Sales Hacker

JULY 25, 2022

If your reps don’t meet their quota, you have a record of their activity — which means you can dig into the numbers to figure out why they’re behind and coach them accordingly. Insight into daily rep activity allows sales managers to steer their reps in the right direction and stay on track to achieve bigger business goals.

Engineering 99

Engineering Objectives and Key Results Cross-sell Pipeline 99

Veloxy

JUNE 23, 2021

3: Account Managers. The Account Manager is responsible for checking on clients and nurturing relationships after the contract is signed. What’s more, they also help implement the product and lend a hand to Account Managers when the client has technical needs. 5: Sales Operations.

Inside sales 232

Inside sales CRM Sales Pipeline 232

SaaStr

FEBRUARY 28, 2022

Hire more folks to acquire, manage and qualify leads for your reps. Have sane quotas. Make sure the majority of your reps can hit quota. Upgrade alignment between Customer Success, Account Management, and Sales. Overlap goals and quotas. This will take some of the pressure off the sales team. More here.

Quota 98

Quota Sales Contract Start-ups 98

Hubspot

OCTOBER 16, 2017

Quota and OTE. Setting quota. Increase average contract length. Acquire “seed” accounts. Manage deal flow. After they’ve hit quota, they’ll probably relax instead of pushing for the next deal. The more support you expect reps to give customers (such as implementation help, account management, etc.),

Commission 90

Commission Quota X-functional Non-Profits 90

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. Answer: Topic SME = Partner Marketing Manager. Audience SME = Partner Sales Manager. Enablement SME = Account Management Enablement Lead.

Account management 85

Account management Finance Strategize Contract 85

SaaStr

NOVEMBER 23, 2019

Hire more folks to acquire, manage and qualify leads for your reps. Have sane quotas for 2020. Make sure the majority of your reps can hit quota. Invest in optimizing lead routing, scoring and management. Upgrade alignment between Customer Success, Account Management and Sales. Overlap goals and quotas.

Quota 93

Quota Sales Contract Closing 93

Engage Selling

MAY 3, 2013

Lagging indicators: Revenue and quota focused KPI. Annual quota. KPI’s for Account Management and client retention / growth. Depending on your business, you may have additional KPIs to take into account. Depending on your business, you may have additional KPIs to take into account. Proposal to closed ratio.

Contract 88

Contract Quota Pipeline Sales 88

SaaStr

OCTOBER 6, 2019

Add in a bunch of pre-paid annual contracts, and by $3m, $4m ARR or so … you can start to feel pretty confident in your nice, capital-efficient model. More account managers and farmers. In the end, you can raise AE quotas to pay for this, at least in theory. I hope it stays that way, I do. More SDR: AE pairing.

Non-Profits 103

Non-Profits Growth Appointment Sales 103

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over.

Prospecting 93

Prospecting X-functional Contract Cross-sell 93

Lead Fuze

DECEMBER 31, 2021

Reps were hired, trained and compensated to perform as an individual to hit a quota. I added more salespeople, simply because the quota had increased. Market Development Reps are the salespeople who follow up on inbound leads and set meetings with our Account Executives. There is a sweet spot for quota that should be hit.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Hubspot

APRIL 20, 2020

"Sales is all about empathy and understanding individual business cases, but it's also about giving some good advice and alternatives — like changing payment terms, working with trials, or setting the contract start date a month ahead or two.". He says, "We talk with a lot of businesses day in and day out. And they're keen not to damage any.

Relationship building 76

Relationship building Prospecting Contract Quota 76

Highspot

JUNE 22, 2021

Some prominent ones include: The assumptive close: where a salesperson encourages a buyer to say yes with language that assumes they are on the same page, such as, “It sounds like we are aligned, so I will send the contract over after this call.” Close Deals, Crush Quota.

Technique 82

Technique Negotiate Cross-sell Sales 82

PandaDoc

MAY 30, 2019

Send better contracts. To close it, you’ll have to not only prove your value but also get buy-in from the prospect’s social media, design, and account management departments. When hiring, look beyond whether or not the potential hire has a track record of hitting quota. Send better contracts.

Contract 75

Contract Negotiate Strategize Sales 75

Engage Selling

MAY 3, 2013

Lagging indicators: Revenue and quota focused KPI. Annual quota. KPI’s for Account Management and client retention / growth. Depending on your business, you may have additional KPIs to take into account. Depending on your business, you may have additional KPIs to take into account. Proposal to closed ratio.

Contract 48

Contract Quota Pipeline Sales 48

SBI

NOVEMBER 15, 2018

I’m talking about something that went above your need to hit a monthly sales quota. Even after you’ve handed off a prospect to an account manager, they’ll be able to quickly figure out if you’ve lied to them to make the sale. Sales is a contract. Have you ever made a sale that you felt slimy about?

Sales 42

Sales Quota Represent Referrals 42

SaaStr

MARCH 10, 2020

We are not as fortunate as some of the folks in this room that if we sign a contract, regardless of how our customer feels about what they’ve bought, they’re going to continue paying. There’s generally no contract in place. They’ve never missed a quota. Our service model is fairly unique.

