Partners in Excellence

JUNE 30, 2022

Primarily, this is targeted to getting renewals when the current contract terminates. Expansion: We’ve got some presence within an account, we want to grow that. Leveraging the power of our incumbency has, traditionally been a fundamental part of our account management strategies. Hunters In Major Accounts?

Growth 68

Growth Cross-sell Strategize Account management 68

Search Engine Land

NOVEMBER 13, 2023

The solutions to client churn Client churn can be tackled from multiple angles, involving refined account management processes and strategic use of data-driven marketing techniques. This contract outlines services provided, performance targets, backup strategies, and contact hours.

Clients 97

Clients Objectives and Key Results Referrals Non-Profits 97

Search Engine Land

DECEMBER 4, 2023

Hollywood writers negotiated new contracts to continue earning a living when genAI could use their ideas to create new plot twists. These early applications demonstrated the immense potential for ChatGPT in PPC account management and campaign optimization. For PPC marketers, ChatGPT also unlocked game-changing potential.

Objectives and Key Results 113

Objectives and Key Results Campaign Launch Strategize 113

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 73

Customers Contract Cross-sell Account management 73

Highspot

JANUARY 7, 2020

Our work helping hundreds of customers enable their revenue teams to execute strategy has reinforced my perspective that to successfully land strategic plays that drive business outcomes, you must first ask the right questions. Answer: Account Management. Answer: Topic SME = Partner Marketing Manager. WHO (Customer).

Account management 85

Account management Finance Strategize Contract 85

Smarter With Gartner

AUGUST 24, 2021

Download now: Strategic Roadmap for Accelerating Sales Growth. Term-based contracts’ costs are fixed and based on access not usage. A new contract results in a new revenue stream, but the resale opportunity occurs at the end of a predetermined time period, not the product’s end of life. What is a subscription business model?

Contract 59

Contract Commission B2B Legal 59

Hubspot

JUNE 6, 2019

National Account Manager. If you’re ready for a new challenge, you might make the eventual jump to national account manager. In this role, you’d serve as the liaison for client relationships, communicating sales and marketing messages and assisting in the management of the account. Sales Operations Manager.

Finance 75

Finance SQL Strategize Account management 75

Partners in Excellence

APRIL 26, 2021

We assume they know how to get approval, how to contract, how to issue an order. Related to the previous point, how does this initiative support the corporate strategic objectives. They don’t know how to work with legal and contracting. We tend to take for granted that our customers know how to buy.

Customers 89

Customers Contract Legal Negotiate 89

Search Engine Land

FEBRUARY 15, 2024

This is often the best way to assess where the site is today so that your vendor can recommend a strategic path for the next steps. While not being locked into a contract can be a nice thing for clients, it’s important to understand there is a time frame in which to achieve results. You might, for example, start with an SEO audit.

Consult 117

Consult Clients Engineering Service 117

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.

Negotiate 52

Negotiate Territory Contract Technique 52

PandaDoc

MAY 30, 2019

Offer strategic discounts. 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. Interact strategically with prospects. Offer strategic discounts. Qualify leads better.

Contract 75

Contract Negotiate Strategize Sales 75

Miller Heiman Group

APRIL 9, 2019

Some examples include a special pricing offer, a customer-defined customization or a revision to contract terms. Even as you strategically make a Focus Investment, you must be cognizant that this incentive is unsustainable. Miller Heiman Group specializes in helping sellers win more deals using the Large Account Management Process.

Territory 92

Territory Account management Price Contract 92

Gong.io

JULY 27, 2022

For customer success teams , then, that means it’s crucial to meet regularly with key stakeholders to assess product usage, review performance, and align on strategic organizational goals. Align with strategic goals. QBRs can also be used to identify growth opportunities within an account. Goals change. Image Source ).

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Heinz Marketing

MARCH 6, 2019

Another key step is to align resources to accounts – this is where account tiering is critical. If I scale my efforts to additional accounts, often I’m expanding from, say, top strategic accounts into broad enterprise or commercial. These accounts don’t justify the same investment.

B2C 74

B2C Drivers/motivators B2B Account management 74

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. We may want to grow the relationship, moving from being an important vendor to a strategic partner. Account planning and account plans are important.

Account management 92

Account management Strategize Contract Contact 92

Partners in Excellence

AUGUST 14, 2014

Or all our contracts, documentation, and so forth is in English–but we want to address a global market. Or we design our account coverage based on what’s most effective for us, not the way the customer wanted to buy? The process of managing these strategic accounts was very complex and resource intensive.

