Search Engine Land

AUGUST 19, 2024

Before you close this down, consider the makeup of the average SEO agency. It is the owner that negotiates deals and brings in clients. Operations The operations manager handles the machine and ensures it runs smoothly, including contracts, staff wages, HR, etc. These AI agents will take care of the tasks that SEOs do now.

Account management

Salesforce

NOVEMBER 15, 2024

Best practices for developing an official SDR career track Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. They work closely with sales representatives to understand customer needs and propose tailored technical solutions.

Tradeshows

Hubspot

JUNE 16, 2025

Pitching clients, negotiating partnerships, growing a network. Business development managers (BDMs), account executives, and anyone who can self-generate leads and close deals.” A seller who grasps industry trends, compliance challenges, and operational workflows can build trust faster—and close bigger deals. Same story.

Objectives and Key Results

Highspot

APRIL 1, 2025

You can experiment with negotiation tactics and tackle tough conversations without worrying about peers or clients observing every misstep. Experience level: A new rep vs. a seasoned seller Performance challenges: Struggling to close deals, low confidence, or poor objection handling? Adjust the rep’s negotiation strategy.

Objectives and Key Results

SaaStr

JULY 5, 2025

” Negotiation philosophy : “I have apples for sale. Do we want somebody in there saying ‘I gotta close this thing on my quarter because of my commission and I don’t really care that you’re paying us $20 million a year?'” Why would we ever buy anything from you?” That’s it.”

E-commerce

Hubspot

JANUARY 14, 2025

From the initial discovery email or phone call to the final contract negotiation conversation, they ensure every touchpoint adds value for the prospect. At its core, this approach helps prospects feel understood and respected, paving the way for smoother negotiations and a more positive buyers journey ; thats why it works.

Negotiate

PandaDoc

JUNE 2, 2025

By digging deeper into the business challenges that the buyer faces, sales teams can position their products and services as must-haves that align closely with company objectives. In these scenarios, reps need to work closely with potential customers in order to build lasting solutions and long-term relationships. The problem?

Objectives and Key Results

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.

Contract

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. Closing the deal: If the decision-makers accept your proposal, you can finalize the agreement. Show that you are invested in their success more than you want to close a deal.

Objectives and Key Results

PandaDoc

MAY 12, 2025

Study behavior to close more deals What is price sensitivity? Businesses may find new suppliers if they cant negotiate preferred rates on necessary materials in order to maximize profits. This approach incentivizes longer-term contracts and an extended relationship, which SaaS companies need in order to project stable revenue.

Price

SaaStr

JUNE 21, 2025

Q1 revenue growth: 39% US commercial: +68% growth Government contracts flowing like water NATO partnerships expanding The insight : When you combine AI that actually works with government customers who have unlimited budgets, you get returns that break traditional SaaS metrics. Tier 3: Vertical Specialists Average Return: +15.3%

B2B

PandaDoc

JUNE 16, 2025

Some are based on overall revenue, while others may focus on various KPIs and metrics like the number of deals closed or total pipeline generated. See why businesses rely on PandaDoc to build better proposals, quotes, and contracts. In this role, compensation may be tied to closed-won revenue against an annual quota.

Commission

SaaStr

APRIL 28, 2025

AI Will Handle Most One-Call Closes For routine sales with transactional deals (typically under $10K), AI will soon handle 80% of the process. The SaaStr AI is already one release away from being able to automatically send contracts for simple sponsorship deals rather than just connecting prospects with sales reps.

Negotiate

Hubspot

JANUARY 3, 2025

In the months leading up to the launch of my business, I joined a startup accelerator and got a contract for a new investment fund through that. This is true whether youre a freelancer looking to land bigger contracts, an ecommerce store wanting to sell more goods, or a local service provider desiring an expansion to neighboring cities.

Networking

Hubspot

APRIL 23, 2025

Compile current lease agreements, outstanding loans, and supplier contracts to give buyers a full picture of ongoing obligations. Review employment contracts, NDAs, and any existing non-compete agreements to clarify obligations for both employees and buyers. Resist any efforts made to push the closing date.

Sell

Hubspot

FEBRUARY 21, 2025

In this article, Ill explain what target account selling is, highlight how it works, and share expert tips thatll help you identify, engage, and close the accounts that matter to your business. Drawing on my experience with brands like HubSpot and Zapier, Ill walk you through how it works. Table of Contents What is target account selling?

