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

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

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

Hubspot

APRIL 27, 2023

They make initial contact with people whom they think are qualified and ready to use the product they're trying to sell. When an SDR has vetted a prospect, they'll pass the potential lead to Account Executives (AEs). Plus, you can move on from this role to become a sales manager or AE.

Account management 76

Account management Commission Contract Sales 76

Sales Hacker

OCTOBER 10, 2019

Without it, your sales team will struggle, the pipeline will dry up, and revenue will plummet. 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. The Right Object for the Right Process.

Government 58

Government Process Objectives and Key Results Commission 58

SalesPop

MARCH 20, 2022

They are key to ramping up the foundation. 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. Aligning Your Goals.

Customers 98

Customers Contract Sales Account management 98

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 UX Drivers/motivators 75

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

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. Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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. You should stand behind your product and sign up for those until you have a real brand in the space. Jason, ed. :

Price 115

Price Contract Referrals B2B 115

Partners in Excellence

FEBRUARY 17, 2024

So our diagnostic process is very biased. As an example, recently I was involved with a client selling supply chain technology solutions to IT. These unhappy customers were taking a lot of sales time, demanding the account managers fix the problem or contracts would be cancelled.

Manufacturing 77

Manufacturing Clients Contract Presentation 77

SaaStr

FEBRUARY 28, 2021

Recently, I caught up with two great entrepreneurs/CEOs, both doing a few million in ARR and growing quickly. And if you do, you’ll want to decide if you’re selling a Tool — or a Solution. You may need Account Managers and a dedicated Professional Services team and sophisticated Customer Success Managers.

Product 115

Product Contract Price Sales 115

Search Engine Land

FEBRUARY 15, 2024

10 questions to size up an SEO agency. One of the first questions many businesses face as they ramp up their SEO efforts is: Should we hire in-house or outsource? Local SEO Local SEO is made for the unique needs of local brick-and-mortar businesses that want to show up in the search results for people in the regional area.

Consult 120

Consult Clients Engineering Service 120

Openview

MAY 29, 2019

But as wonderful as selling into enterprise accounts is, it can pull you in a million different directions with new types of requests and requirements. Consider who in your organization will be point to collect responses and manage that process. Integration options. Reliability, disaster recovery and business continuity.

Product 93

Product Customers Sell Contract 93

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

Partners in Excellence

APRIL 26, 2021

We assume they know how to get approval, how to contract, how to issue an order. Too often, our customers get derailed in their buying journey, they want to buy, they need to buy, but they don’t know how to navigate the process and the hurdles put up by their own organizations. Customers need our help!

Customers 114

Customers Contract Legal Negotiate 114

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. How hard is it to be a sales rep?

Negotiate 52

Negotiate Territory Contract Technique 52

SaaStr

FEBRUARY 28, 2022

Back to getting on jets, doing real events and field marketing, but also … living primarily distributed start-up lives, on top of Zoom. Many of you will have little to no dedicated help in sales operations , even up to $10m ARR or beyond. They throw new reps in the mix, give them a ramp-up period, but training usually is weak.

Quota 98

Quota Sales Contract Start-ups 98

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

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

A hundred percent of the people we sell to are human. This post isn’t just a list of personalized video tips —it’s a strategy for using video throughout the sales process. The question often comes up, “Can I use humor for this?” Explain the contract. And people like to laugh and smile. Warm outreach video.

Quota 81

Quota Closing Legal Contract 81

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

Hubspot

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do Do you have any questions about the contract?". Finally, I picked up the phone and called my prospect’s office. Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Contract questions.

Prospecting 95

Prospecting X-functional Contract Cross-sell 95

PandaDoc

MAY 30, 2019

In today’s highly competitive business environment, it’s the fastest-growing technology companies that end up dominating the market. So, to be the best, you need to speed up your sales cycle. Here are 14 ways you can close deals faster and set up your entire company for sustained growth. Leverage team-based selling.

