Following Up with Existing Clients in B2B Sales
Iannarino
AUGUST 7, 2023
After a long pursuit, you have won your dream client. You have a signed contract, your operations team is executing, and you are pursuing your next prospective client.
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Salesforce
JANUARY 8, 2024
” A written sales contract should accurately reflect the verbal agreements made — or else you risk the buyer backing out of the deal or having a very unhappy or potentially litigious client after the deal is done. Sales contracts are vital to completing any business transaction. Why is a sales contract important?
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Iannarino
JULY 6, 2021
This post may be a bitter pill for those who believe their clients buy from them because they like their company, their products, or both. Even though these things are important, their value can only be recognized (not to mention realized) after the client signs a contract. You Make Sense of Their World.
Iannarino
APRIL 25, 2023
You won your big deal dream client after pursuing them for two years. You have a signed contract, and their paperwork is complete. Congratulations!
Martech
AUGUST 10, 2022
Having worked at several organizations and dealt with many more vendors, I’ve seen my share of client-vendor relationships and their associated “gotchas.” Contracts are complex for a reason. I’ve seen and heard of my share of contract gotchas. Don’t let contract gotchas catch you off-guard.
Iannarino
MARCH 13, 2024
It is common for large, mature sales organizations to have several salespeople who once acquired new logos, but haven’t signed a new major client in ages. These salespeople won some gargantuan clients because they developed relationships with them and effectively pursued them.
Search Engine Land
AUGUST 31, 2023
For example, we’ll hear of other agencies: Locking clients into long contracts with no out clauses. Not providing clients with access to their own ad accounts. This article will explain why maintaining client trust is critical to building a strong agency and culture. Reliability : Do you do things when you say you will?
Sales Pop!
MAY 30, 2023
Contract job boards can be a fantastic resource to connect with employers and secure exciting contract positions. To help you make the most of contract job boards, we’ve put together a comprehensive guide with valuable tips and tricks. Contract jobs on the Quality Contracts site for example.
Search Engine Land
NOVEMBER 13, 2023
In todayʼs competitive agency marketplace, itʼs more difficult than ever to stand out from the crowd and retain clients. As AdWeek reports, it’s not uncommon for small-to-medium-sized firms to see upwards of 40% client turnover year over year. Why clients break up with their agencies 2. The solutions to client churn 3.
Iannarino
NOVEMBER 19, 2023
To win your dream client, you will need patience and persistence. The most desirable clients have not been waiting for you to show up in their world, as they have signed a contract with one of your many competitors.
PandaDoc
DECEMBER 20, 2021
Written contracts are a great way of setting boundaries for a business relationship between two parties. Even though the original contract may seem like carved in stone agreement, unexpected situations may occur and oblige the parties to come up with a contract amendment. What is a contract amendment?
PandaDoc
OCTOBER 5, 2021
Contract negotiation is essential for modern businesses, but it isn’t always easy. Let’s talk about contract negotiation in more depth. What is a contract negotiation? Contract negotiation is when two or more people discuss the current terms of a contract and come to a new, legally binding agreement.
Iannarino
JULY 31, 2021
Grove had an admirable penchant to treat his sales force as the best source for figuring what was going on with Intel’s clients. Objective: Create new opportunities among our target clients and within our existing client base that exceed our revenue goals by fifty percent. Key Result Three: Signed contracts.
Search Engine Land
OCTOBER 21, 2022
All clients review agencies for “fit.”. However, almost zero agencies review clients in return. Instead, they’re too eager, living hand to mouth, to take on all clients at all times as long as they have a pulse and a checkbook. Client A is actually costing you money in the long run. And Client C is simply just an a-hole.
Search Engine Land
APRIL 19, 2024
Here are some ways to set and manage expectations for PPC clients and agency teams. Outline expectations during the sales process Setting expectations at the beginning of a client engagement or project is crucial for success. Agree on what work will be performed What services will you be providing to the client? Be detailed.
