Salesforce

JULY 28, 2022

To ensure your company is recession ready, develop a game plan for your sales organization that focuses on investments in tools, training, and effective sales tactics. Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. Speed up rep success.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Lead Fuze

MAY 26, 2023

LeadFuze, our very own lead generation software, can be a game-changer when it comes to acquiring new clients. Subheader 1: Attending Industry Conferences & Trade Shows for Networking Opportunities Start by attending relevant conferences and trade shows where you can meet potential clients, partners, and influencers in person.

Niche 98

Niche Finance Negotiate Technique 98

Veloxy

AUGUST 31, 2023

From long-lasting client relationships to face-to-face meetings , field reps can make all the difference in innovation by continually supporting customer needs. If you’ve been meeting quota attainment for the past few months in a row, then you’re clearly underplaying your real potential.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Highspot

JUNE 22, 2021

With so much to learn and little time to learn it, how can salespeople ensure they are always at the top of their game? What objectives or steps are you taking to meet these goals? In stakeholder meetings, look for someone who is well-regarded by their peers and who is active in the conversation. Negotiate Live.

Technique 82

Technique Negotiate Cross-sell Sales 82

Lead Fuze

JUNE 22, 2023

They identify suitable influencers based on brand requirements, manage collaborations, track campaign performance, and ensure that both parties meet their obligations. Moreover, they also provide assistance in negotiating contracts with these influencers ensuring a win-win situation for both parties involved.

E-commerce 40

E-commerce Objectives and Key Results Niche Negotiate 40

Gong.io

JULY 7, 2022

In fact, given the tendency for technology to make sales even more of a number’s game, Sandler’s method may be even more effective now than it was when it was first created. No one likes to feel sold to or taken advantage of, so prospects put up barricades, come up with excuses, negotiate hard on price and scope out alternatives.

Sell 118

Sell Objectives and Key Results Technique Consult 118

Lead Fuze

JANUARY 1, 2022

This article is intended for those who want to learn more about how companies can negotiate with their technology providers. 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. Licensing OEM software Sellers. Exclusivity.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Sales Hacker

FEBRUARY 2, 2021

This will give you the annual contract value. Contract Size: 5 years, high six figures. Length of Negotiation: 1 Month. Momentum Point: When we decided together to avoid the negotiation game and shake hands on the deal after our third on-site visit. Value theory. Number of Touches: 45 touches.

Niche 96

Niche Closing Process Government 96

Sales Hacker

OCTOBER 22, 2017

From meeting clients and gathering referrals to soliciting advice and achieving team objectives, relationship-building skills enable a salesperson to accomplish tasks easier and make better-informed decisions. Sales teams follow a game plan that assigns different roles and require different outcomes from members. Contract Negotiation.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

Sales Hacker

JULY 21, 2021

This is what you might say when you finish a meeting and need to schedule another meeting…to talk about what happened at the first meeting. What can I do to move the needle on this negotiation?”. This phrase can be a veiled way for a rep to say “please just tell me what you want so we can sign this contract.”

X-functional 125

X-functional Sales Strategize Cold Call 125

Martech

OCTOBER 23, 2023

21) CEO of the privacy-focused search engine and internet browser company, Gabriel Weinberg, testified that his company had attempted to negotiate deals to become the default search engine on some products. It’s a hard game to make any breakthroughs, but no one can accuse us of not being persistent.” Pitching Bing to Apple (Oct.

Trust 88

Trust Objectives and Key Results Engineering Negotiate 88

Hubspot

DECEMBER 28, 2017

Many salespeople treat the negotiation like a zero-sum game. This mentality erodes trust and forces your negotiation partner to act selfishly. Don’t disappear from the customer’s life as soon as they sign the contract -- unless you want them to assume you’re only interested in their checkbook and not their success.

Sell 99

Sell Cross-sell Negotiate Technique 99

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. But when companies grow to 1,000+ employees and hire data science teams for analytics and insights across all business functions, the game changes. For people, it’s important that they can actually meet their goals and deadlines. Pricing/Packaging.

