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

Partners in Excellence

MAY 1, 2014

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? We’d come to a tacit agreement on price/deliverables.

Customers 121

Customers Contract Price Account management 121

SBI

FEBRUARY 20, 2018

With Adobe, you can rely on trusted, legal electronic signatures and quickly see the benefits in your sales cycles. For example, our research shows that using Adobe Sign results in contracts being signed 21x faster than using paper-based signatures. Fourth, this digital automation improves account management and customer satisfaction.

Contract 55

Contract Gaming Commission Legal 55

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

Sales Hacker

MAY 31, 2021

They enjoy interacting with people they trust and who seem authentic, and there is no better way to convey that than with video. Explain the contract. Celebrate that newly minted signature with a video where you congratulate your buyer, explain what’s next, and introduce their account manager, who can also record their own video.

Quota 109

Quota Closing Legal Contract 109

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 100

Territory Account management Cross-sell Retail 100

SalesPop

MARCH 20, 2022

One of the worst things to experience as a customer is getting used to a salesperson, going through the process with them, establishing trust, only to be shifted to a new implementation person as soon as you sign on the dotted line. Redefining the CSM Role.

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. Contract Negotiation.

Negotiate 107

Negotiate Teamwork Referrals Relationship building 107

Sales Hacker

APRIL 10, 2019

Think of the hundreds of hours you’d save chasing bad deals… the good deals you could stop from slipping into next quarter… and the trust you’d build by making your prospects feel they’re in safe hands. Buyer-Centric Finish: Contract is just a means to an end. Too many Close Plans conclude with “Contracts Signed.”

Process 103

Process Contract Sales Up-sell 103

Hubspot

APRIL 17, 2013

In my opinion, the most important key to a successful agency-client relationship was trust. But do we all trust our inbound marketing agencies? I mean, really trust them? Despite this, I''d be their main point of contact, their consultant, and managing the team that''s getting their work done. for at least a year.

Contract 78

Contract Trust Clients Consult 78

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. Regional Sales Manager. Outside Salesperson.

Territory 101

Territory Commission Outside Sales Account management 101

Search Engine Land

JUNE 14, 2023

Question 2: How long is your minimum contract length? Then you must align with those publications’ yearly editorial calendar – something short-term affiliate contracts won’t accommodate. Agencies with short-term contracts will work with coupon and deal sites to produce quick revenue.

Contract 83

Contract Cross-sell Territory Niche 83

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. 2) Just Not Sorry. Price: Free. 10) Grammarly. And experts don't forget about grammar.

Clients 78

Clients Contract Price Trust 78

Hubspot

JUNE 22, 2018

It’s also a good test for who’s capable of handling your demands -- if a vendor can’t complete all elements of your proposal, you probably can’t trust them to finish your project, either. General account management. Contract Award / Notification to Unsuccessful Bidders: August 31, 2018. Evaluation Criteria.

Negotiate 101

Negotiate Lead generation Contact Campaign 101

Hubspot

APRIL 29, 2024

Build trust by understanding the end goal. The inbound sales process is built on trust. Availability, access to inventory, payment terms, purchasing method (invoice or credit card), contract length, and legal terms can all help determine the price. Consultative Selling in a Transactional Industry: 4 Strategies 1.

Sell 74

Sell Objectives and Key Results Consult Price 74

Hubspot

NOVEMBER 7, 2023

While you might toss out a “trust me” to reassure the buyer, it can be received as fake and manipulative. Plus, trust isn’t something you can simply request: You have to earn it. 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

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

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. An emotional bond between two parties can only be established if they trust each other, and if there’s a reason to keep the relationship going. There’s no friction whatsoever.

Process 100

Process Assembly Line Drivers/motivators UX 100

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? If they have multiple accounts in your industry, how do they ensure account/client separation?

Retail 94

Retail Clients Contract Campaign 94

Partners in Excellence

MARCH 5, 2024

Gus progressed in his IBM career, later managing one of the largest banking accounts, Citibank. 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. I worked with tellers, branch managers.

Sell 83

Sell Contract Retail Account management 83

PandaDoc

JULY 24, 2020

An excellent onboarding experience builds trust, addresses concerns, and sets expectations for both the client and your project team. Sign the Contract. Ensuring you have a contract in place before you start work sounds like such an obvious first step to successful onboarding that it’s not worth highlighting. This is a mistake.

Clients 52

Clients Contract Trust Meeting 52

Hubspot

MARCH 6, 2018

Once a deal closes, the salesperson will recieve commission on price they negotiated with their client, and the account usually passes to an account manager or customer success representative. Working backward might look something like this: One week of deliberation before a signed contract. Inbound Selling.