Iannarino
DECEMBER 28, 2022
One is to sell more to your existing clients. This is a good starting point because you already have contacts and contracts, making this strategy fast. The second way to increase your revenue is to acquire new clients. To grow, you need net new business. There are two ways to do this.
Iannarino
FEBRUARY 27, 2023
Or perhaps you owe another client an edited contract for a new offering they are interested in buying. It's important to be organized in sales. You always have open loops you need to close, like sending a new contact the case study they requested.
Iannarino
APRIL 14, 2023
My client in Cincinnati stopped me from turning on my laptop. He also mentioned that getting the questions right would end up with him signing my contract. I was preparing to share my company’s slide deck, but before I could start, he told me to put it away. He had a list of questions for me.
Iannarino
DECEMBER 23, 2022
This implies that asking your client to sign a contract will somehow harm them. That is how you help your organization and your clients. On LinkedIn and other social media platforms, you will find advice like "Don't close deals, open relationships." In reality, closing the deal allows you to provide the improvement they need.
Iannarino
APRIL 1, 2022
There are some questions that salespeople just don’t like to ask their clients—usually out of fear that they’ll come across as selfish or even alienating—even when the answers will enable the client to get what they want or need.
Iannarino
JULY 4, 2021
The Gist: Your clients measure your performance by the value of the conversations they have with you. Focusing on the conversations that your clients find most valuable for their goals is the key to creating a preference to buy from you. The first thing you need to do is to create value for your prospective client.
PandaDoc
JULY 24, 2020
This 90-day period, often called “onboarding,” is perhaps the most critical time in the client-business life cycle. An excellent onboarding experience builds trust, addresses concerns, and sets expectations for both the client and your project team. A high-performing company has well-defined yet flexible client onboarding processes.
PandaDoc
APRIL 18, 2023
And what can be a better way of showcasing your competence than letting your clients speak for you? Client reviews have become an indispensable source of proof that your business is good at what it does. That being said, asking clients for a review can easily become an awkward prospect to pursue. Schedule a demo to learn more.
Iannarino
MARCH 2, 2023
The Earl of Chesterfield For as long as anyone can remember, salespeople have been trained to identify their prospective clients’ problems and their implications. Without educating your contacts about these key topics, you create uncertainty, which is the opposite of what your client is looking for.
Search Engine Land
MARCH 21, 2024
In the research report, “ Mad Men to Sad Men ,” Hall & Partners looked at the client-agency relationship and found that in many cases, “clients are holding back, not opening up, or sharing the wider agenda.” Here are some things to ponder: What are the details of the contract? What is the timeline for deliverables?
Martech
OCTOBER 19, 2023
Our head of sales also has two primary KPIs: new revenue and CR from SQL to the client. To find it, do these calculations: Revenue = Sales amount × Average order value (or sales price) For example, you have signed 21 new contracts during the last year, with an average value of $7,500. Why did we choose these KPIs?
PandaDoc
APRIL 17, 2024
Well, are you a SaaS company or an organization that deals with yearly or multiyear subscriptions and/or contracts? Key takeaways ACV stands for “annual contract value.” It’s a metric that tells you about the yearly revenue generated by individual contracts. It goes hand-in-hand with total contract value (TCV).
Iannarino
JULY 19, 2021
The idea is that small talk at the beginning of the conversation would help the salesperson connect with their prospective client , making clients more likely to buy. Starting with your company is designed to do two things: prove that your client can trust the company, and provide you (the salesperson) with some level of credibility.
Iannarino
JULY 28, 2021
Many communication mediums are available to you as a salesperson, but few allow synchronous communication with your prospective client. Eliminating Fear of Your Client. The reason some salespeople prefer email is because they fear their prospective clients. Master Cold Calling with this FREE eBook. Synchronous Communication.
