Sales Hacker

APRIL 21, 2021

According to Gartner , the switch to RevOps is due to five key business drivers: Companies are disillusioned with rigid silos. Customer experience becoming a critical revenue driver. It may take days before the rep can actually send a contract for signature. We could also add a sixth business driver to the list.

Finance 114

Finance Cross-sell GTM SQL 114

Sales Hacker

SEPTEMBER 2, 2021

He describes how your business’ annual contract value dictates your “hunting strategy,” i.e. how you acquire, onboard, and retain new customers. If you offer a low annual contract value where users use a self-checkout process to purchase your product, then onboard new users with a low-touch, product-led process.

Product 117

Product SQL Contract Sales 117

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.

Account management 88

Account management Commission Contract Sales 88

Heinz Marketing

MARCH 6, 2019

The vast majority of companies will continue to have an inbound or demand model and an account based model, with account based efforts shifting the customer mix and becoming a driver of incremental growth. Where is the role of customer success and account management in account-based success – either now or in the future?

B2C 74

B2C Drivers/motivators Account management B2B 74

Sales Hacker

JUNE 17, 2019

With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. The whole idea about finding ways to motivate your team–for everyone, it’s different. We’ve got two sponsors on the show for you today. Is it money?

Contract 82

Contract Drivers/motivators Sales Price 82

Openview

APRIL 3, 2018

Direct sales reps get comped on the initial sale and hands the customer off to Account Management on day one. You need to decide what you are optimizing for – new logo acquisition, deal size, multi-year contracts, payment terms, etc. DON’T pit your Direct Sales and Account Management/Customer Success teams against each other.

Commission 72

Commission Account management Quota Sales 72

Sales Hacker

MARCH 3, 2021

Salespeople create relationships, but it has traditionally been up to the customer success or account management team to nurture them. Needs and motives. After figuring out the basic information about the customer, the sales team has to ask for their needs and motives, basically why they’re considering your product.

Process 98

Process Assembly Line Drivers/motivators UX 98

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? 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. Selling Skills and Account Management.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

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. Renewal opportunities occur when a customer’s current contract comes to an end.

Customers 87

Customers Cross-sell Contract Price 87

Hubspot

NOVEMBER 7, 2023

It might seem reasonable to share your timeline with the prospect, so they’ll be motivated to move faster and help you out. Then, identify their motivations for the request. You’d ask the buyer, “Are you interested in having an account manager? I’ll send over the contract right now for you to review and sign.”

Negotiate 74

Negotiate Contract Price Quota 74

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

Hubspot

JULY 10, 2019

Purchase Motivation. Customers like (if not prefer) to work with account managers and salespeople. Customers make purchases for long-term solutions, resulting in a longer sales cycle, longer contracts, and longer relationships with companies. Customers are focused on ROI, efficiency, and expertise. Purchase Process.

B2B 101

B2B B2C E-commerce Entertainment 101

InsightSquared

AUGUST 23, 2019

Andrew joined the Customer Enablement team at InsightSquared two years ago and has since then moved on to the Account Management team to get back to his passion for sales. From start to finish, he delivers on all key actions and follows through with his plan through outstanding planning and resource leverage.

Represent 12

Represent Sales Contract Account management 12

PandaDoc

MAY 30, 2019

Send better contracts. To close it, you’ll have to not only prove your value but also get buy-in from the prospect’s social media, design, and account management departments. Instead, focus on whether reps are coachable, composed, persistent, and self-motivated. Send better contracts.

Contract 75

Contract Negotiate Sales Strategize 75

SaaStr

AUGUST 27, 2019

This will include diving into the pros and cons of the various comp design models, including MBOs, detailed incentive structures and flat commission rate payouts, as well as the nuance between using comp design as a motivational factor but not as a substitute for good management. So let’s have our panelists flip their cards now.

Territory 60

Territory Cross-sell Contract Drivers/motivators 60

Sales Hacker

JANUARY 5, 2021

Sam Jacobs: As you’ve moved up the ladder in terms of your career, but specifically when you think about managing SDRs, what do you think are the key things that new managers to sales development teams need to keep in mind? Because it really is that we are going after enterprise accounts.

Cold Call 114

Cold Call Start-ups Up-sell Finance 114

Lead Fuze

AUGUST 12, 2021

Episode 122: A Consultative Approach to Sales with Driver Studios’ Derek Sentner. Episode 31: Mastering Account Management as a Sales Professional. Episode 55: How to Keep Your Clients Engaged and Motivated. Staying Motivated While Selling Technology #128. Best 3 Episodes: . Best 3 Episodes: . Best 3 Episodes:

Sales 98

Sales Drivers/motivators Inside sales Up-sell 98

Sales Hacker

APRIL 21, 2022

This was all in an effort to increase our average contract value (ACV). Dedicated Customer Account Manager. But every enterprise contract eventually requires buy-in from leadership. From there, you need to convince multiple levels of management, adjacent teams and managers. Examples include: SSO and SCIM.

Cross-sell 103

Cross-sell Legal Contract Price 103

SalesLoft

JANUARY 31, 2019

This business model shift fundamentally changed enterprise software sales from what was a relationship-based, in-person sales process that traded in multi-million dollar contracts, or an SMB software sale that occurred via a brick-and-mortar retail channel. Further upstream are metrics that correlate to these more intermediate drivers.

