Search Engine Land

APRIL 19, 2024

Here are some ways to set and manage expectations for PPC clients and agency teams. Outline expectations during the sales process Setting expectations at the beginning of a client engagement or project is crucial for success. Be clear about how your team operates generally while you’re still negotiating. Or is it a hybrid?

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Contract Clients CRM Meeting 109

PandaDoc

APRIL 8, 2024

A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates. A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents. This includes several action items.

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Negotiate Cross-sell Contract Legal 52

Hubspot

OCTOBER 3, 2022

Plus, how you can leverage BATNA's key negotiation tactics to ensure your business and your customers are both benefitting from a deal. BATNA stands for Best Alternative to a Negotiated Agreement. When you're negotiating, you need to ask yourself, 'What are the concessions I'm willing to make? What does BATNA stand for?

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Negotiate Customers Contract Non-Profits 63

Sales Hacker

DECEMBER 6, 2019

If you confuse objection handling and negotiating , you could be losing sales. . In this article, we’ll look at what objection handling and negotiating are (and what they aren’t). Then we’ll go in-depth to look at 5 techniques for handling objections and sales negotiation, so you always walk away with a win. Negotiation.

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Objection handling Negotiate Drivers/motivators Technique 94

Veloxy

DECEMBER 28, 2023

Sales professionals in outside sales roles enjoy a higher level of autonomy, often working independently and engaging directly with clients to build strong customer relationships. An integral part of outside sales is the talent to interact with clients in person to finalize the sale.

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Outside Sales Cold Call Represent Objectives and Key Results 242

Sales Hacker

NOVEMBER 1, 2019

When it comes to negotiation, the goal isn’t a win… What you want is a win-win. True negotiations are all about coming to a mutual agreement on something where both parties feel like they got something out of the deal. Contrary to popular belief, you don’t “win” a negotiation by making the other person lose.

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Negotiate Objection handling Pipeline Cold Call 85

PandaDoc

MARCH 29, 2024

Key takeaways A deal desk is a cross-functional team assembled to oversee opportunity qualification, solution and proposal development, and negotiation stages of a sales process. Automation tools, such as software designed for business proposals or contract management, accelerate collaboration with all stakeholders.

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Process Non-Profits Negotiate Legal 52

Partners in Excellence

MARCH 4, 2024

Preface: Pete Tapley has been a friend and client for about 12 years. In middle school he started taking me to occasional breakfast meetings with clients. and contract negotiations (given what they need and I need, how can we introduce a creative commercial term to that serves both?). Here’s Pete’s story.

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Sell Construction Consult Negotiate 73

Salesmate

JULY 8, 2020

Ultimately, this is the thing that the potential client cares about the most. It must be bespoke for each potential client and focus on their needs. If you are providing a service, offer at least three price options to a potential client. Your proposal can double as a contract. Negotiation. Sell their goals.

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Pipeline Negotiate Contract Objectives and Key Results 126

Lead Fuze

JUNE 28, 2023

In this blog post, we will explore the role of sales representatives – from negotiating contracts and identifying leads effectively, to building relationships with potential clients. They conduct business operations, negotiate contracts, identify leads, contact prospects, and close deals.

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Negotiate Territory Contract Technique 52

PandaDoc

MARCH 4, 2024

A virtual data room , or VDR, is a secure, online space acting as a repository of a company’s documentation, and serves as a virtual hub where company users share real-time information with other investors, clients or stakeholders when executing investment banking deals. What is a data room for investment banking?

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Strategic partnership Legal Contract Negotiate 52

Hubspot

MARCH 18, 2015

But the reality is that you have to lead the charge for your agency, and that sometimes requires you to deal with hard-bargaining clients who want more work at less money. The Value of Negotiation Skills. By learning negotiation skills, you can. It’s about managing your agency’s interests with those of the client.

