Sales Hacker

MAY 4, 2023

Operation pros—don’t miss this conversation on getting the most out AI in contract management. Identifying opportunities and risks (enabling teams to improve contract terms and conditions to negotiate better deals) Enhancing visibility into contracts— informing decisions, optimizing performance, and improving customer experience.

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Contract Legal Negotiate Conversion 81

SaaStr

FEBRUARY 27, 2023

To buy potential customers out from long-term contracts they’ve already signed and paid for with the competition. It’s that simple: A customer 6 months into a 12-month contract? Buy-out contracts. I get that most sales teams aren’t structured to really put in the work here, to steal a customer. What did it do?

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Contract Commission Price Sales 101

SaaStr

MAY 1, 2021

In scaling the cash-flow side of SaaS, there’s almost nothing more powerful than a nnual contracts combined with prepaid cash. At Adobe Sign / EchoSign, half the reason we went cash-flow positive at about $5m in ARR was prepaid annual and multiyear contracts. It’s just such a huge benefit.

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Contract Trust Price Up-sell 106

G2

JULY 11, 2023

Contracts are the foundation for business success, impacting every facet of operations–from hiring top talent and building partnerships to selling products and leasing office space. They establish trust, protect interests, manage risks, and enable smooth operations within an organization.

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Contract Trust Product Sell 52

PandaDoc

OCTOBER 5, 2021

Contract negotiation is essential for modern businesses, but it isn’t always easy. Let’s talk about contract negotiation in more depth. What is a contract negotiation? Contract negotiation is when two or more people discuss the current terms of a contract and come to a new, legally binding agreement.

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Contract Negotiate Legal Government 52

Sales Pop!

MAY 30, 2023

Contract job boards can be a fantastic resource to connect with employers and secure exciting contract positions. To help you make the most of contract job boards, we’ve put together a comprehensive guide with valuable tips and tricks. Contract jobs on the Quality Contracts site for example.

Contract 52

Contract Negotiate Referrals Networking 52

SaaStr

APRIL 30, 2021

Salespeople pushing you to sign multi-year contracts you don’t want. Traditional SaaS sales is incented to close 1+ year contracts without no outs as quickly as possible, and where possible, for every possible seat you might ever use in Year 1. Less tech-savvy buyers being told software does things it doesn’t do.

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Contract Price Closing Gaming 102

PandaDoc

DECEMBER 20, 2021

Written contracts are a great way of setting boundaries for a business relationship between two parties. Even though the original contract may seem like carved in stone agreement, unexpected situations may occur and oblige the parties to come up with a contract amendment. What is a contract amendment?

Contract 52

Contract Legal Negotiate Price 52

SaaStr

MAY 8, 2021

An annual contract gives you 365 days or so to fix that. I’ve long been a vocal proponent of annual contracts. Close say a $125k contract, even after a healthy sales commission, that’s $100k+ in the bank right now! Annual contracts require P.O., Don’t force annual contracts where they don’t fit.

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Contract Legal Commission Finance 95

SaaStr

AUGUST 15, 2023

How are CEO contracts typically structured? How are CEO Contracts Typically Structured? Dear SaaStr: What are the typical components of a CEO’s compensation? I’ll answer this from a start-up perspective, and assume you mean bringing in an outside CEO to run your start-up. appeared first on SaaStr.

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Contract Start-ups Up-sell Sell 75

Predictable Revenue

SEPTEMBER 9, 2022

Yoav Susz joins the Predictable Revenue podcast to discuss how contract management can shorten the outbound sales cycle and provide a better customer experience. The post How Contracts Can Put The Wind In Everyone’s Sales appeared first on Predictable Revenue.

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Contract Sales Customers 59

Martech

JULY 29, 2022

The post 24 questions to ask ABM vendors before signing the contract appeared first on MarTech. While B2B marketers benefit from that win rate, ABM vendors are also reaping the benefits as B2B marketers invest in these technologies and apply them to their channels. Read next: What is ABM and why are B2B marketers so bullish on it?

