Martech

OCTOBER 17, 2023

Here’s a twist: B2B didn’t sit this dance out. 2022 was a revelation, with B2B diving headfirst into influencer partnerships. If you’re wondering what 2023 holds — spoiler alert — expect more B2B names under the influencer spotlight. Precision in selection Not every influencer will be the right fit for a B2B brand.

B2B 125

B2B Niche Contract Campaign 125

Martech

JANUARY 3, 2025

Dig deeper: Beyond attendance: Unlocking B2B growth with event-led strategies Talent selection presents another opportunity for strategic savings without sacrificing content value. Contract negotiations present significant opportunities for cost savings.

Entertainment 121

Entertainment Negotiate Contract Strategize 121

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. We’ll explore practical tips and strategies to help you navigate the negotiation process effectively.

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

Outreach

MAY 14, 2019

What is B2B Sales? Business-to-business (B2B) describes a commercial relationship between business entities. Building on that definition, B2B sales is the process by which B2B companies engage decision makers at other companies to sell products or services. How Are B2B and B2C Sales Different? Sales Process.

B2C 91

B2C B2B E-commerce Real Estate 91

Martech

JANUARY 9, 2024

A B2B brand might have better luck partnering with YouTubers or LinkedIn creators with a business-minded audience. Dig deeper: Influencer marketing: The bridge between B2B brands and genuine connections Engaging with creators Regardless of scale, creators wield tremendous power over influencing buying decisions with audiences.

Niche 137

Niche Negotiate Contract Legal 137

SaaStr

OCTOBER 1, 2020

Q: In SaaS B2B, how do you handle the situation where an enterprise customer wants to buy an unlimited use, site license? First, he or she will negotiate better, smarter deals than you. Second, the great ones know how to renegotiate the crummy site licenses you negotiated ?? Sounds great in the early days. My learnings.

Negotiate 117

Negotiate Contract B2B Closing 117

Openview

JANUARY 18, 2018

Negotiating. Who do they think is the best negotiator? Negotiation. How important is it that your sales team brushes up on their negotiation skills? Learn about what your best negotiator is doing so that you can enable them to share their skills with the team. Presents the contract. Building Rapport.

B2B 120

B2B Negotiate Objectives and Key Results Technique 120

Sales Hacker

OCTOBER 20, 2021

??. Contracts are the lifeblood of modern companies. In fact, contracts govern most B2B business deals. There’s no denying that contracts are an absolute necessity for conducting business. There’s no denying that contracts are an absolute necessity for conducting business. Sales teams are focused on speed.

Legal 120

Legal Contract Negotiate Government 120

SaaStr

MARCH 30, 2023

Our commercial negotiators use the pricing insights from our database to then go and negotiate on our client’s behalf. They not only ensure that new contracts have preferable terms like contract length or auto-renewals but they also have the data points to negotiate for a lower price, proving guaranteed time and money savings.

Negotiate 106

Negotiate Contract Price Strategize 106

Sales Hacker

JUNE 3, 2021

B2B vs B2C CRMs — let’s break it down. What I needed was a B2B CRM software that allowed me to collect information about the prospect; qualify them based on their company and role; and send follow-ups to upsell them. Now, there are many companies out there that target both B2C and B2B, like Amazon, Yelp, or OpenTable.

B2C 99

B2C CRM B2B E-commerce 99

Salesforce

APRIL 28, 2025

Salesforce played a pivotal role by contributing the concept of an Agent Card a lightweight JSON contract that communicates an agents capabilities, identity, compliance tags, and TrustScore. The Google product team adopted the concept in its A2A specification, citing AgentCard as the keystone for capability discovery and version negotiation.

Retail 97

Retail Trust Manufacturing Government 97

PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. In our context, it means finalizing the negotiation process by setting an agreement. According to research conducted by HubSpot , the average B2B sales cycle for SaaS products is 84 days. Definition and typical steps.

Negotiate 98

Negotiate Contract Objectives and Key Results Legal 98

Partners in Excellence

APRIL 26, 2021

We assume they know how to get approval, how to contract, how to issue an order. Complex B2B buying journeys, typically impact several parts of the organization. They may have to put together an implementation plan and negotiate the resources needed to support the implementation. They may have to put together a risk analysis.

