Iannarino

JULY 19, 2021

Here is the order in which sales conversations were (and mostly still are) conducted in legacy approaches to B2B sales. This is the B2B equivalent of social proof. Generally, after you agreed with your client on a solution, you would present it and provide a formal proposal and pricing. Rapport-Building. Our Clients.

Conversion 334

Conversion Clients Sales Presentation 334

Heinz Marketing

JUNE 25, 2025

Track revenue from: Contract renewals with increased seats or usage Cross-sell of new products/modules Upsell to higher pricing tiers Tie this to marketing-influenced activity (ABM, content, campaigns targeting existing customers). They’re indicators of customer health, loyalty, and advocacy — not just acquisition.

B2B 52

B2B Cross-sell Referrals Drivers/motivators 52

SaaStr

OCTOBER 25, 2021

Q: What billing or pricing tactic have you found in the end just wasn’t worth it? ” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. .” Jason, ed. :

Price 126

Price Contract Referrals Contact 126

Search Engine Land

JULY 25, 2024

When sales decline, businesses begin to reduce expenses, lower prices and delay making new investments. Pricing pressures : As consumers go through times of economic uncertainty, consumer confidence and priorities in spending disposable income change. Essential products are often price-sensitive during a downturn. That’s great.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

SaaStr

APRIL 28, 2025

What’s Changing in Sales: The AI Revolution is Here — and Coming Fast After analyzing 139,000+ conversations through SaaStr’s New AI, it’s now clear from the data: AI is about to fundamentally transform B2B sales. In B2B, the transformation will eliminate the frustrating experience of being bounced between departments.

Negotiate 97

Negotiate Contract E-commerce Price 97

Martech

FEBRUARY 18, 2025

AI has been used to predict the long-term impact of different pricing strategies on customer retention, allowing companies to optimize revenue while ensuring customer satisfaction. AI-powered monitoring of budget spend and contract fulfillment ensures every dollar aligns with the companys best interest.

GTM 103

GTM Contract Government Legal 103

Sales Hacker

OCTOBER 11, 2024

For example: Revenue is driven by metrics like win rate, ACV (average contract value), and number of deals closed. For example, when a rep improved ACV by 36% by packaging pricing differently, we didn’t stop there. You can’t change what’s already happened. What you can do is focus on metrics that lead to those results.

GTM 113

GTM X-functional Pipeline Construction 113

SaaStr

JUNE 14, 2025

Companies like Cursor are generating massive revenue by directly replacing traditional B2B and SaaS workflows. Here’s what we’re seeing: In Contact Centers : AI is replacing 40-50% of human agents, but Average Contract Value (ACV) is only increasing by 50%. What This Means for B2B Leaders 1.

Growth 101

Growth Niche Contact Contract 101

Martech

JUNE 27, 2023

And I am frequently surprised by how many B2B companies still neglect features and functionality that would improve the effectiveness of their sites. B2B firms typically seek to accomplish some combination of the following with their sites: Be found by qualified prospects. Pricing details. Hmmm, am I an out-of-touch boomer?

B2B 117

B2B Customers Cross-sell Price 117

PandaDoc

OCTOBER 15, 2024

These are primarily used in B2B and SaaS companies to help manage complex sales processes, papers, and status updates. Key Features: Workflow automation : set up who is on your team, what their role is, and hook integrations with your CRM, proposal management system, and contract management software. What is Deal Desk Software?

Legal 52

Legal Contract Cross-sell Finance 52

Hubspot

JANUARY 26, 2021

Consistency is, well, consistent in a lot of fields, and pricing is no exception. Certain goods' and services' prices can be extremely resistant to change — they're prices that stick and are, naturally, referred to as sticky prices. Here's some insight as to why a company might embrace rigid pricing.

Price 94

Price Contract Construction Promote 94

Salesforce

DECEMBER 23, 2024

The most common types of ecommerce business are business-to-consumer (B2C) and business-to-business (B2B). While these are often positioned as opposites B2B vs. B2C they share a similar focus on customer satisfaction and generating loyalty over time. Sales conversion requires a combination of price and positioning.

