Sales Hacker

APRIL 6, 2022

Let’s take a closer look at each word: Configure: Configuration of products and services ensures that what you provide is actually available, meets the buyer’s needs and specifications, and can be delivered according to the agreed-upon contract terms. There are three specific industries that benefit greatly from implementing a CPQ.

Cross-sell 107

Cross-sell Contract Price Finance 107

Salesforce

DECEMBER 4, 2023

Here’s an example: Joy’s Toys, a toy manufacturer, is focused on growth but doesn’t have a clear target KPI for lead generation that incentivizes reps to keep their pipelines full. Annual contract value (ACV) What it measures: The average sales amount of a customer contract over the course of a year.

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

Highspot

FEBRUARY 20, 2025

For example, a healthcare use case might highlight HIPAA compliance and patient data security, while a manufacturing scenario could emphasize supply chain optimization and real-time inventory tracking. Industry-specific applications: Tailor your pitch to fit specific verticals or buyer personas.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Partners in Excellence

DECEMBER 23, 2022

One very talented Regional VP shared that as he is conducting reviews with his people, he asks a couple of simple questions, “How does this customer make money? For example, the new product/services development process, the role of manufacturing and service delivery. They were fascinating, but apalling.

Customers 62

Customers Territory Manufacturing Contract 62

PandaDoc

JUNE 2, 2025

Standardize pricing structures across different products, regions, and customer types with exceptions, where applicable. Base adjustments Changes based on volume pricing, regional pricing, or market-based adjustment. Customer-specific pricing Pre-negotiated contract pricing tailored to specific customer accounts.

Price 52

Price Negotiate Territory Contract 52

PandaDoc

SEPTEMBER 17, 2024

PandaDoc As an all-in-one document management solution , PandaDoc helps businesses of all sizes streamline their sales proposals, quotes, contracts, and more. Salesloft streamlines the sales funnel by integrating multiple automation and insight tools, enhancing the entire sales process from demo to contract. 5 Capterra Rating: 4.4/5

Contract 98

Contract CRM Legal Sales 98

Hubspot

FEBRUARY 21, 2023

This typically connects a single manufacturer with a network of distributors. franchisor might even uproot you and place you in a different territory if there's a business need. For example, suppose you own a car dealership and want to sell Jeep vehicles.

Territory 68

Territory Manufacturing Contract Up-sell 68

ConversionXL

JANUARY 11, 2013

Noritz manufactures tank less water heaters for both home and commercial use. Dodge brilliantly leveraged their NASCAR sponsorship to sell more cars and and built a database of new sales leads from the Northeast region. They ran an geo-targeted (Northeast region) sweepstakes campaign on a mini-site. Case study #3 - Noritz.

Campaign 95

Campaign Objectives and Key Results Referrals Territory 95

Lead Fuze

JUNE 28, 2023

In this blog post, we will explore the role of sales representatives – from negotiating contracts and identifying leads effectively, to building relationships with potential clients. They conduct business operations, negotiate contracts, identify leads, contact prospects, and close deals.

Negotiate 52

Negotiate Territory Contract Technique 52

Salesforce

JUNE 6, 2025

Imagine a manufacturing company selling a machine (one-time), a service warranty (subscription), and a usage-based maintenance package billed per machine hour — all included in a single quote and invoiced with penny-perfect accuracy. You can continue to renew contracts, add licenses, and operate as usual — there’s no forced migration.

Finance 52

Finance E-commerce Territory Price 52

Salesforce

NOVEMBER 9, 2023

To understand why sales forecasting is so important to business health, think about two example scenarios: one with a car manufacturer and another with an e-commerce shop. In the case of a car manufacturer, cars take a long time to build. Each organization has its own sales forecast owners.

CRM 59

CRM Territory Manufacturing Pipeline 59

TrackStreet

APRIL 23, 2024

As a legitimate business owner, whether you are a brand owner, manufacturer, or authorized reseller on Amazon, the existence of unauthorized sellers is guaranteed to negatively affect your operations and revenue stream. Grey Market Sellers.

Profit margin 52

Profit margin Manufacturing Legal Retail 52

SalesLoft

JUNE 20, 2019

What can Toyota Lean Manufacturing teach us about sales performance? You were sitting in a region with like five or six other sales reps and a manager and your job was to just blanket the entire region. So it wasn’t even like I could negotiate on contract, my price is my price. Hint: AEs aren’t for sale on Amazon).

Territory 63

Territory Sales Construction Up-sell 63

PandaDoc

JUNE 1, 2023

CPQ allows you to create compelling offers that lead to a fast and reliable conclusion of a contract. You can manage the price of your products by region or customer profile. You optimize your processes, working more efficiently and thus more profitably. Implementing a CPQ solution can effectively address these issues.

E-commerce 52

E-commerce Profit margin Legal Price 52

ConversionXL

JUNE 2, 2022

Take Engagio (now part of Demandbase ), who manufactured individual bobblehead models of the relevant leaders at key accounts as part of their ABM strategy. This bold account-based marketing tactic helped land GumGum a contract with T-Mobile, and a fair bit of social media exposure at the same time.

