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

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. improving questioning techniques can lead to a higher close rate).

GTM 112

GTM X-functional Pipeline Construction 112

Martech

JANUARY 8, 2025

Why it works Addressing these questions head-on builds trust and makes your sales process feel more transparent. If your team is switching between five different platforms just to close a deal, guess what? And make digital signature tools like DocuSign or Adobe Sign your go-to for contracts. The fix Streamline your tech stack.

CRM 126

CRM Follow-up Sales Prospecting 126

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

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

SaaStr

DECEMBER 30, 2021

CIOs are willing to bet early on a few SaaS start-ups (x) if the value proposition is unique, (y) if the app won’t bring down the business if it fails in a pilot or production — and (z) if they trust the founders. All three CIOs citing key, trusted relationships with the CEO/founders. Trust is so key here.

Contract 103

Contract X-functional Sell Cold Call 103

RingDNA

MARCH 26, 2025

People don’t just trust brands; they trust the people behind the brand. That type of authenticity builds trust with leads before you even start the conversation. This creates a ripple effect that positions your brand as credible and trusted. You’re not a stranger; you’re a trusted voice in their space.

Closing 62

Closing B2B Sell Referrals 62

Veloxy

JUNE 21, 2021

Introduction Opening Lead Qualification Closing the Sale. Introduction Opening Lead Qualification Closing the Sale. This is a huge step towards gaining trust and building rapport. If the customer is a business, this may include new clients, new hires, new contracts, etc. Close the Sale. Rejection in the Close.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

SaaStr

MAY 5, 2025

This is critical for building trust and confidence in your solution. Once the client sees the value and gets buy-in from their team, theyre more likely to move forward with a full contract without prolonged deliberation. Do the matter, at least in the earlier days, and more deals will close. You can fight doing paid pilots.

Customers 83

Customers Contract Clients Trust 83

SaaStr

NOVEMBER 27, 2024

Mangomint has one onboarding manager for every two sales reps, but with no contracts and a 30-day free trial, onboarding starts during the trial. To do this, you build trust. If it doesn’t work, the business won’t know who their clients are, access records, book appointments or take payments — they might as well close.

Appointment 101

Appointment Contract Commission Niche 101

Anthony Cole Training

FEBRUARY 21, 2013

Too often sales people make assumptions, hope they can get approval, hope that they can overcome challenges to close the business as those challenges arise. Rich is a guy, a professional, and a trusted advisor that helps people complete their dream of owning the right home, at the right time, at the right cost.

Appointment 268

Appointment Sales Up-sell Contract 268

Hubspot

JANUARY 4, 2019

Heading into a closing conversation with a prospect is always nerve-wracking. A "yes" or "no" hinges on far more than just the specific closing sentence or question. A "yes" or "no" hinges on far more than just the specific closing sentence or question. Read on to learn the closing phrases you should (and shouldn't) use.

Closing 101

Closing Contract Technique Drivers/motivators 101

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

Martech

FEBRUARY 18, 2025

Sales, marketing, customer success and channel partnerships are no longer siloed functions that simply execute campaigns and close deals. For those who resist, the risk is clear: inefficiency, ethical missteps and a steady erosion of trust. For those who embrace AI, the future promises precision, insight and agility.

GTM 105

GTM Contract Government Legal 105

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. We were able to gain each other’s trust. Sing up now.

Closing 98

Closing Contract Legal Cross-sell 98

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

Sales Hacker

MAY 31, 2021

They enjoy interacting with people they trust and who seem authentic, and there is no better way to convey that than with video. 10 videos to carry you to close. 10 videos to carry you to close. Explain the contract. The post 10 Sales Video Examples to Crush Quota from Call to Close appeared first on Sales Hacker.

Quota 104

Quota Closing Legal Contract 104

Adaptive Business Services

MARCH 24, 2021

On those occasions where assumptive closing techniques don’t take care of securing the order by themselves, but always used in conjunction with them, my trusty fallback has always been the order form close. Fortunately for me, this customer insisted that I spell everything out on the contract before he would sign it.

Closing 77

Closing Contract Sales Technique 77

Veloxy

DECEMBER 28, 2023

Effective communication enables salespeople to form strong relationships with customers and colleagues, fostering trust and transparency. This level of personal connection helps to establish trust and rapport, making the sales process smoother and more successful.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

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. Building trust (Agent Trust Score): To get the most out of agents, users need to be able to trust them.

