Salesforce

OCTOBER 22, 2024

A lead’s criteria may not neatly line up with what you consider the product’s main selling point. And even if your champion is not a manager, they could have influence, and be a valuable resource in helping you win the sale. Sign up now Thanks, you’re subscribed!

E-commerce 87

E-commerce Territory Pitch Sales 87

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. You should stand behind your product and sign up for those until you have a real brand in the space. Jason, ed. :

Price 126

Price Contract Referrals Contact 126

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 116

Customers Account management Real Estate Contract 116

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 94

Customers Contract Cross-sell Account management 94

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 108

Account management Contract Sales Up-sell 108

Sales Hacker

JULY 25, 2022

But before we open up the hood, let’s review some sales performance dashboard basics. All of these metrics ladder up to the ultimate goal of bringing in qualified leads. Building an SDR manager dashboard. The driving force behind your SDRs is their manager. Building an account manager dashboard.

Engineering 114

Engineering Objectives and Key Results Cross-sell Pipeline 114

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 130

B2C Clients Contract Account management 130

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 Sales 55

Partners in Excellence

OCTOBER 27, 2013

We talk about all the things we want to accomplish—meet more executives, expand our contacts and visibility in the customer, displace competition, sell them more stuff, become a “valued partner.” ” Every account plan always includes a lot of actions and activities. We prepare and conduct fancy presentations.

Account management 118

Account management Strategize Contract Contact 118

SaaStr

MAY 25, 2020

In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “Sell to the next step not jumping to the close” — Jason Hamilton, Co-Ceo, TestLauncher. “E contract” — Julie Grieve, CEO CritonHQ. “Simplicity.

Closing 136

Closing Process Contract Price 136

Score More Sales

JULY 11, 2013

We both were account managers selling millions of dollars worth of technology to a major aircraft company. Between us, we sold more than $30M a year of items selling for $20 or $100 or $5000 each. Ron would always ask the same questions –.

Sales 123

Sales Contract Inside sales Consult 123

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. 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.

Cross-sell 107

Cross-sell Contract Price Finance 107

Martech

JUNE 17, 2024

How many times when a renewal comes up have you heard, “That SKU is no longer available”? Failure to renew leads some customers to be shown the fine print in the contract they signed. They have to transition to new customer success reps and account managers, eroding the relationship and trust they built with those people.

Trust 125

Trust B2B Non-Profits Government 125

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 101

Commission Quota X-functional Non-Profits 101

SaaStr

SEPTEMBER 8, 2024

Are you selling a product in a well defined category with other direct competitors? As they have scaled and gone up market, they are finding some large companies just want to use the software but move so much volume they can contract directly with the ocean carriers; so they are starting to charge those companies a pure software fee.

Non-Profits 126

Non-Profits Price Contract Start-ups 126

Engage Selling

MAY 3, 2013

The first step in determining which KPIs to measure and how to measure them correctly is to differentiate between a sales pipeline and a sales forecast–two terms that many sales professionals mix up or don’t differentiate. KPI’s for Account Management and client retention / growth. Average client growth year over year.

Contract 99

Contract Quota Pipeline Sales 99

Openview

MAY 29, 2019

But as wonderful as selling into enterprise accounts is, it can pull you in a million different directions with new types of requests and requirements. Consider who in your organization will be point to collect responses and manage that process. I like to use a contracts and compliance manager for this critical responsibility.

Product 97

Product Sell Customers Contract 97

SalesPop

MARCH 20, 2022

They are key to ramping up the foundation. Ultimately the job of the CSM (customer service manager/customer success manager) is to make sure the contract gets renewed and take advantage of any upselling opportunities. Customer success has become a third revenue team in today’s subscription-based economy.

Customers 98

Customers Contract Sales Account management 98

Hubspot

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do Do you have any questions about the contract?". Finally, I picked up the phone and called my prospect’s office. Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Contract questions.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Partners in Excellence

APRIL 26, 2021

We assume they know how to get approval, how to contract, how to issue an order. Too often, our customers get derailed in their buying journey, they want to buy, they need to buy, but they don’t know how to navigate the process and the hurdles put up by their own organizations. We think they know who should be involved and why.

