SaaStr

MAY 8, 2020

How have you seen the best engage with offering pilots, and what’s the structure of the pilots that you tend to advise when selling to enterprise? So, our company, Arthur, an explainable AI company, realized that the regulated industries they sell into also want their solution on prem, even during a pilot phase.

Cross-sell 67

Cross-sell Contract Start-ups Up-sell 67

Martech

OCTOBER 23, 2023

21) CEO of the privacy-focused search engine and internet browser company, Gabriel Weinberg, testified that his company had attempted to negotiate deals to become the default search engine on some products. When Google’s lawyer cross-examined Dijk, he was asked why he called a question “stupid and condescending” during his deposition.

Trust 75

Trust Objectives and Key Results Engineering Negotiate 75

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? Selling skills matter just as much for account management, just in a more subtle way. Selling Skills and Account Management. Then all the negotiation skills that you learn in sales carry through to the renewal process. Key Points to Remember.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Best-selling author, Hal Elrod, once said: . Contracting. Contracting Process. Best-in-class sales playbooks include: .

Territory 118

Territory Objectives and Key Results Contract Price 118

PandaDoc

APRIL 11, 2023

Brand Knowing all the nuances of the brand you’re selling is extremely important for sales efficiency. Complementary products Selling smartphones, you must have substantial knowledge about the cases, memory cards, headphones, etc., Today’s customers are often interested not only in the product or service itself but also in your brand.

Education 52

Education Product Customers Sales 52

SaaStr

AUGUST 27, 2019

Join us at SaaStr Annual 2020. 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. Want to see more content like this? Jessica Lin | Co-Founder @ Workbench. So Michaela?

Territory 51

Territory Contract Cross-sell Drivers/motivators 51

SaaStr

MAY 27, 2020

We woke up February 2020 with a shock to the system and no idea what it would mean for our business. If you look at this graph, it simply plots out how many people filed in the weeks before 2016, 2017, 2018, 2019, 2020. This is an example just of the oil market compared just from April 2019 to April 2020. FULL TRANSCRIPT BELOW.

Finance 74

Finance Government Price Contract 74