B2C 98

B2C Government Manufacturing Retail 98

SaaStr

JUNE 20, 2025

The Great Spending Showdown: AI vs SaaS in 2025/2026 — What Every B2B Leader Needs to Know We’re witnessing the most dramatic shift in enterprise tech spending since the cloud migration began 15 years ago. Historical precedent : Companies that survived the cloud transition were those that disrupted themselves first.

Government 113

Government Legal Engineering Growth 113

Martech

APRIL 7, 2023

Customer indecision is now a leading reason for missing B2B marketing and sales pipeline and revenue targets. B2B buyers are dealing with FOMU, not FOMO Authors Matt Dixon and Ted McKenna analyzed more than 2.5 The fear of messing up (FOMU) is a major barrier for B2B buyers to pull the trigger on a purchase, no matter how compelling.

B2B 127

B2B Customers GTM Pipeline 127

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

JULY 12, 2023

Salesforce is increasing its prices by an average of 9% next month, the company announced yesterday. This is the company’s first price hike in seven years. Dig deeper: Salesforce: AI is the new UI The new pricing will go into effect globally for new customers and existing customers purchasing new clouds in August 2023.

Price 98

Price Negotiate Contract CRM 98

Sales Pop!

OCTOBER 18, 2021

Price: from $132.30 ZoomInfo is a lead generation tool designed for B2B companies that need the most up-to-date information. Moreover, ZoomInfo has the most accurate and up-to-date database for B2B. Price: upon request. Price: $5.99 The price depends on a CRM that you want to integrate with. Price: from $79.99/month

Prospecting 242

Prospecting Price CRM Lead generation 242

Martech

JUNE 17, 2024

When it comes to trust, the best a B2B tech vendor can hope for is to be where IBM stood when someone coined the phrase, “No one ever got fired for buying IBM.” If you work in SEO or paid media, you have a B2B relationship with Google and likely have a more complex take on the brand. The post Will you ever trust a B2B tech vendor?

Trust 120

Trust B2B Non-Profits Government 120

Heinz Marketing

FEBRUARY 8, 2020

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. While ABM and Inbound Marketing may seem drastically different, there may be a way to marry them in order to land those game-changing contracts. Great advice, Ryan Gould.

B2B 101

B2B Contract Price Gaming 101

SaaStr

APRIL 24, 2021

A lot of our SaaS older times don’t quite know what to make with a lot of B2B startups these days, let alone some public SaaS companies. It’s just only a minority is under a contract. And almost none is under a long-term contract. Doesn’t ARR stand for Annual Recurring Revenue? Well of course it does.

Contract 144

Contract Price Contact B2B 144

Hubspot

JANUARY 11, 2021

B2B sales tools are meant to automate day-to-day processes, increase efficiency in all aspects of the sales process, and simplify various aspects of a sales rep's day to save valuable time — time that can be spent focusing on prospects and deals. B2B Sales Tools. prospecting) while others support all aspects of B2B sales (e.g.

B2B 100

B2B Contract Sales CRM 100

SaaStr

MARCH 5, 2025

So Snowflake looked immortal in 2021, looked a little more mortal in 2024 … and is now, like many of the best in Cloud and B2B, reacclerating in 2025! 11,159 Customers — So An Average of $360,000 Per Customer Snowflake solves enterprise-grade problems around data management — and it charges prices commensurate with that.

Contract 68

Contract Price Growth B2B 68

RingDNA

MARCH 26, 2025

75% of B2B buyers and 84% of C-level or VP-level executives use social media, including LinkedIn, to make purchasing decisions.” In B2B sales, it often takes north of six contacts to close deals. There are too many reps who seem happy to end a relationship with a customer the moment the ink on a contract goes dry.

Closing 62

Closing B2B Sell Referrals 62

PandaDoc

MARCH 25, 2025

You choose a price based on size, add any extras, and send your customers on their way. You need to evaluate pricing, implementation, features, integrations, and ongoing support. Because of the hefty price tag, complex sales lead to a longer sales cycle than transactional sales. Take buying a CRM, for example.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Hubspot

JULY 10, 2024

However, you still need to make sure you follow the PSP’s requirements, which are typically listed in the terms or contract, in order to remain compliant and keep your customers’ payment data secure. Best for: Facilitating B2B and vendor payments. The customer’s bank must authorize the purchase. Fees: 2.9%

Process 74

Process Retail Appointment Price 74

Martech

APRIL 3, 2025

It specifically states that a sharp hike in tariffs could lead to a broader economic slowdown and potentially contract consumer spending and GDP in 2026, which would, as you might imagine, negatively impact retail sales. steel prices to increase by about 30%, which led to higher prices for cars, appliances and other steel-made equipment.

