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. The process evaluates potential SEO service providers based on their expertise, track record, pricing, and contractual terms.

Process 108

Process Negotiate Contract Legal 108

SaaStr

NOVEMBER 8, 2022

Well let me just step back with my learnings as you do your own planning: First, assuming you are growing > 80% YoY or so, have a lot of pre-paid annual contracts, … you should be able to be cash-flow positive almost no matter what somewhere around $5-$8m in ARR. Raise prices tomorrow. 18 in marketing? Get your ACVs up.

Quota 111

Quota Contract Price Growth 111

SaaStr

APRIL 8, 2020

Pressure tactics, exploding discounts, 48-hour trials that end on you, us-vs-them pricing, are all still alive and well. Make pricing < $50,000 at least as simple and transparent as possible. Your customers should know pricing isn’t a rip-off. And price it that way. Such is the way as you grow. Especially now.

Product 133

Product Contract Construction Negotiate 133

SaaStr

JULY 17, 2023

I’m already stuck in another long-term contract. But sometimes, a 15 month deal for price of 12, or an agreement to not start billing until the product is rolled out can really help get a deal signed now vs. later. It’s much more than the money and the contract. Too many reps do too many lame cadences and break things.

Contract 84

Contract Pitch Gaming Start-ups 84

PandaDoc

MARCH 26, 2024

Imagine you’re playing a video game where your goal is to guide a character through different levels until they reach the final stage. Even if pricing information is publicly available on your website, your salespeople will still need to create a proposal that’s tailored to your leads’ needs.

Pipeline 52

Pipeline Contract CRM Customer Relationship Management 52

SaaStr

JANUARY 11, 2024

Every month, the meal kit, the clothing, the game subscription, the video subscription almost has to be better than the month before. Customers often sign 3+ year contracts, and architect their entire business processes around ServiceNow. Raising prices and making threats at renewals helped a bit in 2023. But in SaaS?

Product 106

Product Growth B2C Contract 106

Sales Pop!

MAY 21, 2024

Enter cloud computing, a game-changer for mobile productivity. And with the assistance of Plano MSPs or those in other locations, mobile sales reps can securely access and update customer records, product catalogs, and pricing information from their devices, no matter where they are.

Sales 52

Sales Legal Customer Relationship Management CRM 52

ClickFunnels

OCTOBER 12, 2021

The price itself also varies depending on the business type, company size, industry, and other factors that affect the cost per lead metric. What matters, though, isn’t the price tag itself, but whether the lead generation agency can bring in leads at a cost that allows you to stay profitable. It depends. And that costs money.

Lead generation 244

Lead generation Contact Contract Price 244

Salesforce

FEBRUARY 26, 2024

It’s a total game-changer for your company. Get the purchase order and contract terms for the subscription. Find out if pricing or contract terms have changed. An AI copilot changes the game. AI copilots are also a game-changer for retail teams. Tell me more Don’t know how to move a deal forward?

Retail 89

Retail CRM Contract Gaming 89

Closing Bigger

DECEMBER 14, 2022

3) Improve your lead nurturing game More contact More variety Better context Better timing More relationship More discrimination 4) Expand while your competitors and contracting. Your competitors are hunkering down and hatching, take advantage of this. Your competitors are hunkering down and hatching, take advantage of this. *

B2B 52

B2B Contract Finance Territory 52

Closing Bigger

DECEMBER 14, 2022

3) Improve your lead nurturing game. 4) Expand while your competitors and contracting. Do your price, quality, function grid. 3) Improve your lead nurturing game. 4) Expand while your competitors and contracting. Do your price, quality, function grid. Your existing client needs have changed. More contact.

B2B 52

B2B Contract Finance Territory 52

SaaStr

APRIL 27, 2022

It’s a process that demands more than a game-changing product, as it takes having the right talent on your team and a consistent vision that drives all aspects of your business. It wasn’t until we were signing large contracts that we realize just how big our opportunities were. We didn’t play the game of competing on price. “As

CRM 92

CRM Price Contract Gaming 92

SaaStr

MAY 27, 2021

And the small the price per month, the more practical is it to put it on a credit card. The folks that care about price will take it. The folks that care about price will take it. For larger customers, make annual contracts the default, once you’ve gotten a few under your belt. Better to just close them.

