Iannarino

MARCH 2, 2023

In one industry I spent time selling in, the presenting problem wasn't always the client's real problem. Addressing the presenting problem would leave the client’s underlying pain points unaddressed. Unless root causes are addressed, the ink on the contract won't be dry before the client fires the company and starts over.

B2B 292

B2B Contact Clients Entertainment 292

Search Engine Land

MARCH 21, 2024

Your team Make sure the key people who will be involved in the project have time to meet your SEO agency team. Any other context If there’s anything else of note to convey to your agency, the first few meetings with the agency are the time to do it and don’t hold back. Then go deeper. What is the timeline for deliverables?

Contract 106

Contract Education Clients Trust 106

Veloxy

AUGUST 17, 2022

Here are the most popular features of the tool: Your leads & contacts are automatically analyzed and prioritized for buyer intent Field sales routes are optimized for more stop-ins and meetings Automatically capture, create, update, and track records from your inbox. Apptoto integrates with Zoom and other online meeting tools.

Appointment 147

Appointment Territory Cross-sell Contract 147

PandaDoc

APRIL 8, 2024

A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates. A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents. This includes several action items.

Negotiate 52

Negotiate Cross-sell Contract Legal 52

Sales Gravy

NOVEMBER 20, 2023

This doesn't mean only reaching out when it's time to renew a contract. This knowledge allows account managers to align their offerings with the client's goals and present solutions that genuinely resonate with their needs. This doesn't mean only reaching out when it's time to renew a contract.

Account management 89

Account management Objectives and Key Results Cross-sell Contract 89

Partners in Excellence

FEBRUARY 28, 2024

I wanted to be where “the rubber meets the road”. This buying process was particularly nightmarish when bidding for contracts for projects to build a new system for a new service. After awarding the contract to us, the customer did not allow us to run away. That’s how my obsession to provide customer value was borne.

Customers 102

Customers Contract Consult Electrical Engineering 102

Hubspot

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. You have poor nonverbal communication when meeting.

Closing 84

Closing Hospitality Negotiate Price 84

PandaDoc

MARCH 4, 2024

Choose the right VDR provider for your team by pairing platform capabilities with your specific needs around contract management, document workflow, permissions access, and guided contract signing. What is a data room for investment banking? Examples are HIPAA and FERPA in the US, and GDPR and eIDAS compliance across the EU.

Strategic partnership 52

Strategic partnership Legal Contract Negotiate 52

The 5% Institute

AUGUST 10, 2023

Remote closing sales involve finalizing deals, agreements, and contracts through digital means, eliminating the need for face-to-face interactions. Unlike traditional sales, where in-person meetings were the norm, remote closing sales rely on building meaningful connections in a virtual environment.

Closing 52

Closing Contract Technique Clients 52

Veloxy

JUNE 21, 2021

You need to find/create the need and present a clear solution. If the customer is a business, this may include new clients, new hires, new contracts, etc. If your focus is on meeting a quota or making the sale, you will likely come off as pushy and unfeeling. How well does that solution meet your reps’ needs?

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Highspot

JANUARY 14, 2024

These platforms offer a centralized and accessible hub for hands-on practice, role play simulations, and on-demand learning resources to ensure sales teams stay ahead of the curve and meet the demands of the ever-changing market. Virtual selling extends beyond email and video meetings. What Does Virtual Selling Look Like?

Quota 52

Quota Sell Sales Contract 52

Veloxy

NOVEMBER 15, 2022

However, just 17% of marketers have mature ABM strategies in place, thus presenting your business with a wonderful opportunity to gain an advantage over the competition. Hold regular meetings and feedback settings with sales and marketing teams. So, the marketing campaigns and sales techniques should be tailored to meet their needs.

