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. They can also help coordinate between IT and legal stakeholders as they have information security and regulatory evaluations to conduct.

Technology 114

Technology Technology Legal Contract 114

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

SaaStr

APRIL 30, 2025

Reps who get just three hours of coaching per month can increase close rates by 70%. Deal Quality and Close Rates : Examine the quality of deals entering the pipeline and the close rates at each stage. Deal Quality and Close Rates : Examine the quality of deals entering the pipeline and the close rates at each stage.

Cross-sell 74

Cross-sell Pipeline Legal Contract 74

SaaStr

JULY 1, 2025

While AI has exploded in coding (Cursor) and legal (Harvey) and parts of GTM (Clay), sales itself is still waiting for its breakthrough AI moment. It spans marketing attribution, lead scoring, outbound sequencing, meeting booking, discovery calls, proposal generation, contract negotiation, and post-sale expansion. Sales is messier.

Territory 87

Territory CRM Negotiate Relationship building 87

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. Deal desks can incorporate large teams of relevant stakeholders within sales, finance, product marketing, product management, legal, customer success, and more as needed. What is Deal Desk Software?

Legal 52

Legal Contract Cross-sell Finance 52

Martech

FEBRUARY 18, 2025

Sales, marketing, customer success and channel partnerships are no longer siloed functions that simply execute campaigns and close deals. AI-powered monitoring of budget spend and contract fulfillment ensures every dollar aligns with the companys best interest. The team quickly corrects course, ensuring marketing dollars work harder.

GTM 105

GTM Contract Government Legal 105

A Sales Guy

NOVEMBER 5, 2014

I’ve spent a lot of time with a lot of sales people and one of the biggest problems I see is rarely, too rarely, do sales people know when a deal is ready to close. Unfortunately, sales people rely on false, weak, unaligned triggers to assess how close a deal is to close. My buyer says they’re gonna buy.

Closing 133

Closing Drivers/motivators Legal Contract 133

SaaStr

JUNE 20, 2025

funding) for market intelligence Disrupting: Bloomberg Terminal, FactSet Advantage: Real-time AI analysis vs. static dashboards Legal : Harvey for legal agents, Caseflood for law firm operations Disrupting: LexisNexis, Westlaw Advantage: Natural language processing vs. keyword search 2.

Government 115

Government Legal Engineering Growth 115

Sales Hacker

AUGUST 5, 2020

Contract lifecycle management (CLM) software. That sounds more in legal’s wheelhouse. Aside from legal, Sales is one of the primary departments involved in contracts. Plus, we’ll hear from 3 sales leaders who introduced this tool into their sales contracting process and drastically reduced their deal cycles.

Contract 132

Contract Legal Negotiate CRM 132

SaaStr

OCTOBER 10, 2023

For many organizations, friction can arise between the GTM engine and the legal team. Their mindset can devolve into thinking they would have an easier time achieving this goal if the legal team stopped interfering. On the other hand, the legal team may feel that the sales team is taking risks that put the company in jeopardy.

Legal 67

Legal Closing GTM Finance 67

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 137

Closing Process Contract Price 137

PandaDoc

JUNE 27, 2025

The benefits of CRM in business are vast, from streamlining the sales process and boosting collaboration to helping your team close deals faster. Want to create proposals and close deals even faster? CPQ tools can help you generate quotes and contracts all from within your CRM.

CRM 52

CRM Customers Contract Legal 52

Sales Hacker

AUGUST 5, 2020

Contract lifecycle management (CLM) software. That sounds more in legal’s wheelhouse. Aside from legal, Sales is one of the primary departments involved in contracts. Plus, we’ll hear from 3 sales leaders who introduced this tool into their sales contracting process and drastically reduced their deal cycles.

Contract 120

Contract Legal Negotiate CRM 120

PandaDoc

AUGUST 17, 2020

When you are a part of a sales team, your main priority is closing deals faster and meeting your monthly quotas. However, you have to be fully prepared before you can close a deal through a sales meeting. Keep reading as we discuss the benefits of video meetings when it comes to closing deals. Creating a Well-Drafted Contract.

Closing 105

Closing Contract Negotiate Clients 105

PandaDoc

JUNE 27, 2025

But when it comes down to closing the deal, the content your reps are using is the most important piece that will make or break the sale. Sales enablement content is any resource meant to help your sales team engage with leads more effectively and help them close deals faster. What is sales enablement content?

Objectives and Key Results 52

Objectives and Key Results Legal Contract Objection handling 52

Salesforce

SEPTEMBER 27, 2021

Breidenthal had been closely tracking the rise of Coinbase in the months leading up to its public offering. Add to that, the company had previously signed a three-year contract with Slack for several thousand users, and five months later, it had blown past that allotment. Legal needs to approve it. Sing up now.

Closing 98

Closing Contract Legal Cross-sell 98

PandaDoc

MAY 2, 2025

Legal language goes rogue. That can mean anything from misrepresented pricing to contract clauses that Legal never approved. PandaDoc makes this easy with drag-and-drop building blocks and content locking features that keep sensitive sections like legal language, pricing structures, or brand messaging protected.

Legal 52

Legal Territory Contract Price 52

Sales Hacker

JUNE 27, 2025

At Harvey, <100 employees are supporting Fortune 100 legal teams with generative AI agents. Vertical tools like Harvey (legal), Glean (search), Tome (presentations), and Rewind (memory) go deep on a specific job-to-be-done. At Ramp, GTM, finance, and ops teams are stitched together with custom automations, not middle managers.