Contract 66

Contract Customers Commission Price 66

Hubspot

JULY 24, 2020

Pricing Models. Every company needs a pricing model in order to charge for their services, and agencies are no exception. Pricing models are determined by the agency and should reflect the value of the services offered, as well as industry standards. This pricing model is determined after a project's completion.

Contract 96

Contract Price Referrals Campaign 96

Sales Hacker

APRIL 15, 2021

One of my wife’s work colleagues challenged me to a game of chess. Rave to them about how much your product will help them and how great it is only to tell them that they’re going to have to sign a contract and commit to a 365-day contract before logging in even once. explains pricing }}. That place is stunning).

A/B testing 138

A/B testing Contract Sales Closing 138

SaaStr

JULY 13, 2023

NRR is the NorthStar metric in SaaS, but we all agreed it can be gamed, to some extent. Price raises can increase NRR, without adding value. Long-term contracts can boost NRR, without adding long term value. #6. GRR is as important as NRR, but what’s most important there is that it doesn’t go down.

Cross-sell 74

Cross-sell Contract Gaming Up-sell 74

Hubspot

MARCH 25, 2024

That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby. She says, "In my experience, the most difficult prospects to deal with are the tire-kickers — those who seem interested but never actually commit or sign a contract. How to Handle Them: Shift the focus from price to value.

Prospecting 73

Prospecting Price Presentation Pipeline 73

Partners in Excellence

MARCH 3, 2023

We can look at the average purchase price, if you sell products that are purchased outright. It could be lifetime contract value. For example, mixing ARR and revenue from Professional Services in the same pipeline can produce some misleading insights and gaming from the seller. It could be bookings or revenue.

Pipeline 110

Pipeline Sales Contract Price 110

Salesforce

MARCH 13, 2023

It’s also why using conversational intelligence has been a game-changer. Then, artificial intelligence (AI) finds key moments and brings them to our attention: the competitors being mentioned, how customers are responding to pricing, and the questions that come up again and again. How does it work?

Manufacturing 98

Manufacturing Cold Call Sales Contract 98

Anthony Cole Training

SEPTEMBER 2, 2014

We were at my brother Ray’s football game and so I went to the concession stand, looked at the prices of candy and bought 5 – yes, count them – 5 Three Musketeers candy bars. This made me think of business and sales and pricing and competition and, somehow, I ended up thinking about this. He gave me the quarter.

Customers 191

Customers Price Contract Sales 191

PandaDoc

DECEMBER 22, 2022

There are tons of memes showing the huge difference between client price expectations and the budgets they really have. A dragon from “Game of Thrones” vs. The Lonely T-Rex. As a result, such activities have no established prices. See also: How to present your pricing to clients — and have them say “yes”.

Clients 52

Clients Negotiate Contract Legal 52

Search Engine Land

DECEMBER 4, 2023

Hollywood writers negotiated new contracts to continue earning a living when genAI could use their ideas to create new plot twists. For PPC marketers, ChatGPT also unlocked game-changing potential. Reduced pricing for GPT OpenAI also reduced pricing across the board.

Objectives and Key Results 115

Objectives and Key Results Campaign Launch Strategize 115

ClickFunnels

SEPTEMBER 27, 2021

For example: Brett Cenkus is the founding partner of Cenkus Law, PC a business law firm specializing in mergers and acquisitions, capital raising, and contracts. Keep in mind that networking is a long game. Why go to someone else when you are not only trustworthy but also offer a better price? His YouTube channel has 16.5k

Referrals 237

Referrals Legal Lead generation Non-Profits 237

Sales Hacker

JANUARY 9, 2023

But if you’re like I was and are wondering why your tech company is getting into the car rental game, here’s a quick rundown. Offer monthly contracts instead of annual. Changes to contract terms, pricing structure, etc. They will pay a premium price for a premium solution to their needs. Lower the risk. Need ideas?

