Smarter With Gartner

AUGUST 24, 2021

Term-based contracts’ costs are fixed and based on access not usage. A new contract results in a new revenue stream, but the resale opportunity occurs at the end of a predetermined time period, not the product’s end of life. That complicates efforts to set upfront sales commissions proportionately. Clarify sales roles.

Contract 59

Contract Commission B2B Account management 59

Gong.io

JULY 11, 2022

An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. Inside sales tend to have shorter sales cycles than outside sales, but they also represent a lower ACV (Annual Contract Value). Managing referrals from existing customers.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Sales Hacker

OCTOBER 10, 2019

The tendency in modern B2B SaaS orgs is to record most of the transactional data in the opportunity or account objects. Most are familiar with the concept of a quote and contract to finish a sale, and recording this data in Salesforce objects is vital for reporting metrics. Order > Commissions. Order > Commissions.

Government 65

Government Process Objectives and Key Results Commission 65

Sales Hacker

FEBRUARY 14, 2022

Retained CSMs for Enterprise, allowing them to have more strategic conversations about account management, while still giving them access to day-to-day support. This makes sense as there are fewer elements to consider and the contracts are easier to sign. These are conversation, discovery, validation, contract, and signature.

Legal 89

Legal Cold Call Contract Inside sales 89

Hubspot

MARCH 6, 2018

Once a deal closes, the salesperson will recieve commission on price they negotiated with their client, and the account usually passes to an account manager or customer success representative. Working backward might look something like this: One week of deliberation before a signed contract. One discovery call.

Process 101

Process Objectives and Key Results Sales Negotiate 101

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. Revenue Accountant. Manager-level roles. Revenue Operations Manager. Manager, Revenue Accounting Operations. Data Manager, Revenue Operations. Revenue Cycle Manager. Manager, Revenue Operations.

Finance 109

Finance GTM Cross-sell SQL 109

SaaStr

APRIL 16, 2023

” What we have, we call them account managers, and there’s no outbound. It’s almost like midwifing the sale, as opposed to being a salesperson, so we can… Jason : No one’s on commission today. Stewart : I believe we can have no commissions forever. We have account management.”

Start-ups 145

Start-ups Real Estate Product Networking 145

SBI

OCTOBER 23, 2017

ModelN @ModelN Model N is a global leader in Revenue Management, maximizing revenue with quoting, contracting, pricing, rebating, channel and compliance solutions. CallidusCloud @Calliduscloud Their goal is simple—to help you make more money.

Commission 56

Commission Contract Sales Networking 56

SaaStr

AUGUST 27, 2019

This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. First step, we have who has worked with a number of SAAS companies in New York City as a CFO, and is now CEO of Concert Finance, a sales commission platform. Either work or not work.

Territory 60

Territory Contract Cross-sell Drivers/motivators 60

Lead Fuze

DECEMBER 31, 2021

This resulted in a waterfall-like model that would ramp up over time as they sold more and earned higher commissions. A company needs to constantly update their customers and provide them with the right service in order for salespeople to keep earning commissions. I added more salespeople, simply because the quota had increased.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Sales Hacker

SEPTEMBER 7, 2021

Certainly, not a relationship where the accounts and the spend of that account will continuously grow with the account manager. We see this in account managers when they first have a client come in, the first year is just amazing. Without that trust, there was really no long term relationship.

Trust 98

Trust Cold Call Start-ups CRM 98

ConversionXL

NOVEMBER 13, 2019

Aim to build your business with retainer-based contracts (rather than one-off projects), and use freelance/overflow resources instead of hiring during the ‘peaks.'” You can come unstuck and find yourself losing money quickly.

Referrals 110

Referrals Clients Networking Start-ups 110

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. My commissions also grew. That’s a four million increase in a contract.

Consult 68

Consult Contract Closing Up-sell 68

SaaStr

JULY 24, 2019

We have a license-based model, and we’ve built into the product that our customers can add additional licenses as needed, as they go, in a way that is co-terminus with their contract. That really helps to reduce purchase friction and allow the CSM to grow the account without working on contracts. What does that mean?

X-functional 62

X-functional Engineering Clients Start-ups 62

Sales Hacker

NOVEMBER 10, 2020

And we had only two contracts to show from it. So when I was coming back and forth, I was just managing the account management team. If you can afford to pay the cash upfront in your commissions, meaning they close a deal one quarter, the next month you can pay them out, do that. And it was just hitting a wall.

Growth 83

Growth Finance Start-ups Drivers/motivators 83

ConversionXL

NOVEMBER 13, 2019

Aim to build your business with retainer-based contracts (rather than one-off projects), and use freelance/overflow resources instead of hiring during the ‘peaks.'” You can come unstuck and find yourself losing money quickly.

Referrals 49

Referrals Clients Networking Start-ups 49

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? Should sales commission be paid on renewals?

Contract 59

Contract Price Commission Conversion 59

SaaStr

JANUARY 3, 2020

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? Should sales commission be paid on renewals?

Contract 11

Contract Price Commission Conversion 11

SBI

NOVEMBER 7, 2019

Learn how Access Intelligence accelerated their sales process and cut contract completion time by 50% with an integrated solution. Revegy, a leading provider of strategic account management technology, is proud to announce the addition of David Keil to its Board of Directors. Sales Efficiency. Sales Enablement. Lead Engagement.

Customers 20

Customers Tradeshows Technology Technology 20