Contract 75

Contract Negotiate Strategize Sales 75

Sales Hacker

OCTOBER 22, 2017

Many companies are revving up their branding and marketing strategies and by adopting technology enablers such as CRMs, sales automations, and data analytics. Relationship-building leads to relationship selling , so don’t think it’s just a bunch of fluff. Shut up and listen ! Time Management.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

SaaStr

NOVEMBER 23, 2019

Even if you are coming up a bit short, there’s one thing I do know. Then January 2 will come, and the team will be exhausted, at least the managers will be. They will rest up over the holiday. They throw new reps in the mix, give them a ramp up period, but training usually is weak. Some follow up more quickly.

Quota 88

Quota Sales Contract Closing 88

Hubspot

APRIL 20, 2020

Sometimes, that process can be easier said than done. It may take up one minute of the conversation — it might take up 15. I want to hear where my prospects are coming from to see if they want to open up or just get down to business.". And troubling times make that kind of compassion and effort even more essential.

Relationship building 77

Relationship building Prospecting Contract Quota 77

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. To juggle multiple tasks like client acquisition, project management, and financial planning effectively, you need some top-notch strategies up your sleeve.

Profit margin 52

Profit margin Legal Price Networking 52

The 5% Institute

APRIL 8, 2020

A Customer Success Manager is the person who comes into play once the sales process and conversation are complete, and the potential client has signed the agreement – and now an actual client. Their role is to help with the on-boarding process, so that the client succeeds using your product or service. Set Up A Team.

Cross-sell 52

Cross-sell Customers Referrals Clients 52

SalesHandy

JULY 12, 2022

If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. It makes use of account-based marketing, which focuses on selling to targeted accounts that align your products/services’ capabilities with the needs of the customers.

Customers 59

Customers Cross-sell Represent Contract 59

Partners in Excellence

OCTOBER 27, 2013

We talk about all the things we want to accomplish—meet more executives, expand our contacts and visibility in the customer, displace competition, sell them more stuff, become a “valued partner.” ” Every account plan always includes a lot of actions and activities. We prepare and conduct fancy presentations.

Account management 100

Account management Strategize Contract Contact 100

Gong.io

JULY 27, 2022

Follow up with questions like: How are you tracking toward those goals? Why include quarterly business reviews in your post-sales process? . When you’re fully aligned with your clients on their biggest objectives, you’re better positioned to help them meet them and identify relevant upsell and cross-sell opportunities.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Engage Selling

MAY 3, 2013

The first step in determining which KPIs to measure and how to measure them correctly is to differentiate between a sales pipeline and a sales forecast–two terms that many sales professionals mix up or don’t differentiate. KPI’s for Account Management and client retention / growth. Average client growth year over year.

Contract 88

Contract Quota Pipeline Sales 88

Lead Fuze

AUGUST 12, 2021

Sales Success Stories is a sales podcasts site that focuses on the people who are still picking up the phone and calling leads —not those who’ve since left the ranks of SDR and BDR. The people interviewed are actively in a sales role and offer up tips to those who are still “pounding the pavement” Best 3 Episodes: .

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

SalesLoft

JANUARY 31, 2019

Salesforce was founded in 1999 and has been selling software for less than 20 years since. Concur, one of the oldest SaaS companies , only moved from selling CD-ROMs and traditional on-premise software licenses to a SaaS model in 2001. Salespeople shifted their processes to use these SaaS software products and work more in the cloud.

Sales 53

Sales Drivers/motivators Price Pipeline 53

Lead Fuze

DECEMBER 31, 2021

When you’re setting up a sales team, it’s important to consider factors such as: Regions served. 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. Customer & Account Structure. The Island.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Hubspot

FEBRUARY 27, 2016

It's our "touchy-feely-kumbaya" moment where everyone has an opportunity to open up and share what's on their mind. It's surprising-- and a bit embarrassing -- how often issues we discussed in March are repeated in August and again in November, but it's all part of the learning process. 1) Outline project unknowns as much as knowns.

Negotiate 52

Negotiate Contract Pipeline Clients 52