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Negotiate Technique Contract Non-Profits 75

The 5% Institute

AUGUST 7, 2023

The role of an account manager goes beyond mere customer service – it involves nurturing client relationships, driving revenue growth, and enhancing a company’s reputation. Exceptional verbal and written communication skills empower account managers to articulate complex ideas, understand client needs, and foster seamless collaboration.

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Account management Negotiate X-functional Cross-sell 52

Search Engine Land

NOVEMBER 30, 2023

Between an impending recession, sluggish sales cycles and clients looking to cut budgets, 2024 poses fresh challenges for agencies looking to thrive. Don’t rely one or two clients. Ideally, your top client should represent 10% or less of your business. A lot of mid-size clients. That last part is critical.

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Contract Clients Pitch Growth 106

The Lost Book of Sales

JANUARY 31, 2024

Sometimes, the more sophisticated users in your client’s account may already be exploring the more unusual or “techy” aspects of your product before getting down to serious work. Such kinds of quick wins will help support your client’s overall adoption journey. Motivation dip.

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Sports Drivers/motivators Clients Contract 105

Martech

MAY 17, 2023

Ask your new vendor how other clients have handled their data migration needs. They may be able to offer professional services or point your IT team to solid documentation for best practices they have seen with other clients. What sales wins or positive client experience feedback have you heard about the new tool?

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Contract Healthcare Negotiate Clients 98

Hubspot

FEBRUARY 20, 2023

Instead, they are self-employed, only working for businesses (or individuals) on a contract basis. However, since contractors are temporary employees, they have the flexibility to pick and choose projects, negotiate contracts, and create their own schedule. Providing training and coaching.

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Consult Contract Construction Finance 63

The 5% Institute

JUNE 12, 2023

Introduction In today’s competitive business landscape, account executives play a vital role in driving sales , nurturing client relationships, and ensuring customer satisfaction. They act as a bridge between a company and its clients, managing key accounts and maximizing business opportunities. What is an Account Executive?

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Negotiate Relationship Management Contract Clients 52

Sales Hacker

MARCH 12, 2021

Proposal: Co-create a winning client services presentation for consideration. Negotiation: What are your levers to proactively share to help ensure your new partner is getting a fair deal for their team? Sometimes you’ve already gathered basic information from the client. Negotiation. Negotiations can last a long time.

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Pipeline Negotiate Contract Sales 87

Lead Fuze

MAY 26, 2023

Tips: Create buyer personas of potential clients within your chosen niche. Each platform has its own set of rules and best practices; knowing them well means better results for clients’ accounts. Email Marketing: Provide email marketing services to help clients reach potential customers and promote their products or services.

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Niche Finance Negotiate Technique 98

The 5% Institute

AUGUST 10, 2023

Remote closing sales involve finalizing deals, agreements, and contracts through digital means, eliminating the need for face-to-face interactions. This approach leverages digital communication channels, such as emails, video calls, and instant messaging, to engage potential clients and guide them through the sales funnel.

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Closing Contract Technique Clients 52

Martech

APRIL 17, 2023

Sure, you’re excited because you just signed a contract for a new shiny tool. I laugh (to myself) if the first question I hear from a client after signing a new martech contract is if the ESP mentions an IP warm-up plan. That takes planning, agreements and negotiations. That’s step 325 in the migration.

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Contract Technology Technology Government 102

The 5% Institute

AUGUST 15, 2023

Introduction: The Essence of Account Management Account management is a strategic approach to nurturing client relationships and ensuring their needs are met with excellence. KAMs are responsible for the most crucial clients, driving long-term growth and satisfaction.

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Hubspot

AUGUST 14, 2023

If you find yourself in this situation, don't be quick to chase down your buyer — doing so can weaken your negotiating position, and a pushy “just checking in” email can hurt your margins. You make unnecessarily drastic and tactless concessions when negotiating. Never pre-negotiate. Remain composed when you get here.

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Closing Hospitality Negotiate Price 85

Sales Pop!

