Openview

MAY 29, 2019

Often, you are faced with a choice between veering off your product development roadmap to drop everything in support of an enterprise customer’s demands or losing their account (which could hit your revenue churn number in a painful way). Consider who in your organization will be point to collect responses and manage that process.

Product 93

Product Customers Sell Contract 93

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

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. I have seen organizations that were successful in their product enterprise website, but I’ve also worked with ones who failed to make the transition. 1) Product Market Fit Assumptions – Is the problem you solve relevant in the Enterprise market?

Product 40

Product Account management Contract Price 40

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

Veloxy

JUNE 23, 2021

One way to select between outside and inside sales hires is by analyzing the type of product you’re selling. If your product or service is a high priced solution that includes customization, then outside sales will work perfectly. However, sales can be handled remotely if you sell SaaS or other cloud based products.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Martech

AUGUST 25, 2023

“We just cancelled a SaaS product we’ve used for three years. 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. Why we care.

Contract 90

Contract Account management Represent Clients 90

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. Do you really need 12 people on the product team? Get better.

Quota 112

Quota Contract Price Growth 112

Veloxy

AUGUST 17, 2022

Salesforce automation tools go a long way in helping you improve the productivity and efficiency of your sales team. You’ll easily generate quotes, proposals, and contracts in a variety of formats and in mere seconds. I love finding the latest and greatest Salesforce Automation tools on the AppExchange.

Appointment 147

Appointment Territory Cross-sell Contract 147

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. Realistically, not every prospect your SDR team contacts will want your product, have the budget, or be in the buying stage. Building an account manager dashboard.

Engineering 102

Engineering Objectives and Key Results Cross-sell Pipeline 102

Hubspot

APRIL 27, 2023

Because most SaaS products are subscription-based and allow for recurring revenue, this business model is becoming the go-to for many businesses — new and old. They make initial contact with people whom they think are qualified and ready to use the product they're trying to sell. SDRs are responsible for outbound prospecting.

Account management 76

Account management Commission Contract Sales 76

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. I had to try. .

Price 118

Price Contract Referrals B2B 118

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 75

Customers Contract Cross-sell Account management 75

Martech

FEBRUARY 2, 2023

Will we have a dedicated account manager and technical support, especially with the initial migration? How does the company handle requests for product modifications? What’s the long-term product roadmap and launch dates? Questions for vendor about pricing Although not all vendors require an annual contract, many do.

Conversion 100

Conversion Contract Follow-up Account management 100

Martech

OCTOBER 11, 2021

“The meeting might be going through to a salesperson, account manager or a CSM. ” Cipirani-Espineira has been in SaaS customer success throughout her career, including in senior account director and VP Customer Success roles at Cision and Medallia respectively. From account management to customer success.

Customers 90

Customers Account management Real Estate Contract 90

Heinz Marketing

MAY 20, 2022

There’s also a school of thought called PLG (product-led growth) that serves as a great strategy for expansion. With PLG, marketers use tools to leverage data that shows how employees at customer accounts are interacting with their product. Account Management. Account Executives and/or BDRs. Product Design.

Cross-sell 111

Cross-sell Customers Growth Contract 111

Martech

JUNE 9, 2022

Will we have a dedicated account manager and technical support? How does the company handle requests for product modifications? Can we pick up the phone to report problems? Do you offer a proof-of-concept to measure potential performance and scale? What kind of professional services are available? And how much do they cost?

Negotiate 100

Negotiate Contract Account management Launch 100

Smarter With Gartner

AUGUST 24, 2021

In a subscription business model, customers pay a recurring fee to access a product or service, regardless of where it’s deployed. greater flexibility in scaling, maintaining and supporting product sets. Traditional B2B resale opportunities occur as the product’s useful life nears its end — and a resale creates a new revenue stream.

Contract 59

Contract Commission B2B Account management 59

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 97

B2B Account management Contract Technology 97

SaaStr

SEPTEMBER 19, 2022

SaaS businesses are discovering that customers choose and recommend them based not on flashy marketing or super fancy product features but on the experience of engaging with the company and the value it delivers. Ten years ago, customer success was described in relation to other functions like support or account management.

