Understanding the Sales Force

MARCH 11, 2014

This is the taxi-driver version of an account manager. Apparently, back in the 1920''s, the Salem Chamber of Commerce recruited dozens of business leaders to raise $500,000 in one week for the construction of the hotel. The second type ignores me, talks on his phone, gets me where I''m going and looks for his next fare.

Process 101

Process Drivers/motivators Sales Construction 101

Sales Hacker

FEBRUARY 16, 2024

Document Crunch is the construction industry’s leading contract intelligence platform. Listen on Spotify or find it anywhere you get your podcasts by searching “The GTM Podcast.” Start-ups to watch: Document Crunch: Announced their $9M Series A round. Read about their funding round. Subscribe now That’s it, that’s all.

GTM 125

GTM Quota Contact Construction 125

Highspot

MARCH 6, 2025

Sales development representatives (SDRs), account executives (AEs), and account managers (AMs) have different responsibilities and success indicators. The following examples break down specific KPIs, showing how to provide positive reinforcement and constructive feedback to guide sales reps toward better performance.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Search Engine Land

JANUARY 23, 2024

” “Even their positions in their email signatures never mention ‘sales’, but rather ‘solutions’ or ‘account management’, and so on.” But it has never been clearly communicated that the people making these calls are sales people.”

Commission 110

Commission Construction Contact Represent 110

Sales Hacker

FEBRUARY 5, 2019

The complexity of systems integration, data warehouse construction, and need for the platform to be flexible mean an analytics solution tied to a single data source is no longer relevant. The sorts of roles worth considering include: Solutions/Sales Engineers for pre-sales and account hand-off. Technical account management.

Product 68

Product Contract Cross-sell Account management 68

Understanding the Sales Force

DECEMBER 20, 2012

Instead, they conduct construct validity studies, which only show to what extent an assessment measures a specific trait and not necessarily the traits which you want to know about, but the traits which they can actually measure. Whether sales management is effective. Whether your systems and processes support the sales force.

Sales 67

Sales Construction Entertainment Account management 67

Sales Hacker

MARCH 19, 2019

Emily is a great motivator and knows the right balance of constructive and positive feedback. Kayley DiCicco – National Corporate Accounts Manager at Novel Coworking. Emily Ciavolino – Director of Sales at Bonusly. The Bonusly sales team grew from 2 to 5 teammates this year, and Emily brought on amazing new hires.

Cold Call 106

Cold Call A/B testing Sales Drivers/motivators 106

Partners in Excellence

MARCH 15, 2019

Too often, too many organizations and sales people construct their value propositions in terms of the value realized from the implementation of a certain solution. That is, done well, selling creates tremendous value for our customers and for our own companies (beside the revenue generation aspect of it). Let’s focus on the customers.

Service 85

Service Sell Construction Manufacturing 85

SBI

MARCH 22, 2018

PipelineDeals was built with salespeople and account managers in mind, and is designed to help them tackle their most important tasks. Salespeople and account managers are tasked today with maintaining more connections than ever. Lyamen: Salespeople have busy schedules.

Relationship Management 22

Relationship Management Gaming CRM Pipeline 22

Hubspot

MAY 31, 2022

Tell me about a time you helped a manager solve a problem. Potential employers will ask a question like this to get a read on whether you've had constructive relationships with previous managers. Competency-Based Interview Questions and Answers. Example Answer.

Angle 83

Angle Construction Start-ups Presentation 83

Veloxy

FEBRUARY 22, 2023

Go here Outside Sales vs Inside Sales: Compare the Pros & Cons Industries that use field sales Field sales is commonly used in industries such as pharmaceuticals, medical equipment, industrial manufacturing, construction, insurance, and real estate.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Sales Hacker

DECEMBER 22, 2020

When you’re building the construct of a revenue plan, I care about key metrics. Where is the strategic plan through customer success or account management for revenue, expansion, upsell, cross sell, referral? So I like to say opinions are valuable, but data is priceless. Where is that plan?

Cross-sell 105

Cross-sell Clients Growth Up-sell 105

Hubspot

MARCH 7, 2019

Alternatively, I have a coworker who is fueled by constructive feedback. For instance, let's say you're hiring for an Account Manager role and have found "creative thinker" to be a major indicator of success in the role.

