SaaStr

MAY 25, 2020

“Presumptive close in a transactional sale. “At At the end of the call we’ll walk through the application so you can start trying the product” — Sam Blond, CRO, Brex. In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts.

Closing 136

Closing Process Contract Price 136

Gong.io

DECEMBER 3, 2019

We (salespeople) apologize for reaching out, being late, and “taking up valuable time.” TL;DR: We cull through millions and millions of data points to generate powerful, actionable insights to help salespeople be more efficient and close more deals. (PS: And when done correctly, it leads to a 5%+ increase in close rates.

Pitch 99

Pitch Negotiate Price Trust 99

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. Initial Meeting.

Closing 52

Closing Contract Profit margin Sales 52

Hubspot

MARCH 7, 2022

If you Google "How to close a deal", you'll quickly stumble across some tried-and-true best practices for sealing a sales deal. Consider, for instance, how HubSpot Executive Dan Tyre once needed to speak at a client's Sales Kickoff meeting to close a deal. Read on to learn the wildest ways five HubSpot sales experts have closed deals.

Closing 66

Closing Real Estate Cold Call Sales 66

SalesLoft

SEPTEMBER 12, 2022

Salespeople love to jump in and start selling features. And solving problems starts with first understanding what the problem is. For sellers, that means starting with the “why.” Design Thinking requires sellers to do more than just pitch products. How Design Thinking Helped Me Close a Multi-Million Dollar Deal.

Closing 52

Closing Contract Relationship building Pitch 52

PandaDoc

MAY 9, 2024

Document workflow software like PandaDoc increases close rates and shortens sales cycle lengths. Let’s look at the elements that make up the sales velocity definition. You may find out that you need to speed up the pace of deals for SMBs, while a longer sales cycle is optimal for enterprises. What is sales velocity?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

SaaStr

JULY 17, 2023

I’m already stuck in another long-term contract. I need to start with a pilot. The deal may have to be much smaller to start, however. But sometimes, a 15 month deal for price of 12, or an agreement to not start billing until the product is rolled out can really help get a deal signed now vs. later. They should.

Contract 87

Contract Pitch Gaming Start-ups 87

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. It’s said that if you want to go fast, you have to start by going slow. We’re here to help.

Closing 52

Closing Commission Contract Meeting 52

Search Engine Land

NOVEMBER 30, 2023

Starting a business can be daunting. As an accidental entrepreneur who started a digital marketing agency seven years ago, I’ve learned first-hand what it takes to achieve longevity while navigating periods of rapid growth and economic uncertainty. Small Business Administration.

Contract 101

Contract Clients Pitch Growth 101

Veloxy

AUGUST 6, 2021

For sales representatives, there’s nothing more attractive than closing calls. These are calls where the deal gets moved across the line, contracts get signed and reps earn their commissions. Unfortunately, closing calls depend on who you’re selling to and could take you tens of hours. What is a Discovery Call?

Cold Call 328

Cold Call Pipeline Follow-up Prospecting 328

Salesforce

NOVEMBER 20, 2023

This isn’t just a quick pitch, however. How to start a sales call How to close a sales call 13 tips for making a successful sales call Sell faster by connecting with buyers wherever they are Learn how Sales Engagement helps you meet buyers on their preferred channels, whether by phone, email, and web. Market research done?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

SaaStr

DECEMBER 1, 2021

So with the end of the year coming up again, it’s time to update a classic SaaStr post. On why the best sales teams just close so much on the last day of the year (be it Dec 31 for many of you, Jan 31 for others). Leads dry up at the end of the year, for natural reasons. It’s not the slick pitch. Not really.

Intrinsic 126

Intrinsic Pitch Contract Quota 126

Lead Fuze

JUNE 1, 2021

What are Sales Closing Techniques. Sales closing techniques are the skills sales professionals use to close more deals. They can be anything from asking open-ended questions that get the prospect talking about their needs, or actively listening and following up on objections. Sales Closing Techniques vs Sales Technique.

