Search Engine Land

MARCH 21, 2024

In the research report, “ Mad Men to Sad Men ,” Hall & Partners looked at the client-agency relationship and found that in many cases, “clients are holding back, not opening up, or sharing the wider agenda.” Here are some things to ponder: What are the details of the contract? What is the timeline for deliverables?

Contract 98

Contract Education Clients Trust 98

Sales Gravy

NOVEMBER 20, 2023

Best Practices in Account Management One of the most critical aspects of effective account management is maintaining regular communication with clients. This doesn't mean only reaching out when it's time to renew a contract. Their insights can be invaluable for account managers looking to deepen client relationships.

Account management 90

Account management Objectives and Key Results Cross-sell Contract 90

Partners in Excellence

APRIL 24, 2024

We present our price, the customer’s moral obligation is to object to the price. Some years ago, a client asked me to do a project. I presented the proposal, the expected results, and the price for doing the work. I got so focused on the contract price I forgot how important this project is to us. I can wait.”

Price 77

Price Contract Presentation Consult 77

PandaDoc

APRIL 8, 2024

A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates. A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents. This includes several action items.

Negotiate 52

Negotiate Cross-sell Contract Legal 52

Martech

MARCH 7, 2024

Toss in representatives from about 75 vendors and the event was thick with pitches, presentations and promotions. The major themes of B2BMX 2024 Artificial intelligence was everywhere AI was everywhere — the vendors in the exhibit areas, the presentations and in conversation. I was in attendance, along with a good 250 to 300 marketers.

Entertainment 88

Entertainment Presentation Contract Pitch 88

Martech

JANUARY 17, 2024

To ensure a smooth implementation, organizations have to communicate the value of the new technology and present a clear roadmap to everybody involved. Implementations can be scrapped at any time Let’s say your business signed a contract for a new marketing platform. Things are changing all the time,” said Schlau.

Appointment 95

Appointment Contract Technology Technology 95

Heinz Marketing

DECEMBER 21, 2023

One of our clients was experiencing this very issue. Originally, when we presented a fleshed-out campaign strategy, they felt overwhelmed as to how they would have the resources to implement it. The advantage this client had is they have a lot of proprietary data on their product and how it positively affects their audience.

Campaign 117

Campaign Clients Strategize Contract 117

Veloxy

AUGUST 17, 2022

You’ll easily generate quotes, proposals, and contracts in a variety of formats and in mere seconds. Proactively act on this information, or let Qualtrics analyze and present ways to improve customer loyalty. Price: Starting at $25/month for Salesforce users Automations: Customer onboarding When you land a new client, what’s next?

Appointment 147

Appointment Territory Cross-sell Contract 147

Veloxy

NOVEMBER 15, 2022

However, just 17% of marketers have mature ABM strategies in place, thus presenting your business with a wonderful opportunity to gain an advantage over the competition. go here ) Attempting to use ABS when you have minimal data on clients and feel unsure about product fits will usually backfire. want shorter, faster sales cycles? (

Sell 246

Sell Objectives and Key Results SQL B2B 246

Search Engine Land

OCTOBER 17, 2023

Clients always love seeing insights about how they stack up against their rivals. There are a few standard, check-box steps SEOs take for competitive research, plus a few less orthodox methods that have proven useful for me and my clients over the years. Consider a blog on why {client} customer service is key to their growth.

Angle 123

Angle Strategize Strategic planning Territory 123

Sales Hacker

JANUARY 29, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, VP of Strategic Accounts at FelxPrintMPS & Host of the Sales and Influence Secrets Podcast Ryan Staley, shares the exact strategy that landed him a $10m client in 10 months. What You’ll Learn. The macro factors affecting the deal.

Clients 59

Clients Strategize Contract Drivers/motivators 59

The 5% Institute

AUGUST 10, 2023

Remote closing sales involve finalizing deals, agreements, and contracts through digital means, eliminating the need for face-to-face interactions. This approach leverages digital communication channels, such as emails, video calls, and instant messaging, to engage potential clients and guide them through the sales funnel.