Iannarino
AUGUST 8, 2021
To solve your client’s problem, you have to solve the problems that prevent them from solving the problem. The manuscript is due to the publisher in three days: my contract calls for 65,000 words, a good length for the publisher based on what people will spend on a book. The deadline for my fourth book is looming. Here is a short list.
PandaDoc
APRIL 8, 2024
A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates. A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents. This includes several action items.
PandaDoc
DECEMBER 21, 2020
In this post, we suggest six ways you can keep customers and renew subscriptions of SaaS clients. It may seem obvious but clients are not uniform. To provide a good service and encourage subscription renewals, it will be important to know everything about your clients. Know your client’s goals and help them on their way.
Iannarino
AUGUST 1, 2021
It is a mistake to believe that recent means better when all leads share common traits, one being helping clients on their buyer’s journey. But in reality, you cannot determine how compelled any prospective client is to change at any time without speaking to them. No, please don’t literally scratch your clients.)
SaaStr
FEBRUARY 17, 2024
It too soon to target enterprise clients when you can’t support their needs 90 days after you close them. Enterprise customers will even sign contracts agreeing to buy so long as you implement a key feature with X number of days. In fact, it happens all the time.
SaaStr
FEBRUARY 10, 2021
Your new client onboarding process could be that chance. Your new clients will be clients for life. Even if the client signed a year contract, that bad taste is likely to be there a year later, and the renewal is much less likely. Are you ready to make clients for life? (Of Of course you are!)
Search Engine Land
APRIL 24, 2024
Consider laser-focusing on the customers ready to buy from you right now – your competitor’s unhappiest clients. Let’s imagine you are in a contract-based industry, such as phone, cable or insurance. Happy clients tend to stay longer, are less likely to leave, and are more likely to refer others to you.
Hubspot
DECEMBER 27, 2019
While there are increasing opportunities for consultants, you’ll need a steady stream of clients to sustain a consulting business. Let’s walk through fast tips to help you land more consulting clients. Identify your ideal client. Before you set out to sign more clients, you first need to understand who your ideal client is.
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. Adobe Sign makes it quick and easy to collect signatures from clients on the go. Second, once contracts are in play, salespeople can monitor their status and stay on top of every step.
Search Engine Land
NOVEMBER 30, 2023
Between an impending recession, sluggish sales cycles and clients looking to cut budgets, 2024 poses fresh challenges for agencies looking to thrive. Don’t rely one or two clients. Ideally, your top client should represent 10% or less of your business. A lot of mid-size clients. That last part is critical.
Sales Gravy
NOVEMBER 20, 2023
Best Practices in Account Management One of the most critical aspects of effective account management is maintaining regular communication with clients. This doesn't mean only reaching out when it's time to renew a contract. Their insights can be invaluable for account managers looking to deepen client relationships.
Search Engine Land
FEBRUARY 27, 2024
Although I’ve owned an agency for seven years, most of my career was spent working on the client side. I’ve compiled questions I would have asked when I was on the other side of the desk and also from questions prospective clients ask us. What does a typical contract term look like? Understanding your position 3.
Hubspot
JANUARY 3, 2017
That's a lot of time spent on unbillable tasks that could be spent focusing on work that meets the goals of your paying clients. When you communicate with your clients primarily over email, it's easy for important messages and tasks to get lost in the seemingly constant shuffle. 1) SaneBox. 2) Just Not Sorry. Price: Free. 3) Mailburn.
A Sales Guy
JANUARY 25, 2014
My favorite suit was worn, energy was high, and I enthusiastically greeted my prospective client. He began shouting that the contract previously agreed upon was unfair and that he wouldn’t sign it. One day she was approached by someone who asked to be her client although there was a feeling of uncertainty about the arrangement.
Martech
NOVEMBER 9, 2023
As a vendor, many of us have seen our clients’ marketing budgets slashed in 2023. Pressure on marketing to cut budgets On the client side, marketers are now trying to find efficiencies in their spend. Vendors, the days of multi-year contracts will also be under pressure as buyers look for more flexibility.
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