Sales Hacker

APRIL 14, 2020

This week on the Sales Hacker podcast, we speak with Jessica Wilkeyson , Co-Founder and Principal at Alternate Route , a go-to market strategy and revenue operations consultancy based in New York. Today I’m excited to have my friend and New York Revenue Collective member Jessica Wilkeyson on the show.

Contract 84

Contract CRM Consult Cross-sell 84

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

NOVEMBER 6, 2014

But these creatives are subject to the volatile business of agencies: Project work that comes and goes, relationships with risk-adverse clients, and billing rates that are stagnant. It wanted to break the agency model and move some of the control -- which has increasingly been transferred to clients -- back to its agency.

Launch 78

Launch Product Retail Clients 78

criteria for success

MARCH 18, 2019

From her days of explaining bills and processing orders for the Bell system to the present where her firm assists large global clients, Jane Laino and [ ] The post Let’s Talk Sales! DIgby 4’s offices are located in the heart of New York City – in fact, Jane and I work in the same building, on the same floor!

Contract 51

Contract Clients Sales Consult 51

SaaStr

JANUARY 21, 2020

I broke into SaaS in 2009 I was the second sales hire and the 10th overall hire at a New York City based SaaS business called Zocdoc. I have three of them, but I also like clean carpets and quiet client calls, so no talks about dogs today. My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract.

Quota 132

Quota Sales Healthcare Territory 132

ConversionXL

JULY 24, 2014

It’s because of predictive tools, like Lattice, that Dell was able to send 50% fewer leads, but get nearly double the results, according to this New York Times article. For the client, this means investing a significant amounts of time & money without an immediate payoff – or worse, a completely wasted investment.

Conversion 118

Conversion Retail Price Promote 118

Hubspot

JULY 27, 2018

Whether freelancing is your lifelong dream or a means to an end, we’re going to walk through each element of starting your own business, making your own schedule, and managing your own clients. You choose your schedule, rates, and which clients or jobs you want to take. Self-Evaluation: Is Freelancing for You? Let’s look at a few.

Clients 101

Clients Price Networking Referrals 101

PandaDoc

JUNE 4, 2020

An electronic signature is defined as , “…an electronic sound, symbol, or process, attached to or logically associated with a contract or other record and executed or adopted by a person with the intent to sign the record.”. Electronic signatures make it possible for you to send a document to a client. Virgin Islands.

E-commerce 52

E-commerce Legal Contract Transportation 52

PandaDoc

JUNE 13, 2023

An electronic signature is defined as , “…an electronic sound, symbol, or process, attached to or logically associated with a contract or other record and executed or adopted by a person with the intent to sign the record.” The electronic format of signatures lets you send your documents to your clients no matter where they are.

E-commerce 52

E-commerce Legal Contract Transportation 52

Hubspot

MAY 9, 2019

Whether you're a traditional TV Buyer, a Digital Buyer, or a Social Strategist, these two courses will help you build the knowledge and skills you need to meet your clients' video advertising goals. The courses have been designed to help you level up your expertise with video advertising on Twitter, so that you and your clients can succeed.

E-commerce 101

E-commerce Negotiate Technique UX 101

Search Engine Land

JANUARY 7, 2023

Bing’s New Best-Sellers Carousel Helps Readers Find Just The Right Book. 2015: Microsoft’s search engine started displaying a carousel of New York Times best-selling books when searching for specific book genres. Where’s AP In Google News? Apparently In Limbo, As Contract Running Out.

Engineering 91

Engineering Non-Profits Electricity Networking 91

Hubspot

JULY 27, 2023

They can also update a lead record with additional information, for example, “Add a phone number to Mark Stanley with a note to call on Tuesday as he’ll be in New York.” Some of the mundane, time-consuming tasks that AI can handle include: Drafting and sending over documents, such as quotations, orders, and contracts.