Customers 131

Customers Contract Legal Negotiate 131

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 106

Negotiate Teamwork Referrals Relationship building 106

Hubspot

APRIL 27, 2023

They make initial contact with people whom they think are qualified and ready to use the product they're trying to sell. When an SDR has vetted a prospect, they'll pass the potential lead to Account Executives (AEs). Plus, you can move on from this role to become a sales manager or AE.

Account management 88

Account management Commission Contract Sales 88

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. Jobs in sales: Sales development rep (SDR). VP of Sales.

Territory 101

Territory Commission Outside Sales Account management 101

Salesforce

NOVEMBER 15, 2024

An SDR who has career conversations with their manager is aware of the timelines, skills, and next steps required to advance in their careers. Sign up now Thanks, you’re subscribed! They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. Learn more

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Sales Hacker

AUGUST 18, 2021

On the other is whitespace or the potential for expansion in an account. If a contract provides for 50 seats but the customer only uses 45, that’s 90% seat saturation. Low churn/High whitespace: These accounts could harness Outreach more widely. Our account management team steps in to see how we can help.

Education 122

Education Contract Pipeline Gaming 122

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. National Account Manager. If you’re ready for a new challenge, you might make the eventual jump to national account manager. The result?

Finance 99

Finance SQL Strategize Account management 99

Openview

JANUARY 14, 2019

Software that’s sold with a traditional license and maintenance contract is rapidly taking on dinosaur status. Clearly, the software as a service (SaaS) model is here to stay; most vendors that sell via the long-established model need to contemplate making the switch. Once they wrapped up the sale, they moved on to the next one.

Contract 97

Contract Inside sales Customer Relationship Management Sales 97

Salesforce

MAY 12, 2025

It does this by accounting for three components: Expansion revenue: Revenue gained through upselling or cross-selling to existing customers. Contraction revenue: Revenue lost due to existing customers’ downgrades or reduced usage. Sign up now Thanks, you’re subscribed!

Cross-sell 59

Cross-sell Territory Finance Contract 59

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 104

Quota Closing Legal Contract 104

SaaStr

NOVEMBER 23, 2019

Even if you are coming up a bit short, there’s one thing I do know. Then January 2 will come, and the team will be exhausted, at least the managers will be. They will rest up over the holiday. They throw new reps in the mix, give them a ramp up period, but training usually is weak. Some follow up more quickly.

Quota 103

Quota Sales Contract Closing 103

Sales Hacker

FEBRUARY 5, 2019

Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. However, when moving up-market to companies with 1,000+ employees, the game changes.

Product 65

Product Contract Cross-sell Account management 65

Sales Hacker

FEBRUARY 14, 2022

Jonathon Ilett, David Bentham, and Charlie Beale explain how Cognism went from zero to signing NASDAQ 100 on packages up to 150 seats all within six months. . Reaching these goals meant we’d be comfortable selling into enterprise as long as our product was ready, mainly in terms of integrations. So how did things play out in reality?

Legal 103

Legal Cold Call Contract Inside sales 103

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. They throw new reps in the mix, give them a ramp-up period, but training usually is weak.

Quota 98

Quota Sales Start-ups Contract 98

Hubspot

MAY 27, 2020

Compared to Salesforce, customers rated Zoho as easier to use and set up. In fact, it continually outranks Salesforce in categories including ease of use, quality of support, ease of set up, product direction, and ease of doing business with. Zendesk Sell. Zendesk Sell is simple and uncomplicated. Freshsales. Salesflare.

Process 92

Process CRM Pipeline Price 92

Search Engine Land

JUNE 14, 2023

For instance, if you’re selling high-end clothing, you should think twice before giving an affiliate agency carte blanche to work with a range of coupon sites. Question 2: How long is your minimum contract length? Agencies with short-term contracts will work with coupon and deal sites to produce quick revenue.

Contract 83

Contract Cross-sell Territory Niche 83

Openview

APRIL 3, 2018

I recently caught up with a sales rep for a Fortune 500 company that has rolled out an overly complex comp plan with a complicated series of multipliers and significant number of SPIFFs (Sales Performance Incentives. Direct sales reps get comped on the initial sale and hands the customer off to Account Management on day one.

Commission 81

Commission Account management Quota Sales 81

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. In the early days, most SaaS companies sell to other startups for a number of reasons. But as SaaS startups mature, they usually start moving up-market. We started by selling to other startups, mainly YC companies.

Cross-sell 101

Cross-sell Legal Contract Price 101