Closing Bigger

SEPTEMBER 18, 2023

In-between meetings: One area to enhance our performance, pipeline, referrals, deal size, and renewals is by systematizing and emphasizing what I term “in-between meetings” These are value-added interactions over time with key accounts outside of and amidst the essential steps in the sales process. So this is important.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

SalesLoft

APRIL 11, 2018

To manage this he relies heavily on cadences. His cadences are set up to keep him on top of anything from scheduling first meetings and demos to sourcing referrals from and maintaining relationships with prospects or customers. The first cadence I’d like to talk about is the referral cadence.

Referrals 59

Referrals Pipeline Sales Account management 59

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. Referral Marketing.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

Hubspot

FEBRUARY 9, 2021

And never forget to ask for referrals periodically.". HubSpot Senior Sales Manager Dan McAdam also offered some input — specifically about how sales reps leverage case studies. HubSpot Principal Channel Account Manager Coman Doyle suggests sales reps try to keep things simple in 2021. Over-Reliance on Case Studies.

Cold Call 94

Cold Call Pitch Sales Niche 94

Adaptive Business Services

OCTOBER 31, 2018

Key Account Management is a very complex and comprehensive process that generally addresses what happens after the sale. What we want to explore today is how we can leverage social selling in order to assist us in achieving our goal of breaking into major accounts. Nothing happens until somebody sells something. Secure these.

Sell 48

Sell CRM Referrals Up-sell 48

The 5% Institute

MAY 25, 2023

It includes activities such as lead generation, cold calling , email outreach, and networking. Sales professionals engage in post-sales activities such as follow-up calls, customer support, and account management. Nurturing existing customers can lead to repeat business, referrals, and positive word-of-mouth.

Objectives and Key Results 52

Objectives and Key Results Sales Technique Consult 52

ConversionXL

NOVEMBER 13, 2019

Professional networks are the starting point (and growth engine). For many, that transition was possible not just because of quality work but because of a network built over a career. Bill Sebald of Greenlane Marketing explains: Bill Sebald, Greenlane Marketing: “I had a network of people I built through previous jobs.

Referrals 49

Referrals Clients Networking Growth 49

Salesmate

OCTOBER 26, 2021

They attend a lot of networking events, actively surf LinkedIn (and other social media), and ask for a lot of referrals. A farmer salesperson’s personality is a requisite combination of behaviors, driving forces, acumen, competencies, education, experience, and background to perform account manager sales roles.

Represent 52

Represent Sales Angle Account management 52

Closing Bigger

SEPTEMBER 18, 2023

In-between meetings: One area to enhance our performance, pipeline, referrals, deal size, and renewals is by systematizing and emphasizing what I term “in-between meetings” These are value-added interactions over time with key accounts outside of and amidst the essential steps in the sales process. So this is important.

Strategize 52

Strategize Sales Pipeline Non-Profits 52

Score More Sales

OCTOBER 24, 2013

This is a stunning finding – 95% of sellers use their business title, like “Account Manager” instead of something that might relate more to your buyer – like, “Helping mid-market IT teams better manage assets” (or whatever it is that you do for buyers. Network Connections. Profile Heading. There is a big distinction.

Referrals 86

Referrals Represent B2B Contact 86

ConversionXL

APRIL 18, 2017

Relying only on referrals is a tough life. You’re not in control of the inputs or the outputs when you only rely on referrals for business, so if referrals stop coming, then what can you do? My advice: referrals are great, but have another lead generation channel as well. Front End Development.

Referrals 87

Referrals Clients Price Contract 87

Hubspot

SEPTEMBER 3, 2014

However, rather than attempting to reinvent the wheel and build new relationships, remember that you have an extended network through your coworkers. Here are some opportunities: Account Management/Sales: Referrals and reviews are all exceptionally effective marketing techniques, and that extends to organizing event speakers, too.

Networking 68

Networking Account management Education Follow-up 68

Hubspot

AUGUST 18, 2017

Reach out to relevant influencers in your industry for quotes to include in your content, and send them the piece once it's published for them to share with their networks. Encourage your customer service reps or account management teams to feature your content in their email signatures. 3) Influencer outreach.

Objectives and Key Results 78

Objectives and Key Results Education Clients Follow-up 78

Sales Hacker

DECEMBER 20, 2018

Bestselling author, speaker and consultant Jeb Blount talks about high-performance selling, customer experience, strategic account management, team building and skills training. Get valuable insight on demand generation, account management and the sales process. What are the most important elements of account management?