MAY 16, 2022

You wrap up the call with your soon-to-be new client after expressing your thanks and you set up a meeting for the following Tuesday morning to finalize the contract. If you need a self-serving reason to be professional, consider that every competitor is only a phone call away from being your partner or your client. Everyone.

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Contract Negotiate Legal Clients 52

Highspot

JANUARY 3, 2024

Picture this: you’ve invested so much time and effort into a potential deal and victory feels within reach, only to see it slip away to a competitor or the client decides to back out at the last minute. Proposing a formal agreement: Share a detailed proposal or contract with the sale terms, which becomes binding upon signing.

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Lead Fuze

JUNE 27, 2023

Negotiating contracts: Once potential influencers are identified, the agency negotiates terms of collaboration including payment rates and deliverables. These examples demonstrate the power of competent influencer marketing agencies in delivering exceptional outcomes for clients across different sectors globally.

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Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. Inside sales tend to have shorter sales cycles than outside sales, but they also represent a lower ACV (Annual Contract Value).

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Highspot

DECEMBER 5, 2023

A well-defined sales process will improve performance, client relationships, and adaptability. Connect and Qualify Leads Once you’ve identified potential clients, the next stage is to connect with them. This step requires a blend of timing, negotiation skills, and the ability to commit to the agreement.

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Process Real Estate Objectives and Key Results Negotiate 52

Veloxy

FEBRUARY 15, 2024

Moreover, these podcasts delve into problem-solving methods for common challenges like contract negotiations and lead generation. Sales Influence - Why People Buy Podcast This podcast explores 'Finding the Why in How Clients Buy,' using consumer behavior and neuromarketing studies to boost sales effectiveness.

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Gaming Sell GTM Technique 233

SaaStr

NOVEMBER 8, 2023

For example, if you have a customer or prospect that says, “Can I get this for $300/month and a one-year contract,” or, “I’d like a three-year contract with one-year opt-out and to pay on quarterly terms.” You should be flexible unless you’re an Atlassian who doesn’t have contracts or negotiations. It’s a trap.

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X-functional Contract Growth Quota 94

Martech

SEPTEMBER 30, 2021

During the negotiation phase, things can get tense. While they are legally and ethically obligated to deliver the work contractually agreed to, they don’t have to do extra nice things like overlooking when a client has an overage of a pricing factor. Negotiation skills. Marketers don’t negotiate as much as buyers.

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Negotiate Price Legal Contract 97

Hubspot

JULY 7, 2016

But no matter how buttoned up you might be in your process, it still could mean clients pay late, which messes with your stability. Here are nine strategies to make sure your clients are ready and able to pay your agency's invoices on time: 1) Watch for Red Flag Clients. 2) Set Clear Terms in the Contract.

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Clients Contract Negotiate Start-ups 52

PandaDoc

FEBRUARY 23, 2024

Opportunity management is an approach that focuses on identifying and managing business opportunities for client acquisition, market expansion , strategic partnerships, and more. For this, ask questions like: Is this a potential new client or partner? What is opportunity management — and why should you care?

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Objectives and Key Results CRM Contract Strategic partnership 52

Search Engine Land

DECEMBER 4, 2023

Hollywood writers negotiated new contracts to continue earning a living when genAI could use their ideas to create new plot twists. GPT-4 performs better for writing, so the extra cost and latency are worth it when I need to write a landing page copy or a report to be shared with a client.

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Objectives and Key Results Campaign Launch Strategize 119

The Lost Book of Sales

JANUARY 31, 2024

Sometimes, the more sophisticated users in your client’s account may already be exploring the more unusual or even “techy” aspects of your product before getting down to serious work. Such kinds of quick wins will help support your client’s overall adoption journey. Motivation dip.

Sports 59

Sports Drivers/motivators Clients Sales 59

Sales Pop!

NOVEMBER 5, 2021

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.

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Pipeline CRM Territory Contract 98