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? Make sure that an SLA meets your expectations.

Contract 117

Contract Contact Price Legal 117

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.” The Lost Art of Closing shows you how to proactively lead your customer and close your sales. Rackham put it this way: “Would your client be willing to pay for that meeting?”

Contract 337

Contract Contact Clients Prospecting 337

Martech

JANUARY 8, 2025

Whether thats adding complexity to a simple process or frustrating customers with needless back and forth, friction is bad news for deal velocity. Tools like Calendly or HubSpots meeting scheduler let prospects see when youre available and book a time instantly. Pro tip : Dont forget to include automated reminders for the meeting.

CRM 124

CRM Follow-up Sales Prospecting 124

SaaStr

JUNE 21, 2025

Q1 revenue growth: 39% US commercial: +68% growth Government contracts flowing like water NATO partnerships expanding The insight : When you combine AI that actually works with government customers who have unlimited budgets, you get returns that break traditional SaaS metrics. Tier 3: Vertical Specialists Average Return: +15.3%

B2B 104

B2B Government Healthcare Contract 104

Veloxy

DECEMBER 21, 2021

Be sure to bring this to your next meeting, because this time next year, you’ll understand just how much revenue was left on the table before automation. Maximizes Selling Time : By automating non-selling activity, you’re giving your sales team more time to spend with their customers. Introducing the Salesforce Automation Cheat Sheet.

Tradeshows 348

Tradeshows Contract Sales Contact 348

Martech

APRIL 30, 2025

Check references and negotiate key commitments in writing in the contract Before making a final decision, check online reviews and speak with one or two customer references, ideally from a business similar to yours. When negotiating the contract, ensure key commitments are in writing.

B2B 104

B2B Objectives and Key Results Territory Negotiate 104

Martech

JULY 29, 2022

Narrow your list down to those vendors that meet your criteria. If not, is an API available for custom system integrations? What level of customer support is offered, and when is it available (i.e., Questions to ask the vendors’ customers. That’s why it’s important to ask for customer references.

Contract 124

Contract B2B Technology Technology 124

Salesforce

AUGUST 15, 2024

You peek at your calendar to confirm a few meetings. Keep an eye on your financial progress, get a better understanding of your customer’s behavior, and use dashboards to track key performance indicators (KPIs) — all in real time. CRMs offer a comprehensive view of customer data. Back to top. )

Product 89

Product E-commerce CRM A/B testing 89

SaaStr

MAY 13, 2025

Dear SaaStr: Our Biggest Potential Customers Are All Asking for Custom Features. This is a classic enterprise SaaS challengebalancing the need to close big deals with the risk of overextending your team on custom work. And only if you genuinely believe another Big Customer can use that same feature later.

Customers 77

Customers Niche Price Contract 77

Martech

FEBRUARY 7, 2025

Contract timing My team once negotiated a contract with a new vendor where timing was critical. Vendors often offer significant discounts and concessions during this period to close deals and meet their goals, and this was the case for us. It’s a reminder that leaning on organizational partners can help everyone succeed.

Contract 106

Contract Non-Profits Hospitality Negotiate 106

Martech

SEPTEMBER 12, 2024

And there’s this, from The Wall Street Journal’s article on AI spending: Now, here are this week’s AI-powered releases: Yext’s Yext Social is an AI-powered social media management solution that manages local customer engagement at scale globally. Meeting Prep Assistant creates a topic-specific agenda with targeted discovery questions.

Cross-sell 114

Cross-sell Construction Legal Contract 114

Salesforce

SEPTEMBER 10, 2024

Over the years, you’ve put a lot of money into your customer service centers. And that was a smart move, because white-glove customer service – for both B2B and B2C – is essential for consumer goods (CG) brands who want to build long-term, loyal relationships with customers. Customer service and profitability go hand in hand.

Service 69

Service Customers Cross-sell Contact 69

Highspot

JUNE 19, 2025

Key takeaways Highly engaged customers tend to stay loyal to companies, spend more on their products and services, and become brand advocates. Sales, marketing, and customer support must collaborate and coordinate to deliver personalized, seamless experiences that foster trust. What is customer engagement?

