Salesforce

OCTOBER 22, 2024

Attracting qualified prospects — companies that are a good fit for your product or services — is more important in B2B (business-to-business) sales than earning a large number of leads. Identifying high-quality leads can be challenging though, which is where a sales methodology like the MEDDIC sales framework comes in.

E-commerce 87

E-commerce Territory Pitch Sales 87

PandaDoc

MAY 2, 2025

Growth is great until your content cant keep up When your sales team is small, consistency is easy. And instead of speeding up the sales cycle, your documents become a liability. The hidden cost of inconsistent sales materials Lets start with the obvious: inconsistent docs slow things down. Sure, its scrappy but it works.

Legal 52

Legal Territory Contract Price 52

The 5% Institute

AUGUST 15, 2023

In today’s dynamic business landscape, various account management roles plays a pivotal part in maintaining customer satisfaction, driving revenue growth, and fostering lasting business relationships. Account management roles encompass a range of responsibilities that require a unique blend of skills and expertise.

Account management 52

Account management Negotiate Clients Strategize 52

Sales Hacker

JULY 25, 2022

Here’s the thing about driving a car — and about running a sales org: Bumps in the road are inevitable. One of the best ways to ensure every part of your engine is running smoothly is to build sales performance dashboards for everyone on your team. What is a sales performance dashboard? What is a sales performance dashboard?

Engineering 115

Engineering Objectives and Key Results Cross-sell Pipeline 115

Score More Sales

JULY 11, 2013

He was my sales colleague. 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. Get More Answers. Get those answers.

Sales 123

Sales Contract Inside sales Consult 123

The 5% Institute

AUGUST 7, 2023

In today’s dynamic business landscape, possessing a comprehensive set of skills is crucial for any successful account manager. The role of an account manager goes beyond mere customer service – it involves nurturing client relationships, driving revenue growth, and enhancing a company’s reputation.

Account management 52

Account management Negotiate X-functional Cross-sell 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

Partners in Excellence

AUGUST 23, 2013

As sales and marketing professionals, we’re consumed with the change in our professions. After all, sales is a numbers game. We attend lots of conferences with our peers, we read the sale blogs, we talk to, perhaps commiserate with, each other. They have strong compliance and contract management programs in place.

Account management 108

Account management Contract Sales Up-sell 108

SaaStr

MAY 25, 2020

I recently put out a call on Twitter and LinkedIn on folks’ top tip to take friction out of their sales processes. “Presumptive close in a transactional sale. “At In your contracts. ” — Jesse Woodbury, Enterprise Sales, GoQuiq. ” — Dave Kranowitz, CRO Worldwide Sales, Grafana Labs.

Closing 137

Closing Process Contract Price 137

SBI

FEBRUARY 20, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Chris Heinrich , VP of Enterprise Sales for Adobe Sign. Reduction in sales contract cycles by an average of 2 weeks.

Contract 55

Contract Gaming Commission Sales 55

Hubspot

OCTOBER 16, 2017

Sales compensation is one of the trickiest aspects of the sales organization to get right. How to create a good sales comp plan. Sales comp plan types. Sales contests and SPIFs. How sales compensation should work. A sales compensation plan operates from a basic principle: Money drives behavior.

Commission 101

Commission Quota X-functional Non-Profits 101

Veloxy

AUGUST 17, 2022

Salesforce automation tools go a long way in helping you improve the productivity and efficiency of your sales team. Other tools are more specialized, such as gamification, customer experience management, and lead prioritization. You’ll easily generate quotes, proposals, and contracts in a variety of formats and in mere seconds.

Appointment 147

Appointment Territory Cross-sell Contract 147

SaaStr

JULY 22, 2020

I’m not ashamed to admit that when I set up our first SaaS sales comp plan, I had no idea what I was doing. But I did all the sales myself, and stupidly, had no sales comp plan at all ??. Then, as we first scaled up a sales team, we ended up literally copying Salesforce’s comp plan. the Moment After Sale.

Commission 145

Commission Quota Inside sales Sales 145

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 Strategize 52

SalesPop

MARCH 20, 2022

In this Expert Insight Interview, Brent Keltner discusses how to transition elegantly from sales to customer success and develop that as a continuum. In that world, the way that sales and customer success teams create a seamless experience around value becomes critical. They are key to ramping up the foundation. Aligning Your Goals.

Customers 98

Customers Contract Sales Account management 98

Engage Selling

MAY 3, 2013

Too often when looking at a sales team’s success, managers only look at the actual sales (the closing of the business). Of course, this is important—but the sale is a lagging indicator. If you have no sales closing today, it indicates that your team has not been performing well for months. Sales cycle length.

Contract 88

Contract Quota Pipeline Sales 88

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 97

Customers Contract Cross-sell Account management 97

Sales Hacker

FEBRUARY 16, 2024

Sales leaders like Florin Tatulea (Director of Sales at Barley) feel the impact from the past few years alone: “Pure cold outbound is 3x harder than it was in 2021.” Sales team members should capable of understanding at least a few key signals and knowing which subsequent actions based on those signals will have the greatest impact.

