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. Save them for when growth truly slows. Account management it’s same work. A good reminder on Free.

Price 125

Price Contract Referrals Contact 125

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Uncover and leverage revenue growth opportunities.

Customers 98

Customers Contract Cross-sell Account management 98

Sales Hacker

OCTOBER 11, 2024

Over the last decade, he has worked with countless sales organizations to help them scale from startup to high-growth machines. For example: Revenue is driven by metrics like win rate, ACV (average contract value), and number of deals closed. You can’t change what’s already happened. Document Crunch – announced a $21.5M

GTM 113

GTM X-functional Pipeline Construction 113

SaaStr

NOVEMBER 8, 2022

For years, it was Growth, Growth, Growth. Not, for the first time in a long time, it’s Growth + Profits. Now once you hit say, $5m ARR, and the renewals kick in (which rain cash), and the pre-paid annual contracts kick in … you should be able to pull in 120% of your MRR even month in cash, possibly even more.

Quota 113

Quota Contract Price Growth 113

Partners in Excellence

OCTOBER 25, 2016

Much of this thinking drives an “account maintenance” philosophy, as a result, we tend to look towards “farmers” or relationship builders as our account managers. This thinking causes us to miss huge growth opportunities, and short changes the account of the value we might create with them!

Territory 102

Territory Account management Cross-sell Retail 102

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. We of course help them with this endeavor, but after deep analysis, we almost always observe a large untapped opportunity for growth within their current customer base.

Cross-sell 113

Cross-sell Customers Growth Contract 113

Martech

OCTOBER 11, 2021

“The meeting might be going through to a salesperson, account manager or a CSM. ” Cipirani-Espineira has been in SaaS customer success throughout her career, including in senior account director and VP Customer Success roles at Cision and Medallia respectively. From account management to customer success.

Customers 107

Customers Account management Real Estate Contract 107

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. She had previously spent time as an account manager at businesses like Cision and Medallia. Read more here.

B2B 106

B2B Account management Contract Technology 106

SalesPop

MARCH 20, 2022

Brent Keltner is the president of Winalytics, and he has created the Winalytics Value-Driven Growth Methodology. Renewals and incremental expansions become as crucial to growth as the net new. This is much more than a simple maintenance role nowadays, so they have to work closely with their sales manager.

Customers 98

Customers Contract Sales Account management 98

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.

Account management 117

Account management Strategize Contract Contact 117

SaaStr

OCTOBER 6, 2019

When a great SaaS business starts to come together, and crosses Initial Traction ($1-$1.5m), growing nicely (8-10%+ Month-over-Month Growth) … often times, the founders start to see the first bit of real economic returns on the model. You’ll need a couple of folks in sales ops just to keep up with the team and growth.

Non-Profits 107

Non-Profits Growth Appointment Sales 107

Martech

JUNE 17, 2024

Failure to renew leads some customers to be shown the fine print in the contract they signed. Take our brief 2024 MarTech Replacement Survey Growth at all costs leads to decisions that hurt customers. If you’re building a company with a growth-at-all-costs attitude, you probably aren’t investing enough in your brand.

Trust 115

Trust B2B Non-Profits Government 115

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. Scaling sales operations. Want to learn more about CPQ?

Cross-sell 107

Cross-sell Contract Price Finance 107

Engage Selling

MAY 3, 2013

KPI’s for Account Management and client retention / growth. Average client growth year over year. Depending on your business, you may have additional KPIs to take into account. A company with multi-year contracts and varying usage would measure contract value versus actual contract spend, for example.

Contract 88

Contract Quota Pipeline Sales 88

Hubspot

APRIL 27, 2023

With this growth comes tons of new job opportunities for salespeople looking to get into the tech industry. This booming sector can offer sales professionals huge growth opportunities, financially and professionally. Professional growth. Companies will need more salespeople to help them reach their growth and revenue goals.

Account management 88

Account management Commission Contract Sales 88

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

Sales Hacker

AUGUST 18, 2021

On the other is whitespace or the potential for expansion in an account. If a contract provides for 50 seats but the customer only uses 45, that’s 90% seat saturation. If Acme Corp is spending $20,000 and companies like it are spending $100,000, we know there’s room for growth in the account.

Education 122

Education Contract Pipeline Gaming 122

Sales Hacker

NOVEMBER 10, 2020

The key inflection moments along a journey of growth [14:25]. It’s a great conversation, and it’s really all about going off on your own and pushing yourself into that zone of discomfort where all personal growth happens. Just give us a little bit of a feeling for where you are in your growth journey. AJ Bruno: Yeah.

