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. Account management it’s same work. “1 year contracts for enterprise software. Jason, ed. :

Price 129

Price Contract Referrals Contact 129

Engage Selling

MAY 3, 2013

Lagging indicators: Revenue and quota focused KPI. Annual quota. KPI’s for Account Management and client retention / growth. Depending on your business, you may have additional KPIs to take into account. Depending on your business, you may have additional KPIs to take into account. Proposal to closed ratio.

Contract 88

Contract Quota Pipeline Sales 88

Sales Hacker

JULY 25, 2022

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. Insight into daily rep activity allows sales managers to steer their reps in the right direction and stay on track to achieve bigger business goals.

Engineering 116

Engineering Objectives and Key Results Cross-sell Pipeline 116

SaaStr

NOVEMBER 23, 2019

Hire more folks to acquire, manage and qualify leads for your reps. Have sane quotas for 2020. Make sure the majority of your reps can hit quota. Invest in optimizing lead routing, scoring and management. Upgrade alignment between Customer Success, Account Management and Sales. Overlap goals and quotas.

Quota 111

Quota Sales Contract Closing 111

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

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. Unlike a closing sales rep, SDRs don’t carry a traditional quota. Sales Engineer.

Territory 101

Territory Commission Outside Sales Account management 101

Highspot

JANUARY 7, 2020

Take, for instance, the task of creating a play to help your account management (AM) team increase partner license sales. Answer: Account Management. Answer: Topic SME = Partner Marketing Manager. Audience SME = Partner Sales Manager. Enablement SME = Account Management Enablement Lead.

Account management 85

Account management Finance Contract Strategize 85

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

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. You will get hung up on.

Account management 88

Account management Commission Contract Sales 88

SaaStr

FEBRUARY 28, 2022

Hire more folks to acquire, manage and qualify leads for your reps. Have sane quotas. Make sure the majority of your reps can hit quota. Upgrade alignment between Customer Success, Account Management, and Sales. Overlap goals and quotas. This will take some of the pressure off the sales team. More here.

Quota 98

Quota Sales Contract Start-ups 98

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

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. In the end, you can raise AE quotas to pay for this, at least in theory. I hope it stays that way, I do. More SDR: AE pairing.

Non-Profits 108

Non-Profits Growth Appointment Sales 108

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

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. Inside sales tend to have shorter sales cycles than outside sales, but they also represent a lower ACV (Annual Contract Value). Negotiating and closing contracts.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Sales Hacker

APRIL 10, 2019

We’ve all experienced the agony of watching a quota-critical deal slip inexorably past end of quarter. Buyer-Centric Finish: Contract is just a means to an end. Too many Close Plans conclude with “Contracts Signed.” After all, there’s plenty of time for binding signatures when you’re negotiating the actual contract.

Process 103

Process Contract Sales Up-sell 103

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. And they're keen not to damage any.

Relationship building 94

Relationship building Prospecting Contract Quota 94

Hubspot

NOVEMBER 7, 2023

“I need this deal by X to hit my quota/win a contest.” Mentioning your quota or contest makes you seem self-serving (not to mention desperate). 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.”

Negotiate 74

Negotiate Contract Price Quota 74

Engage Selling

MAY 3, 2013

Lagging indicators: Revenue and quota focused KPI. Annual quota. KPI’s for Account Management and client retention / growth. Depending on your business, you may have additional KPIs to take into account. Depending on your business, you may have additional KPIs to take into account. Proposal to closed ratio.

Contract 48

Contract Quota Pipeline Sales 48

Hubspot

NOVEMBER 7, 2023

Below is a view of how a CRM dashboard displays deal forecasts, sales pipeline, and deals closed against quota for a given month. 5 Benefits of CRMs Customer data management. A CRM tracks quota attainment and activity metrics such as emails sent, calls made, meetings booked, opportunities created, and deals closed.

CRM 78

CRM Contact Contract Objectives and Key Results 78

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. When hiring, look beyond whether or not the potential hire has a track record of hitting quota. Send better contracts.

Contract 75

Contract Negotiate Sales Strategize 75

Highspot

JUNE 22, 2021

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.” Close Deals, Crush Quota.

