Martech

DECEMBER 1, 2022

Sendoso, the corporate branded gifting service, this week announced the launch of a freemium offering, Sendoso Express. With no contracts, subscriptions or fees, it is aimed at the SMB market. Sendoso’s full offering supports the sending of a wide variety of gifts, not just cards, with customization and personalization available.

Launch 118

Launch Service B2B Contract 118

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!

Contract 104

Contract Legal Commission Finance 104

Miller Heiman Group

JUNE 4, 2019

It’s a buyers market, even in B2B sales. One way that sellers can work on improving buyer perception and exceeding those expectations is to consider the role that service plays in B2B sales. Let’s start by considering how customer perception has evolved in the past few years. Customer Loyalty: The Secret to Success.

Service 96

Service Customers Repeat business Referrals 96

Salesforce

FEBRUARY 16, 2022

Communications service providers work hard to keep their customer base strong. But despite their best efforts, customers still leave. If service providers knew which customers were about to cancel, they could take proactive steps to lower their likelihood of leaving. Identify customers who are likely to cancel.

Technology 98

Technology Technology Service Customers 98

Martech

JULY 29, 2022

At its most basic, that means investing marketing and sales resources in guiding high value accounts through the journey to conversion. 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.

Contract 101

Contract B2B Technology Technology 101

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

JANUARY 15, 2021

25% of revenue from professional services may sound high, but it’s a fairly standard ratio in true enterprise software. Importantly, Qualtrics’ margins remain high so it’s not losing money on its services. Gross margins on services are about 35%. And isn’t it a bit unseemly to charge for services? It sure did to me.

Service 120

Service Contract Price Negotiate 120

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. A certain way you retain customers and prove support. Customers will expect more services, more account management, more configuration.

Contract 106

Contract Engineering Account management Up-sell 106

Veloxy

DECEMBER 21, 2021

The new year is upon us, and along with it comes new sales resolutions. One of the most popular sales resolutions for 2022 will be a commitment to reduce non-selling activity. Imagine how much revenue those sales orgs are losing every single year. Streamline sales processes tied to Salesforce, and save time.

Tradeshows 348

Tradeshows Contract Sales Territory 348

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

Martech

APRIL 7, 2023

Customer indecision is now a leading reason for missing B2B marketing and sales pipeline and revenue targets. But new research uncovers customer indecision, not customer indifference, is a major roadblock costing companies millions of dollars in new revenue.

B2B 112

B2B Customers GTM Pipeline 112

Martech

OCTOBER 19, 2023

While businesses value the synergy between marketing, sales and product teams in theory, they often struggle to create a cohesive atmosphere and deliver seamless customer experiences in practice. Customer acquisition cost (САС). Customer lifetime value (LTV). New revenue. Why did we choose these KPIs?

Product 127

Product Contract Drivers/motivators SQL 127

Martech

JANUARY 26, 2024

Focusing deeply on the customers you serve. Satisfied customers don’t just come for more, they’ll spread the word about you. This is where an ideal customer profile (ICP) comes in. An ICP identifies your best-fit target customers that you can serve exceptionally well. Short-term contracts.

B2B 118

B2B Customers Appointment Objectives and Key Results 118

Veloxy

DECEMBER 28, 2023

The world of sales is vast, and if you’re a sales professional, you’ve likely been exposed to both inside and outside sales roles. However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

PandaDoc

APRIL 17, 2024

“What is ACV in sales?”, Well, are you a SaaS company or an organization that deals with yearly or multiyear subscriptions and/or contracts? Key takeaways ACV stands for “annual contract value.” It’s a metric that tells you about the yearly revenue generated by individual contracts. It helps when targeting new customers.

Contract 52

Contract Non-Profits Legal Clients 52

Martech

APRIL 25, 2024

This can change many things, including price, customer service, contract enforcement and more. Your legal team should review existing contracts to see if it has any “in the case of being purchased” clauses. Find out what happens to service-level agreements (SLAs), pricing terms and licensing agreements.

Contract 100

Contract Legal Price Technology 100

SalesPop

MARCH 20, 2022

In this Expert Insight Interview, Brent Keltner discusses how to transition elegantly from sales to customer success and develop that as a continuum. This Expert Insight Interview discusses: How customer success has changed in the subscription-based economy. Customer Success. Aligning Your Goals. Redefining the CSM Role.

Customers 98

Customers Contract Sales Account management 98

Iannarino

MARCH 2, 2023

This sales strategy has been part of B2B sales processes and is practiced by sales reps in many sales organizations. This strategy is still effective, as recognizing the prospective buyer's pain points allows for a good and effective sales conversation. Hope your competitors’ discovery is weak.

B2B 277

B2B Contact Clients Entertainment 277

PandaDoc

APRIL 8, 2024

This article highlights how a deal desk functions and its ability to transform the way companies tackle their sales strategy. Key takeaways One of the primary functions of a deal desk is to bring together decision-makers from sales, legal, financial, and marketing departments to optimize the deal creation and execution process.