GTM 52

GTM Customers Cross-sell Contract 52

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. After creating value for your client in any meeting, you can work on a personal relationship, something most people either overestimate or underestimate. Presentation and Proposal.

Conversion 334

Conversion Clients Sales Presentation 334

Hubspot

SEPTEMBER 12, 2024

B2B Buyers vs. B2C Buyers While B2C buyers tend to make smaller, transactional purchases to meet their immediate needs, B2B buyers are often making significant investments that demand complex decision-making processes. Who Are Your B2B Buyers? How they’re arriving at their decisions, however, might surprise you.

B2B 81

B2B B2C Tradeshows Contract 81

Hubspot

AUGUST 26, 2024

I identified a key stakeholder with purchasing authority, reached out with a simple yet elegant email pitch, and they responded asking me for a contract they could sign right away. No one is going to sign a contract on your first outreach, and they probably won’t even respond to your email or answer the phone.

Follow-up 85

Follow-up Contract Sales Technology 85

Martech

DECEMBER 6, 2024

Lets also not forget the nuances that the RevOps and customer operations perspectives bring to the table. They may attend regular meetings (like a daily scrum) with IT staffers assigned to marketing projects. Further, determining whether a platform or system is martech can depend on several factors.

Technology 112

Technology Technology Legal Contract 112

Martech

MARCH 5, 2024

My contract is ending soon, and the flier invited me to set up an appointment to speak with a sales representative over the phone to find a new package to switch to before my promotional pricing ends. A significant source of friction is a customer going to a store or reaching out via a call or chat to speak with a representative.

Meeting 114

Meeting Represent Contract UX 114

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 Lost Art of Closing shows you how to proactively lead your customer and close your sales. The task force usually included a person with the authority to say yes and sign a contract.

Contract 212

Contract Sales Clients Government 212

Hubspot

SEPTEMBER 6, 2024

Even when talks progress all the way to a signed contract, they will never be as engaged as they were in that initial moment when a problem arose and curiosity about your solution struck. To meet your quota (and stay sane), it’s important to leverage AI tools and techniques that can unlock the following benefits.

Closing 80

Closing Contract Technique Sales 80

Veloxy

JUNE 21, 2021

While you will inevitably stray from your script to personalize your pitch for each customer, having a script gives you the structure and guidance that will propel you to success. If you lose the customer here, you may not get another chance. The second thing it does is tell the customer you value their time. Introduction.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

SaaStr

FEBRUARY 27, 2021

There’s a lot to talk about in customer success about churn, and about upsells. It’s because we generally, naturally, misunderstand why we lose customers, and where to spend our time. My somewhat non-obvious learnings: Complaints are not, directly, an indication of a customer at High Risk. Why is that? No, and no.

Customers 138

Customers Electricity Contract Closing 138

SaaStr

NOVEMBER 2, 2021

Her company had been acquired, and the acquirer cancelled the contract, due to a feature gap in the new company’s business process stack. It never feels good to lose a customer. But Lesson #2 was that Customers for Life isn’t just a tagline. So what are the lessons learned in the 11 year, Million Dollar Customer?

Customers 122

Customers Contract Launch Prospecting 122

Partners in Excellence

FEBRUARY 28, 2024

The commonality between the two of us is the obsession around helping customers solve complex problems and create great value. My obsession to provide Customer Value Written by Christian Maure r Dave, thank you very much for picking up the challenge. I wanted to be where “the rubber meets the road”.

Customers 139

Customers Contract Consult Up-sell 139

SaaStr

DECEMBER 11, 2024

AI-powered Customer Onboarding and Customer Support We’re seeing a lot of companies using either AI tools they built themselves or through 3rd-party AI SaaS vendors have success helping users understand a new behavior or use a product for the first time. What’s Currently Working in AI for SaaS 1. For us, GPT-4.0,

B2B 111

B2B Contract Negotiate Legal 111

Salesforce

OCTOBER 14, 2024

Agentforce is a suite of out-of-the-box AI agents — autonomous, proactive applications designed to execute specialized tasks — and a set of tools to build and customize them. Agentforce represents a quantum leap in AI automation for customer service, sales, marketing, commerce, and more. User inputs are one way to trigger agents.

