Partners in Excellence

MAY 22, 2025

We were arguing about a recent email she sent to the entire sales team (it’s about 100, worldwide). What she wanted to review was pricing issues (they are heavily threatened with tariffs), specific contract issues, and other similar things. I had asked her about this series of meetings, “Why are you doing these?

Contract 118

Contract Legal Meeting Trust 118

Iannarino

JULY 4, 2021

Many salespeople, though, launch the sales conversation with a firm intention to secure a signed contract and an agreement to install their “solution.” No more pushy sales tactics. No more pushy sales tactics. The Lost Art of Closing shows you how to proactively lead your customer and close your sales.

Contract 337

Contract Contact Clients Prospecting 337

Hubspot

AUGUST 26, 2024

I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target. 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.

Follow-up 85

Follow-up Contract Sales Technology 85

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. By using HubSpot’s AI chatbot builder, we enabled our prospects to get answers to their questions 24/7/365, regardless of sales rep availability.

Closing 80

Closing Contract Technique Sales 80

Iannarino

JUNE 17, 2021

The modern sales approach seeks organizational consensus. One of the most significant changes in the way that we sell involves who we choose to engage in the sales conversation. From Legacy to Modern Sales Approaches Parts 1-4: Part 1 | Approaches. No more pushy sales tactics. Part 2 | The Starting Question. He signed.

Contract 215

Contract Sales Clients Government 215

Sales Pop!

MAY 30, 2023

Contract job boards can be a fantastic resource to connect with employers and secure exciting contract positions. To help you make the most of contract job boards, we’ve put together a comprehensive guide with valuable tips and tricks. Contract jobs on the Quality Contracts site for example.

Contract 130

Contract Negotiate Referrals Networking 130

Sales Pop!

DECEMBER 23, 2021

Your hybrid sales team performs well, but there is always room for improvement. With the right approach, you can help your hybrid sales team reach its full potential. Now, let’s look at five tips to improve sales across your hybrid sales team. Give your hybrid sales team the support it needs to succeed.

Sales 244

Sales Contract Drivers/motivators Growth 244

Martech

APRIL 30, 2025

There’s growing recognition that clean, enriched data is critical for targeting and automation in B2B sales and marketing. These objectives could include improving email deliverability, reducing duplicate records, increasing data completeness or enhancing account profiles for better sales productivity.

B2B 109

B2B Objectives and Key Results Territory Negotiate 109

Iannarino

MARCH 2, 2023

This sales strategy has been part of B2B sales processes and is practiced by sales reps in many sales organizations. This strategy is still effective, as recognizing the prospective buyer's pain points allows for a good and effective sales conversation. Hope your competitors’ discovery is weak.

B2B 286

B2B Contact Clients Entertainment 286

Martech

JULY 29, 2022

At its most basic, that means investing marketing and sales resources in guiding high value accounts through the journey to conversion. Narrow your list down to those vendors that meet your criteria. Account-based marketing, or ABM, is a B2B marketing strategy that aligns sales and marketing efforts to focus on high-value accounts.

Contract 128

Contract B2B Technology Technology 128

Hubspot

SEPTEMBER 12, 2024

Very rarely did a sale require just a single signature, which meant the sales process and accompanying assets needed to be built around a variety of personas. Consideration The consideration phase involves exploring solutions and analyzing how well they might meet the organization’s requirements. Who Are Your B2B Buyers?

B2B 81

B2B B2C Tradeshows Contract 81

Martech

SEPTEMBER 12, 2024

Databook’s DatabookGPT is a suite of generative AI capabilities and integrations to assist sales. Meeting Prep Assistant creates a topic-specific agenda with targeted discovery questions. Advanced Analytics and Insights tracks engagement metrics and measures the success of local social efforts.

Cross-sell 119

Cross-sell Construction Legal Contract 119

Salesforce

AUGUST 15, 2024

Let’s say you start your workday by checking your email and going over your sales stats. You peek at your calendar to confirm a few meetings. For sales and service teams, customer relationship management (CRM) software is an essential part of the puzzle. You just used four business tools and your day has just begun.