GTM 90

GTM Legal Trust B2C 90

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 107

Quota Closing Legal Contract 107

Hubspot

MARCH 1, 2022

Closing calls are a big deal, and, because they’re so important, they’ve acquired a certain mystique. They aren’t anything to fear, though, because the right phone sales technique can help you close the deal and drive it home every single time. Below is a nine-step closing call sequence that’s served me well for years.

Closing 87

Closing Negotiate Contract Legal 87

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. Putting a Deal Desk Together.

Closing 98

Closing Construction Legal Negotiate 98

Sales Hacker

JUNE 24, 2025

In this live panel from the GTM Fund AGM, three early-stage leaders from three exceptional companies—Centari, Atrix AI, and Gaiia—break down how they’re closing enterprise deals in some of the most challenging verticals: legal, pharma, and telecom. Vera Kutsenko: I’m only one person. So I thought to myself, how do we scale this?

GTM 69

GTM Legal Contract Go To Market 69

PandaDoc

MARCH 25, 2025

In this article, well explore the challenges of complex sales and the strategies your team can use to close deals more efficiently. This stage often involves legal review and procurement discussions. Closing the deal: If the decision-makers accept your proposal, you can finalize the agreement. What is considered a complex sale?

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Hubspot

APRIL 17, 2018

Ask any sales rep what the hardest part of their job is, and I’ll bet they’ll say “closing.” If they’re not getting prospects to sign contracts, they’re not going to hit their number. Here are 17 of the most prevalent -- and devastating -- closing fumbles I see reps make. 17 Sales Closing Mistakes to Stop Making Right Now.

Closing 101

Closing Negotiate Legal Sales 101

PandaDoc

MAY 2, 2025

When buyers see that committing to a larger quantity or a longer-term contract earns them a better price, theyre more likely to scale up their purchase. You can structure your pricing to reflect discounts for higher quantities, longer contracts, or multi-product purchases all without adding confusion or extra steps for the customer.

Price 52

Price Drivers/motivators Legal Contract 52

Hubspot

APRIL 18, 2018

Email Closing Lines. If you write powerful sales email closing lines, the recency effect will amplify its impact. Read on for ideas for closing strong (and check out these terrible email closing lines so you know how not to end a message). Email Closing Statements. I've got a great checklist on [insert topic].

Closing 101

Closing Prospecting Legal Referrals 101

PandaDoc

JULY 7, 2025

What’s great is that both CRMs integrate with PandaDoc , so your teams can easily automate document workflows, generate quotes, and close deals faster. Pipedrive is all about sales execution, which means it’s ideal for teams that want a streamlined, no-nonsense CRM to help close deals. HubSpot can give you greater long-term value.

CRM 52

CRM Price E-commerce Pipeline 52

PandaDoc

MARCH 25, 2025

Your team spends days manually creating proposals, tracking contracts, and managing documents while large enterprises use automated systems that zoom through these tasks in minutes. Smaller teams with heavier workloads Enterprise teams have dedicated proposal writers, contract specialists, and sales engineers.

E-commerce 52

E-commerce Contract Legal Sales 52

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

A Sales Guy

FEBRUARY 9, 2015

I’m sitting in a pipeline meeting and I ask the rep if the deal is going to close. ” Do you know how many times I’ve hear a rep say the prospect said they are in and the deal never closes? Lemme give you a hint, more times than when it does close. What do we need to do to close this deal and wrap this up?

Prospecting 116

Prospecting Contract Legal Closing 116

Partners in Excellence

APRIL 22, 2014

Because of the complexity of the deal, because it was also a product that would be part of a medical device (my client had never done one of these deals before), and all sorts of other things, I asked, “What’s their contracting process, are there special terms and conditions, are there any liability issues, …… ?”

Contract 114

Contract Legal Government Clients 114

PandaDoc

MAY 15, 2020

But, are they legal? Both types of digital signatures are legally binding forms of accepting signatures. Electronic signatures are legally enforceable in the United States , Canada , U.K. You can create meaningful, legally binding, digital documents that are quicker and easier for you, and your customers, to sign!

E-commerce 124

E-commerce Legal Negotiate Contract 124

SaaStr

MARCH 13, 2019

In fact, if your prospect sends a $3k deal to legal to review … legal may be so busy, it just never gets reviewed. And the deal never closes. If you need an enterprise-grade contract, go get one from a lawyer. You can start here with this form, for sure, for a $25k+ a year contract. not legal advice.

Legal 54

Legal Contract Inside sales Sales 54

Salesforce

MARCH 7, 2024

To successfully negotiate a contract in today’s sales climate, you need to prioritize relationship building over persuasion, practice active listening, and empathize with your customers’ challenges. What you’ll learn: What is contract negotiation? Why is contract negotiation important?

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

Hubspot

JANUARY 19, 2018

You’ll need to walk them through how to get internal buy-in and how to evaluate if your product is a good solution, working closely with them throughout. Who needs to be involved in the actual purchase -- signing contracts, approving budgets, etc.? Does Legal need to get involved?

Closing 101

Closing Legal Prospecting Contract 101

Salesforce

MARCH 3, 2025

You have a complex, high-end prospect, and you know it will take finesse to close the deal. That’s what it’s like when sales reps manage approvals, pricing, and legal terms piecemeal, chasing down stakeholders for every deal. This includes everything from securing approvals and ensuring every contract is compliant.

Legal 59

Legal Contract Finance Non-Profits 59

SaaStr

SEPTEMBER 15, 2019

Folks that sign contracts and don’t pay!! They signed a contract after all! Let’s talk here about the seemingly most frustrating scenario, the last one — the customer that signs a contract that then doesn’t pay. “They signed the contract!!” And just learn how to do better next time.

Contract 107

Contract Customers Legal Commission 107