Hubspot

APRIL 27, 2023

And the opportunity to play an active role in the global adoption of technology without having to write a line of code. 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. Professional growth.

Account management 76

Account management Commission Contract Sales 76

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. Here are the top reasons agency-client relationships fail.

Clients 99

Clients Objectives and Key Results Referrals Non-Profits 99

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

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

Sales Hacker

MAY 6, 2021

We’re in the middle of a transformational time in the world of technology across all sectors. 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.

B2C 95

B2C Pipeline SQL Strategize 95

Hubspot

AUGUST 24, 2023

Developed by a technology company specializing in AI solutions, Gyaan aims to empower sales professionals with real-time insights, competitive analysis, and data-driven recommendations. As technology advances, it's becoming harder to differentiate between human sales reps and their AI counterparts. Here's why.

Negotiate 57

Negotiate Objectives and Key Results Represent Trust 57

Sales Hacker

OCTOBER 22, 2017

Technology Will Never Replace Sales Talent. Many companies are revving up their branding and marketing strategies and by adopting technology enablers such as CRMs, sales automations, and data analytics. While technology delivers a positive impact, talent remains the primary and most valuable asset of any sales organization.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

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

Sales Hacker

SEPTEMBER 5, 2018

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. The training firm provides holistic solutions that blend technology and experiential learning. Problem Solving Negotiations.

Negotiate 83

Negotiate Consult B2B Clients 83

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. Basile Senesi , CRO at Arc Technologies: Agree with Justin. Have cash and equity for each.

GTM 52

GTM Commission Quota Growth 52

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

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. Programmatic buy – The buying process is done using automated technology. Media Buying vs. Media Planning.

Objectives and Key Results 87

Objectives and Key Results Cross-sell Negotiate Campaign 87

Miller Heiman Group

NOVEMBER 5, 2018

Investing in the latest technology? As a result, we are seeing many more STEM majors (Science, Technology, Engineering and Math) find their way into sales careers. This includes: Sales skills (surfacing explicit and implicit needs, social selling, negotiating, resolving concerns). Should they be developing talent?

CRM 64

CRM Negotiate Engineering Sales 64

Lead Fuze

AUGUST 5, 2021

Blogger Blurb: Steli helps startups by teaching them how to hustle with the latest sales methodologies, technologies and tactics. Sales Technology Blog (Smart Selling Tools). Sales Execution 101: Creating Account Visibility. Nancy Nardin is a recognized thought leader on sales technologies and building a sales stack.

Negotiate 98

Negotiate Sales Retail B2B 98

Lead Fuze

DECEMBER 1, 2021

Companies with less than 500 employees can’t afford data scientists to help steer the company, so technology is their only resource. I’m good at negotiating deals for clients with plenty of cash available. Managing accounts after the sale is made. Technical account management.

Sell 52

Sell Account management Contract Price 52

Partners in Excellence

NOVEMBER 27, 2018

Also, these are the easiest applications of AI/ML technologies. The more “predictable” the process is, the more it can/will be managed by technology, bots, and automated agents. Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s.

Sell 92

Sell Objection handling Assembly Line Territory 92

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. Somehow, while we know we have to do the whole job, we keep looking for the one thing, a new technology that, like magic, enables us to make quota. Imagine if all you did was prospect.

Pipeline 85

Pipeline Negotiate Quota Gaming 85

Lead Fuze

DECEMBER 1, 2021

Companies with less than 500 employees can†t afford data scientists to help steer the company, so technology is their only resource. I’m good at negotiating deals for clients with plenty of cash available. Managing accounts after the sale is made. Technical account management.

Product 40

Product Account management Contract Price 40

Gong.io

SEPTEMBER 13, 2021

Senior SVP of Sales at CloudMarkr, a mid-market European technology company. Reps are always aware of potential risks, and account managers can even identify churn signals before it’s too late. . They telegraph that you have a fat margin with more than enough room to negotiate, and lengthen the sales cycle. Meet Julien.

Pipeline 62

Pipeline Growth Objectives and Key Results CRM 62

Sales Hacker

APRIL 11, 2019

When interviewing extrinsics, they may ask about compensation early and negotiate heavily to ensure the compensation matches their expensive lifestyle. technology, travel, marketing, enablement, award money, etc.) If you do end up with a successful altruistic sales rep, they’re probably in account management and not a true sales role.

Extrinsic 86

Extrinsic Drivers/motivators Intrinsic Commission 86

Hubspot

FEBRUARY 27, 2016

Support retainers, appropriate technology recommendations that have a referral kickback, and one-day workshops are all value-added services you could offer existing clients. 6) Don't view account management and project management as the same role. 12) Negotiate constantly, but wisely. 7) Always be selling.

