PandaDoc

MARCH 13, 2025

Vendors gain a consistent customer and buyers have a trusted source for a specific selection of products or services. As these relationships deepen, partnering companies will often agree on contracted pricing, a pre-negotiated price structure that applies over a defined period. What is contracted pricing? Custom pricing.

Contract 52

Contract Price Negotiate Non-Profits 52

SaaStr

MAY 5, 2025

Dear SaaStr: Why Do Enterprise Customers Insist on Pilots? Because so many enterprise customers won’t buy from new start-ups without a pilot. Heres how: Risk Mitigation : Pilots allow customers to test your product in a controlled environment before committing to a full rollout.

Customers 88

Customers Contract Clients Trust 88

Hubspot

JULY 10, 2024

As someone who makes a lot of in-person and online transactions, I’m amazed at how much payment processing has evolved. No matter what kind of purchase I’m making or whether it’s being made online or off, I know that the payment process is taken care of. As a result, more payment processing companies and gateways have emerged.

Process 74

Process Retail Appointment Price 74

Veloxy

DECEMBER 21, 2021

I shared this insight with a friend of mine who’s a sales executive, and he sent me this 635 page Salesforce guide on automating business processes. When we speak of Salesforce automation, we’re talking about the automatic processing of administrative tasks and manual sales tasks related to Salesforce. Sounds simple enough, right?

Tradeshows 348

Tradeshows Contract Sales Contact 348

Martech

AUGUST 19, 2024

That means there’s an increased likelihood of terminating the contract because the tool is no longer needed and/or its champion is gone. When businesses are trying to build a customer base, they often undercut the existing players in price. Flexible contract terms and proactive support can help too.

B2B 122

B2B Contract Consult Price 122

Martech

AUGUST 10, 2022

Contracts are complex for a reason. That’s why martech practitioners are wise to lean on lawyers and buyers during the procurement process. I’ve seen and heard of my share of contract gotchas. Perhaps it pays for search ads or allows your representatives to send gifts to prospective and current customers.

Contract 120

Contract Contact Price Legal 120

Martech

OCTOBER 15, 2024

Understanding capability assessment and tool procurement Once marketers understand how customer data flows through various martech platforms and develop a strategic view of how these platforms work together, they can effectively evaluate the capabilities of different tools and guide companies through the right procurement process.

Contract 114

Contract Negotiate Strategize Technology 114

SaaStr

MAY 7, 2024

Dear SaaStr: What’s a Resonable Discount for an Annual Contract? How About a 3 Year Contract? Later, when you implement a CPQ and other more sophisticated systems to manage pricing for a large sales team, these processes and systems will be designed to help you do just that, at least in part. How About a 3 Year Contract?

Contract 113

Contract Price Commission Closing 113

Martech

OCTOBER 21, 2024

Naturally, the client was upset, having paid a significant amount upfront for developing reports, assuming any custom coding was part of the original fee. The client took screenshots of the reports and canceled the contract. It’s your data, and any contract should ensure ownership stays with your organization, not the agency.

GTM 130

GTM Contract Clients Campaign 130

SaaStr

NOVEMBER 30, 2024

A related post here: The 1 Simple Test to Know if You’ve Actually Hired a Real VP of Product or Customer Success … Or Not (note: an updated SaaStr Classic post) The post The 30-Day Test: How to Know if Your VP of Sales Will Succeed appeared first on SaaStr. While you shouldn’t expect miracles, you should see meaningful progress.

Pipeline 120

Pipeline Contract Sales Growth 120

SaaStr

OCTOBER 14, 2024

A few bits of advice you hear a lot in SaaS that I think often don’t really work in practice: Move to annual contracts to generate more cash. Sure, if customers want to pay annually for a discount — do it. Force them to go annual, and you are just adding friction to the sales process. Never build a custom feature.

Contract 118

Contract Engineering Product Customers 118

Martech

APRIL 30, 2025

Processing. Using a formal RFI/RFP process can also help you make direct comparisons since all vendors the same list of requirements. Details about their validation process. When negotiating the contract, ensure key commitments are in writing. Email: Business email address Sign me up!

B2B 106

B2B Objectives and Key Results Territory Negotiate 106

Salesforce

SEPTEMBER 19, 2024

Advanced Edition has all the same functionality as Growth Edition, plus additional features that help small businesses reach customers faster, optimize their journeys, and better understand their customers with predictive AI. You can also customize how individuals are distributed to different paths when testing journeys.

Territory 126

Territory Launch Growth Contract 126

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. Processing. It provides users with personalized guidance and real-time suggestions.

Cross-sell 117

Cross-sell Construction Legal Contract 117

Martech

JANUARY 8, 2025

The faster the sales process, the faster the revenue growth. Whether thats adding complexity to a simple process or frustrating customers with needless back and forth, friction is bad news for deal velocity. Marketing teams play a crucial role in optimizing tools, content and communication throughout the sales process.

CRM 126

CRM Follow-up Sales Prospecting 126

Martech

JULY 29, 2022

There are a range of ABM technology solutions available to support this strategy, but selecting and implementing one can be a fraught and expensive process. Decide whether or not you need to engage in a formal RFI/RFP process. If not, is an API available for custom system integrations? How responsive is customer service?

Contract 126

Contract B2B Technology Technology 126

Sales Hacker

OCTOBER 11, 2024

But when it comes to those lengthy security questionnaires, the endless back and forths between you, your security team, and the customer can often cause deals to stall out, leaving your deal at risk and dollars on the table. For example: Revenue is driven by metrics like win rate, ACV (average contract value), and number of deals closed.

