Salesforce

APRIL 17, 2025

Economic uncertainties like shifting trade policy, supply chain disruptions, and workforce retention are reshaping consumer behavior, with 85% of shoppers now trading down for lower-priced goods. It can coach them on the right value proposition, pricing, and promotions for the new items, so every rep is a pro seller. Back to top.)

Objectives and Key Results 82

Objectives and Key Results Negotiate Retail Promote 82

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 122

Negotiate Quota Closing Price 122

Partners in Excellence

MARCH 26, 2024

Eventually, I was invited into customer meetings to answer questions, and occasionally, I presented the pricing models and assisted in negotiating pricing and deal structures. I thoroughly enjoyed my time as a strategic account manager, but the upside was limited, and I was looking for new challenges.

Sell 137

Sell Cross-sell Finance B2C 137

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 101

Process Negotiate Contract Legal 101

Hubspot

JUNE 16, 2025

Pitching clients, negotiating partnerships, growing a network. Business development managers (BDMs), account executives, and anyone who can self-generate leads and close deals.” Even account managers — once focused on relationship-building — are now expected to drive revenue. You can’t escape it. Same story.

Objectives and Key Results 49

Objectives and Key Results Pitch Sales Follow-up 49

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. “Flat pricing for paid pilots” — CEO & Co-founder, ToneDen. ” — Claire Gunter, Sr Partner Account Manager, Algolia.

Closing 136

Closing Process Contract Price 136

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 108

Account management Negotiate Drivers/motivators Meeting 108

Anthony Cole Training

JANUARY 31, 2012

managing sales (4). managing sales teams (18). Negotiating (2). performance management (3). practice management (9). 4) Be accountable for your activity. Introducing the ACTG Learning Center which offers a full curriculum of sales courses at a price you can afford and 24/7 access for your convenience.

Objectives and Key Results 163

Objectives and Key Results Drivers/motivators Sales Up-sell 163

Hubspot

JUNE 22, 2018

If you’re flexible on your time, you can write something like, “Our company hopes to finish the project within six months, but we’re open to negotiation for the right candidate.”. General account management. Start of Negotiation: August 5, 2018. Elements of Proposal. Possible Roadblocks. Paid media strategy.

Negotiate 101

Negotiate Lead generation Contact Campaign 101

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. As HubSpot channel account manager Jill Fratianne says, “SMS all the way.”. 7) Account-based selling. 4) Sales automation. Not so fast.

Sales 101

Sales B2C Account management Up-sell 101

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 101

Objectives and Key Results Cross-sell Negotiate Campaign 101

Engage Selling

NOVEMBER 5, 2016

“What do I do when my customer says our price is too high and that they can get what I’m selling for less elsewhere?” ” I’ve been running sales workshops for over fifteen years and without fail, this question comes up … Read More »

Price 48

Price Up-sell Sell Objection handling 48

Hubspot

APRIL 2, 2018

We’d already agreed on X price. If we can come down to X price, would you sign today?”. It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over. Negotiations. We’d already agreed on X price.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

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. The real test of your marketing creativity is if you can evoke that reaction while still being price-sensitive.

Contact 103

Contact Sales Follow-up Clients 103

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

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. Reduced pricing for GPT OpenAI also reduced pricing across the board.

Objectives and Key Results 106

Objectives and Key Results Campaign Launch Strategize 106

Highspot

JANUARY 19, 2022

But regardless of their focus, programs designed for junior- and senior-level salespeople will target the same things: the sales cycle and buyers’ journey, engagement strategies, negotiation, and tips and tricks for closing deals. Challenger Negotiations : How to negotiate using the Challenger Selling model.

Technique 92

Technique Negotiate Pitch Inside sales 92

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 88

Account management Commission Contract Sales 88

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. The close is what every salesperson works toward. It should result in a mutually beneficial contractual agreement between the prospect and the seller.

