Search Engine Land

JUNE 26, 2023

Large corporations adopt lengthy procurement processes because it helps them align their tech purchases with business strategy, save money, handle vendors, manage risks like overlap and security issues, and stay on the cutting edge of technology.

Process 101

Process Negotiate Contract Legal 101

Sales Hacker

FEBRUARY 16, 2024

Superbowl was quite the game. Document Crunch is the construction industry’s leading contract intelligence platform. Mark Zuckerberg put out a video review of the Apple Vision Pro. Anthony Kennada (Founder & CEO of AudiencePlus) highlights how his response was a masterclass in product-oriented content in this post. Uber Eats ft.

GTM 125

GTM Quota Contact Construction 125

Sales Hacker

FEBRUARY 14, 2022

What happens when a Global Head of Sales, an Inside Sales Director, and an Account Executive walk into a bar? Do they chat about how the old guy in Squid Game definitely isn’t suspect? . Enterprise prospects have teams dedicated to onboarding your tool into their existing tech stack, so if you don’t know your oats, it’s game over.”.

Legal 108

Legal Cold Call Contract Inside sales 108

Sales Hacker

OCTOBER 22, 2017

While we have some generalized notion of “selling,” contemporary sales organizations have grown in complexity and have evolved into a roster of functions — such as business development, closing, account management, and customer success — that require different specialized skill sets for their respective teams. Contract Negotiation.

Negotiate 107

Negotiate Teamwork Referrals Relationship building 107

Sales Hacker

FEBRUARY 5, 2019

Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? However, when moving up-market to companies with 1,000+ employees, the game changes. Think in terms of ‘deal dials’: price per user, payment terms, contract length, number of users. Post-Sales Account Management (Commercial).

Product 68

Product Contract Cross-sell Account management 68

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. happening.

Contract 78

Contract Trust Clients Consult 78

Search Engine Land

FEBRUARY 27, 2024

You’re hiring an agency to manage on your behalf, but that doesn’t mean that you shouldn’t own the work. What does a typical contract term look like? Do they lock you into long contracts without an out clause? Account management 26. How many accounts is the lead responsible for and what role do they play?

Retail 94

Retail Clients Contract Campaign 94

Openview

APRIL 3, 2018

You can’t blame him – he did what was right for the customer and gamed the system of a poorly designed comp plan. Direct sales reps get comped on the initial sale and hands the customer off to Account Management on day one. 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

DECEMBER 4, 2023

Hollywood writers negotiated new contracts to continue earning a living when genAI could use their ideas to create new plot twists. For PPC marketers, ChatGPT also unlocked game-changing potential. These early applications demonstrated the immense potential for ChatGPT in PPC account management and campaign optimization.

Objectives and Key Results 106

Objectives and Key Results Campaign Launch Strategize 106

Hubspot

APRIL 29, 2024

Availability, access to inventory, payment terms, purchasing method (invoice or credit card), contract length, and legal terms can all help determine the price. Consultative selling is a personal game, so it serves you to add a personal edge to your communication when conducting it. Keep your interactions conversational and genuine.

Sell 74

Sell Objectives and Key Results Consult Price 74

Hubspot

AUGUST 17, 2017

Finally, it gets pdf’d and sent over to the account manager who forwards it along to the client or presents it live. To step up your analytics and reporting game, you need to automate the busy work. Before you roll out your marketing reports to clients, show them to your account managers and service team.

Clients 78

Clients Process Account management Presentation 78

Hubspot

APRIL 24, 2012

In an attempt to equip businesses with the right CRM system for their needs , this post will explain -- without the gobbledygook -- what the heck a CRM is, why they are incredibly valuable in the right hands, and whether you actually need one at this stage in the game. You'll need to implement the CRM correctly.

CRM 78

CRM Pipeline Sales Campaign 78

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. But when companies grow to 1,000+ employees and hire data science teams for analytics and insights across all business functions, the game changes. Managing accounts after the sale is made. Technical account management.

Sell 52

Sell Account management Contract Price 52

PandaDoc

APRIL 6, 2021

As a sales enablement platform, GetAccept is focused on helping you manage your entire contract workflow, from first draft to final signature. While the company does offer features like document management and custom branding, it’s most widely known for its document signing and preparation process. Integrations.

Contract 52

Contract Price Account management Process 52

PandaDoc

APRIL 6, 2021

As a sales enablement platform, GetAccept is focused on helping you manage your entire contract workflow, from first draft to final signature. While the company does offer features like document management and custom branding, it’s most widely known for its document signing and preparation process. Integrations.

Contract 52

Contract Price Account management Process 52

Search Engine Land

NOVEMBER 21, 2022

That team usually includes project and account managers, content strategists, content writers, editors, SEO experts, graphic designers, consultants, salespeople, and more. Understand that content is a long-term game, and not for you if you want fast, quick wins. What is a content marketing agency? Know your needs and goals.

Niche 91

Niche Healthcare Clients Engineering 91

SaaStr

FEBRUARY 25, 2020

To go catch their son or daughter’s soccer game. 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. Maybe, maybe not.