Technique 82

Technique Negotiate Cross-sell Sales 82

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 63

Territory Contract Cross-sell Drivers/motivators 63

SaaStr

APRIL 16, 2023

” What we have, we call them account managers, and there’s no outbound. Stewart : You’ll talk to one of these account managers. Stewart : When I was speaking before about the difference between account management and sales, it totally depends on your perspective.

Start-ups 145

Start-ups Real Estate Networking Product 145

Hubspot

NOVEMBER 28, 2022

Bitrix24 also provides marketing and social media management tools that can help you interact with customers and leads. Key features: Intelligent routing makes sure leads match the right account managers. Also, there are no long-term contracts, as there are monthly plans only. ClickPoint. Lead prioritization. Leadfeeder.

Territory 90

Territory Price CRM Lead generation 90

Lead Fuze

DECEMBER 31, 2021

Reps were hired, trained and compensated to perform as an individual to hit a quota. I added more salespeople, simply because the quota had increased. Market Development Reps are the salespeople who follow up on inbound leads and set meetings with our Account Executives. There is a sweet spot for quota that should be hit.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

SBI

NOVEMBER 15, 2018

I’m talking about something that went above your need to hit a monthly sales quota. Even after you’ve handed off a prospect to an account manager, they’ll be able to quickly figure out if you’ve lied to them to make the sale. Sales is a contract. Have you ever made a sale that you felt slimy about?

Sales 42

Sales Quota Represent Referrals 42

Salesmate

OCTOBER 26, 2021

A farmer salesperson’s personality is a requisite combination of behaviors, driving forces, acumen, competencies, education, experience, and background to perform account manager sales roles. Though farmers cannot make up for the shortfall of new customers, they can increase revenue by upselling and renewing contracts.

Sales 52

Sales Represent Angle Account management 52

SalesLoft

AUGUST 10, 2023

Without complete visibility, your win rate could end up all over the board, leaving many of your reps vulnerable to missing quota. With Salesloft, customer success teams can create renewal cadences and automate them to engage customers ahead of their contract end date. That’s why pipeline visibility in your sales workflow is so vital.

Pipeline 52

Pipeline Cross-sell A/B testing Contract 52

Lead Fuze

AUGUST 12, 2021

Episode 31: Mastering Account Management as a Sales Professional. Small business owners, sales reps, and others come onto the program to share what they are using today to make quota. Episode 28 Converting Free Trials, Soft Contracts, and Why Sales Prospects. A lot of solid sales tips to help you make quota.

Sales 98

Sales Drivers/motivators Inside sales Up-sell 98

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. That’s a four million increase in a contract. What You’ll Learn.

Consult 71

Consult Contract Closing Up-sell 71

Sales Hacker

NOVEMBER 10, 2020

I worked really hard in the first three months and hit quota somehow. Went from manager to manager, trying to learn different sales methodologies, which was a disaster. I finally ended up with a great manager who just treated me like a second grader and made me repeat stuff on the phone. I did get my ass kicked.

Growth 105

Growth Finance Start-ups Drivers/motivators 105

SaaStr

JUNE 16, 2020

Also, there is focus on changing terms to try and close and accelerate deals, reducing time commitment requirements for contracts, pricing minimums to get to a yes more quickly, and then also focusing on cash and cash collections by building more efficiency in that process. Contract modifications were still so decentralized.

GTM 85

GTM Pipeline Healthcare Sales 85

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Appointment Sales 52

SaaStr

JANUARY 28, 2020

Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. Aaron : Well, the hunters are going to want to stay in sales, the farmers are going to be like, well, I might want to go back to account management/customer success. Aaron : And they just have to do it.

Growth 98

Growth Promote Engineering Up-sell 98

SBI

NOVEMBER 7, 2019

more likely to hit quota. 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. Case Studies.

Customers 20

Customers Tradeshows Technology Technology 20

Salesforce

SEPTEMBER 26, 2023

Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris , sales coach and founder of The Harris Consulting Group. This gets you to quota faster, which helps you hit company-wide sales targets.

Contract 117

Contract Negotiate Follow-up Contact 117

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. They’ve never missed a quota. Our service model is fairly unique.

Government 109

Government Up-sell Contract X-functional 109