Sales 68

Sales CRM Cross-sell Pipeline 68

Sales Hacker

OCTOBER 20, 2020

As a sought after coach, consultant, and speaker, John offers inspiring and transformational programs that help clients achieve new heights of success. So first Hill Country Hospitality, is that the legendary Hill Country Barbecue here in New York. It’s a well-known institution here in New York City as I can attest.

Gaming 81

Gaming Hospitality Objectives and Key Results Clients 81

SaaStr

AUGUST 22, 2020

How are you and how have you been advising your clients on this hybrid strategy? One of our clients has over 500 employees with offices around the world, right? Justin Bedecarre: So, even within some of our clients, they’re thinking about what their employees want in any given market.

Real Estate 84

Real Estate Contract Government Start-ups 84

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 84

GTM Pipeline Healthcare Sales 84

Spiro Technologies

DECEMBER 2, 2022

So it’s a very good tool for us to round up new clients, so to speak. I’ve gone to a lot of meetings with clients, I didn’t wanna show up and give anybody COVID and if I can buy the Pfizer Binax, it just looks so much nicer than all of the other ones. Adam Honig: Totally agree. The success is unbelievable.

Closing 52

Closing Retail Manufacturing Up-sell 52

Sales Hacker

SEPTEMBER 30, 2019

Vikas is a well-respected sales leader here in New York City, but also comes from a sales engineering and product background. I ended up becoming a consultant managing and implementing call center CRM software for clients like Bank of America, UPS, and Eckerd Drugs. If you don’t know Kustomer, that’s with a K.

Engineering 59

Engineering Negotiate Technology Technology 59

SalesLoft

JUNE 20, 2019

So it wasn’t even like I could negotiate on contract, my price is my price. You gave me this territory that’s been burned to the ground, there’s no way these clients are going to buy from us if I don’t repair some of this trust that’s been fractured here. They’re based in New York.

Territory 63

Territory Sales Construction Up-sell 63

Heinz Marketing

DECEMBER 2, 2019

I mean, I’m sure if you guys have heard from my CEO Mikita, he talked a while ago about why he founded PandaDoc, he had an agency, he found it very cumbersome to and time consuming to create sales proposals or any kind of just client facing document. So I think you get what I’m saying. They’re masters of email.

Pipeline 58

Pipeline Sales Contract Prospecting 58

SBI

NOVEMBER 7, 2019

San Diego, CA and New York, NY (November 5, 2019) –. Learn how Access Intelligence accelerated their sales process and cut contract completion time by 50% with an integrated solution. Revegy more than doubled net new customers from 2017 for its SaaS-based subscriptions. Industry News. Sales Efficiency. Scheduling.

Customers 20

Customers Tradeshows Technology Technology 20

SaaStr

MAY 8, 2020

Jessica is actively involved with the education and workforce development community in New York City and as chair of the Industry Advisory Board at Opportunities for a Better Tomorrow. And I do still think big contracts can still get done at the enterprise. Loving our podcast content? Harry Stebbings: But enough from me.

Cross-sell 94

Cross-sell Contract Start-ups Up-sell 94

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 67

Contract Price Commission Conversion 67

SaaStr

JANUARY 3, 2020

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 12

Contract Price Commission Conversion 12

SaaStr

AUGUST 20, 2020

So what we started to do was hire from other markets, Seattle, Boston, New York, LA, San Francisco, even internationally. Kyle Parrish: For us, I think we have such a healthy land-and-expand business that we don’t have to reserve sales resources for such a large contract out of the gates.

Sales 108

Sales Price Quota Start-ups 108

SaaStr

FEBRUARY 21, 2020

You do want a clear contract to exist between sales and marketing for the number of MQLs that they have to deliver. I find this a lot with clients. Jason Lemkin: A lot of Head of Marketing come in and they want to set up a podcast for the new company today, right? For your clients, does it count as PR?

