SaaStr

JUNE 29, 2022

And signing longer contracts (19 months) with higher retention and lower churn. #5. This has been another key driver for Zendesk. At 30% annual growth, this higher NRR is a key driver of growth at well. NRR/NDR remains strong at 120%. It’s grown from OK NRR of 105%-110% to top-tier NRR of 120%.

Drivers/motivators 105

Drivers/motivators Contract Growth Price 105

The Lost Book of Sales

JANUARY 31, 2024

The "motivation dip" Helping understand the three implementation stages discussed previously, Rackham also introduced the concept of a “motivation dip” as illustrated below. Motivation dip. Continuing the sports analogy, the hobbyist may want to resort to old habits as the motivation melts away.

Sports 105

Sports Drivers/motivators Clients Contract 105

Sales Hacker

APRIL 19, 2022

When organizations design compensation models that motivate reps and include achievable targets that align with business strategies, the desired sales performance follows. In our report, we found that one-third of companies offer higher payouts for multi-year contracts. Limit your plan to three measures at most. Embrace accelerators.

Commission 88

Commission Product Quota Drivers/motivators 88

Partners in Excellence

FEBRUARY 28, 2024

The usual perks such as OTE, company cars, invitation to “presidents clubs” offered to sales people never motivated me. I never had a job, offering these external motivators. This buying process was particularly nightmarish when bidding for contracts for projects to build a new system for a new service.

Customers 109

Customers Contract Consult Electrical Engineering 109

SaaStr

NOVEMBER 23, 2022

Anybody can post the numbers—the right churns, contraction profiles, or ARRs—but they should also earn these metrics with integrity. Implement value drivers for accountability. You don’t have to get a deal at any price—at the cost of yourself, your team, or your customers. What lift and win rates could they expect?

Drivers/motivators 108

Drivers/motivators Trust Legal Finance 108

Martech

MARCH 12, 2024

I propose that you deploy very specific strategies to identify them and nurture them to their potential, even before they’ve signed their first contract. Those who will replace your current set of best customers as they “age out” or perhaps join and augment your profitability? It requires resources and it delivers payback.

Customers 99

Customers Drivers/motivators Construction Legal 99

The Advantexe Advisor

MAY 26, 2022

By definition, a recession is two consecutive quarters where the gross domestic product (GDP) contracts. The drivers of the coming recession will be easy to identify as they typically are the function of multiple factors. The GDP is the sum of all outputs of products and services consumed by an economy.

Drivers/motivators 70

Drivers/motivators Contract Start-ups Service 70

Salesforce

SEPTEMBER 26, 2023

Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris , sales coach and founder of The Harris Consulting Group. But do they really want to buy, or are they just window shopping?

Contract 119

Contract Negotiate Follow-up Contact 119

Cerebral Selling

MARCH 18, 2024

But it can also be a key trait of those who fail to motivate and inspire their teams. The Best (and Most Boring) Way to Help Your Team As I discuss in Chapter 1 of The Sales Leader They Need , one of the key traits of great leaders is also the most boring; predictability.

Objectives and Key Results 164

Objectives and Key Results Legal Negotiate Trust 164

SaaStr

NOVEMBER 15, 2022

As Gleklen says, “We actually see this monolith falling apart, and it’s falling apart primarily due to what we view as two of the biggest drivers for value creation today: Machine learning and product-led growth.”. These two drivers influence varying metrics in different ways that don’t necessarily negatively impact cloud business outcomes.

Drivers/motivators 86

Drivers/motivators GTM Contract Growth 86

Sales Hacker

DECEMBER 21, 2023

Contracted $ARR quadrupled, win rates doubled, and ACV increased by 150%. SEs can provide valuable insights into technical feasibility, implementation challenges, and true value drivers. Ask your SE regularly for their opinions on your accounts’ biggest drivers and risks!

Engineering 99

Engineering Objectives and Key Results Drivers/motivators Teamwork 99

Search Engine Land

AUGUST 31, 2023

For example, we’ll hear of other agencies: Locking clients into long contracts with no out clauses. However, being perceived as self-serving or motivated by your own interests can destroy trust. Not providing clients with access to their own ad accounts.

Trust 129

Trust Clients Referrals Contract 129

Sales Pop!

