SaaStr

MAY 7, 2024

Dear SaaStr: What’s a Resonable Discount for an Annual Contract? How About a 3 Year Contract? Before then, think instead about marking up the prices of non-annual contracts to account for churn. You’ll likely want non-annual contracts to be priced 20%-30% higher to account for the effect of churn, but the exact % can vary.

Contract 113

Contract Price Commission Closing 113

Partners in Excellence

FEBRUARY 12, 2025

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 had won the business, the losses were only because in the contracting process, the project got derailed. Why were they entering them so late? A few sellers, then more, broke the code.

Gaming 122

Gaming Contract Pipeline CRM 122

Salesforce

JANUARY 8, 2024

” to close a sale. Sales contracts are vital to completing any business transaction. This guide will teach you how to draft a bulletproof sales contract. What you’ll learn What is a sales contract? Why is a sales contract important? Where can one use a sales contract?

Contract 110

Contract Process Legal Real Estate 110

Martech

AUGUST 19, 2024

Dig deeper: 22 must-have reports for measuring CRM health The 6 high-churn personas marketers need to watch closely There are at least six high-churn personas marketers and sales teams need to watch closely. Flexible contract terms and proactive support can help too.

B2B 125

B2B Contract Consult Price 125

SaaStr

OCTOBER 16, 2024

But I’ve come to accept that you have to put gates and process around most sales execs, or most will lie, at least a little, to close the deal. Put in a system to control contracting. More here: 93% of You Say Competitors Lie To Close Deals. Join calls / Zooms. Read their email. Unfortunately. appeared first on SaaStr.

Customers 122

Customers Contract Sales Closing 122

Partners in Excellence

MAY 22, 2025

What she wanted to review was pricing issues (they are heavily threatened with tariffs), specific contract issues, and other similar things. These were conversations that got deep into the weeds on opportunities in the final stages of closing. Managers swooping into closing deals because they feel they can do it better.

Contract 118

Contract Legal Meeting Trust 118

SaaStr

APRIL 14, 2025

Dear SaaStr: How Do I Learn to Close Big Enterprise Deals Better? Closing high-ticket enterprise deals is a different beast compared to SMB or mid-market sales. For example, a $25k pilot can grow into a $1M+ enterprise-wide contract over time. Simplify your pricing, contracts, and approval processes. Embrace them.

Closing 61

Closing Contract Pitch Finance 61

Iannarino

FEBRUARY 27, 2023

You always have open loops you need to close, like sending a new contact the case study they requested. 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.

Meeting 286

Meeting Prospecting Contract Contact 286

Martech

OCTOBER 21, 2024

However, when the old agency disappeared (presumably closed), no one had access to the Google Tag Manager account. The client took screenshots of the reports and canceled the contract. It’s your data, and any contract should ensure ownership stays with your organization, not the agency.

GTM 131

GTM Contract Clients Campaign 131

Iannarino

JULY 6, 2021

Even though these things are important, their value can only be recognized (not to mention realized) after the client signs a contract. Now, that path has a greater likelihood of generating a “no-decision” than a signed contract. Here are four characteristics of value creation that tip the scales in your direction.

Clients 325

Clients Contract Contact Conversion 325

SaaStr

NOVEMBER 30, 2024

The 90-Day Revenue Test While 30 days is enough to evaluate their hiring decisions, you should see clear revenue improvements within 90 days (or one full sales cycle).

Pipeline 120

Pipeline Contract Sales Growth 120

The 5% Institute

APRIL 27, 2022

One of the most critical parts of sales training , is learning how to close a sale without being pushy. Without the close; your discovery call and everything else after may be wasted time, so learning how to ask effectively is critical for consistent sales. Pro Tip – The Sale Happens Before You Ask To Close It.

Closing 143

Closing Consult Technique Sales 143

Martech

OCTOBER 15, 2024

Marketers must: Ensure that contracts include essential features. Work closely with other teams involved in and leading these efforts (i.e., They are well-positioned to help procurement understand which features should be included in contracts and the benefits they can bring to the company’s marketing processes.

