Search Engine Land

JULY 11, 2024

SEO is a game of inches, not miles. Calls are highly consultative back and forths that can be justified to be taken out of a retainer. Most SEO contracts can be canceled easily and without clients spending much. SEO doesn’t work like that. Generally speaking, websites do not start SEO from scratch. That last part is key.

Account management 76

Account management Clients Contract Start-ups 76

Hubspot

JULY 22, 2020

Working as a consultant can be a tricky, uncertain game at points. Of all the pricing methods a consultant can operate by, there's one that provides that kind of professional serenity better than any other — implementing a consulting retainer. Retainers offer an element of security to consultants' financial wellbeing.

Consult 77

Consult Price Clients Contract 77

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

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. The result?

E-commerce 52

E-commerce Contract Legal Sales 52

Heinz Marketing

JUNE 14, 2020

By Lauren Dichter , Marketing Consultant at Heinz Marketing. There are apps for gaming, online shopping, entertainment, learning new skills, and more. After all, it’s extra important we prioritize our health while forced to stay home, social distance, and prepare our bodies for potentially contracting a gnarly respiratory illness.

Entertainment 103

Entertainment Contract Consult Gaming 103

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. We’ve got two sponsors, the first is Sapper Consulting.

Contract 117

Contract X-functional Objectives and Key Results Legal 117

Adaptive Business Services

JANUARY 1, 2025

However, take away one large contract, and it was mediocre at best. One large contract and very few new clients. My social attraction game has already improved dramatically. While my 2024 on a personal level was less than stellar (awful heat, area fires, & injuries), my business overall was pretty good.

Referrals 62

Referrals CRM Non-Profits Contract 62

CloserIQ

JANUARY 28, 2019

You can help your sales reps up their presentation game by introducing them to tools such as these: Prezi (a PowerPoint alternative that enables more professional-looking presentations and enabling users to flip between different slides more easily). 4) Contract life cycle management. 5) Learning management solutions.

Contract 94

Contract Represent Sales Presentation 94

Heinz Marketing

NOVEMBER 15, 2018

This week I’m excited to feature Jo-Anne Jaspan , founder of Jaspan Consulting and mainstay in Seattle amongst the enterprise sales community. Whenever feasible, I keep Mondays free of meetings, so I can get my head in the game, get organized, focus on my goals for the week ahead and get clear about the path I’ll take to achieve them.

Consult 67

Consult Transportation Contract B2B 67

SaaStr

AUGUST 5, 2019

Rajesh is going to walk you through the key elements of winning the long game in SaaS – how to win customers, how to create long-term relationships, and how to avoid churn. This is not a game of tricks or gimmicks. So the big deal in traditional terms was not the beginning, it was sort of end game. They want value.

Gaming 80

Gaming Customers Construction Contract 80

Sales Pop!

MAY 21, 2024

Enter cloud computing, a game-changer for mobile productivity. IT consultants in Chicago or those in your area would tell you that traditional on-premise systems can quickly become cumbersome and expensive to maintain. However, this freedom comes with a catch – they need constant access to important resources.

Sales 130

Sales Legal Customer Relationship Management CRM 130

Openview

MAY 30, 2018

Pay too little, and you will never be able to recruit (or retain) the kind of game-changing sales talent that fuels growth. Here are seven common mistakes that can set your team up for failure, provided by sales strategy consultant Michael Hanna : Making it Complicated. Treating Your Plan Like a Contract.

Objectives and Key Results 162

Objectives and Key Results Commission Appointment Lead generation 162

Gong.io

JULY 7, 2022

In fact, given the tendency for technology to make sales even more of a number’s game, Sandler’s method may be even more effective now than it was when it was first created. Sandler’s solution was to develop a strategy focused on being a consultant, not a salesperson. He believed he was: Wasting time on inappropriate prospects.

Sell 118

Sell Technique Objectives and Key Results Consult 118

PandaDoc

SEPTEMBER 28, 2022

Sales negotiations through the lens of game theory: Win-Win vs Zero-Sum vs No-Win explained. Game theory is a mathematical framework for modeling different social situations among competing parties or “players” in the “game.”. A cooperative type of game is a type of game in which both parties benefit from the result.

