Essential Contract Review Tips for Sales Professionals: Read Client Contracts with Confidence
Iannarino
MAY 16, 2024
Ensuring you understand client contracts is crucial for sales success—don't let legal jargon trip you up.
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Salesforce
JANUARY 8, 2024
” 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. Sales contracts are vital to completing any business transaction. What you’ll learn What is a sales contract?
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.
Search Engine Land
JANUARY 22, 2024
Appen, an Australian data services company that Google contracted with for a large number of its third-party search quality raters, was notified by Google that its contract is ending on March 19, 2024. Appen is one of a few sources that Google uses to contract quality raters. of revenue at a gross margin of 26% for the company.
SaaStr
MAY 12, 2023
Annual Contracts Didn’t Boost NRR, And Even Multi-Year Contracts Only Had a Modest Impact on NRR. We tend to intuitively think annual contracts help combat churn, but they really don’t — they just defer it. You can download it here. And as time goes on, that doesn’t really help you much.
SaaStr
MAY 7, 2024
Dear SaaStr: What’s a Resonable Discount for an Annual Contract? How About a 3 Year Contract? Before then, think instead about marking up the prices of non-annual contracts to account for churn. You’ll likely want non-annual contracts to be priced 20%-30% higher to account for the effect of churn, but the exact % can vary.
Sales Hacker
SEPTEMBER 17, 2024
Discussed in this Episode: The current state of MarTech and RevTech, and why we’re headed for a “great contraction” after years of expansion. The post GTM 112: The Ultimate MarTech Guide and the Great Contraction with Austin Hay appeared first on GTMnow.
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.
Iannarino
JULY 6, 2021
Even though these things are important, their value can only be recognized (not to mention realized) after the client signs a contract. Now, that path has a greater likelihood of generating a “no-decision” than a signed contract. Here are four characteristics of value creation that tip the scales in your direction.
SaaStr
NOVEMBER 1, 2024
Dear SaaStr: When Should a SaaS Company Allow Month-to-Month Contracts vs. Requiring Annual? Get those annual contracts whenever possible … and where it works for the customer.But … Most of the time, it’s a false choice. Bigger companies want to sign annual contracts, especially in exchange for discount s.
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.
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.
Veloxy
DECEMBER 21, 2021
signNow – Get it now here : Non-selling activity tied to proposals and contracts account for over 180 hours every year per salesperson. The contract was signed? Not to mention the rapid results we received once we deployed Veloxy—300% funnel size growth in the first month, 400% sales growth by the second month.”
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.
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.
Iannarino
APRIL 1, 2022
To the client, they’re afraid, these words sound like, "I know you have no authority to make this decision and I need to know who is going to sign my contract.". For example, some salespeople cringe at asking "Who is going to need to approve and sign off this initiative?"
Iannarino
JULY 4, 2021
Many salespeople, though, launch the sales conversation with a firm intention to secure a signed contract and an agreement to install their “solution.” With a signature on a contract, you are confident that you can put your client in a better position.
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.
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.
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.
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.
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.
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.
Tibor Shanto
SEPTEMBER 21, 2021
At this point they may consider contracting a duct cleaner, or go ductless, (geese only). They want to understand climate change’s impact of on their plants, they are nowhere near ready to buy duct cleaning. Assuming we can make them become Aware, they will start the Consideration of how to address their new awareness? Birds Of A Feather.
Iannarino
JULY 28, 2021
When you ask for a meeting, a signature on a contract, a signature on a check, or just to take the next necessary step, sometimes the answer is no. Your experience with small bouts of conflict will help you build up an immunity, one you will need later. Hearing the Word No.
Iannarino
JUNE 17, 2021
At one time, as a salesperson, you would be told to find “the decision-maker,” the single individual who could sign a contract. The task force usually included a person with the authority to say yes and sign a contract. You are still going to need a person with the formal authority to sign a contract. Do Good Work.
Iannarino
AUGUST 8, 2021
The manuscript is due to the publisher in three days: my contract calls for 65,000 words, a good length for the publisher based on what people will spend on a book. To solve your client’s problem, you have to solve the problems that prevent them from solving the problem. The deadline for my fourth book is looming.
