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 119

Customers Contract Sales Closing 119

SaaStr

MAY 25, 2020

I recently put out a call on Twitter and LinkedIn on folks’ top tip to take friction out of their sales processes. “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. In everything.

Closing 136

Closing Process Contract Price 136

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. P rocess: Is there a documented process for reps to follow? Document : Write it down.

GTM 112

GTM X-functional Pipeline Construction 112

Martech

OCTOBER 15, 2024

Understanding capability assessment and tool procurement Once marketers understand how customer data flows through various martech platforms and develop a strategic view of how these platforms work together, they can effectively evaluate the capabilities of different tools and guide companies through the right procurement process.

Contract 114

Contract Negotiate Strategize Technology 114

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

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. Processing.

GTM 130

GTM Contract Clients Campaign 130

SaaStr

MAY 7, 2024

Dear SaaStr: What’s a Resonable Discount for an Annual Contract? How About a 3 Year Contract? Later, when you implement a CPQ and other more sophisticated systems to manage pricing for a large sales team, these processes and systems will be designed to help you do just that, at least in part. How About a 3 Year Contract?

Contract 111

Contract Price Commission Closing 111

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. Is it worth it? I’m not sure.

Contract 122

Contract Legal Commission Finance 122

SaaStr

NOVEMBER 30, 2024

While you shouldn’t expect miracles, you should see meaningful progress.

Pipeline 117

Pipeline Contract Sales Growth 117

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. It requires patience, strategy, and a deep understanding of the enterprise buying process. Really understand their process. Read the opportunity correctly.

Closing 59

Closing Contract Pitch Finance 59

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

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

Martech

JANUARY 14, 2025

When money flows freely, its easy to spend your way around problems by: Hiding inefficient processes behind expensive martech tools. Partnering closely with sales Not through fancy slide decks about “alignment” but by embedding marketers directly into major deal pursuits. Processing. Here’s how to start.

Pipeline 128

Pipeline Contract Campaign Growth 128

Martech

JANUARY 8, 2025

The faster the sales process, the faster the revenue growth. Whether thats adding complexity to a simple process or frustrating customers with needless back and forth, friction is bad news for deal velocity. Marketing teams play a crucial role in optimizing tools, content and communication throughout the sales process.

CRM 126

CRM Follow-up Sales Prospecting 126

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

Iannarino

JULY 19, 2021

Don’t think of this as a step in a process. 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. Consensus-Building.

Conversion 334

Conversion Clients Sales Presentation 334

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

Martech

SEPTEMBER 12, 2024

Wix.com’s AI theme assistant is designed to streamline and enhance the website design process. AI agents in Oracle Fusion Applications automate business processes and provide personalized insights. Processing. It provides users with personalized guidance and real-time suggestions. Email: Business email address Sign me up!

Cross-sell 117

Cross-sell Construction Legal Contract 117

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. Sometimes, that process itself can lead to moments of brilliance. Processing.

Contract 109

Contract Non-Profits Hospitality Negotiate 109

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 111

Contract Conversion Closing Start-ups 111

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

MARCH 24, 2021

If you want to hire your first sales rep and close more deals, you need to understand how the sales process works, what tools your team needs to be successful and learn to speak sales. Lead qualification process — The vetting process to determine whether a lead is likely to be converted and become a customer.

Process 124

Process Pipeline CRM Contract 124

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. For instance, share best practices on how to optimize a design, or explain how to streamline a process. Today, we took a call from Zack in Defiance, Ohio.

Sell 73

Sell Customers Contract Construction 73

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

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

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. After all, those teams would execute their decisions, and inviting them into the sales process ensured that they were part of the decision. Part 4 | Discovery. Legacy Laggard: Decision-Maker.

Contract 215

Contract Sales Clients Government 215

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. Processing. These are generalizations: Divisions of labor and responsibilities vary from organization to organization. appeared first on MarTech.

Technology 114

Technology Technology Legal Contract 114

Sales Hacker

OCTOBER 11, 2021

Sales teams feel constant pressure to speed up time-to-revenue and quickly close deals. To help take some of the pressure off, companies focus on technology investments to help their sales teams increase win rates and accelerate revenue while automating a lot of the tedious, manual processes that prove to be a bottleneck in the sales cycle.

Process 109

Process Cross-sell Contract Negotiate 109

Salesforce

AUGUST 15, 2024

Automation capabilities enable software to perform tasks without human intervention from simple mechanized processes to complex algorithms that drive artificial intelligence (AI) and machine learning. Customization Ideally, tools should be flexible enough to customize dashboards, reports, and workflow processes. Back to top. )

Product 89

Product E-commerce CRM A/B testing 89

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

Iannarino

MARCH 2, 2023

This sales strategy has been part of B2B sales processes and is practiced by sales reps in many sales organizations. What if your B2B buyer has a set of pain points that needs your attention before you can process the pain points you are accustomed to resolving ? However, the client won’t experience the better results they expected.

B2B 286

B2B Contact Clients Entertainment 286

SaaStr

NOVEMBER 27, 2024

Now, there’s payroll processing, payments online or in person, recurring billing, and so on — effectively expanding the market and TAM. Toast didn’t just add payroll processing. The user just leaves if it’s too hard, and yet you can’t have a 4-second onboarding process with complex software.

Appointment 101

Appointment Contract Commission Niche 101

SaaStr

APRIL 30, 2025

A sales audit should be comprehensive and focus on identifying strengths, weaknesses, and opportunities across your sales process. Sales Process Efficiency : Analyze how well your sales process is working. Sales Process Efficiency : Analyze how well your sales process is working. Are reps following the playbook?

Cross-sell 67

Cross-sell Pipeline Legal Contract 67

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. These are primarily used in B2B and SaaS companies to help manage complex sales processes, papers, and status updates. Reduce your sales cycle and improve your close rate today with PandaDoc.

Legal 52

Legal Contract Cross-sell Finance 52

Salesforce

SEPTEMBER 19, 2023

Ah — that sometimes elusive, but always thrilling moment when you close a deal. We love to help customers, chase new challenges, and in the process, hit those numbers. Table of Contents What is sales closing? What are the most common sales closing techniques? How do you improve at closing?

Technique 105

Technique Closing Sales Electricity 105

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!

DECEMBER 23, 2021

Simplify the Sales Process. Revamp your sales process to accommodate your hybrid team. If you streamline your sales process, team members can quickly and easily close deals. For instance, digital contracts, invoices, and bills of sales can help team members speed up the sales process.

Sales 244

Sales Contract Drivers/motivators Growth 244