Hubspot

APRIL 9, 2019

Here’s what not to do: Dear April, My name is Leslie and I’m a park director with the Indiana Parks and Recreation Department. We’re dedicated to making Indiana parks more beautiful and visitor-friendly. Here’s an example of what not to do: Hi Ron, My name is Donna and we met at the Carpenters of Indiana conference last week.

Follow-up 77

Follow-up Closing Start-ups Contract 77

Sales Hacker

DECEMBER 1, 2020

Because what we found is that one of the low points of any customer experiences, the moment after the contract is signed, all the good will and momentum that you create in the sales cycle is lost. Then using that as a way to build up trust and transparency in a sales cycle and coordinate a handoff. As everyone suddenly forgets your name.

Growth 63

Growth Contract Pipeline B2B 63

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? The second thing that we do is, we have a goal every quarter of we set a new minimum contract floor. Then, we also set a target to grow our average contract value just in general. Then, are they growing?

Contract 56

Contract Start-ups Up-sell Growth 56

Sales Hacker

JANUARY 9, 2019

I help my clients learn how to scout, hunt and harvest whales– companies that can sign contracts 10x to 20x the size of my clients’ current average deal size. A seasoned architectural firm in Indianapolis was bidding on a multi-million-dollar municipal planning project in another Indiana city.

Contract 75

Contract Consult B2B Presentation 75

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 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 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