Iannarino
JULY 19, 2021
At this point, you may or may not need to provide a presentation, but you will eventually have to provide your client with a proposal and a contract. A large part of this conversation answers questions about what the client needs to do and how they do it, including managing the change initiative. Presentation and Proposal.
Iannarino
AUGUST 1, 2021
It’s unlikely that a more recent lead is automatically better than an older lead, or even than a target that is already locked into a contract with your competitor —even if the new contact devoted two minutes to filling out a form on your website. In sales, recency bias often influences how we evaluate leads.
Iannarino
JULY 15, 2021
To win a deal , you are going to need someone who can sign a contract. For a very long time, we have trained salespeople to start the conversation with “the decision-maker,” an approach that provides a partial truth. Most big decisions are going to include stakeholders whose business cards do not say “decision-maker.”
Martech
SEPTEMBER 12, 2024
A novel development, however, is the incorporation of data from back office sources including finance, contracts, product usage and supply chain. In addition, enhancements to Oracle’s revenue transformation solution include: Unified CPQ, contracts, and order management helping to organize and execute complex sales agreements.
Iannarino
MARCH 2, 2023
Unless root causes are addressed, the ink on the contract won't be dry before the client fires the company and starts over. The salesperson who marches straight to solving their contact's problem without exploring root causes may win the client's business. However, the client won’t experience the better results they expected.
Martech
OCTOBER 19, 2023
To find it, do these calculations: Revenue = Sales amount × Average order value (or sales price) For example, you have signed 21 new contracts during the last year, with an average value of $7,500. This means that your revenue from the last year is $157,500. My advice is to monitor this metric in dynamics compared to the previous period.
Search Engine Land
JUNE 28, 2024
Here’s what Suleyman told CNBC’s Andrew Ross Sorkin at the Aspen Ideas Festival: “…With respect to content that is already on the open web, the social contract of that content since the ’90s has been that it is fair use. There is no such “social contract” that I’m aware of. Why we care.
Martech
JANUARY 9, 2024
Influencers who manage their own partnerships will have varying levels of experience and expectations regarding compensation and contract terms. Get your contract and rules sorted, especially if you need NDAs or input from your organization’s legal team. Be prepared for negotiation. Don’t forget the legal bits.
Martech
NOVEMBER 7, 2024
The not-so-hidden high costs and long contracts ABM platforms are expensive. Many providers require long minimum contracts, often locking companies into a year or more of service with six-figure annual fees.
Martech
JULY 15, 2024
Efforts to mature a martech stack require far more than a technical focus; it is important to consider other factors, including contracts, ownership, organizational goals and others. Contract When does the contract end? How much time is needed to decide how to renew or retire a contract? What does it do?
Martech
OCTOBER 21, 2024
The client took screenshots of the reports and canceled the contract. Carefully review all contracts and terms of service to ensure they explicitly state that the work and any data generated are owned by your organization (the client). The charges didn’t justify the cost, even with a reasonable markup fee.
ClickFunnels
OCTOBER 12, 2021
That’s why before you sign a contract, you should make sure that the agency in question has a proven track record, meaning, that they have successfully executed lead generation campaigns in the past. Look For an Agency That Has a Proven Track Record. Anyone can talk a big game on the Internet, but not everyone can back that up with results.
Martech
AUGUST 19, 2024
That means there’s an increased likelihood of terminating the contract because the tool is no longer needed and/or its champion is gone. Flexible contract terms and proactive support can help too. You can mitigate this risk by ensuring the product offers ongoing value beyond the scope of the original product.
Martech
FEBRUARY 29, 2024
Review vendor contracts objectively with an open mind In a “do more with less” scenario, leaders often consider canceling vendor contracts to cut costs. On the other hand, leaders who adhere to “getting more value out of what we have” will renegotiate current vendor contracts.
Veloxy
AUGUST 6, 2021
These are calls where the deal gets moved across the line, contracts get signed and reps earn their commissions. For sales representatives, there’s nothing more attractive than closing calls. Unfortunately, closing calls depend on who you’re selling to and could take you tens of hours. This is where discovery calls come to the rescue.
Martech
APRIL 25, 2024
This can change many things, including price, customer service, contract enforcement and more. Your legal team should review existing contracts to see if it has any “in the case of being purchased” clauses. Sometimes the acquiring company is stricter about contract terms,” said Petersen. “I’ve Know what you need and why.
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