Essential Contract Review Tips for Sales Professionals: Read Client Contracts with Confidence
Iannarino
MAY 16, 2024
Ensuring you understand client contracts is crucial for sales success—don't let legal jargon trip you up.
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Iannarino
JULY 6, 2021
This post may be a bitter pill for those who believe their clients buy from them because they like their company, their products, or both. Even though these things are important, their value can only be recognized (not to mention realized) after the client signs a contract. You Make Sense of Their World.
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Iannarino
APRIL 25, 2023
You won your big deal dream client after pursuing them for two years. You have a signed contract, and their paperwork is complete. Congratulations!
Martech
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I thought this issue had been resolved long ago, but with several new clients, it has resurfaced as a top priority. Each case was slightly different, but they all boiled down to the client not owning or controlling 100% of their analytical or marketing data. Eventually, the client became dissatisfied and wanted to switch agencies.
Iannarino
JULY 4, 2021
The Gist: Your clients measure your performance by the value of the conversations they have with you. Focusing on the conversations that your clients find most valuable for their goals is the key to creating a preference to buy from you. The first thing you need to do is to create value for your prospective client.
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Another client, the leaders were very proud of their win rates. I had actually worked with a lot of other clients, including their competitors. As I dove in, I discovered the sellers were not entering opportunities into the pipeline until they were actually in the contract negotiation stage. They were consistently above 60%.
Martech
AUGUST 10, 2022
Having worked at several organizations and dealt with many more vendors, I’ve seen my share of client-vendor relationships and their associated “gotchas.” Contracts are complex for a reason. I’ve seen and heard of my share of contract gotchas. Don’t let contract gotchas catch you off-guard.
Salesforce
JANUARY 8, 2024
” A written sales contract should accurately reflect the verbal agreements made — or else you risk the buyer backing out of the deal or having a very unhappy or potentially litigious client after the deal is done. Sales contracts are vital to completing any business transaction. Why is a sales contract important?
Iannarino
MARCH 13, 2024
It is common for large, mature sales organizations to have several salespeople who once acquired new logos, but haven’t signed a new major client in ages. These salespeople won some gargantuan clients because they developed relationships with them and effectively pursued them.
Iannarino
APRIL 1, 2022
There are some questions that salespeople just don’t like to ask their clients—usually out of fear that they’ll come across as selfish or even alienating—even when the answers will enable the client to get what they want or need.
Iannarino
NOVEMBER 19, 2023
To win your dream client, you will need patience and persistence. The most desirable clients have not been waiting for you to show up in their world, as they have signed a contract with one of your many competitors.
Iannarino
DECEMBER 28, 2022
One is to sell more to your existing clients. This is a good starting point because you already have contacts and contracts, making this strategy fast. The second way to increase your revenue is to acquire new clients. To grow, you need net new business. There are two ways to do this.
Martech
SEPTEMBER 20, 2024
Review the contract There are times in business when a lawyer is called for. Go over the contract with a legal expert. The contract should have a data breach notification requirement and possibly what remediation is required of the vendor. Data breaches put a lot of stress on the vendor-client relationship.
Iannarino
FEBRUARY 27, 2023
Or perhaps you owe another client an edited contract for a new offering they are interested in buying. It's important to be organized in sales. You always have open loops you need to close, like sending a new contact the case study they requested.
Iannarino
APRIL 14, 2023
My client in Cincinnati stopped me from turning on my laptop. He also mentioned that getting the questions right would end up with him signing my contract. I was preparing to share my company’s slide deck, but before I could start, he told me to put it away. He had a list of questions for me.
Iannarino
DECEMBER 23, 2022
This implies that asking your client to sign a contract will somehow harm them. That is how you help your organization and your clients. On LinkedIn and other social media platforms, you will find advice like "Don't close deals, open relationships." In reality, closing the deal allows you to provide the improvement they need.
Iannarino
JULY 19, 2021
The idea is that small talk at the beginning of the conversation would help the salesperson connect with their prospective client , making clients more likely to buy. Starting with your company is designed to do two things: prove that your client can trust the company, and provide you (the salesperson) with some level of credibility.
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Customization and Fit : Pilots give clients a chance to see how your product fits into their specific workflows and processes. Internal Buy-In : For enterprise clients, a pilot can help them build internal support for your product. Internal Buy-In : For enterprise clients, a pilot can help them build internal support for your product.
Martech
AUGUST 19, 2024
That means there’s an increased likelihood of terminating the contract because the tool is no longer needed and/or its champion is gone. Flexible contract terms and proactive support can help too. You can mitigate this risk by ensuring the product offers ongoing value beyond the scope of the original product.
Iannarino
AUGUST 1, 2021
It is a mistake to believe that recent means better when all leads share common traits, one being helping clients on their buyer’s journey. But in reality, you cannot determine how compelled any prospective client is to change at any time without speaking to them. No, please don’t literally scratch your clients.)
Iannarino
AUGUST 8, 2021
To solve your client’s problem, you have to solve the problems that prevent them from solving the problem. The manuscript is due to the publisher in three days: my contract calls for 65,000 words, a good length for the publisher based on what people will spend on a book. The deadline for my fourth book is looming. Here is a short list.
