CloserIQ

JULY 1, 2019

Constructing a customer avatar – which represents your ideal customer persona – is an essential part of this stage. Proper research at this stage allows you to tailor the sales process and create a compelling, tightly-focused presentation. Objection: I don’t want to be tied into a contract. Think again. .

Process 89

Process Objectives and Key Results Contract Pitch 89

Sales Hacker

APRIL 10, 2019

Finally, measuring buyer progress against milestones is a great construct for deal reviews, allowing you to spend less time fact gathering and more time coaching through the potential roadblocks uncovered by the MAP. Buyer-Centric Finish: Contract is just a means to an end. Too many Close Plans conclude with “Contracts Signed.”

Process 82

Process Contract Sales Up-sell 82

Sales Hacker

FEBRUARY 5, 2019

Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? Then, still working together, present a project plan that the Board will buy into. Think in terms of ‘deal dials’: price per user, payment terms, contract length, number of users. Bonus Takeaway.

Product 58

Product Contract Cross-sell Account management 58

SaaStr

AUGUST 5, 2019

And while every company is different, I do firmly believe that the ideas and constructs that I’m about to present might be applicable to some, if not all of you, trying to build a SaaS companies. And so the initial sale to us in a SaaS situation is all about establishing that value contract.

Gaming 65

Gaming Customers Construction Contract 65

Lead Fuze

MARCH 10, 2021

If you’re selling to large organizations, you must know who is involved in finalizing the contract. Do you currently have a contract with another company? If they currently have a contract, you have to work on convincing them to make the switch. Sure, the present is important. Which departments are involved?

Sales 98

Sales Objectives and Key Results Follow-up Contract 98

Sales Hacker

JANUARY 13, 2021

OEM licenses are significantly larger deal sizes than direct to end-user contracts because the licensee is usually pushing out the software to their entire customer base or a large portion of their customer base. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Exclusivity.

GTM 74

GTM Negotiate Profit margin Contract 74

The Lost Book of Sales

APRIL 26, 2020

In fact, we sold to the construction industry and it was a tough cookie. You might have forgot to set up an upfront contract , or you had an ill-prepared discovery. Hi John, Thank you for a nice and constructive meeting. This was my first role where I had to find a way in a relatively complex B-to-B sales environment.

Follow-up 52

Follow-up Construction Price Meeting 52

PandaDoc

MAY 4, 2022

Pricing: At the present moment, Freshbooks is available at an offer of 60% off for 6 months — so the pricing falls between $6 – $20/month. Presently, the company has a presence in over 160 countries and more than 30 million people have used the software. You can also access a free 30 day trial. 10 from TrustRadius.

Process 52

Process E-commerce Finance Price 52

Spiro Technologies

JANUARY 3, 2024

Keith Smith: Vonco Products is a medical device contract manufacturer and flexible packaging provider for medical devices and consumer products. Adam Honig: Now I know you said contract manufacturing, so is everything that you guys are making basically to the customer’s specification? He’s got so many great ideas.

Process 59

Process Hospitality Manufacturing Sales 59

SaaStr

JUNE 10, 2021

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. In the 2000s, we turn into software licenses where we sold support contracts on top of them. How do you hide the complexities and make the contract low friction with an enterprise B2B SaaS product?

Customers 55

Customers Price Contract Objectives and Key Results 55

Lead Fuze

AUGUST 6, 2021

You may learn that some customers prefer short, concise sales presentations, and other customers prefer more in-depth, detailed demonstrations of the product. Sales trend by contract- While it is possible to evaluate the trajectory of contract sales, forecasting based on historical performance in this area is extremely questionable.

Objectives and Key Results 64

Objectives and Key Results Click Through Rate CTR Cross-sell 64

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? How does Tom think about constructing comp plans the right way today?

Contract 45

Contract Price Commission Conversion 45

Sales Pop!