Drivers/motivators 78

Drivers/motivators Objectives and Key Results Extrinsic Gambling 78

Heinz Marketing

APRIL 8, 2019

They really thought the key elements to a successful and strong alignment between sales and marketing were around having a mechanism that would be able to provide a constructive criticism and feedback between the two teams. Do these insights reach an impact customer success and account management teams as well?

Pipeline 75

Pipeline Cross-sell Sales Up-sell 75

SaaStr

FEBRUARY 25, 2020

And then we transition them to support and then we give them to the account manager and then we do their renewal. And then that’s where you have to really have amongst your executive team the ability to have those constructive hard conversations and challenge each other. Maybe, maybe not. Any additional questions?

Prospecting 96

Prospecting Customers Promote X-functional 96

Highspot

JANUARY 19, 2022

This opens the door to more constructive peer feedback and mentorship, as team members think through scenarios together. Here are are just a few of RAIN Group’s options: Strategic Account Management : Tactics to help you manage and grow your accounts.

Technique 92

Technique Negotiate Pitch Inside sales 92

Lead Fuze

JUNE 22, 2023

#onlinemarketing #digitalmarketingagency” Click to Tweet Content Creation & Management by Digital Marketers Online agencies today understand that for a successful digital marketing approach, there needs to be efficient social media account management, website page optimization for search engines and production of quality content.

Technique 73

Technique User Experience Consult Campaign 73

Sales Hacker

SEPTEMBER 11, 2018

Driving constructive tension between sales and marketing. I became an account manager for some of the large social networks. What You’ll Learn. The difference between good and great SaaS businesses. The optimal pricing strategy to IPO. The impact of sales and marketing on B2B execution. Subscribe to the Sales Hacker Podcast.

Quota 48

Quota Construction Drivers/motivators Growth 48

Lead Fuze

JUNE 28, 2023

For instance, Certified Sales Professionals (CSP) or Certified Inside Sales Professionals (CISP) are globally recognized qualifications that showcase proficiency in key areas such as negotiation techniques, account management strategies, and sales forecasting abilities among others.

Negotiate 52

Negotiate Territory Contract Technique 52

Lead Fuze

SEPTEMBER 30, 2021

Marketing manager. Account manager. Construction companies and real estate. We will list for you the top jobs that you can apply to if you have a lead generation experience or you aspire to develop: Lead generation specialist. Sales representative . Marketing executive. Developer (specialized in lead generation).

Lead generation 52

Lead generation B2C Cold Call Territory 52

Lead Fuze

MAY 27, 2023

Discover more about constructing a successful Instagram marketing business? Make sure these offerings are packaged attractively so potential clients feel confident choosing your agency over competitors. And there you have it – a comprehensive guide to packaging your services effectively for maximum client appeal.

Finance 40

Finance Niche Objectives and Key Results Referrals 40

Cience

FEBRUARY 21, 2020

If you’ve ever been a receiver of a poorly-constructed and low-personalized cold email, then you have witnessed a sender lose an opportunity to work with you. The in-person meetings at the conference were held by Eric Quanstrom, CMO, Michael Maynes, VP of Sales, Cody Schmidt, a Sales Exec, and Nick Wesoky, an Account Manager.

Campaign 79

Campaign B2B Objectives and Key Results Contact 79

SaaStr

JUNE 16, 2020

In the same construct, what are the opportunities here? Adnan Chaudhry: Now this is the next stage, I would say this is the back to work. In some elements, we feel very firmly here. In other parts, we’re still early. One is investing in your team, calibrating your operations and then re-qualifying your customers.

GTM 84

GTM Pipeline Healthcare Sales 84

SaaStr

SEPTEMBER 19, 2022

Customer success is a mindset or a continuous journey before it’s a department that takes an analytical approach towards retaining and constructing long-lasting relationships with customers. Ten years ago, customer success was described in relation to other functions like support or account management.

