PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

Account management 52

Account management Objectives and Key Results Strategize Legal 52

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 102

Customers Contract Cross-sell Account management 102

Veloxy

AUGUST 17, 2022

Price: $49/month for Salesforce users, corporate plans available Automations: Non-selling activities, lead prioritization, lead capture Veloxy has several features to help you automate Salesforce, no matter how long you’ve been using the CRM platform. The Top 7 Best Salesforce Automation Tools. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

Sales Pop!

APRIL 11, 2024

It’s a goal we strive for in selling. Without it, of course, the chances of account expansion are highly unlikely. It’s a mistake that you’d like to think would be a rarity in the sophisticated B2B world of serving large enterprise accounts. The contract is signed. Why don’t all selling organizations do this?

B2C 130

B2C Clients Contract Account management 130

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. “Selling a data product to non data users at $500 USD in MRR, when $2500 is the sweet spot. Jason, ed. :

Price 129

Price Contract Referrals Contact 129

Partners in Excellence

MARCH 5, 2024

Preface : Gus Maikish is one of the first people I met when I started my selling career. He started a few years before me and was managing some significant banking accounts for IBM. It’s a must read for any leader or seller who really wants to master working with the largest and most important accounts.

Sell 83

Sell Contract Retail Account management 83

Sales Hacker

JULY 25, 2022

Sales development managers shoulder a host of responsibilities, but their biggest job is to coach their reps. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline. Building an account manager dashboard.

Engineering 116

Engineering Objectives and Key Results Cross-sell Pipeline 116

SBI

FEBRUARY 20, 2018

For example, our research shows that using Adobe Sign results in contracts being signed 21x faster than using paper-based signatures. Second, once contracts are in play, salespeople can monitor their status and stay on top of every step. Fourth, this digital automation improves account management and customer satisfaction.

Contract 55

Contract Gaming Commission Legal 55

SaaStr

FEBRUARY 28, 2021

And if you do, you’ll want to decide if you’re selling a Tool — or a Solution. 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. An application that can be used by businesses of every size.

Product 124

Product Contract Sales Price 124

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. Rather than having a massive collision, we have an interesting opportunity to engage our procurement colleagues in a collaborative discussion about buying and selling.

Account management 102

Account management Contract Sales Up-sell 102

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

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. 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.

Cross-sell 108

Cross-sell Contract Price Finance 108

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. We prepare and conduct fancy presentations.

Account management 113

Account management Strategize Contract Contact 113

Score More Sales

JULY 11, 2013

We both were account managers selling millions of dollars worth of technology to a major aircraft company. Between us, we sold more than $30M a year of items selling for $20 or $100 or $5000 each. Ron would always ask the same questions –.

Sales 123

Sales Contract Inside sales Consult 123

Hubspot

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase average contract length. Increase upsell/cross-sell rate. Acquire “seed” accounts. Manage deal flow. Increase cash flow.

Commission 101

Commission Quota X-functional Non-Profits 101

SaaStr

MAY 25, 2020

In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “Sell to the next step not jumping to the close” — Jason Hamilton, Co-Ceo, TestLauncher. “E contract” — Julie Grieve, CEO CritonHQ. “Simplicity.

Closing 137

Closing Process Contract Price 137

Partners in Excellence

OCTOBER 25, 2016

Wrapped around this is some notion of upsell/cross sell, “Can we expand the relationship with the current customer (individuals)?” 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.

Territory 98

Territory Account management Cross-sell Retail 98

Hubspot

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

Heinz Marketing

MAY 20, 2022

Account Management. Account Executives and/or BDRs. By focusing on “CLV, upsell rate, and new revenue growth through cross-sell and advocacy influence” CS teams become more aligned with the entire revenue engine. 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

Partners in Excellence

APRIL 26, 2021

We assume they know how to get approval, how to contract, how to issue an order. They don’t know how to work with legal and contracting. We tend to take for granted that our customers know how to buy. We think they know who should be involved and why. Or compliance, quality, logistics may need to get involved.

Customers 131

Customers Contract Legal Negotiate 131

Hubspot

APRIL 29, 2024

Here, we'll get a more thorough understanding of transactional selling, how it compares with consultative selling, and how to reconcile the two in a transactional industry. If done properly, leaning into consultative selling can lead to good results — even in transactional industries. Build trust by understanding the end goal.

Sell 74

Sell Objectives and Key Results Consult Price 74

SaaStr

SEPTEMBER 8, 2024

Are you selling a product in a well defined category with other direct competitors? 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.

Non-Profits 129

Non-Profits Price Contract Start-ups 129

SalesPop

MARCH 20, 2022

Ultimately the job of the CSM (customer service manager/customer success manager) is to make sure the contract gets renewed and take advantage of any upselling opportunities. 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

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. Time Management.

Negotiate 107

Negotiate Teamwork Referrals Relationship building 107

Engage Selling

MAY 3, 2013

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. Average client growth year over year.

Contract 88

Contract Quota Pipeline Sales 88

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

Hubspot

APRIL 27, 2023

They make initial contact with people whom they think are qualified and ready to use the product they're trying to sell. When an SDR has vetted a prospect, they'll pass the potential lead to Account Executives (AEs). 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

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

JUNE 6, 2019

It’s a sales operations role that’s less about selling a product or service to customers and more about selling next steps and solutions to your internal sales team. National Account Manager. If you’re ready for a new challenge, you might make the eventual jump to national account manager. The result?

Finance 99

Finance SQL Strategize Account management 99

Martech

JUNE 17, 2024

Failure to renew leads some customers to be shown the fine print in the contract they signed. They have to transition to new customer success reps and account managers, eroding the relationship and trust they built with those people. That SKU is no longer available” means “braced yourself for a more expensive package.”

Trust 114

Trust B2B Non-Profits Government 114

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

Sales Hacker

MAY 31, 2021

A hundred percent of the people we sell to are human. 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.

Quota 109

Quota Closing Legal Contract 109

Sales Hacker

APRIL 10, 2019

Once created, it keeps both the selling team and buying team on track –– working together to punch through the list until the product/ service is up and running and delivering on the seller’s promise of value. Buyers also report they appreciate the guidance a MAP provides: While you sell software everyday, the buyer has a day job.

Process 103

Process Contract Sales Up-sell 103

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into selling to enterprise. Those deals are large, with 3 year contracts and prestigious logos. I have seen organizations that were successful in selling to enterprise, but I’ve also worked with ones who failed to make the transition. Technical account management.

Sell 52

Sell Account management Contract Price 52

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 124

Education Contract Pipeline Gaming 124

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. And a few related thoughts: If you sell enterprise, moving to a Jan 31 fiscal year can help a bit.

Quota 111

Quota Sales Contract Closing 111

Sales Hacker

FEBRUARY 5, 2019

Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. Think in terms of ‘deal dials’: price per user, payment terms, contract length, number of users.

Product 67

Product Contract Cross-sell Account management 67