SaaStr

OCTOBER 25, 2021

Dear SaaStr: What is The Typical Conversion from Paid Pilot to Annual Contract in SaaS? I.e., allowing new customers to cancel the contract after 60 days for any or no reason if they aren’t happy. In the companies I work closely with, roughly, the conversions vary fairly widely from about 60% to over 90%.

Contract 93

Contract Conversion Closing Start-ups 93

PandaDoc

OCTOBER 5, 2021

Contract negotiation is essential for modern businesses, but it isn’t always easy. Let’s talk about contract negotiation in more depth. What is a contract negotiation? Contract negotiation is when two or more people discuss the current terms of a contract and come to a new, legally binding agreement.

Contract 52

Contract Negotiate Legal Government 52

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

SaaStr

DECEMBER 30, 2021

In the end, to me the key to closing the CIO’s office in the early days is just understanding The Social Contract you have with your champions and the CIO in these early, pan-enterprise deals: The Social Contract is that the founders will be there — personally — for the CIO and the key sponsors. Some big ones.

Contract 97

Contract X-functional Sell Cold Call 97

The 5% Institute

AUGUST 10, 2023

Remote closing sales, a term that has gained significant traction, refers to the process of finalizing sales deals and transactions without the need for in-person interactions. Remote closing sales involve finalizing deals, agreements, and contracts through digital means, eliminating the need for face-to-face interactions.

Closing 52

Closing Contract Technique Clients 52

SaaStr

JANUARY 22, 2021

But there’s one thing I can tell you in SaaS, at least: Almost Everything Except the Product Itself is Sort of the Same at a Given ACV (Annual Contract Value) Level. A certain way you deal with a high velocity of leads, and a need to close a ton of deals each month. You close fewer deals. A certain way you market.

Contract 102

Contract Engineering Account management Up-sell 102

Sales Coach Dew

JANUARY 30, 2023

The “Impending Event” close will motivate your client to act now. Most salespeople have a few “tried-and-true” approaches to closing a deal, and there’s nothing wrong with having a go-to that you use all the time. If you really want to be a sales champion, you need to understand and master a wide variety of closes.

Closing 52

Closing Real Estate Technique Drivers/motivators 52

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

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 298

Meeting Prospecting Contract Contact 298

Iannarino

JULY 31, 2021

The Lost Art of Closing shows you how to proactively lead your customer and close your sales. Key Result Two: Exchange of contracts (either we provide them our contract, or the client provides us with theirs). Key Result Three: Signed contracts. A contract is an excellent sign that you’ll win a client’s business.

Objectives and Key Results 344

Objectives and Key Results Contract Sales Clients 344

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 80

Commission Closing Contract Meeting 80

Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. What is Sales Closing and Why Is It Important How Does the Sales Closing Process Work? Sales closing is persuading a potential customer to say ‘yes’ to your offer.

Closing 52

Closing Objectives and Key Results Negotiate Technique 52

Spiro Technologies

OCTOBER 7, 2021

But there is one percentage that’s probably more important to salespeople than the others: their closing percentage. This is the proportion of leads that turn into closed deals — a figure salespeople should always be thinking about improving, especially if they want their commission checks to go up as well. Ask for referrals .

Closing 111

Closing Referrals Commission Contract 111

The 5% Institute

JUNE 8, 2023

Are you looking for a sales position (or have an interview booked in), and want to learn how to close a sales interview? Sales interviews are not only about showcasing your skills and experience but also about demonstrating your ability to close deals and generate revenue for the company. If so – read on to learn exactly how.

Closing 52

Closing Objectives and Key Results Technique Sales 52

Hubspot

JANUARY 4, 2019

Heading into a closing conversation with a prospect is always nerve-wracking. A "yes" or "no" hinges on far more than just the specific closing sentence or question. A "yes" or "no" hinges on far more than just the specific closing sentence or question. Read on to learn the closing phrases you should (and shouldn't) use.

Closing 101

Closing Contract Technique Drivers/motivators 101

SaaStr

OCTOBER 10, 2023

Danaher says, “Sales, particularly enterprise sales, but all sales and legal have worked together closely [at G2]. At G2, they have found that a close relationship between sales and legal has moved processes along more quickly. The post How to Align Sales & Legal to Close More Deals Faster with G2 appeared first on SaaStr.

Legal 61

Legal Closing GTM Finance 61

VanillaSoft

JUNE 3, 2021

Naturally, excited prospects easily go ghost and become ignorers when contracts come out, so it’s up to you to remedy the anxiety a buyer might feel before you start talking about closing the deal. They’re anxious about what happens after they sign a contract. 5 ways to handle stalling tactics – and close more deals.

Closing 85

Closing Contract Commission Prospecting 85

Hubspot

OCTOBER 1, 2021

Use email workflows to automatically send replies to leads when they request a viewing, sign a contract or download a resource on your website. Use automation to keep an extra close eye on these leads. You can enter your properties to track closings, automate tasks, and manage deadlines so nothing falls through the cracks.

Real Estate 74

Real Estate Closing Contract CRM 74

SaaStr

MAY 25, 2020

“Presumptive close in a transactional sale. “At In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “Sell to the next step not jumping to the close” — Jason Hamilton, Co-Ceo, TestLauncher. “Simplicity. .