Negotiate 98

Negotiate Price Gaming Contract 98

Search Engine Land

JUNE 26, 2023

Think about it this way: by nailing the technology procurement game, companies can ensure they’re getting the gadgets, software, and IT support that fit like a glove. Contract negotiation : Negotiate terms and conditions, including pricing, payment terms, and warranties.

Process 101

Process Negotiate Contract Legal 101

Salesforce

MAY 10, 2022

Gucci created sneakers specifically to be worn inside gaming platform Roblox. Global consultancy Accenture created a virtual workplace to onboard and connect employees. Instead of thinking about the metaverse as a big video game, Swisher said it’s more like the web in 3D. And that will crossover back into the real world.

Gaming 98

Gaming Contract Technology Technology 98

Salesforce

OCTOBER 25, 2021

“If you don’t [measure scope 3 emissions] you cannot say that you are a leader,” said Ofer Ben Dov, sustainability practice lead at Traction on Demand, North America’s largest dedicated Salesforce consulting and application development firm. That’s a big change. Commitment.

Government 98

Government Contract Commission Territory 98

Hubspot

APRIL 17, 2013

Think about it: A new client would come on board having never met me or some of the key players on the team, but rarely if ever would the client ask to talk to any of us before signing a contract. Despite this, I''d be their main point of contact, their consultant, and managing the team that''s getting their work done. happening.

Contract 78

Contract Trust Clients Consult 78

Sales Hacker

OCTOBER 20, 2020

So, John Mark Shaw is an executive and life coach, a business development consultant, a professional speaker, and a successful entrepreneur with over 25 years of executive leadership and management experience. John Mark Shaw: The idea that it’s an internal game. John, welcome to the show. John Mark Shaw: Thank you so much, Sam.

Gaming 79

Gaming Hospitality Objectives and Key Results Clients 79

Lead Fuze

JANUARY 6, 2022

If your organization sells consulting services, you can easily help people understand what you do by sharing the stories of clients who successfully used your service to grow their brand. Use contractions like ‘I’ll’ instead of ‘I will’ or ‘I’m’ instead of ‘I am’. Why B2B Enterprises Need Storytelling. Long Sales Cycle.

Technique 105

Technique B2B B2C Sales 105

Veloxy

MAY 30, 2024

For example, instead of saying, “Check out our website,” we could say, “Schedule a free consultation today.” This means using contractions, asking questions, and using simple, straightforward language. Regularly reviewing this data helps us stay on top of our game and make necessary adjustments.

Objectives and Key Results 246

Objectives and Key Results Cold Call Click Through Rate Technique 246

Sales Hacker

JANUARY 9, 2023

Instead of tipping him off to my ineptitude, I consulted my best friend, who was also in sales. But if you’re like I was and are wondering why your tech company is getting into the car rental game, here’s a quick rundown. Offer monthly contracts instead of annual. Changes to contract terms, pricing structure, etc.

Referrals 103

Referrals Sales Up-sell Contract 103

RingDNA

MARCH 26, 2025

For operational leaders, it’s a goldmine for finding potential partners, vendors, or consultants. Expand Your Network with Game-Changing Connections We’ve all heard it: Your network is your net worth. Sales & Marketing Teams: Looking for freelancers, consultants, or collaborators to help drive campaigns or develop a project?

Closing 62

Closing B2B Sell Referrals 62

Hubspot

APRIL 29, 2024

Here, we'll get a more thorough understanding of transactional selling, how it compares with consultative selling, and how to reconcile the two in a transactional industry. If done properly, leaning into consultative selling can lead to good results — even in transactional industries. Build trust by understanding the end goal.

Sell 74

Sell Objectives and Key Results Consult Price 74

Salesmate

DECEMBER 8, 2020

Selling to a large enterprise is a different game. It is essential to know the rule of the game to win it. Large contracts consume more time as the prospect usually don’t have enough time. Adapt the consultative selling approach and guide the prospect rather than selling them a product. – Robert Coller.

