Highspot

JULY 3, 2025

Think deals tied to software subscriptions that require annual or multi-year contracts.) Revenue enablement , sales operations, and related business leaders at your company know they still need highly skilled sales team members to proactively interact with prospects passed to them via lead-generation activities from marketing.

B2B 52

B2B GTM Objectives and Key Results Sales 52

Salesforce

JULY 3, 2025

Instead of manually entering data or trying to remember when to check in with a prospect, automation does it for you — so you can focus on building relationships and closing deals. Instead of guessing, you can focus on the most promising prospects. Why sales automation is important for startups The numbers say it all. Get it now 2.

Technique 52

Technique CRM E-commerce Click Through Rate 52

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

Account management 52

Account management Objectives and Key Results Strategize Cross-sell 52

SaaStr

MAY 25, 2020

I bet things will get even better if you do: “Say no to a non-ideal prospect as fast as you can” — Loren Padelford, GM of Shopify Plus. In your contracts. “Create a mutual milestone doc for prospects to outline a path to implementation. “E contract” — Julie Grieve, CEO CritonHQ.

Closing 137

Closing Process Contract Price 137

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. Related: The Definitive Guide to Sales Prospecting With Proven Outreach Methods. Building an account manager dashboard. Account value.

Engineering 114

Engineering Objectives and Key Results Cross-sell Pipeline 114

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. “1 year contracts for enterprise software. Jason, ed. :

Price 128

Price Contract Referrals Contact 128

PandaDoc

MAY 2, 2025

When buyers see that committing to a larger quantity or a longer-term contract earns them a better price, theyre more likely to scale up their purchase. You can structure your pricing to reflect discounts for higher quantities, longer contracts, or multi-product purchases all without adding confusion or extra steps for the customer.

Price 52

Price Drivers/motivators Legal Contract 52

Partners in Excellence

MAY 1, 2014

We spend a lot of time prospecting to find them. The good news was we were going to get the contract. The bad news was we were going to get the contract. We could muscle our way through projects. ” Walking Away Sales As A Special Case Of Project Management What If You Sold What Customers Wanted To Buy?

Customers 117

Customers Contract Price Account management 117

Partners in Excellence

OCTOBER 27, 2013

We may want to increase customer satisfaction, both to drive retention–perhaps we have contracts we want to renew—and to drive growth. What activities are we going to conduct to find, prospect, and qualify those opportunities? Account planning and account plans are important.

Account management 111

Account management Strategize Contract Contact 111

Hubspot

JUNE 16, 2025

Business development managers (BDMs), account executives, and anyone who can self-generate leads and close deals.” Even account managers — once focused on relationship-building — are now expected to drive revenue. Maintained a 90% client retention rate, securing $1M in contract renewals.’

Objectives and Key Results 49

Objectives and Key Results Pitch Sales Follow-up 49

Sales Pop!

APRIL 11, 2024

At the start of a business relationship with a new account, you bring members of the sales and delivery teams together to meet with the new client to ask what’s most important to them. The contract is signed. But things really do change when prospects transition to clients. a bad idea with new major accounts.

B2C 130

B2C Clients Contract Account management 130

Engage Selling

MAY 3, 2013

Total length of time to qualify a new prospect. KPI’s for Account Management and client retention / growth. Depending on your business, you may have additional KPIs to take into account. A company with multi-year contracts and varying usage would measure contract value versus actual contract spend, for example.

Contract 99

Contract Quota Pipeline Sales 99

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. Some 40% of salespeople say prospecting is the hardest part of sales.

Quota 106

Quota Closing Legal Contract 106

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 –. Get those answers.

Sales 123

Sales Contract Inside sales Consult 123

Martech

FEBRUARY 2, 2023

Narrow your list of prospective vendors by evaluating their platforms based on your use cases. Will we have a dedicated account manager and technical support, especially with the initial migration? Questions for vendor about pricing Although not all vendors require an annual contract, many do. And how much do they cost?

Conversion 114

Conversion Contract Follow-up Account management 114

SaaStr

SEPTEMBER 8, 2024

As they have scaled and gone up market, they are finding some large companies just want to use the software but move so much volume they can contract directly with the ocean carriers; so they are starting to charge those companies a pure software fee. At some point it became obvious we had to send a team out.

Non-Profits 128

Non-Profits Price Contract Start-ups 128

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. Low churn/High whitespace: These accounts could harness Outreach more widely. Our account management team steps in to see how we can help.

Education 122

Education Contract Pipeline Gaming 122

Sales Hacker

OCTOBER 22, 2017

While we have some generalized notion of “selling,” contemporary sales organizations have grown in complexity and have evolved into a roster of functions — such as business development, closing, account management, and customer success — that require different specialized skill sets for their respective teams. Prospecting.

Negotiate 106

Negotiate Teamwork Referrals Relationship building 106

Hubspot

APRIL 27, 2023

SDRs are responsible for outbound prospecting. SDRs usually do this by cold-calling or cold-emailing the prospects. The SDR then gives prospects a quick rundown of what the product is and what it can do for them. When an SDR has vetted a prospect, they'll pass the potential lead to Account Executives (AEs).