FEBRUARY 13, 2023

A personal hire contract is an official agreement that is signed once you have applied to lease a car and was successful. You should also have a valid drivers license, be over the age of 18 and have car insurance. This cost is usually half of the remaining payments left of the contract.

Contract 52

Contract Drivers/motivators Finance Negotiate 52

SalesLoft

MAY 13, 2024

When is your current contract up? Objections in later stage deals have a higher motivation to resolve. Trend 1: Discussing timing is critical in early conversations When there are timelines or time-window mentions as part of an early stage discovery meeting, win rates trend upwards by as much as 14%. Why is this?

Contract 52

Contract Drivers/motivators Meeting Follow-up 52

Sales Hacker

JUNE 2, 2020

Of those positions, 10% are contract or part-time sales roles. Simply put, the gig economy is the name given to the rising trend of people working freelance or for short-term contracts. Obviously, right now, working from home is keeping everyone safe from contracting coronavirus. Enter stage right and step into the future.

Contract 69

Contract Drivers/motivators Manufacturing Consult 69

The Lost Book of Sales

JANUARY 31, 2024

The "motivation dip" Helping to understand the three implementation stages discussed above, Rackham also introduces the concept of a “motivation dip” as illustrated below. Motivation dip. Continuing the sports analogy, the hobbyist may want to resort to old habits as the motivation keeps melting away.

Sports 59

Sports Drivers/motivators Clients Sales 59

Veloxy

DECEMBER 28, 2023

However, managing autonomy effectively can be challenging, as it requires a high level of self-discipline, time management, and self-motivation. To foster self-motivation while managing autonomy, sales representatives can set rewards for achieving goals, break tasks into smaller components, and maintain organization.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Search Engine Land

SEPTEMBER 21, 2023

Successful lead gen advertisers view marketing as a revenue driver, not just a lead driver. Why not “Contract Signed”? Ecommerce advertisers adopt the simple formula of “invest X, get Y in revenue.” In some cases, we can operate like an ecommerce business.

Lead generation 111

Lead generation Non-Profits Drivers/motivators Intrinsic 111

Salesforce

FEBRUARY 16, 2024

To keep your sales team motivated when things are tough, you need to reward them for their victories. Top salespeople can earn high commissions, and this high-earning potential is often a huge motivator for many sales professionals. The lure of higher commissions can motivate staff to increase sales activities and close more deals.

Commission 104

Commission Territory Quota Drivers/motivators 104

Sales Coach Dew

JANUARY 30, 2023

The “Impending Event” close will motivate your client to act now. A mortgage loan officer can use the impending event close to provide a timeline and motivation for their client. Changing a closing date could turn into a giant hassle, so the client is highly motivated to help speed the process along. Is your prospect indecisive?

Closing 52

Closing Real Estate Technique Drivers/motivators 52

SaaStr

APRIL 30, 2024

For Owner, they hired these two leaders on contract from their networks. There was a lot of trust, and they contracted them for 10-15 hours a week until the team was big enough and the ARR run rate was big enough to afford them without blowing up CAC. Find creative ways to solve this problem. Every function gets a stack rank.

Go To Market 101

Go To Market GTM X-functional Objectives and Key Results 101

ConversionXL

JULY 25, 2022

Am I locked into a contract? How long is the contract? The word “Free” eliminates any concerns about cost, and the addition of the term “Try” implies a trial period, so there is no risk of signing up for a lengthy contract. Combining the two is what motivates users to take action. How much does it cost?

A/B testing 146

A/B testing Contract Appointment Drivers/motivators 146

SaaStr

APRIL 3, 2023

I don’t condone this behavior, but I do sort of get the motivation at least. We had never used 46 seats, nor asked for a 48-month binding contract extension. – Forced into 48 month auto-renew contract at higher per seat price than monthly on credit card. And aren’t even using half the seats we pay for.

Contract 72

Contract Price Sales Drivers/motivators 72

Hubspot

JANUARY 4, 2019

Finalize the signing of the contract and any additional paperwork. article , Geoffrey James pointed out that if the prospect answers "no" to this question, the rep has indirectly gotten them to agree to the contract. If we could find a way to deal with [objection], would you sign the contract on [set period in time]?".

Closing 101

Closing Contract Technique Drivers/motivators 101

Anthony Cole Training

JANUARY 14, 2015

Years ago, I contacted David Kurlan, President of Objective Management Group, to discuss contracting with his company to become a distributor of his sales evaluation product. So, Dave, on our initial call did not want to contract with me because he already had a distributor in Cincinnati… and that person had an exclusive contract.

