SaaStr

MAY 8, 2021

Bigger customers usually leave simply because your product doesn’t do enough. 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!

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Contract Legal Commission Finance 105

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

Hubspot

OCTOBER 3, 2022

When I first sat down with David Stafford , Dropbox's Head of Customer Solutions, to discuss BATNA, he admitted what I'd also been thinking. Plus, how you can leverage BATNA's key negotiation tactics to ensure your business and your customers are both benefitting from a deal. But I never knew it as BATNA.

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Negotiate Customers Contract Non-Profits 65

Women Sales Pros

MAY 17, 2019

By the time two parties to a negotiation are sitting across the table from each other, the negotiation may already be over. Ask questions before it’s time to negotiate. If you wait until the negotiation begins, you’re going to get answers that are intentionally limited. During the negotiation, people withhold information.

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Negotiate Contract Price Start-ups 131

SaaStr

OCTOBER 17, 2022

Customer Success isn’t just for established leaders; it also helps growth-stage companies compound their growth through retention, upsell and expansion. ChurnZero Chief Customer Officer Alli Tiscornia explains why earlier is better, and how to build a CS team that scales for the future. When should you start customer success?

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Growth Customers Negotiate Contract 92

SaaStr

AUGUST 25, 2023

Dear SaaStr: As An Employee, As an acquired employee, How Do I Negotiate My Compensation in an Acquisition? Unfortunately, as a non-CEO, non-founder of an acquired start-up … you have almost no ability to really negotiate. Beyond the key employees, the acquirer may require 80-90% of a group to agree to employment contracts (e.g.,

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Negotiate Legal Finance Contract 57

SaaStr

MAY 12, 2024

For our First Big Customer, we’d been negotiating a $6m/year contract for quite some time (they always take time). Yes, it was a huge contract, and we’d make payroll, and we’d have a business — but at that pricing, we’d never ultimately have a sustainable company. And without this customer, we were dead in the water.

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Contract Finance Negotiate Price 85

Sales Hacker

DECEMBER 6, 2019

If you confuse objection handling and negotiating , you could be losing sales. . In this article, we’ll look at what objection handling and negotiating are (and what they aren’t). Then we’ll go in-depth to look at 5 techniques for handling objections and sales negotiation, so you always walk away with a win. Negotiation.

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Objection handling Negotiate Drivers/motivators Technique 94

PandaDoc

APRIL 8, 2024

Their cross-functional expertise enables them to create proposals tailored to customers’ needs. A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates.

Negotiate 52

Negotiate Cross-sell Contract Legal 52

PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. In this article, you’ll find some valuable advice on how to seal the deal faster, as well as how to close the deal with an undecided customer. To close the deal with a customer who is in doubt.

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Negotiate Contract Objectives and Key Results Legal 98

Salesforce

MAY 31, 2024

Bottom line, wholesalers are now expected to be more agile and innovative in an ever-evolving ecosystem , which puts the focus on the customer experience and marketplace partnerships. For example, prices may be lowered to attract more customers when the network is underutilized or raised during peak demand periods.

Negotiate 52

Negotiate Contract Price Networking 52

Salesforce

SEPTEMBER 26, 2023

You’ve done your customer research, made prospecting calls, and connected with a potential buyer. Sail to close in record time Use our Sales Engagement tool to jump on hot leads fast with ready-to-go email templates, AI-generated customer insights, and recommendations for next deal actions. Maybe they’ve even agreed to watch a demo.

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Contract Negotiate Follow-up Contact 119

Partners in Excellence

APRIL 26, 2021

We tend to take for granted that our customers know how to buy. We assume they know how to get approval, how to contract, how to issue an order. Customers need our help! We need to guide our customers and can provide that insight because we see customers going through this process every day.