Customers 131

Customers Contract Legal Negotiate 131

Sales Hacker

NOVEMBER 15, 2017

This sales glossary is meant to reduce ramp time for new reps that are getting immersed in B2B sales jargon for the first time. Average Contract Value. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. AB Testing. Account-Based Everything / Revenue.

B2B 105

B2B E-commerce Cold Call Sales 105

PandaDoc

MARCH 25, 2025

Complex sales examples Complex sales are common in SaaS, B2B, and service industries, such as with the following: Software with customizations, options, or add-ons Financial or consultative services Selling products or services to large organizations Whats the difference between complex and transactional sales?

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

SaaStr

SEPTEMBER 26, 2023

For B2B Generative AI Apps, Is Less More? In the B2B world, the biggest question is, what will the next couple of years look like? That info could be: high volumes of text like blogs contracts how to respond to a customer images video We’re in the early innings of what it means to generate or have GenAI. Is less more?

Contract 122

Contract GTM B2B Negotiate 122

Anthony Cole Training

JULY 29, 2010

Negotiating (2). And, unfortunately, for many sales people, maybe including you, even when you "win" a deal you may have had to lose on profit, length of contract, or otherwise sacrifice some terms and conditions just to get the deal. Learn How to Drive Consistent Sales Results from Your B2B Sales Team. Leadership Training (2).

Sell 157

Sell Objectives and Key Results Drivers/motivators Represent 157

Anthony Cole Training

JUNE 14, 2010

Negotiating (2). If we show them a contract for 15 months instead of 18 months, that would be great. Im supposed to call them next week for final details and to schedule a time to get the contract signed. - No contract signed - Supposed to talk next week. - No contract signed - Supposed to talk next week. -

Objectives and Key Results 135

Objectives and Key Results Contract Sales Drivers/motivators 135

Outreach

APRIL 9, 2019

The B2B Sales Process: A Brief Introduction. If your business sells products or services to other businesses, you have a B2B sales process. To beat challenges and remain profitable, companies in this market hire B2B sales professionals who are trained to find, qualify, and engage corporate buyers. B2B Outbound Sales Process.

B2B 65

B2B Process Objection handling Negotiate 65

Martech

FEBRUARY 27, 2024

Businesses exist to help brands broker strategic partnerships with leading influencers, like this creator deal that rivaled professional athlete contracts. Dig deeper: Influencer marketing: The bridge between B2B brands and genuine connections Best practices for engaging with influencers and creators 1.

Legal 127

Legal Strategic partnership Contract Trust 127

Anthony Cole Training

JUNE 22, 2011

Negotiating (2). The results year-to-date have been quite good for this group: Contracted new business sales ytd - $325,000 - puts them on track to generate $780,000 new business (total revenue in 2010 was just under 2MM.). Learn How to Drive Consistent Sales Results from Your B2B Sales Team. Leadership Training (2).

Objectives and Key Results 135

Objectives and Key Results Sales Drivers/motivators Pipeline 135

Sales Hacker

OCTOBER 22, 2017

For B2B sellers, conducting a lively and compelling demo is also a requisite skill. . For B2B sellers, knowing the best practices and tricks for engaging prospects on LinkedIn, Twitter, Instagram, and other networks will help bolster your lead generation and conversion efforts. . Contract Negotiation.

Negotiate 106

Negotiate Teamwork Referrals Relationship building 106

PandaDoc

JUNE 2, 2025

Unlike some lighter-weight frameworks (covered in greater detail below), MEDDIC is designed specifically for enterprise and high-value B2B sales, where buying decisions are rarely made by a single person. As is commonly the case in B2B sales, the economic buyer may be different from other project stakeholders. The problem?

Objectives and Key Results 52

Objectives and Key Results Sales Legal Finance 52

Hubspot

JUNE 16, 2025

Pitching clients, negotiating partnerships, growing a network. This is especially true in complex B2B sales like SaaS, ABM, and enterprise software. That being said, Wickett notes that industry knowledge can make a huge difference for more complex B2B SaaS solutions in industries like cybersecurity or enterprise software. “We

Objectives and Key Results 49

Objectives and Key Results Pitch Sales Follow-up 49

Salesforce

FEBRUARY 21, 2025

Youll get higher returns on marketing dollars and quicker time to contracts. With Salesforce for Communications , service providers can: Negotiate the opportunity. Automate the contracting and approval process. Standardized contracts help. Take control of all aspects of contract administration. Be flexible.

