Hubspot

SEPTEMBER 6, 2024

Even when talks progress all the way to a signed contract, they will never be as engaged as they were in that initial moment when a problem arose and curiosity about your solution struck. To meet your quota (and stay sane), it’s important to leverage AI tools and techniques that can unlock the following benefits.

Closing 80

Closing Contract Technique Sales 80

Hubspot

AUGUST 26, 2024

I identified a key stakeholder with purchasing authority, reached out with a simple yet elegant email pitch, and they responded asking me for a contract they could sign right away. No one is going to sign a contract on your first outreach, and they probably won’t even respond to your email or answer the phone.

Follow-up 85

Follow-up Contract Sales Technology 85

Martech

SEPTEMBER 12, 2024

Meeting Prep Assistant creates a topic-specific agenda with targeted discovery questions. Assisted authoring capabilities provide sales teams with AI-generated responses to contract questions, emails and summaries for quotes and proposals. Email Guidance creates outreach email templates based on data specific to any context or buyer.

Cross-sell 115

Cross-sell Construction Legal Contract 115

Search Engine Land

JULY 16, 2024

While some authors and news media are fighting back with lawsuits against AI, others are establishing contract agreements for fair use of content. Identifying trending topics and popular content formats allows creators to tailor their content to meet audience preferences, resulting in greater reach and impact.

Click Through Rate 110

Click Through Rate User Experience Promote Technology 110

Martech

APRIL 30, 2025

Check references and negotiate key commitments in writing in the contract Before making a final decision, check online reviews and speak with one or two customer references, ideally from a business similar to yours. When negotiating the contract, ensure key commitments are in writing.

B2B 105

B2B Objectives and Key Results Territory Negotiate 105

SaaStr

JUNE 5, 2025

The best AI investments are happening when VCs are “banging down doors” to meet founders who are building something people desperately want. This shift explains why healthcare, traditionally a laggard in SaaS adoption, is now leading AI implementation. This represents a new category of essential infrastructure for AI applications.

Hospitality 95

Hospitality Healthcare Represent Strategize 95

SaaStr

APRIL 12, 2025

The point at which a lead should convert to an opportunity or deal is when it meets specific qualification criteria that indicate its worth investing sales resources. Define the Handoff Criteria A lead should convert to an opportunity when it meets the following criteria: ICP Fit : The lead matches your Ideal Customer Profile (e.g.,

SQL 47

SQL Pipeline Contract Meeting 47

Search Engine Land

JULY 22, 2024

You want to meet the potential customer in their current mental state.) Reserve the following now, get contracts with partners signed and get budgets approved as soon as possible: Influencer dates for promotions and products in their hands. It is about the tone and voice of the words you use. This year’s space is limited.

Niche 98

Niche Retail Promote Follow-up 98

Search Engine Land

JULY 25, 2024

But when defending our retainer or contract renewal, businesses want to know how their SEO spend will tangibly impact the bottom line. This will allow you to continue marketing your products or services while meeting your customers’ needs. That’s great. Optimizing your budget and being strategic about your priorities is essential.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

Martech

DECEMBER 6, 2024

They may attend regular meetings (like a daily scrum) with IT staffers assigned to marketing projects. Since martech practitioners who sit in marketing are close to the stakeholders who fund projects and platforms, they are in a good place to work with procurement starting, renewing and sunsetting contracts.

Technology 113

Technology Technology Legal Contract 113

Hubspot

APRIL 30, 2025

Ill never forget one of my first big sales meetings. or Is there a discount if we sign a two-year contract? In sales, especially in face-to-face meetings or video calls, pay close attention to these signals. I walked out feeling defeated, convinced Id blown it. They might ask, What would the pricing look like for a team of 20?

Contract 31

Contract Sales Objectives and Key Results Prospecting 31

Hubspot

NOVEMBER 22, 2024

You need a healthy pipeline of leads to meet those targets. Further, 57% of B2B buyers purchased a tool in the last year without a single meeting with the vendor's sales team. We are still gathering the results from the campaign, but so far, it has led to: 1) “Booked a meeting with one churned customer for a new contract.