Process 101

Process Objectives and Key Results Sales Negotiate 101

Partners in Excellence

FEBRUARY 28, 2022

His people felt they had only one tool in their arsenal, price. As bad as this is, as with many commoditized products, due to supply chain issues, prices his company was paying for products/materials was changing on almost a daily basis. A good example is oil. As these conversations usually start, he was tempted to jump to the product.

Price 90

Price Negotiate Up-sell Start-ups 90

Hubspot

JUNE 28, 2016

In Lady Windermere's Fan , one of Oscar Wilde's characters describes the cynic as someone "who knows the price of everything and the value of nothing.". While price can be used to boost perceived value, increasing perceived value first can be used to validate higher pricing, expand relationships, or move to (higher) retainer agreements.

Clients 53

Clients Negotiate Price Account management 53

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

Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. Managing referrals from existing customers. Negotiating and closing contracts. AEs (Account Executives).

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Gong.io

SEPTEMBER 13, 2021

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. And just like in ancient times, saying the words “list price” signals that your price is wobbly and movable.

Pipeline 62

Pipeline Growth Objectives and Key Results Price 62

Lead Fuze

DECEMBER 1, 2021

Integrations are important because they integrate your CRM with the Configure, Price Quote tool. Pricing/Packaging. I’m good at negotiating deals for clients with plenty of cash available. Product marketing and sales need to work together when it comes to pricing. Managing accounts after the sale is made.

Sell 52

Sell Account management Contract Price 52

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

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 69

Negotiate Objectives and Key Results Represent Trust 69

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 69

Government Process Objectives and Key Results Commission 69

Lead Fuze

DECEMBER 1, 2021

Integrations are important because they integrate your CRM with the Configure, Price Quote tool. Pricing/Packaging. I’m good at negotiating deals for clients with plenty of cash available. Product marketing and sales need to work together when it comes to pricing. Managing accounts after the sale is made.

Product 40

Product Account management Contract Price 40

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

Cience

JANUARY 6, 2020

Fist Negotiations. First Negotiations. Too good to be true” pricing is a sign it’s based on a bad list. Lead generation company gives the price before understanding who you are. type":"text","options":false},{"title":"How are accounts managed?","type":"text","options":false},{"title":"What Stop Signals!

Lead generation 89

Lead generation B2B Appointment Networking 89

Sales Hacker

JULY 14, 2023

I was heavily incentivized to move the share price. Might be hard to negotiate but I think it’s a great structure for both sides Justin Holmes , CRO at Sterling Capital Brokers: One structure I have seen before is: 50% on new (or net new) MRR and 50% on LTV/CAC or payback for the year. This isn’t hollow/arm chair advice either.

GTM 52

GTM Commission Quota Growth 52

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 31: Mastering Account Management as a Sales Professional. Episode 037: Pricing Concerns Changes Over Time.

Sales 98

Sales Drivers/motivators Up-sell Inside sales 98

Sales Hacker

SEPTEMBER 16, 2019

Because the price and commitment are lower, the convenience of the purchase is going to be one of the most important aspects to your customer. Account management. Account sales. How would you describe your negotiation style? Products that solve a simple, immediate, problem. A one-time purchase. Compensation.

Outside Sales 95

Outside Sales Inside sales Profit margin Sales 95

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. This video training was originally presented at the 2019 Sales Hacker Success Summit.

Consult 69

Consult Contract Closing Up-sell 69

Heinz Marketing

OCTOBER 22, 2018

He really led the negotiation with me as the executive sponsor, and, of course, one of things you have to think about when you’re doing this kind of migration is CRM vendors and Marketing Automation Vendors have gotten very smart on how to extract more money from all of us. Matt: Yep.

Pipeline 68

Pipeline Sales Campaign Presentation 68

PandaDoc

SEPTEMBER 21, 2022

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. Contact and account management Territory and quota management Lead management Mobile user support Forecasting. Negotiation. Key features. Copper CRM.

CRM 52

CRM Pipeline Sales Territory 52