Sales Pop!

APRIL 11, 2024

It’s a goal we strive for in selling. Without it, of course, the chances of account expansion are highly unlikely. It’s a mistake that you’d like to think would be a rarity in the sophisticated B2B world of serving large enterprise accounts. The contract is signed. The honesty needle points way up.

B2C 52

B2C Clients Contract Account management 52

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 91

Customers Account management Real Estate Contract 91

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? Today we can start to change that. Too often contract cancellation (or non-renewal) comes as a surprise, but it never should.

Customers 74

Customers Contract Cross-sell Account management 74

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. Second, once contracts are in play, salespeople can monitor their status and stay on top of every step. Fourth, this digital automation improves account management and customer satisfaction.

Contract 55

Contract Gaming Commission Legal 55

Search Engine Land

FEBRUARY 15, 2024

You’re ready to hire SEO help – where should you start? 10 questions to size up an SEO agency. 10 questions to size up an SEO agency. One of the first questions many businesses face as they ramp up their SEO efforts is: Should we hire in-house or outsource? You might, for example, start with an SEO audit.

Consult 117

Consult Clients Engineering Service 117

Partners in Excellence

FEBRUARY 17, 2024

As an example, recently I was involved with a client selling supply chain technology solutions to IT. But when my client started talking to end users–people in procurement/logistics/manufacturing, they realized there were monstrous issues. For managers and leaders: Within our own organizations we have similar problems.

Manufacturing 77

Manufacturing Clients Contract Presentation 77

Gong.io

JULY 11, 2022

Compare that to long days on the road stuck in traffic, in the air, or on your feet, trudging through the rain going from door to door, and you start to understand the appeal. Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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. For enterprise sales, onboarding includes: Setting up and executing training sessions with different user groups (i.e. frontline managers, individual contributors, by department or by role).

Customers 87

Customers Cross-sell Contract Price 87

SaaStr

FEBRUARY 28, 2022

Back to getting on jets, doing real events and field marketing, but also … living primarily distributed start-up lives, on top of Zoom. Many of you will have little to no dedicated help in sales operations , even up to $10m ARR or beyond. Start off with a buddy system, if you can make that work. Do the opposite.

Quota 97

Quota Sales Contract Start-ups 97

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. How hard is it to be a sales rep?

Negotiate 52

Negotiate Territory Contract Technique 52

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. In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “E contract” — Julie Grieve, CEO CritonHQ.

Closing 136

Closing Process Contract Price 136

SalesLoft

JULY 10, 2023

Accommodates large buying committees and account-based selling. Has tools to help sellers make the right pitch, find the right content, and share the right message with every account. Automates support workflows that promote customer retention with a trigger based on the contract end date.

Cross-sell 40

Cross-sell Technology Technology Account management 40

PandaDoc

JULY 24, 2020

Sign the Contract. Ensuring you have a contract in place before you start work sounds like such an obvious first step to successful onboarding that it’s not worth highlighting. However, you’d be amazed at how many companies rush to get started without waiting for a signed copy of the contract. This is a mistake.

Clients 52

Clients Contract Trust Meeting 52

Sales Hacker

MAY 31, 2021

A hundred percent of the people we sell to are human. 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. Mini demo. “Hey

Quota 81

Quota Closing Legal Contract 81

SaaStr

NOVEMBER 23, 2019

Even if you are coming up a bit short, there’s one thing I do know. They will rest up over the holiday. It all starts all over again from scratch. They throw new reps in the mix, give them a ramp up period, but training usually is weak. No one can succeed when they know they are set up for failure.

Quota 91

Quota Sales Contract Closing 91

PandaDoc

MAY 30, 2019

In today’s highly competitive business environment, it’s the fastest-growing technology companies that end up dominating the market. So, to be the best, you need to speed up your sales cycle. Here are 14 ways you can close deals faster and set up your entire company for sustained growth. Leverage team-based selling.

Contract 75

Contract Negotiate Strategize Sales 75

Hubspot

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase average contract length. Increase upsell/cross-sell rate. Acquire “seed” accounts. Manage deal flow. Increase cash flow.

Commission 92

Commission Quota X-functional Non-Profits 92

Sales Hacker

OCTOBER 22, 2017

Many companies are revving up their branding and marketing strategies and by adopting technology enablers such as CRMs, sales automations, and data analytics. Relationship-building leads to relationship selling , so don’t think it’s just a bunch of fluff. Shut up and listen ! Time Management. So is yours.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

Sales Hacker

OCTOBER 10, 2019

Without it, your sales team will struggle, the pipeline will dry up, and revenue will plummet. Whether your selling model is transactional, self-service, enterprise, or a combination of these, you will need to set up some objects in Salesforce that support the sales and eventual retention strategies of your business. Activities.

Government 58

Government Process Objectives and Key Results Commission 58

Gong.io

JULY 27, 2022

Follow up with questions like: How are you tracking toward those goals? When you’re fully aligned with your clients on their biggest objectives, you’re better positioned to help them meet them and identify relevant upsell and cross-sell opportunities. QBRs can also be used to identify growth opportunities within an account.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Hubspot

JUNE 6, 2019

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. Finally, we’ll look at real-life sales analyst job descriptions, so you know what to expect when you start the hunt for your next move. National Account Manager.

