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. Get answers to your burning questions about the best ways to sell, learn, and grow in this ever-changing field. Ask it here.

CRM 98

CRM Pitch Territory Presentation 98

Veloxy

FEBRUARY 22, 2023

Field sales is a critical aspect of many businesses’ sales strategies, with representatives and managers working in the field to meet with customers and close more deals. Zippia reports that there are over 731,605 field sales representatives and 127,122 field sales managers currently employed in the United States.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

SaaStr

MAY 25, 2020

In your pricing. “Help people buy how they want to buy and be as transparent as you can with pricing ” – Ken Edwards, Sales leader, Uberflip. Recap the meeting to ensure alignment. “Flat pricing for paid pilots” — CEO & Co-founder, ToneDen. In your service offerings. “Listen.

Closing 135

Closing Process Contract Price 135

Highspot

JANUARY 19, 2022

But it can just as easily be summed up in a few statistics: Per a survey conducted by the Association of Talent Development (ATD) in 2021, over a quarter (28%) of median sales people didn’t meet their company’s sales goals during the last fiscal year. Challenger Negotiations : How to negotiate using the Challenger Selling model.

Technique 92

Technique Negotiate Pitch Inside sales 92

Lead Fuze

DECEMBER 1, 2021

Integrations are important because they integrate your CRM with the Configure, Price Quote tool. For people, it’s important that they can actually meet their goals and deadlines. Your product needs to be able to meet the customer’s future configuration requirements. Pricing/Packaging.

Sell 52

Sell Account management Contract Price 52

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

Hubspot

JUNE 22, 2018

An RFP allows you to collect offers from various vendors and select the vendor that best meets your criteria, both in regards to skill and budget. It’s crucial you include a detailed schedule, so vendors know if they can meet your deadlines. Outlining your expectations will help eliminate vendors who don’t meet them.

Negotiate 99

Negotiate Lead generation Contact Campaign 99

Sales Hacker

JULY 14, 2023

Stephen Farnsworth , Head of GTM at Stealth Startup : SDR comp – commission should be 90+% based on things the SDR can control…booking a qualified meeting that is accepted into pipeline. I was heavily incentivized to move the share price. I al ways strive to get 1-2 AEs in 7 figures. This isn’t hollow/arm chair advice either.

GTM 52

GTM Commission Quota Growth 52

Lead Fuze

DECEMBER 1, 2021

Integrations are important because they integrate your CRM with the Configure, Price Quote tool. For people, it’s important that they can actually meet their goals and deadlines. Your product needs to be able to meet the customer’s future configuration requirements. Pricing/Packaging.

Product 40

Product Account management Contract Price 40

Hubspot

AUGUST 24, 2023

The AI sales rep provides real-time recommendations for sales strategies, pricing optimization, and upselling opportunities. Example: Imagine you're inquiring about different pricing options for a product. Nailing Complex Problem-Solving and Negotiations When it comes to fancy-schmancy sales scenarios, humans have the upper hand.

Negotiate 57

Negotiate Objectives and Key Results Represent Trust 57

Hubspot

APRIL 2, 2021

Nowadays, media buying is done in one of two ways: Direct buy – Media buyers forge relationships with publishers to negotiate ad inventory, e.g., working with a newspaper to have an ad placed in the upcoming issue. The negotiation still technically happens but it's done at a much quicker rate through open and private marketplaces.

Objectives and Key Results 87

Objectives and Key Results Cross-sell Negotiate Campaign 87

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. Their days should be brimming with calls and meetings. This sort of clarity early on gets everyone on the same page and provides firm ground for negotiation.

Contract 75

Contract Negotiate Strategize Sales 75

Hubspot

APRIL 2, 2018

Great to meet you [prospect]! We’d already agreed on X price. If we can come down to X price, would you sign today?”. Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Great to meet you [prospect]! Negotiations. Haven’t heard back from you.”.

Prospecting 94

Prospecting X-functional Contract Cross-sell 94

Hubspot

NOVEMBER 1, 2017

Your prospects are increasingly less likely to pick up the phone when they have a product or pricing question -- instead, they’ll head to your website and look for a live chat option. Want to quickly confirm a meeting or remind them about something? As HubSpot channel account manager Jill Fratianne says, “SMS all the way.”.

Sales 94

Sales B2C Account management Up-sell 94

Sales Hacker

JANUARY 18, 2019

You have finagled and negotiated pricing with vendors and fought upper management for more budget; however, you and your marketing team have not defined what success actually looks like. For forecasting purposes, I would suggest meetings attended as a relevant indicator of success.

Contact 95

Contact Sales Follow-up Clients 95

Partners in Excellence

OCTOBER 31, 2012

They had met all the customer technical, business, even pricing requirements, but they still lost the order. 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!

Account management 90

Account management Negotiate Meeting Drivers/motivators 90

Hubspot

MARCH 6, 2018

The presentation should be tailored to meet the prospect's unique use case and pain points. The salesperson might bring a engineer or executive to the meeting with them, to demonstrate the level of service the customer will receive and to answer more technical questions. The close is what every salesperson works toward.

Process 101

Process Objectives and Key Results Sales Negotiate 101

Search Engine Land

JUNE 26, 2023

Overcoming resistance to change Leadership support communicates the importance and benefits of SEO tools to the organization, encouraging a positive attitude towards embracing innovation, facilitating change management, and navigating resistance or skepticism. Share the NDA with the vendor and negotiate any necessary changes.

