The 5% Institute

AUGUST 7, 2023

In today’s dynamic business landscape, possessing a comprehensive set of skills is crucial for any successful account manager. 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.

Account management 52

Account management Negotiate X-functional Cross-sell 52

Veloxy

AUGUST 17, 2022

You’ll easily generate quotes, proposals, and contracts in a variety of formats and in mere seconds. Price: Starting at $25/month for Salesforce users Automations: Customer onboarding When you land a new client, what’s next? Apptoto is also for clients and anybody else that finds room on your calendar. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

Account management 52

Account management Objectives and Key Results Strategize Legal 52

Hubspot

AUGUST 17, 2017

Picture this: it’s the end of the month, and some poor soul at your agency needs to put together the monthly marketing report for each client. Finally, it gets pdf’d and sent over to the account manager who forwards it along to the client or presents it live. It's called client KPI reporting automation.

Clients 78

Clients Process Account management Presentation 78

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. Account management it’s same work. ” — Jesse Ofner, VP Client Experience, InterviewIA.

Price 130

Price Contract Referrals B2B 130

SBI

FEBRUARY 20, 2018

For example, our research shows that using Adobe Sign results in contracts being signed 21x faster than using paper-based signatures. Adobe Sign makes it quick and easy to collect signatures from clients on the go. Second, once contracts are in play, salespeople can monitor their status and stay on top of every step.

Contract 55

Contract Gaming Commission Legal 55

Score More Sales

JULY 11, 2013

We both were account managers selling millions of dollars worth of technology to a major aircraft company. Ron and I would meet with various decision makers who were involved in a project that would involve thousands of the items we sold on one contract. What clients do you need questions answered? Get those answers.

Sales 123

Sales Contract Inside sales Consult 123

Martech

OCTOBER 11, 2021

“The meeting might be going through to a salesperson, account manager or a CSM. ” Cipirani-Espineira has been in SaaS customer success throughout her career, including in senior account director and VP Customer Success roles at Cision and Medallia respectively. From account management to customer success.

Customers 118

Customers Account management Real Estate Contract 118

Martech

FEBRUARY 2, 2023

Questions for vendors Questions to ask each vendor include: What kind of conversion rate improvements do you typically see with your clients? Will we have a dedicated account manager and technical support, especially with the initial migration? Do you have other clients in our vertical? And how much do they cost?

Conversion 122

Conversion Contract Follow-up Account management 122

PandaDoc

JULY 24, 2020

This 90-day period, often called “onboarding,” is perhaps the most critical time in the client-business life cycle. An excellent onboarding experience builds trust, addresses concerns, and sets expectations for both the client and your project team. A high-performing company has well-defined yet flexible client onboarding processes.

Clients 52

Clients Contract Trust Meeting 52

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. Today we can start to change that.

Customers 83

Customers Contract Cross-sell Account management 83

Partners in Excellence

APRIL 26, 2021

We assume they know how to get approval, how to contract, how to issue an order. Some years ago, I was working with a client–they won a very large deal, the top executive of the business unit supported the decision and had funded the project. They don’t know how to work with legal and contracting.

Customers 131

Customers Contract Legal Negotiate 131

Engage Selling

MAY 3, 2013

Number of new (first) client meetings per month. New vs. existing client sales. KPI’s for Account Management and client retention / growth. Average client growth year over year. Client retention rates. Depending on your business, you may have additional KPIs to take into account. Annual quota.

Contract 88

Contract Quota Pipeline Sales 88

Search Engine Land

AUGUST 19, 2024

With the emergence of AI, the roles of operations, client services, writers, SEO execs, account managers, SEO directors and tech SEOs could be significantly transformed or even replaced by AI agents, potentially reshaping the entire SEO industry. The agent would send a reply based on their account status.

Account management 80

Account management Clients Gaming Drivers/motivators 80

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. Client Engagement.

Negotiate 106

Negotiate Teamwork Referrals Relationship building 106

Martech

AUGUST 25, 2023

A new account manager that we haven’t met before, asking for money. 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. “We just cancelled a SaaS product we’ve used for three years. Why we care.

Contract 98

Contract Account management Represent Clients 98

Hubspot

JUNE 6, 2019

This role might also be more client- or management-facing, sharing the results of a whole team of analysts. National Account Manager. If you’re ready for a new challenge, you might make the eventual jump to national account manager. Sales Operations Manager. The good news?

Finance 99

Finance SQL Strategize Account management 99

Martech

OCTOBER 7, 2021

Additionally, marketing projects — whether they’re campaigns or websites or whitepapers or videos — regularly involve working with outside resources, whether it’s an agency or a contract designer or photographer. Improved coordination with clients and other stakeholders. Digital asset management and file sharing.

Education 134

Education Clients Territory Follow-up 134

SaaStr

MAY 25, 2020

In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “E contract” — Julie Grieve, CEO CritonHQ. “Set up expectations through out the sales process with your clients and be up front of what they should expect from you.”

Closing 137

Closing Process Contract Price 137

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. Or we design our account coverage based on what’s most effective for us, not the way the customer wanted to buy? Our client was a strategic vendor, so it was in their best interests to get great sales coverage.