Closing 52

Closing Contract Technique Clients 52

Search Engine Land

FEBRUARY 27, 2024

Although I’ve owned an agency for seven years, most of my career was spent working on the client side. I’ve compiled questions I would have asked when I was on the other side of the desk and also from questions prospective clients ask us. What does a typical contract term look like? Understanding your position 3.

Retail 102

Retail Clients Contract Campaign 102

PandaDoc

MARCH 4, 2024

A virtual data room , or VDR, is a secure, online space acting as a repository of a company’s documentation, and serves as a virtual hub where company users share real-time information with other investors, clients or stakeholders when executing investment banking deals. What is a data room for investment banking?

Strategic partnership 52

Strategic partnership Legal Contract Negotiate 52

Hubspot

JANUARY 24, 2018

Client Gift Ideas. And that choice doesn’t end when they sign a contract with you. Don’t overdo it: If your client pays $200 a year for your product/service and you send them a $300 coffee maker -- that’s overdoing it. 25 Client Gift Ideas. 25 Client Gift Ideas. A Terrarium or Succulent Garden. Coffee Table Book.

Clients 100

Clients Price Referrals Contract 100

Partners in Excellence

FEBRUARY 17, 2024

As an example, recently I was involved with a client selling supply chain technology solutions to IT. IT understood the issues, understood the problem and how my client could help them solve the problem. In today’s world of rising complexity, we tend to try to simplify things or not see the entire picture.

Manufacturing 77

Manufacturing Clients Contract Presentation 77

Veloxy

JUNE 21, 2021

You need to find/create the need and present a clear solution. If the customer is a business, this may include new clients, new hires, new contracts, etc. Clients have shared their past troubles with similar competitive solutions—low adoption, low ROI. Did you create a need and present a clear solution?

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Martech

AUGUST 25, 2023

It’s not news that some martech vendors seem more interested in getting a signature on the contract rather than genuinely partnering with their clients. .” Dig deeper: Real Story on MarTech: Is that vendor a zombie? Why we care. And there are plenty of good partners in the space too. Human help is expensive after all.”

Contract 84

Contract Account management Represent Clients 84

Sales Hacker

DECEMBER 21, 2023

Contracted $ARR quadrupled, win rates doubled, and ACV increased by 150%. This approach is well worth the time investment as it not only highlights our solution’s technical capability and flexibility but it also instills confidence in the minds of potential clients. Before any client interaction, take the time to align with your SE.

Engineering 99

Engineering Objectives and Key Results Drivers/motivators Teamwork 99

CloserIQ

JANUARY 28, 2019

These tools can integrate with an email client (like Gmail or Outlook) and track when a recipient has opened an email, clicked on a link, or opened an attachment. Look at tools such as these: Yesware (while running in the background of an email client, the software provides advice on how to handle each part of the sales cycle).

Contract 94

Contract Represent CRM Presentation 94

PandaDoc

MAY 28, 2024

Salespeople act as advisors to clients. Consultative sales emphasize shared values and are about how you can help guide clients to the best solution. Let’s delve into the pivotal role consultative selling plays in fostering meaningful client relationships and driving long-term business success. They share what they know.

Consult 52

Consult Process Sell Pitch 52

Veloxy

JUNE 8, 2022

For instance, you could have a pipeline worth a million dollars in contract value. You can also send out voicemails to prospects and clients with voicemail automation software. AI has the potential to become a sales rep’s best friend – one who is present every stem of the way from the first contact to close of deal.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Hubspot

MARCH 25, 2024

How to Handle Them: Guide them on how to present a business case. She says, "We've found success by guiding them on how to present a business case. To ensure clarity, persuasiveness, and alignment, we recommend tailoring the presentation to the priorities of your audience. You can also present evidence-based insights.

Prospecting 73

Prospecting Price Presentation Pipeline 73

The 5% Institute

SEPTEMBER 14, 2021

Put simply; the soft close is asking for the sale without being pushy and maintaining rapport so that your potential client doesn’t feel like they’re being pushed into a corner. They present or pitch too soon , or they use the ‘always be closing’ mantra. Pro Tip – The Magic Happens Prior To Using The Soft Close.

