Martech

JUNE 10, 2024

Thus, they provide a large account team with clearly defined roles, including account executive, customer success manager, technical account manager, solution architect, etc. While it can take some coordination to include everyone in discussions, each account team member can more easily focus on their roles.

Niche 111

Niche Contract Clients Sports 111

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’s in it for the executive?

Account management 119

Account management Strategize Contract Contact 119

Martech

JUNE 9, 2022

Will we have a dedicated account manager and technical support? If the email marketing platform vendor answers your questions and the platform seems to meet your needs, it’s time to start checking references, speaking with existing customers, and negotiating the contract. What kind of customer support is included?

Negotiate 122

Negotiate Contract Account management Launch 122

Partners in Excellence

MAY 1, 2014

How will we meet their ever changing expectations.” The good news was we were going to get the contract. The bad news was we were going to get the contract. We could muscle our way through projects. ” Walking Away Sales As A Special Case Of Project Management What If You Sold What Customers Wanted To Buy?

Customers 123

Customers Contract Price Account management 123

Sales Hacker

JULY 25, 2022

Everyone on your team must meet their specific goals in order for your engine to operate efficiently. Future meetings. If your reps don’t meet their quota, you have a record of their activity — which means you can dig into the numbers to figure out why they’re behind and coach them accordingly. Account value.

Engineering 108

Engineering Objectives and Key Results Cross-sell Pipeline 108

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

SaaStr

MAY 25, 2020

In your contracts. Recap the meeting to ensure alignment. “Offer something of value at every interaction whether it is content or a meeting, and it needs to be something your prospect really does value not “learn how our solution that will help you.” — Kris Bondi, CMO. In your service offerings. In your proposals.

Closing 137

Closing Process Contract Price 137

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 122

Conversion Contract Follow-up Account management 122

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. Today we can start to change that.

Customers 83

Customers Contract Cross-sell Account management 83

Partners in Excellence

AUGUST 14, 2014

I am currently on the road, running from meeting to meeting, but I had to address the problem, it was impacting our people and work they were doing. Unfortunately, the answers she was giving me weren’t satisfactory so I asked if I could speak to a manager. I was scheduled in meetings, in airport travel, etc.

Customers 114

Customers Territory Strategize Inside sales 114

SaaStr

SEPTEMBER 8, 2024

As they have scaled and gone up market, they are finding some large companies just want to use the software but move so much volume they can contract directly with the ocean carriers; so they are starting to charge those companies a pure software fee. At some point it became obvious we had to send a team out.

Non-Profits 130

Non-Profits Price Contract Start-ups 130

Openview

MAY 29, 2019

And as data breaches continue to cause massive headaches for brands around the globe, meeting rigorous security requirements is also crucial. Consider who in your organization will be point to collect responses and manage that process. I like to use a contracts and compliance manager for this critical responsibility.

Product 93

Product Customers Sell Contract 93

Engage Selling

MAY 3, 2013

Number of new (first) client meetings per month. KPI’s for Account Management and client retention / growth. 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 2, 2018

Do you have any questions about the contract?". Great to meet you [prospect]! Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Contract questions. Never comment on a contract or proposal over email. Never comment on a contract or proposal over email.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Heinz Marketing

MAY 20, 2022

Account Management. Account Executives and/or BDRs. Which is why holding expansion strategy meetings where all essential functions are invited and encouraged to collaborate is a great place to start. In this way, we know which levers we can potentially pull to drive more and larger expansion deals. Customer Marketing.

Cross-sell 112

Cross-sell Customers Growth Contract 112

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. Jobs in sales: Sales development rep (SDR). VP of Sales.

Territory 101

Territory Commission Outside Sales Account management 101

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. Without the MSA, contract management could prove to be lengthy and frustrating.

Process 101

Process Negotiate Contract Legal 101

Hubspot

OCTOBER 16, 2017

Increase average contract length. Acquire “seed” accounts. Manage deal flow. Salespeople are demotivated to do anything but sell, so good luck asking them to attend meetings, log notes, go to training, etc. The more support you expect reps to give customers (such as implementation help, account management, etc.),

Commission 101

Commission Quota X-functional Non-Profits 101

Hubspot

JUNE 6, 2019

National Account Manager. If you’re ready for a new challenge, you might make the eventual jump to national account manager. In this role, you’d serve as the liaison for client relationships, communicating sales and marketing messages and assisting in the management of the account. Sales Operations Manager.

