Martech

AUGUST 10, 2022

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? Don’t let contract gotchas catch you off-guard.

Contract 106

Contract Contact Price Legal 106

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 132

Contract Closing Process Customers 132

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.

Government 93

Government Contract Consult Service 93

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?

Contract 106

Contract Commission Price Sales 106

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.

Contract 82

Contract Legal Negotiate Conversion 82

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.

Contract 100

Contract Legal Commission Finance 100

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.

Contract 105

Contract Price Closing Gaming 105

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.

Contract 52

Contract Negotiate Legal Government 52

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

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.

Contract 81

Contract Start-ups Up-sell Sell 81

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.

Contract 52

Contract Trust Product Sell 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

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.

Contract 59

Contract Sales Customers 59

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 90

Contract Finance Closing Product 90

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.

Contract 97

Contract Conversion Closing Start-ups 97

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 89

Contract Customers Service Process 89

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 101

Contract B2B Technology Technology 101

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 99

Contract X-functional Sell Cold Call 99

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 173

Contract Sell Angle Drivers/motivators 173

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 103

Contract Engineering Account management Up-sell 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 83

Contract B2C Construction Price 83

G2

AUGUST 19, 2020

In simple terms, a contract is a promise.

Contract 103

Contract Sales 103

Salesforce

SEPTEMBER 6, 2024

(..)

Contract 52

Contract 52

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.

Commission 237

Commission Contract Represent Clients 237

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 338

Objectives and Key Results Contract Sales Clients 338

Martech

SEPTEMBER 3, 2024

Contract gotchas The contract negotiation and approval phase is likely complete before the project kickoff, but it’s important to keep project stakeholders informed during this phase. These activities will help determine what exactly is needed in a contract. Are they a big player or niche specialist ?

Contract 78

Contract UX Niche Angle 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.

Contract 213

Contract B2B Clients Sales 213

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.

Meeting 267

Meeting Prospecting Contract Contact 267

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

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.

Meeting 246

Meeting Contract Sales Clients 246

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.

Follow-up 212

Follow-up Clients B2B Contract 212

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

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.

Contract 136

Contract Legal 136

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?

Contract 97

Contract UX Technology Technology 97

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 52

Contract Service Start-ups Customers 52

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.

Contract 240

Contract Contact Clients Sell 240

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.

Contract 313

Contract Sales Process 313