Sales 53

Sales Drivers/motivators Pipeline Price 53

Sales Hacker

AUGUST 25, 2023

Mark’s pro tip: “And why call them Growth AEs vs. Account Managers? That was a way to get my finance team to pay them, like acquisition AEs instead of account managers, which were like 30% less than AEs, which means I would have gotten crappier talent. Very simple. So that was a little hack on my end.

GTM 53

GTM Contract Cross-sell Account management 53

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. Not every client relationship will work.

Referrals 110

Referrals Clients Networking Start-ups 110

SaaStr

AUGUST 15, 2020

And the good news at New Relic is we can do all three, but only if we align to the business drivers and keep in mind just how dynamic those are. Jay Snyder: I think the thing we’re doing Nick, to be able to force that is we’re getting a little bit more intelligent around account management.

Retail 105

Retail Start-ups Drivers/motivators Up-sell 105

Lead Fuze

JUNE 28, 2023

In this blog post, we will explore the role of sales representatives – from negotiating contracts and identifying leads effectively, to building relationships with potential clients. They conduct business operations, negotiate contracts, identify leads, contact prospects, and close deals.

Negotiate 52

Negotiate Territory Contract Technique 52

Highspot

JANUARY 6, 2021

Now you can build, segment and mix modules to ensure all parts of a program are directly applicable for, say, account managers, solutions engineers or business development specialists. It sparks active learning mode, helping employees stay engaged and motivated. Why leaders need to act now.

Contract 52

Contract Technology Technology Pitch 52

Hubspot

NOVEMBER 28, 2022

The platform also offers automated follow-up features, which motivate salespeople to seek feedback after the call. Bitrix24 also provides marketing and social media management tools that can help you interact with customers and leads. Key features: Intelligent routing makes sure leads match the right account managers.

Territory 90

Territory Price CRM Lead generation 90

Lead Fuze

DECEMBER 31, 2021

The amount of products and services that a company offers is another factor in sales motivation. Often shields poor performers behind successful teammates.Makes individual motivation more challenging. Managers will often protect their lower-performing employees by blaming them on higher performers. Size of your sales team.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

SalesLoft

AUGUST 10, 2023

With Salesloft, customer success teams can create renewal cadences and automate them to engage customers ahead of their contract end date. Integrated workflows help sales, marketing, account management, and customer success scale a coordinated, proactive engagement message.

Pipeline 52

Pipeline Cross-sell A/B testing Contract 52

Salesmate

OCTOBER 26, 2021

As the name suggests, a hunter persona goes out and seeks new opportunities, prospects, and accounts. They’re independent, and enjoy moving from one deal to another in sales pipeline , as they are motivated to continue ahead and find new leads. . Hunters are committed, motivated, and determined. …and such.

Sales 52

Sales Represent Angle Account management 52

SaaStr

SEPTEMBER 18, 2020

And in this way, we under invested in middle management along the way, especially in our go to market motion. And instead of investing in managers, people to manage a group of people, and get them motivated and keep them focused on metrics, we invested in a bunch of automation. And so we made that decision.

Account management 98

Account management Engineering Launch Start-ups 98

Sales Hacker

NOVEMBER 10, 2020

And we had only two contracts to show from it. Was the key driver, was there something that you figured out about customer centricity or building product? So when I was coming back and forth, I was just managing the account management team. And AJ kept coming back to two drivers of a comp plan. I just left.

Growth 103

Growth Finance Start-ups Drivers/motivators 103

SaaStr

MAY 14, 2023

Then you have account management, and on boarding. Daniel : I think one of the smart things we’ve done on pricing is to price the contract terms that people want, explicitly. Some people have an absolute hard and fast rule they cannot sign anything longer than a one year contract. You have leads.

Price 107

Price Start-ups Up-sell X-functional 107

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Appointment Sales 52

Highspot

SEPTEMBER 28, 2023

Project/Account Manager Designate people from the seller and buyer side responsible for coordination throughout the sale’s journey. Value summary Outline the core value each party—the buyer and the account executive—expects to gain from entering a business relationship. Outcomes Be specific about what each party will deliver.

Objectives and Key Results 52

Objectives and Key Results Sales B2B Launch 52

SalesHandy

JULY 12, 2022

Quantitative data is derived from collecting information through Sales Development Representatives (SDRs), internal stakeholders, and account managers. The purpose of this exercise is to understand your best customers’ motivations behind selecting your product as their desired choice. This customer data goes beyond numbers.

Customers 59

Customers Cross-sell Represent Up-sell 59

SaaStr

JANUARY 28, 2020

Aaron : Well, the hunters are going to want to stay in sales, the farmers are going to be like, well, I might want to go back to account management/customer success. But I think there is certainly a motivating factor for the folks on our team that we do sort of take the bet on, and that’s powerful. Jason : All right.

Growth 96

Growth Promote Engineering Up-sell 96

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. Not every client relationship will work.

Referrals 49

Referrals Clients Networking Start-ups 49

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. And yet, that is what some people try to do. And yes, with Sales 2.0 Is it worthwhile to sell?

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52