Highspot

FEBRUARY 20, 2025

Product training techniques like gamification keep teams motivated. This level of expertise allows well-trained reps to pivot on the fly, tailoring their pitch to different buyer needs. Up-to-date, ongoing training also helps consistently spread brand awareness through all external materials and pitch decks.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Salesforce

MARCH 7, 2024

To successfully negotiate a contract in today’s sales climate, you need to prioritize relationship building over persuasion, practice active listening, and empathize with your customers’ challenges. What you’ll learn: What is contract negotiation? Why is contract negotiation important?

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

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

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 123

Engineering Objectives and Key Results Drivers/motivators Teamwork 123

Hubspot

DECEMBER 8, 2017

AutoPoint Driver Connect. No need to pull out your laptop to work on your pitch deck. When a prospect is ready to commit to a contract, a rep is going to get them to sign, come hell or high water. 26) AutoPoint Driver Connect. Instead of hailing a taxi, use Uber or Lyft to summon a driver to your exact location.

Drivers/motivators 101

Drivers/motivators CRM Price Sales 101

Sales Hacker

OCTOBER 22, 2017

Any sales professional who go to the field without having an intimate knowledge of the features, benefits, and weaknesses of their product will have a hard time creating effective pitches and connecting customer needs to the best solutions available. phone calls, presentations, pitches, etc.) Contract Negotiation.

Negotiate 106

Negotiate Teamwork Referrals Relationship building 106

Sales Hacker

DECEMBER 10, 2020

There are a few common drivers for businesses and individuals requesting a service. Just like in a sales pitch , you need to consider the goal of the reader when writing sales copy. If you can do this well, there’s a good chance you’ll convince the lead to sign a contract. 3 Discuss Their Goals, Not Your Services. Testimonials.

Niche 124

Niche Contract Price Sales 124

SaaStr

MAY 25, 2020

In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “E contract” — Julie Grieve, CEO CritonHQ. “Understand the “personal/professional” win or motivation for every stakeholder… and align messaging accordingly.

Closing 136

Closing Process Contract Price 136

Hubspot

AUGUST 25, 2022

When your conversion rate was highest, what was the pitch you used? They’re under contract with another vendor. Creating a pitch deck? Not only will this keep your spirits up, but focusing on activities that you thrive at will provide a boost of confidence and reignite momentum when your sales motivation is low.

Cold Call 88

Cold Call Drivers/motivators Pitch Sales 88

Sales Hacker

DECEMBER 20, 2018

Movies like Thank You for Smoking and Wolf of Wall Street portray top performers as innately talented artists, but we all know that it takes more than a great pitch to hit your number. 79% of sales executives say a leading driver of hitting new targets is improving the productivity of existing sales reps. What is Sales Productivity?

Product 109

Product Tradeshows Appointment CRM 109

Sales Hacker

AUGUST 21, 2019

That makes your pitch personal. Imagine how motivated your team would be if you could get this tool for them.”. Contract – Using “contract” in sales dialogue lowers close rates by as much as 7%. It also makes your product “a necessary step in achieving those benefits.”.

Contract 105

Contract Up-sell Prospecting High impact 105

SaaStr

NOVEMBER 11, 2020

With that came the enormous burden of a contract and that dreaded lock-in period. It can be best described as an end-user focused model that relies on product features and usage as the primary drivers of customer acquisition, retention, and expansion. Gone are the days when software was thrusted from the C-Level down to practitioners.

Growth 91

Growth Product Drivers/motivators Sales 91

Gong.io

MAY 31, 2021

Contracting. Contracting Process. A clear-cut contracting process eliminates (or at least minimizes) the Wild Wild West of Deal Making. A clear-cut contracting process eliminates (or at least minimizes) the Wild Wild West of Deal Making. Messaging: Deliver the perfect sales pitch. And that’s hard to replicate.

