PandaDoc

MARCH 25, 2025

This means you will be working with a technical buyer who will handle the implementation, a financial buyer who wants to only know contracting details and the why, and an end user who only cares about the how. When creating enterprise contracts, I have sat down for upwards of 45 minutes just double-checking the math on the many line items.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 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. Uber drivers net an average of $25 per hour, and Lyft drivers can make up to $35 per hour , not including tolls, insurance, and other associated costs.

Contract 79

Contract Drivers/motivators Manufacturing Consult 79

PandaDoc

MAY 12, 2025

On the other end of the spectrum, some customers are more motivated by trust, identity, or emotional attachment than by cost. Price sensitivity can be driven by deeper motivations, many of which arent immediately clear or rational, and can be manipulated by applying smart branding and sales strategies to the customer journey.

Price 52

Price A/B testing Non-Profits Legal 52

Highspot

FEBRUARY 20, 2025

Product training techniques like gamification keep teams motivated. For example, a healthcare use case might highlight HIPAA compliance and patient data security, while a manufacturing scenario could emphasize supply chain optimization and real-time inventory tracking. Imagine for a moment that you are a buyer investigating a product.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Understanding the Sales Force

MAY 9, 2014

A good example of this is food manufacturers, whose salespeople create a demand with restaurants and hotels, who then purchase the food from their local distributor. They think your contract is unfair. Retailers are a great example of this channel and the work they do is marketing and display centric. They don''t accept your coaching.

Retail 91

Retail Territory Manufacturing Contract 91

Hubspot

APRIL 12, 2021

As your clients start to get more complex and their contracts become more valuable, you may notice your sales cycles lengthening and becoming more complicated in service of procuring larger, more valuable deals. That said, just because you have valuable contracts at stake doesn't mean that introducing enterprise sales is necessary.

Contract 81

Contract Sales Retail Price 81

Miller Heiman Group

SEPTEMBER 3, 2019

As the youngest baby boomers grow closer to retirement age, manufacturers will see their employee base grow to include more millennials. The 2019 World-Class Sales Practices Study found that only 39% of manufacturing organizations feel as though their talent strategy ensures they have the people capability to achieve their business goals.

Manufacturing 58

Manufacturing Contract Drivers/motivators Consult 58

ConversionXL

MARCH 19, 2020

The best drivers apply the brakes just ahead of the curve (they take out excess costs), turn hard toward the apex of the curve (identify the short list of projects that will form the next business model), and accelerate hard out of the curve (spend and hire before markets have rebounded). So don’t skimp on brand. But what else can you do?

Growth 121

Growth Non-Profits Price Promote 121

Hubspot

MARCH 2, 2018

I don't want to get stuck in a contract.". I'm locked into a contract with a competitor.". "I I don’t want to get stuck in a contract.”. A prospect with a genuine need and interest who balks at time-based contract terms is generally hesitant for cash flow reasons. I’m locked into a contract with a competitor.”.

Objection handling 101

Objection handling Contract Up-sell Prospecting 101

Hubspot

JANUARY 9, 2019

Industrial , which includes manufacturing buildings and warehouses used for research, production, storage, and product distribution. For example, listing contracts written are for X% with X% offered to the cooperating agent. The property must appraise for the agreed-upon contracted sales price in order for the lender to grant the loan.

Real Estate 101

Real Estate Negotiate Contract Commission 101

Sales Hacker

JUNE 17, 2025

They do their own general contracting. They don’t understand how to sit with the CFO and talk about rule of 40 or rule of X and gross margin and you know, the drivers of that and they don’t understand when the comp services, how it impacts that. You can actually manufacture that, right? They build data centers.

GTM 80

GTM Customers Construction X-functional 80

Sales Hacker

JANUARY 13, 2021

Enterprise original equipment manufacturer (OEM) software is when one software company (the licensor) licenses its software to another software company (the licensee). One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Understanding enterprise OEM software. OEM deal structure.

GTM 85

GTM Negotiate Profit margin Contract 85

Salesforce

JANUARY 11, 2024

Common traits of B2B sales High-cost and/or recurring contract pricing. Start by creating an ideal buyer profile for your product and explore their motivations for purchasing by talking to customers of similar businesses, and by reviewing online reports and information. B2B sales transactions can run into the millions of dollars.

