Partners in Excellence

APRIL 26, 2021

We tend to take for granted that our customers know how to buy. We assume they know how to get approval, how to contract, how to issue an order. Customers need our help! We need to guide our customers and can provide that insight because we see customers going through this process every day.

Customers 131

Customers Contract Legal Negotiate 131

Partners in Excellence

AUGUST 14, 2014

I called customer service, got a very good agent. Unfortunately, the answers she was giving me weren’t satisfactory so I asked if I could speak to a manager. So while they had designed a process that was very efficient and effective for them, it was unworkable for me–the customer.

Customers 109

Customers Territory Strategize Inside sales 109

Sales Pop!

MAY 20, 2023

There is the customer success rep, which focuses on existing customers. One of my core principles is that a good sales contract, at the end of the day, hurts both sides just a little bit—not too much on one side or the other, but just a little bit on both. This is the very definition of fairness.

Appointment 243

Appointment Education Sales Contact 243

Heinz Marketing

MAY 20, 2022

While the idea of customer success as a profit center is not new, it is regaining momentum and overtaking new logo acquisition as the main strategy for B2B revenue growth. Our clientele often come to us for help gaining new customers. Customer Marketing. Customer Marketing. Customer Success. Account Management.

Cross-sell 115

Cross-sell Customers Growth Contract 115

Veloxy

OCTOBER 24, 2022

Most sales reps spend over 175 hours every year on generating quotes and proposals, and waiting for contracts to be signed. When speed to close is essential in a competitive profession, you need the ability to generate and send contracts in one click, one minute. Luckily for account managers there is Scratchpad.

Quota 147

Quota Contract Account management Price 147

Veloxy

JUNE 23, 2021

If your product or service is a high priced solution that includes customization, then outside sales will work perfectly. 3: Account Managers. The Account Manager is responsible for checking on clients and nurturing relationships after the contract is signed. Customer Relationship Management Software.

Inside sales 232

Inside sales CRM Sales Pipeline 232

SalesPop

MARCH 20, 2022

In this Expert Insight Interview, Brent Keltner discusses how to transition elegantly from sales to customer success and develop that as a continuum. This Expert Insight Interview discusses: How customer success has changed in the subscription-based economy. Why organizations must work hard to make the customer experience seamless.

Customers 98

Customers Contract Sales Account management 98

The 5% Institute

AUGUST 15, 2023

In today’s dynamic business landscape, various account management roles plays a pivotal part in maintaining customer satisfaction, driving revenue growth, and fostering lasting business relationships. Account management roles encompass a range of responsibilities that require a unique blend of skills and expertise.

Account management 52

Account management Negotiate Clients Strategize 52

Openview

MAY 29, 2019

For SaaS companies, the allure of the enterprise customer is pretty strong. And because enterprise customers typically stick around longer, they lower your overall churn risk. Plus, enterprise customers usually spend more—on support, seats, usage, integrations, etc. Rigorous security requirements. Integration options.

Product 93

Product Sell Customers Contract 93

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

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

SaaStr

SEPTEMBER 19, 2022

SaaS businesses are discovering that customers choose and recommend them based not on flashy marketing or super fancy product features but on the experience of engaging with the company and the value it delivers. Delivering a cohesive and die-hard customer experience doesn’t happen accidentally. You need to be accountable.

Customers 103

Customers Construction Contract Relationship Management 103

Veloxy

AUGUST 17, 2022

Other tools are more specialized, such as gamification, customer experience management, and lead prioritization. Then, you can automatically track your customers’ email engagement to better prioritize leads. You’ll easily generate quotes, proposals, and contracts in a variety of formats and in mere seconds.

Appointment 147

Appointment Territory Cross-sell Contract 147

Martech

APRIL 25, 2024

This can change many things, including price, customer service, contract enforcement and more. Your legal team should review existing contracts to see if it has any “in the case of being purchased” clauses. Sometimes the acquiring company is stricter about contract terms,” said Petersen. “I’ve Product roadmap.

Contract 106

Contract Legal Price Technology 106

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. A short, paid pilot is a great way for a customer to force a new vendor to prove themselves. But an unpaid pilot?

Price 126

Price Contract Referrals Contact 126

Martech

JUNE 10, 2024

One area where they tend to shine is customer support. While all vendors care about customer retention, larger players have far more roles and folks devoted to churn prevention. While it can take some coordination to include everyone in discussions, each account team member can more easily focus on their roles.

Niche 103

Niche Contract Clients Sports 103

Gong.io

AUGUST 3, 2022

For SaaS and subscription businesses, customer success is a key revenue driver. Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. So, how exactly do you measure if a customer is “successful” (and what does that even mean?).

Customers 87

Customers Cross-sell Contract Price 87

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. Second, once contracts are in play, salespeople can monitor their status and stay on top of every step. Fourth, this digital automation improves account management and customer satisfaction.

Contract 55

Contract Gaming Commission Legal 55

Sales Hacker

JULY 25, 2022

The beauty of a sales performance dashboard is your ability to customize it. Metrics that depend on employee performance and customer behavior. May include: customer retention rate, win rate, and new customers acquired. Before a new customer deal can close, an SDR has to find that customer.