Sell 103

Sell Cold Call Negotiate Cross-sell 103

PandaDoc

FEBRUARY 9, 2021

Empower your business and simplify the process to generate, negotiate, and eSign proposals, quotes, and contracts. You’ve probably heard all of the top sales and marketing folks hawking the “consultative approach” to selling for a while now. Try it for free. Solution: Analyze buyer intent.

Non-Profits 111

Non-Profits Pipeline Prospecting Entertainment 111

Sales Hacker

FEBRUARY 2, 2021

This will give you the annual contract value. Contract Size: 5 years, high six figures. Momentum Point: When we decided together to avoid the negotiation game and shake hands on the deal after our third on-site visit. Here are a few good ones I’d recommend: Consultative. Value theory. Number of Touches: 45 touches.

Niche 111

Niche Closing Process Government 111

Sales Hacker

JULY 21, 2021

This phrase can be a veiled way for a rep to say “please just tell me what you want so we can sign this contract.” Start calling; sales is just a number’s game”. It tells me that they’re looking for traits like competitiveness, a hustler, and resilience, instead of consultative, empathetic, good listeners.”. Plan accordingly.

X-functional 132

X-functional Sales Strategize Cold Call 132

Sales Hacker

MAY 9, 2019

Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. I usually recommend my clients consult with a local recruiter if they’re unsure of the expectations of the job market. For example, within the FedTech space, sales contracts can be established with 3 years of commitment. Set Targets.

SQL 110

SQL Commission Customers Non-Profits 110

Martech

MARCH 15, 2022

You can turn your staff into consultative marketers that can bring valuable ideas to the table. Customer engagement, not rigid contracts. The “rigid contracts” piece is another consideration you must think about as a leader. Get the daily newsletter digital marketers rely on. Processing.Please wait. Maybe it’s a small tweak?

Campaign 102

Campaign Contract Teamwork Pipeline 102

Search Engine Land

DECEMBER 4, 2023

Hollywood writers negotiated new contracts to continue earning a living when genAI could use their ideas to create new plot twists. For PPC marketers, ChatGPT also unlocked game-changing potential. For instance, an account doctor can now invest time previously spent copywriting into data analysis and consultation.

Objectives and Key Results 106

Objectives and Key Results Campaign Launch Strategize 106

Sales Hacker

FEBRUARY 5, 2019

Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? However, when moving up-market to companies with 1,000+ employees, the game changes. Think in terms of ‘deal dials’: price per user, payment terms, contract length, number of users. Bonus Takeaway.

Product 66

Product Contract Cross-sell Account management 66

Openview

APRIL 3, 2018

You can’t blame him – he did what was right for the customer and gamed the system of a poorly designed comp plan. You need to decide what you are optimizing for – new logo acquisition, deal size, multi-year contracts, payment terms, etc. This is just one of many stories I could share. DO commit to driving certain behaviors.

Commission 81

Commission Account management Quota Sales 81

Sales Gravy

APRIL 10, 2025

They talk a big game on Zoom, but when its time to dial the phone or ask for the sale, they freeze like a deer in headlights. Fancy decks, CRM tagging, and custom email flows feel like progressbut they dont get the contract signed. Youre a consultant. Youre a consultant. Lets call this what it is: avoidance.

Closing 52

Closing Objection handling Cold Call Contract 52

Sales Hacker

APRIL 1, 2025

Kind of the telephone game, right? And, um, you know, the best sellers do a lot of active listening, um, do a lot of consultative selling. part of my career that you didn’t cover up front was I started six years at Ernst and Young as a consultant. That is a lot of handoffs. The story starts to change. Two things.

GTM 62

GTM Up-sell Start-ups Gaming 62

Hubspot

JUNE 16, 2020

Whether you're providing social media management, marketing, or consulting services, the crucial step in winning a client is sending out a business proposal. I recommend keeping the contract and terms and conditions part of your business proposal. I wouldn't. This can't be achieved with a non-responsive business proposal.

Clients 101

Clients Proposal Writing Price Prospecting 101

Search Engine Land

NOVEMBER 21, 2022

That team usually includes project and account managers, content strategists, content writers, editors, SEO experts, graphic designers, consultants, salespeople, and more. Remember, if you can’t find this information on their website, you can always ask about it if you get to the consultation stage with the agency.

Niche 91

Niche Clients Healthcare Engineering 91