Sales Pop!

JULY 14, 2022

Of course, most organizations gain roughly 80% of their revenues from 20% of their clients. Regarding that “keeping”, even a small increase in a firm’s client retention rate exponentially accelerates revenues and profits. On the flip side, though, decreases in client retention rates produce negative impacts that can be devastating.

Clients 243

Clients Up-sell Contract Growth 243

Sales Pop!

AUGUST 24, 2021

And rightfully so, we’re primarily concerned with our clients and prospects. The international transportation logistics client that generated 80% of their business from the airline industry. The international transportation logistics client that generated 80% of their business from the airline industry. Change happened.

Transportation 242

Transportation Real Estate Healthcare Government 242

Sales Pop!

NOVEMBER 18, 2022

As the selling year draws to a close, we’re captivated by Q4 activities focused on closing the year strong in terms of winning business and, hopefully, also delivering as much value as possible to our clients. Focusing on your pipeline and your clients is certainly important as the year closes but don’t ignore the environment question.

Real Estate 242

Real Estate Healthcare Objectives and Key Results Government 242

Martech

JANUARY 3, 2025

” Dig deeper: How to align teams early with a strategic event workshop The key to successful sponsorship programs is understanding the value of your audience. Hentz identifies three major areas: Employee T&E: “If it’s a user conference, [the client] might have a few hundred to seven hundred employees traveling.

Entertainment 122

Entertainment Negotiate Contract Strategize 122

Search Engine Land

JULY 25, 2024

Clients often judge SEO and paid search as independent channels. But when defending our retainer or contract renewal, businesses want to know how their SEO spend will tangibly impact the bottom line. Let’s apply the learnings to help our clients or employers power through an economic downturn without pausing their SEO efforts.

Campaign 108

Campaign Objectives and Key Results Price Service 108

Martech

APRIL 17, 2025

For organizations looking to grow their customer base and retain existing clients, demonstrating value beyond product features is no longer optional; it’s essential. It requires a more strategic approach to content and engagement ensuring the value customers expect is clearly communicated and ultimately delivered.

B2B 110

B2B Growth Customers Drivers/motivators 110

Veloxy

NOVEMBER 15, 2022

Businesses that implement advanced ABSD strategies stand to see a range of benefits, including but not limited to: A 171% increase in the average annual contract value from each account. go here ) Attempting to use ABS when you have minimal data on clients and feel unsure about product fits will usually backfire. Develop a strategy.

Sell 246

Sell Objectives and Key Results SQL B2B 246

Search Engine Land

AUGUST 5, 2024

Have you ever felt like your brilliant SEO ideas are trapped in your head, struggling to gain traction with your team or clients? Maybe you work for an agency, and your client just wants to know the results, not what you’re doing. Your leadership team or your client may fully trust you to get the right work done.

Objectives and Key Results 85

Objectives and Key Results Clients Strategize Contract 85

Salesforce

MARCH 13, 2025

Finding it can guide your strategic plans, help you prioritize opportunities, and keep all your teams on the same page. How to calculate TAM Common challenges in TAM calculation and how to avoid them How to use TAM in strategic planning What is total addressable market (TAM)?

Minimum Viable Product 100

Minimum Viable Product Strategic planning Territory E-commerce 100

Hubspot

APRIL 4, 2019

It’s usually confused with sales , often overlooked, and only sometimes given the strategic focus it deserves. Strategic Plan. Strategic Plan Template. What is your company’s mission and how do you explain it to potential clients in 30 seconds or less? But how do you develop a business development plan?

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

Search Engine Land

JULY 22, 2024

Instead, be proactive with the steps mentioned to stay effective in SEO and benefit your company or clients. Reserve the following now, get contracts with partners signed and get budgets approved as soon as possible: Influencer dates for promotions and products in their hands. This year’s space is limited.