GTM 114

GTM X-functional Pipeline Construction 114

Partners in Excellence

OCTOBER 3, 2022

Yesterday, I published a rather long article on the Selling Process. ” Apologies, the article was rather long, but the selling process is so important. In recent years, we’ve acknowledged the concept of a customer Buying Process. So our customers really don’t have a buying process.

Process 133

Process Manufacturing Legal Contract 133

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. But they’re not the only threat out there. No more pushy sales tactics. Too Little Value.

Contract 337

Contract Contact Clients Prospecting 337

Sales Gravy

JANUARY 1, 2025

Onthis episode of The Sales Gravy Podcast, Harriet Mellor shares proven strategies for maximizing trade show ROI with personalized outreach, leveraging CRM tools, and building lasting relationships that convert leads into valuable long-term customers. This includes keeping detailed notes in your customer relationship management (CRM) system.

Follow-up 98

Follow-up CRM Contract Customer Relationship Management 98

Salesforce

AUGUST 15, 2024

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. Remote, hybrid, and onsite teams can operate smoother, respond to customer needs quicker, and achieve better results with less effort. Back to top. )

Product 89

Product E-commerce CRM A/B testing 89

SaaStr

NOVEMBER 27, 2024

Now, there’s payroll processing, payments online or in person, recurring billing, and so on — effectively expanding the market and TAM. Toast didn’t just add payroll processing. The user just leaves if it’s too hard, and yet you can’t have a 4-second onboarding process with complex software. Most sales reps hate it.

Appointment 102

Appointment Contract Commission Niche 102

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. Proactive action. Transfer to human agent.

Engineering 128

Engineering Represent CRM Follow-up 128

Martech

JANUARY 14, 2025

When money flows freely, its easy to spend your way around problems by: Hiding inefficient processes behind expensive martech tools. Her team stopped hiding behind automation and started engaging in real customer conversations. When marketing helps close eight-figure contracts, budget conversations become much easier.

Pipeline 128

Pipeline Contract Campaign Growth 128

Martech

FEBRUARY 7, 2025

Contract timing My team once negotiated a contract with a new vendor where timing was critical. By collaborating with our procurement team, we negotiated a delayed contract start date while signing in time to secure the incentives. Sometimes, that process itself can lead to moments of brilliance. Processing.

Contract 109

Contract Non-Profits Hospitality Negotiate 109

Salesforce

NOVEMBER 25, 2024

At Connections ’24 we announced that customers in the AMER region could access many of the features we were building out in Marketing Cloud Growth and Advanced Editions. In the Winter ’25 release, we are expanding new functionality in Account Engagement to all customers on Growth, Plus, Advanced, and Premium.

Cross-sell 64

Cross-sell Customers Territory Campaign 64

Martech

FEBRUARY 21, 2025

If youre evaluating and selecting a marketing mix model solution, make sure to: Engage stakeholders across marketing, finance, data management, supply chain and executive partners to document data and output requirements, securing enterprise-wide buy-in before contract execution. Processing.

Finance 123

Finance Drivers/motivators Technique Contract 123

PandaDoc

MARCH 27, 2025

If youre looking to increase revenue without acquiring new customers, cross-selling is one of the best ways you can do that. Its all about offering complementary products or services so you can maximize every transactionall while improving the customer experience. Sounds like a win-win, right? How does cross-selling work?

Cross-sell 52

Cross-sell Sell Customers Legal 52

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. That’s how my obsession to provide customer value was borne.

Customers 139

Customers Contract Consult Up-sell 139

Sales Gravy

APRIL 10, 2025

Fancy decks, CRM tagging, and custom email flows feel like progressbut they dont get the contract signed. But heres the thing: no is part of the process. Fancy decks, CRM tagging, and custom email flows feel like progressbut they dont get the contract signed. But heres the thing: no is part of the process.

Closing 87

Closing Objection handling Cold Call Contract 87

Iannarino

JULY 19, 2021

Don’t think of this as a step in a process. 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. The Lost Art of Closing shows you how to proactively lead your customer and close your sales. Consensus-Building.

Conversion 334

Conversion Clients Sales Presentation 334

Hubspot

SEPTEMBER 12, 2024

That process has changed dramatically. Very rarely did a sale require just a single signature, which meant the sales process and accompanying assets needed to be built around a variety of personas. Involve key stakeholders early and move your deals forward whenever you can, but trust the process.

B2B 81

B2B B2C Tradeshows Contract 81

Iannarino

MARCH 2, 2023

This sales strategy has been part of B2B sales processes and is practiced by sales reps in many sales organizations. What if your B2B buyer has a set of pain points that needs your attention before you can process the pain points you are accustomed to resolving ? However, the client won’t experience the better results they expected.

B2B 286

B2B Contact Clients Entertainment 286

Search Engine Land

JUNE 26, 2023

Most corporations have strict procurement processes that could be easier to navigate. However, if you, as an SEO, understand this process and are prepared, then it can go smoother. I have been through this process for five different enterprise companies, and I have to say that it’s never easy.

Process 101

Process Negotiate Contract Legal 101

Sales Pop!

NOVEMBER 5, 2021

We needed multiple contracts with hardware and software vendors. I contracted with the Austrian government to explore open source’s possibilities. In our case, we retain customer data for a maximum of 35 days. Alternatively, a customer can choose to have backup data eliminated along simultaneously with the live database.

Pipeline 246

Pipeline CRM Territory Contract 246

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. After all, those teams would execute their decisions, and inviting them into the sales process ensured that they were part of the decision. Part 4 | Discovery. Legacy Laggard: Decision-Maker.

Contract 215

Contract Sales Clients Government 215

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