Contract 97

Contract B2B Technology Technology 97

SaaStr

FEBRUARY 4, 2022

Q: Dear SaaStr: Should We Allow Refunds in a Multi-Year SaaS contract Paid Upfront? They’ll say never allow refunds in a multi-year contract: Sales will hate it, especially if there is an explicit or implicit clawback if they do. The post Dear SaaStr: Should We Allow Refunds in a Multi-Year SaaS Contract Paid Upfront?

Contract 85

Contract Finance Closing Product 85

SaaStr

OCTOBER 25, 2021

Dear SaaStr: What is The Typical Conversion from Paid Pilot to Annual Contract in SaaS? I.e., allowing new customers to cancel the contract after 60 days for any or no reason if they aren’t happy. The post Dear SaaStr: What is The Typical Conversion from Paid Pilot to Annual Contract in SaaS? 70%+ once you are doing it right.

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Contract Conversion Closing Start-ups 92

SaaStr

DECEMBER 30, 2021

In the end, to me the key to closing the CIO’s office in the early days is just understanding The Social Contract you have with your champions and the CIO in these early, pan-enterprise deals: The Social Contract is that the founders will be there — personally — for the CIO and the key sponsors. Some big ones.

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Contract X-functional Sell Cold Call 96

SaaStr

MARCH 31, 2020

In today’s crazy world, more and more vendors are seeing customers that want to cancel annual or longer contracts. The simple answer “of course” in that yearly contracts can’t be canceled — per se. That’s the whole point of whatever explicit or implicit discount you give for doing a yearly contract (vs. What should you do?

Contract 87

Contract Customers Service Process 87

Anthony Cole Training

SEPTEMBER 16, 2014

Michael’s response was, “Did you read the ‘I love basketball’ clause in my contract?” Michael said, “I have an ‘I love basketball’ clause in my contract that says I can play basketball anywhere, anytime, anyplace simply because I love basketball.”. He said that Jerry responded, “What ‘I love basketball’ clause?”

Contract 175

Contract Sell Angle Drivers/motivators 175

SaaStr

JANUARY 22, 2021

But there’s one thing I can tell you in SaaS, at least: Almost Everything Except the Product Itself is Sort of the Same at a Given ACV (Annual Contract Value) Level. The post Everything is Sort of the Same at a Given ACV (Annual Contract Value) appeared first on SaaStr. I don’t have all the answers here.

Contract 102

Contract Engineering Account management Up-sell 102

SaaStr

MARCH 21, 2022

Q: Dear SaaStr: When should a SaaS Company allow Month-to-Month contracts vs requiring 12-month commitments? Annual contracts combined with prepaid cash are a huge benefit. Bigger companies want to sign annual contracts, especially in exchange for discounts. A bit more here: The False Choice of Prepaid vs. Monthly Contracts.

Contract 76

Contract Price Trust Up-sell 76

Iannarino

MARCH 13, 2024

Since the contract was signed, these clients have been generating enough commissions that the senior salespeople are comfortable with their income and become complacent. It is common for large, mature sales organizations to have several salespeople who once acquired new logos, but haven’t signed a new major client in ages.

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Commission Contract Represent Clients 282

SaaStr

MARCH 11, 2021

ServiceNow does primarily 3 year, $1M+ contracts , for example. All of Qualtrics’ almost $1B in ARR is on annual contracts. From Snowflake’s IPO: The post The Annual Per-Seat SaaS Contract: Not Quite The Gold Standard It Used To Be appeared first on SaaStr. So some convergent evolution there.

Contract 78

Contract B2C Construction Price 78

Iannarino

NOVEMBER 19, 2023

The most desirable clients have not been waiting for you to show up in their world, as they have signed a contract with one of your many competitors. To win your dream client, you will need patience and persistence.

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Contract B2B Clients Sales 262

Iannarino

JULY 31, 2021

Key Result Two: Exchange of contracts (either we provide them our contract, or the client provides us with theirs). Key Result Three: Signed contracts. A contract is an excellent sign that you’ll win a client’s business. Signed contracts, of course, are won deals. What You Need to Know.

Objectives and Key Results 344

Objectives and Key Results Contract Sales Clients 344

Iannarino

FEBRUARY 27, 2023

Or perhaps you owe another client an edited contract for a new offering they are interested in buying. It's important to be organized in sales. You always have open loops you need to close, like sending a new contact the case study they requested.

