Salesforce

SEPTEMBER 26, 2023

This gets you to quota faster, which helps you hit company-wide sales targets. What demos, pricing details, or technical materials do they need to make a decision? Alert the account manager about the expedited timeline so they’re ready to help onboard sooner rather than later.

Contract 119

Contract Negotiate Follow-up Contact 119

Veloxy

FEBRUARY 15, 2022

Fortune 500 and Inc 5000 companies have found continued success with new field sales strategies and technology, and a new number one key performance indicator (hint: it’s not quota). Outside salespeople will usually work from a home or virtual office space and typically serve both as a business development and account management role.

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

Gong.io

JULY 11, 2022

Achieving sales quotas and targets. AEs (Account Executives). AMs (Account Managers). CSMs (Customer Success Managers). Sales Manager, Leader, or VP. The Account Manager, on the other hand, is responsible for renewals and for identifying up-sell and cross-sell opportunities. Team management.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Veloxy

JUNE 23, 2021

If your product or service is a high priced solution that includes customization, then outside sales will work perfectly. 3: Account Managers. The Account Manager is responsible for checking on clients and nurturing relationships after the contract is signed. 5: Sales Operations.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Hubspot

APRIL 27, 2023

Successful AEs can go on to sales management, enterprise sales, or even executive roles, depending on the size of the company. Post-Sales Account Manager After the AE closes a deal, a post-sales account manager is responsible for managing that sales account and ensuring that the client is satisfied with the quality of the product or service.

Account management 76

Account management Commission Contract Sales 76

Sales Hacker

JULY 14, 2023

5x+ quota to OTE (for cost to book). If someone goes 4x+ their quota, they should (IMO) earn 1M+. I also like as few levers as possible to keep things simple, but am a fan of having accelerators when over quota to drive over-performance. I was heavily incentivized to move the share price. See more top GTM jobs here.

GTM 52

GTM Commission Quota Growth 52

Hubspot

OCTOBER 16, 2017

Quota and OTE. Setting quota. Acquire “seed” accounts. Manage deal flow. After they’ve hit quota, they’ll probably relax instead of pushing for the next deal. The more support you expect reps to give customers (such as implementation help, account management, etc.), Absolute commission plan.

Commission 91

Commission Quota X-functional Non-Profits 91

Partners in Excellence

MARCH 4, 2020

That’s what we miss about failure, we are accountable for the outcomes we produce. If we are unprepared to accept the accountability, manage the risks and understand/accept the consequences, we will never be prepared for success or to do the work that being successful requires.

Quota 122

Quota Account management Price Prospecting 122

Sales Hacker

NOVEMBER 16, 2021

Price: From $49 per month with a free trial. It does this by allowing users to use the web to source new contacts, update existing connections, and find account data and signals in real-time. Price: From $50 per month with a free basic account option for testing. Price: From $39 per month (for email finder feature).

Lead generation 109

Lead generation Price Campaign Cross-sell 109

Highspot

JUNE 22, 2021

This technique ensures that your sale never dissolves into a discussion of price or commoditized features – things that the competition can easily win on. When you bring negotiations over email, you lose the ability to read the buyer’s body language (are they actually concerned about the price or are they trying to get a deal?).

Technique 82

Technique Negotiate Cross-sell Sales 82

Sales Hacker

MARCH 12, 2020

Is it unrealistic sales quotas? Is the territory just not capable of achieving that quota? The pace of business only continues to increase, and every day a role goes unfilled, your quotas harder to hit. They likely come at a lower price and are eager to learn, and, in some cases, they may only be lacking industry exposure.

Territory 76

Territory Quota Referrals Commission 76

SalesLoft

DECEMBER 19, 2023

Account Execs (AEs) and Account Managers (AMs) can track multi-threaded conversations across channels, so they always have the complete context for every conversation. That lets them meet buyers where they are, from creation to close, so they can meet and beat quota. Sales leaders struggle to coach appropriately.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Sales Hacker

OCTOBER 23, 2018

As you go over the numbers with your team you realize that trying to close a sale with XYZ Industries cost you a ton of time, almost made you missed your quota and almost cost you your job (maybe – you never know, but you suspect it). For selling situations this usually means a bottom line on price or terms that you will not accept.

Negotiate 103

Negotiate Quota Closing Price 103

SaaStr

MAY 3, 2021

A new edition, new services, an outbound sales team, an account management / upsell team. Double your pricing for new customer, on the largest deals. The VPS gives his CEO a customer visit quota: You shouldn’t be the VP of Marketing Anymore. Add a layer. Something new to boost your ACV and TCV.

Finance 107

Finance Strategize Engineering Quota 107

Sales Hacker

JANUARY 29, 2018

Reps were hired, trained and compensated to perform as an individual to hit a quota. To hit $8M, a VP of Sales would hand out $10M in quota @ $2M/IC. With the increase of quota, simply the amount of sales people were added to reflect the increase in quota.( PODs should operate between 80-120% of quota.

Territory 75

Territory Quota Sales Manufacturing 75

Women Sales Pros

APRIL 19, 2019

And, it’s certainly not that your pricing is too high. And clarity regarding role, expectations and decision authority levels enable inside sales, outside sales, account management and enablement to work more collaboratively and communicate much more effectively. Today fewer than 50% of sellers hit quota.

Inside sales 129

Inside sales Outside Sales Quota Sales 129

SalesBlog!

SEPTEMBER 2, 2022

Details like choosing crazy priced cobra or “affordable” care and the penalties of not having either. One that emphasises my major account management experience, one that highlights my enterprise executive management successes and one that de-emphasises my titles and focuses strictly on basic sales management.