Contract 117

Contract Negotiate Strategize Technology 117

Sales Hacker

OCTOBER 11, 2024

Product : Vanta Your deal is almost closed, and all that’s left is the security review. With Vanta Questionnaire Automation, go-to-market teams can complete security reviews up to 5 times faster, helping you close deals in less time than ever. improving questioning techniques can lead to a higher close rate).

GTM 112

GTM X-functional Pipeline Construction 112

The 5% Institute

SEPTEMBER 14, 2021

The soft close is easily our most favourite sales closing technique, because you’ll have a higher chance of getting your outcome – and without the risk of breaking rapport. The magic of succeeding with the soft close, is all the work you do prior, leading up to asking for the sale. What Is The Soft Close?

Closing 144

Closing Technique Consult Pitch 144

Iannarino

JULY 4, 2021

Many salespeople, though, launch the sales conversation with a firm intention to secure a signed contract and an agreement to install their “solution.” The Lost Art of Closing shows you how to proactively lead your customer and close your sales. But they’re not the only threat out there. No more pushy sales tactics.

Contract 337

Contract Contact Clients Prospecting 337

Gong.io

SEPTEMBER 9, 2021

Here’s what you need to know if you want to close six-figure deals: Bigger deals need more multi-threading. We analyzed 10,332 sales deals and uncovered a strong correlation between deal value and the number of buyers involved in closed-won deals: Complex deals take longer, involve more people, and require building multiple use cases. .

Closing 162

Closing Sports GTM Legal 162

Martech

FEBRUARY 7, 2025

Contract timing My team once negotiated a contract with a new vendor where timing was critical. Vendors often offer significant discounts and concessions during this period to close deals and meet their goals, and this was the case for us. It’s a reminder that leaning on organizational partners can help everyone succeed.

Contract 112

Contract Non-Profits Hospitality Negotiate 112

Martech

JANUARY 14, 2025

Partnering closely with sales Not through fancy slide decks about “alignment” but by embedding marketers directly into major deal pursuits. When marketing helps close eight-figure contracts, budget conversations become much easier. Here’s what they’re doing differently. Here’s how to start.

Pipeline 130

Pipeline Contract Campaign Growth 130

Iannarino

JULY 19, 2021

At this point, you may or may not need to provide a presentation, but you will eventually have to provide your client with a proposal and a contract. The Lost Art of Closing shows you how to proactively lead your customer and close your sales. Get my 2nd book: The Lost Art of Closing. "In Presentation and Proposal.

Conversion 334

Conversion Clients Sales Presentation 334

Sales Gravy

FEBRUARY 4, 2025

Zack faces a unique challenge that may sound specific at first but is more common than you think: he can only close a deal if his customer closes a deal of their own first. Today, we took a call from Zack in Defiance, Ohio. In other words, they must sell a project to their own clients before Zacks solution can come into play.

Sell 73

Sell Customers Contract Construction 73

SaaStr

APRIL 6, 2025

Celebrations are shifting from contract signatures to consumption metrics – Their team is evolving beyond celebrating closed deals to automated alerts for customer usage milestones, fundamentally changing what success looks like.

Growth 76

Growth Territory Teamwork Cross-sell 76

SaaStr

JUNE 12, 2025

We’re said this many times over the years at SaaStr, and it’s as true today as then: You should hire your first AE (Account Executive) once you’ve closed at least 10-20 customers yourself as the founder. Another key factor is your ACV (Annual Contract Value). Dear SaaStr: When Should I Hire My First AE? Not before.

Contract 79

Contract Quota Pitch Closing 79

Martech

SEPTEMBER 12, 2024

Assisted authoring capabilities provide sales teams with AI-generated responses to contract questions, emails and summaries for quotes and proposals. Oracle Cloud CX enhances personalization and improves upsell and cross-sell conversions. Sprout Social added features to its social media management software.

Cross-sell 119

Cross-sell Construction Legal Contract 119

Martech

JANUARY 8, 2025

If your team is switching between five different platforms just to close a deal, guess what? And make digital signature tools like DocuSign or Adobe Sign your go-to for contracts. Plus, marketing can work closely with IT or operations to make sure integrations dont break the flow. The fix Streamline your tech stack.

