How to Succeed at Knowing When to Use an Upfront Contract [PODCAST]

Sandler Training

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.

How Contracts Can Put The Wind In Everyone’s Sales

Predictable Revenue

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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What Is Contract Negotiation?

Hubspot

A sales contract defines a relationship between two parties. A lot of time and effort is spent creating them, and this happens through a process called contract negotiation. Contract Negotiation Examples. Contract Negotiation Process. Presentation of sample contract.

6 martech contract gotchas to be aware of

Martech

Contracts are complex for a reason. I’ve seen and heard of my share of contract gotchas. When you decide to churn from the vendor, does your contract allow you to keep and use the data you’ve pulled into your CRM or other systems after the relationship ends?

24 questions to ask ABM vendors before signing the contract

Martech

The post 24 questions to ask ABM vendors before signing the contract appeared first on MarTech. Most B2B marketing organizations today practice some kind of account-based marketing (ABM) strategy.

How Oneflow Makes Contract Management Seamless in Membrain

Membrain

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.

Winning Government Contracts with Dr. Kizzy Parks

criteria for success

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. . Key best practices to winning government contracts.

Maybe Every SaaS Contract Should Have An Automatic Out Clause

SaaStr

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.

How to negotiate a contract

PandaDoc

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? You can renegotiate a contract during the life of the agreement or after the document expires.

4 Tips to Get to a Signed Sales Contract Faster

Sales Hacker

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.

Smart Contracts Can Help You Win Web3 – Here’s How They Work

Salesforce

Introducing smart contracts. The technology behind all this is called a “smart contract,” which enables a transaction or agreement between two parties to be carried out without the need for a central authority, legal system, or external enforcement mechanism.

How to amend a contract (Addendum)

PandaDoc

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.

Dear SaaStr: When Should a SaaS Company allow Month-to-Month Contracts vs Requiring 12-month Commitments?

SaaStr

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.

Dear SaaStr: Should We Allow Refunds in a Multi-Year SaaS Contract Paid Upfront?

SaaStr

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.

Contract Risk Mitigation: 8 Best Practices You Need to Follow

Learn Hub | G2

If there is one thread you can follow through every organization and use to track the health and wellbeing of a company, it’s the contract lifecycle.

Can an 8-Person StartUp Sell to a CIO? Yes — If You Understand The Social Contract.

SaaStr

The Social Contract is that you will be highly innovative — and the CIO gets input on the roadmap. The Social Contract is that you will deliver a very high-level of transparency and honesty. Yes — If You Understand The Social Contract.

Dear SaaStr: What is The Typical Conversion from Paid Pilot to Annual Contract in SaaS?

SaaStr

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. 70%+ once you are doing it right.

Annual Contracts: Maybe Not All They Are Cracked Up To Be

SaaStr

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.,

Everything is Sort of the Same at a Given ACV (Annual Contract Value)

SaaStr

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.

The Annual Per-Seat SaaS Contract: Not Quite The Gold Standard It Used To Be

SaaStr

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.

What To Do When A Customer Wants to Cancel A Contract

SaaStr

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. And the language likely will plainly say the contract cannot be canceled.

When should an enterprise data collection startup hire a VP Customer Success to upsell customers much larger contracts for analytics?

SaaStr

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?

Do all SaaS companies in the USA put late payment fees in their contract?

SaaStr

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? Many certainly do. Here is the standard clause in Salesforce’s MSA: A late payment fee clause is a good idea, and especially, to place prominently on your invoices. As a start-up especially, you have few recourses if a customer doesn’t pay: You can turn off their service.

Do Your Sales Contracts Have An "I Love Selling" Clause?

Anthony Cole Training

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.”. Put an “I love selling” clause in your contracts and tell your new hires that you expect them to love selling and to sell anywhere, anytime, anyplace. This is an unusual sales management blog post from me because it will be short.

How to Succeed at Controlling a Sales Conversation [PODCAST]

Sandler Training

Podcasts] Blog Posts How To Succeed Sales Process questioning strategies sales clients upfront contractCal Thomas joined us to reveal the secrets of controlling sales conversations with questions.

Sales Tech Game Changers: How to Get Contracts Signed 21x Faster

SBI

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. Reduction in sales contract cycles by an average of 2 weeks.

Your Contract Process is Losing You Money. Here’s How You Fix It.

SalesLoft

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.

How to Succeed When the Sale Goes Sideways [PODCAST]

Sandler Training

Blog Posts Prospecting & Qualifying prospecting sales approach sales development sales podcast sales process up-front contractMike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways.

