Partners in Excellence

OCTOBER 27, 2013

As we race to year end, trying to make our numbers, we also enter “account planning season.” ” All of us have done account plans. Too often, it’s that annual exercise management makes us go through. We prepare and conduct fancy presentations. Account planning and account plans are important.

Account management 113

Account management Strategize Contract Contact 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 98

Territory Account management Cross-sell Retail 98

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.

B2B 106

B2B Account management Contract Technology 106

Hubspot

JUNE 6, 2019

The responsibilities are similar to that of a sales analyst, but may call for more advanced data collection, statistical software use, and the conversion of complex data into easily digestible presentations, graphs, or reports. This role might also be more client- or management-facing, sharing the results of a whole team of analysts.

Finance 99

Finance SQL Strategize Account management 99

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

Martech

AUGUST 25, 2023

A new account manager that we haven’t met before, asking for money. It’s not news that some martech vendors seem more interested in getting a signature on the contract rather than genuinely partnering with their clients. “We just cancelled a SaaS product we’ve used for three years. Why we care.

Contract 98

Contract Account management Represent Clients 98

Heinz Marketing

MAY 20, 2022

In this scenario, product users are maybe presented with a new feature or exposed to a new subscription level while they’re actively leveraging the product. Account Management. Account Executives and/or BDRs. 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

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

Openview

JANUARY 14, 2019

Software that’s sold with a traditional license and maintenance contract is rapidly taking on dinosaur status. These salespeople built face-to-face relationships, met with C-level executives, delivered powerful presentations and closed large deals. So someone needs to manage the account actively. One Salesperson or Two?

Contract 88

Contract Inside sales Customer Relationship Management Sales 88

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. Be resilient.

Account management 88

Account management Commission Contract Sales 88

Sales Hacker

APRIL 10, 2019

Buyer-Centric Finish: Contract is just a means to an end. Too many Close Plans conclude with “Contracts Signed.” This accomplishes three things: Keeps the focus on the benefits to the customer and makes the contract just a means to an end. This is seller-centric behavior at its worst. Outcomes: The devil in the details.

Process 103

Process Contract Sales Up-sell 103

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 118

Product SQL Contract Sales 118

Sales Hacker

FEBRUARY 5, 2019

Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? Then, still working together, present a project plan that the Board will buy into. Think in terms of ‘deal dials’: price per user, payment terms, contract length, number of users. Post-Sales Account Management (Commercial).

Product 67

Product Contract Cross-sell Account management 67

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. As you can see, a monthly metrics spreadsheet and powerpoint presentation is more hassle than it’s worth. Remember, if the client can’t understand your data, you must present it in a simpler way.

Clients 78

Clients Process Account management Presentation 78

Hubspot

JUNE 22, 2018

Similar to paragraph #3, this is important information you’ll want to clearly present, so vendors know how and where to submit themselves for consideration. General account management. Contract Award / Notification to Unsuccessful Bidders: August 31, 2018. This’ll limit the hassle, for you and for them.

Negotiate 101

Negotiate Lead generation Contact Campaign 101

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. These early applications demonstrated the immense potential for ChatGPT in PPC account management and campaign optimization. Image from author’s presentation at SMX Next.

Objectives and Key Results 106

Objectives and Key Results Campaign Launch Strategize 106

Hubspot

MARCH 6, 2018

A typical stage of many sales processes is to run a formal presentation or demonstration of what is being sold. The presentation should be tailored to meet the prospect's unique use case and pain points. Working backward might look something like this: One week of deliberation before a signed contract. Research/evaluate.

Process 101

Process Objectives and Key Results Sales Negotiate 101

Hubspot

APRIL 20, 2020

"Sales is all about empathy and understanding individual business cases, but it's also about giving some good advice and alternatives — like changing payment terms, working with trials, or setting the contract start date a month ahead or two.". He says, "We talk with a lot of businesses day in and day out.

Relationship building 94

Relationship building Prospecting Contract Quota 94

Gong.io

JULY 11, 2022

An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. An outside sales rep at an insurance agency might travel to meet clients in their homes to discuss their needs, present insurance packages, and sign deals.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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? Many agencies won’t perform a free audit unless it’s for a larger account. Account management 26.