Retail 117

Retail Government Territory Price 117

Martech

JANUARY 3, 2025

“They’ll look at your prospectus, sometimes help develop it and give recommendations on how many of each level they think you could secure and what price points would work.” Contract negotiations present significant opportunities for cost savings.

Entertainment 120

Entertainment Negotiate Contract Strategize 120

Heinz Marketing

JUNE 21, 2023

By Cameron Katoozi , Marketing Consultant at Heinz Marketing Let’s face it, the B2B world can feel like a wild roller coaster ride sometimes, with market volatility throwing in twists and turns at every corner. In the B2B sphere, it’s easy to get lost in the maze of transactions, contracts, and closing deals.

B2B 105

B2B Customers Contract Service 105

SaaStr

JUNE 13, 2025

Looking at enterprise Gen AI startups in their first year, we’re seeing a complete transformation of what “normal” B2B growth looks like. Bottom quartile VC-backed AI B2B companies are hitting $1.2M The median enterprise AI company now reaches $2.1M

Contract 68

Contract B2B Growth Drivers/motivators 68

SaaStr

JUNE 12, 2025

But here’s the kicker—media price inflation means CMOs are getting less bang for every buck. Where the Money Actually Goes (And Where It’s Going Next) Let’s talk about the elephant in the room: paid media still dominates marketing spend at 30.6% of budgets. That’s 2.4% So how are they responding?

Drivers/motivators 78

Drivers/motivators Contract Campaign Technology 78

Salesforce

NOVEMBER 25, 2024

Related content 3 Ways AI Brings You Better B2B Marketing Solutions B2B Social Media Marketing: How To Build a Strategy That Works 3 Ways to Use B2B Data to Simplify Your Marketing Campaigns What is Marketing Cloud Advanced Edition? How can I get access to this new functionality in Account Engagement?

Cross-sell 64

Cross-sell Customers Territory Campaign 64

SaaStr

JUNE 23, 2025

That’s 10x growth in less than 18 months—making Replit one of the fastest B2B scale stories in recent history. funding from Creandum Windsurf : $40M ARR, seemingly acquired by OpenAI for $3B These aren’t typical B2B metrics. If model providers change pricing or restrict access, margins could compress quickly.

X-functional 83

X-functional Growth Price B2B 83

Sales Hacker

JANUARY 9, 2020

Objections are a part of life in sales, but they can be especially difficult to deal with in B2B sales. To help, in this article, I’m going to give you the top five most common sales objections you’ll face in B2B sales, tips on how to overcome them, and then I’ll give you a few bonus tips to take with you. The Price Isn’t Right.

B2B 95

B2B Objectives and Key Results E-commerce Sales 95

SaaStr

DECEMBER 27, 2020

New consumption pricing model has increased revenue 15% where rolled out. Done right, this sort of anti-SaaS pricing model can lead to significantly more revenue. I’ve seen this across other B2B/API companies I’ve invested in. I’ve seen this across other B2B/API companies I’ve invested in.

Contract 135

Contract Cross-sell Price Growth 135

Martech

NOVEMBER 21, 2024

Zeta Global’s stock price jumped 15% yesterday as the company issued a detailed rebuttal to a report critical of its financial practices. Culper Research is owned by Christian Lamarco, who is known for short-selling stocks and may profit from a drop in Zeta’s stock price. Shares closed at $25.4 Wednesday after opening at $22.

Contract 82

Contract Price Up-sell Growth 82

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. Average Sale/Selling Price. Average Contract Value. Average Sale/Selling Price. AB Testing. Account-Based Everything / Revenue. Account-Based Marketing.

B2B 105

B2B E-commerce Cold Call Sales 105

Veloxy

OCTOBER 24, 2022

This is great, however, B2B sales teams are struggling with low team adoption and unclear ROI. Most sales reps spend over 175 hours every year on generating quotes and proposals, and waiting for contracts to be signed. PandaDoc has four pricing levels. The sales tool market is in the hundreds, if not the thousands.

Quota 147

Quota Contract Account management Price 147