Niche 98

Niche Retail Promote Follow-up 98

Cerebral Selling

AUGUST 8, 2022

According to my good friend (and fellow sales nerd) Todd Caponi, author of The Transparency Sale and the upcoming The Transparent Sales Leader , economic expansion and contraction is normal. Just as your clients crave certainty, so do your people. Assure them, this is normal. This climate calls for a value proposition review.

Sales 220

Sales Contract Clients Quota 220

Veloxy

DECEMBER 28, 2023

Sales professionals in outside sales roles enjoy a higher level of autonomy, often working independently and engaging directly with clients to build strong customer relationships. An integral part of outside sales is the talent to interact with clients in person to finalize the sale.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

PandaDoc

MAY 2, 2025

When buyers see that committing to a larger quantity or a longer-term contract earns them a better price, theyre more likely to scale up their purchase. You can structure your pricing to reflect discounts for higher quantities, longer contracts, or multi-product purchases all without adding confusion or extra steps for the customer.

Price 52

Price Drivers/motivators Legal Contract 52

PandaDoc

OCTOBER 15, 2024

Key Features: Workflow automation : set up who is on your team, what their role is, and hook integrations with your CRM, proposal management system, and contract management software. Professional services : consulting firms and other large, complex professional services with many moving parts in the contract process.

Legal 52

Legal Contract Cross-sell Finance 52

Partners in Excellence

APRIL 26, 2021

We assume they know how to get approval, how to contract, how to issue an order. Related to the previous point, how does this initiative support the corporate strategic objectives. They don’t know how to work with legal and contracting. While it seems silly, one of my clients almost got derailed.

Customers 131

Customers Contract Legal Negotiate 131

Hubspot

APRIL 23, 2025

I once worked with a client who completely changed the way I think about business growth. That was the first time I really understood what a joint venture is a strategic partnership where two businesses combine strengths while staying independent. Every joint venture is built on a contract that spells out how things work.

X-functional 57

X-functional Manufacturing Non-Profits Government 57

Sales Hacker

SEPTEMBER 8, 2022

One of the oldest truisms in sales is that recruiting new clients costs more than retaining them ( five to 25 times more costly, depending on the industry). Companies targeting B2B buyers must work twice as hard to retain clients who may be looking to cut costs. Put the buyer first. Use data to build credibility.

Clients 131

Clients B2B Contract Pitch 131

Heinz Marketing

DECEMBER 21, 2023

One of our clients was experiencing this very issue. They only had one business development manager, who was primarily focused on outbound and making connections, one marketer, one operations person, and a few subject matter experts for contract work. A content taxonomy is a system that helps with categorizing and organizing content.

Campaign 122

Campaign Clients Contract Strategize 122

Sales Hacker

JANUARY 29, 2020

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. He strives to create outstanding results for his team and organization by strategically landing large net new enterprise accounts. Click Here.

Clients 69

Clients Contract Strategize Drivers/motivators 69

Women Sales Pros

JANUARY 6, 2019

Open Window One: There’s a window of opportunity right after contract signature but before implementation where a lot can get accomplished. Accessing a key executive early in the contract is an important component of setting yourself up for future business. Seizing this window of receptivity post-contract is a smart move.

Contract 100

Contract Strategize Consult Meeting 100

Hubspot

JUNE 16, 2025

Pitching clients, negotiating partnerships, growing a network. in deals across Fortune 500 clients.” Maintained a 90% client retention rate, securing $1M in contract renewals.’ As a business owner, sales isn’t just a job — it’s baked into everything I do. You can’t escape it. And if you’re looking for a sales role?

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

Search Engine Land

OCTOBER 17, 2023

It’s illuminating and produces many strategic ideas and content topics. 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.

Angle 117

Angle Strategic planning Territory Clients 117

SaaStr

OCTOBER 25, 2021

” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. ” — Jesse Ofner, VP Client Experience, InterviewIA. “1 year contracts for enterprise software.

Price 128

Price Contract Referrals Contact 128

Sales Hacker

MAY 30, 2025

Monthly : Strategic deep dives with broader leadership. ACD (average contract duration). Salons, spas, and wellness other local business entrepreneurs are expected to post daily, run ads, and learn SEO – while juggling clients, staff, and operations. But only if you build time for it. Share credit and accountability.