Retail 94

Retail Clients Contract Campaign 94

Partners in Excellence

FEBRUARY 17, 2024

These unhappy customers were taking a lot of sales time, demanding the account managers fix the problem or contracts would be cancelled. And those customers weren’t interested in looking at new opportunities my client presented until they solved the supply chain problems.

Manufacturing 83

Manufacturing Clients Contract Presentation 83

InsightSquared

AUGUST 23, 2019

Two Executive team members, representing two different departments, will take the stage to present company updates and celebrate employee achievements. Each presenting Executive chooses an employee from their respective department to receive this award for going above and beyond, being a top performer, an outstanding achievement, etc.

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. Presented by Timo Rein, CEO of Pipedrive and Mikita Mikado, CEO of PandaDoc. Send better contracts. Provide a proof of concept.

Contract 75

Contract Negotiate Sales Strategize 75

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. There are a few different role functions present in RevOps already, so each role has its own unique responsibilities and functions. Revenue Accountant. Manager-level roles. Revenue Operations Manager. Manager, Revenue Accounting Operations.

Finance 116

Finance Cross-sell GTM SQL 116

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. Essentially, what we do is we present each traveler with a price to beat. Thinking Outside the Manager’s Box. We’ve got two sponsors on the show for you today.

Contract 83

Contract Drivers/motivators Sales Price 83

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. To make it even simpler, the sales rep should be very present in after-sale success calls and gradually fade away from the funnel. There’s no friction whatsoever. What is the handoff process?

Process 100

Process Assembly Line Drivers/motivators UX 100

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. I’m looking at the data and seeing that a lot of things from 2008 aren’t present today,” he said. Hilmon Sorey. Cofounder of CoachCRM and ClozeLoop.

Real Estate 106

Real Estate Clients Account management Up-sell 106

Search Engine Land

NOVEMBER 13, 2023

The solutions to client churn Client churn can be tackled from multiple angles, involving refined account management processes and strategic use of data-driven marketing techniques. 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

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. This will help you get a sense of all the things a mature business presents to their buyer. Examples include: SSO and SCIM.

Cross-sell 103

Cross-sell Legal Contract Price 103

ConversionXL

APRIL 18, 2017

They’re anal retentive about every little detail that goes into the contract or the proposal. It often takes lawyers more time to agree on a language in the contract than the client engagement itself. If you’re client-facing at an agency, you also have to have account management, presentation, and project management skills.

Referrals 87

Referrals Clients Price Contract 87

Highspot

JUNE 22, 2021

To make the most of your customer stories, present them as a transformation. Some prominent ones include: The assumptive close: where a salesperson encourages a buyer to say yes with language that assumes they are on the same page, such as, “It sounds like we are aligned, so I will send the contract over after this call.”

Technique 82

Technique Negotiate Cross-sell Sales 82

Highspot

JANUARY 6, 2021

Here’s a look at where businesses are going wrong with professional training, how technology presents new opportunities, and what’s at stake if we don’t give people the support they need to fulfill their potential. The way humans learn (and forget) hasn’t changed.

Contract 52

Contract Technology Technology Pitch 52

Sales Hacker

SEPTEMBER 7, 2021

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. Without that trust, there was really no long term relationship.

Trust 108

Trust Cold Call Start-ups CRM 108

Heinz Marketing

OCTOBER 22, 2018

Every episode of Sales Pipeline Radio past, present, and future is always available at SalesPipelineRadio.com. We are going to share your slides and your presentation on the blog and in the notes of this, as well. That was what my presentation was about. For those of joining on the Podcast, thanks very much for subscribing.

Pipeline 68

Pipeline Sales Campaign Contract 68

SalesLoft

JULY 10, 2023

Regularly presents coachable moments and deal gaps to prevent end-of-quarter surprises. Accommodates large buying committees and account-based selling. Account managers and customer success teams need technology that: Makes adoption easy for the revenue team — customers aren’t upgrading a tool they aren’t using.

Cross-sell 40

Cross-sell Account management Technology Technology 40

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

SaaStr

SEPTEMBER 18, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Henry Schuck: People were spending more money annually on a DiscoverOrg contract than they were on a ZoomInfo contract. What does not having the right account structure? Henry Schuck.

Account management 98

Account management Engineering Launch Start-ups 98