SaaStr

MAY 1, 2021

In scaling the cash-flow side of SaaS, there’s almost nothing more powerful than a nnual contracts combined with prepaid cash. You get all the cash up-front, and your churn almost by definition goes down. Because the earliest chance the customer has to churn is 12 months hence. It’s just such a huge benefit.

Contract 117

Contract Trust Price Up-sell 117

Salesforce

JANUARY 8, 2024

You’ve heard the adage about salespeople telling a customer “Of course we can do that!” Sales contracts are vital to completing any business transaction. This guide will teach you how to draft a bulletproof sales contract. What you’ll learn What is a sales contract? ” to close a sale.

Contract 110

Contract Process Legal Real Estate 110

SaaStr

FEBRUARY 27, 2023

So we’ve done a few good posts on SaaStr about how to steal a customer / prospect from a competitor on SaaStr here: How to Steal a Customer From the Competition (a good one) Want to Steal a Customer From the Competition? It’s that simple: A customer 6 months into a 12-month contract?

Contract 130

Contract Commission Price Sales 130

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

SaaStr

NOVEMBER 27, 2024

You’re going up against companies like Gusto who already handle payroll extremely well. How to Make Onboarding Work for SMBs While in some cases, selling to SMBs is easier than Enterprise in many ways, one way in which it’s fundamentally harder is onboarding. It’s a fallacy. What’s worked is going deep on the product experience.

Appointment 103

Appointment Contract Commission Niche 103

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. Oracle Cloud CX enhances personalization and improves upsell and cross-sell conversions.

Cross-sell 112

Cross-sell Construction Legal Contract 112

Hubspot

SEPTEMBER 12, 2024

Car buyers 30 years ago might have shown up at the dealership wanting a truck, a sedan, or something as vague as a “good family car,” and the salesperson’s job was to help steer them in the right direction based on their needs. That process has changed dramatically. A 2024 HubSpot Blog Survey of 422 B2B professionals in the U.S.

B2B 81

B2B B2C Tradeshows Contract 81

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

SaaStr

APRIL 30, 2025

Tools like Gong can provide insights into call quality, follow-ups, and adherence to best practices. Customer Segmentation and Targeting : Are you focusing on the right customer segments? Review lead quality, conversion rates by segment, and the effectiveness of your ICP (Ideal Customer Profile). If so, why?

Cross-sell 74

Cross-sell Pipeline Legal Contract 74

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. What is cross-selling in sales? Lets dive in.

Cross-sell 52

Cross-sell Sell Customers Legal 52

Veloxy

JUNE 21, 2021

If you sell telecommunications, your cold calls could and should be different than a salesperson selling software. If you sell IT services, your cold calls could and should be different than a financial services consultant. You can use these scripts, tips, and tricks to up your cold call game. Introduction.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

SaaStr

MARCH 21, 2022

Q: Dear SaaStr: When should a SaaS Company allow Month-to-Month contracts vs requiring 12-month commitments? Annual contracts combined with prepaid cash are a huge benefit. You get all the cash up-front (this is how I went cash-flow positive in fact), and your churn almost by definition goes down. Get them whenever possible.

Contract 104

Contract Price Trust Up-sell 104

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling.

Customers 139

Customers Contract Consult Up-sell 139

Salesforce

AUGUST 15, 2024

By automating routine tasks such as invoicing, inventory management, and email marketing, businesses can reduce their teams’ time and effort, freeing up their days for more important tasks like strategy and selling. For sales and service teams, customer relationship management (CRM) software is an essential part of the puzzle.

Product 89

Product E-commerce CRM A/B testing 89

Iannarino

MARCH 2, 2023

But by rushing the deal to get to the pain points, you break B2B selling and buying. Your Buyer's Lack of Experience Because you sell your company's offerings every day, you have the experience that your B2B buyer is missing. We describe this idea as being One-Up , meaning you have greater knowledge and experience than your buyers.

B2B 286

B2B Contact Clients Entertainment 286

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. It is impossible to sell every day and not recognize the things that your clients struggle with, especially if you’ve been making traditional discovery calls for years—or decades.

Conversion 334

Conversion Clients Sales Presentation 334

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 131

Customers Contract Legal Negotiate 131

Iannarino

JUNE 17, 2021

One of the most significant changes in the way that we sell involves who we choose to engage in the sales conversation. At one time, as a salesperson, you would be told to find “the decision-maker,” the single individual who could sign a contract. The legacy laggard approach seeks the decision-maker. Part 4 | Discovery.

Contract 213

Contract Sales Clients Government 213

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. With fewer days until free shipping and time to publish, now is the time to line up the lists. Line those up sooner in the season. Business email address Sign me up! Processing.

Niche 98

Niche Retail Promote Follow-up 98

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. I woke up to my alarm clock shattering that fantasy. How to Use AI for Sales Follow-Ups 1.

