Xant

MAY 20, 2021

You cannot get close to that without automation. For example , a CSM can auto-enroll customers, who are 3-6 months out from a renewal, into a renewal Play (cadence or sequence in Playbooks) so they can stay ahead of customer contracts instead of playing a traditional reactive game. No CRM monitoring >> lose sight of key events.

Sell 77

Sell Objectives and Key Results CRM Territory 77

Xant

MAY 20, 2021

You cannot get close to that without automation. For example , a CSM can auto-enroll customers, who are 3-6 months out from a renewal, into a renewal Play (cadence or sequence in Playbooks) so they can stay ahead of customer contracts instead of playing a traditional reactive game. No CRM monitoring >> lose sight of key events.

Sell 52

Sell Objectives and Key Results CRM Territory 52

SaaStr

JANUARY 10, 2020

With more companies launching and thriving outside of Silicon Valley, regions such as ‘Silicon Slopes’ in Utah and ‘Silicon Alley’ in New York City are gaining traction within the startup scene. And for those deals did they close any faster? What percentage of them were directly and indirectly touched by our partnership ecosystem?

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

SaaStr

JANUARY 28, 2020

Every retail shop was closed by 2000. Jason : Yeah, but do they know how to close? So, the next book is going to be called Predictable Closing. They all want to take the one that the customers love and try to put them into a closing role, right, even sometimes in support, right? Aaron : And they just have to do it.

Growth 84

Growth Promote Engineering Up-sell 84

SaaStr

APRIL 16, 2019

It was in Utah, it wasn’t moving. We ended up signing that contract in the uber back to the airport on the way home. It was our largest contract to date, kind of helps the other quarter. If I was not willing to just put myself out there get on a plane, we would never close that deal. Be willing to travel.

Territory 64

Territory Hospitality Contract Networking 64

Salesforce

MARCH 11, 2024

Account-based selling (ABS) is a sales approach that prioritizes building relationships with high-value account holders so you can quickly close big deals. Other benefits include: Higher conversion rates: ABS can help you land larger clients and close better deals. Watch the demo What is account-based selling?

Sell 59

Sell Cross-sell Territory CRM 59

Salesforce

MARCH 6, 2024

There’s no better feeling than closing a deal after a tough price negotiation. If that doesn’t work, I’ll add another discount of 2% for a multi-year contract to make the deal more enticing. Everyone is smiles, satisfied with the deal. But getting to that stage requires more than charm and good luck.

Negotiate 91

Negotiate Price Territory E-commerce 91