Sell 168

Sell Contract Drivers/motivators Sales 168

The Lost Book of Sales

OCTOBER 18, 2021

Depending on industry and characteristics of the deal, particularly if it's a larger agreement or a frame contract that is strategically important for both parties, one must be ready for a lot of back and forth in the form of reciprocations.

Negotiate 96

Negotiate Contract Angle Drivers/motivators 96

Martech

OCTOBER 18, 2022

We doubled down on programmatic, we employed programmatic resources to move [ad] schedules easily without a lot of contracts and a lot of humans from where people were not to where they were,” said DPAA President & CEO Barry Frey. That became our superpower. DPAA President & CEO Barry Frey in avatar form. Image: DPAA.

Retail 112

Retail Drivers/motivators Legal Contract 112

Sales Pop!

JULY 5, 2023

Test all the functionalities, and if possible, bring along a second driver for a different perspective. Carefully review all the documents related to the purchase, including the sales contract, financing agreement (if applicable), and any additional warranties or service contracts. Don’t rush.

Electricity 52

Electricity Finance Negotiate Contract 52

Highspot

MAY 9, 2019

1 key driver of Extreme Productivity, and the behavior that represented the biggest difference between The XP and The Rest. Sign a Commitment Contract. If you’re serious about improving accountability, sign a commitment contract. You can even attach a monetary amount to your contract. It was also the No.

Contract 84

Contract Drivers/motivators Represent Follow-up 84

Veloxy

JUNE 23, 2021

How to Empower, Develop, and Motivate Your Inside Sales Team. The Account Manager is responsible for checking on clients and nurturing relationships after the contract is signed. How to Empower, Develop and Motivate your Inside Sales Team. Motivate with Performance Metrics. Guide to Building an Inside Sales Team.

Inside sales 232

Inside sales CRM Sales Pipeline 232

SaaStr

JULY 25, 2022

Pricing is generally considered one of the most impactful drivers of business growth. If inflation-based increases are built into your contracts, ensure these are being upheld. You can see all Kurt’s slides here. Making pricing work for your business. Yet, most SaaS companies spend very little time on pricing decision-making.

Price 94

Price Product Drivers/motivators Contract 94

Sales Hacker

DECEMBER 6, 2019

Contract terms have value too. 2 – Consider Your Prospect’s Environment & Business Drivers. Internal and external factors influencing their decisions may include: Buying team, business challenges/goals, and individual motivators. The longer initial term (annual vs. monthly contracts, multi-year agreements).

Objection handling 95

Objection handling Negotiate Drivers/motivators Technique 95

SaaStr

MARCH 24, 2021

Contracting. If the prospect accepts, they sign a contract and the deal is won. Consider what investors will want to see from you and what will motivate your employees to stick around. Craft a proposal to share with decision-makers, which typically includes the value proposition, price information, terms, and conditions.

Process 118

Process CRM Pipeline Contract 118

Search Engine Land

MARCH 17, 2023

Source: Demand Metric Enjoy complete control over your content If you hire an agency, the amount of content they create for you depends on a contract and an agreed-upon number of content pieces produced per month or week. While this is great for many reasons, it’s not so great for flexibility. will be freelance!)

Contract 86

Contract Gambling Drivers/motivators Start-ups 86

Veloxy

FEBRUARY 15, 2024

Moreover, these podcasts delve into problem-solving methods for common challenges like contract negotiations and lead generation. They also discuss motivational and ethical selling practices, providing a comprehensive understanding of the sales process.

Gaming 233

Gaming Sell GTM Technique 233

Sales Pop!

JULY 11, 2023

This is when a company outsources supplemental business functions to a third party; in most cases, the company is located in a country where labor is more expensive, and the third party contracts with workers from a country where labor is cheaper. Instead, they can contract with overseas workers and hit the ground running.

Non-Profits 52

Non-Profits Profit margin Contract Legal 52

Martech

JANUARY 26, 2024

Short-term contracts. Personalized marketing Develop messaging that resonates with each segment’s specific needs and motivations within your ICP. The table below outlines the key differences between an ICP and a buyer persona. Sometimes, people who are not the decision-makers can get you to the actual decision-makers.

B2B 119

B2B Customers Appointment Objectives and Key Results 119