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. Don’t wait to invest in customer success and account management.

Quota 119

Quota Contract Price Growth 119

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 –.

Sales 123

Sales Contract Inside sales Consult 123

Hubspot

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Account Executive (AE). Account Manager. Sales Engineer. Sales Manager. Account Manager. Regional Sales Manager.

Territory 101

Territory Commission Outside Sales Account management 101

Martech

FEBRUARY 2, 2023

Will we have a dedicated account manager and technical support, especially with the initial migration? Questions for vendor about pricing Although not all vendors require an annual contract, many do. Once you’ve selected a vendor, be sure to get in writing a list of what technology and support are covered in the contract.

Conversion 112

Conversion Contract Follow-up Account management 112

Partners in Excellence

OCTOBER 27, 2013

We may want to increase customer satisfaction, both to drive retention–perhaps we have contracts we want to renew—and to drive growth. Account planning and account plans are important. ” Then we have to look at our plans and actions to execute this part of the plan. What do we need to do to achieve this?

Account management 113

Account management Strategize Contract Contact 113

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.

Process 101

Process Negotiate Contract Legal 101

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". I’ve CC’d our lead engineer to speak to your concerns.”. Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. I’ve CC’d our lead engineer to speak to your concerns.”. It’s been a while.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Heinz Marketing

MAY 20, 2022

Account Management. Account Executives and/or BDRs. By focusing on “CLV, upsell rate, and new revenue growth through cross-sell and advocacy influence” CS teams become more aligned with the entire revenue engine. In this way, we know which levers we can potentially pull to drive more and larger expansion deals.

Cross-sell 115

Cross-sell Customers Growth Contract 115

Sales Hacker

FEBRUARY 5, 2019

Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? Another real-world example: back in the mid-90s, Oracle coined the phrase ‘packaged-based re-engineering.’ Think in terms of ‘deal dials’: price per user, payment terms, contract length, number of users. Technical account management.

Product 69

Product Contract Cross-sell Account management 69

SaaStr

OCTOBER 6, 2019

Add in a bunch of pre-paid annual contracts, and by $3m, $4m ARR or so … you can start to feel pretty confident in your nice, capital-efficient model. More account managers and farmers. And ultimately, we tend to lower the rep quality bar just a bit past rep 10 or 12 or so, just to keep the engine moving.

Non-Profits 108

Non-Profits Growth Appointment Sales 108

Search Engine Land

FEBRUARY 15, 2024

That said, an SEO agency can keep you up-to-date with changes that may affect your strategy while providing you with effective SEO solutions to combat search engine (or other) changes. Source: Search Engine Land 2023 Salary & Career guide They are expensive to find and harder to hire, and often, the demand leads to their leaving.

Consult 116

Consult Clients Engineering Technique 116

Miller Heiman Group

APRIL 9, 2019

Some examples include a special pricing offer, a customer-defined customization or a revision to contract terms. For instance, bring subject matter experts, such as your product engineer or product manager, into the conversation. At the same time, ask your sales manager to guide you on the optimal pacing for these meetings.

Territory 92

Territory Account management Price Contract 92

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. Benefits and capabilities of marketing work management tools. Most also enable more traditional Gantt charts.

Education 128

Education Clients Territory Follow-up 128

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

Hubspot

JUNE 22, 2018

Search engine optimization. General account management. Contract Award / Notification to Unsuccessful Bidders: August 31, 2018. . • Paid media strategy. Production of creative material including collateral and direct mail. Online marketing campaign. Website enhancement. Anticipated Selection Schedule. on June 1, 2018.

Negotiate 101

Negotiate Lead generation Contact Campaign 101

Hubspot

APRIL 17, 2013

Think about it: A new client would come on board having never met me or some of the key players on the team, but rarely if ever would the client ask to talk to any of us before signing a contract. Despite this, I''d be their main point of contact, their consultant, and managing the team that''s getting their work done.

Contract 78

Contract Trust Clients Consult 78

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. Google search engine using the terms “RevOps jobs” and “Revenue Operations jobs”. Revenue Accountant. Manager-level roles. Revenue Operations Manager. Manager, Revenue Accounting Operations. Data Manager, Revenue Operations.

Finance 117

Finance Cross-sell GTM SQL 117

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. With Conga you can simplify documents, automate contracts, and execute esignatures. We’ve got two sponsors on the show for you today. This has been a great show.

Contract 87

Contract Drivers/motivators Sales Price 87

Partners in Excellence

MARCH 5, 2024

Gus progressed in his IBM career, later managing one of the largest banking accounts, Citibank. Gus now lectures in various business programs and has written one of the best/most pragmatic books on account management that I’ve ever read, Customers Win/Suppliers Win. I worked with tellers, branch managers.