GTM 121

GTM Quota Contact Construction 121

Hubspot

JUNE 6, 2019

Considering a career in sales but want something that pushes the limits of a traditional sales rep’s role? Enter, the sales analyst. It’s a sales operations role that’s less about selling a product or service to customers and more about selling next steps and solutions to your internal sales team. Sales Analyst.

Finance 99

Finance SQL Strategize Account management 99

Sales Hacker

MAY 31, 2021

This post isn’t just a list of personalized video tips —it’s a strategy for using video throughout the sales process. Some 40% of salespeople say prospecting is the hardest part of sales. Make it easier by using videos to pry responses from reluctant prospects or tough accounts. Explain the contract.

Quota 106

Quota Closing Legal Contract 106

Hubspot

APRIL 27, 2023

In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. Table of Contents Is SaaS sales a good career? SaaS Sales Positions How to Get into SaaS Sales How to Succeed in SaaS Sales Is SaaS sales a good career?

Account management 88

Account management Commission Contract Sales 88

Partners in Excellence

MAY 1, 2014

Like any sales/business professional, our customers are very dear to us. The good news was we were going to get the contract. The bad news was we were going to get the contract. ” Walking Away Sales As A Special Case Of Project Management What If You Sold What Customers Wanted To Buy? No related posts.

Customers 122

Customers Contract Price Account management 122

Hubspot

FEBRUARY 7, 2018

Just like Girl Scout cookies come in many different flavors, sales jobs are incredibly varied. Rather than learning from direct experience which type of sales job you love -- and which ones you’re ill-suited for -- use this comprehensive guide. What to Look for in a Sales Job. Others, like outside sales, are on the decline.

Territory 101

Territory Commission Outside Sales Account management 101

Martech

APRIL 25, 2024

This can change many things, including price, customer service, contract enforcement and more. Your legal team should review existing contracts to see if it has any “in the case of being purchased” clauses. Sometimes the acquiring company is stricter about contract terms,” said Petersen. “I’ve Know what you need and why.

Contract 110

Contract Legal Price Technology 110

Sales Hacker

OCTOBER 22, 2017

Modern sales teams need competent professionals with a variety of talents, skills and abilities. But in a hyper changing landscap e, which are the most crucial sales skills and traits that reps must possess (or develop) in order to exceed targets and deliver consistent sales success? Technology Will Never Replace Sales Talent.

Negotiate 107

Negotiate Teamwork Referrals Relationship building 107

SaaStr

NOVEMBER 8, 2022

Why did sales-driven Qualtrics get to $100m+ in ARR without ever raising a nickel, and generating more than $20m a year in free cash flow ? Sales, done right, should be accretive (although expect sales efficiency to ultimately decline post-Initial Scale). In fact, great sales teams are accretive. Why was Netsuite?

Quota 117

Quota Contract Price Growth 117

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 112

Customers Account management Real Estate Contract 112

Partners in Excellence

OCTOBER 27, 2013

Things we may want to do to in our planning process include: Expanding our relationships within the account–both up and down the food chain and across organizations. I’m often amazed at how narrowly too many sales people focus. Account planning and account plans are important.

Account management 118

Account management Strategize Contract Contact 118

Sales Pop!

APRIL 11, 2024

In consulting with sales organizations globally over the years, I’ve learned a lot about client satisfaction. It’s amazing and unique in the fact that it’s both client-focused and sales-focused – not an easy combination to make happen! The contract is signed. a bad idea with new major accounts. Here’s how it works.

B2C 130

B2C Clients Contract Account management 130

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 103

Territory Account management Cross-sell Retail 103

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 110

B2B Account management Contract Technology 110

SaaStr

OCTOBER 6, 2019

And often, if you are capital efficient, your marketing cost will be close to $0 at this point (you are barely spending anything to acquire most customers), and your sales costs are pretty predictable. Generally speaking, one Director of Sales can manage about 8 closers, account execs, max. Why would this be?

Non-Profits 108

Non-Profits Growth Appointment Sales 108

Openview

JANUARY 14, 2019

Software that’s sold with a traditional license and maintenance contract is rapidly taking on dinosaur status. As businesses move from a one-time sale to an ongoing subscription service, however, they likely need to change how they handle their sales processes. First, it helps to look at how the sales process changes.

Contract 88

Contract Inside sales Customer Relationship Management Sales 88

SaaStr

NOVEMBER 23, 2019

If you have a good sales team, they are leaving nothing on the table. If they aren’t — you need a new VP of Sales). Then January 2 will come, and the team will be exhausted, at least the managers will be. Whatever great work the sales team did in 2017 will be 100% behind them on Jan 2. Just harder.

Quota 103

Quota Sales Contract Closing 103

Sales Hacker

APRIL 6, 2022

Sales teams often struggle with configuration of price quotes when dealing with complex products or services or large product catalogs. Sales teams are often forced to use manual processes that result in errors, inaccuracies, and wasted time. And these manual processes take sales reps away from their most important activity: selling.

Cross-sell 108

Cross-sell Contract Price Finance 108

Salesforce

NOVEMBER 15, 2024

The SDR, or Sales Development Rep, is the backbone of many successful sales organizations. SDRs play a vital role in building business, managing inbound inquiries, booking meetings, qualifying leads, and prospecting. Despite these hurdles, SDRs are a driving force behind sales growth and revenue generation.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52