Sell 246

Sell Objectives and Key Results SQL B2B 246

Veloxy

JUNE 8, 2022

For instance, you could have a pipeline worth a million dollars in contract value. For all companies, meeting existing sales targets and forecasting sales and revenue is crucial to organizational success. But since your conversion rate from leads to sales is 10%, then you can expect to close only $100,000 worth of new business.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Gong.io

JULY 11, 2022

They travel to meet clients (whether by car, plane, or foot), and attend industry events and conferences to painstakingly prospect new leads. An inside AE ( Account Executive ) takes meetings booked by BDRs or directly by the buyer, presents product demonstrations, and closes contracts. Negotiating and closing contracts.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

PandaDoc

AUGUST 29, 2022

An average deal negotiation process typically consists of these steps: Submission of a proposal Promotion to the shortlist Becoming a preferred vendor Scope approval Quote sending Contract sending Contract signing. And the higher your annual contract value, the longer your average sales cycle. Contract sending.

Negotiate 98

Negotiate Contract Objectives and Key Results Legal 98

Gong.io

DECEMBER 27, 2021

They’re presentation-ready. According to our analysis of 803,402 recorded sales meetings from deals made on web conferencing platforms, win rates drop by 17% when reps use slides on discovery calls : So why don’t slides work in discovery calls? And there’s holiday fun to be had if they skip your meeting. They’re shiny.

Negotiate 127

Negotiate Price Contract Up-sell 127

Veloxy

JUNE 23, 2021

What’s more, research shows that over 75% of prospects really don’t want to engage in face-to-face meetings. This includes lead generation, qualification, relationship building, presenting, and finally closing the deal. They’re responsible for calling and emailing several prospects with the end goal of setting up a meet.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Sales Hacker

JUNE 1, 2022

But the reality is traditional rapport in sales began to shift even before the pandemic began , with reports showing buyers only spent about 17% of their time meeting with potential suppliers. Related community discussion: Sick of Zoom meetings? Present a solution to demonstrate value. Use pre-meeting agendas.

Pitch 93

Pitch Contract Trust Follow-up 93

Partners in Excellence

FEBRUARY 17, 2024

They weren’t meeting commitments to fulfill customer orders. These unhappy customers were taking a lot of sales time, demanding the account managers fix the problem or contracts would be cancelled. We don’t take the time to reconfirm how the customer got to that diagnosis and whether it is correct.

Manufacturing 77

Manufacturing Clients Contract Presentation 77

Search Engine Land

OCTOBER 17, 2023

Gather competitive insights, then take action Presenting the competitive insights to clients and/or management teams in a digestible package is a good start (and may make it all the way up to the executive team for strategic planning purposes). Dig deeper: Search competition: Who are you really competing with?

Angle 125

Angle Strategize Strategic planning Territory 125

Gong.io

NOVEMBER 17, 2021

Meetings push. To prevent you from getting stung by the ghost of holiday present, we analyzed over 400k sales interactions to see when your forecast, deals, and meetings are at risk. More specifically, it’s a holiday selling calendar , with hot spots and cold dates for scheduling meetings and collecting signatures.

Sell 62

Sell Contract Quota Up-sell 62

Sales Hacker

APRIL 19, 2022

Measures include multi-year contracts, implementation fees, different products, demo appointments set, quarterly quotas, number of sales accepted opportunities, services, etc.). By leveraging accelerators, you encourage superior performance, build rep retention amongst your elite performers, and inspire others to meet or exceed target.

Commission 86

Commission Product Quota Drivers/motivators 86

PandaDoc

JUNE 13, 2023

An electronic signature is defined as , “…an electronic sound, symbol, or process, attached to or logically associated with a contract or other record and executed or adopted by a person with the intent to sign the record.” required establishing a well-defined legal framework for electronic contracts.

E-commerce 52

E-commerce Legal Contract Transportation 52

Salesforce

NOVEMBER 20, 2023

The most successful sales calls include tailored presentations and focus on building trust with prospects by addressing their unique pain points. Send an advance copy of the contract or a prepared quote so all decision-makers can review sales details before the call. Prospects qualified? This isn’t just a quick pitch, however.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Gong.io

SEPTEMBER 3, 2020

But wait until you see a full cycle from contact to contract. They did: “I personally have seen two of my reps go from ~50% meeting book rate to almost a 65% meeting book rate (a 15% gain) after using the tool for a quarter.”. Without listening to every call (phew). Here’s how it works: . At first, you won’t believe it.