Government 85

Government Up-sell Contract X-functional 85

Veloxy

OCTOBER 24, 2022

When 57% of sales reps expect to miss their quota every quarter, managers need to rely on the 42% to make the team’s number. One of the biggest challenges for the missed quota reps is sales readiness. This sales tool is used to streamline the creation, management, and signing of docs. Highest Rated Feature. Scratchpad.

Quota 147

Quota Contract Account management Price 147

Sales Hacker

MAY 8, 2020

In it, Strategic Account Manager and top 1% performer at Oracle, Jamal Reimer, shows you how to think big and close on mega deals. The first was as a Strategic Account Manager where I had a handful of named accounts. That’s a four million increase in a contract. What You’ll Learn.

Consult 61

Consult Contract Closing Up-sell 61

Lead Fuze

AUGUST 12, 2021

Episode 31: Mastering Account Management as a Sales Professional. Small business owners, sales reps, and others come onto the program to share what they are using today to make quota. Episode 28 Converting Free Trials, Soft Contracts, and Why Sales Prospects. A lot of solid sales tips to help you make quota.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

SaaStr

JULY 22, 2020

Relatively High Quota. You don’t make a lot on each deal, and with a high quota, it’s a big nut to hit. Almost Complete Hand-off of Customers to “Others”, Customer Success, Account Manager, etc. If they make too much, the quota was too low. We still had quotas, of course.

Commission 145

Commission Quota Inside sales Sales 145

Hubspot

NOVEMBER 7, 2023

“I need this deal by X to hit my quota/win a contest.” Mentioning your quota or contest makes you seem self-serving (not to mention desperate). You’d ask the buyer, “Are you interested in having an account manager? I’ll send over the contract right now for you to review and sign.”

Negotiate 72

Negotiate Contract Price Quota 72

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 93

Product SQL Contract Sales 93

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. Unlike a closing sales rep, SDRs don’t carry a traditional quota. Sales Engineer.

Territory 91

Territory Commission Outside Sales Account management 91

Openview

APRIL 3, 2018

Direct sales reps get comped on the initial sale and hands the customer off to Account Management on day one. You need to decide what you are optimizing for – new logo acquisition, deal size, multi-year contracts, payment terms, etc. DON’T pit your Direct Sales and Account Management/Customer Success teams against each other.

Commission 72

Commission Account management Quota Sales 72

SaaStr

AUGUST 27, 2019

I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. Either work or not work. Sanj Sanampudi: Great. You’re doing something that is brand new. So Michaela?

Territory 55

Territory Contract Cross-sell Drivers/motivators 55

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 50

Contract Price Commission Conversion 50

SaaStr

AUGUST 20, 2020

Kyle Parrish: I do think that in setting targets, you need to take into account a lot of things. So I think for us, we at Figma still review sales quotas each quarter. On the pre-sale side, everyone has a quota. You have to be fully committed and you have to be driving towards a goal every day, every week, every month.

Sales 84

Sales Price Quota Start-ups 84

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. Though farmers cannot make up for the shortfall of new customers, they can increase revenue by upselling and renewing contracts.

Represent 52

Represent Sales Angle Account management 52

Hubspot

NOVEMBER 28, 2022

Bitrix24 also provides marketing and social media management tools that can help you interact with customers and leads. Key features: Intelligent routing makes sure leads match the right account managers. Also, there are no long-term contracts, as there are monthly plans only. ClickPoint. Lead prioritization. Leadfeeder.

Territory 70

Territory Price CRM Lead generation 70

SalesLoft

AUGUST 10, 2023

Without complete visibility, your win rate could end up all over the board, leaving many of your reps vulnerable to missing quota. With Salesloft, customer success teams can create renewal cadences and automate them to engage customers ahead of their contract end date. That’s why pipeline visibility in your sales workflow is so vital.

Pipeline 52

Pipeline Cross-sell A/B testing Contract 52

Sales Hacker

APRIL 10, 2019

We’ve all experienced the agony of watching a quota-critical deal slip inexorably past end of quarter. Buyer-Centric Finish: Contract is just a means to an end. Too many Close Plans conclude with “Contracts Signed.” After all, there’s plenty of time for binding signatures when you’re negotiating the actual contract.

Process 81

Process Contract Sales Up-sell 81

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 Legal 52

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 87

Territory Account management Retail Cross-sell 87

SaaStr

APRIL 16, 2023

” What we have, we call them account managers, and there’s no outbound. Stewart : You’ll talk to one of these account managers. Stewart : When I was speaking before about the difference between account management and sales, it totally depends on your perspective.

Start-ups 144

Start-ups Real Estate Product Networking 144

SaaStr

JANUARY 28, 2020

Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. Aaron : Well, the hunters are going to want to stay in sales, the farmers are going to be like, well, I might want to go back to account management/customer success. Aaron : And they just have to do it.

Growth 85

Growth Promote Engineering Up-sell 85

Hubspot

NOVEMBER 7, 2023

Below is a view of how a CRM dashboard displays deal forecasts, sales pipeline, and deals closed against quota for a given month. 5 Benefits of CRMs Customer data management. A CRM tracks quota attainment and activity metrics such as emails sent, calls made, meetings booked, opportunities created, and deals closed.

CRM 72

CRM Contact Contract Objectives and Key Results 72

SaaStr

JANUARY 3, 2020

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 10

Contract Price Commission Conversion 10