Clients

Salesforce

APRIL 28, 2025

Salesforce played a pivotal role by contributing the concept of an Agent Card a lightweight JSON contract that communicates an agents capabilities, identity, compliance tags, and TrustScore. The Google product team adopted the concept in its A2A specification, citing AgentCard as the keystone for capability discovery and version negotiation.

Retail

Salesforce

JULY 17, 2025

Your teams are misaligned and operating in silos Marketing pushes MQLs, sales filters through them, and customer success waits in the wings until the deal is closed; there’s no shared direction. Those insights shaped future outreach — refining nurture flows, personalizing at scale, and closing the next deal even faster.

B2B

SaaStr

JULY 12, 2025

” The results were immediate: deals closed faster with fewer decision points. More importantly, customers on annual contracts used Vanta continuously rather than just for audit preparation, fundamentally changing how they thought about the product. Then you’re creating all this other uncertainty in how to buy.'”

Price

Salesforce

APRIL 24, 2025

These agents perform tasks such as lead generation , customer engagement, and even closing deals. The right insights at the right time can mean the difference between a missed opportunity and a closed deal. It also helps update contracts, adjust pricing, and renew deals without delays. Start selling online with Starter Suite.

Teamwork

Salesforce

FEBRUARY 17, 2025

What you’ll learn: Why increasing your sales matters Strategies for increasing your sales Advanced techniques to increase sales Maintaining sales growth Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast.

Territory

Salesforce

MARCH 3, 2025

You have a complex, high-end prospect, and you know it will take finesse to close the deal. A Deal Desk is a cross-functional team that streamlines the closing of sales complex and non-standard deals, handling everything from quote to cash. This includes everything from securing approvals and ensuring every contract is compliant.

Legal

Hubspot

MARCH 7, 2025

negotiating rates, and signing contracts it was a massive learning curve. Further, HubSpots 2024 AI Trends for Sales data suggests more salespeople are using AI to personalize outreach and close more deals. I had already been writing as a salaried employee, so I knew about the craft itself.

Government

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

Women Sales Pros

MAY 17, 2019

By the time two parties to a negotiation are sitting across the table from each other, the negotiation may already be over. Ask questions before it’s time to negotiate. If you wait until the negotiation begins, you’re going to get answers that are intentionally limited. During the negotiation, people withhold information.

Negotiate

SaaStr

MAY 8, 2021

An annual contract gives you 365 days or so to fix that. I’ve long been a vocal proponent of annual contracts. Close say a $125k contract, even after a healthy sales commission, that’s $100k+ in the bank right now! Annual contracts require P.O., This is still true. This makes sense for a $250k+ deal.

Contract

Spiro Technologies

FEBRUARY 24, 2022

Salespeople must develop a wide range of skills in order to succeed, but one of the most overlooked skills in sales is the ability to negotiate. Lots of sales training tends to gloss over this part of the sales process, even though negotiations happen throughout every transaction. Stop trying to be ruthless.

Negotiate

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.

Objection handling

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

PandaDoc

OCTOBER 5, 2021

Contract negotiation is essential for modern businesses, but it isn’t always easy. Kennedy stated: “Let us never negotiate out of fear. But let us never fear to negotiate.” Although negotiation can make the suavest salesman scared, you can develop this skill over time. What is a contract negotiation?

Contract

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

PandaDoc

SEPTEMBER 28, 2022

A wide variety of possible price negotiation strategies exist but all of them have a common baseline. That’s why successful bargaining requires special knowledge of negotiation tactics and advanced negotiation skills. Expect to be much more efficient at the following: How do I negotiate the price politely?

Negotiate

The Lost Book of Sales

OCTOBER 18, 2021

As we'll see in a moment, understanding the power of reciprocation is not only a valuable instrument in controlling the outcome of a negotiation, but when deployed skillfully, the party you negotiate with will feel more engaged and responsible in carrying out their fair share of the agreement. A win-win-win. What gives?

Negotiate

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.

Negotiate

Sales Hacker

FEBRUARY 26, 2019

Or this: “We’re ready to go, but I just need to make little revision to the contract…”. What would you say that could help you win at this point in a negotiation? They’ll take what they can get, so long as they close the deal. By the end of this post, you will know: Why you need a formal negotiation process. The Nibble.

Negotiate

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. We’ll explore practical tips and strategies to help you navigate the negotiation process effectively.

Contract

Hubspot

FEBRUARY 1, 2018

Like most skills, your ability to negotiate improves with practice. There’s a lot on the line during a negotiation with the buyer. Enter negotiation role play exercises. Once you’ve successfully negotiated in an extreme situation, you’ll be mentally and emotionally prepared for a straightforward one. The prospect.

Negotiate