Sales 143

Sales Contract Strategize Follow-up 143

Hubspot

MARCH 25, 2024

As a result, meetings are always either postponed or no-shows.” How to Handle Them: Guide them on how to present a business case. She says, "We've found success by guiding them on how to present a business case. You can also present evidence-based insights. How to Handle Them: Create urgency. Or, tell a compelling story.

Prospecting 69

Prospecting Price Presentation Pipeline 69

SaaStr

OCTOBER 10, 2023

Buhler has regular meetings to check in with the CRO, plus additional calls, messages, and meetings in between. She also schedules 1-on-1 meetings with each segment leader for every business unit on a monthly basis. Partner on Customer Negotiations : Discuss the other’s needs, really meet in the middle on your perspectives.

Legal 62

Legal Closing GTM Finance 62

Veloxy

APRIL 11, 2023

Let it be a moment when they ask prospects to sign a contract. And AI can also speed the whole process, from initial outreach and sales deck presentation to customer onboarding. This platform includes a huge selection of features, such as: forecasting; prospecting; scheduling meetings.

Pipeline 130

Pipeline Sales CRM Price 130

Heinz Marketing

MAY 20, 2022

In this scenario, product users are maybe presented with a new feature or exposed to a new subscription level while they’re actively leveraging the product. Which is why holding expansion strategy meetings where all essential functions are invited and encouraged to collaborate is a great place to start. What does this mean?

Cross-sell 107

Cross-sell Customers Growth Contract 107

Gong.io

JULY 7, 2022

By laying your cards on the table, you create a low-pressure environment and disarm prospects who come to a meeting prepared for a fight. This includes creating a contract before every meeting that includes five components: An objective. Lay out what you’ll be doing at each stage of the meeting. The presentation.

Sell 118

Sell Objectives and Key Results Technique Consult 118

SaaStr

FEBRUARY 14, 2023

In this presentation, TravelPerk COO Huw Slater and CPO Sally Sourbron share actionable strategies for incorporating IRL into company life to drive engagement and boost your bottom line. 20% more ideas are generated through IRL meetings than through Zoom. Define a social contract between a manager and an employee and with teams.

Growth 73

Growth Contract Gaming Meeting 73

Martech

NOVEMBER 1, 2021

Is it possible to execute a contract to meet a deadline for discounts while at the same time delaying payment and/or implementation until a later quarter or the next fiscal year? Understanding the various budgetary and fiscal hoops that are present is essential to working effectively in martech management.

Non-Profits 117

Non-Profits Government Legal Finance 117

Sales Pop!

AUGUST 16, 2023

Role of Legal Translation in Contract Law In contract law, legal translation is indispensable, especially in international agreements. Accurate translations ensure that all parties have a clear understanding of the contract’s terms, preventing potential disputes and misunderstandings.

Legal 52

Legal Commission Government Contract 52

Search Engine Land

FEBRUARY 27, 2024

What does a typical contract term look like? Do they lock you into long contracts without an out clause? Still, you may consider paying for an audit as part of your evaluation process to get a feel for what they’ve found and how they present information. How often will you be meeting with the team and who will be on calls?

Retail 108

Retail Clients Contract Campaign 108

SaaStr

FEBRUARY 15, 2021

Set up a weekly pipeline and stories meeting. Have everyone in the meeting share the top deals they are working on, what the make-up and challenges in the deals are. They can watch the trained folks present, and importantly, hear prospect questions on the webinar after. Simplify to a 1 page contract. You gotta do it.

Quota 134

Quota Contract Prospecting Pipeline 134

Salesforce

JUNE 21, 2022

Do a meeting audit. Tate suggests conducting a meeting audit at the team and individual levels to determine how many meetings you actually need on any given day, and who needs to attend. Another effective tool is a flex team agreement , a contract that outlines how your team works together. Succeed from anywhere.

Product 98

Product Consult Contract Meeting 98

Salesforce

JULY 28, 2022

Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. Set clear performance expectations — and rise to meet them. Leaders must be present and lead from the front.”. Train your reps to deliver the best customer experiences. Speed up rep success.

Cross-sell 98

Cross-sell GTM Quota Contract 98