Lead generation 50

Lead generation B2B Sales Campaign 50

SaaStr

JULY 1, 2025

It spans marketing attribution, lead scoring, outbound sequencing, meeting booking, discovery calls, proposal generation, contract negotiation, and post-sale expansion. AEs Want to Sell, Not Admin—AI Will Handle the Rest The Hard Data : Average AE spends only 28% of their time actually selling. The other 72%?

Territory 81

Territory CRM Negotiate Relationship building 81

Salesforce

NOVEMBER 15, 2024

SDRs play a vital role in building business, managing inbound inquiries, booking meetings, qualifying leads, and prospecting. They’re expected to shake off the rejection, hold sales burnout at bay, and continue their cold calls and emails – all in an ongoing quest to get one more meeting, generate one more lead, or land one more opportunity.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Salesforce

OCTOBER 14, 2024

But Agentforce agents can also be triggered by data operations on CRM or business processes and rules, such as a case status update, an email received by a brand, or a meeting starting in five minutes. User inputs are one way to trigger agents. Transfer to human agent. AI is nondeterministic and it can hallucinate.

Engineering 128

Engineering Represent CRM Follow-up 128

Partners in Excellence

JUNE 15, 2025

Do they invite us to sit in meetings as they look at what they are doing and where they want to go? It’s not just another logo on their tech stack, or another second source supply contract. The customer may not see the real benefit or value, utilization is way down, priorities have shifted. And still too many cancel.

Customers 84

Customers Pitch Negotiate Pipeline 84

RingDNA

APRIL 11, 2025

As an example, there may be reps who spend less time on calls but are more efficient at booking meetings and moving deals forward. Value: Sales organizations that put a lot of emphasis on calls need to know which reps are best at booking meetings and which need work. But it’s also essential to track which reps are most efficient.

Quota 62

Quota Sales Pipeline Contact 62

Salesforce

MARCH 13, 2025

The formula: Total number of accounts in your industry x Annual contract value (ACV) of your company’s product or service By using fewer estimations, you can deliver a more reliable number. Building products to meet all the needs of all people is not only hard, but it’s also expensive.

Minimum Viable Product 100

Minimum Viable Product Strategic planning Territory E-commerce 100

PandaDoc

JUNE 6, 2025

Here’s a simple pitch: “If your team spends hours each week creating quotes, contracts, or proposals manually, PandaDoc can help cut that time significantly. If your team is spending hours each week creating quotes, contracts, or proposals manually, our product can help cut that time significantly.

Pitch 52

Pitch Objectives and Key Results Cold Call Contract 52

Highspot

FEBRUARY 20, 2025

A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. Use results to guide coaching sessions and give public recognition when reps meet milestones. By meeting reps where they are, training remains top of mind and convenient.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Salesforce

OCTOBER 22, 2024

For example, some companies may have a Request for Proposal (RFP) process you need to follow, or a specific list of regulatory requirements they need to meet. If you understand their needs, you can work to proactively meet them, easing the way for them to choose your product. Back to top ) Get the latest articles in your inbox.

E-commerce 87

E-commerce Territory Pitch Sales 87

Salesforce

JULY 3, 2025

Transcribe and summarize meetings in a shared doc with AI-powered speech recognition , so key takeaways are captured without extra effort. With AI-powered insights , you can automate follow-ups for emails, calls, and meetings — helping you reach out at the right time with the right message.

Technique 52

Technique CRM E-commerce Click Through Rate 52

Highspot

APRIL 1, 2025

Sessions can feel awkward and judgmental, and sales reps may leave unsure of where they need more practice until they face real-world consequences in crucial sales meetings. Mediation & Conflict Resolution When colleagues clash over sales leads or roles, meetings become tense, deals stall, and finger-pointing takes over.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Salesforce

NOVEMBER 8, 2024

In fact, 80% of clinical trials fail to meet participant enrollment targets , and most eligible candidates don’t even know about the trials they qualify for. to prepare for meetings with healthcare professionals. This is because the volume of clinical trials is growing, but the growth of the participant pool is not. Learn more

Healthcare 59

Healthcare Hospitality Manufacturing Contract 59

PandaDoc

JUNE 2, 2025

Elongated deals are common, with sales cycles that may last for months before the contracts are finally signed. High-cost contracts and long sales cycles. As the details for the opportunity are filled in, reps can instantly generate and send quotes for products and services that meet the customers requested specifications.