Growth 101

Growth Finance Start-ups Drivers/motivators 101

Sales Hacker

SEPTEMBER 2, 2021

If you’ve ever used Canva or Zoom, you’ve seen product-led growth (PLG) in action. We plan to take a look at how a sales function can complement a product-led growth approach to user onboarding. If the annual contract value ranges anywhere from $2,000 to over $100,000, then you should consider a mix between the two.

Product 117

Product SQL Contract Sales 117

SaaStr

MAY 25, 2020

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. ” — Claire Gunter, Sr Partner Account Manager, Algolia. “Simplicity. In everything. In your messaging.

Closing 136

Closing Process Contract Price 136

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 Manager. Account Manager. Regional Sales Manager. Outside Salesperson.

Territory 101

Territory Commission Outside Sales Account management 101

Hubspot

JUNE 6, 2019

The next step in your career growth is as senior sales analyst. National Account Manager. If you’re ready for a new challenge, you might make the eventual jump to national account manager. You might also work directly with the legal team to iron out proposals and other contract initiatives. The good news?

Finance 99

Finance SQL Strategize Account management 99

SaaStr

NOVEMBER 23, 2019

Upgrade alignment between Customer Success, Account Management and Sales. In SaaS, the date the contract is Adobe Signed isn’t the end of the sales process — it’s basically the start. It helps with upsells and account growth. Support the team with your gravitas as CEO. This always helps.

Quota 109

Quota Sales Contract Closing 109

SaaStr

FEBRUARY 28, 2022

Upgrade alignment between Customer Success, Account Management, and Sales. In SaaS, the date the contract is Adobe Signed isn’t the end of the sales process — it’s basically the start. It helps with upsells and account growth. It’s time to start putting the pieces into place for even stronger growth in 2021.

Quota 98

Quota Sales Contract Start-ups 98

Sales Pop!

MAY 20, 2023

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. Account Management I do understand that when you have a lot of customers, you may need to hand one over to someone in the care of support.

Appointment 94

Appointment Education Sales Contact 94

Gong.io

AUGUST 3, 2022

Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. For product-led growth teams, onboarding sequences are generally automated. Customer success KPIs for measuring retention and growth. Defining customer success and measurements .

Customers 87

Customers Cross-sell Contract Price 87

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

Search Engine Land

NOVEMBER 13, 2023

This can seriously stunt your agencyʼs growth since recurring client revenue is fundamental. Establishing a referral partnership and leveraging their growth for testimonials can turn this situation into a positive opportunity. This contract outlines services provided, performance targets, backup strategies, and contact hours.

Clients 90

Clients Objectives and Key Results Referrals Non-Profits 90

Sales Hacker

APRIL 21, 2022

Someone (usually a VC) will point out that hitting your aggressive growth numbers will be easier if you sell to larger companies. After a couple of years, we had built a solid SMB business, but realized that in order to hit our growth goals we needed to move up-market. Dedicated Customer Account Manager.

Cross-sell 102

Cross-sell Legal Contract Price 102

Smarter With Gartner

AUGUST 24, 2021

Download now: Strategic Roadmap for Accelerating Sales Growth. Term-based contracts’ costs are fixed and based on access not usage. A new contract results in a new revenue stream, but the resale opportunity occurs at the end of a predetermined time period, not the product’s end of life. What is a subscription business model?

Contract 59

Contract Commission B2B Account management 59

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. You might join a startup as a Revenue Operations Manager and run the show in collaboration with a VP of Sales. Revenue Accountant. Manager-level roles. Revenue Operations Manager. Manager, Revenue Accounting Operations.

Finance 114

Finance Cross-sell GTM SQL 114

SaaStr

APRIL 16, 2023

The specific way mobile translates into faster growth is that you can slurp the address book. It got you back in the game this hyper growth. The growth’s been epic this year. ” What we have, we call them account managers, and there’s no outbound. Any particular insights on why that is?

Start-ups 145

Start-ups Real Estate Product Networking 145

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

PandaDoc

MAY 30, 2019

It hinders accurate forecasting, hurts team morale, and slows growth. Here are 14 ways you can close deals faster and set up your entire company for sustained growth. Send better contracts. If that happens, it could be because your process for sending proposals and contracts is clunky and outdated. Send better contracts.

Contract 75

Contract Negotiate Sales Strategize 75

Sales Hacker

JUNE 24, 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. Sam Jacobs: EAT Club is one of the fastest growing, high-growth companies out there. It was sort of the hybrid sales account management role at that time.

B2C 80

B2C Contract Up-sell Account management 80

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

SaaStr

APRIL 30, 2022

So growth of the kind of subscription, eCommerce industry has been over 100% year on year for the past five years, according to McKinsey. Two is the growth of your existing customers. With very specialized sales roles from the STR’s at the qualification stage to generating leads to account executives who will close those deals.

Price 98

Price Launch X-functional Contract 98