Account management 88

Account management Commission Contract Sales 88

Partners in Excellence

OCTOBER 25, 2016

Much of this thinking drives an “account maintenance” philosophy, as a result, we tend to look towards “farmers” or relationship builders as our account managers. This thinking causes us to miss huge growth opportunities, and short changes the account of the value we might create with them!

Territory 96

Territory Account management Cross-sell Retail 96

Sales Hacker

FEBRUARY 16, 2024

If you’ve used big-name prospecting tools before, you know that they all share one, massive problem: Bad data. If you’re struggling with inaccurate data from clunky database tools, try Wiza for free today and see why 300,000+ sales, marketing, and recruiting professionals trust it in their daily prospecting. Let’s get into it.

GTM 121

GTM Quota Contact Construction 121

Salesforce

NOVEMBER 15, 2024

SDRs play a vital role in building business, managing inbound inquiries, booking meetings, qualifying leads, and prospecting. They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. However, the role of the SDR is often thankless.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

SaaStr

FEBRUARY 25, 2020

Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. And so it’s 65% more likely to convert a repeat customer than a brand new prospect. Want to see more content like this? Maybe, maybe not.

Prospecting 94

Prospecting Customers Promote X-functional 94

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. Account Executive (AE). Account Manager. Outside Salesperson.

Territory 101

Territory Commission Outside Sales Account management 101

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 101

Commission Quota X-functional Non-Profits 101

SaaStr

NOVEMBER 23, 2019

Try to visit 5 prospects or customers a month. Upgrade alignment between Customer Success, Account Management and Sales. In SaaS, the date the contract is Adobe Signed isn’t the end of the sales process — it’s basically the start. It helps bringing prospects and customers together.

Quota 107

Quota Sales Contract Closing 107

Heinz Marketing

MAY 20, 2022

Account Management. Account Executives and/or BDRs. Takeaway #4— By focusing on higher frequency upsell opportunities, companies can increase their revenue from existing accounts by more than 40%. There’s also a school of thought called PLG (product-led growth) that serves as a great strategy for expansion.

Cross-sell 115

Cross-sell Customers Growth Contract 115

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. Audience SME = Partner Sales Manager. Enablement SME = Account Management Enablement Lead. WHO (Customer). Which persona is this play targeting?

Account management 85

Account management Finance Contract Strategize 85

Martech

JUNE 17, 2024

Failure to renew leads some customers to be shown the fine print in the contract they signed. They have to transition to new customer success reps and account managers, eroding the relationship and trust they built with those people. How do today’s B2B tech vendors establish and build trust with their customers and prospects?

Trust 120

Trust B2B Non-Profits Government 120

Sales Hacker

FEBRUARY 14, 2022

Retained CSMs for Enterprise, allowing them to have more strategic conversations about account management, while still giving them access to day-to-day support. From an SDR standpoint, we assumed the new approach would involve cold calling , emailing, and LinkedIn messaging prospects, just like we did in SMB,” he says. .

Legal 105

Legal Cold Call Contract Inside sales 105

Hubspot

MAY 5, 2025

Discovery calls seem straightforward: learn about your prospect and present your solution. Ive been there watching a prospects energy fade as I talked too much, only to receive a polite well think about it before they disappeared forever. But, the entire purpose of a discovery call is to find out what the prospect needs.

Objectives and Key Results 74

Objectives and Key Results Pitch Trust Follow-up 74

Hubspot

APRIL 20, 2020

It can be difficult to know what to focus on and how to best approach and understand prospects and customers. In order to offer some perspective on empathy in sales and how to incorporate it into your interactions with prospects, we've asked some HubSpot sales reps for their advice and ideas. Who are they? How are they doing?

Relationship building 94

Relationship building Prospecting Contract Quota 94

Hubspot

APRIL 17, 2013

Think about it: A new client would come on board having never met me or some of the key players on the team, but rarely if ever would the client ask to talk to any of us before signing a contract. Despite this, I''d be their main point of contact, their consultant, and managing the team that''s getting their work done. happening.

Contract 78

Contract Trust Clients Consult 78

SaaStr

FEBRUARY 28, 2022

Get out on more prospect and customer Zooms as CEO. Upgrade alignment between Customer Success, Account Management, and Sales. In SaaS, the date the contract is Adobe Signed isn’t the end of the sales process — it’s basically the start. Way too much goes to new prospects. As more of those leads close.

Quota 98

Quota Sales Start-ups Contract 98

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? 7) Be gracious.

Negotiate 78

Negotiate Technique Contract Non-Profits 78

SaaStr

JULY 22, 2020

Almost Complete Hand-off of Customers to “Others”, Customer Success, Account Manager, etc. Make sure the reps are paid to love all the prospects and customers. Optional: Payment Upon Receipt of Cash, Not Contract E-Signing. This can be hard in the early, learning days of a SaaS start-up. Not break the ban k.

Commission 145

Commission Quota Inside sales Sales 145

Miller Heiman Group

APRIL 9, 2019

This systematic evaluation of the opportunities, strengths and vulnerabilities associated with an account provides a complete analysis of a prospect. Part of a Situation Appraisal is identifying your Field of Play, or the segment of a large account that is the focus of your strategy. We call this a Focus Investment.

Territory 92

Territory Account management Price Contract 92