Objectives and Key Results 52

Objectives and Key Results Sales Legal Finance 52

Hubspot

MARCH 6, 2025

Bastien Paul , co-founder and CEO of Hublead , recommends that you meet two new people in your industry every week. Thats something I did for four months in a row, and it helped me gain experience, meet incredible people, and find new ways to grow myself, my career, and later my company, Paul says. Not sure where to meet people?

Cold Call 50

Cold Call Networking Territory Up-sell 50

Highspot

JUNE 19, 2025

They sense that they are part of something more than a contract. To meet that expectation, businesses—specifically, their GTM teams—must connect their people, processes, and technologies to deliver a seamless customer experience at every step. Think those who attend webinars, virtual events, or real-world meetings and conferences).

GTM 52

GTM Customers Cross-sell Contract 52

SaaStr

JULY 5, 2025

” Bonus Learning: The Adjacent Possible Every three weeks, Peter takes a day to meet with people “outside of my daily routine, but somehow adjacent. My dad used to say: ‘Good enough is not good enough.’ ’ If you’re asking me the question, it obviously ain’t good enough.”

E-commerce 91

E-commerce Price Pharmaceutical CRM 91

PandaDoc

JUNE 26, 2025

CRM document management is all about organizing, storing, and managing customer-facing documents (think contracts, proposals, quotes, invoices, onboarding materials, etc.) API-powered document automation can: Generate contracts or proposals automatically when a deal reaches a certain stage in your CRM. What is CRM document management?

CRM 52

CRM Legal Contract Territory 52

SaaStr

JUNE 21, 2025

Q1 revenue growth: 39% US commercial: +68% growth Government contracts flowing like water NATO partnerships expanding The insight : When you combine AI that actually works with government customers who have unlimited budgets, you get returns that break traditional SaaS metrics. Tier 3: Vertical Specialists Average Return: +15.3%

B2B 101

B2B Government Healthcare Contract 101

PandaDoc

MARCH 25, 2025

This stage can involve multiple meetings and additional stakeholders. This means you will be working with a technical buyer who will handle the implementation, a financial buyer who wants to only know contracting details and the why, and an end user who only cares about the how.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Salesforce

SEPTEMBER 10, 2024

It also helps build a stronger brand that is committed to meeting individual customer needs. Extended warranties, maintenance contracts, and personalized customer support are just a few examples of services that help you build customer loyalty, generate recurring revenue streams, and set your brand apart from competitors.

Service 69

Service Customers Cross-sell Contact 69

SaaStr

JULY 14, 2025

higher average contract values than industry standard The exclusivity factor : When the world’s top B2B executives evaluate solutions, they turn to companies that demonstrate thought leadership within their trusted professional community. A lot of people are against conferences, but they are an exceptional channel for us.

Relationship building 71

Relationship building B2B Pipeline Trust 71

SaaStr

APRIL 14, 2025

For example, a $25k pilot can grow into a $1M+ enterprise-wide contract over time. Enterprises often hesitate to commit to large contracts upfront, so offering a short-term PoC can help you get your foot in the door and build trust. Get on a Plane : For high-ticket deals, face-to-face meetings are often essential. Embrace them.

Closing 62

Closing Contract Pitch Finance 62

PandaDoc

JUNE 16, 2025

When these deals are poorly structured, or when compensation plans are unclear, reps may have a hard time meeting their goals or maxing out their plan. OTE stands for on-target earnings and represents the total compensation a salesperson can expect to earn if they meet 100% of their quota. What is OTE in sales?

Commission 52

Commission Quota Represent Sales 52

SaaStr

MARCH 5, 2025

And come meet and hear from CEO Sridhar Ramaswamy LIVE at 2025 SaaStr Annual, May 13-15 in SF Bay!! Customers Typically Sign a 3 Year Contract, Billed Annually Upfront Not a total surprise in $1M+ deals, and takes some of the variability out of pricing as well. #7. And a few other interesting learnings: #6.

Contract 67

Contract Price Growth B2B 67

Martech

FEBRUARY 7, 2025

Contract timing My team once negotiated a contract with a new vendor where timing was critical. Vendors often offer significant discounts and concessions during this period to close deals and meet their goals, and this was the case for us. It’s a reminder that leaning on organizational partners can help everyone succeed.

Contract 108

Contract Non-Profits Hospitality Negotiate 108