Sell 83

Sell Contract Retail Account management 83

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

Search Engine Land

NOVEMBER 21, 2022

They also get 55% more website visitors and 434% more pages indexed in search engines. That team usually includes project and account managers, content strategists, content writers, editors, SEO experts, graphic designers, consultants, salespeople, and more. Make sure a brand’s site and content are search engine-optimized.

Niche 91

Niche Healthcare Clients Engineering 91

Sales Hacker

SEPTEMBER 20, 2022

Managing Partner at CGI Executive Coaching. VP of Account Management in life sciences industry, leading a team of 85. Early termination or cancellation of contracts. Cherilynn Castleman was a VP of account management in 2008, overseeing a team of 85 in the life sciences industry. Hilmon Sorey.

Real Estate 108

Real Estate Clients Account management Up-sell 108

SalesLoft

JULY 25, 2022

Think marketing to sales development representative (SDR), SDR to account executive (AE), AE to account manager (AM), or AM to customer success manager (CSM). . The bigger the purchase, the more buyers there are on both sides of the table, and the longer it will take to get a signed contract. .

SQL 98

SQL Strategize Strategic planning Consult 98

Search Engine Land

JUNE 26, 2024

This profile, rich with quality links, can boost your site’s authority and help improve search engine visibility, which can lead to more organic traffic. Good communication and dedicated account management are crucial. To get quality, relevant links and enhance your backlink profile to help you achieve your SEO goals.

Service 73

Service Real Estate Strategic partnership Niche 73

Hubspot

NOVEMBER 28, 2022

Distribution Engine. Distribution Engine is an application for routing and assigning work in Salesforce. Distribution Engine is easy to install and configure. What we like: Distribution Engine offers assignment weighting. Key features: Intelligent routing makes sure leads match the right account managers.

Territory 90

Territory Price CRM Lead generation 90

Hubspot

MARCH 6, 2018

The salesperson might bring a engineer or executive to the meeting with them, to demonstrate the level of service the customer will receive and to answer more technical questions. Working backward might look something like this: One week of deliberation before a signed contract. Sales Process vs. Sales Methodology. One discovery call.

Process 101

Process Objectives and Key Results Sales Negotiate 101

SaaStr

SEPTEMBER 18, 2020

But I think the learning for me here is if you hire great managers, you can outperform any investment in automation. Not just in engineering and product, but in every level. Henry Schuck: People were spending more money annually on a DiscoverOrg contract than they were on a ZoomInfo contract. And so we made that decision.

Account management 98

Account management Engineering Launch Start-ups 98

Hubspot

JULY 10, 2019

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 want to be educated (which is where B2B content marketing comes in). Purchase Process.

B2B 101

B2B B2C E-commerce Entertainment 101

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. For example: SMB customers might need monthly payment terms or “pay per transaction” costs; Enterprise clients may prefer long-term contracts with less administrative overhead. Managing accounts after the sale is made.

Sell 52

Sell Account management Contract Price 52

Sales Hacker

AUGUST 25, 2023

Creating these roles and structuring it this way was how we continued to fuel the growth engine. Mark’s pro tip: “And why call them Growth AEs vs. Account Managers? Oh, and remember that 92% of the lifetime value comes after they commit and sign the contract! Very simple. That’s from my boy Jacko at Winning by Design.”

GTM 54

GTM Contract Cross-sell Account management 54

SaaStr

APRIL 30, 2022

Customer success teams are basically about building at scale this self-serve engine. With very specialized sales roles from the STR’s at the qualification stage to generating leads to account executives who will close those deals. It depends on the length of the contract, if there’s a contract.

Price 98

Price Launch X-functional Contract 98

SaaStr

FEBRUARY 25, 2020

If you sat and you said, “Okay, we sign a customer, we process their contract, we have to get them provisioned. And then we transition them to support and then we give them to the account manager and then we do their renewal. They got a verbal, they’re like, we’re going to get a contract this is a scrape.

Prospecting 96

Prospecting Customers Promote X-functional 96

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. Leaders everywhere are rising to meet the World Economic Forum’s rallying cry to ‘ build back better ‘ from the pandemic.

Contract 52

Contract Technology Technology Pitch 52

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 65

X-functional Engineering Clients Start-ups 65

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. For example: SMB customers might need monthly payment terms or “pay per transaction” costs; Enterprise clients may prefer long-term contracts with less administrative overhead. Managing accounts after the sale is made.

Product 40

Product Account management Contract Price 40

SaaStr

AUGUST 27, 2019

I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. Either work or not work. Sanj Sanampudi: Great. You’re doing something that is brand new. So Michaela?

Territory 63

Territory Contract Cross-sell Drivers/motivators 63

Martech

FEBRUARY 24, 2022

CallRail says its platform provides seamless, real-time, native integration to 45 different marketing solutions and platforms, including CRMs, social media and search engine ad platforms, marketing management solutions and more. Provides a real-time view of the customer journey to have smarter customer conversations.

E-commerce 98

E-commerce Healthcare Real Estate Appointment 98