Engineering 116

Engineering Objectives and Key Results Cross-sell Pipeline 116

Partners in Excellence

OCTOBER 27, 2013

We talk about all the things we want to accomplish—meet more executives, expand our contacts and visibility in the customer, displace competition, sell them more stuff, become a “valued partner.” ” Every account plan always includes a lot of actions and activities. What do we need to do to achieve this?

Account management 115

Account management Strategize Contract Contact 115

Salesforce

OCTOBER 22, 2024

Pioneered in the 1990s by Jack Napoli, the MEDDIC framework transforms teams into sales powerhouses by delving deep into the elements of the customer buying experience. And by the end, you’ll know more about your customer than you have before. Learn more What is the MEDDIC sales process? Let’s start with what MEDDIC means.

E-commerce 81

E-commerce Territory Pitch Sales 81

SaaStr

NOVEMBER 8, 2022

Well let me just step back with my learnings as you do your own planning: First, assuming you are growing > 80% YoY or so, have a lot of pre-paid annual contracts, … you should be able to be cash-flow positive almost no matter what somewhere around $5-$8m in ARR. The incremental customer can become extremely expensive.

Quota 114

Quota Contract Price Growth 114

SaaStr

FEBRUARY 28, 2021

Both had a roughly similar make-up of customers, split between: Big Customers (Fortune 500 / Global 2000 types) — not many, but each paying a lot; Small and medium-sized businesses, each paying four or five figures a year; and then. On the one hand, their largest customers were very important and creating six-figure deals.

Product 120

Product Contract Sales Price 120

Martech

OCTOBER 12, 2021

We’ve already written about community in B2B and in the story below we hear about the evolution from account management, via customer success, to customer love, from someone who has worked through it in practice. Customer success gets passionate. We look at how many hours customers like to spend with the team.

B2B 106

B2B Account management Contract Technology 106

Partners in Excellence

OCTOBER 25, 2016

To be honest, I’m stunned with some of the thinking about growing account based businesses. Keeping the customer, if you have a subscription type of offering, getting the renewal. Wrapped around this is some notion of upsell/cross sell, “Can we expand the relationship with the current customer (individuals)?”

Territory 100

Territory Account management Cross-sell Retail 100

Martech

JUNE 9, 2022

Can reports be customized and automatically delivered to different users and types of users in their preferred formats? What kind of customer support is included? Will we have a dedicated account manager and technical support? How do you validate the accuracy of your data appends and matches?

Negotiate 111

Negotiate Contract Account management Launch 111

Martech

FEBRUARY 2, 2023

What kind of customer support is included? Will we have a dedicated account manager and technical support, especially with the initial migration? How responsive is customer service? Questions for vendor about pricing Although not all vendors require an annual contract, many do. Has there been any downtime?

Conversion 111

Conversion Contract Follow-up Account management 111

SaaStr

SEPTEMBER 8, 2024

If you are not familiar with Flexport, they are a licensed customs brokerage and freight forwarder built around a modern web application that helps brands move products around the world. Clearly understand how your customer buys. Make sure you know how your customers buy and tailor your go to market strategy and messaging to that.

Non-Profits 126

Non-Profits Price Contract Start-ups 126

Salesforce

NOVEMBER 15, 2024

Here are a few of the most common paths SDRs may take: Account Executive: As the most popular next step in an SDR’s sales career, an Account Executive is responsible for building and maintaining relationships with clients to drive sales and achieve revenue targets. Learn more

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Partners in Excellence

AUGUST 23, 2013

A well run procurement organization already has strong spend management programs in place. They have strong compliance and contract management programs in place. Account Management Communicating Competition Future Of Buying Insight Selling Learning Overcoming Crises Partnering Procurement Strategies Strategy Uncategorized'

Account management 104

Account management Contract Sales Up-sell 104

SaaStr

MAY 25, 2020

“We added slack for customer support and on boarding” — Adam Livesay, founder, Elevat. 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. “Simplicity.

Closing 136

Closing Process Contract Price 136

Sales Hacker

APRIL 6, 2022

Let’s take a closer look at each word: Configure: Configuration of products and services ensures that what you provide is actually available, meets the buyer’s needs and specifications, and can be delivered according to the agreed-upon contract terms. What type of companies need a CPQ? Who should consider purchasing a CPQ?

Cross-sell 108

Cross-sell Contract Price Finance 108

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? How can you increase long-term customer retention? On a recent episode of the Reveal podcast, we connected with MJ McCarthy, VP of Account Management at Everbridge, for answers to these and other questions that are top of mind for revenue leaders.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

Hubspot

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase average contract length. Increase percentage of repeat customers. Secondary goals: Acquire well-known customers.

Commission 101

Commission Quota X-functional Non-Profits 101

Martech

JUNE 17, 2024

And when someone posts about their poor customer experience or some questionable action taken by a vendor, it travels the world in record time. Failure to renew leads some customers to be shown the fine print in the contract they signed. It could be useful for customer support or in case Adobe is served with a warrant.

Trust 115

Trust B2B Non-Profits Government 115

Hubspot

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? If the answer is “Yes,” chances are you understand your customers want partners, not vendors. The most effective account managers and sales teams understand their customer’s narrative.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

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. Ron would always ask the same questions –. Get those answers.

Sales 123

Sales Contract Inside sales Consult 123