Hubspot

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Strategize 81

Strategize Objectives and Key Results Strategic partnership Cross-sell 81

Veloxy

FEBRUARY 22, 2023

Closing deals : Field sales reps negotiate pricing and terms, and ultimately close deals with clients. Account management : After closing deals, reps may manage ongoing customer relationships, ensuring client satisfaction and identifying opportunities for additional sales.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Salesforce

APRIL 18, 2023

Atef Ghori, Territory Account Manager, Hitachi Vantara Dear Atef: Most reps I know are motivated by building relationships and bringing real-life solutions to customers, not crunching numbers or drafting emails. Have a question? Ask it here. Let’s dig into each use case.

CRM 98

CRM Pitch Territory Presentation 98

Sales Hacker

MAY 6, 2021

The mandate of a VP of Sales is to maximize the organization’s revenue bookings, renewals, and retention by maintaining control of the entire deal pipeline, from SQL to proposal to negotiation, to commit, to close. Recruiting and interviewing strategic candidates and attending case-study interviews for individual contributors.

B2C 97

B2C Pipeline SQL Strategize 97

Hubspot

APRIL 27, 2023

While it is important for account executives to have great communication skills — verbal and written — they also need to know how to negotiate new contracts and renew existing contracts. The average annual salary for an Account Executive is $59,630 , and it can get as high as $110,000.

Account management 76

Account management Commission Contract Sales 76

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

Lead Fuze

AUGUST 12, 2021

Episode 122: A Consultative Approach to Sales with Driver Studios’ Derek Sentner. Best 3 Episodes: Episode 34: How Ultra-High Performers Use Time Management – with Jeb Blount. Episode 50: Negotiating as if Your Life Depended on It: How to Apply FBI Tactics in Sales – with Chris Voss. Best 3 Episodes: . Best 3 Episodes: .

Drivers/motivators 98

Drivers/motivators Sales Up-sell Inside sales 98

Hubspot

NOVEMBER 7, 2023

A successful negotiation is like a tango. And nothing ruins a productive negotiation like one of the participants using one of the 14 phrases listed below. 14 Phrases That'll Instantly Sabotage Your Negotiation 1. The focus must always be on the buyer — yes, even during the negotiation. I’ll be honest.” Buyer: “Yes.”

Negotiate 73

Negotiate Contract Price Quota 73

Anthony Cole Training

JANUARY 31, 2012

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. managing sales (4). managing sales teams (18). motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). Negotiating (2).

Objectives and Key Results 168

Objectives and Key Results Drivers/motivators Sales Up-sell 168

Hubspot

MARCH 6, 2018

It varies widely from company to company, and may include things like delivering a quote or proposal, negotiation, achieving the buy-in of decision makers, and other actions. Once you understand your sales process, you can dig deeper to understand the subtle motivations and pain points that drove each deal to close. One discovery call.

Process 101

Process Objectives and Key Results Sales Negotiate 101

SaaStr

MAY 25, 2020

The amount of time companies waste negotiating and forcing people to buy unneeded licenses to “get the best price” is without question the least favored part of the buying process for the customer. ” — Claire Gunter, Sr Partner Account Manager, Algolia. ” — Alex Boyd, CEO, RevenueZen.

Closing 134

Closing Process Contract Price 134

Miller Heiman Group

FEBRUARY 21, 2019

Instead, implement a formal, data-driven method that appropriately factors in what motivates an individual and what specific, observable skills they possess. Sales leaders know what attributes they need in each member of their sales team. But intuition alone is not a reliable way to evaluate sellers.

Quota 62

Quota Technique Finance Negotiate 62

Hubspot

APRIL 27, 2018

Chris Moore, channel account manager, HubSpot Cambridge. She says, “Buzzwords can be detrimental, but when it comes to a resume, recruiters and hiring managers like to see them!". Freedman says, "Words like 'quota,' 'attainment,' 'closing,' 'negotiation,' and 'cold-calling' catch the hiring team's eye.".