Customers 114

Customers Territory Strategize Inside sales 114

Hubspot

APRIL 27, 2023

While it is important for account executives to have great communication skills — verbal and written — they also need to know how to negotiate new contracts and renew existing contracts. The average annual salary for an Account Executive is $59,630 , and it can get as high as $110,000. Ask tech salespeople questions.

Account management 88

Account management Commission Contract Sales 88

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. 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.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

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 percentage of the company’s revenue does paid media management represent?

Retail 94

Retail Clients Contract Campaign 94

Hubspot

MARCH 18, 2015

Conflict resolution was certainly not in your job description when you started out as a designer, account manager, or copywriter. But the reality is that you have to lead the charge for your agency, and that sometimes requires you to deal with hard-bargaining clients who want more work at less money.

Negotiate 78

Negotiate Technique Contract Non-Profits 78

Search Engine Land

JUNE 26, 2023

Overcoming resistance to change Leadership support communicates the importance and benefits of SEO tools to the organization, encouraging a positive attitude towards embracing innovation, facilitating change management, and navigating resistance or skepticism. Without the MSA, contract management could prove to be lengthy and frustrating.

Process 101

Process Negotiate Contract Legal 101

Search Engine Land

FEBRUARY 15, 2024

They’ve worked with hundreds or even thousands of clients in many industries. And, because SEO agencies work with many clients, they avoid the tunnel vision that an in-house SEO can be vulnerable to. Sometimes, the client business handles the proposed changes; other times, the vendor can do it for you. So there’s less guesswork.

Consult 116

Consult Clients Engineering Technique 116

SaaStr

MARCH 17, 2020

Learn from Talkdesk SVP of Client Services how to build a Customer Reference Program. Gillian Heltai | SVP, Client Services @ Talkdesk. I’m the senior vice president of client services at Talkdesk. Another way that customers become advocates is a personal relationship with the account team. FULL TRANSCRIPT BELOW.

Clients 74

Clients Service Customers Start-ups 74

Heinz Marketing

MAY 20, 2022

In fact, letting the client know that we uncovered this goldmine can serve as the impetus for them to expand their business with us! Account Management. Account Executives and/or BDRs. As the kids like to say, “Wow, that’s so meta ”. Customer Marketing. Customer Success. Revenue Ops / Marketing and Sales Ops.

Cross-sell 109

Cross-sell Customers Growth Contract 109

Hubspot

APRIL 17, 2013

I used to work at an agency in a client-facing role. In my opinion, the most important key to a successful agency-client relationship was trust. Despite this, I''d be their main point of contact, their consultant, and managing the team that''s getting their work done. But do we all trust our inbound marketing agencies?

Contract 78

Contract Trust Clients Consult 78

Sales Hacker

AUGUST 18, 2021

On the other is whitespace or the potential for expansion in an account. If a contract provides for 50 seats but the customer only uses 45, that’s 90% seat saturation. Low churn/High whitespace: These accounts could harness Outreach more widely. Our account management team steps in to see how we can help.

Education 120

Education Contract Pipeline Gaming 120

Martech

JULY 25, 2023

Additionally, marketing projects — whether they’re campaigns or websites or whitepapers or videos — regularly involve working with outside resources, whether it’s an agency or a contract designer or photographer. Improved coordination with clients and other stakeholders. Digital asset management and file sharing.

Territory 98

Territory Contract Clients Follow-up 98

Hubspot

JUNE 22, 2018

We provide our clients with web design services including coding, development, and branding. General account management. Contract Award / Notification to Unsuccessful Bidders: August 31, 2018. Caroline’s Websites, Inc. is a web design firm created by Caroline Forsey in 2010. Caroline’s Websites, Inc. Paid media strategy.

Negotiate 101

Negotiate Lead generation Contact Contract 101

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 83

Manufacturing Clients Contract Presentation 83

Miller Heiman Group

APRIL 9, 2019

Sometimes, to win a long-term relationship with a large client, you’ll need to make some sacrifices. Some examples include a special pricing offer, a customer-defined customization or a revision to contract terms. Miller Heiman Group specializes in helping sellers win more deals using the Large Account Management Process.

Territory 92

Territory Account management Price Contract 92

Search Engine Land

JUNE 14, 2023

Question 2: How long is your minimum contract length? Then you must align with those publications’ yearly editorial calendar – something short-term affiliate contracts won’t accommodate. Agencies with short-term contracts will work with coupon and deal sites to produce quick revenue.

Contract 83

Contract Cross-sell Territory Niche 83

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. These early applications demonstrated the immense potential for ChatGPT in PPC account management and campaign optimization. For PPC marketers, ChatGPT also unlocked game-changing potential.

Objectives and Key Results 106

Objectives and Key Results Campaign Launch Strategize 106

ConversionXL

APRIL 18, 2017

Clients don’t pay you for your time, they pay for your expertise. So when a potential client thinks, “I need someone to come in and work on my site,” who will they respond to better: the one with a big audience and lots of social proof or someone that no one has heard of? How fast does the client allow you to work?

Referrals 87

Referrals Clients Price Contract 87