Sales Hacker

FEBRUARY 5, 2019

Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? A technique we use is to ask the customer what is valuable to them and why. Think in terms of ‘deal dials’: price per user, payment terms, contract length, number of users. Post-Sales Account Management (Commercial).

Product 66

Product Contract Cross-sell Account management 66

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.". For this reason, structured techniques like LAER can be helpful.

Relationship building 94

Relationship building Prospecting Contract Quota 94

Search Engine Land

FEBRUARY 15, 2024

This is so they can experiment with different SEO methodologies and techniques and observe test results to provide more ROI to the client. By hiring the right agency, you can take advantage of those proven techniques. Do they have dedicated account managers so communication stays open? How do they work with new clients?

Consult 116

Consult Clients Engineering Technique 116

Hubspot

MARCH 6, 2018

Once a deal closes, the salesperson will recieve commission on price they negotiated with their client, and the account usually passes to an account manager or customer success representative. Working backward might look something like this: One week of deliberation before a signed contract. One discovery call.

Process 101

Process Objectives and Key Results Sales Negotiate 101

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. We’ll also discuss essential skills needed to be successful in this field such as negotiation abilities and interpersonal communication techniques.

Negotiate 52

Negotiate Territory Technique Contract 52

Hubspot

APRIL 29, 2024

Here are four techniques you can employ to engage in consultative selling in a transactional industry. Availability, access to inventory, payment terms, purchasing method (invoice or credit card), contract length, and legal terms can all help determine the price. Consultative Selling in a Transactional Industry: 4 Strategies 1.

Sell 74

Sell Objectives and Key Results Consult Price 74

Gong.io

JULY 11, 2022

An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. Inside sales tend to have shorter sales cycles than outside sales, but they also represent a lower ACV (Annual Contract Value). Managing referrals from existing customers.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Search Engine Land

JUNE 26, 2024

Make sure they stick to low-risk link building techniques. Good communication and dedicated account management are crucial. High ratings and positive feedback are good indicators of reliability. Understand their tactics. Ask about their link building process. Compare pricing. Don’t just go for the cheapest option.

Service 73

Service Real Estate Strategic partnership Niche 73

Sales Hacker

JANUARY 5, 2021

So essentially, the structures and techniques that we had with one or two sales stayed with a larger 100 sales reps included teams. And it happened to a couple of people that after four or five months, they could really end up in a key account manager position. Because it really is that we are going after enterprise accounts.

Cold Call 113

Cold Call Up-sell Start-ups Finance 113

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. Pro tip: Use the Pomodoro Technique , a time-management method that breaks work into short intervals (usually 25 minutes) followed by a brief break.

Profit margin 52

Profit margin Legal Price Networking 52

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 Sales 52

Heinz Marketing

OCTOBER 22, 2018

We were looking at our renewal contracts at the same time for CRM and marketing automation, so our timing is really good. I would also say that we did a good job of really structuring the contract and did a three year deal, for example, and that help lock in terms and so on, but that’s something that I think is a big blocker.

Pipeline 69

Pipeline Sales Campaign Presentation 69

Cience

JANUARY 6, 2020

Advanced techniques include Predictive Scoring and developing Lookalikes to current best customers. time to market, number of resources, contract lengths). type":"text","options":false},{"title":"How are accounts managed?","type":"text","options":false},{"title":"What Data Enrichment (DE).

Lead generation 89

Lead generation B2B Appointment Networking 89

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. Our guide to sales techniques breaks down the most common sales techniques reps should know and how to master them easily and effectively, including: What are the different approaches to sales?

Technique 82

Technique Negotiate Cross-sell Sales 82

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 145

Start-ups Real Estate Networking Product 145

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 90

Clients Objectives and Key Results Referrals Non-Profits 90

Hubspot

FEBRUARY 11, 2019

Here are some creative techniques for thinking of a product or service. Since you have experience in sales development and account management at early-stage sales companies, you might decide to offer this service to tech startups. Validate your startup idea. Find a co-founder. Get funding to start a business. Other suggestions.

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

ConversionXL

NOVEMBER 13, 2019

Skills and techniques can be taught, but passionate, dedicated people are extremely rare to find.” Aim to build your business with retainer-based contracts (rather than one-off projects), and use freelance/overflow resources instead of hiring during the ‘peaks.'” Not every client relationship will work.

Referrals 110

Referrals Clients Networking Sports 110

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 65

Contract Price Commission Up-sell 65

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 12

Contract Price Commission Up-sell 12

SaaStr

JANUARY 28, 2020

No surprises is probably the simplest technique. 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. It just makes such a difference if they feel appreciated.

Growth 94

Growth Promote Engineering Up-sell 94

ConversionXL

NOVEMBER 13, 2019

Skills and techniques can be taught, but passionate, dedicated people are extremely rare to find.” Aim to build your business with retainer-based contracts (rather than one-off projects), and use freelance/overflow resources instead of hiring during the ‘peaks.'” Not every client relationship will work.

Referrals 49

Referrals Clients Networking Sports 49

Lead Fuze

AUGUST 5, 2021

Highly informative articles giving detailed advice on successful techniques to employ as well as fun co-conspiratorial content to inspire motivation. Your Account-Based Strategy Playbook: How to Build “Sales First” Account-Based Programs. The Gist: . Topics that serve to inspire and empower sales teams. The Gist: .

Negotiate 98

Negotiate Sales Retail B2B 98

The Lost Book of Sales

JULY 12, 2021

By understanding the differences of these groups, marketeers are better able to target all of these consumers with the right marketing techniques. From there the goal is to win the nod and get the contract through purchasing, the PO signed, and the work under way.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52