Contract 52

Contract Government Price Service 52

Salesforce

JANUARY 11, 2024

About $3 trillion — that’s Forrester’s estimate for B2B sales by 2027, almost double what it was in 2021. And B2B salespeople are a big reason why it’s growing. If you want to be successful in B2B sales, you need to understand the difference between B2B and B2C sales strategies. Longer close time.

B2B 59

B2B B2C Manufacturing Government 59

Sales Hacker

AUGUST 23, 2018

One of the reasons why B2B sales is so complicated is because of the many blind spots it involves that can ambush sales deals. Yet, all else can fail if you don’t know what to do and what not to do in B2B sales. What I believe is that B2B sales professionals should have the humility to accept it when things don’t work out.

B2B 69

B2B Cross-sell Negotiate Up-sell 69

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam’s Corner [28:45]. Show Introduction [00:10]. What is LinkSquares?

Contract 117

Contract X-functional Objectives and Key Results Legal 117

SaaStr

MAY 25, 2020

In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “E contract” — Julie Grieve, CEO CritonHQ. B2B environment. . “We added slack for customer support and on boarding” — Adam Livesay, founder, Elevat.

Closing 136

Closing Process Contract Price 136

Sales Hacker

JUNE 16, 2021

Shortlist and evaluate vendors: Set up demos and trial accounts, ask for social proof that their product is effective and start negotiations for a contract. Select a vendor: Work with your finance and legal teams to make sure the contract terms are acceptable. provides B2B sales enablement solutions and integrations into CRMs.

GTM 119

GTM Contract Quota Sales 119

Salesforce

MARCH 3, 2025

This includes everything from securing approvals and ensuring every contract is compliant. This includes setting prices, drafting custom contracts, and keeping service delivery on track. Ramp deals Sales reps may also use Deal Desk for ramp deals, a multi-year contract with discounts or pricing adjustments at specific intervals.

Legal 59

Legal Contract Finance Non-Profits 59

Cience

JANUARY 6, 2020

Fist Negotiations. For example, Data Enrichment can be listed as Research & Analytics, B2B Email List/ Database Scrubbing, email verification. B2B lead generation is a conjunction point of buying and sales processes. They exist simultaneously and in parallel, but it’s B2B lead gen that joins them together.

Lead generation 89

Lead generation B2B Appointment Networking 89

Hubspot

JANUARY 26, 2021

Some firms have long-term contracts to sell their goods or. In some cases — most commonly with companies that sell B2B — businesses will be locked into long term contracts to sell their goods and services at agreed-upon prices. services at specific prices. Firms might be reluctant to raise prices and anger.

Price 94

Price Contract Construction Promote 94

PandaDoc

NOVEMBER 2, 2022

After that, the negotiation process becomes a breeze, and adjusting your rates or your offer is much easier than sending back and forth heavy PDF files. Do B2B cold emails work? Yes, B2B cold emails can be an effective lead-generation strategy , if done correctly. Salesforce ). Email templates for cold emails: yay or nay?

Objectives and Key Results 97

Objectives and Key Results Negotiate Contract Follow-up 97

Martech

JULY 12, 2023

First, if you’re negotiating a deal you may want to move the close date up to lock in the old pricing. Second, review existing contracts to see if any are renewing soon and think about renewing early. This is especially true when you consider all the improvements Salesforce has made to its products.

Price 98

Price Negotiate Contract CRM 98

Hubspot

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? As former FBI hostage negotiator Chris Voss outlines in his book Never Split the Difference , all successful negotiations begin with listening. Year founded. Annual revenue. Number of employees.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

Search Engine Land

APRIL 19, 2024

Be clear about how your team operates generally while you’re still negotiating. For B2B advertisers, closing the loop between the initial website lead and down-funnel CRM actions is an important piece of the puzzle. Managing expectations during the engagement Once the contract is signed, the work begins! Or is it a hybrid?

Contract 95

Contract Clients CRM Meeting 95