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Customers Contract Legal Negotiate 92

Sales Hacker

NOVEMBER 1, 2019

When it comes to negotiation, the goal isn’t a win… What you want is a win-win. True negotiations are all about coming to a mutual agreement on something where both parties feel like they got something out of the deal. Contrary to popular belief, you don’t “win” a negotiation by making the other person lose.

Negotiate 85

Negotiate Objection handling Pipeline Cold Call 85

Hubspot

FEBRUARY 1, 2018

Like most skills, your ability to negotiate improves with practice. There’s a lot on the line during a negotiation with the buyer. Enter negotiation role play exercises. Once you’ve successfully negotiated in an extreme situation, you’ll be mentally and emotionally prepared for a straightforward one. The prospect.

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Negotiate Contract Technique Sales 93

Veloxy

DECEMBER 28, 2023

Successful outside sales requires strong communication and problem solving skills as well as flexibility to navigate autonomy, build customer relationships and execute the sales process. The effectiveness of outside sales representatives is deeply rooted in their skill to create and uphold direct relationships with potential customers.

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Outside Sales Cold Call Represent Objectives and Key Results 242

SaaStr

MARCH 30, 2023

Our commercial negotiators use the pricing insights from our database to then go and negotiate on our client’s behalf. They not only ensure that new contracts have preferable terms like contract length or auto-renewals but they also have the data points to negotiate for a lower price, proving guaranteed time and money savings.

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Negotiate Contract Price Strategize 84

Sales Hacker

FEBRUARY 26, 2019

Or this: “We’re ready to go, but I just need to make little revision to the contract…”. What would you say that could help you win at this point in a negotiation? Excellent salespeople overcome their fear of saying no and use key negotiation phrases that protect margins and still get the deal done. Think about how you’d respond.

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Negotiate Price Contract Non-Profits 86

PandaDoc

MARCH 29, 2024

Key takeaways A deal desk is a cross-functional team assembled to oversee opportunity qualification, solution and proposal development, and negotiation stages of a sales process. Automation tools, such as software designed for business proposals or contract management, accelerate collaboration with all stakeholders.

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Process Non-Profits Negotiate Legal 52

Hubspot

DECEMBER 13, 2023

These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more. Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made.

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Objection handling Negotiate Cross-sell Contract 72

SaaStr

OCTOBER 1, 2019

We used our “Global Edition” to increase prices 50%-100% on legacy enterprise customers that wanted those feature. Tell the customer you gave them way too good of a deal, and while it’s fair for say up to 100 users, it’s just out of whack today beyond that usage. They still got one of the best deals of all customers, however.

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Negotiate Contract Referrals Price 69

Martech

JULY 12, 2023

Dig deeper: Salesforce: AI is the new UI The new pricing will go into effect globally for new customers and existing customers purchasing new clouds in August 2023. First, if you’re negotiating a deal you may want to move the close date up to lock in the old pricing.

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Price Negotiate Contract CRM 88

Salesmate

JULY 8, 2020

Successful entrepreneurs understand the importance of generating a continuous stream of leads and turning those leads into customers. The amount of time it takes to turn a lead into a customer will depend on the service you are offering, and the price of that service. Your proposal can double as a contract. Negotiation.

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Pipeline Negotiate Contract Objectives and Key Results 126

Lead Fuze

JUNE 28, 2023

In this blog post, we will explore the role of sales representatives – from negotiating contracts and identifying leads effectively, to building relationships with potential clients. They conduct business operations, negotiate contracts, identify leads, contact prospects, and close deals.

Negotiate 52

Negotiate Territory Contract Technique 52

SaaStr

OCTOBER 1, 2020

Q: In SaaS B2B, how do you handle the situation where an enterprise customer wants to buy an unlimited use, site license? You have so much growth ahead of you , the customers you get in the early days will just be a tiny fraction of the total number of customers you end up with. Sounds great in the early days. My learnings.