Quota 73

Quota Cold Call Sales Territory 73

Partners in Excellence

OCTOBER 31, 2012

The account manager was equally frustrated in his response, but he captured the central issue very nicely, “But you don’t understand what we took them through before we finally gave them the solution they wanted! The solution is being developed, commitments are being negotiated.

Account management 90

Account management Negotiate Meeting Drivers/motivators 90

Sales Hacker

DECEMBER 18, 2019

I wanted it to be the driver of sales technology adoption across the world. negotiating my own comp vs building my team. 1: AE’s, Account Managers, and Customer Success Reps will finally get some love. Account executives, Account Managers, and Customer Success Reps have largely been forgotten about.

Sales 59

Sales Consult Technology Technology 59

PandaDoc

MAY 30, 2019

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. Instead, focus on whether reps are coachable, composed, persistent, and self-motivated. That way you reduce the time wasted on negotiations. Create urgency.

Contract 75

Contract Negotiate Strategize Sales 75

Sales Hacker

MARCH 3, 2020

So I had started by managing a book as an account manager and I found the job to be pretty reactive. Stephanie Blair: Well, my friends would say that I negotiate everything and that I was born a salesperson. Not everybody’s going to want to be motivated or managed the same way.

Growth 113

Growth Up-sell Consult Start-ups 113

Engage Selling

AUGUST 13, 2016

When it comes to accelerating sales and motivating people to deliver peak performance, nobody gets better on their own. Success—the measurable and lasting kind—only happens when you make deliberate choices about structuring your teams, communicating expectations and holding them accountable … Read More »

Drivers/motivators 48

Drivers/motivators Objection handling Sales Presentation 48

Sales Hacker

SEPTEMBER 5, 2018

And that is why training has become not only a competitive advantage but the primary driver of corporate excellence. For sales reps, Advantage provides learning experiences for every role — on diverse topics such as sales negotiation, customer empathy, task prioritization, emotional intelligence , and B2B sales acceleration.

Negotiate 84

Negotiate Consult B2B Clients 84

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

Hubspot

JANUARY 14, 2015

"We learned accounting and corporate finance, how to assess credit risk in a variety of different industries, cash collections, collateralization, currency risk, etc. 2) Always negotiate your hotel room rate. ;)". What motivated them? In the end, everything we do as marketers shows up in the numbers.". Follow @schneidermike.

Healthcare 72

Healthcare Hospitality Finance Consult 72

Sales Hacker

APRIL 16, 2018

Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. It begins with a phone call or an email and you move into that first meeting, the sales deck , the demo, the discovery call, objection handling, negotiation, closing, etc.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

InsightSquared

MAY 22, 2019

For most of you, this will be a bit excessive, but at a minimum, you will need a Solution Architect/expert, an Account manager and an executive sponsor involved in your deal pursuit. In one of my deals, I had 17 people dedicated to winning the RFP for 6 months! Have you considered the supporting cast needed to pursue enterprise?

Engineering 94

Engineering Territory Transportation Sales 94

Gong.io

SEPTEMBER 13, 2021

Gong’s easy-to-use interface motivates reps to be proactive and strategize to course-correct when necessary, keeping deals moving, and closing more quickly. Reps are always aware of potential risks, and account managers can even identify churn signals before it’s too late. . With Gong, there are no fumbles at the finish line.

Pipeline 62

Pipeline Growth Objectives and Key Results CRM 62

Sales Hacker

DECEMBER 20, 2018

Get technical help and a dose of motivation from two of the leading B2B sales trainers, leadership coaches and business strategists on the market. Topics covered include everything in the sales cycle from cold calling to negotiating and closing. Get valuable insight on demand generation, account management and the sales process.