Finance 99

Finance SQL Strategize Account management 99

Miller Heiman Group

APRIL 9, 2019

Beyond securing buy-in, another benefit of effectively communicating with all the key stakeholders is understanding the multiple perspectives inside a large account. Identifying these stakeholders, understanding their unique pain points and tailoring your message to meet their needs provides value to each individual.

Territory 92

Territory Account management Price Contract 92

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 106

Negotiate Teamwork Referrals Relationship building 106

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 99

Cross-sell Contract Price Finance 99

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. Low churn/High whitespace: These accounts could harness Outreach more widely. Our account management team steps in to see how we can help.

Education 120

Education Contract Pipeline Gaming 120

Hubspot

JUNE 22, 2018

An RFP allows you to collect offers from various vendors and select the vendor that best meets your criteria, both in regards to skill and budget. It’s crucial you include a detailed schedule, so vendors know if they can meet your deadlines. Outlining your expectations will help eliminate vendors who don’t meet them.

Negotiate 101

Negotiate Lead generation Contact Campaign 101

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

Martech

OCTOBER 7, 2021

Marketing work management platforms help marketing leaders and their teams structure their day-to-day work to meet their goals on deadline and within budget constraints, all while managing resources and facilitating communication and collaboration. Easier tracking of billable hours and human resource management.

Education 134

Education Clients Territory Follow-up 134

Sales Hacker

FEBRUARY 5, 2019

Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? In addition to having a flexible architecture, here is a basic checklist of features that your product org needs to meet: Enterprise authentication and security controls. Real Service-Level Agreements that you can actually meet.

Product 64

Product Contract Cross-sell Account management 64

Sales Hacker

MAY 31, 2021

Prospects can tell right away that you’re not just another robo-dialer, and while they’ll appreciate the clarity with which video helps you explain concepts and contracts, they’ll be deeply persuaded by the fact that you’re a living breathing person they can trust. Should they now book a meeting? Explain the contract.

Quota 89

Quota Closing Legal Contract 89

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

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 103

Product SQL Contract Sales 103

Hubspot

MARCH 18, 2015

Conflict resolution was certainly not in your job description when you started out as a designer, account manager, or copywriter. It feels like the client has all the power once you send the contract or proposal over. You want to win this account -- badly. Will he fire your agency mid-contract?

Negotiate 78

Negotiate Technique Contract Non-Profits 78

Martech

JULY 25, 2023

Marketing work management platforms help marketing leaders and their teams structure their day-to-day work to meet their goals on deadline and within budget constraints, all while managing resources and facilitating communication and collaboration. Easier tracking of billable hours and human resource management.

Territory 98

Territory Contract Clients Follow-up 98

Sales Hacker

APRIL 10, 2019

Since they don’t always have the benefit of the early discovery meetings, a summary gets them up to speed quickly. Buyer-Centric Finish: Contract is just a means to an end. Too many Close Plans conclude with “Contracts Signed.” Buyer-Centric Finish: Contract is just a means to an end. Outcomes: The devil in the details.

Process 87

Process Contract Sales Up-sell 87

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

Gong.io

JULY 11, 2022

They travel to meet clients (whether by car, plane, or foot), and attend industry events and conferences to painstakingly prospect new leads. An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. Negotiating and closing contracts.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Partners in Excellence

MARCH 5, 2024

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. It’s written in a way that you feel like you are accompanying him on meetings, watching how a master gets the work done.

Sell 83

Sell Contract Retail Account management 83

Hubspot

JANUARY 3, 2017

That's a lot of time spent on unbillable tasks that could be spent focusing on work that meets the goals of your paying clients. Price: Snack plan for $7 /month for annual contract, Lunch plan for $12/month for annual contract, Dinner plan for $36/month for annual contract. 2) Just Not Sorry.

Clients 78

Clients Contract Price Trust 78