Hubspot

FEBRUARY 7, 2018

As an AE, they’ve got a brand-new set of responsibilities: Running demos or giving presentations; identifying, surfacing, and addressing potential buying obstacles; crafting personalized value propositions; getting the commitment to purchase; and negotiating the actual terms. Regional Sales Manager. Sales Engineer.

Territory 94

Territory Commission Outside Sales Account management 94

Sales Hacker

NOVEMBER 15, 2017

Account-Based Selling / Sales Development. Average Contract Value. Average Sale/Selling Price. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. Negotiation. Account Development Representative. Account Executive. Accounts Payable.

B2B 99

B2B E-commerce Cold Call Represent 99

SaaStr

AUGUST 13, 2019

The sales cycle times were too long, sometimes nine months, sometimes 18 months. The sales cycles were very lumpy. And unfortunately by the time we got to the CIO’s, we were heavily price negotiated. And because of that our overall sales and marketing spin, when we compare it to our next competitor, is about 50%.

Cross-sell 64

Cross-sell Sales Support Growth Up-sell 64

Hubspot

AUGUST 21, 2023

Negotiation: Both sales reps and decision-makers discuss pricing details and feature needs. Renewal (Optional): Your customer renews their contract or subscription. Right after your sales representative closes the sale, the lead leaves the engage phase and enters the delight phase. The result?

Go To Market 69

Go To Market Process GTM Launch 69

The Lost Book of Sales

JULY 12, 2021

In the middle of the sales cycle, you need to be extremely flexible about commitments as you begin to adapt to the visionaries’ agenda. At the end, you need to be very careful in negotiations, keeping the spark of the vision alive without committing to tasks that are unachievable within the time frame allotted.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52