure to renew leads some customers to be shown the fine print in the contract they signed. Speaking of fine print, the non-lawyers on social media recently got in a twist over language in Adobe’s Terms of Service that said the company could see what it is you’re creating with its software. Brands are built to last.

Trust 117

Trust B2B Non-Profits Government 117

Search Engine Land

FEBRUARY 27, 2024

These questions can guide your agency selection process, aiding in informed decisions. 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? Industry focus 15.

Retail 116

Retail Clients Contract Campaign 116

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

JULY 25, 2022

Finding ideal prospects means your SDRs must be experts on your products and services, and be able to communicate how they can solve your potential customers’ problems. With these metrics at the forefront, managers can quickly see how their reps are performing. Building an account manager dashboard. Account value.

Engineering 99

Engineering Objectives and Key Results Cross-sell Pipeline 99

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. Today we can start to change that.

Customers 74

Customers Contract Cross-sell Account management 74

Sales Hacker

OCTOBER 10, 2019

Which is why I’m going to outline some key concepts that should be considered and some pitfalls to avoid when designing the CRM process for a lead-to-cash cycle. Sales process stages. Transactional objects capture transient customer interactions throughout the sales process. The Right Object for the Right Process.

Government 58

Government Process Objectives and Key Results Commission 58

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 83

Account management Commission Contract Sales 83

SaaStr

OCTOBER 25, 2021

” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. Account management it’s same work. “Self-service trials” — Pedro Góes, CEO InEvent.

Price 115

Price Contract Referrals B2B 115

SalesPop

MARCH 20, 2022

One of the worst things to experience as a customer is getting used to a salesperson, going through the process with them, establishing trust, only to be shifted to a new implementation person as soon as you sign on the dotted line. Redefining the CSM Role.

Customers 98

Customers Contract Sales Account management 98

Search Engine Land

FEBRUARY 15, 2024

What services do SEO agencies offer? What services do SEO agencies offer? Different agencies have different service models. This can include everything from an SEO audit to full-service offerings and more. SEO consulting Often, the vendor will provide SEO consulting services hourly or on retainer.

Consult 124

Consult Clients Engineering Service 124

Martech

JUNE 9, 2022

What does the onboarding process entail and how long will it take? Will we have a dedicated account manager and technical support? What kind of professional services are available? What reporting do you provide that will document the ROI from our efforts? What kind of customer support is included?

Negotiate 112

Negotiate Contract Account management Launch 112

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. Solution 2: Set clear expectations with an SLA Implementing a Service Level Agreement (SLA) is crucial for setting proper service expectations.

Clients 121

Clients Objectives and Key Results Referrals Non-Profits 121

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. Think about it.

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. You’ll probably need solution architects.

Product 113

Product Contract Price Sales 113

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 107

B2B Account management Contract Technology 107

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 Quota Outside Sales 62

Openview

MAY 29, 2019

Consider who in your organization will be point to collect responses and manage that process. I like to use a contracts and compliance manager for this critical responsibility. Your team needs to offer outstanding support during the integration process to prove your value to an enterprise company.

Product 93

Product Customers Sell Contract 93

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. Need Help Automating Your Sales Prospecting Process? A company in the Financial Services or Banking industry. Some members of the board might have seen it happen before, but others may not know what will be involved in this process.

Sell 52

Sell Account management Contract Price 52

Hubspot

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Strategize 88

Strategize Objectives and Key Results Strategic partnership Cross-sell 88

Partners in Excellence

JUNE 30, 2022

Primarily, this is targeted to getting renewals when the current contract terminates. Expansion: We’ve got some presence within an account, we want to grow that. Likewise, with our service offerings, we want to expand the utilization of these in the customer. But we also leverage this great customer experience to expand.

Growth 68

Growth Cross-sell Strategize Account management 68

Sales Hacker

AUGUST 18, 2021

At the heart of our customer success process is a simple two-by-two grid. On the other is whitespace or the potential for expansion in an account. If a contract provides for 50 seats but the customer only uses 45, that’s 90% seat saturation. Low churn/High whitespace: These accounts could harness Outreach more widely.

Education 110

Education Contract Pipeline Gaming 110

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

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. First, it helps to look at how the sales process changes.

Contract 88

Contract Inside sales Customer Relationship Management Price 88

Heinz Marketing

MAY 20, 2022

Account Management. Account Executives and/or BDRs. Finding #5— A well-defined, proactive process is the best approach to driving retention and expansion. Shifting to a proactive approach to managing customers as opposed to responding to “red” accounts will increase customer retention. Customer Marketing.

Cross-sell 103

Cross-sell Customers Growth Contract 103

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. Comparison. 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. Comparison. 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. Need Help Automating Your Sales Prospecting Process? A company in the Financial Services or Banking industry. Some members of the board might have seen it happen before, but others may not know what will be involved in this process.

Product 40

Product Account management Contract Price 40

PandaDoc

JULY 24, 2020

A high-performing company has well-defined yet flexible client onboarding processes. In this guide, we’ll look at how to create effective client onboarding processes. Sign the Contract. However, you’d be amazed at how many companies rush to get started without waiting for a signed copy of the contract. This is a mistake.

Clients 52

Clients Contract Trust Meeting 52

Sales Hacker

MAY 31, 2021

This post isn’t just a list of personalized video tips —it’s a strategy for using video throughout the sales process. Explain the contract. Walk through your agreements, legal documents, and service agreements on video. Studies show that when people can see and hear you, you become more memorable.

Quota 81

Quota Closing Legal Contract 81