Territory 118

Territory Objectives and Key Results Contract Price 118

Score More Sales

SEPTEMBER 26, 2014

Some have initiated ideas, others are in a contract and not looking yet – how could you possibly say the same thing to people in those two scenarios and have it make sense? Motivate to Act. Look for a follow-up article on those six pillars of the perfect pitch. Based on geography and industry, buyers vary as well.

Sell 90

Sell Objection handling Pitch Sales 90

Sales Hacker

FEBRUARY 2, 2021

It entails carrying out research and gathering vital information regarding your customer so that you can make a good pitch guaranteed to close the deal. This information will help you when coming up with the perfect sales pitch that will appeal to your prospect and sell the value of whatever product/ service you might offer.

Sales 111

Sales Cross-sell Pipeline Negotiate 111

Sales Hacker

SEPTEMBER 11, 2020

Understanding the motivation for the founder(s) and investor(s) is very important. With that being said, stop using your standard pitch decks. Align your pitch to how you can help them achieve their company vision in the long term and their departmental OKRs in the short term. – Marcus Lo, Head of Finance, Crunchbase.

Sell 100

Sell Minimum Viable Product Objectives and Key Results Cross-sell 100

Hubspot

MAY 5, 2025

Then, why should a prospect trust a sales rep who pitches a solution before understanding their real problem? In every single one, the rep jumped straight into pitching after the first problem surfaced. Instead of asking what better means or why their current approach isnt working, the rep immediately pitches their tool as the fix.

Objectives and Key Results 74

Objectives and Key Results Pitch Trust Follow-up 74

Gong.io

JULY 25, 2022

One answer to this question is the Sandler pain funnel, a method of establishing need and urgency with prospects that feels more like a consultative interview than it does a sales pitch. Upfront contract. What exactly is the Sandler pain funnel? The Sandler sales process is broken down into seven core stages: Bonding and rapport.

Consult 117

Consult Up-sell Pitch Follow-up 117

Sales Hacker

APRIL 17, 2019

No need to pull out your laptop to work on your pitch deck. When a prospect is ready to commit to a contract, a rep is going to get them to sign, come hell or high water. AutoPoint Driver Connect. SpotHero enables drivers to search for a spot near their destination and book it in advance of their arrival. Price: Free.

Drivers/motivators 111

Drivers/motivators Price Teamwork CRM 111

Hubspot

APRIL 6, 2018

You can close deals faster by sending your prospects three versions of the contract rather than two. Don’t try and use your work with your prospects' competitors as a pitch; after all, they want to be better than the other companies in their space, not exactly the same. Listen to an energizing song before you make calls.

Objectives and Key Results 101

Objectives and Key Results Sales Negotiate Contract 101

ConversionXL

JANUARY 23, 2019

Anchoring is often used in pricing pages that pitch several options, with the highest option serving as an “anchor” to make the others seem more reasonable: For price increases, the anchor is the past price. Current leads are motivated to purchase now. Every proposed price increase is relative to the old one. See Step 4.).

Price 121

Price Customers Contract Clients 121

Sales Hacker

DECEMBER 21, 2017

Contract Lifecycle Management. Contract Management. Contract Lifecycle Management. Customer contract life cycle management. Lead Response Time is the time it takes before leads respond positively to a pitch or call to action. Key Insight #3 – Sales ops can drive sales team team efficiency and motivation.

Territory 105

Territory Non-Profits Contract Quota 105

Veloxy

MAY 30, 2024

This means using contractions, asking questions, and using simple, straightforward language. It also makes our message feel less like a sales pitch and more like a genuine attempt to help. Having clear benchmarks and goals helps us stay focused and motivated.

Objectives and Key Results 246

Objectives and Key Results Cold Call Click Through Rate Technique 246

Hubspot

JUNE 14, 2021

The Small Business Administration's 8(a) Business Development program : The federal government committed to awarding five percent of all federal contracting dollars to small disadvantaged businesses with an 8(a) designation each year. Indulge in Motivational Tips from Other Minority Founders.

