Remove Consult Remove Contract Remove Product
article thumbnail

How to identify high-churn personas in B2B and mitigate their risk

Martech

Robinson described the churn problem as a result of being “in a high churn product category with a high churn buyer persona.” I knew about high-churn products. They tend to be relatively inexpensive and easy to deploy, usually project-based tools or products that are relatively easy for competitors to replicate.

B2B 122
article thumbnail

Contracted pricing CPQ: what it is and how it works

PandaDoc

Vendors gain a consistent customer and buyers have a trusted source for a specific selection of products or services. As these relationships deepen, partnering companies will often agree on contracted pricing, a pre-negotiated price structure that applies over a defined period. What is contracted pricing? Custom pricing.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

How Your Client Justifies Buying from You

Iannarino

This post may be a bitter pill for those who believe their clients buy from them because they like their company, their products, or both. Even though these things are important, their value can only be recognized (not to mention realized) after the client signs a contract.

Clients 325
article thumbnail

Sales Contracts: Elements, Process & Best Practices

Salesforce

But back at the office, they’ll ask their delivery or product team in a panic, “We can do that, right?” ” A written sales contract should accurately reflect the verbal agreements made — or else you risk the buyer backing out of the deal or having a very unhappy or potentially litigious client after the deal is done.

Contract 110
article thumbnail

Why the Basics Still Beat Fancy: The Unsexy Skills That Close Deals

Sales Gravy

Most salespeople would rather look productive than be productive. Fancy decks, CRM tagging, and custom email flows feel like progressbut they dont get the contract signed. Youre a consultant. Most salespeople would rather look productive than be productive. Youre a consultant. They dont replace them.

Closing 82
article thumbnail

The Sales Leadership Framework Behind Multiple $100MM ARR Orgs

Sales Hacker

Product : Vanta Your deal is almost closed, and all that’s left is the security review. For example: Revenue is driven by metrics like win rate, ACV (average contract value), and number of deals closed. Churn is influenced by metrics like product usage, QBR frequency, and expansion opportunities.

GTM 113
article thumbnail

How Sell to My Customer When They Need to Sell to Their Customer First (Ask Jeb)

Sales Gravy

Recognize the Real-World Obstacles Whether your customer has to bid on government contracts, secure large client projects, or get internal buy-in from multiple stakeholders, their success dictates your sale. Your product or service is secondaryimportant, but not top of mind until theyre assured of a win.

Sell 73