Product 89

Product E-commerce CRM A/B testing 89

Sales Pop!

OCTOBER 18, 2021

For instance, training platforms that offer courses in various sales training topics might empower salespeople and boost their performance. In other words, the sales setup of an average business is constantly growing. But what is a sales setup anyway? What Is a Sales Setup? How to Create a Sales Setup.

Prospecting 232

Prospecting Price CRM Lead generation 232

Veloxy

JUNE 23, 2021

As any business will attest, there’s no greater feeling than when your company grows and reaches a point where you need to expand your inside sales team. Naturally, more salespeople means more sales which translates to more revenue. According to the Harvard Business Review, the average annual turnover in sales is about 30%.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Cerebral Selling

AUGUST 8, 2022

According to my good friend (and fellow sales nerd) Todd Caponi, author of The Transparency Sale and the upcoming The Transparent Sales Leader , economic expansion and contraction is normal. Your sales team are on the front line of economic, social, and political change. Re-align your sales motion to the market.

Sales 220

Sales Contract Clients Quota 220

Understanding the Sales Force

SEPTEMBER 17, 2020

Do you hate meetings as much as I do? But I have one weekly meeting that'a always uplifting and productive. I'm talking about my weekly meeting with John Pattison , COO of Objective Management Group (OMG). It did not say that they contracted Covid-19 at the restaurant or because they ate at a restaurant.

Contract 147

Contract Sales Meeting Product 147

Martech

MARCH 5, 2024

My contract is ending soon, and the flier invited me to set up an appointment to speak with a sales representative over the phone to find a new package to switch to before my promotional pricing ends. The post A CX reality check: When good intentions meet clunky execution appeared first on MarTech. In your inbox.

Meeting 119

Meeting Represent Contract UX 119

SaaStr

APRIL 28, 2025

What’s Changing in Sales: The AI Revolution is Here — and Coming Fast After analyzing 139,000+ conversations through SaaStr’s New AI, it’s now clear from the data: AI is about to fundamentally transform B2B sales. This isn’t some distant futureit’s happening right now.

Negotiate 94

Negotiate Contract E-commerce Price 94

PandaDoc

JUNE 6, 2025

That means a winning sales pitch is essential. It doesn’t matter how or where you’re giving a sales pitch—whether it’s a cold email, introducing yourself at an event, or on a sales call—you need to know how to write one that works so you can build trust and close deals. What is a sales pitch?

Pitch 52

Pitch Objectives and Key Results Cold Call Contract 52

Salesforce

OCTOBER 22, 2024

Attracting qualified prospects — companies that are a good fit for your product or services — is more important in B2B (business-to-business) sales than earning a large number of leads. Identifying high-quality leads can be challenging though, which is where a sales methodology like the MEDDIC sales framework comes in.

E-commerce 87

E-commerce Territory Pitch Sales 87

Veloxy

JUNE 21, 2021

Introduction Opening Lead Qualification Closing the Sale. Introduction Opening Lead Qualification Closing the Sale. It might go something like this : Sales Rep: Hey—John? Sales Rep: This is Peter with Veloxy. Prospect: I was just heading out the door… Sales Rep: Not a problem. Do you have a minute?

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Veloxy

JUNE 8, 2022

Couple questions here – are your sales stagnating? If yes, then you’re probably looking for new ways to improve your sales performance. Perhaps the answer could be in your sales pipeline. Research shows that top performing companies and sales teams do extremely well when it comes to managing their pipeline. But first….

Pipeline 195

Pipeline Technology Technology Cross-sell 195

SaaStr

DECEMBER 11, 2024

AI can help discover preferences in contracts, understand how legal teams like to negotiate and implement that automatically in the software. One example from Ironclad, but something we all experience as a SaaS company is contract negotiation. This is where AI can come in. Cost aside, we think most companies would choose the latter.

