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 111

B2B Account management Contract Technology 111

Score More Sales

JULY 11, 2013

We both were account managers selling millions of dollars worth of technology to a major aircraft company. Ron and I would meet with various decision makers who were involved in a project that would involve thousands of the items we sold on one contract. Ron would always ask the same questions –.

Sales 123

Sales Contract Inside sales Consult 123

Hubspot

JUNE 6, 2019

While there are no specific education requirements you’ll see across the board, a bachelor’s degree in statistics, math, market research, or computer science is a plus -- and a master’s degree in a related field can increase pay and make promotions more accessible. National Account Manager. Sales Operations Manager.

Finance 99

Finance SQL Strategize Account management 99

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 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

Hubspot

OCTOBER 16, 2017

Increase average contract length. Acquire “seed” accounts. Manage deal flow. The more variables you introduce to a sales comp plan, the likelier you are to unintentionally promote competing behaviors. The more support you expect reps to give customers (such as implementation help, account management, etc.),

Commission 101

Commission Quota X-functional Non-Profits 101

Hubspot

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Account Executive (AE). Account Manager. Sales Manager. Not only is there a clear promotion path, you don’t need much experience.

Territory 101

Territory Commission Outside Sales Account management 101

Search Engine Land

JUNE 14, 2023

Question 2: How long is your minimum contract length? Then you must align with those publications’ yearly editorial calendar – something short-term affiliate contracts won’t accommodate. Agencies with short-term contracts will work with coupon and deal sites to produce quick revenue.

Contract 83

Contract Cross-sell Territory Niche 83

Sales Hacker

FEBRUARY 14, 2022

Revamped promotion paths, meaning reps progressed from SMB to mid-market before finally reaching enterprise and adjusted the comp plan accordingly . Encouraged AEs in the mid-market and enterprise segments to choose accounts they wanted SDRs to target in place of the persona-led, spray and pray approach for SMB. From there, Cognism: .

Legal 106

Legal Cold Call Contract Inside sales 106

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 and account managers collaborate here to keep the buyer satisfied and to identify opportunities for expansion (through cross-sell and upsell conversations).

Customers 87

Customers Cross-sell Contract Price 87

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. RevOps isn’t quite the wild west of careers, but it also doesn’t have a formal promotion path that is set in stone yet. You might join a startup as a Revenue Operations Manager and run the show in collaboration with a VP of Sales. Revenue Accountant.

Finance 114

Finance Cross-sell SQL GTM 114

Partners in Excellence

MARCH 5, 2024

Gus progressed in his IBM career, later managing one of the largest banking accounts, Citibank. Gus now lectures in various business programs and has written one of the best/most pragmatic books on account management that I’ve ever read, Customers Win/Suppliers Win. I worked with tellers, branch managers.

Sell 83

Sell Contract Retail Account management 83

SaaStr

FEBRUARY 25, 2020

If you sat and you said, “Okay, we sign a customer, we process their contract, we have to get them provisioned. And then we transition them to support and then we give them to the account manager and then we do their renewal. They got a verbal, they’re like, we’re going to get a contract this is a scrape.

Prospecting 95

Prospecting Customers Promote X-functional 95

Sales Hacker

SEPTEMBER 20, 2022

Managing Partner at CGI Executive Coaching. VP of Account Management in life sciences industry, leading a team of 85. Early termination or cancellation of contracts. Cherilynn Castleman was a VP of account management in 2008, overseeing a team of 85 in the life sciences industry. Hilmon Sorey.

Real Estate 105

Real Estate Clients Account management Up-sell 105

Hubspot

FEBRUARY 27, 2016

Be sure your contracts and documentation tackle as many of these project unknowns as possible. 2) Transition from managing a sales pipeline to a relationship pipeline. 6) Don't view account management and project management as the same role. Image purchasing, content implementation, hosting fees, etc.,

Negotiate 53

Negotiate Contract Pipeline Clients 53

Hubspot

JULY 10, 2019

If you’re not properly targeting your buyer persona, your promotions and advertisements will likely fall on deaf ears. Customers like (if not prefer) to work with account managers and salespeople. The biggest determinant of effective marketing, however, is your audience. You might as well not be marketing at all.

B2B 101

B2B B2C E-commerce Entertainment 101

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

Sales Hacker

APRIL 21, 2022

This was all in an effort to increase our average contract value (ACV). Dedicated Customer Account Manager. This structure allowed Lattice to pair the right account executive with the correct segment. But every enterprise contract eventually requires buy-in from leadership. Examples include: SSO and SCIM.

Cross-sell 103

Cross-sell Legal Contract Price 103

Sales Hacker

SEPTEMBER 7, 2021

Are they going to help me get promoted? Are they the ones that are going to help me in my performance reviews, show that I should be awarded that promotion, and get that bonus? Certainly, not a relationship where the accounts and the spend of that account will continuously grow with the account manager.

Trust 107

Trust Cold Call Start-ups CRM 107

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 Account management Technology Technology 40

SalesHandy

MARCH 23, 2020

Emails Sent using SalesHandy are most likely to land in your recipient’s Primary inbox rather than Promotions or Updates tab, where they often get ignored. Apart from this, Salesloft also works as a CRM, has pipeline and account management functions apart from having in-built email and phone dialers, making it complete in most respects.