Process 111

Process Negotiate Contract Legal 111

Sales Hacker

OCTOBER 10, 2019

Any change to the business — whether its a simple change to your product’s pricing or packaging, or an acquisition requiring the integration of new CRM data with your existing data — means your system needs to be adapted. This is a non-negotiable requirement for any sales organization that intends to maintain a usable database.

Government 58

Government Process Objectives and Key Results Commission 58

Lead Fuze

AUGUST 12, 2021

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. Episode 48: Stu Heinecke on How to Get a Meeting with Anyone. Episode 31: Mastering Account Management as a Sales Professional.

Drivers/motivators 98

Drivers/motivators Sales Up-sell Inside sales 98

The Lost Book of Sales

JULY 12, 2021

A high-level perspective It is not uncommon for a high-tech company to announce a modest shortfall in its quarterly projections and incur a 30 percent devaluation in stock price on the following day of trading. Pragmatists are reasonably price-sensitive. What's happening? As the kids like to say: What’s up with that?

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

SEPTEMBER 16, 2019

Instead, they meet with prospects outside the office. Because outside sales reps typically deal with larger and more expensive accounts and products than inside sales reps do, they’re often seen as their company’s superstars. Requires demos, meetings, and other high-touch interactions. A one-time purchase. Sales Cycle.

Outside Sales 83

Outside Sales Inside sales Profit margin Sales 83

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. We would meet with the customer every week for several weeks in a row. What You’ll Learn.

Consult 61

Consult Contract Closing Up-sell 61

PandaDoc

APRIL 3, 2023

A sales playbook can improve the performance of sales teams, as it helps you: Define sales processes A sales playbook contains all the information your salespeople need for their day-to-day work, including specific procedures, resources, pricing information, product details, and more. Are they up to date, though?

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

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. He included me in meetings that were well above my pay grade. 2) Always negotiate your hotel room rate. ;)". 6) Richard Rovner , VP Marketing at TheMathWorks.

Healthcare 72

Healthcare Hospitality Finance Consult 72

Sales Hacker

OCTOBER 23, 2018

But this role and unusual path have allowed me to look at negotiations in a completely different way. I often get to be a neutral advisor to many negotiations which allows you to see so much more. RELATED: 5 Psychology Tips From An FBI Hostage Negotiator That Will Make You Sell Better. Write this down now. Where will you go?

Negotiate 104

Negotiate Quota Closing Price 104

Gong.io

SEPTEMBER 13, 2021

Meet Julien. Perhaps a recent meeting has been postponed? Reps are always aware of potential risks, and account managers can even identify churn signals before it’s too late. . How to Lose the Deal with ‘List Price’ . Pricing is a major factor in all sales. Or the buyer’s priorities have shifted?

Pipeline 62

Pipeline Growth Objectives and Key Results CRM 62

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

SaaStr

APRIL 16, 2023

” What we have, we call them account managers, and there’s no outbound. Jason : When I’m from… pick your company, Dow, and I want to buy 1,000 or 2,000 seats of Slack next year, I’m not going to talk to a sales rep, and I’m going to pay a list price? We have account management.”

Start-ups 138

Start-ups Real Estate Product Networking 138

PandaDoc

MAY 8, 2020

Support Options: Email support, knowledgebase, training sessions, account manager. The downside to QuoteWerks comes with the pricing structure. Support Options: Live chat, knowledgebase, online training, account manager. Cost: $75 per month for 3 users, or $490 per month for 10 users. Ease of Use: 4.4/5.

Account management 52

Account management CRM Government Legal 52

PandaDoc

SEPTEMBER 21, 2022

These details are particularly helpful when you’re striving to meet your sales objectives. And, where many other brands might force you to pay a hefty price tag for most of these features, Agile offers approachable pricing for every business. In this article, we’re covering 14 apps and platforms that offer sales pipelines.

CRM 52

CRM Pipeline Sales Territory 52

Heinz Marketing

OCTOBER 22, 2018

Paul: What time should I meet you there. We’re gonna meet out in the parking lot there, a little tailgate, maybe? ” That was the reputation I thought that that product had, but if you want to bring my team lunch, we’ll meet with you for an hour. Tracy: We got 40 yard line tickets for the game on Saturday.

Pipeline 65

Pipeline Campaign Sales Contract 65

Sales Hacker

OCTOBER 7, 2021

See if they would be willing to meet on a monthly basis to start and bring a topic you would like to discuss. Remember this when you are negotiating your pay. You will meet incredible people and not so incredible people and both will teach you valuable life lessons. Not sure where to start? No one does it alone. Own your power.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

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. We don’t have any trouble getting meetings right now.

Cross-sell 54

Cross-sell Territory Growth Up-sell 54

Cience

JULY 9, 2020

In a study of over 5 million calls, Chorus found that it takes 106 dials made to convert a single meeting. So, technically, you have a chance of converting 1 meeting out of 29 connected calls. By doing both, you can lower the price per lead. Resources In-house sales research requires hiring, training, and management allocation.

Cold Call 79

Cold Call Appointment Objectives and Key Results Prospecting 79

SaaStr

AUGUST 27, 2019

Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. But that means as your product is very quickly evolving, you may not be able to capture price increases, new features and functionality that you’re adding. So Michaela? It will pay off.

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

SaaStr

JUNE 16, 2020

Also, there is focus on changing terms to try and close and accelerate deals, reducing time commitment requirements for contracts, pricing minimums to get to a yes more quickly, and then also focusing on cash and cash collections by building more efficiency in that process. It stands for activities, meetings and pipeline.

GTM 64

GTM Healthcare Pipeline Sales 64