Process 101

Process Objectives and Key Results Sales Negotiate 101

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. I don’t look at them as needy, I just think they need a lot of feedback and they want to build trust with their employer and that’s good. This has been a great show.

Contract 83

Contract Drivers/motivators Sales Price 83

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. Maintaining open channels with clients builds trust and ensures everyone is aligned.

Clients 90

Clients Objectives and Key Results Referrals Non-Profits 90

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. Before you roll out your marketing reports to clients, show them to your account managers and service team. Some agencies make their account managers build reports. What a pain in the keister.

Clients 78

Clients Process Account management Presentation 78

Partners in Excellence

JUNE 30, 2022

Primarily, this is targeted to getting renewals when the current contract terminates. Expansion: We’ve got some presence within an account, we want to grow that. Leveraging the power of our incumbency has, traditionally been a fundamental part of our account management strategies.

Growth 71

Growth Cross-sell Strategize Account management 71

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. Importantly, you need to agree on an upfront contract around success before you start the proof of concept. Customized Training.

Cross-sell 103

Cross-sell Legal Contract Price 103

Hubspot

APRIL 24, 2012

It's also worth noting that CRMs are used for customers too, not just leads; so customer service communications and metrics can be easily documented for account managers to reference with their current customers. You'll need to implement the CRM correctly.

CRM 78

CRM Pipeline Sales Campaign 78

SaaStr

SEPTEMBER 18, 2020

You trust them. Instead of investing a bunch in automation, they invested a bunch in managers in that go to market motion. And you saw that when you invested in great managers, the outcome was in a lot of places much greater than just investing in automation all along the way. And they trusted people. What about this?

Account management 98

Account management Engineering Launch Start-ups 98

Hubspot

FEBRUARY 27, 2016

Be sure your contracts and documentation tackle as many of these project unknowns as possible. 2) Transition from managing a sales pipeline to a relationship pipeline. 6) Don't view account management and project management as the same role. Image purchasing, content implementation, hosting fees, etc.,

Negotiate 53

Negotiate Contract Pipeline Clients 53

Sales Hacker

AUGUST 25, 2023

Mark’s pro tip: “And why call them Growth AEs vs. Account Managers? That was a way to get my finance team to pay them, like acquisition AEs instead of account managers, which were like 30% less than AEs, which means I would have gotten crappier talent. Very simple. So that was a little hack on my end.

GTM 53

GTM Contract Cross-sell Account management 53

Hubspot

JULY 10, 2019

Customers like (if not prefer) to work with account managers and salespeople. Customers make purchases for long-term solutions, resulting in a longer sales cycle, longer contracts, and longer relationships with companies. Customers want to be educated (which is where B2B content marketing comes in). Purchase Process.

B2B 101

B2B B2C E-commerce Entertainment 101

Partners in Excellence

MAY 18, 2022

” Current technologies can’t do this, they focus on a certain area, for example, conversational intelligence, or pipeline management, or account management, but they don’t provide a whole person perspective, enabling managers to focus on the right areas.

Technology 63

Technology Technology Contract High impact 63

ConversionXL

NOVEMBER 13, 2019

The familiar name of an agency CEO is a proxy for trust. You try to do too much yourself, and you don’t trust the team with enough. A couple years ago, we hired three people and paid them $100k+ to build this management layer. They were experienced folks who had managed people, built teams, etc. .”

Referrals 110

Referrals Clients Networking Start-ups 110

Sales Hacker

MAY 20, 2019

With Conga, you can simplify documents, automate contracts, and execute esignatures so you can focus on accelerating sales cycles and closing business faster. Every account management team should be using one of these tools. This week we’ve got a new sponsor called Conga. A Man with a Plan.

Consult 86

Consult Technology Technology Networking 86

SaaStr

FEBRUARY 25, 2020

If you sat and you said, “Okay, we sign a customer, we process their contract, we have to get them provisioned. And then we transition them to support and then we give them to the account manager and then we do their renewal. They got a verbal, they’re like, we’re going to get a contract this is a scrape.

Prospecting 95

Prospecting Customers Promote X-functional 95

SaaStr

MARCH 17, 2020

You’re probably going to have to be doing customer references unless there’s very small contract value, right, where there’s not a ton of pressure in making the right decision on the part of the prospective buyer. So much of what Talkdesk sells on is innovation and trust. They can ask formally in a QBR setting.

Clients 73

Clients Service Customers Start-ups 73