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?

Growth 88

Growth Customers Negotiate Contract 88

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.

Negotiate 131

Negotiate Contract Price Start-ups 131

Search Engine Land

JUNE 26, 2023

Influencing decision-making Leadership support facilitates decision-making processes, obtaining approvals, securing partnerships, negotiating contracts, prioritizing SEO initiatives, and leveraging leadership influence to drive successful implementation and maximize SEO tool impact. Once both parties agree, sign the NDA.

Process 111

Process Negotiate Contract Legal 111

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.,

Negotiate 54

Negotiate Legal Finance Contract 54

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.

Objection handling 97

Objection handling Negotiate Drivers/motivators Technique 97

SaaStr

APRIL 8, 2020

In the last year we’ve been leveling up a lot of our systems at SaaStr, and as part of that, moving from a lot of self-service and simple products to more robust ones. According to research from Talkdesk, the average company deploys more than 50 SaaS products. You want your customers to be on a 10+ year journey with you.

Product 131

Product Contract Construction Negotiate 131

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

Veloxy

DECEMBER 28, 2023

Download Now: The Big Blue Book of Field Sales Outside Sales Reps — flip to the chapters on outside sales productivity, mastering the art of in-person selling, and how to shorten your sales cycle. and embark on this journey to master the art of field selling together! Grab a warm coffee or tea and let’s get started!

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

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.

Contract 119

Contract Negotiate Follow-up Contact 119

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.

Negotiate 98

Negotiate Contract Objectives and Key Results Legal 98

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.

Customers 98

Customers Contract Legal Negotiate 98

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.

Objection handling 72

Objection handling Negotiate Cross-sell Contract 72

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.

Negotiate 93

Negotiate Contract Technique Sales 93

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.

Negotiate 81

Negotiate Contract Price Strategize 81

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.

Negotiate 89

Negotiate Price Contract Non-Profits 89

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.

Process 52

Process Non-Profits Negotiate Legal 52

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. This is how your business grows.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

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. SaaS, which doesn’t depend on physical goods to produce its products, hasn’t had to increase prices due to inflation. Maybe a sign of things to come. Why we care.

Price 83

Price Negotiate Contract CRM 83

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, 2019

This worked well for us when we added a localized version of the product. 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.

Negotiate 70

Negotiate Contract Referrals Price 70

SaaStr

JANUARY 15, 2021

If your product is so easy to use that you barely need sales people, why in the world would you need to charge for implementation? Doesn’t it sort of say your product is Old School? I remember the first time I experienced this confusion myself, on one our first high-five figure contracts. It sure did to me. For support?

Service 120

Service Contract Price Negotiate 120

Sales Hacker

DECEMBER 20, 2018

To consistently perform, sales leaders need to master the science of sales productivity. What is Sales Productivity? Sales productivity is all about maximizing time spent on the most critical sales rep activities (prospecting, client meetings, networking) and minimizing the resources needed to accomplish them (i.e. Negotiations.

Product 99

Product Tradeshows CRM Appointment 99

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. It could be price, product composition, or payment terms.

Contract 85

Contract Price Healthcare Commission 85

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. TAM refers to the total market demand for a product/service. Any confirmed, pending, or future contracts and agreements must also be reviewed.

Legal 51

Legal Contract Growth Negotiate 51

ConversionXL

JANUARY 23, 2019

Your current customers will never be excited about paying more. Instead, poor planning is to blame: Companies neglect to plan a price increase until there’s a financial squeeze or, for the thirtieth time, a customer confides that, “You know, you really ought to charge more.”. But that’s not why raising prices is so difficult.

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Price Customers Contract Clients 121

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.

Gaming 233

Gaming Sell GTM Technique 233

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 100

Contract GTM B2B Negotiate 100

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? Your goal here is to answer one key question: is the prospect a good fit for your product and/or service? However, if you don’t properly qualify potential customers, you’ll eventually hit a wall.

Pipeline 91

Pipeline Negotiate Contract Sales 91

SaaStr

JULY 2, 2020

348: Kurt Muehmel is the Chief Customer Officer @ Dataiku, the platform democratizing access to data and enabling enterprises to build their own path to AI in a human-centric way. As for Kurt, he joined the company over 5 years ago and has risen from AE to VP EMEA to VP Sales Engineering to today as Chief Customer Officer.

Customers 112

Customers Contract Price Education 112

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.

Process 89

Process Cross-sell Contract Negotiate 89

Salesforce

SEPTEMBER 30, 2021

Team members using those systems every day find themselves steeped in administrative tasks or cross-referencing information multiple times, leading to decreased productivity and inferior user experiences. Salesforce allows us to provide better customer service interactions in a more cohesive way and predict how we should engage next.

Healthcare 98

Healthcare Contract Networking Negotiate 98

The Lost Book of Sales

JANUARY 31, 2024

In strategic sales, it's incredibly common for salespeople to decrease their activity and reduce their involvement with their customers when the signatures are exchanged, whereas experienced sales professionals know that the real work between your organizations is only about to begin.

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Sports Drivers/motivators Clients Contract 105

SaaStr

NOVEMBER 8, 2023

This is a common mistake founders make — getting a new Head of X when you get to a certain point in business, missing a sales number, the product isn’t what you want, there’s too much churn, etc. His executive team today is: A Chief Customer Officer who was CSM at Gainsight seven years ago. It’s a trap.

X-functional 93

X-functional Contract Growth Quota 93

SaaStr

MARCH 17, 2023

Simple to implement Easy to use From signing a contract up to the first six months, clients want a positive ROI. Most categories have anywhere from 50-100 products, and that’s a challenge for buyers. Another shift in the history of software buying is CFOs and management teams pressing buyers to negotiate short-term contracts.

Meeting 80

Meeting Contract Legal Trust 80

Salesforce

SEPTEMBER 19, 2023

A prospect lingering in the negotiation stage, for example, may need a change to product price to move them to the contract stage. The sales funnel is also a visual representation of the sales process, but from the customer’s point of view. Lead qualification Not all potential customers are likely to close.

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

Martech

MARCH 21, 2023

Why your tech stack ROI is worse than it should be In the last three years, my company has conducted over 500 calls with HubSpot customers about their platform setup, spend and optimization. To keep up, you must continually read product updates, beta launches and more to learn how your tech stack functionality is expanding.

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X-functional Negotiate Contract Technology 82

Lead Fuze

NOVEMBER 30, 2021

Misrepresentation can happen when the numbers in a contract or offer are wrong. If not, it will harm your relationship with the customer and put them in an uncomfortable position. We can use these four steps to help you negotiate successfully. To do well in a negotiation, you should know what your situation is.

Negotiate 52

Negotiate Contract Legal Price 52