Retail 97

Retail Trust Manufacturing Government 97

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. A deal desk is essentially a sales-supporting brain trust. Its primary purpose is ensuring that as many of those deals are closed as possible.

Closing 98

Closing Construction Legal Negotiate 98

The 5% Institute

OCTOBER 24, 2021

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. This means using various techniques and a process that helps you win the sale during your sales conversation – and then use your closing questions to formally enrol and win the new client.

Objectives and Key Results 144

Objectives and Key Results Consult Technique Closing 144

Hubspot

OCTOBER 1, 2021

The lead management system is trusted by 20k+ agents who use the tool to automatically distribute and follow up with leads from over 200 different sources. Use email workflows to automatically send replies to leads when they request a viewing, sign a contract or download a resource on your website. Sync Leads to Your Phone.

Real Estate 83

Real Estate Closing Contract CRM 83

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

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. No matter how long it takes, you need to maintain the prospects interest and trust, which is honestly hard.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

SaaStr

MAY 9, 2025

In theory, collecting upfront for annual and even multi-year contracts can be a fantastic strategy, especially in the earlier days of your B2B business when cash is tight. But done wrong, it can add friction to deals that might otherwise close. A net 30 contract that comes in late, for example, isn’t exactly immediate cash.

Contract 63

Contract B2B Trust Closing 63

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

SaaStr

MARCH 25, 2021

We know how hard it was to get the lead, to build the trust, to win against the competition. Both have risk here, especially once trust is built and the vendor has been chosen. Every “big deal” I closed at EchoSign myself had a lower TCV than the ones my best team members did, at least 20-30% lower.

Contract 122

Contract Sales Negotiate Price 122

Sales Hacker

MAY 30, 2025

Metrics that once clashed, like MQLs vs. Closed Won, begin to move in sync. Its about systems, rhythms, and trust built from the top and carried through the org. At Carta , alignment started with early trust-building. ACD (average contract duration). Friction gives way to flow. more likely to exceed them. MQLs S0s/S1s.

GTM 103

GTM Cross-sell Pipeline Launch 103

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. When Do We Say Yes? First, align there.

Customers 67

Customers Niche Price Contract 67

SaaStr

AUGUST 9, 2020

A Good Day: I’m running out of cash in the earlyish days — & somehow convince a key customer to pay us an $300k additional pre-paid … even though contract doesn’t require it and isn’t up for renewal for 10 months. Trust me, until you’ve hired someone great, you don’t know. It is true. Gets us six months more runway.

Contract 142

Contract Up-sell Start-ups Trust 142

Salesforce

OCTOBER 22, 2024

87% of business buyers expect reps to act as trusted advisors. Implementing the MEDDIC sales process Other sales methodologies to consider 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.

E-commerce 87

E-commerce Territory Pitch Sales 87

Partners in Excellence

FEBRUARY 28, 2024

I saw the main purpose of this process in minimizing the risk for the customer’s evaluation team of being accused for having wasted money on a project that eventually did not provide the expected outcomes So, emotional aspects (fear) had priority over the rational aspects for awarding the contract. Call it tight rope walking.)The

Customers 139

Customers Contract Consult Up-sell 139

Search Engine Land

AUGUST 5, 2024

Your leadership team or your client may fully trust you to get the right work done. Expertly documenting your strategy could be the difference between getting more budget or a canceled contract. Include that within your strategy so that anyone following along with your work can see how close to target you are.

Objectives and Key Results 85

Objectives and Key Results Clients Strategize Contract 85

Sales Hacker

APRIL 15, 2021

The One-Call Close. We run a one-call close model. 97 of them closed on the first call. That’s a 57% close rate, first call. Here are three reasons we quickly came back to the one-call close model. We went back to the one-call close model and doubled down on one thing: simplicity. Here’s how. Every time.

A/B testing 141

A/B testing Contract Sales Closing 141

Sales Pop!

JULY 5, 2023

Take your time with this step and consult with trusted friends, family members, or automotive experts if needed. Ultimately, trust your instincts and choose the car that best fits your requirements and preferences. Ensure that all the terms and conditions are clearly stated and that you fully understand them before signing.

Electricity 130

Electricity Finance Negotiate Contract 130

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. To close the deal with a customer who is in doubt. Closing the deal faster.

Negotiate 98

Negotiate Contract Objectives and Key Results Legal 98