A Peek Into Demandbase’s Data-Driven Field Marketing Approach

InsightSquared

Having this data at the ready allows the marketing team to plan campaigns and programs that will ultimately increase annual contract value (ACV), funnel velocity, customer lifetime value and win/loss rates. Articles ABM account based marketing analytics annual contract value b2b marketing demandbase field marketing forecasting insightsquared marketing pipeline sales sales analytics sales and marketing alignment sales forecasting

Why Your Deals AREN'T Closing! And One Thing You Can Do To Change That!

KO Advantage Group

Business goal setting improvement contract mindset more sales prospecting sales conversations sales cycle sales opening sales process sales relationships sales tips sales traits sell more strategy sales motivation closing the sale sales strategy creating value relationship selling sales mindset marketing building a business proposalsStephanie was beyond frustrated. Her business was doing well, but as her business grew she found it harder to close deals. That wasn’t supposed to be the case.

When Paper-based Sign-offs Become Turn-offs

SBI

According to an IDC report, Bridging the Document Disconnect in Sales , although most business today is digital, 56 percent of executives still rely on paper to sign contracts and close deals. Paper documents have always been risky—forms get misplaced or misfiled, contracts are missing signatures or data, parts of documents become illegible or damaged. With e-signatures, your sales team can prepare, send and get contracts signed in minutes, not days or weeks—or even months.

Sales Tech Simplified: How to Turn Relationships Into Revenues with @ModelN

SBI

For Sales teams, Model N solutions streamline the Quote to Cash process with smart selling solutions like CPQ and Contract Lifecycle Management, designed to shorten sales cycles and maximize deal value. Furthermore, for respondents stating that sales people spent 60% or less of their time with customers, tracking internal approvals on quotes and contracts was tied for third place. In this series, we ask tech executives to describe the why and how of their solution.

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Nancy’s Sales App of the Week: @SpringCM

SBI

This week, Nancy profiles SpringCM , a Contract Life-Cycle solution for creating. managing, and getting contracts signed. I’ll be talking about a contract life-cycle management solution called SpringCM. What does Contract life-cycle mean? Well, it refers to the entire process of getting a contract signed. And that means it begins with the creation of the contract. They can create contracts from within SpringCM or directly in Salesforce.

5 crucial elements of an executive summary

PandaDoc

Proposals, Contracts, Agreements Sales tipsAny successful and well-structured business proposal or business plan should include an executive summary. This section can take many forms, lengths, and writing styles. What is an executive summary? An executive summary is, by its very nature, a summarization of information. Serving as an introduction to a proposal, the executive summary often contains brief statements describing what will be further detailed in the coming proposal.

Nancy’s Sales App of the Week: @DocuSign

SBI

Sales ToolSkool Video Transcript: Today I’ll be talking about a solution that speeds your sales contracts through the approval process. If you’re in sales you know that it’s essential to get contracts signed quickly. DocuSign makes it easy for prospects to review and approve contracts quickly, from anywhere in the world. Imagine you’ll no longer need to print, fax, scan, email or over-night contracts. Get to know your sales tools in just 2 minutes a week.

Announcing Our 3rd Annual Guide to the Best Sales Acceleration Tools #TopSalesTools

SBI

Contract Management & eSignatures. Marketing Sales Effectiveness Sales Management Sales Tools/Product Reviews account planning contract management deal flow esigning Inside Sales marketing automation mobile selling performance and compensation pipeline management power prospecting quoting and pricing Sales Enablement territory planning value sellingIf you’re seeking smart tools to drive sales performance, I’ve got great news for you.

What Sales Tools do You Use to Fuel Your Revenue?

SBI

See which tools we chose for: Contract Management and eSigning. Sales Effectiveness account planning contract management deal flow esigning Inside Sales marketing automation mobile selling performance and compensation pipeline management power prospecting quoting and pricing Sales Enablement territory planning value selling How badly do you want your team to blow away their quota? Pretty badly right? What are you willing to do differently? Hope, afterall, is not a strategy.

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Talking About Money in Sales

Iannarino

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.".

Nancy’s Sales App of the Week: @SalesPredict

SBI

Recommended Tool of the Week Sales Tools/Product Reviews Contract Life-Cycle Management esignatures SpringCMGet to know your sales tools in just 2 minutes a week. This week, Nancy profiles SalesPredict , a Customer Life-Cycle Intelligence and Predictive Lead Scoring solution. Sales ToolSkool Video Transcript: This week’s topic is prioritizing your sales activities so you can optimize your revenue.

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Nancy’s Sales App of the Week: @LiveHive

SBI

Recommended Tool of the Week Sales Tools/Product Reviews contract management Docusign LiveHive Qstream Sales Enablement Sales performance SeismicGet to know your sales tools in just 2 minutes a week. This week, Nancy profiles LiveHive , a sales follow-up tool that lets you create repeatable processes that deliver success. Sales ToolSkool Video Transcript: This week’s topic is a tool for optimizing the sales follow-up process to make success repeatable across your team.