Heinz Marketing

MARCH 29, 2021

You told me you were going to do this thing with so-and-so company, you were going to call them, you were going to have a contract review. Alabama wins the [inaudible 00:20:50] they’re good at basketball now as well-. I’m not as afraid of Alabama in the tournament or LSU. Oh, what did we agree to last time?

Pipeline 122

Pipeline Sales Gaming Up-sell 122

Spiro Technologies

DECEMBER 2, 2022

Adam Honig: Some guy it was when he saw the sign on the building for another guy’s when he had a signed contract. And they have plants that make boxes for Colgate on three-year contracts. My brother used to work in the Alabama prison system as a drug and alcohol rehabilitation therapist, and a big wig was coming through once.

Closing 52

Closing Retail Manufacturing Up-sell 52

Spiro Technologies

DECEMBER 11, 2023

I’m sure that they really enjoy that $250 million contract that they got. But the reality is the vast majority of them, they were lost, if anything, to automation, to robots, or they went not to another country, but to another state.

Manufacturing 59

Manufacturing Transportation Government Up-sell 59

Salesforce

MARCH 7, 2024

To successfully negotiate a contract in today’s sales climate, you need to prioritize relationship building over persuasion, practice active listening, and empathize with your customers’ challenges. What you’ll learn: What is contract negotiation? Why is contract negotiation important?

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

Salesforce

MARCH 6, 2024

If that doesn’t work, I’ll add another discount of 2% for a multi-year contract to make the deal more enticing. If you find yourself in a stalemate, try offering a discount. For example, in negotiations, I might offer a 2% discount for marketing services. This small concession typically works to move the deal forward.

Negotiate 91

Negotiate Price Territory E-commerce 91

Salesforce

MARCH 11, 2024

Average contract value: What is the annualized revenue per customer contract? Account lifetime value: What’s the average revenue generated from each account over the lifetime of the relationship? Deal velocity: How quickly, on average, can you convert leads into customers?

Sell 59

Sell Cross-sell Territory CRM 59

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. By all accounts, your team’s performance meets (even exceeds) your expectations.

Commission 64

Commission Quota Territory E-commerce 64