Follow-up 85

Follow-up Contract Sales Technology 85

SaaStr

MARCH 23, 2025

I really liked this one and wanted to write up a few more learnings. Technical customers report that tasks that previously took weeks are now completed in hours. We initially built our sales approach around certain customer segments, but the AI landscape shifted so rapidly we had to pivot multiple times in the first few months.”

GTM 97

GTM Territory Pipeline Growth 97

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. Dont underestimate the power of showing up. It’s not worth … not showing up.

Closing 65

Closing Contract Pitch Finance 65

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. Business email address Sign me up! They speak with customers and potential buyers often. That’s great.

Campaign 108

Campaign Objectives and Key Results Price Service 108

Veloxy

NOVEMBER 15, 2022

Account based selling is a B2B concept that has gained a lot of interest in recent times, but implementing it can feel rather daunting. Studies show that at least 94% of B2B teams have adopted account based selling in a bid to deliver improved buying experiences that lead to increased conversions and loyalty. It doesn’t have to.

Sell 246

Sell Objectives and Key Results SQL B2B 246

SaaStr

FEBRUARY 7, 2022

Q : How Do I Know if My Competitor is Cold Calling My Customers? Just assume your competitor is cold calling all your existing customers. They should be calling your customers. Yes, oftentimes the yield here can be low if your customers are very happy. Some customers will indeed use that as a reason to switch.

Cold Call 116

Cold Call Prospecting Contract Customers 116

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.

GTM 126

GTM Intrinsic Customers Contract 126

Martech

MAY 6, 2024

Prompt: Can I use lead scoring for existing customers? Answer: Yes, lead scoring can be used not only for new leads but also for existing customers. This allows you to identify high-value customers who may be more likely to make additional purchases or become advocates for your brand. Please use simple language.

Cross-sell 115

Cross-sell Customers Referrals B2B 115

PandaDoc

OCTOBER 15, 2024

Deal desks can incorporate large teams of relevant stakeholders within sales, finance, product marketing, product management, legal, customer success, and more as needed. Missed follow ups, lost sales opportunities, time lost to manual processes , and more can be costing you revenue without even realizing it.

Legal 52

Legal Contract Cross-sell Finance 52

PandaDoc

MAY 2, 2025

Sometimes, all it takes is rethinking how you present, package, and position what youre already selling. Start with tiered and volume-based pricing that encourages bigger buys Tiered and volume-based pricing models work because they align your customers financial interests with your revenue goals. And the data backs it up.

52

52

Sales Pop!

JULY 14, 2022

I taught a Selling class at Loyola University Maryland and many of the students were shocked when they saw the syllabus, which indicated that participation was 50% of their grade. I always promised my students that I would focus on what was truly important in the real world of selling, not what was chronicled in textbooks and articles.

Clients 199

Clients Contract Up-sell Growth 199

Veloxy

DECEMBER 28, 2023

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. and embark on this journey to master the art of field selling together! Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Sales Hacker

MARCH 28, 2023

Your ideal customer profile (ICP). Define exactly who you’re selling to, and you’ve got a solid foundation for growth. What is an ideal customer profile (ICP)? Ideal customer profile example: This template gives you an idea of the information you might include. Why is a customer profile important?

Customers 117

Customers Contract Up-sell Territory 117

Sales Hacker

APRIL 30, 2024

In this role he oversees all aspects of G2’s revenue generation, including global sales and customer success, enablement, partnerships, and revenue operations. 6:31 – Upwork’s challenge of the status quo in hiring contract talent. 6:31 – Upwork’s challenge of the status quo in hiring contract talent.

GTM 123

GTM Customers Contract Go To Market 123

Sales Pop!

JULY 19, 2024

First Story While overseas, Mary revealed that as she walked down the stairs of an elegant hotel with her camera in hand, she looked up to notice that a Prime Minister from another country was about to walk down the same staircase. Second Story Cheryl could not be with us on vacation due to contracting a bad episode of COVID.

Government 204

Government Referrals Contract Technique 204

Sales Pop!

SEPTEMBER 23, 2021

But the irony is that in selling to large accounts , sales cycles are typically long and drawn out. And as the calendar pages turn in major account pursuits, doubt, uncertainty, risk, and costs add up. And you must also be able to gauge the extent of the power of the legal and contracts teams in the process and strategize accordingly.

Legal 199

Legal Finance Contract Networking 199

Cerebral Selling

AUGUST 8, 2022

According to my good friend (and fellow sales nerd) Todd Caponi, author of The Transparency Sale and the upcoming The Transparent Sales Leader , economic expansion and contraction is normal. These ups and downs are a normal part of business (and the human experience). Related video: What your customers value has changed!

Sales 220

Sales Contract Clients Quota 220

ClickFunnels

OCTOBER 12, 2021

A lead is a potential customer who has: Expressed an interest in your product or service. Lead generation is the process of converting potential customers into leads by persuading them to give you their contact details. A lead magnet is something that you offer to potential customers in exchange for their email addresses.

Lead generation 244

Lead generation Contact Contract Price 244