Sell 52

Sell Account management Contract Price 52

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. But when companies grow to 1,000+ employees and hire data science teams for analytics and insights across all business functions, the game changes. For people, it’s important that they can actually meet their goals and deadlines. Pricing/Packaging.

Product 40

Product Account management Contract Price 40

Search Engine Land

JUNE 26, 2023

Think about it this way: by nailing the technology procurement game, companies can ensure they’re getting the gadgets, software, and IT support that fit like a glove. Proposal evaluation and selection : Evaluate received proposals and choose the most suitable vendor(s) for further negotiation.

Process 109

Process Negotiate Contract Legal 109

Hubspot

FEBRUARY 27, 2016

Every Friday, our team comes together for a weekly reflections meeting. Be sure your contracts and documentation tackle as many of these project unknowns as possible. Once that initial contract is inked, it's tempting to pop the champagne and call it a day. Repeat those expectations, and repeat the plan for meeting them.

Negotiate 52

Negotiate Contract Pipeline Clients 52

Lead Fuze

JUNE 27, 2023

Gaining the necessary permits to legitimize your activities and ensure you are meeting all relevant laws set by local, state, and federal governments is an important step in launching any business. Talent Management: Guide artists’ careers strategically while negotiating contracts on their behalf.

Promote 52

Promote Price Pitch Drivers/motivators 52

Lead Fuze

AUGUST 12, 2021

Episode 50: Negotiating as if Your Life Depended on It: How to Apply FBI Tactics in Sales – with Chris Voss. Episode 48: Stu Heinecke on How to Get a Meeting with Anyone. It’s through his genuine desire to improve his abilities that bring listeners relevant and useful conversations that will improve anyone’s game.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

Sales Hacker

MAY 8, 2020

In all of the companies that I’ve ever worked in, the target for the year has never been something that is negotiated, it’s always given to us. And, they would do a multiyear agreement with us to work together for a number of years, and then we would renew that contract from time to time.

Consult 61

Consult Contract Closing Up-sell 61

SaaStr

MAY 8, 2020

How are your meetings progressing, who are they progressing with, are the right stakeholders in the room, what’s the next action step, how fast is the next followup meeting getting scheduled, how are pilots going, and what else can we be doing to get our clients onboarded as soon as possible?

Cross-sell 72

Cross-sell Contract Start-ups Up-sell 72

Sales Hacker

JANUARY 13, 2021

OEM licenses are significantly larger deal sizes than direct to end-user contracts because the licensee is usually pushing out the software to their entire customer base or a large portion of their customer base. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Exclusivity.

GTM 74

GTM Negotiate Profit margin Contract 74

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam’s Corner [28:45]. Show Introduction [00:10]. What is LinkSquares?

Contract 108

Contract X-functional Objectives and Key Results Legal 108

PandaDoc

NOVEMBER 2, 2022

At PandaDoc , we’re all about helping you level up your communications game. After that, the negotiation process becomes a breeze, and adjusting your rates or your offer is much easier than sending back and forth heavy PDF files. Salesforce ). Do B2B cold emails work?

Objectives and Key Results 97

Objectives and Key Results Negotiate Contract Follow-up 97

Martech

JULY 22, 2021

Industry surveys over multiple decades have repeatedly shown that more than half of technology projects fail to meet their objectives — or just fail outright. Negotiate early and often. Most customers don’t start to negotiate fees and terms until they have chosen a vendor. They are experts at this game.

Negotiate 119

Negotiate Contract Technology Technology 119

Outreach

MAY 1, 2018

I think all Account Executives could take a few tips from the grind of being a BDR to become a meetings master, take a more data-driven approach to hitting their numbers, and tie their day together more efficiently in Outreach. Becoming a meeting master. Sorry, we’re prepping for our board meeting at that time. No can do, Kate.