Closing 144

Closing Technique Consult Pitch 144

Partners in Excellence

FEBRUARY 28, 2024

But eventually, clients need to be found who want to buy these systems because they will have a positive impact on their business. This buying process was particularly nightmarish when bidding for contracts for projects to build a new system for a new service. Answering the RFQ was a project of several months.

Customers 108

Customers Contract Consult Electrical Engineering 108

Sales Pop!

MAY 21, 2024

These hard-working individuals constantly travel, meeting clients and closing deals. However, staying productive on the go presents unique challenges. Cloud-based office suites like Google Workspace and Microsoft Office 365 enable real-time collaboration on documents, spreadsheets, and presentations.

Sales 52

Sales Legal Customer Relationship Management CRM 52

The 5% Institute

APRIL 27, 2022

If you’re leaving the opportunity to win the client completely at the end of your sales conversation – you’re potentially following an older methodology. This means using various techniques and a process that helps you win the sale during your sales conversation – and then use your closing questions to formally enrol and win the new client.

Closing 143

Closing Consult Technique Sales 143

Highspot

JANUARY 14, 2024

This method allows them to connect with global clients without travel, fostering a convenient customer experience. Clarify the Virtual Selling Process There may be apprehensions about information security and contract signing for customers new to online sales interactions. Virtual selling is a technology-driven approach to sales.

Quota 52

Quota Sell Sales Contract 52

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. Image from author’s presentation at SMX Next. GPT-4 performs better for writing, so the extra cost and latency are worth it when I need to write a landing page copy or a report to be shared with a client.

Objectives and Key Results 114

Objectives and Key Results Campaign Launch Strategize 114

Partners in Excellence

NOVEMBER 7, 2023

On the selling side we would have perfectly structured steps like Qualification, Needs Identification, Solution Presentation, Closing. The primary problem sellers had with this is they often skip steps, moving to solution presentation and closing, when the customer might have still been in the needs definition stage.

B2B 125

B2B Up-sell Contract Start-ups 125

Hubspot

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. You drop the ball during sales presentations.

Closing 87

Closing Hospitality Negotiate Price 87

Gong.io

JULY 11, 2022

Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road. They travel to meet clients (whether by car, plane, or foot), and attend industry events and conferences to painstakingly prospect new leads. Negotiating and closing contracts.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Search Engine Land

JULY 19, 2023

To grow your agency, you need to lose some clients. Understanding why clients leave enables you to improve your acquisition and retention approach. The real question is: are your clients leaving too soon? And are those representing a significant share of your client base? What is churn rate? It’s like a law of nature.

Clients 91

Clients Contract Service Growth 91

Veloxy

JUNE 23, 2021

These reps spend their days reaching out to prospects, qualifying them and building relationships by helping clients solve their business problems. This includes lead generation, qualification, relationship building, presenting, and finally closing the deal. Let’s check out each role by order of hiring priority. 1: Account Executives.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Sales Hacker

JUNE 1, 2022

Present a solution to demonstrate value. Examples of sales collateral that showcase you and your brand include: Contracts/proposals. Case studies and client testimonials. If your business recently changed its logo, for example, it’s important to update everything from your pitch deck to your final contract with that new logo.

Pitch 94

Pitch Contract Trust Follow-up 94

The 5% Institute

AUGUST 7, 2023

The role of an account manager goes beyond mere customer service – it involves nurturing client relationships, driving revenue growth, and enhancing a company’s reputation. Exceptional verbal and written communication skills empower account managers to articulate complex ideas, understand client needs, and foster seamless collaboration.

Account management 52

Account management Negotiate X-functional Cross-sell 52

The 5% Institute

AUGUST 12, 2021

If you’re leaving the opportunity to win the client completely at the end of your sales conversation – you’re potentially following an older methodology. This means using various techniques and a process that helps you win the sale during your sales conversation – and then use your closing questions to formally enrol and win the new client.

Technique 145

Technique Consult Closing Contract 145