B2B 59

B2B B2C Manufacturing Government 59

Hubspot

APRIL 26, 2016

My superniche education began when working for a company that made a product called a femtosecond laser for manufacturing very small parts. Believe me, it wasn't difficult to rank high for "femtosecond lasers for manufacturing." Novices and veteran workers are motivated to stay up-to-date on new developments in their fields.

Manufacturing 53

Manufacturing Education Lead generation Niche 53

Partners in Excellence

MARCH 2, 2016

For example think of Takata Airbags and the impact on automobile manufacturers, dealers, and customers. Customers simply aren’t renewing their contracts. When the contract expires, the customer doesn’t renew it. Just think about this issue from pure selfish motivations–getting PO’s.

Cross-sell 67

Cross-sell Contract Price Commission 67

The Lost Book of Sales

MAY 17, 2020

Coming to look for just a phone, did they consider they might need a new operator contract to take use of the new 4G internet function? Most of these products and services had margins of up to 90%, or included some sort of kickbacks from manufactures. Did they need additional accessories such as screen protectors or phone covers?

E-commerce 52

E-commerce Profit margin Drivers/motivators Contract 52

Hubspot

JANUARY 9, 2019

Industrial , which includes manufacturing buildings and warehouses used for research, production, storage, and product distribution. For example, listing contracts written are for X% with X% offered to the cooperating agent. The property must appraise for the agreed-upon contracted sales price in order for the lender to grant the loan.

Real Estate 78

Real Estate Negotiate Contract Commission 78

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

ConversionXL

JANUARY 11, 2013

Noritz manufactures tank less water heaters for both home and commercial use. IDEON is a contract furniture company specializing in high-quality, stylish lounge seating and tables for design-minded businesses. “Rules are the contract with the consumer. Case study #3 - Noritz. Case study #5 – IDEON.

Campaign 95

Campaign Objectives and Key Results Referrals Territory 95

ConversionXL

JUNE 2, 2022

Take Engagio (now part of Demandbase ), who manufactured individual bobblehead models of the relevant leaders at key accounts as part of their ABM strategy. This bold account-based marketing tactic helped land GumGum a contract with T-Mobile, and a fair bit of social media exposure at the same time.

Launch 100

Launch Campaign Pipeline Growth 100

Lead Fuze

OCTOBER 20, 2023

Incorporating friendly competition among team members fosters motivation while meeting their innate need for acknowledgement. Leverage game design elements in non-game contexts to motivate your team and boost quota achievement. Understand the type of rewards that would motivate your sales team. What is gamification and example?

Teamwork 52

Teamwork E-commerce Objectives and Key Results Gaming 52

TrackStreet

APRIL 23, 2024

As a legitimate business owner, whether you are a brand owner, manufacturer, or authorized reseller on Amazon, the existence of unauthorized sellers is guaranteed to negatively affect your operations and revenue stream. Grey Market Sellers.

Profit margin 52

Profit margin Manufacturing Legal Retail 52

Spiro Technologies

APRIL 12, 2023

Joe Shoemaker: Fasteners are a critical part of mostly everything that’s manufactured from the eyeglasses that you happen to be wearing to the chair that you’re sitting in, and a number of instruments and technologies that go on beyond that. At EFG, we manufacture specialty fasteners. So, it’s different. Adam Honig: Gotcha.

E-commerce 52

E-commerce Manufacturing Education Cross-sell 52

Spiro Technologies

APRIL 12, 2023

Joe Shoemaker: Fasteners are a critical part of mostly everything that’s manufactured from the eyeglasses that you happen to be wearing to the chair that you’re sitting in, and a number of instruments and technologies that go on beyond that. At EFG, we manufacture specialty fasteners. So, it’s different. Adam Honig: Gotcha.

E-commerce 52

E-commerce Manufacturing Customers Education 52

Lead Fuze

JANUARY 1, 2022

OEM licenses are larger than direct to end-user contracts because the licensee is usually pushing out software to their entire customer base or a large portion of it. One OEM contract can give thousands or tens of thousands access to licensors software. Licensing OEM software Sellers. New OEM Software Structure. Exclusivity.

Negotiate 52

Negotiate Profit margin Contract Price 52

SalesLoft

JUNE 20, 2019

What can Toyota Lean Manufacturing teach us about sales performance? So it wasn’t even like I could negotiate on contract, my price is my price. I remember walking into my boss’ office, dropping three huge contracts on this table, and saying, ‘See? That’s one motivation.

