SaaStr

JUNE 5, 2025

Companies like Abridge in Bessemer’s portfolio are selling “tens of millions of dollars of contract value to large hospital systems” by automating medical scribing and back-office operationsdirectly replacing labor costs rather than just improving software efficiency.

Hospitality 97

Hospitality Healthcare Represent Strategize 97

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

Salesforce

AUGUST 15, 2024

This provides a single source of truth for your business and allows for more strategic decision-making and personalized engagement. The reports generated from analytics are used by organizations to understand performance, optimize processes, and guide strategic planning. CRMs offer a comprehensive view of customer data. Back to top.)

Product 89

Product E-commerce CRM A/B testing 89

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. The Lost Art of Closing shows you how to proactively lead your customer and close your sales. The task force usually included a person with the authority to say yes and sign a contract.

Contract 212

Contract Sales Clients Government 212

RingDNA

JUNE 15, 2025

Even a major B2C purchase, such as a new car, for example, is tiny compared to the capital that changes hands monthly in large B2B enterprise software or services businesses, where contracts are routinely in the six or seven figures. Not exactly the pinnacle of strategic selling. He felt that it put the clients at ease.

B2C 62

B2C B2B Contract Objection handling 62

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 97

Negotiate Contract E-commerce Price 97

RingDNA

MARCH 26, 2025

CEOs & COOs: Need to build strategic partnerships? Strategically grow your network, and you’ll be amazed at how opportunities begin to unfold. In B2B sales, it often takes north of six contacts to close deals. According to sales expert Colleen Francis , a referred lead has a close rate of 50%!

Closing 62

Closing B2B Sell Referrals 62

Sales Pop!

NOVEMBER 18, 2022

As the selling year draws to a close, we’re captivated by Q4 activities focused on closing the year strong in terms of winning business and, hopefully, also delivering as much value as possible to our clients. Focusing on your pipeline and your clients is certainly important as the year closes but don’t ignore the environment question.

Real Estate 237

Real Estate Healthcare Objectives and Key Results Government 237

Hubspot

APRIL 4, 2019

It’s usually confused with sales , often overlooked, and only sometimes given the strategic focus it deserves. Strategic Plan. Strategic Plan Template. Keeping your elevator pitch at the forefront of all strategic planning will remind everyone what you’re working toward and why. Craft your elevator pitch.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

Iannarino

MARCH 2, 2023

Imagine you are an executive responsible for improving some strategic outcome that causes a productivity pain point. If you fail to address the pain points related to the buying process, you can forget about closing deals. The last time the company made a significant change was almost 11 years ago.

B2B 286

B2B Contact Clients Entertainment 286

Salesforce

SEPTEMBER 19, 2023

Ah — that sometimes elusive, but always thrilling moment when you close a deal. That’s why we’ll move past outdated and ineffective sales closing techniques in this article and talk to sales experts to get the nitty-gritty of what it means to close like a boss in today’s world. How do you improve at closing?

Technique 105

Technique Closing Sales Electricity 105

Search Engine Land

JULY 22, 2024

Standard holiday : When votes are close to a 50/50 split. Reserve the following now, get contracts with partners signed and get budgets approved as soon as possible: Influencer dates for promotions and products in their hands. Now, modify your messaging based on voting patterns into three categories. Supportive : The side that loses.

Niche 98

Niche Retail Promote Follow-up 98

Sales Hacker

AUGUST 4, 2022

I’m going to share my two biggest secrets for doing just that: listening and strategic gifting. I realized that getting to know my prospects—and showing authentic interest in things they were passionate about—was a sure-fire way to keep their attention and eventually close sales. Make sending contracts easier.

Strategize 104

Strategize Sports Quota Gaming 104

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 103

GTM Contract Government Legal 103

Veloxy

NOVEMBER 15, 2022

Crucially, it identifies the high-value accounts that demand greater attention and offer the best closing potential. Businesses that implement advanced ABSD strategies stand to see a range of benefits, including but not limited to: A 171% increase in the average annual contract value from each account. The results?

Sell 246

Sell Objectives and Key Results SQL B2B 246

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. Key Features: Workflow automation : set up who is on your team, what their role is, and hook integrations with your CRM, proposal management system, and contract management software.

Legal 52

Legal Contract Cross-sell Finance 52

Highspot

JULY 3, 2025

Think deals tied to software subscriptions that require annual or multi-year contracts.) The problem these go-to-market (GTM) leaders face today is building B2B sales enablement programs that best support their teams—from brand-new business development reps to established account executives—in their efforts to close high-value deals at scale.

B2B 52

B2B GTM Objectives and Key Results Sales 52

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 Strategize 52

Search Engine Land

AUGUST 5, 2024

Expertly documenting your strategy could be the difference between getting more budget or a canceled contract. Keeping those two questions in mind means you should convey enough strategic insight upfront for your leadership while going into specifics for your implementers. To show an increase, you will need to know the starting point.