DECEMBER 28, 2021

A lawyer will interpret divorce contracts and petition information to be understood by the client. Is constructive abandonment a reality? Many marriages suffer from constructive abandonment without realizing it. Though the partner is physically present, they are emotionally absent in the marital institution.

Legal 10

Legal Construction Contract Represent 10

Hubspot

APRIL 9, 2013

If you’re not sure about sizing or file format, present use cases (for example, we plan to use this on our company Facebook Page or we want to use the graphic in these three locations). Ask your finance or operations team what documents on top of the contract agreement they will need to process payment. 3) Outlining Budget Parameters.

Objectives and Key Results 73

Objectives and Key Results Contract Construction Finance 73

PandaDoc

JULY 12, 2022

So, construct your subject lines in a brief manner and make them memorable. Sales emails (if long) can often get boring and monotonous to read, even if the offer that you’re presenting is compelling. And something like manual contracts won’t cut it. Add the right keywords. Don’t forget visuals.

A/B testing 52

A/B testing Sales Follow-up Campaign 52

SaaStr

MARCH 12, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr. How do you think about that and really a multiyear contracts and their prominence today if not or if paid up front? Harry Stebbings: Penultimate one, constructing sales comp plans.

Contract 64

Contract Sports Cross-sell Start-ups 64

Hubspot

OCTOBER 11, 2010

Know what you are getting into before you sign the contract. If possible, try to communicate important redesign changes with them in a constructive way. Website redesign can be lethal or liberating for your business. Most recently, we covered the website redesign topic in a webinar with HubSpot’s VP of Marketing, Mike Volpe.

Construction 63

Construction Entertainment Niche Contract 63

SaaStr

NOVEMBER 2, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. A classic example is a Shopify selling to, let’s say, contract. So the previous one saying carefully constructed very different things, staying in the same segments, [inaudible 00:09:38].

GTM 49

GTM Price Up-sell Product 49

Salesforce

NOVEMBER 15, 2023

Individual, constructive feedback is also important as is checking in with team members to see how they are feeling about their job and their co-workers. This includes sales management systems, videoconferencing hardware/software, social media management platforms, intelligent automation tools, and presentation tools.

Objectives and Key Results 111

Objectives and Key Results Sales Technique Inside sales 111

Salesforce

JANUARY 18, 2024

Lead a sales call It’s finally time to schedule a sales call and present your pitch. This is an opportunity to present your product as a solution to your prospect’s problems. Write out potential objections and draft responses to them ahead of your presentation. Congratulations! But the sales process isn’t over yet.

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

SaaStr

AUGUST 20, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Kyle Parrish: For us, I think we have such a healthy land-and-expand business that we don’t have to reserve sales resources for such a large contract out of the gates. Harry Stebbings. Kyle Parrish.

Sales 74

Sales Price Quota Start-ups 74

Hubspot

FEBRUARY 2, 2022

You can quote a price, send over a contract, bank on landing a deal, and start celebrating — only to receive the dreaded email: "I'd like to talk about some of the details of this contract before I sign.". Negotiations give both parties the space to communicate constructively. Sales negotiation is a delicate art. Speak second.

Negotiate 74

Negotiate Contract Price Prospecting 74

SaaStr

JANUARY 3, 2020

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? How does Tom think about constructing comp plans the right way today?

Contract 10

Contract Price Commission Conversion 10

Hubspot

JANUARY 9, 2019

Residential , which includes new construction and resale homes. Other processes such as zoning, construction, and appraisal are handled independently, too. For example, listing contracts written are for X% with X% offered to the cooperating agent. Listing agents typically give a listing presentation. The Buyer’s Agent.

Real Estate 87

Real Estate Negotiate Contract Commission 87

ConversionXL

MARCH 1, 2016

An interesting Quora answer from Braden Hoeppner on the differences between the two practitioners: Braden Hoeppner: “A UX designer is the person typically responsible for constructing the interaction or visual representation of a user experience project. Finally, as we’ve mentioned before, good UX leads to more conversions.