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Negotiate Contract B2B Closing 107

Heinz Marketing

OCTOBER 19, 2023

Negotiate with Your Vendors and Tool Providers This one can feel uncomfortable, but it’s worth a shot. Reach out to your vendors and negotiate your current contracts. If you provide a case study or a customer referral, can they cut you a deal? Can you change your payment terms to break larger invoices into smaller chunks?

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Negotiate Referrals Contract Follow-up 112

Veloxy

FEBRUARY 15, 2024

These podcasts cover a diverse range of sales topics, including mastering the sales funnel, customer relationship building, sales psychology, leadership, personal growth, and the latest sales trends and innovations. They also discuss motivational and ethical selling practices, providing a comprehensive understanding of the sales process.

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Gaming Sell GTM Technique 233

SaaStr

APRIL 15, 2021

For our First Big Customer, we’d been negotiating a $6m/year contract for quite some time (they always take time). Yes, it was a huge contract, and we’d make payroll, and we’d have a business — but at that pricing, we’d never ultimately have a sustainable company. And without this customer, we were dead in the water.

Contract 115

Contract Finance Negotiate Price 115

PandaDoc

MARCH 4, 2024

Choose the right VDR provider for your team by pairing platform capabilities with your specific needs around contract management, document workflow, permissions access, and guided contract signing. What is a data room for investment banking? Looking for a perfect virtual data room?

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Strategic partnership Legal Contract Negotiate 52

SaaStr

DECEMBER 4, 2023

Churn increase due to greater scrutiny of costs Contract values declining More stakeholders involved in decision-making Capchase combined the study with their data set of thousands of SaaS companies and looked at what the best companies do to overcome these hurdles. The reality is you need to meet customers where they are.

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Contract Price Healthcare Commission 88

Hubspot

MAY 29, 2024

A great way to simplify this phase for yourself and investors is to do some basic calculations to determine your growth potential and current customer-related costs. Any confirmed, pending, or future contracts and agreements must also be reviewed. Pro Tip: Have these items to have ready during this step.

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Legal Contract Growth Negotiate 51

SaaStr

JANUARY 15, 2021

Turns out though, that in the vast majority of six-figure contracts, virtually every seven-figure contract, and quite a few five-figure contracts … there’s always a services component. I remember the first time I experienced this confusion myself, on one our first high-five figure contracts.

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Service Contract Price Negotiate 123

Sales Hacker

MARCH 12, 2021

Negotiation: What are your levers to proactively share to help ensure your new partner is getting a fair deal for their team? Here’s a stat to note: “ 67% of lost sales are as a result of sales reps not properly qualifying their potential customers before taking them through the full sales process.”. Negotiation.

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Pipeline Negotiate Contract Sales 87

SaaStr

MAY 23, 2022

They can negotiate themselves on where to spend incremental revenue and dollars. Spend more time with existing customers. Relatively speaking, the easiest sales are from your existing customers. Go visit customers, and prospects. Be at all the top events in your industry — because your customers will be.

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Contract Negotiate Growth Price 111

SaaStr

SEPTEMBER 26, 2023

That info could be: high volumes of text like blogs contracts how to respond to a customer images video We’re in the early innings of what it means to generate or have GenAI. We care about: Speed Cost Quality If you’re talking to customers, you want any communications to be highly accurate. Where will value accrue in a company?

Contract 102

Contract GTM B2B Negotiate 102

Sales Hacker

OCTOBER 11, 2021

Automating across multiple steps in the sales cycle will allow sales teams and other critical stakeholders to collaborate more deeply, access accurate and critical data, provide a better customer experience, and speed up time-to-revenue. Contract negotiations and order forms. Improving customer experience.

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Process Cross-sell Contract Negotiate 85

Salesforce

SEPTEMBER 30, 2021

Salesforce allows us to provide better customer service interactions in a more cohesive way and predict how we should engage next. Step 4: Minimize credentialing and contracting constraints. With an integrated platform, the contract management process from draft to negotiation to execution can be digitized and streamlined.

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Healthcare Contract Networking Negotiate 98