Martech
OCTOBER 15, 2024
Marketers must: Ensure that contracts include essential features. Be the facilitators of these martech vendor relationships, helping engage the appropriate stakeholders from both vendor and client sides and ensuring the process is kicked off correctly, along with other important stakeholders and owners.
Sales Gravy
FEBRUARY 4, 2025
In other words, they must sell a project to their own clients before Zacks solution can come into play. Recognize the Real-World Obstacles Whether your customer has to bid on government contracts, secure large client projects, or get internal buy-in from multiple stakeholders, their success dictates your sale.
Iannarino
JULY 15, 2021
One of your primary outcomes should be creating a strong preference for your client to buy from you. The more unfair advantages you can stack up, the greater the odds that your prospective client will decide to buy from you. Imagine that your client is looking at their world through a cloudy lens. Greater Mindshare.
Iannarino
MARCH 2, 2023
The Earl of Chesterfield For as long as anyone can remember, salespeople have been trained to identify their prospective clients’ problems and their implications. Without educating your contacts about these key topics, you create uncertainty, which is the opposite of what your client is looking for.
Iannarino
JUNE 17, 2021
Resisting this reality, however, causes many problems for legacy laggard and legacy solution salespeople—and even more problems for their prospective clients. At one time, as a salesperson, you would be told to find “the decision-maker,” the single individual who could sign a contract. Part 2 | The Starting Question.
Search Engine Land
AUGUST 31, 2023
For example, we’ll hear of other agencies: Locking clients into long contracts with no out clauses. Not providing clients with access to their own ad accounts. This article will explain why maintaining client trust is critical to building a strong agency and culture. Reliability : Do you do things when you say you will?
Martech
FEBRUARY 7, 2025
Regardless of how we moved forward, they knew we had listened to their perspective strengthening our client-vendor relationship. Contract timing My team once negotiated a contract with a new vendor where timing was critical. It also signaled that we valued them as partners.
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AUGUST 15, 2024
Communication tools such as instant messaging and video conferencing make it possible to connect instantly with customers and clients — reducing the delays of traditional email. Market expansion : Ecommerce platforms can help businesses reach clients all over the world. These tools help you stay connected no matter where you are.
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Going back a couple of decades, to provide development and hosting to our banking compliance client World Check, we established our own complex data center with 50 or 60 rack-mounted Alpha and, a bit later, IBM servers. We needed multiple contracts with hardware and software vendors. Original Data Center. It was quite impressive.
Sales Pop!
AUGUST 20, 2022
Recently, I had a planning session with a CSO from an HR services firm that had just landed their first large client, a Fortune 500 pharmaceutical company. The key decision-maker in the new account was an ex-client that the CSO’s organization had effectively served for years, paving the way for the big win. Of course not.
Search Engine Land
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Search Engine Land
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All clients review agencies for “fit.”. However, almost zero agencies review clients in return. Instead, they’re too eager, living hand to mouth, to take on all clients at all times as long as they have a pulse and a checkbook. Client A is actually costing you money in the long run. And Client C is simply just an a-hole.
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With the emergence of AI, the roles of operations, client services, writers, SEO execs, account managers, SEO directors and tech SEOs could be significantly transformed or even replaced by AI agents, potentially reshaping the entire SEO industry. Account management could be as easy as receiving a client’s email or chat message.
Sales Pop!
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Your data must be wholly segregated between clients and, as we noted above, between geographical areas. Within your company you should also ask, are your employees who handle data restricted by contracts and confidentiality agreements? Is your technical architecture secure? We will be taking up each of these topics in detail.
Martech
JANUARY 8, 2025
Running a campaign targeting enterprise clients? And make digital signature tools like DocuSign or Adobe Sign your go-to for contracts. Set up rules so leads are routed to the right person immediately based on location, deal size, product interest or any other criteria that make sense for your business.
SaaStr
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Mangomint has one onboarding manager for every two sales reps, but with no contracts and a 30-day free trial, onboarding starts during the trial. If it doesn’t work, the business won’t know who their clients are, access records, book appointments or take payments — they might as well close.
Search Engine Land
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Clients often judge SEO and paid search as independent channels. But when defending our retainer or contract renewal, businesses want to know how their SEO spend will tangibly impact the bottom line. Let’s apply the learnings to help our clients or employers power through an economic downturn without pausing their SEO efforts.
Sales Pop!
JULY 14, 2022
Of course, most organizations gain roughly 80% of their revenues from 20% of their clients. Regarding that “keeping”, even a small increase in a firm’s client retention rate exponentially accelerates revenues and profits. On the flip side, though, decreases in client retention rates produce negative impacts that can be devastating.
Sales Pop!
FEBRUARY 11, 2022
This lets businesses provide customers with contracts and other documents they can sign via their smartphone, tablet, or desktop or laptop computer. Comparatively, VR represents the future of customer service , since it empowers customer service representatives to work directly with clients to solve complex problems.
Sales Pop!
JULY 19, 2024
For business, it can be devastating to lose clients due to an incorrect selection of words. Second Story Cheryl could not be with us on vacation due to contracting a bad episode of COVID. Moreover, accurate communication is vital for personal and business efforts. Otherwise, misunderstandings will arise, and people will walk away.
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