B2B 113

B2B Contract Negotiate Legal 113

Veloxy

DECEMBER 28, 2023

The world of sales is vast, and if you’re a sales professional, you’ve likely been exposed to both inside and outside sales roles. However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

SaaStr

JUNE 4, 2025

The 40% Problem: How AI Will Finally Fix Sales Coverage and Customer Face Time A wake-up call from HubSpot’s CEO Yamini Rangan on why your sales team is failing 60% of their accountsand how AI will change everything There’s a brutal truth about B2B sales that most founders refuse to acknowledge. Forty percent.

CRM 96

CRM Follow-up Pipeline Territory 96

Salesforce

OCTOBER 14, 2024

Agentforce represents a quantum leap in AI automation for customer service, sales, marketing, commerce, and more. 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.

Engineering 128

Engineering Represent CRM Follow-up 128

PandaDoc

MARCH 25, 2025

The sales process varies greatly depending on the purchase. In this article, well explore the challenges of complex sales and the strategies your team can use to close deals more efficiently. What is considered a complex sale? Complex sales typically involve high-value products or services, which are often highly customizable.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Sales Pop!

JULY 19, 2024

Second Story Cheryl could not be with us on vacation due to contracting a bad episode of COVID. Improvement in communications draws people in and can dramatically improve sales and business growth. Today’s insights are provided to help you achieve the Smooth Sale! They accepted the explanation and backed off and walked away.

Government 204

Government Referrals Contract Technique 204

PandaDoc

JUNE 2, 2025

Todays sales teams face longer deal cycles, more stakeholders, and tighter budget scrutiny than ever before. That means that the sales qualification process the ability to identify which opportunities are worth pursuing is critical to business operations. Early in the conversation, sales reps focus on a clients measurable goals.

Objectives and Key Results 52

Objectives and Key Results Sales Legal Finance 52

Sales Gravy

MAY 6, 2025

Tyler Goss, from Tampa has two critical sales questions: 1) How do we achieve those "crazy" prospecting numbers I talk about in my books? Some sales leaders will tell you to create a deal before you even make the first call (ridiculous). Some sales leaders will tell you to create a deal before you even make the first call (ridiculous).

Cold Call 74

Cold Call Appointment Contract Pipeline 74

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

SaaStr

APRIL 14, 2025

Closing high-ticket enterprise deals is a different beast compared to SMB or mid-market sales. Most SMB sales reps and even most founders aren’t very good at this. For example, a $25k pilot can grow into a $1M+ enterprise-wide contract over time. Simplify your pricing, contracts, and approval processes.

Closing 62

Closing Contract Pitch Finance 62

Gong.io

SEPTEMBER 3, 2020

No one said sales was fair. Because the questions sales leaders had all-but-written-off as impossible to answer. And some sales leaders (1000 of them, give or take) are already getting ahead. That spells the end of improvised sales processes. That means turning your teams into a sales powerhouse. .

Sales 143

Sales Contract Follow-up Strategize 143

Sales Pop!

SEPTEMBER 20, 2021

Continually prospecting allows you to keep your sales funnel full and helps eliminate end-of-the-month scrambling to close deals. These tools can automate outbound sales activity, generate good leads, and give salespeople all of the resources that they need to sound well-researched while talking to the prospect. Conclusion.

Prospecting 246

Prospecting Cold Call Technique Manufacturing 246

Sales Pop!

FEBRUARY 11, 2022

Failure to meet these requirements can cause companies to fall behind their rivals. This lets businesses provide customers with contracts and other documents they can sign via their smartphone, tablet, or desktop or laptop computer. They may help your company drive retail sales as well. B2B customers have high expectations.

Service 246

Service B2B Customers Represent 246

Search Engine Land

JULY 25, 2024

When sales decline, businesses begin to reduce expenses, lower prices and delay making new investments. But when defending our retainer or contract renewal, businesses want to know how their SEO spend will tangibly impact the bottom line. Talk to your sales team regularly. That’s great. What objections they have.

Campaign 108

Campaign Objectives and Key Results Price Service 108