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 Start-ups Sales Closing 119

Membrain

JUNE 9, 2021

Remember when signing a contract meant printing multiple copies and sitting at a desk with the customer to put ink on paper? Today’s e-signing tools have simplified the process and made it possible to close even large, complex deals electronically.

Contract 105

Contract Closing Process Customers 105

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

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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Negotiate Contract Legal Follow-up 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 Sales Closing Customers 115

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

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?

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Contract Finance Closing Start-ups 108

criteria for success

JUNE 29, 2021

She’s the Founder & President of both GovConWinners , helping service-based small businesses learn how to win government contracts, as well as K. Dr. Parks been awarded over $50 million in federal government contracts. . The importance of “doing your homework” The many varieties of government contracts.

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Contract Government Sales Consult 65

Sales Hacker

OCTOBER 9, 2020

Unfortunately, once the contract leaves your hands, the ball is no longer in your court. Instead of pacing back and forth, waiting for your contracts to come back, how can you take back control of this process to get your sales contracts signed faster? #1. Identify All the Contract Stakeholders. Use a Contract Overview.

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Contract Sales Prospecting Negotiate 91

Sandler Training

AUGUST 31, 2022

Upfront contracts, a crucial part of business, are used in Sandler training to describe mutual agreements between buyers and sellers about what will happen next in verbal agreements. The post How to Succeed at Knowing When to Use an Upfront Contract [PODCAST] appeared first on Sandler Training.

Contract 52

Contract 52

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 95

Contract Up-sell Price Trust 95

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 108

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?

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Contract Customers Process Service 103

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.

Contract 105

Contract Sell Up-sell X-functional 105

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 103

Contract B2B Campaign Conversion 103

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 101

Contract B2C Construction Price 101

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.

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Contract Up-sell Engineering Sell 111

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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Sales Meeting Contract Start-ups 247

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.

Clients 202

Clients Contract 202

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.

Prospecting 270

Prospecting Meeting Contract Contact 270

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.

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Objectives and Key Results Sales Contract Clients 341

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 Clients Sell Contact 240

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 233

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.

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Closing Contract Clients Sales 203

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 60

Contract Customers 60

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?"

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Sales Contract Clients 244

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 Up-sell 52

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.

Contract 60

Contract Start-ups Customers Service 60

Sales Hacker

OCTOBER 20, 2021

??. Contracts are the lifeblood of modern companies. In fact, contracts govern most B2B business deals. There’s no denying that contracts are an absolute necessity for conducting business. There’s no denying that contracts are an absolute necessity for conducting business. Sales teams are focused on speed.

Legal 117

Legal Contract Sales Negotiate 117

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 70

Contract Sell Sales Up-sell 70

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.

Clients 305

Clients Contract Conversion Sales 305

SBI

FEBRUARY 20, 2018

For example, our research shows that using Adobe Sign results in contracts being signed 21x faster than using paper-based signatures. Second, once contracts are in play, salespeople can monitor their status and stay on top of every step. We worked with REA Group to transform their manual, paper-based contract process.

Contract 55

Contract Gaming Sales Closing 55

Sales Hacker

AUGUST 5, 2020

Contract lifecycle management (CLM) software. Aside from legal, Sales is one of the primary departments involved in contracts. And CLM software helps sales teams streamline their contracting process, improve sales-legal collaboration, and free up time for sales reps to focus on revenue-generating activities. Right…?

Sales 129

Sales Contract Negotiate Legal 129

SaaStr

MARCH 18, 2023

It’s a bit of a flag of someone not going big, of not seeing the real win in their equity, not just in a short term contract or two. Even though their contracts weren’t up. An annualized bonus for meeting the stretch plan is a great idea for a CEO. But not a deal-by-deal commission like a sales rep. But still — I did it once.

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Commission Closing Sales Contract 102

SaaStr

APRIL 8, 2023

The social contract between employer and employee in startups and scaleups seems to be in an evolving and weird state. Turnover went up, but there was still a social contract: no layoffs if you can avoid it. Is there any social contract now at all? Free lunches and perks exploded in this phase. Now that stigma is mostly gone.

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Contact Quota Contract Teamwork 83

PandaDoc

FEBRUARY 28, 2023

Management processes and automation tools like contract management systems and eSignature technology are at the core of these improvements that lead toward efficiency and cost reduction. Furthermore, we’ll furnish insights into the technical side of legal operations that PandaDoc is well-versed in due to our know-how in contract management.

Legal 52

Legal Contract Negotiate Process 52

Sales Hacker

AUGUST 5, 2020

Contract lifecycle management (CLM) software. Aside from legal, Sales is one of the primary departments involved in contracts. And CLM software helps sales teams streamline their contracting process, improve sales-legal collaboration, and free up time for sales reps to focus on revenue-generating activities. Right…?

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Sales Contract Negotiate Legal 124