Engineering 128

Engineering Represent CRM Follow-up 128

Sales Hacker

JUNE 17, 2025

At Procore, he led all customer-facing functions—Sales, Marketing, CS, RevOps, and BD. Customer drives everything in the organization. Just last week, we hosted GTM Fund’s first annual general meeting or a DM for short. And if you’re gonna work with and support those people, um, then these things matter.

GTM 81

GTM Customers Construction X-functional 81

Sales Pop!

DECEMBER 23, 2021

For instance, digital contracts, invoices, and bills of sales can help team members speed up the sales process. These digital documents can even allow team members to seamlessly process customer orders from around the world. Meet with team members to help them stay on track with their sales goals.

Sales 246

Sales Contract Drivers/motivators Growth 246

Search Engine Land

JULY 25, 2024

But if you fail to support brands or examine how your core customers’ needs evolve, you will likely jeopardize your medium to longer-term performance. Retention of the existing customer base should be prioritized. They speak with customers and potential buyers often. Smarter spending and investment. That’s great.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

Iannarino

MARCH 2, 2023

Because you already know what your potential B2B customer needs to do to improve their results, you can easily start a conversation about the problems and pain points. The customer journey removes your buyer from being One-Down by making them a subject matter expert throughout the sales conversation.

B2B 286

B2B Contact Clients Entertainment 286

Salesforce

JUNE 4, 2025

Walk into any customer service floor and you’ll hear conversations like this: “Sarah’s AHT is killing our SLA, but her CSAT scores are solid, so let’s check her FCR before we panic.” If youre in the customer service industry, youre immersed in the language of customer service acronyms.

Service 52

Service Customers Customer Relationship Management Represent 52

Martech

JANUARY 20, 2023

When it comes time to purchase or upgrade a customer data platform (CDP) for your organization, the demo can be the best way to really understand what a particular vendor offers. Once you know which vendors meet your criteria, send them the list of capabilities you need and set a timeframe for them to reply. Click here to download!

Customers 115

Customers Contract Quota Price 115

Search Engine Land

JULY 22, 2024

Your email campaigns apply to all holiday customers, so there is less design work, split testing and fewer deadlines. You want to meet the potential customer in their current mental state.) Look at the top counties and, ideally, ZIP codes your customers live in and segment out the top 30 to 100 or more if you can.

Niche 98

Niche Retail Promote Follow-up 98

Heinz Marketing

MAY 20, 2022

While the idea of customer success as a profit center is not new, it is regaining momentum and overtaking new logo acquisition as the main strategy for B2B revenue growth. Our clientele often come to us for help gaining new customers. Customer Marketing. Customer Marketing. Customer Success. Account Management.

Cross-sell 115

Cross-sell Customers Growth Contract 115

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. While the obvious and important way to build and cultivate customer loyalty is to build a product that people love, the reality is that it takes time.

Intrinsic 120

Intrinsic GTM Customers Contract 120

SaaStr

APRIL 14, 2025

For example, a $25k pilot can grow into a $1M+ enterprise-wide contract over time. Enterprises often hesitate to commit to large contracts upfront, so offering a short-term PoC can help you get your foot in the door and build trust. Get on a Plane : For high-ticket deals, face-to-face meetings are often essential. Embrace them.

Closing 63

Closing Contract Pitch Finance 63

SaaStr

FEBRUARY 17, 2024

Dear SaaStr: When Is It Too Soon to Target Enterprise Customers in SaaS? Enterprise customers will even sign contracts agreeing to buy so long as you implement a key feature with X number of days. Enterprise customers will even sign contracts agreeing to buy so long as you implement a key feature with X number of days.

X-functional 111

X-functional Customers Contract Closing 111