Non-Profits 87

Non-Profits Up-sell Start-ups Product 87

SaaStr

MAY 15, 2020

How does Bridget advise her CS reps the best ways for them to build trust with their clients? Harry Stebbings: But in enterprise, the contracts are long, the clients are slow moving, generally speaking. . When should one hire their first CS rep? What should that hire look like from an experience perspective? * What works?

Trust 104

Trust Start-ups Customers Up-sell 104

Salesforce

MARCH 13, 2025

Example 1: Software company Based on market research, this company finds that its niche software could serve up to 30,000 clients in North America. Because their average account value is $5,000 per year, they calculate their TAM revenue by multiplying 30,000 potential clients by $5,000, arriving at $150 million per year.

Minimum Viable Product 96

Minimum Viable Product Strategic planning Territory E-commerce 96

Salesforce

DECEMBER 3, 2024

This simple and flexible system takes the pressure off the client, laying the groundwork for a relationship based on trust. Setting an upfront contract: No, this isn’t a contract for a sale. Upfront contracts ensure that prospects can trust sales reps to be honest and transparent, with no unwelcome surprises.

Sell 52

Sell Technique Contract Territory 52

Salesforce

NOVEMBER 15, 2024

Here are a few of the most common paths SDRs may take: Account Executive: As the most popular next step in an SDR’s sales career, an Account Executive is responsible for building and maintaining relationships with clients to drive sales and achieve revenue targets.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Salesforce

OCTOBER 22, 2024

Decision process Next, figure out the steps your prospect normally follows when they evaluate a new vendor. You’ll need to be prepared to accommodate your clients along the way. A good champion can help facilitate faster deals, bigger contract sizes, and easier account management.

E-commerce 79

E-commerce Territory Pitch Sales 79

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. They’re like a relationship architect that manages accounts, works to understand client needs, and addresses concerns. Annual contract value (ACV) The average annual revenue generated per customer contract.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Sales Hacker

JULY 21, 2020

Businesses run on documents, Conga is changing the way the world works by modernizing, streamlining, and automating your documents, contracts, and processes to make it easier to do business. He’s spent more than 17 years focused on sales, product, and client development. I am a New Jersey-ian by birth. Brendan Kamm: Sure.

Contract 95

Contract Follow-up Start-ups Networking 95

Lead Fuze

AUGUST 5, 2021

Blogger Blurb: Peter Gracey is the CEO and Co-Founder of QuotaFactory where he is responsible for company vision, growth and success, and servicing client and partner relationships while focusing on product management. a leading sales and sales management training company serving clients from diverse sectors. The Gist: .

Negotiate 98

Negotiate Sales Retail B2B 98

Salesforce

MARCH 8, 2024

Each one of your reps has consistently demonstrated product knowledge in meetings and built strong relationships with clients, leading 100% of your customer base to renew their contracts. This means you can deliver good news: They can expect to receive OTE, or on-target earnings, this year.

Commission 64

Commission Quota Territory Cold Call 64

Salesforce

MARCH 11, 2024

With a narrower focus, your team can concentrate on creating a long-term plan to win over high-value clients. Other benefits include: Higher conversion rates: ABS can help you land larger clients and close better deals. Average contract value: What is the annualized revenue per customer contract?

Sell 59

Sell Cross-sell Territory CRM 59

Salesforce

MARCH 1, 2024

It might also not render correctly in their email client. Back to top ) 4 scenarios when reminder emails are critical Here are four examples of when a reminder email can help you nurture the customer relationship. Here are some good formatting rules of thumb: Keep it simple: Use a single-color font, preferably black.

Territory 52

Territory E-commerce CRM Start-ups 52

Salesforce

MAY 2, 2022

Believe, in your heart and soul, your job is to help make your client successful based on what success looks like for them. Founder and CEO, Sistas in Sales, New York City, New York. Clients want to connect with human beings, not robots. Pro-tip: Don’t use a deck during your first meeting with a client.

Gaming 98

Gaming GTM Consult Sales 98