Salesforce

NOVEMBER 20, 2023

This isn’t just a quick pitch, however. These calls — most often conducted either in-person or via video — involve multiple parts, including initial agenda-setting by the rep, the product pitch, a demo, prospect objections and rep responses, negotiation, and outlining of next steps. Market research done? Prospects qualified?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

PandaDoc

FEBRUARY 27, 2023

If they agree, the deal is finalized by the signing of a contract. That is, “Sure, we can give you a discount but we need you to sign the contract today.” Your capstone question will be something like “Does this contract (or product) suit your needs and meet your satisfaction?” Do you need this functionality or that?

Closing 52

Closing Contract Technique Objectives and Key Results 52

PandaDoc

MARCH 7, 2023

Pitching a sale is the most time-consuming part of the sales process. Prospectors will know when to move on to qualification or when to pass on a buyer to pitching specialists. In any event, you can always help ease the friction of pre-pitching by offering a gift, promotion, or free trial.

Process 52

Process Objectives and Key Results Pitch Legal 52

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? I started a little legal software company with my Dad in South America.

Contract 46

Contract Price Commission Conversion 46

Hubspot

FEBRUARY 11, 2019

Ask everyone to come prepared to discuss a certain product category or question, such as, "What's your favorite type of X and why?" It's functional enough to satisfy early customers and get a sense of what you should improve. Pitch to angel investors. Pitch to angel investors. or "Do you use anything to accomplish Y?

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

SaaStr

JANUARY 3, 2020

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? I started a little legal software company with my Dad in South America.

Contract 10

Contract Price Commission Conversion 10

SaaStr

OCTOBER 30, 2020

And so what we’ll see people come in and do is they’ll say, Hey, we want to acquire name, email, company size, function, or department, and then the consent and all these fields, right? So that’s like a survey or just a regular form, but now I’m saying, Hey, you’re on our legal page. They know everything.

A/B testing 77

A/B testing X-functional Launch Start-ups 77