Finance 79

Finance SQL Strategize Account management 79

Lead Fuze

MAY 26, 2023

You can start as an intern or entry-level employee and gradually work your way up through positions like account manager, project manager, or even creative director. LeadFuze offers even more insights into starting an agency if you’re eager to learn more. Remember: Time is money, so use it wisely.

Profit margin 52

Profit margin Legal Price Networking 52

SalesHandy

JULY 12, 2022

If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. It makes use of account-based marketing, which focuses on selling to targeted accounts that align your products/services’ capabilities with the needs of the customers.

Customers 59

Customers Cross-sell Represent Contract 59

Partners in Excellence

AUGUST 23, 2013

We leverage new technologies, so now we can do things at the speed of light—doesn’t mean they’re the right things, but volumes of activities are up. Procurement organizations are being challenged to up their contribution and value to the organizations. Others will follow, as they always do, playing catch up.

Account management 85

Account management Contract Sales Up-sell 85

Hubspot

APRIL 20, 2020

It may take up one minute of the conversation — it might take up 15. But that's where I want to start. I want to hear where my prospects are coming from to see if they want to open up or just get down to business.". I try to use a tone that shows I really care and am curious to hear. Focus on relationship-building.

Relationship building 78

Relationship building Prospecting Contract Quota 78

SaaStr

MARCH 10, 2020

Hiring senior leaders can set companies up to fail and see how sticking with a current, successful model can be the key to hypergrowth. We literally pick up their goods at factories, we put it on to trucks, we take those trucks to docs and airports around the world and we literally move their cargo from point A to point B.

Government 83

Government Up-sell Contract X-functional 83

Sales Hacker

OCTOBER 16, 2019

For several years, I ran account management at a marketing agency — a business model infamous for mismatched expectations and subjective quality of delivery. It takes both of these teams, working together, to design and consistently execute a handoff that sets customers up for long-term success. But I’m getting ahead of myself.

Service 50

Service Process Contract Sales 50

Highspot

JANUARY 6, 2021

You can’t teach someone to sell by cramming for two days non-stop, or by watching videos and clicking on multiple choice questions. To start with, not everyone needs to get the same training anymore. Time and practice are essential. In fact, a general, one-size-fits-all approach to training is destined to fail.

Contract 52

Contract Technology Technology Pitch 52

Lead Fuze

AUGUST 12, 2021

Sales Success Stories is a sales podcasts site that focuses on the people who are still picking up the phone and calling leads —not those who’ve since left the ranks of SDR and BDR. The people interviewed are actively in a sales role and offer up tips to those who are still “pounding the pavement” Best 3 Episodes: .

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

Sales Hacker

JANUARY 5, 2021

Guided selling with Revenue Grid allows you to guide reps step-by-step through every deal, reducing guesswork and increasing consistency, so your teams have the best odds with every opportunity in the pipeline. I’m not really here to sell anything, but I am here to share good ideas in the hopes that you buy them. Remote work?

Cold Call 92

Cold Call Start-ups Finance Up-sell 92

The 5% Institute

APRIL 8, 2020

By having a manager in place to help with the on-boarding process, the higher likelihood the client will be successful using what it is that you sell – which then creates the opportunity for potential referrals too. What Are Some Customer Success Manager Responsibilities? Set Up A Team. Building Relationships.

Cross-sell 52

Cross-sell Customers Referrals Clients 52

Sales Hacker

MARCH 3, 2021

Salespeople create relationships, but it has traditionally been up to the customer success or account management team to nurture them. A sales team is focused on helping first-time users discover the initial value of a product or service, such as the unique selling proposition , then complete the purchase. Team effort.

Process 75

Process Assembly Line UX Drivers/motivators 75

Hubspot

MARCH 6, 2018

So where should you start? We’ve pulled together an introduction to all things “sales process” to help you get started down the road toward defining what your company’s ideal sales process should look like. It’s worth considering the finer points of how your team should carry out their day-to-day selling activities. Right here.

Process 101

Process Objectives and Key Results Sales Negotiate 101

Lead Fuze

DECEMBER 31, 2021

When you’re setting up a sales team, it’s important to consider factors such as: Regions served. Companies that sell a wide variety of products and services have sales teams organized by the type of product or service they offer. Customer & Account Structure. Size of your sales team.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Sales Hacker

JUNE 17, 2019

Thinking Outside the Manager’s Box [08:39]. Persuasion Starts By Establishing Buy-In Early On [11:49]. With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. Persuasion Starts By Establishing Buy-In Early On.

Contract 63

Contract Drivers/motivators Sales Price 63

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. Pump up the deal size (31:15). ? The first was as a Strategic Account Manager where I had a handful of named accounts. What You’ll Learn. Jamal’s first ever big deal (04:11). ?

Consult 61

Consult Contract Closing Up-sell 61

ConversionXL

APRIL 18, 2017

You’re not in the business of selling services, per se. If you have to sell them the idea that they should do CRO and that they should hire you, there’s way more friction. If you don’t know where to start building a name for yourself, guest post for the CXL blog. Don’t sell hours. Most people sell by hours.

Referrals 87

Referrals Clients Price Contract 87