Closing 132

Closing Process Contract Price 132

Lead Fuze

NOVEMBER 30, 2021

Asking the Right Questions to Close the Deal. Today, we’ll be talking about how to ask the right questions during a sales call and close deals. If you’re not in a position to close the deal, no matter what you say it won’t happen. 9 Sales Hacks to Close the Deal. The first step in a sales funnel is to close the deal.

Closing 52

Closing Commission Contract Meeting 52

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. This will give you the annual contract value. The emphasis on process becomes more important as the odds of closing the deal diminish. Contract Size: 5 years, high six figures. Value theory.

Niche 95

Niche Closing Process Government 95

SaaStr

MARCH 26, 2024

My first customer signed a $10k contract (a small pilot) but our second, their competitor, then signed a $6m (multi-year) contract. When you are hunting Very Big Deals from a small number of huge customers, and you close even one — you can see the future. So Customer #1 showed us the path to our future. It’s exciting.

Customers 78

Customers Contract Represent Start-ups 78

Sales Hacker

JUNE 24, 2021

Adding insult to injury, that imbalance means all that time and money it takes to get prospects to the closing phase goes to waste. But like all other aspects of sales, closing is a process. Radio silence from your prospects at the close stage could be caused by the fact that they haven’t seen the documents your reps sent.

Closing 109

Closing Contact Sales Follow-up 109

SaaStr

MARCH 23, 2024

Founders know the value of a key logo can be 10x-100x the value of the contract itself. Closing those first 10, 100, 200 customers proves your value, your reason to exist, demonstrates traction, etc. And she’ll be better at closing than you are. Most especially in the early days. But after that, you need some professionals.

Price 91

Price Contract Closing Customers 91

Hubspot

AUGUST 14, 2023

Value leaks undermine a buyer’s confidence in your solution, reducing your likelihood of closing — and even if you do win, you’ll have a harder time charging full price. Leaving a voicemail with a defeated attitude and an “aw shucks” tone is one of the quickest ways to expose a value leak and undermine your chances of closing.

Closing 84

Closing Hospitality Negotiate Price 84

SaaStr

FEBRUARY 17, 2024

It too soon to target enterprise clients when you can’t support their needs 90 days after you close them. It’s sort of OK in the enterprise to promise features and functionality that are sort of there … so long as you deliver them fairly promptly after the deal closes. In fact, it happens all the time. appeared first on SaaStr.

X-functional 87

X-functional Customers Contract Closing 87

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 330

Clients Contract Contact Conversion 330

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.

Negotiate 52

Negotiate Cross-sell Contract Legal 52

Lead Fuze

DECEMBER 31, 2021

What Does Sales Closing Phrases Really Mean? The phrase “Always Be Closing” does not mean to be always closing the deal. What this means is that you need to be closing on the sale. But how do you actually close? I have a contract review team that reviews contracts for me. Technical Review.

Closing 52

Closing Contract Profit margin Sales 52

Search Engine Land

APRIL 19, 2024

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! The client might ask for more meetings than you’ve contracted for. Which ones? What about CRM?

Contract 64

Contract Clients CRM Meeting 64

Hubspot

NOVEMBER 24, 2020

Closing deals involving complex price modeling, a need for extensive product knowledge, varying potential discounts, or any other atypical standards and practices isn't exactly intuitive. For instance, say you — a salesperson — are on the brink of closing a massive, high-value deal with a SaaS giant.

Closing 94

Closing Construction Legal Negotiate 94

Salesforce

SEPTEMBER 26, 2023

Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris , sales coach and founder of The Harris Consulting Group. Get to close faster What are buying signals and why are they important?

Contract 119

Contract Negotiate Follow-up Contact 119

Sales Hacker

MAY 31, 2021

Prospects can tell right away that you’re not just another robo-dialer, and while they’ll appreciate the clarity with which video helps you explain concepts and contracts, they’ll be deeply persuaded by the fact that you’re a living breathing person they can trust. 10 videos to carry you to close. 10 videos to carry you to close.

Quota 81

Quota Closing Legal Contract 81

Sales Hacker

APRIL 10, 2020

In it, Chief Strategy Officer and Sales Leadership Coach at Alice Heiman, LLC, Liz Heiman, shows you how to ask the right questions to close even your toughest deals. 10 Tough Questions to help you close. Prepare for the close (09:17). ? Asking the right questions to close the deal is what we’ll be talking about today.

Closing 73

Closing Contract Meeting Process 73

SaaStr

MARCH 26, 2024

If contracts were claimed to be closed that weren’t quite closed. But they’ve been close to it in my experience. Any misrepresentation about the financials, no matter how small If the financials are misrepresented even a smidge, I’ve lost all my money or almost all. If revenue was overstated a bit.

Contract 102

Contract Start-ups Closing 102

Hubspot

AUGUST 12, 2018

Closing is a make-or-break moment in sales. You're not the only salesperson who feels apprehensive about the close. Here are a few proven closing techniques, and why they're so effective. Sales Closing Techniques. The Now or Never Close. The Summary Close. The Sharp Angle Close. The Question Close.

Technique 101

Technique Closing Angle Price 101

Jeff Shore

NOVEMBER 6, 2018

Let’s face it, there’s a lot of bad sales training out there as it relates to closing skills. Below are the top ten closing myths (or flawed mindsets as it relates to closing a buyer) that negatively effect sale people’s performance and the realities we should embrace in their place. Reality : Closing is about problem solving.

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Closing Commission Technique Contract 99