The 5% Institute

AUGUST 7, 2023

In today’s dynamic business landscape, possessing a comprehensive set of skills is crucial for any successful account manager. The role of an account manager goes beyond mere customer service – it involves nurturing client relationships, driving revenue growth, and enhancing a company’s reputation.

Account management 52

Account management Negotiate X-functional Cross-sell 52

SaaStr

MAY 25, 2020

In your pricing. In your contracts. “Help people buy how they want to buy and be as transparent as you can with pricing ” – Ken Edwards, Sales leader, Uberflip. “Flat pricing for paid pilots” — CEO & Co-founder, ToneDen. “E contract” — Julie Grieve, CEO CritonHQ.

Closing 135

Closing Process Contract Price 135

SaaStr

SEPTEMBER 8, 2024

Pricing is always evolving. 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. NYC might be the hardest working city in America.

Non-Profits 127

Non-Profits Price Contract Start-ups 127

SaaStr

FEBRUARY 28, 2021

My point is, it’s “easy” (relatively speaking) to get a six-figure contract in larger companies if you solve a real, painful business process problem. You may need Account Managers and a dedicated Professional Services team and sophisticated Customer Success Managers. That’s the kiss of death.

Product 123

Product Contract Sales Price 123

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. Raise prices tomorrow. 18 in marketing? Get your ACVs up.

Quota 116

Quota Contract Price Growth 116

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. In that case, it’s time for you to get involved with the procurement process.

Process 101

Process Negotiate Contract Legal 101

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 101

Niche Contract Clients Sports 101

Sales Hacker

APRIL 6, 2022

Sales teams often struggle with configuration of price quotes when dealing with complex products or services or large product catalogs. Whether purposefully or by accident, sales reps often deviate from pricing and discounting guidelines. CPQ stands for Configure Price Quote. What is CPQ?

Cross-sell 98

Cross-sell Contract Price Finance 98

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. Why should I pay this price increase? ”.

Customers 82

Customers Contract Cross-sell Account management 82

Partners in Excellence

MAY 1, 2014

We developed a plan, presented a proposal and a price. Could we reduce the price, could we change the scope, could we do more at the same price. As much as I reminded them about the business outcomes and the inability to achieve them without our help–which the readily agreed to, it kept coming back to price.

Customers 95

Customers Contract Price Account management 95

SaaStr

APRIL 30, 2022

With very specialized sales roles from the STR’s at the qualification stage to generating leads to account executives who will close those deals. And account management, which is basically around for retention and also upsell of different products. It depends on the length of the contract, if there’s a contract.

Price 90

Price Launch X-functional Contract 90

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". We’d already agreed on X price. If we can come down to X price, would you sign today?”. Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. Things to Say On the Phone. “I Negotiations.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Hubspot

OCTOBER 16, 2017

Increase average contract length. Acquire “seed” accounts. Manage deal flow. The more support you expect reps to give customers (such as implementation help, account management, etc.), You can pay: when the customer signs the contract. Here are some common ones: Primary goals: Grow revenue. Lower expenses.

Commission 101

Commission Quota X-functional Non-Profits 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 107

Conversion Contract Follow-up Account management 107

Martech

JUNE 17, 2024

Failure to renew leads some customers to be shown the fine print in the contract they signed. When mass layoffs hit profitable software vendors, customers pay a price. They have to transition to new customer success reps and account managers, eroding the relationship and trust they built with those people.

Trust 116

Trust B2B Non-Profits Government 116

Openview

JANUARY 14, 2019

Software that’s sold with a traditional license and maintenance contract is rapidly taking on dinosaur status. The one-time sale that came with a high price tag was ideally suited for the tenacious and independent field salesperson. There is no longer the high price of entry for the customer. The Once and Done Sale.

Contract 88

Contract Inside sales Customer Relationship Management Price 88

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 95

Contract Account management Represent Clients 95

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

Hubspot

MAY 27, 2020

To decide, you'll probably compare features such as customizability, ease of use, and price. Price: Free. HubSpot's CRM is dedicated to ease-of-use and simplicity for admins, reps, and managers. Price: Lite, $9/month; Plus, $49/month; Professional, $129/month; Enterprise, $229/month. Price: Essential, $12.50/month;

Process 92

Process CRM Pipeline Price 92

Miller Heiman Group

APRIL 9, 2019

Some examples include a special pricing offer, a customer-defined customization or a revision to contract terms. The challenge here is to pull the conversation away from price. Ready to supercharge your sales team’s ability to access and secure buy-in with diverse stakeholders across your large accounts?