Government 100

Government Agriculture Territory Finance 100

Hubspot

MARCH 6, 2018

Working backward might look something like this: One week of deliberation before a signed contract. Once you understand your sales process, you can dig deeper to understand the subtle motivations and pain points that drove each deal to close. When you made your pitch, was the answer an immediate "yes? " One discovery call.

Process 101

Process Objectives and Key Results Sales Negotiate 101

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 Prospecting Up-sell 101

CloserIQ

FEBRUARY 13, 2019

A candidate who didn’t put effort into researching your company isn’t likely to be highly motivated as a sales professional. 6) Do a mock pitch. This will serve as an extended job interview wherein both the employer and the candidate can assess if the fit is right before fully committing to a contract.

Commission 96

Commission Sales Contract Quota 96

Hubspot

JANUARY 18, 2017

Concerns about coming off as too pushy or sales-y can cause you to miss out on potentially lucrative opportunities to provide additional value, extend existing contracts, and deepen client relationships. Just make sure you pitch new services as ideas , not just upgrades or additional costs without context.

Niche 78

Niche Networking Clients Drivers/motivators 78

Smarter With Gartner

JULY 2, 2021

To start, you should pitch the idea to five or more people within your professional network. For most technology product ideas, there are not many other companies (if any) with the skills, resources and motivation to copy the idea and release it first. This type of validation need not be time-consuming or expensive.

Product 82

Product Minimum Viable Product Drivers/motivators Technology 82

PandaDoc

AUGUST 22, 2024

To ensure that contracts are processed quickly and securely, your team can use real-time collaboration tools and e-signature features. Empower your team Another driver behind an organization’s success is when a team feels like they are decision-makers themselves.

Contract 52

Contract Cross-sell Legal Drivers/motivators 52

Hubspot

MARCH 5, 2012

You may be able to rattle off to a potential customer exactly why they should buy your product, but to be able to answer questions thoroughly, limit distractions, and draw up contracts, you'll need a quiet space and some privacy. 2) Refine Your 30-Second Pitch.

Appointment 78

Appointment Pitch Sales Up-sell 78

Sales Hacker

JANUARY 9, 2023

Most small business brands aren’t very well known — which makes it hard to use current customer success as a proof point when pitching a new client. Offer monthly contracts instead of annual. Changes to contract terms, pricing structure, etc. Drawbacks of selling to SMB. Fewer impressive logos. Smaller deals = less money.

Referrals 103

Referrals Sales Up-sell Contract 103

Hubspot

APRIL 27, 2023

While it is important for account executives to have great communication skills — verbal and written — they also need to know how to negotiate new contracts and renew existing contracts. Post-sales account managers also work to renew client contracts and upsell existing contracts.

Account management 88

Account management Commission Contract Sales 88

Hubspot

OCTOBER 2, 2023

Sending an outreach message solely focused on your product is essentially the same thing — you’re asking the buyer to pause their work so they can read your sales pitch. Did you get a chance to review the contract?” How to Fix This Message Of course, sometimes you need to jog the buyer’s memory or motivate them to reply.

Objectives and Key Results 85

Objectives and Key Results Cross-sell Territory Contract 85

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). Can you re-negotiate agreements into annual contracts?

Growth 121

Growth Non-Profits Price Promote 121

Hubspot

OCTOBER 18, 2018

Literary agents typically work with authors to pitch and secure contracts with publishers. Outside of making sales, literary authors connect their client’s work to publishers, negotiate contracts, ensure royalty payments, mitigate problems, and provide invaluable guidance and mentorship throughout the publishing process.

Contract 78

Contract Retail Pitch Non-Profits 78

Hubspot

DECEMBER 28, 2021

Use cold outreach and lead with a generic elevator pitch to qualify on budget. Deliver the same presentation every time and offer discounts to motivate buyers to purchase on their timeline. Inbound Sales leaves behind the tradition of cold calling and leaving voicemails with generic elevator pitches. Inbound Salespeople.

Sales 83

Sales Pitch Presentation Cold Call 83