UX 66

UX Conversion A/B testing User Experience 66

SaaStr

JUNE 16, 2020

Also, there is focus on changing terms to try and close and accelerate deals, reducing time commitment requirements for contracts, pricing minimums to get to a yes more quickly, and then also focusing on cash and cash collections by building more efficiency in that process. Contract modifications were still so decentralized.

GTM 62

GTM Healthcare Pipeline Sales 62

SaaStr

OCTOBER 25, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. The value for a video company is production related, and the value for a construction company for Airtable is specific to that construction use case. This episode is sponsored by Owl Labs. Liat Bycel.

E-commerce 43

E-commerce Start-ups Product Price 43

Hubspot

JANUARY 9, 2019

Residential , which includes new construction and resale homes. Other processes such as zoning, construction, and appraisal are handled independently, too. For example, listing contracts written are for X% with X% offered to the cooperating agent. Listing agents typically give a listing presentation. The Buyer’s Agent.

Real Estate 76

Real Estate Negotiate Contract Commission 76

The Lost Book of Sales

JULY 12, 2021

High-level thoughts While some chapters and concepts presented in the book are stronger than others, I enjoyed it thoroughly while taking the time to properly digest all of my learnings. Instead, they will report that the customer said, “Great presentation!” Rating: 9/10 See book on Amazon. The evidence. Communications.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

OCTOBER 20, 2020

Never had done a virtual event before, it just got a million dollar contract to do an event for a major company. And we get really clear on that call on where you are, what your present challenges are and circumstances. I have businesses who basically, all of their business went away and completely pivoted to create a new business.

Gaming 69

Gaming Hospitality Objectives and Key Results Clients 69

SaaStr

JUNE 14, 2019

What were his biggest lessons from being in the Sequoia boardroom when they presented “RIP Good Times”? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. In Today’s Episode We Discuss: * How did Dave make his way into the world of SaaS over 20 years ago?

Strategize 54

Strategize Quota Non-Profits Price 54

SaaStr

NOVEMBER 21, 2019

It’s known that you can probably sell those first couple of contracts. The deck is a really good way and a opportunity for you to present the company succinctly and show off the kind of design and the thought behind the product and how you’re positioning it and what you stand for et cetera. Don’t be that person.

B2C 56

B2C B2B Start-ups Growth 56

SaaStr

JANUARY 10, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. SaaStr’s Founder’s Favorites Series features one of SaaStr’s best of the best sessions that you might have missed. This podcast is an excerpt from Eric’s session at SaaStr Europa 2019. Harry Stebbings.

X-functional 52

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

Hubspot

JANUARY 21, 2015

If your client is a construction company but they talk a lot about how they''re really family-based, the challenge is translating that ephemeral idea into something concrete. Step 3: Sketch, present, and iterate on initial ideas. "I I usually try to present the client with between two and three possibilities," says Tyler.

Process 73

Process Real Estate Contract Clients 73

Hubspot

MAY 22, 2018

In service and support, we offer a range of walk-in or depot service, maintenance contracts and on-site guarantees. We have not had much success selling service contracts. The following is a list of those available presently. additional specifics omitted]. Our networking capabilities.[additional additional specifics omitted].

Legal 101

Legal Finance Government Up-sell 101

Hubspot

DECEMBER 6, 2023

Resourceful A resourceful salesperson is worth their weight in signed contracts. Like constructing a building, a strong company requires a solid base — get the sales foundations right, and you’ve paved the way for enduring success.” Uncertainty here signals a foundational flaw. Craft scenarios that mirror real-life job challenges.

Sales 51

Sales Objectives and Key Results Teamwork Growth 51

Hubspot

FEBRUARY 28, 2017

The kit includes 100 social media image templates, 8 PowerPoint presentation templates, 50 call-to-action templates, 15 infographic templates, 5 ebook templates, 5 blog post templates, and more. Tangible property” simply means physical items, like clothing, vehicles, toys, construction materials, and so on.

Legal 78

Legal Finance Government Start-ups 78