Cold Call 111

Cold Call Sales B2B Up-sell 111

Sales Hacker

OCTOBER 7, 2021

As a self-motivated go-getter I enjoy problem solving, and thinking outside the proverbial box to generate creative solutions. Remember this when you are negotiating your pay. Motivated by building a powerful revenue culture where teams win together and leverage their unique personal traits to love what they do each and every day.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

AUGUST 27, 2019

This will include diving into the pros and cons of the various comp design models, including MBOs, detailed incentive structures and flat commission rate payouts, as well as the nuance between using comp design as a motivational factor but not as a substitute for good management. So let’s have our panelists flip their cards now.

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

ConversionXL

AUGUST 2, 2017

What are the major growth drivers of your business? Partners can be a source of valuable product feedback – connect them with product managers and engineers for feedback from the front lines. Tai Rattigan from Amplitude: Tai Rattigan: “You almost become their sales manager. Sales Support and Account Management.

Strategic partnership 84

Strategic partnership Objectives and Key Results Strategize Cross-sell 84

ConversionXL

AUGUST 2, 2017

What are the major growth drivers of your business? Partners can be a source of valuable product feedback – connect them with product managers and engineers for feedback from the front lines. Tai Rattigan from Amplitude: Tai Rattigan: “You almost become their sales manager. Sales Support and Account Management.

Strategic partnership 77

Strategic partnership Objectives and Key Results Strategize Cross-sell 77

Sales Hacker

JANUARY 13, 2020

We have relationships with over 50 different search partners, negotiate more effectively for their jobs, understand market compensation and information and transparency market by market (by function), and giving all of our members the tools and information they need to succeed. .”

Cross-sell 54

Cross-sell Territory Growth Up-sell 54

Sales Hacker

NOVEMBER 10, 2020

” They all tried to negotiate that and said, “My on target earnings is $180,000 where I am at work.” Was the key driver, was there something that you figured out about customer centricity or building product? So when I was coming back and forth, I was just managing the account management team.

Growth 76

Growth Finance Start-ups Drivers/motivators 76

Sales Hacker

OCTOBER 21, 2019

I wish I was taught to negotiate my salary. I have had a 15-year career where sales was always a key component, whether as a seller, an account manager, or as a leader of sales and post-sales revenue teams. Becoming the COO at Managed by Q after the WeWork acquisition. What do you consider your greatest achievement?

Sales 90

Sales Up-sell Start-ups Cross-sell 90

Cience

JULY 9, 2020

Because a lot of cold callers lack knowledge, motivation, and persistence. Management – Time allocation; – Sales leadership tactics; – Goals, KPIs, quotas; – Result analysis. Supporting reps – Motivating; – Rejection coping strategies; – Call reluctance tackling; – Retraining and improving skills. They rarely make pauses.

Cold Call 79

Cold Call Appointment Objectives and Key Results Prospecting 79

SaaStr

MAY 10, 2019

Harry Stebbings: Can I ask, I had Ben Braverman and the CRO of Flexport on the show the other day and he said it’s wonderful to have SDRs and account managers and sales reps but it doesn’t create the best personalized buying experience when you’re continuously handed off to the separate specialized function.

X-functional 52

X-functional SQL Pipeline GTM 52

The Lost Book of Sales

JULY 12, 2021

This is potentially a lose-lose situation threatening both the quality of the vendor’s work and the fabric of the relationship, and it requires careful account management including frequent contact at the executive level. All this implies a mature and sophisticated representative working on your behalf. And yes, with Sales 2.0

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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. Motivational, inspirational personal insights. Motivational Business tips.

Negotiate 98

Negotiate Sales Retail B2B 98

SaaStr

MARCH 15, 2019

But really, what we’re seeing happening now is that more collaboration and teamwork, up front, in a process for customer acquisition or account management just drives better results. Well, you want want happy, productive, motivated employees. So step one is just a line of invisibility to those KPIs.

Sales 40

Sales Up-sell Meeting Engineering 40