Technique 64

Technique Closing Sales Up-sell 64

PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. In this article, you’ll find some valuable advice on how to seal the deal faster, as well as how to close the deal with an undecided customer. Let’s start with a clear understanding of the phrase “to seal the deal.”.

Negotiate 98

Negotiate Contract Objectives and Key Results Legal 98

SaaStr

FEBRUARY 8, 2022

You’re not the only SMB asking this question as you navigate perpetual pitches, closing clients, and growth. . Waze defines value as the deal size or amount of the contract. Additionally, look at why you’re not closing more accounts by zooming into the reasons you’re losing out on them. . Let’s look at them: Value.

Objectives and Key Results 98

Objectives and Key Results Pitch GTM Cold Call 98

Veloxy

DECEMBER 28, 2023

Grab a warm coffee or tea and let’s get started! Prospecting may involve consistent follow-ups, setting goals, and being knowledgeable about the product, while closing deals often requires a structured follow-up strategy, product knowledge, and familiarity with the sales territory.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Gong.io

DECEMBER 3, 2019

We (salespeople) apologize for reaching out, being late, and “taking up valuable time.” TL;DR: We cull through millions and millions of data points to generate powerful, actionable insights to help salespeople be more efficient and close more deals. (PS: And when done correctly, it leads to a 5%+ increase in close rates.

Pitch 62

Pitch Negotiate Price Trust 62

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 100

Closing Negotiate Legal Sales 100

SaaStr

DECEMBER 9, 2019

Let me list a few: Why do customers buy a ton of seats up front , when they could start with a few and buy more later? Leads dry up at the end of the year, for natural reasons. Mediocre sales teams don’t close much at the very end of the year. But the great sales team close an amazing amount at the end of the year.

Intrinsic 132

Intrinsic Pitch Contract Quota 132

SaaStr

SEPTEMBER 12, 2023

And you can start very small. You have to start formal sales training by rep #3. Customer success teams are critical for SaaS companies as they own the customer relationship from start to finish, managing up to 75% of revenue through renewals and upsells. Long-Term Contracts 8. No Contract At All Some good ones!

Price 98

Price Contract Territory Growth 98

Gong.io

JULY 25, 2022

One answer to this question is the Sandler pain funnel, a method of establishing need and urgency with prospects that feels more like a consultative interview than it does a sales pitch. Upfront contract. So, you’ve got to start broad. We’ve brought it to the surface, then started to look at business impacts. Fulfillment.

Consult 117

Consult Pitch Up-sell Follow-up 117

Spiro Technologies

NOVEMBER 3, 2022

It’s like pushing a boulder up a hill, except sometimes the boulder doesn’t budge at all and other times it gets mad and yells at you. If they want to use Google Chat, then make sure that’s set up on your computer. The prospect is the one whose needs should be met in sufficient fashion to get to a signed contract.

Prospecting 59

Prospecting Pitch Commission Contract 59

Sales Hacker

SEPTEMBER 8, 2022

Here are some key best practices to ensure every client will re-up during renewal time: 1. Start the renewal process on day one. Sales representatives must start the renewal process the first day a contract is signed by communicating with CS teams throughout the customer journey. Put the buyer first.

Clients 110

Clients B2B Contract Pitch 110

Hubspot

APRIL 27, 2023

You can start in SaaS sales as an SDR and with enough experience, you'll be able to work in roles like account executive, sales manager, and even vice president of sales. Sales Development Representative As a newbie to SaaS sales, you should try to start with a sales development representative (SDR) role.

Account management 77

Account management Commission Contract Sales 77

Salesforce

SEPTEMBER 19, 2023

Sellers love the close. But focusing solely on the close is like a marathon runner trying to take a shortcut — you might get ahead, but you’ll be kicked out of the race. It helps you identify next steps and any roadblocks or delays so you can keep deals moving toward close. That’s where a healthy pipeline comes in.