Territory 63

Territory Sales Construction Up-sell 63

SaaStr

OCTOBER 15, 2019

So what we do is we help manufacturing and industrial companies comply with environmental regulations using our software platform. So basically we give them all the tools they need to prevent pollution, but they’re motivated by they want to avoid lawsuits and not get fined by the EPA. Lauren A.: Lauren A.:

Pipeline 79

Pipeline Manufacturing Up-sell Cross-sell 79

Salesforce

NOVEMBER 9, 2023

Forecasting lets leaders set realistic sales targets, create attainable and motivating quotas for sales reps, and gauge expected revenue, aiding in budgeting and spending decisions for the whole company. In the case of a car manufacturer, cars take a long time to build. Why is sales forecasting important?

CRM 59

CRM Territory Manufacturing Pipeline 59

Spiro Technologies

FEBRUARY 13, 2023

Instead, today we’re talking to Matthew Wanasz, the Chief Operating Officer at Wanco, which is maybe the best manufacturer of high-quality and easy-to-use highway safety and traffic control products. Matthew Wanasz: Sure, we’re a manufacturing company first. Welcome to the show Matthew. Definitely. Adam Honig: Gotcha.

Customers 52

Customers Construction Manufacturing Government 52

Spiro Technologies

FEBRUARY 13, 2023

Instead, today we’re talking to Matthew Wanasz, the Chief Operating Officer at Wanco, which is maybe the best manufacturer of high-quality and easy-to-use highway safety and traffic control products. Matthew Wanasz: Sure, we’re a manufacturing company first. Welcome to the show Matthew. Definitely. Adam Honig: Gotcha.

Customers 52

Customers Construction Manufacturing Government 52

Sales Hacker

APRIL 1, 2025

We moved into technology and manufacturing, and today we just, uh, we did a press release earlier this week around some of the momentum we have, but really good strength in the technology industry, manufacturing, and as I said, banking. I mean, you wanna talk about any reason to back out of the contract the reason why it happened?

GTM 62

GTM Up-sell Start-ups Gaming 62

SBI

SEPTEMBER 9, 2020

When he came to town, I took the opportunity to bring him along on an important sales call with a large defense manufacturer. They were motivated to set up an offshore function to their firm. We would sub-contract and pay the sub contractors when we got paid. I was a young-buck salesperson and he was my bosses, boss.

Commission 48

Commission Hospitality Cold Call Start-ups 48

SaaStr

AUGUST 7, 2020

If you look the very low end adjacent to like bill.com that used to have any payments revenue and then it became one of their key drivers of growth. Jason Lemkin: If you look at what’s happened with Shopify, how big payments have gone there. What do you see a few years out here in the enterprise? How core is this?

Price 72

Price Retail X-functional Healthcare 72

Martech

JANUARY 26, 2024

Sectors like software development and IT services, fintech, ads and marketing, hardware manufacturing, construction and health care. Short-term contracts. A client wants to target a nationwide manufacturer. The table below outlines the key differences between an ICP and a buyer persona. Even closed-won deals can go wrong.

B2B 126

B2B Customers Appointment Objectives and Key Results 126

ConversionXL

APRIL 24, 2019

A mid-season trade for a player in the final year of a contract provides a short-term roster boost. But it delivers year after year of new talent—talent that’s under contract for years to come. When it comes to low-cost production, examples often focus on manufacturing and supply chain management.

Hospitality 122

Hospitality Non-Profits Networking Electricity 122

Sales Hacker

OCTOBER 27, 2020

Jim is a motivating sales leader with demonstrated success in generating organic revenue across the media, SaaS finance, and mobile industries. If you understand what one body can produce and start manufacturing how to get to that number appropriately, meaning you have to allow SDRs, account executives, AMs time to ramp.

Contract 95

Contract Sales Pipeline Promote 95

Hubspot

AUGUST 21, 2023

It’s critical to learn who these people are, what motivates them, and what their problems are, as they will be the ones to put your product on the map. Renewal (Optional): Your customer renews their contract or subscription. They are also often less motivated to sell than your own sales team would be.

Go To Market 69

Go To Market Process GTM Launch 69