SaaStr

DECEMBER 27, 2023

Between 2016 and 2023, you see the ACV (average contract value) going up and up. As a result, the contracts got bigger because they were working with bigger companies. That was the result of an operational motion of building a company that, in the beginning, was meant to address SMBs.

Real Estate 76

Real Estate Contract Start-ups Growth 76

Salesforce

MAY 2, 2022

Head of GTM, GTM Buddy, Atlanta, Georgia. Why you should follow Marcus: Before becoming a consultant and sales coach, Marcus was in corporate America for 14 years, where he delivered more than $700 million in sales contracts. Belal Batrawy. Follow him on LinkedIn.

Gaming 98

Gaming GTM Consult Sales 98

Salesforce

MARCH 6, 2024

If that doesn’t work, I’ll add another discount of 2% for a multi-year contract to make the deal more enticing. If you find yourself in a stalemate, try offering a discount. For example, in negotiations, I might offer a 2% discount for marketing services. This small concession typically works to move the deal forward.

Negotiate 91

Negotiate Price Territory E-commerce 91

Salesforce

MARCH 11, 2024

Average contract value: What is the annualized revenue per customer contract? Account lifetime value: What’s the average revenue generated from each account over the lifetime of the relationship? Deal velocity: How quickly, on average, can you convert leads into customers?

Sell 59

Sell Cross-sell Territory CRM 59

Salesforce

MARCH 8, 2024

Each one of your reps has consistently demonstrated product knowledge in meetings and built strong relationships with clients, leading 100% of your customer base to renew their contracts. By all accounts, your team’s performance meets (even exceeds) your expectations.

Commission 64

Commission Quota Territory E-commerce 64

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

Salesforce

MARCH 1, 2024

Back to top ) 4 scenarios when reminder emails are critical Here are four examples of when a reminder email can help you nurture the customer relationship.

Territory 52

Territory E-commerce CRM Start-ups 52