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 100

Sell Cross-sell Finance B2C 100

SaaStr

MAY 25, 2020

I recently put out a call on Twitter and LinkedIn on folks’ top tip to take friction out of their sales processes. 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.

Closing 132

Closing Process Contract Price 132

Hubspot

MARCH 6, 2018

What is a sales process? Sales process” most often refers to a repeatable set of steps your sales team takes with a prospect to move them from early stage to a closed customer. A good sales process helps your reps consistently close deals by giving them a framework to follow. What are the steps of a sales process?

Process 101

Process Objectives and Key Results Sales Negotiate 101

Martech

JUNE 9, 2022

What does the onboarding process entail and how long will it take? Will we have a dedicated account manager and technical support? What reporting do you provide that will document the ROI from our efforts? What are the training options, i.e., is it online only…or will you send people to our location to train us on site?

Negotiate 93

Negotiate Contract Account management Launch 93

Gong.io

JULY 11, 2022

In this article, you’ll learn everything you need to know about inside sales, from team structures and salaries right through to inside sales processes and models. This eliminates what can often be a slower process with outside sales. Managing referrals from existing customers. Negotiating and closing contracts.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

APACSMA

DECEMBER 14, 2023

In negotiations, a resourceful mindset involves trying different approaches or seeking guidance from experienced colleagues. Account Management Professional Certified Account Management Professional Be able to build relationships with key stakeholders, manage customer expectations, and upsell and cross-sell products and services.

Cross-sell 52

Cross-sell Inside sales Account management Strategize 52

Sales Hacker

OCTOBER 23, 2018

What if you could keep your emotions in check and avoid getting too deep into a process and wasting your time or striking a bad deal? 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.

Negotiate 103

Negotiate Quota Closing Price 103

Sales Hacker

OCTOBER 10, 2019

Which is why I’m going to outline some key concepts that should be considered and some pitfalls to avoid when designing the CRM process for a lead-to-cash cycle. Sales process stages. This is a non-negotiable requirement for any sales organization that intends to maintain a usable database. Why bother? Transactional Objects.

Government 58

Government Process Objectives and Key Results Commission 58

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 Contract Technique 52

Sales Hacker

JULY 25, 2022

With these metrics at the forefront, managers can quickly see how their reps are performing. They know exactly who needs coaching on what, and they can begin developing repeatable processes based on which behaviors drive sales. Building an account manager dashboard. Metrics to measure in an account manager dashboard.

Engineering 100

Engineering Objectives and Key Results Cross-sell Pipeline 100

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. Guide effective discovery Establishing trust with a prospect during discovery will always be a deeply human process.

CRM 98

CRM Pitch Territory Presentation 98

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

Search Engine Land

NOVEMBER 13, 2023

Reason 1: Poor communication Effective agency-client communication is non-negotiable. 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. Achieving this is a multi-step process.

Clients 99

Clients Objectives and Key Results Referrals Non-Profits 99

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

PandaDoc

APRIL 3, 2023

It serves as an actionable guide that maps out your entire sales process and enables everyone from your sales team to make the most of each sales opportunity — and, ultimately, sell more. This way, you and the team have a bird’s-eye view of your existing sales processes and can zoom into the specifics whenever necessary.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Sales Hacker

APRIL 10, 2019

Better still, imagine getting your prospects to tell you both who their key players are and all the gory details of their organization’s buying process –– and having it verified by the buyer before you even submit a proposal. How to use a mutual action plan to improve your sales process. Think it’s a dream? Think again.

Process 82

Process Contract Sales Up-sell 82

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. Our industry is among those impacted as generative AI has streamlined the process of producing various content, from blog posts and social media updates to landing pages, keywords, and ad copy.

Objectives and Key Results 114

Objectives and Key Results Campaign Launch Strategize 114

Highspot

JANUARY 19, 2022

Sales training is the process of developing and fine-tuning the skills of sales professionals and managers by increasing their understanding of their buyers, modernizing their approach to the sales process, and equipping them with strategies, techniques, and technology that top performers use to achieve sales success.

Technique 92

Technique Negotiate Pitch Inside sales 92

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. What does a field sales manager do?

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Sales Hacker

SEPTEMBER 5, 2018

Data abound and offer solid proof: The vast majority (80%) of high-performing sales teams consider their training process as very good or outstanding. Good thing Altify mastered the process, offering a proprietary and proven approach for full sales team transformation. Problem Solving Negotiations. Programs include.