Customers 92

Customers Territory Strategize Inside sales 92

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. Contract Negotiation.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

Sales Hacker

OCTOBER 10, 2019

The tendency in modern B2B SaaS orgs is to record most of the transactional data in the opportunity or account objects. Most are familiar with the concept of a quote and contract to finish a sale, and recording this data in Salesforce objects is vital for reporting metrics. Assign the SDR teams accounts strategically.

Government 58

Government Process Objectives and Key Results Commission 58

SalesHandy

JULY 12, 2022

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. Quantitative data is derived from collecting information through Sales Development Representatives (SDRs), internal stakeholders, and account managers.

Customers 59

Customers Cross-sell Represent Contract 59

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

Search Engine Land

JUNE 26, 2023

Aligning business goals Leadership support ensures strategic alignment of SEO tools with broader business objectives, integrating SEO efforts into the overall business strategy from the start. Contract negotiation : Negotiate terms and conditions, including pricing, payment terms, and warranties.

Process 107

Process Negotiate Contract Legal 107

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 89

Contract Cross-sell Territory Niche 89

SaaStr

JULY 24, 2019

We have a license-based model, and we’ve built into the product that our customers can add additional licenses as needed, as they go, in a way that is co-terminus with their contract. That really helps to reduce purchase friction and allow the CSM to grow the account without working on contracts.

X-functional 54

X-functional Engineering Clients Start-ups 54

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. And what we did was take some of those strategic findings and start to develop a strategy.

Manufacturing 67

Manufacturing Start-ups Contract Clients 67

Sales Hacker

APRIL 6, 2022

Let’s take a closer look at each word: Configure: Configuration of products and services ensures that what you provide is actually available, meets the buyer’s needs and specifications, and can be delivered according to the agreed-upon contract terms. Scaling sales operations. Want to learn more about CPQ?

Cross-sell 93

Cross-sell Contract Price Finance 93

Lead Fuze

AUGUST 12, 2021

Episode 31: Mastering Account Management as a Sales Professional. Episode 28 Converting Free Trials, Soft Contracts, and Why Sales Prospects. He’s also an accomplished university teacher in the art of sales with courses in Sales Management, Pricing, Marketing Economics, Finance, Entrepreneurship, and Strategic Management.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

Sales Hacker

FEBRUARY 14, 2022

To achieve them, Ilett says: “We paired up SDRs and AEs and assigned accounts to them. That meant they could strategically penetrate accounts and that their success was entwined, improving accountability. Transitioning from SMB to enterprise is a big shift from a volume-based model to strategic account penetration.

Legal 82

Legal Cold Call Contract Inside sales 82

SalesLoft

JULY 25, 2022

Think marketing to sales development representative (SDR), SDR to account executive (AE), AE to account manager (AM), or AM to customer success manager (CSM). . The bigger the purchase, the more buyers there are on both sides of the table, and the longer it will take to get a signed contract. .

SQL 98

SQL Strategize Strategic planning Consult 98

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? On a recent episode of the Reveal podcast, we connected with MJ McCarthy, VP of Account Management at Everbridge, for answers to these and other questions that are top of mind for revenue leaders. Selling Skills and Account Management.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

PandaDoc

APRIL 3, 2023

In it, you can also add information about all the proposals , quotes , and contracts your salespeople should use. Think in terms of the strategic value of the contributions each person brings to the table, and also of the uniqueness of their perspective. Here’s a list of the teams and people you could involve.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

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 Manager. Regional Sales Manager. Outside Salesperson.

Territory 89

Territory Commission Outside Sales Account management 89

Sales Hacker

APRIL 21, 2022

This was all in an effort to increase our average contract value (ACV). Dedicated Customer Account Manager. Enterprise sales reps need to have business expertise, process management skills, and strategic planning to be able to close the deal. It’s a more strategic, creative sale. Customized Training.

Legal 85

Legal Cross-sell Contract Price 85

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. Full time offer with Intel on their strategic finance team. Revenue Accountant. Manager-level roles. Revenue Operations Manager. Manager, Revenue Accounting Operations. Data Manager, Revenue Operations.

Finance 100

Finance GTM Cross-sell SQL 100

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 45

Contract Price Commission Conversion 45

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

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

Martech

FEBRUARY 24, 2022

The platform defines rules and milestones with an autodialer to strategically manage calls in line with team availability and caller behavior. For example, a New Lead call goes to the sales team, whereas an Existing Client call may go to their account manager. Data is encrypted with Secure Socket Layer technology (SSL).

E-commerce 97

E-commerce Healthcare Real Estate Original Equipment Manufacturer 97