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

Heinz Marketing

JUNE 21, 2023

Think of your B2B customers like guests at a party – you want to make sure they’re having a great time from start to finish. In the B2B sphere, it’s easy to get lost in the maze of transactions, contracts, and closing deals. It starts with regular engagement. Start with powerful case studies.

B2B 96

B2B Customers Contract Service 96

SaaStr

JUNE 21, 2023

The best piece of wisdom Harbaugh received during this time was, “Everything is up and to the right if you zoom out.” They rebuilt the sales team and closed some big deals. They were expecting a polished pitch, and all Harbaugh had were rough slides and expectations for workshopping and feedback. And it was true.

Price 105

Price Real Estate A/B testing Pitch 105

Sales Hacker

FEBRUARY 17, 2021

What’s the point of all the specialization so many sales orgs strive for if it’s just going to eat up director, VP and executive-level time and energy? If I was a “true AE,” then I should be able to take a deal full-cycle from demo to close, leaning on subject matter experts only as needed, right? Playing the right roles.

Sell 121

Sell Contract Pitch Up-sell 121

Hubspot

AUGUST 25, 2022

You pick up the phone and no one is answering your calls. Put down your phone, close your laptop, and take a long, deep breath. You may find that the major deal you were about to close distracted you from prospecting and you made fewer calls this month. When your conversion rate was highest, what was the pitch you used?

Cold Call 83

Cold Call Drivers/motivators Pitch Cross-sell 83

SaaStr

NOVEMBER 12, 2022

Every VC I catch up with has a quiet story of fraud in their portfolio. Numbers that were sort of made up usually. Most won't ever be discussed or end up public. They see every SaaS product starting as a hack, no matter who builds it. But in Billion Dollar funds, up to a point … they worry somewhat less.

Networking 136

Networking Growth Price Engineering 136

CloserIQ

JULY 1, 2019

But think about it for a little and it starts to make sense. Whether it’s the one-hundred meter runner perfecting his starting position for the umpteenth time or the award-winning novelist that reliably churns out 1,000 words a day, extraordinary results are invariably preceded by many ordinary steps. .

Process 89

Process Objectives and Key Results Contract Pitch 89

Veloxy

AUGUST 31, 2023

A lot of sales reps end up competing on who sold the most or what product is selling faster. That’s right, the activities that do not generate revenue are taking up a significant portion of your day. Luckily for you, there is field sales technology that can automate your calendar and follow-up.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Salesforce

APRIL 11, 2023

We learned very quickly that the biggest obstacle to closing new business isn’t the objections themselves, it’s how the team manages the objections. Get started today First, let’s tackle a few basics: What is objection handling? As you can imagine, selling was a struggle through all of it.

Objection handling 98

Objection handling Objectives and Key Results Trust Prospecting 98

PandaDoc

APRIL 20, 2022

To clear this up: Outbound sales refers to the process of reaching out to prospects who haven’t indicated a direct interest in buying the product or service you want to sell. Now, with that out of the way, let’s get started. Before we jump in, let’s take a quick moment to set a few ground rules and definitions.

Technique 98

Technique Cold Call Contract Cross-sell 98

SaaStr

DECEMBER 5, 2023

People start with the push to go upmarket vs. being pulled upmarket. You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. With that comes business value assessments, where you put some numbers to the pitch in terms of ROI and the value it can bring your prospect.

GTM 80

GTM Cross-sell Government Legal 80

Gong.io

DECEMBER 14, 2022

With that in mind, let’s examine what exactly target account selling is and how you can start executing it in your sales strategy today. Target account selling is a B2B sales methodology that focuses on building and nurturing relationships with strategically chosen, high-value accounts that have a high probability of closing.

Sell 62

Sell Cold Call Contract GTM 62

Hubspot

NOVEMBER 6, 2017

You might repeat the close, not-so-subtly threaten the prospect with an expiring discount, or roll several asks into one conversation. 1) Don’t Repeat Your Close. If the prospect gave you a soft yes -- and then nothing -- or a firm no, never follow up with the same close. 3) Don’t Compound Your Close.

Contract 96

Contract Closing Price Follow-up 96