Objectives and Key Results 85

Objectives and Key Results Clients Strategize Contract 85

SaaStr

JUNE 12, 2025

Close behind, 40% are using technology like AI to automate key tasks. When asked what actions they’ve taken to boost marketing productivity, CMOs are laser-focused on three key areas: Data and AI are the new growth engines. This isn’t just about having better dashboards. But this isn’t indiscriminate slashing.

Drivers/motivators 78

Drivers/motivators Contract Campaign Technology 78

Sales Hacker

JUNE 20, 2025

Beware the fractional trap Fractional roles can be appealing, but they’re not always strategic. Backed by AI and trusted across the industry, the platform is helping teams build stronger projects, with less risk and clearer contracts. Some operators jump into fractional because it’s flexible. You split your energy.

GTM 96

GTM Construction Referrals Networking 96

SaaStr

APRIL 15, 2025

Dear SaaStr: In Consumption-Based Models, Should We Pay Out on Deals Closed or Usage? Almost everyone in a consumption based model today pays some on close, but most on usage. Typically, they pay 40%-50% of the annualized commission upfront at contract execution, and the rest is paid out based on actual usage throughout the year.

Closing 56

Closing GTM Commission Contract 56

Veloxy

DECEMBER 28, 2023

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. The inside sales team plays a crucial role in this dynamic environment.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Sales Hacker

MARCH 21, 2025

Many make this shift reactively rather than strategically. Inbound requests for larger contracts and enterprise agreements. We work closely together to be able to provide the top go-to-market talent for companies on a non-retainer basis. PLG and SLG arent competitors, theyre partners in growth.

Growth 75

Growth GTM Product Government 75

SaaStr

JUNE 29, 2025

commercial business Customer count increased 39% YoY to 769 customers They closed $810 million in U.S. Deal Velocity Explosion : Palantir closed 139 deals worth $1M+ in Q1 2025, with 51 deals exceeding $5M and 31 deals topping $10M. commercial Total Contract Value bookings hit $810M in Q1 2025, representing 239% year-over-year growth.

Growth 102

Growth Government Represent Networking 102

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

SaaStr

MAY 13, 2025

This is a classic enterprise SaaS challengebalancing the need to close big deals with the risk of overextending your team on custom work. For example, you could charge a one-time fee for custom integrations or even better, bake it into the contract as a higher annual price. strategic value, roadmap alignment, potential for reuse).

Customers 77

Customers Niche Price Contract 77

Sales Hacker

OCTOBER 20, 2021

??. Contracts are the lifeblood of modern companies. In fact, contracts govern most B2B business deals. There’s no denying that contracts are an absolute necessity for conducting business. There’s no denying that contracts are an absolute necessity for conducting business. Sales teams are focused on speed.

Legal 120

Legal Contract Negotiate Government 120

Sales Hacker

JUNE 27, 2025

AI moats are shallow (hint: differentiate elsewhere) While LLM capabilities are impressive, Mary Meeker points to 17-month lags between closed and open-source model breakthroughs. Backed by AI and trusted across the industry, the platform is helping teams build stronger projects, with less risk and clearer contracts.

GTM 89

GTM Legal Trust B2C 89

Highspot

JANUARY 19, 2024

For instance, measuring annual contract value by sales rep can reveal insights into team performance. Strategic programs utilize leading indicators to predict success and correlate these signals with lagging indicators to prove impact. Investment in people gives sales teams the confidence and power to close critical deals.

Strategize 64

Strategize Growth Quota Sports 64

SaaStr

OCTOBER 25, 2021

.” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. I’ve seen a few exceptions, and personally closed Google after a year-long unpaid pilot. And it was early.

Price 126

Price Contract Referrals Contact 126

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 52

Objectives and Key Results Contract Legal Sales 52

Women Sales Pros

JANUARY 6, 2019

After all, how many large deals can be closed without an executive sponsor? Open Window One: There’s a window of opportunity right after contract signature but before implementation where a lot can get accomplished. Seizing this window of receptivity post-contract is a smart move.

Contract 100

Contract Strategize Consult Meeting 100

Hubspot

JUNE 16, 2025

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. For example: “Navigated procurement processes in enterprise SaaS, closing $1.2M

Objectives and Key Results 49

Objectives and Key Results Pitch Sales Follow-up 49

PandaDoc

APRIL 28, 2025

PandaDoc offers a comprehensive solution to streamline the quote creation and approval process, empowering sales teams to close deals faster and with greater accuracy by tapping into valuable customer data, avoiding bottlenecks, and delivering increased efficiency. What is quote automation?

Price 52

Price CRM Customer Relationship Management Sales 52

InsightSquared

MARCH 6, 2018

Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. It’s where you’ll track leads to opportunities to closed deals and everything in between. Sales operations has been around for quite some time, but lately the function has been gaining momentum.

Contract 119

Contract CRM Territory Sales 119

SaaStr

JANUARY 24, 2022

Anita Kutlesa is a senior financial executive with nearly two decades of expertise driving performance through cash management, process improvement and strategic planning in start-up, high growth and restructuring environments. I’ve contracted accounting help. Anita Kutlesa. NanoGram Devices Inc., Coverity Inc., Buongiorno USA Inc.,

Finance 131

Finance Contract X-functional Start-ups 131