Customers 98

Customers Construction Contract Relationship Management 98

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

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. Field reps for a B2B software company (a CRM platform, say), might attend trade shows, conferences, and industry events to promote their products and generate new business.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Partners in Excellence

FEBRUARY 17, 2024

These unhappy customers were taking a lot of sales time, demanding the account managers fix the problem or contracts would be cancelled. But when my client started talking to end users–people in procurement/logistics/manufacturing, they realized there were monstrous issues.

Manufacturing 77

Manufacturing Clients Contract Presentation 77

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. 1) Product Market Fit Assumptions – Is the problem you solve relevant in the Enterprise market? When you’re going to a higher-end customer, don’t just assume that your current product will be enough. Pricing/Packaging.

Sell 52

Sell Account management Contract Price 52

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. We look to be designed into other products. It’s not simply an issue of getting more users, but other users may be using other products.

Growth 68

Growth Cross-sell Strategize Account management 68

SaaStr

MAY 25, 2020

At the end of the call we’ll walk through the application so you can start trying the product” — Sam Blond, CRO, Brex. “Short video overview of the product and a free trial without a credit card” — Muthu Kumar, CEO Eventzilla. In your contracts. “E contract” — Julie Grieve, CEO CritonHQ.

Closing 135

Closing Process Contract Price 135

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

Highspot

JANUARY 7, 2020

Take, for instance, the task of creating a play to help your account management (AM) team increase partner license sales. Answer: Account Management. Topic SME – Often product or content marketing. Answer: Topic SME = Partner Marketing Manager. Audience SME = Partner Sales Manager. WHO (Customer).

Account management 85

Account management Finance Strategize Contract 85

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 (CS) is a business initiative (and attached department) that seeks to ensure customers get maximum value out of your product. . Defining customer success and measurements

Customers 87

Customers Cross-sell Contract Price 87

SalesLoft

JULY 10, 2023

Account managers and customer success teams need technology that: Makes adoption easy for the revenue team — customers aren’t upgrading a tool they aren’t using. Automates support workflows that promote customer retention with a trigger based on the contract end date. They have the potential to create enormous revenue.

Cross-sell 40

Cross-sell Technology Technology Account management 40

Sales Hacker

MAY 31, 2021

Prospects can tell right away that you’re not just another robo-dialer, and while they’ll appreciate the clarity with which video helps you explain concepts and contracts, they’ll be deeply persuaded by the fact that you’re a living breathing person they can trust. Use video to give prospects just a taste of what your product offers.

Quota 84

Quota Closing Legal Contract 84

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. For PPC marketers, ChatGPT also unlocked game-changing potential.

Objectives and Key Results 126

Objectives and Key Results Campaign Launch Strategize 126

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 81

Strategize Objectives and Key Results Strategic partnership Cross-sell 81

Martech

JULY 25, 2023

Additionally, marketing projects — whether they’re campaigns or websites or whitepapers or videos — regularly involve working with outside resources, whether it’s an agency or a contract designer or photographer. This feature can also help managers keep an eye on employee productivity levels.

Territory 83

Territory Contract Clients Follow-up 83

Openview

JANUARY 14, 2019

Software that’s sold with a traditional license and maintenance contract is rapidly taking on dinosaur status. Because businesses need to renew contracts to ensure their long-term success, ongoing customer relationships are more important than ever. So someone needs to manage the account actively. One Salesperson or Two?

Contract 88

Contract Inside sales Customer Relationship Management Price 88

Sales Hacker

AUGUST 18, 2021

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. High churn/Low whitespace: Something has gone wrong, as these customers aren’t getting the most out of the product. On one axis is the likelihood of churn.

Education 112

Education Contract Pipeline Gaming 112

PandaDoc

APRIL 6, 2021

Product Overview. As a sales enablement platform, GetAccept is focused on helping you manage your entire contract workflow, from first draft to final signature. While the company does offer features like document management and custom branding, it’s most widely known for its document signing and preparation process.

Contract 52

Contract Price Account management Process 52

PandaDoc

APRIL 6, 2021

Product Overview. As a sales enablement platform, GetAccept is focused on helping you manage your entire contract workflow, from first draft to final signature. While the company does offer features like document management and custom branding, it’s most widely known for its document signing and preparation process.

Contract 52

Contract Price Account management Process 52