Referrals 92

Referrals Contract Sales Up-sell 92

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.

Cross-sell 98

Cross-sell GTM Quota Contract 98

PandaDoc

MAY 9, 2024

Competitions can bring fun and games into your sales department. They’re like a game and can encourage friendly competition among your sales agents. Usually, a percentage of the sales price or profit margin. Usually part of a structured compensation plan and included in an employee’s contract. Less flexible.

Drivers/motivators 52

Drivers/motivators Commission Objectives and Key Results Launch 52

PandaDoc

APRIL 6, 2021

As a sales enablement platform, GetAccept is focused on helping you manage your entire contract workflow, from first draft to final signature. As a result, while GetAccept offers far more than digital signatures, this functionality also comes with a much higher price tag than DocuSign. Price & transaction limits.

Contract 52

Contract Price Account management Process 52

PandaDoc

APRIL 6, 2021

As a sales enablement platform, GetAccept is focused on helping you manage your entire contract workflow, from first draft to final signature. As a result, while GetAccept offers far more than digital signatures, this functionality also comes with a much higher price tag than DocuSign. Price & transaction limits.

Contract 52

Contract Price Account management Process 52

Heinz Marketing

DECEMBER 9, 2020

I am sure those who purchased Zoom Stock back in 2019 are very thankful for 2020 and enjoying the over 600% increase in its stock price! Since March, we go out on walks and neighborhood bike rides in the evenings and play board games every night with the kiddos. They were working just as hard before, as well.

Territory 141

Territory Contract Campaign Clients 141

SaaStr

OCTOBER 16, 2020

“The winner of the game is the player who makes the next-to-last mistake” -Savielly Tartakover. As long as you don’t make the final and fatal mistake, you’ll win the game. When you bootstrap, you don’t have enough money to throw a mistake to completely ruin your company. . Key Takeaways: Embrace your constraints .

Real Estate 89

Real Estate Contract Gaming Engineering 89

Martech

APRIL 7, 2023

J : Judging the situation to create the right game plan for each customer First, as marketers, we need to know the pipeline and the best opportunities as well as our sales colleagues. Adapt contracts that include services, incentives, and/or safety-net clauses to take FOMU points off the table.

B2B 115

B2B Customers GTM Pipeline 115

SaaStr

FEBRUARY 15, 2021

Simplify to a 1 page contract. Make pricing simple. Let them focus on helping prospects, not gaming deal sizes. They can watch the trained folks present, and importantly, hear prospect questions on the webinar after. Simplify your sales process. This isn’t magic, but it can help. Try these 5 tips.

Quota 135

Quota Contract Prospecting Pipeline 135

Salesforce

SEPTEMBER 19, 2023

A prospect lingering in the negotiation stage, for example, may need a change to product price to move them to the contract stage. Summarize how your company can help address the potential customer’s pain points, reiterate pricing information , and demonstrate how the business value of your product more than offsets its cost.

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

Salesmate

DECEMBER 8, 2020

Selling to a large enterprise is a different game. It is essential to know the rule of the game to win it. Large contracts consume more time as the prospect usually don’t have enough time. Just because you are pursuing a big company doesn’t mean you cross the line when it comes to pricing. – Robert Coller.

Sell 103

Sell Cold Call Negotiate Cross-sell 103

Search Engine Land

JANUARY 24, 2023

Competition also keeps prices down and helps to ensure that no one search engine has too much market share or power. By creating a more competitive market, search marketers can benefit from better search options and more competitive pricing. Microsoft has been playing the long game – for a long, long time now.

Campaign 93

Campaign B2B Networking Price 93

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

Gong.io

SEPTEMBER 22, 2021

Are they raising your competitor’s name or pricing or product capabilities? As in, if it’s late in the game and they’re still thinking about the competition, that’s a problem.). Do their conversations fixate on comparisons with the competition around features and price? Pricing discussions. Objection handling.

Cold Call 132

Cold Call Objectives and Key Results Price Sales 132