Quota 52

Quota Contact Account management Networking 52

Pointclear

NOVEMBER 19, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. The three agency people looked at each other, smiled, and the account manager launched into a series of questions. Do you create revenue and can you prove it?”.

Presentation 101

Presentation Account management CRM Quota 101

Lead Fuze

DECEMBER 31, 2021

Reps were hired, trained and compensated to perform as an individual to hit a quota. I added more salespeople, simply because the quota had increased. Today’s sales challenges are caused by the outdated model of low volume deals at a higher price. CSM: Customer Success Manager Manages customer retention and satisfaction.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

SaaStr

AUGUST 20, 2020

Kyle Parrish: I do think that in setting targets, you need to take into account a lot of things. So I think for us, we at Figma still review sales quotas each quarter. On the pre-sale side, everyone has a quota. You have to be fully committed and you have to be driving towards a goal every day, every week, every month.

Sales 74

Sales Price Quota Start-ups 74

SaaStr

OCTOBER 6, 2019

More account managers and farmers. In the end, you can raise AE quotas to pay for this, at least in theory. You start to become a break-out leader, and there’s a target on your back: Competition leads to price cutting. As you approach $10m, you are going to need to do more specialization. More SDR: AE pairing.

Non-Profits 90

Non-Profits Growth Appointment Sales 90

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. We’d already agreed on X price. Let me see if there’s something I can do.”.

Prospecting 95

Prospecting X-functional Contract Cross-sell 95

Sales Hacker

JULY 19, 2022

Her extensive and diverse experience in sales ranges from Silicon Valley startups to a portfolio of Fortune 500 accounts. Before joining Boardable, North worked in various sales roles, gaining recognition for her success as a national account manager in Indeed. She grew her territory by over 700% in less than three years.

Sales 84

Sales Consult Drivers/motivators Commission 84

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 135

Start-ups Real Estate Product Networking 135

Sales Hacker

SEPTEMBER 2, 2021

Where you end up on this continuum largely depends on your product, pricing, market, and buyer preferences. The role of the “Account Manager” (psst…it’s a salesperson) is to help get other teams within that organization to use Slack. And there’s still a quota to hit. On the other is high-touch, sales-led onboarding.

Product 95

Product SQL Contract Sales 95

Sales Hacker

NOVEMBER 26, 2019

Of course you do, but it’s not easy — prospects go silent, they don’t like your prices, you’re spread too thin, or you don’t have enough support. If you’re not constantly working to keep your pipeline full, you’ll find yourself scrambling to meet quota. Do you want to close more high dollar deals?

Gaming 105

Gaming Objectives and Key Results Sales Up-sell 105

Sales Hacker

SEPTEMBER 11, 2018

The optimal pricing strategy to IPO. A Good VP of Sales Can Be Measured By Uniform Quota Attainment [29:06]. I became an account manager for some of the large social networks. A Good VP of Sales Can Be Measured By Uniform Quota Attainment. What You’ll Learn. The difference between good and great SaaS businesses.

Quota 42

Quota Drivers/motivators Construction Growth 42

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. When hiring, look beyond whether or not the potential hire has a track record of hitting quota. Imagine you are working on a large, complex deal.

Contract 75

Contract Negotiate Strategize Sales 75

Hubspot

MAY 4, 2017

Some are even faced with unprecedented output quotas to compensate for the newly diminished workforce. As does Becky Merchant, an account manager at the Stand Agency in London. Just one year after launching the iPhone, we're launching the new iPhone 3G that is twice as fast at half the price. The stats don’t lie.

Quota 73

Quota Pitch Commission Manufacturing 73

SaaStr

JULY 1, 2020

Patrick Campbell’s got thousands of SaaS companies and pricing and issues. What’s going on with all the inbound, how we managing our pipeline, downgrades and pauses, CSMs, BDRs and quotas, but to Kristen and Sam, I actually wanted to use this slide I had in it. He’s going to tell you what they see. I added one.

Process 68

Process Sales Quota Commission 68

SBI

MAY 21, 2019

With the new Mediafly, users can continue to feel well equipped in their sales conversations, providing value to their buyers at a faster rate, helping to increase revenue and exceed quotas. In fact, six in 10 buyers want to discuss pricing on the first call. Account Planning. Jason Shah, CTO at Mediafly. Industry News.

Sell 30

Sell X-functional Healthcare Quota 30

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. Key features. Copper CRM.

CRM 52

CRM Pipeline Sales Territory 52

SaaStr

MARCH 1, 2019

So we ran a free trial survey because we found that in most of our startups, many of them at all different price points, even starting around 1K is obvious, but going up to 150K ACV, they were running free trials as part of their marketing campaign. The first is do you retire quota at the same rate for renewal as you do for new business?

Contract 45

Contract Price Commission Conversion 45

Lead Fuze

AUGUST 12, 2021

Episode 31: Mastering Account Management as a Sales Professional. Episode 037: Pricing Concerns Changes Over Time. Small business owners, sales reps, and others come onto the program to share what they are using today to make quota. A lot of solid sales tips to help you make quota. Link to the Podcast Page.).

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

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 most of our reps weren’t hitting their quota.

Territory 51

Territory Contract Cross-sell Drivers/motivators 51

SaaStr

APRIL 3, 2019

You have a pure closing role that all they do is get on and can say the right things to the customer and find out their pain points, explain how the product solves their problem, and then the next day an account manager takes over the relationship and that AE never has to interact with the customer again. Does that bargain?

Customers 40

Customers Quota Start-ups Up-sell 40

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 61

Consult Contract Closing Up-sell 61