Negotiate 83

Negotiate Consult B2B Clients 83

Hubspot

APRIL 2, 2021

It doesn't get much buzz in the marketing industry, but this process is responsible for the targeted ads we see today. Let's dive into this process of which so many of us are on the receiving end. Programmatic buy – The buying process is done using automated technology. That's where media buying comes in.

Objectives and Key Results 87

Objectives and Key Results Cross-sell Negotiate Campaign 87

Lead Fuze

DECEMBER 1, 2021

Need Help Automating Your Sales Prospecting Process? Some members of the board might have seen it happen before, but others may not know what will be involved in this process. You need to start the process over again and find out if they have the problems that your company solves. Managing accounts after the sale is made.

Sell 52

Sell Account management Contract Price 52

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

AUGUST 24, 2023

Artificial intelligence (AI) sales agents enable representatives to achieve more significant outcomes, boost productivity, and provide exceptional customer experiences by automating manual processes, customizing prospect outreach, helping successful lead scoring, and offering enhanced sales forecasting and analytics.

Negotiate 57

Negotiate Objectives and Key Results Represent Trust 57

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. Driving the organization’s revenue operations processes and technology to sustain long-term growth and retention.

B2C 95

B2C Pipeline SQL Strategize 95

Hubspot

APRIL 27, 2020

But it hasn't been able to address the day-to-day tasks a plumber or electrician performs.Still, there's no denying that there's a quantitative nature to sales — negotiation, vendor management, and budget constraints all require people to know the numbers and make decisions based upon them.".

Negotiate 66

Negotiate Legal Sales Account management 66

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. Time Management.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

Partners in Excellence

APRIL 26, 2021

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 know this has little to do with selecting a vendor, but aligning the buying team and navigating the buying process.

Customers 94

Customers Contract Legal Negotiate 94

Engage Selling

DECEMBER 30, 2017

So far in this series, we’ve looked at how you can apply the hard-earned wisdom of top sales professionals who thrive in crowded, commodity-driven markets and apply it to any organization—even yours. One method is to focus on rethinking the … Read More »

Process 78

Process Objection handling Sales Presentation 78

Lead Fuze

DECEMBER 1, 2021

Need Help Automating Your Sales Prospecting Process? Some members of the board might have seen it happen before, but others may not know what will be involved in this process. You need to start the process over again and find out if they have the problems that your company solves. Managing accounts after the sale is made.

Product 40

Product Account management Contract Price 40

Sales Hacker

JULY 14, 2023

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. I was heavily incentivized to move the share price. This isn’t hollow/arm chair advice either.

GTM 52

GTM Commission Quota Growth 52

Partners in Excellence

JULY 25, 2019

Whether it’s whatever version of prospecting/demand gen, working our qualified pipelines, negotiating, closing, hunting, farming, or whatever. Related Posts: What's The Most Pressing Part Of The Sales Process Today? The reality is, we have to do the whole job, all the time! Imagine if all you did was prospect.

Pipeline 85

Pipeline Negotiate Quota Gaming 85

SalesforLife

APRIL 25, 2019

If you were to ask the average sales leader and professional why they use LinkedIn Sales Navigator , most would say they like the advanced functions, account management, and being able to socially surround their customers. These people are thinking, why do I need you?

Inside sales 86

Inside sales Territory Legal Negotiate 86

Lead Fuze

AUGUST 5, 2021

A long time ago at a B2B company far, far away there was a sales team with an unorganized sales and marketing process and a broken strategy. Understanding the buyers process. a leading sales and sales management training company serving clients from diverse sectors. Sales Wars Blog. The Gist: . A Post Worth Your Time .

Negotiate 98

Negotiate Sales Retail B2B 98

Lead Fuze

SEPTEMBER 30, 2021

Managed both the supply team and sales representative to find a more flowing rhythm for the supply chain. Contacted a list of high profile clients via email and phone to schedule sales negotiation. Marketing manager. Account manager. Thriving to find opportunity in every situation with negotiation skills. .

Lead generation 52

Lead generation B2C Cold Call Territory 52

Partners in Excellence

FEBRUARY 28, 2022

Just a short list: We could create a very simplified process for customer procurement, reducing the complexity and cost of acquiring the product. Classically, customer procurement processes looked at, negotiated, and ordered products individually. One of the things was that they sold a very wide line of commoditized products.

Price 85

Price Negotiate Up-sell Start-ups 85

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.”

Negotiate 73

Negotiate Contract Price Quota 73