Negotiate 52

Negotiate Cross-sell Contract Legal 52

Sales Hacker

MARCH 28, 2023

Building an outbound sales strategy can be challenging. Your ideal customer profile (ICP). Keep reading for an in-depth guide on creating your ideal customer profile, including an ideal customer profile template, how to identify your ideal customer, and a simple three-step process for creating an ideal customer profile.

Customers 107

Customers Contract Up-sell Territory 107

Heinz Marketing

JUNE 21, 2023

In this bumpy landscape, holding onto your customers isn’t just a goal – it’s a survival tactic. From the rapid pace of technology to unexpected events like the pandemic, the challenge of customer retention is real and it’s tough. This doesn’t mean bombarding your customers with sales pitches or generic emails.

B2B 100

B2B Customers Contract Service 100

Iannarino

JULY 19, 2021

The Gist: The legacy approaches to the sales conversation have created a form of commoditization. For salespeople who want to be treated as partners, there is a new sales conversation that creates greater value. Here is the order in which sales conversations were (and mostly still are) conducted in legacy approaches to B2B sales.

Conversion 326

Conversion Clients Sales Contract 326

Veloxy

FEBRUARY 15, 2024

Looking for the best sales podcasts to boost your numbers and master the art of the deal? Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game.

Gaming 233

Gaming Sell GTM Technique 233

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

The post How To Win Your Best Customers With Outbound Sales appeared first on Capterra. Win the best customers for your small business with these outbound sales tactics. Winning in business is all about winning in sales. The answer is outbound sales. How to define the “best customer” in B2B.

Customers 94

Customers B2B Sales Pipeline 94

Sales Hacker

FEBRUARY 1, 2021

While the link between retaining customers and profitability is pretty well understood, most companies still approach customer retention with piecemeal initiatives. When customers say: “ We are not getting the outcomes we expected ”. “ Too often contract cancellation (or non-renewal) comes as a surprise, but it never should.

Customers 74

Customers Contract Cross-sell Account management 74

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. Sales Enablement.

Cross-sell 110

Cross-sell Customers Growth Contract 110

PandaDoc

MAY 8, 2024

Such huge numbers equate to huge revenue potential in terms of SMB sales. Read on as we cover everything you need to know about the SMB sales process, and how your sales team can crush it in the competitive landscape. What are SMB sales? Which approach and tools should you implement to make the most of this potential?

Objectives and Key Results 52

Objectives and Key Results B2C Legal Government 52

Martech

OCTOBER 11, 2021

“Customers will know that they can rely on us when things go wrong and that could be a deciding factor in them deciding to stay with us rather than go elsewhere.” ” We were talking to Gemma Cipriani-Espineira about the reason she re-branded her support team as the department of Customer Love.

Customers 90

Customers Account management Real Estate Contract 90

PandaDoc

AUGUST 26, 2020

Whatever sector you’re in, in order to succeed you need to offer a combination of excellent customer service , high-quality products, and genuine value for money. Namely that keeping your customers sweet is, above all else, the name of the game. Why customer service matters.

Service 59

Service Customers Clients Contract 59

SaaStr

JUNE 12, 2021

Since the dawn of the age of the subscription, forcing people to keep paying to use some small part of a web service has been a common strategy. If a customer churns, what about embedded assets? What about all the hours they put into creating those assets? These strategies can sort of keep a customer from nominally churning.

Customers 117

Customers Contract Service Process 117

Hubspot

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. 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.

Objection handling 73

Objection handling Negotiate Cross-sell Contract 73

SaaStr

APRIL 7, 2020

If times are tough, it isn’t sales that is going to pull us out, or demand gen. Its your existing customers. A named Customer Support Manager they can talk to. Inflation is low, and your sales and marketing costs are amortized across Year 1. No rip-off contracts. You let them out of rip-off contracts.

Customers 94

Customers Contract Price Engineering 94

Heinz Marketing

APRIL 20, 2023

Purchase intention (or buyer intent) is a measure of each shopper’s propensity to buy a product or service. Intent data is the dataset that provides insight into the customer’s journey. This data can illuminate when the prospect is actively considering purchasing your product/service. How is Intent Data Important for B2B Sales?

B2B 60

B2B Customers Education Contract 60

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. Catch a buying signal?

Contract 119

Contract Negotiate Follow-up Contact 119

Outreach

OCTOBER 19, 2020

It used to be that business leaders considered marketing, sales, customer service, and customer success to be separate processes. But if one business trend has become apparent in recent years, it’s that all these aspects of the customer journey are interconnected. Follow Up with Unengaged Customers.

Customers 52

Customers Contract Promote Sales 52

Partners in Excellence

AUGUST 25, 2023

While, I’m a big fan of Winning By Design’s “bow tie model,” virtually every business has a bow-tie revenue model, with many having a very lopsided bow-tie with the majority of revenue coming after the first sale. The initial sale, often produces zero revenue, we create a design win.

Manufacturing 87

Manufacturing Contract Represent Service 87

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. Implementation stages.

Sports 105

Sports Drivers/motivators Clients Contract 105