Launch 100

Launch Campaign Pipeline Growth 100

Heinz Marketing

MARCH 29, 2021

But also I remember a lot of explicit conversations from 12 months ago talking to go-to-market leaders, especially in some of our manufacturing industrial clients saying like, what am I going to do? You told me you were going to do this thing with so-and-so company, you were going to call them, you were going to have a contract review.

Pipeline 128

Pipeline Sales Gaming Up-sell 128

Sales Hacker

APRIL 1, 2025

We moved into technology and manufacturing, and today we just, uh, we did a press release earlier this week around some of the momentum we have, but really good strength in the technology industry, manufacturing, and as I said, banking. I mean, you wanna talk about any reason to back out of the contract the reason why it happened?

GTM 62

GTM Up-sell Start-ups Gaming 62

Spiro Technologies

NOVEMBER 4, 2022

We’re still able to bring in rail cars of canola oil into our facility, then break it down into smaller packages, retail packages, food service packages for your restaurants as well as selling it to other manufacturers who are using oil as a raw material in their product. Stephen Basile: Yes in retail. Adam Honig: Gotcha.

Retail 52

Retail Manufacturing Up-sell Contract 52

SBI

SEPTEMBER 9, 2020

When he came to town, I took the opportunity to bring him along on an important sales call with a large defense manufacturer. We treat our territories like our own businesses. We would sub-contract and pay the sub contractors when we got paid. I was a young-buck salesperson and he was my bosses, boss. Ankesh reminds me of John.

Commission 48

Commission Hospitality Cold Call Start-ups 48

Spiro Technologies

AUGUST 25, 2022

So robotics is becoming more and more prevalent in different manufacturers across the US. We’re trying to grow up quickly, and we’ve gone from being a pretty small regional family-owned business to now, I like to say we’re a big, small business. A lot of our customers are in the manufacturing industry.

Sell 52

Sell Manufacturing Healthcare E-commerce 52

SaaStr

AUGUST 7, 2020

How do you help them do that at scalability and how do you as a software company do that for the smallest community and regional institution in the US to the largest, most sophisticated global institutions in the world on one code base, right? Whether you’re a business or you’re a consumer. Cloud, definite differentiator, right?

Price 73

Price Retail X-functional Healthcare 73

SBI

NOVEMBER 7, 2019

Modus is optimized for large, dispersed field organizations like manufacturer and dealer/distributer networks. Learn how Access Intelligence accelerated their sales process and cut contract completion time by 50% with an integrated solution. Fortune 500 companies trust Deal IQ to negotiate significant savings on technology contracts.

Customers 22

Customers Tradeshows Technology Technology 22

ConversionXL

APRIL 24, 2019

A mid-season trade for a player in the final year of a contract provides a short-term roster boost. But it delivers year after year of new talent—talent that’s under contract for years to come. When it comes to low-cost production, examples often focus on manufacturing and supply chain management.

Hospitality 122

Hospitality Non-Profits Networking Electricity 122

Partners in Excellence

SEPTEMBER 20, 2022

If we build products, others need to know what parts to order, how to schedule manufacturing and logistics capacity to meet the commitments we make in accepting an order. What inventory do they need, what manufacturing capability is needed, what delivery capabilities are needed, and so forth. A number doesn’t tell us anything.

Pipeline 71

Pipeline Manufacturing Cross-sell Represent 71

Hubspot

AUGUST 21, 2023

Renewal (Optional): Your customer renews their contract or subscription. Microsoft Surface Microsoft Windows has long been the preeminent OS, and for good reason: most computer manufacturers offer Windows laptops and desktops. Negotiation: Both sales reps and decision-makers discuss pricing details and feature needs. The result?

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

AUGUST 13, 2019

In almost any other industry, whether it is healthcare or consumer or manufacturing, 20% growth is phenomenal. Local contracts support, which we didn’t have. You got to start thinking about what are the top of the funnel investments for marketing resources in that particular language in that local region.

Cross-sell 65

Cross-sell Sales Support Growth Up-sell 65

SaaStr

JUNE 28, 2024

They’re a very customer-hypothesis-driven organization, so they see how customers use the product and have built tools to parse their contracts. Using verticals as a proxy to regionality. It’s how you build apps, and you can infuse AI into the apps you’ve built. And they’ve seen a lot of this closer to the line of business.

Growth 104

Growth Customers GTM Sales 104

G2

APRIL 29, 2025

For businesses with multiple locations or remote teams, this capability is essential, and users frequently highlight how MasterControl facilitates seamless collection of electronic signatures across different regions. Simplify contract compliance and support your quality goals with leading contract management solutions.

Price 52

Price Government User Experience Meeting 52

SaaStr

JULY 19, 2019

Why is it no longer to come into large enterprises with a small contract and expand? When they build out a region, it’s massive. In Today’s Episode We Discuss: * How did Peter make his way into the world of enterprise SaaS with the founding and selling of 6 companies and how did InCountry come about? Do they really mean anything?

Cross-sell 57

Cross-sell Up-sell Start-ups Engineering 57