Territory 92

Territory Account management Price Contract 92

Partners in Excellence

AUGUST 23, 2013

A well run procurement organization already has strong spend management programs in place. They have strong compliance and contract management programs in place. Smart procurement organizations are realizing there is much more they can get from close relationships with suppliers than just price breaks.

Account management 86

Account management Contract Sales Up-sell 86

Hubspot

JANUARY 3, 2017

Getting bogged down by your inbox is especially problematic in agencies where account managers and other client-facing employees must deal with managing requests from a number of different clients who are all considered priorities. Price: Free. Price: Free. Price: Free, Sales Pro is $50/user/month.

Clients 78

Clients Contract Price Trust 78

Sales Hacker

OCTOBER 11, 2024

For example: Revenue is driven by metrics like win rate, ACV (average contract value), and number of deals closed. For example, when a rep improved ACV by 36% by packaging pricing differently, we didn’t stop there. You can’t change what’s already happened. What you can do is focus on metrics that lead to those results.

GTM 98

GTM X-functional Pipeline Construction 98

Capterra Sales & Marketing Software

JANUARY 21, 2022

The post Capterra Value Report: A Price Comparison Guide for Customer Relationship Management (CRM) Software appeared first on Capterra. Compare pricing for the top customer relationship management software products with the highest value-for-money and functionality ratings. The pricing model for Act!

Customer Relationship Management 52

Customer Relationship Management Relationship Management CRM Price 52

Sales Hacker

FEBRUARY 5, 2019

Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? For example: a Configure, Price, Quote tool that integrates with your CRM. Pricing/Packaging. Think in terms of ‘deal dials’: price per user, payment terms, contract length, number of users. Technical account management.

Product 64

Product Contract Cross-sell Account management 64

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

Hubspot

APRIL 29, 2024

Many salespeople find it difficult to overcome price objections, especially when their sales process is short and their product isn’t highly differentiated. Explaining value when your prospect is focused on price is a choice every modern salesperson faces with each new customer. Good questions include: How often do you purchase?

Sell 74

Sell Objectives and Key Results Consult Price 74

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. Customer success and account managers collaborate here to keep the buyer satisfied and to identify opportunities for expansion (through cross-sell and upsell conversations).

Customers 87

Customers Cross-sell Contract Price 87

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 98

Appointment Education Sales Contact 98

Hubspot

NOVEMBER 7, 2023

What to Say Instead Lead the other person to their own conclusion by asking a price or quality-focused question. You’d ask the buyer, “Are you interested in having an account manager? I’ll send over the contract right now for you to review and sign.” What to Say Instead “Our price is X.

Negotiate 74

Negotiate Contract Price Quota 74

Hubspot

NOVEMBER 28, 2022

Pricing: HubSpot lets you use basic sales and CRM features for free. Pricing: Prices start at $15 each month per user. Lead Assign is an advanced lead management platform. Pricing: Prices start at $149 a month. Match and route capability, which pairs leads directly to account owners. Lead Assign.

Territory 90

Territory Price CRM Lead generation 90

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. Reps start cutting the price instead of deepening relationships, creating urgency, and solving pain points. Provide a proof of concept.

Contract 75

Contract Negotiate Sales Strategize 75

Hubspot

JUNE 22, 2018

Your list could include samples of past work, a proven success record with companies in similar industries, the expertise and technical skills to meet your demands, and a cost of services within your price range. General account management. Contract Award / Notification to Unsuccessful Bidders: August 31, 2018.

Negotiate 101

Negotiate Lead generation Contact Campaign 101

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 102

Product SQL Contract Sales 102

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. Reduced pricing for GPT OpenAI also reduced pricing across the board.

Objectives and Key Results 106

Objectives and Key Results Campaign Launch Strategize 106

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. You start to become a break-out leader, and there’s a target on your back: Competition leads to price cutting.

Non-Profits 90

Non-Profits Growth Appointment Sales 90

ConversionXL

APRIL 18, 2017

And you can compete on price by being the cheapest. They’re anal retentive about every little detail that goes into the contract or the proposal. They try to haggle the pricing, hard. The hero of this story is value-based pricing. Read The Consulting Bible , and start pricing your services based on the value you bring.

Referrals 87

Referrals Clients Price Contract 87