Negotiate 52

Negotiate Contract Pipeline Clients 52

Sales Hacker

DECEMBER 18, 2019

When I started Sales Hacker, sales technology was in its infant stages. I wanted it to be the driver of sales technology adoption across the world. negotiating my own comp vs building my team. We’re truly entering a new era in sales technology. 3 Bonus Predictions for Sales Technology. But I knew it was necessary.

Sales 58

Sales Consult Technology Technology 58

SaaStr

MAY 25, 2020

In my experience prospects will pay a higher price upfront if all is included – save upsells for unreleased product” — Michael Menke, Built Technology. ” — Claire Gunter, Sr Partner Account Manager, Algolia. Focus on what got accomplished, what’s next and issues that need resolution.”

Closing 132

Closing Process Contract Price 132

PandaDoc

MAY 30, 2019

In today’s highly competitive business environment, it’s the fastest-growing technology companies that end up dominating the market. 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. Create urgency.

Contract 75

Contract Negotiate Strategize Sales 75

Sales Hacker

DECEMBER 20, 2018

Producer/Host: Technology Advice/Chris Klinefelter. Technology Advice builds strong relationships between buyers and sellers of technology. 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

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. Being more intelligent, and removing the guesswork out of attendee attitudes is now within our power with attendance tracking technologies.

Contact 94

Contact Sales Follow-up Clients 94

Sales Hacker

JULY 24, 2018

This week on the Sales Hacker podcast, we feature longtime CRO, Dave Govan to chat about complex negotiations and sales cycles in enterprise sales. Complex negotiations and sales cycles [33:44]. It was in my second year I was actually Global Account Manager of the year. Most founders ignore market cap [13:38].

Negotiate 41

Negotiate Strategize Sales Pipeline 41

SaaStr

APRIL 16, 2023

Our relationship to technology has changed a lot in the last little while in a way that I don’t think we’ve really noticed yet, like the frog in the pot of water. ” What we have, we call them account managers, and there’s no outbound. Stewart : You’ll talk to one of these account managers.

Start-ups 135

Start-ups Real Estate Product Networking 135

ConversionXL

AUGUST 2, 2017

Now Optimizely has a rich partner ecosystem consisting of 150+ solution partners and 60+ technology partners. However, to reach this level of success you need a sound partner strategy that takes into account the latest changes in the technology landscape and people’s mindsets, and leverages them. Technological factors.

Strategic partnership 84

Strategic partnership Objectives and Key Results Strategize Cross-sell 84

PandaDoc

SEPTEMBER 21, 2022

Contact and account management Territory and quota management Lead management Mobile user support Forecasting. This unique take on CRM and deal management comes from the fact that Copper is closely connected with Google Workspace. Negotiation. Key features. Copper CRM. Qualification. Opportunity Won/Lost.

CRM 52

CRM Pipeline Sales Territory 52

Sales Hacker

OCTOBER 10, 2019

Technographic data records the types of technologies used by the business. Some examples of Customer Record objects: Accounts. This is a non-negotiable requirement for any sales organization that intends to maintain a usable database. per year. Enforcing the perceived extra work is worth it.

Government 58

Government Process Objectives and Key Results Commission 58

ConversionXL

AUGUST 2, 2017

Now Optimizely has a rich partner ecosystem consisting of 150+ solution partners and 60+ technology partners. However, to reach this level of success you need a sound partner strategy that takes into account the latest changes in the technology landscape and people’s mindsets, and leverages them. Technological factors.

Strategic partnership 77

Strategic partnership Objectives and Key Results Strategize Cross-sell 77

The Lost Book of Sales

JULY 12, 2021

It's one of those books that you have to read if you work in sales or technology. Technology Adoption Lifecycle. They want technology to enhance, not overthrow, the established ways of doing business. By the time they adopt it, they want it to work properly and to integrate appropriately with their existing technology base.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 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. Staying Motivated While Selling Technology #128.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

Sales Hacker

OCTOBER 7, 2021

A Vietnamese immigrant, dedicated mother, and seasoned technology executive, Hang Black has an extensive background in engineering, marketing, sales, and entrepreneurship. Remember this when you are negotiating your pay. “An entrepreneurial leader and advisor from a technology background. Hang Black. Own your power.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

SEPTEMBER 16, 2019

A good way to think about this is to ask yourself, “Is our product something we’d be likely to buy on impulse, say, in response to a Facebook ad, or is it more like an expensive technology that would change the way our company operates?”. Outside sales will be a better fit if your organization: Sells physical products or complex technology.

Outside Sales 81

Outside Sales Inside sales Profit margin Sales 81

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. Tech sellers typically offer technological solutions to customers’ problems in the form of software, hardware, or information technology (IT) services. Here are some of the other ones managers look for in prospective tech sales reps: • Adaptability.

Networking 59

Networking B2C Cross-sell Negotiate 59