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Meeting Prospecting Contract Contact 298

Iannarino

APRIL 14, 2023

He also mentioned that getting the questions right would end up with him signing my contract. I was preparing to share my company’s slide deck, but before I could start, he told me to put it away. He had a list of questions for me. With that, I was forced into the world of conversational sales.

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Meeting Contract Sales Clients 285

Iannarino

AUGUST 7, 2023

You have a signed contract, your operations team is executing, and you are pursuing your next prospective client. After a long pursuit, you have won your dream client. You have heard nothing from your team or your client, so you assume everything is going as planned—until your client calls to tell you they are having problems.

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Follow-up Clients B2B Contract 239

Iannarino

APRIL 25, 2023

You have a signed contract, and their paperwork is complete. Congratulations! You won your big deal dream client after pursuing them for two years.

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Clients Contract 249

Iannarino

DECEMBER 28, 2022

This is a good starting point because you already have contacts and contracts, making this strategy fast. To grow, you need net new business. There are two ways to do this. One is to sell more to your existing clients. The second way to increase your revenue is to acquire new clients.

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Contract Contact Clients Sell 283

SalesLoft

AUGUST 7, 2017

Contracts are a necessary part of buying and selling goods, especially in the B2B sales world. Gartner estimates that 60-80% of B2B deals are managed by contracts. It’s surprising then how many companies leave the contract process up to chance or a sales rep’s discretion. Have Contracts and Resources Accessible.

Contract 52

Contract Process B2B Follow-up 52

Iannarino

DECEMBER 29, 2022

If you performed well, your contact would sign a contract. As a salesperson, you might have called on a decision-maker once or twice. Often, you and your contact were the only people in the room. While you could expect objections and a negotiation over price, selling was relatively straightforward.

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Sell Negotiate Contract Contact 279

PandaDoc

APRIL 17, 2024

Well, are you a SaaS company or an organization that deals with yearly or multiyear subscriptions and/or contracts? Key takeaways ACV stands for “annual contract value.” It’s a metric that tells you about the yearly revenue generated by individual contracts. It goes hand-in-hand with total contract value (TCV).

Contract 52

Contract Non-Profits Legal Clients 52

SaaStr

FEBRUARY 28, 2020

Q: When should an enterprise data collection startup hire a VP Customer Success to upsell customers much larger contracts for analytics? The post When should an enterprise data collection startup hire a VP Customer Success to upsell customers much larger contracts for analytics? As early as possible. Watch magic happen over time.

Contract 55

Contract Customers 55

Iannarino

DECEMBER 23, 2022

This implies that asking your client to sign a contract will somehow harm them. On LinkedIn and other social media platforms, you will find advice like "Don't close deals, open relationships." In reality, closing the deal allows you to provide the improvement they need. Your role as a salesperson requires you to create and win opportunities.

Closing 251

Closing Contract Clients Sales 251

Search Engine Land

APRIL 19, 2024

Managing expectations during the engagement Once the contract is signed, the work begins! The client might ask for more meetings than you’ve contracted for. If you’ve established ground rules and SLAs in the contract process, it’s not wrong to gently remind the client of what you agreed to.

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Contract Clients CRM Meeting 70

SaaStr

MAY 18, 2019

So put the late payment fee in, and not just in the contract, but right on the invoice. The post Do all SaaS companies in the USA put late payment fees in their contract? But some customers still just ignore them. What else can you? Well, at least you can pretend there is a real cost to not paying on time. But don’t enforce it.

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Contract Service Start-ups Customers 51

Anthony Cole Training

SEPTEMBER 2, 2022

Negotiate by definition is to deal or bargain with others in preparation of a contract or business deal. As a verb, negotiate means to move through in a satisfactory manner. In the world of selling, both of those definitions are relevant and important.

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Negotiate Contract Price Sales 250

Anthony Cole Training

MARCH 25, 2021

When you get to the offer step in your hiring process, it can be tempting to rush ahead and get your candidate contracted. However, this is a critical point in your system that cannot go overlooked.

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Contract Sales Process 316