GTM 104

GTM Cross-sell Pipeline Launch 104

Martech

NOVEMBER 8, 2023

We examine how marketers do the core functions of these strategies and what the high-performing programs do differently to isolate success patterns and share them with our clients. Let’s unpack this idea of differential profitability of customers and the strategic implications for B2B marketers. How the decision was made.

Customers 128

Customers Construction B2B Cross-sell 128

Sales Pop!

APRIL 14, 2023

We’ve strategized as a team and reviewed with the account what we believe is the answer to their problems – our solution. Proofs-of-Concept (POC’s) preview larger solutions through smaller, limited exercises, providing insights to the client into expertise and delivery capability. But still, no ink. High stakes?

Minimum Viable Product 130

Minimum Viable Product Legal Contract Price 130

Women Sales Pros

JULY 13, 2018

Don’t take your eye off the competition until the contract is signed. Lisa Magnuson is an expert in corporate strategic sales and TOP Line Account revenue building. Use your resources (i.e., competitive info your company provides, institutional learning from colleagues, and external sources). Check it out at [link].

Contract 105

Contract Strategize Consult Up-sell 105

Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Conceptual selling is a consultative approach that focuses on the clients needs and motivations rather than pushing product features.

Sell 46

Sell Drivers/motivators Objectives and Key Results Cross-sell 46

Hubspot

JULY 24, 2020

I immediately strategize about target audiences and selling tactics — especially during commercials for the Super Bowl. When a video really impresses me, I research the advertising agency that conceptualized the campaign for its clients — like this one, from Sarto Restaurant: I loved how this commercial mixed funky music with action shots.

Contract 101

Contract Referrals Price Campaign 101

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Identify key stages in the lifecycle of a contract.

Customers 95

Customers Contract Cross-sell Account management 95

Sales Hacker

DECEMBER 21, 2017

Through strategically implemented training, software tools and engagement techniques, sales ops leaders enable sales reps to focus more on selling in order to drive business results. . Sales Ops has expanded its role to include nearly all functions that provide strategic insight needed by a sales team to achieve sustainable growth.

Territory 105

Territory Non-Profits Contract Quota 105

Sales Hacker

OCTOBER 14, 2020

Mark Jopling (who’s graciously given his permission to use his real name in this story) leaned back from the table in the conference room of the global technology company where he was VP of Sales and said… “ I want my sales teams to learn how to do strategic selling. I’ve set aside two hours for this meeting. How can you help us? ”.

Sell 124

Sell Clients Sales Consult 124

Partners in Excellence

AUGUST 14, 2014

Or all our contracts, documentation, and so forth is in English–but we want to address a global market. As an example, some years ago, we were helping a very large organization redesign how they handled strategic accounts. The process of managing these strategic accounts was very complex and resource intensive.

Customers 109

Customers Territory Inside sales Strategize 109

Women Sales Pros

OCTOBER 19, 2018

Select key criteria such as financial value, strategic value, fit and resources needed to determine if the potential contract warrants the necessary time and attention of the account based selling team. About Lisa Magnuson: Lisa Magnuson is an expert in corporate strategic sales and TOP Line Account revenue building.

Pipeline 96

Pipeline Strategize Contract Sales 96

Hubspot

JUNE 6, 2019

This role might also be more client- or management-facing, sharing the results of a whole team of analysts. In this role, you’d serve as the liaison for client relationships, communicating sales and marketing messages and assisting in the management of the account. Financial analysts receive an average base salary of $65,817 annually.

Finance 99

Finance SQL Account management Strategize 99

Martech

MARCH 11, 2025

Why familiarity alone doesn’t drive B2B conversions We introduced a new approach to abandoned shopping cart emails in a recent optimization test for a B2B SaaS client. A technology client once produced a stunning white paper that identified a future-state need, included expert interviews, and was widely promoted.

B2B 104

B2B A/B testing Prospecting Lead generation 104