Meeting 78

Meeting Negotiate Contract Launch 78

Hubspot

APRIL 6, 2018

You can close deals faster by sending your prospects three versions of the contract rather than two. Include a link to your calendar to avoid the annoying back-and-forth of finding a time to meet. Jeff Kalter says , "A baseball team won’t win the game if they only try to hit the ball once. The same is true for you.

Objectives and Key Results 101

Objectives and Key Results Negotiate Sales Contract 101

Heinz Marketing

OCTOBER 22, 2018

Tracy: We got 40 yard line tickets for the game on Saturday. We’re leaving the Gartner Conference, popping home, packing a bag, and then going back to the game. Paul: What time should I meet you there. We’re gonna meet out in the parking lot there, a little tailgate, maybe? Paul: I knew there was something.

Pipeline 63

Pipeline Campaign Sales Contract 63

SaaStr

AUGUST 9, 2019

” Then driving that through the sales process and constantly coming back to that, that as we architect a solution, as we think about how we’re going to, which of our packages are you going to select, how are you going to integrate them, et cetera, constantly coming back to, are they going to meet the objectives of those KPIs?

Finance 54

Finance X-functional CRM Engineering 54

Sales Hacker

APRIL 25, 2019

And while strategy is incredibly important, considering the cost of every piece of that strategy can be a game-changer to your bottom line. And depending on the details of your contract, you could get a lot more for each dollar you spend. But there is one universal truth for every B2B company: more meetings = more sales.

Profit margin 76

Profit margin Sales Quota Pipeline 76

Sales Hacker

FEBRUARY 22, 2019

Do you separate Discovery and the Demo into two meetings, or just do one Disco-Demo call? If you’ve done the post-Discovery transition well, there should be new stakeholders in this meeting. Instead, circle back to the contract you used to start the meeting. But what’s the ideal sequence? Show your face(s).

Sales 64

Sales Pitch Start-ups Follow-up 64

SaaStr

OCTOBER 17, 2019

So in no time, engineers build a small prototype based on open source and we negotiated with a network provider to build like an any cast network with our 12 region to redirect the traffic to our custom built DNS we’ve based on open source software. So we have contracted with them and they give us a lot of advantage of learnings.

Engineering 51

Engineering Territory Contract Launch 51

SaaStr

AUGUST 27, 2019

I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. Either work or not work. Sanj Sanampudi: Great. You’re doing something that is brand new. So Michaela?

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

Gong.io

FEBRUARY 9, 2019

Starting Meetings 3. Or making hundreds of dials a day hoping that someone agrees to meet with you. It’s more than a mindless numbers game. It’s PACKED with useful sales tips that will help you book more meetings: 1. The next time you meet someone new, see if they introduce themselves by stating their full name.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

SaaStr

JULY 26, 2019

Are they seeing value where they want to lock in for longer term contracts and be with you for the long haul? It’s just a good negotiation is ask for a lot for it because discounting and revenue are just really important. The second thing that we do is, we have a goal every quarter of we set a new minimum contract floor.

Contract 58

Contract Start-ups Up-sell Growth 58

SaaStr

APRIL 16, 2023

It got you back in the game this hyper growth. I know, because we were working on a game, we started our company in the beginning of 2009, and we completely missed the boat. He also had background doing consumer stuff in the games world. Any particular insights on why that is? It’s the convergence that David talked about.

Start-ups 135

Start-ups Real Estate Product Networking 135

Hubspot

AUGUST 21, 2023

In the 1980s, decades before Steve Jobs launched the game-changing iPhone, he led one of Apple’s biggest flops: the Apple Lisa computer. Negotiation: Both sales reps and decision-makers discuss pricing details and feature needs. Renewal (Optional): Your customer renews their contract or subscription. Take Apple, for example.

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

MAY 27, 2020

So people were paying people to take their futures contracts. That means specifically they’re going to cancel contracts. The reason for that is most people have annual contracts and they haven’t come up for renewal yet. But the thing that I would really focus on is price reduction and harder term negotiations.

Finance 79

Finance Government Price Contract 79