Cold Call 111

Cold Call Sales B2B Up-sell 111

ConversionXL

AUGUST 21, 2014

Finally, Groove sent the following email to two groups—their most engaged users, and a random control group—around their referral program with a month free incentive: (minus the reference to usage): image source. They found that their power users sent almost 400% more referrals than the control group. Why Did This Happen?

Referrals 106

Referrals Objectives and Key Results Follow-up Service 106

ConversionXL

AUGUST 2, 2017

Tai Rattigan from Amplitude: Tai Rattigan: “You almost become their sales manager. Often account managers who don’t have much sales or business development experience, end up doing sales. If they don’t know how to manage the pipeline – you need to guide them through it.”. Sales Support and Account Management.

Strategic partnership 84

Strategic partnership Objectives and Key Results Strategize Cross-sell 84

SalesHandy

JULY 12, 2022

These traits are, readiness to buy your product, ability to buy your product through their resources, skilled enough to use your product to its full potential, generating a profit , their organization is growing so there is a greater chance of upselling, and they have a proper network to act as a brand advocate for other potential buyers.

Customers 59

Customers Cross-sell Represent Contract 59

ConversionXL

AUGUST 2, 2017

Tai Rattigan from Amplitude: Tai Rattigan: “You almost become their sales manager. Often account managers who don’t have much sales or business development experience, end up doing sales. If they don’t know how to manage the pipeline – you need to guide them through it.”. Sales Support and Account Management.

Strategic partnership 77

Strategic partnership Objectives and Key Results Strategize Cross-sell 77

Salesforce

JANUARY 31, 2024

This means understanding the product or service you’re selling, identifying customers that could benefit from it — through referrals, networking, or marketing campaigns — selling them on its benefits, and turning them into real customers. In tech sales, you will be expected to: • Prospect for new customers.

Networking 59

Networking B2C Cross-sell Negotiate 59

Hubspot

SEPTEMBER 21, 2016

And while a strong marketing mix of advertising, social media, and public relations can certainly go a long way in promoting your agency, none of these channels quite equal the value of a positive client referral. When I was running a lead generation agency, I noticed that the deals that came through referrals had the shortest sales cycle.

Referrals 74

Referrals Clients Promote Lead generation 74

SaaStr

FEBRUARY 25, 2020

Second or third is referrals. And then we transition them to support and then we give them to the account manager and then we do their renewal. And with all of the social networking tools available today and the way they plug into the CRM systems, it’s really easy to actually do that. Maybe, maybe not.

Prospecting 86

Prospecting Customers Promote X-functional 86

SaaStr

AUGUST 20, 2020

We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side. Kyle Parrish: I think if I had to boil it down to one thing, it’s willing to challenge your leadership alongside open to leveraging their network to helping grow the business.

Sales 77

Sales Price Quota Start-ups 77

SaaStr

OCTOBER 25, 2019

I think that keeping the pipeline full has a lot to do with what you’re doing externally in working with recruiters, what you’re doing internally in building out your recruiting team and you’re in that function, as well as building a really strong referral culture. Harry Stebbings: Can I dig in on the referral element?

E-commerce 44

E-commerce Start-ups Product Price 44

SaaStr

MAY 14, 2023

Then you have account management, and on boarding. There are little rev shares and referral partnership deals that we do to make it happen. That’s why we’re working on things that are adding up, We just launched, end of last year, a digital search network making our customers able to replicate the data.

Price 97

Price Start-ups Up-sell X-functional 97

Sales Hacker

OCTOBER 21, 2019

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. I credit this to what I learned being a seller/account manager.

Sales 90

Sales Up-sell Start-ups Cross-sell 90

SaaStr

DECEMBER 17, 2019

It allows us to think more about kind of where we end with the organization, how we interact with the organization, and allows us to spend a lot of time on account management and figuring out how best to kind of create champions out of those customers we have. From referrals from one developer to another.

Finance 60

Finance X-functional Non-Profits Launch 60

Hubspot

MARCH 23, 2018

That’s important in sales, as having several conversation starters up your sleeve will help you form connections with prospects, referrals, and potential partners. Conversation Starters to Use at a Networking Happy Hour. Grehan has advice for those preparing for networking happy hours as well. What’s keeping you busy lately?

Conversion 101

Conversion Networking X-functional Start-ups 101

Hubspot

MARCH 31, 2020

Not to mention 90% of users say they look to content on the network to make purchase decisions. Although you can search for and add specific friends via their name, Facebook account, and other identifiers, this is time-consuming and would make it nearly impossible to substantially grow your following. Use unique images and videos.

Promote 101

Promote Networking Follow-up Education 101