SaaStr

APRIL 16, 2019

We’ve tried to now think of it as how do we take what’s unique and differentiating about our region and make it a positive. We’ve always thought of ourself as that’s our comparative set, not our local region. We ended up signing that contract in the uber back to the airport on the way home.

Territory 61

Territory Hospitality Contract Networking 61

Heinz Marketing

MARCH 29, 2021

From a personal, from a dad with young kids’ standpoint, from having to close offices and figure out all of that, it certainly felt long. They’d be like, Oh, I see these 10 opportunities, Brian, you have that are closing this month and are in pipeline stage five for a million dollars. I mean, no UCLA, no Arizona.

Pipeline 123

Pipeline Sales Gaming Up-sell 123

SaaStr

JUNE 25, 2019

But with it comes immense benefits and competitive advantages such as the diversification of ideas, speedier product development, and representation in important regions and time zones. In fact, when I took the job with Eventbrite, I moved from Arizona to take the role. It’s an awesome place to visit. It felt the most like us.

Engineering 54

Engineering Start-ups Trust Territory 54

Salesforce

MARCH 6, 2024

There’s no better feeling than closing a deal after a tough price negotiation. If that doesn’t work, I’ll add another discount of 2% for a multi-year contract to make the deal more enticing. Everyone is smiles, satisfied with the deal. But getting to that stage requires more than charm and good luck.

Negotiate 91

Negotiate Price Territory E-commerce 91

Salesforce

MARCH 11, 2024

Account-based selling (ABS) is a sales approach that prioritizes building relationships with high-value account holders so you can quickly close big deals. Other benefits include: Higher conversion rates: ABS can help you land larger clients and close better deals. Watch the demo What is account-based selling?

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. It offers just enough incentive for support staff — like those in finance or service — to go that extra mile and close deals when possible.

Commission 64

Commission Quota Territory E-commerce 64

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