CRM 128

CRM Follow-up Sales Prospecting 128

SaaStr

JANUARY 8, 2025

It was often close to the best of times. While the root causes are multiple, from seat contractions in tech to budget scrutiny, at a higher level it’s a visceral remind of the importance of keeping NRR at 110%+. It’s been a tale of two worlds. SaaS that sells to B2B companies, and SaaS that sells to the Rest of the World.

Non-Profits 120

Non-Profits Contract B2B Growth 120

Martech

DECEMBER 6, 2024

Martechs role in marketing When martech practitioners sit in marketing, they are naturally close to marketers the ultimate stakeholders of martech projects. These are generalizations: Divisions of labor and responsibilities vary from organization to organization. That will take more effort for those who dont sit in marketing.

Technology 117

Technology Technology Legal Contract 117

Hubspot

AUGUST 26, 2024

I identified a key stakeholder with purchasing authority, reached out with a simple yet elegant email pitch, and they responded asking me for a contract they could sign right away. No one is going to sign a contract on your first outreach, and they probably won’t even respond to your email or answer the phone.

Follow-up 85

Follow-up Contract Sales Technology 85

RingDNA

MARCH 26, 2025

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. But the best B2B sales reps understand the power of continuing relationships with clients even after a deal closes.

Closing 62

Closing B2B Sell Referrals 62

Iannarino

JUNE 17, 2021

At one time, as a salesperson, you would be told to find “the decision-maker,” the single individual who could sign a contract. The Lost Art of Closing shows you how to proactively lead your customer and close your sales. The task force usually included a person with the authority to say yes and sign a contract.

Contract 215

Contract Sales Clients Government 215

Iannarino

AUGUST 8, 2021

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 Lost Art of Closing shows you how to proactively lead your customer and close your sales. The deadline for my fourth book is looming. A Circular Argument.

Intrinsic 321

Intrinsic Quota Clients B2B 321

Salesforce

SEPTEMBER 19, 2023

Ah — that sometimes elusive, but always thrilling moment when you close a deal. That’s why we’ll move past outdated and ineffective sales closing techniques in this article and talk to sales experts to get the nitty-gritty of what it means to close like a boss in today’s world. How do you improve at closing?

Technique 105

Technique Closing Sales Electricity 105

Iannarino

AUGUST 1, 2021

It’s unlikely that a more recent lead is automatically better than an older lead, or even than a target that is already locked into a contract with your competitor —even if the new contact devoted two minutes to filling out a form on your website. In sales, recency bias often influences how we evaluate leads.

Intrinsic 343

Intrinsic Clients Contact Contract 343

SaaStr

MARCH 18, 2023

Q: Dear SaaStr: Is it Ethical For a Startup CEO to Accept a Sales Commission for Deals They Close Themselves? It’s a bit of a flag of someone not going big, of not seeing the real win in their equity, not just in a short term contract or two. Even though their contracts weren’t up. But still — I did it once. And they did it.

Commission 112

Commission Closing Contract Sales 112

Sales Pop!

NOVEMBER 5, 2021

We needed multiple contracts with hardware and software vendors. But Microsoft was a closed system, and I have recounted numerous times throughout my books and articles how, at the time, I was a very vocal advocate of open source. I contracted with the Austrian government to explore open source’s possibilities.

Pipeline 246

Pipeline CRM Territory Contract 246

Sales Pop!

NOVEMBER 18, 2022

As the selling year draws to a close, we’re captivated by Q4 activities focused on closing the year strong in terms of winning business and, hopefully, also delivering as much value as possible to our clients. Focusing on your pipeline and your clients is certainly important as the year closes but don’t ignore the environment question.

Real Estate 242

Real Estate Healthcare Government Objectives and Key Results 242

PandaDoc

OCTOBER 15, 2024

As businesses and competition grows, more companies are turning to deal desk software to organize their processes and close more deals. 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.

Legal 52

Legal Contract Cross-sell Finance 52