Customers 104

Customers Construction Contract Relationship Management 104

A Sales Guy

DECEMBER 14, 2011

West Side produces a synthetic bonding agent used in the construction industry. However, since the decline in new homes and commercial construction, West Sides numbers have been declining. Jamaal’s company sells a product that helps in the manufacturing of the bonding agent. West Side will finish 2011 at just under 20 million.

Construction 86

Construction Manufacturing Represent Up-sell 86

Hubspot

JANUARY 26, 2017

The goal of a project post-mortem is to constructively evaluate what the project's team accomplished successfully, and what could have been done better. Did a lack of oversight by an account manager result in a new PPC campaign manager overspending against the client's ad budget? Subjective Questions.

Product 78

Product Objectives and Key Results Clients Construction 78

InsightSquared

MARCH 8, 2021

Nehcole Felix – Customer Success Manager. I’ve helped many companies to build processes and drive value through various Account Management and Customer Success roles. I’ve worked in the tech and startup space for over 15 years. What does choosing to challenge mean to you?

Non-Profits 62

Non-Profits Construction Finance Consult 62

Sales Hacker

APRIL 10, 2019

Finally, measuring buyer progress against milestones is a great construct for deal reviews, allowing you to spend less time fact gathering and more time coaching through the potential roadblocks uncovered by the MAP. Who knows, you may even be able to dump that secret Excel spreadsheet where you handicap each reps’ forecast ability.

Process 103

Process Contract Sales Up-sell 103

Heinz Marketing

SEPTEMBER 17, 2018

So any systems that are really well connected to the CRM that give them the training that they need, but don’t constrain them to an LMS type construct, I’m a fan of those types of systems. Do we want to have an account manager type, customer success account manager type hybrid role?

Pipeline 70

Pipeline X-functional Sales Up-sell 70

Sales Hacker

OCTOBER 7, 2021

Bring your feelings, gut instinct, experience, and constructive emotion into the boardroom and sit at the table. If you do something constructive with your doubt, and use it to advance yourself, it can be an asset. Heck, stand at the head of it. Never believe that doubting yourself is a bad thing. Doubt is a part of life.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

SaaStr

AUGUST 20, 2020

Everyone in the sales org owns a quota, and so if you’re post-sales on the account management team, you have an expansion target as well as a churning contraction allowance that you’re working towards. That’s what we’re seeing being really successful. On the pre-sale side, everyone has a quota.

Sales 108

Sales Price Quota Start-ups 108

Spiro Technologies

MAY 26, 2022

If you go back to the fifties or prior, there was a finite amount of materials that you used to construct a cabinet or to build an interior space, right? I used to be a national account manager and I was on a plane all the time and I still couldn’t see all my customers.

Sell 52

Sell Manufacturing Hospitality Start-ups 52

SaaStr

MARCH 1, 2019

How does Tom think about constructing comp plans the right way today? Tom Tunguz: Well, it’s tough because you can construct a multiyear contract in a bunch of different ways. So you’re going to have a sales team that’s going to go after named accounts or the very largest customers.

Contract 67

Contract Price Commission Conversion 67

SaaStr

JANUARY 3, 2020

How does Tom think about constructing comp plans the right way today? Tom Tunguz: Well, it’s tough because you can construct a multiyear contract in a bunch of different ways. So you’re going to have a sales team that’s going to go after named accounts or the very largest customers.

Contract 12

Contract Price Commission Conversion 12

The Lost Book of Sales

JULY 12, 2021

This is potentially a lose-lose situation threatening both the quality of the vendor’s work and the fabric of the relationship, and it requires careful account management including frequent contact at the executive level. The key is to discriminate between account penetration and account development.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

JANUARY 31, 2020

In general, people want to pay you for the value that they get so you can have a very open constructive conversation with your customers about pricing and why it’s working, why it’s not working for you and what are the changes that you need to make. So number one is experimentation and try new things. That should be your focus.

Price 86

Price Engineering Trust Product 86

SaaStr

OCTOBER 25, 2019

The value for a video company is production related, and the value for a construction company for Airtable is specific to that construction use case. They needed more account management, they wanted someone to talk to, they needed help with strategy, they needed a little more technology, we provided that.

E-commerce 64

E-commerce Start-ups Product Price 64