Conversion 95

Conversion CRM Sales Objectives and Key Results 95

SaaStr

AUGUST 27, 2019

This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. I’ll start because I’m living this right now, and where we’re contract value. Either work or not work. Sanj Sanampudi: Great. So Michaela?

Territory 61

Territory Cross-sell Contract Drivers/motivators 61

Lead Fuze

DECEMBER 31, 2021

Promotes specialization.Sales Representatives become experts within their respective fields. Promotes specialization. A customer-service representative (CSR) or account manager (AM) should be used by a company when communicating with clients, as they can handle both communication and finding new opportunities within an account.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Salesmate

OCTOBER 26, 2021

A farmer salesperson’s personality is a requisite combination of behaviors, driving forces, acumen, competencies, education, experience, and background to perform account manager sales roles. While hunters are promotion-focused, farmers are prevention-focused. Explore Salesmate Contact Management. …and such.

Sales 52

Sales Represent Angle Account management 52

SaaStr

MARCH 17, 2020

You’re probably going to have to be doing customer references unless there’s very small contract value, right, where there’s not a ton of pressure in making the right decision on the part of the prospective buyer. Then a third thing that you can do is incorporate it into the contract. What am I going to give?

Clients 74

Clients Service Customers Start-ups 74

Lead Fuze

AUGUST 12, 2021

Episode 31: Mastering Account Management as a Sales Professional. This “self-taught” expert has spend his time through door-to-door sales all the way to helping businesses finesse their email sequences to promote higher conversions. Episode 28 Converting Free Trials, Soft Contracts, and Why Sales Prospects.

Sales 98

Sales Drivers/motivators Up-sell Inside sales 98

Sales Hacker

APRIL 21, 2020

We’re seeing some impacts on the software side as well, although we do have the benefit of long term contracts with our customers and we’re working with them to make sure that they’re successful with their current events programs. Tactically speaking, we’re diving into things like account management.

Manufacturing 82

Manufacturing Start-ups Clients Contract 82

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Appointment Sales 52

SaaStr

JUNE 16, 2020

Also, there is focus on changing terms to try and close and accelerate deals, reducing time commitment requirements for contracts, pricing minimums to get to a yes more quickly, and then also focusing on cash and cash collections by building more efficiency in that process. Contract modifications were still so decentralized.

GTM 83

GTM Pipeline Healthcare Sales 83

Cience

JANUARY 6, 2020

time to market, number of resources, contract lengths). type":"text","options":false},{"title":"How are accounts managed?","type":"text","options":false},{"title":"What And so did the tenure as people didn’t want to stay in a low-paid stressful job, and required promotion. Check whether they provide test leads.

Lead generation 89

Lead generation B2B Appointment Networking 89

PandaDoc

OCTOBER 26, 2021

Pipedrive is a deal-driven CRM system that can also be used for account management and various other business management purposes. This tool can certainly be adapted to many project-oriented needs but it also promotes itself as a CRM and sales solution. Free trial: Yes, 14 days. Ease of use: 5/5.

CRM 52

CRM E-commerce Price Customer Relationship Management 52

SBI

NOVEMBER 7, 2019

Learn how Access Intelligence accelerated their sales process and cut contract completion time by 50% with an integrated solution. Revegy, a leading provider of strategic account management technology, is proud to announce the addition of David Keil to its Board of Directors. Sales Efficiency. Sales Enablement. Purchase Intent.

Customers 22

Customers Tradeshows Technology Technology 22

Sales Hacker

SEPTEMBER 2, 2021

He describes how your business’ annual contract value dictates your “hunting strategy,” i.e. how you acquire, onboard, and retain new customers. If you offer a low annual contract value where users use a self-checkout process to purchase your product, then onboard new users with a low-touch, product-led process.

Product 117

Product SQL Contract Sales 117

Hubspot

FEBRUARY 11, 2019

Since you have experience in sales development and account management at early-stage sales companies, you might decide to offer this service to tech startups. Then promote the video on social, paid search, etc., Many people start successful businesses after noticing a gap in the market. Other suggestions. Find a co-founder.

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

ConversionXL

NOVEMBER 13, 2019

Aim to build your business with retainer-based contracts (rather than one-off projects), and use freelance/overflow resources instead of hiring during the ‘peaks.'” ” For Forrester, the solution was a process: Defining paths forward to identify necessary skills for each role. .”

Referrals 110

Referrals Clients Networking Start-ups 110

SaaStr

JANUARY 28, 2020

Aaron : I know that if someone’s not working out for one reason or another, and we just had this, maybe they’re lightly toxic, maybe we had someone who was promoted from a customer success role in our company to sales. For building out your teams here, talk about promoting from within. Aaron : And they just have to do it.

Growth 97

Growth Promote Up-sell Engineering 97

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 67

Contract Price Commission Up-sell 67

SaaStr

AUGUST 20, 2020

So I was the first person on the sales team to actually get promoted to becoming a manager, started getting into building teams, opening up our sales and operations hub in Austin, Texas, and doing a bunch of roles over my almost six years there. At Figma, for example, we actually don’t have a customer success team.

Sales 107

Sales Price Quota Start-ups 107