Prospecting 96

Prospecting Customers Promote X-functional 96

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

Hubspot

FEBRUARY 27, 2016

Be sure your contracts and documentation tackle as many of these project unknowns as possible. 2) Transition from managing a sales pipeline to a relationship pipeline. 6) Don't view account management and project management as the same role. Image purchasing, content implementation, hosting fees, etc.,

Negotiate 53

Negotiate Contract Pipeline Clients 53

Sales Hacker

JANUARY 5, 2021

And it happened to a couple of people that after four or five months, they could really end up in a key account manager position. But now when we actually, again, restructured the sales team, and essentially we trained everyone and met everyone for cycle key account manager. So it’s definitely a game-changer.

Cold Call 117

Cold Call Start-ups Up-sell Finance 117

SaaStr

SEPTEMBER 18, 2020

Henry Schuck: People were spending more money annually on a DiscoverOrg contract than they were on a ZoomInfo contract. There’s not a game room. And ZoomInfo was like ping pong tables and game rooms and shuffle boards. What does not having the right account structure? And so we made that decision.

Account management 98

Account management Engineering Launch Start-ups 98

Heinz Marketing

OCTOBER 22, 2018

Tracy: We got 40 yard line tickets for the game on Saturday. We’re leaving the Gartner Conference, popping home, packing a bag, and then going back to the game. There is nothing better than a home game with your alma mater, especially the night games. Tracy: That’s why I’m laughing-. Matt: Yeah.

Pipeline 70

Pipeline Sales Campaign Contract 70

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 62

Territory Contract Cross-sell Drivers/motivators 62

SalesLoft

AUGUST 10, 2023

The Salesloft platform itself is — without exaggeration — a game changer for account executive-initiated prospecting. With Salesloft, customer success teams can create renewal cadences and automate them to engage customers ahead of their contract end date. It’s one of the key drivers for me to continue to invest in the platform.

Pipeline 52

Pipeline Cross-sell A/B testing Contract 52

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

Sales Hacker

SEPTEMBER 7, 2021

How did you get into the sales game in the first place? 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.

Trust 109

Trust Cold Call Start-ups CRM 109

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. But when companies grow to 1,000+ employees and hire data science teams for analytics and insights across all business functions, the game changes. Managing accounts after the sale is made. Technical account management.

Product 40

Product Account management Contract Price 40

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. And just an example of that is, in one of his accounts. What You’ll Learn.

Consult 72

Consult Contract Closing Up-sell 72

Sales Hacker

APRIL 21, 2020

So if you’ve ever been to a large event and you’ve shown up and the professionals that are there with the printing equipment and the badges and all of that, we also supply a lot of very important game day technology and services to our clients. Tactically speaking, we’re diving into things like account management.

Manufacturing 85

Manufacturing Start-ups Clients Contract 85

Lead Fuze

AUGUST 12, 2021

Episode 31: Mastering Account Management as a Sales Professional. It’s through his genuine desire to improve his abilities that bring listeners relevant and useful conversations that will improve anyone’s game. Episode 28 Converting Free Trials, Soft Contracts, and Why Sales Prospects. 21 Sales Pipeline Radio.

Sales 98

Sales Drivers/motivators Inside sales Up-sell 98

Lead Fuze

MAY 26, 2023

You can start as an intern or entry-level employee and gradually work your way up through positions like account manager, project manager, or even creative director. This journey will provide invaluable lessons that will serve as the foundation for your future agency.

Profit margin 52

Profit margin Legal Price Networking 52

Hubspot

OCTOBER 8, 2019

Best for: Electronic document management. Conga was designed to simplify your sales team’s digital footprint by streamlining how you manage your documents, contracts, and eSignatures. Best for: Account management. Groove is designed to support account-based sales teams as they scale and grow.

Price 76

Price Contact CRM Sales 76

SaaStr

MAY 28, 2019

We gave our community members a name and that really changed the game for us. And then everything happened from there and we really rallied around them at the center of everything we did and that’s what definitely changed the game. It didn’t become about marketing, it didn’t become about sales.

Product 92

Product Start-ups B2C Growth 92

PandaDoc

OCTOBER 26, 2021

There is a reason why Salesforce has such a dominant position in the market: it’s one of the most elaborate CRM platforms in the world, packing lots of game-changing features that can help you transform your business and create a winning CRM strategy. What makes Salesforce the market leader? Free trial: Yes, 14 days. Ease of use: 5/5.

CRM 52

CRM E-commerce Price Customer Relationship Management 52

SBI

NOVEMBER 7, 2019

We talk about ABM, Purchase Intent, the number's game. 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.

Customers 20

Customers Tradeshows Technology Technology 20

SaaStr

APRIL 16, 2023

It got you back in the game this hyper growth. I know, because we were working on a game, we started our company in the beginning of 2009, and we completely missed the boat. ” What we have, we call them account managers, and there’s no outbound. Stewart : You’ll talk to one of these account managers.

Start-ups 145

Start-ups Real Estate Product Networking 145

SaaStr

MARCH 10, 2020

We are not as fortunate as some of the folks in this room that if we sign a contract, regardless of how our customer feels about what they’ve bought, they’re going to continue paying. There’s generally no contract in place. Our service model is fairly unique. We are not a software business. We’re just out.

Government 108

Government Up-sell Contract X-functional 108