SaaStr

MAY 8, 2021

Bigger customers usually leave simply because your product doesn’t do enough. An annual contract gives you 365 days or so to fix that. I’ve long been a vocal proponent of annual contracts. Close say a $125k contract, even after a healthy sales commission, that’s $100k+ in the bank right now!

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Contract Legal Commission Finance 107

Women Sales Pros

MAY 17, 2019

By the time two parties to a negotiation are sitting across the table from each other, the negotiation may already be over. Ask questions before it’s time to negotiate. If you wait until the negotiation begins, you’re going to get answers that are intentionally limited. During the negotiation, people withhold information.

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Negotiate Contract Price Start-ups 131

Martech

JANUARY 9, 2024

Know why you want to partner with creators Whether it’s amplifying brand awareness, launching a new product or simply wanting to better understand the organic communities your brand could benefit from, it’s important to have goals in mind. Be prepared for negotiation. Product reviews. Exclusive product launches.

Niche 131

Niche Negotiate Legal Contract 131

SaaStr

AUGUST 25, 2023

Dear SaaStr: As An Employee, As an acquired employee, How Do I Negotiate My Compensation in an Acquisition? Unfortunately, as a non-CEO, non-founder of an acquired start-up … you have almost no ability to really negotiate. Beyond the key employees, the acquirer may require 80-90% of a group to agree to employment contracts (e.g.,

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Negotiate Legal Finance Contract 56

Hubspot

OCTOBER 3, 2022

Plus, how you can leverage BATNA's key negotiation tactics to ensure your business and your customers are both benefitting from a deal. BATNA stands for Best Alternative to a Negotiated Agreement. When you're negotiating, you need to ask yourself, 'What are the concessions I'm willing to make? What does BATNA stand for?

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Negotiate Customers Contract Non-Profits 65

Sales Hacker

DECEMBER 6, 2019

If you confuse objection handling and negotiating , you could be losing sales. . In this article, we’ll look at what objection handling and negotiating are (and what they aren’t). Then we’ll go in-depth to look at 5 techniques for handling objections and sales negotiation, so you always walk away with a win. Negotiation.

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Objection handling Negotiate Drivers/motivators Technique 98

SaaStr

APRIL 8, 2020

In the last year we’ve been leveling up a lot of our systems at SaaStr, and as part of that, moving from a lot of self-service and simple products to more robust ones. According to research from Talkdesk, the average company deploys more than 50 SaaS products. Such is the way as you grow. We’ve all learned to buy SaaS. Fast and easy.

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Product Contract Construction Negotiate 134

Salesforce

SEPTEMBER 26, 2023

Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris , sales coach and founder of The Harris Consulting Group. But do they really want to buy, or are they just window shopping?

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Contract Negotiate Follow-up Contact 119

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.

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Negotiate Cross-sell Contract Legal 52

Hubspot

MARCH 13, 2019

But as you peruse the contract, you find yourself a little hesitant about what they're willing to offer you. Unfortunately, your inability to negotiate now won't just affect the next year or two of your life -- instead, it will create a snowball effect that could result in major losses down the road. You're torn.

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Negotiate Non-Profits Contract Meeting 91

PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. In our context, it means finalizing the negotiation process by setting an agreement. According to research conducted by HubSpot , the average B2B sales cycle for SaaS products is 84 days. Definition and typical steps.

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Negotiate Contract Objectives and Key Results Legal 98

Sales Hacker

FEBRUARY 26, 2019

Or this: “We’re ready to go, but I just need to make little revision to the contract…”. What would you say that could help you win at this point in a negotiation? Excellent salespeople overcome their fear of saying no and use key negotiation phrases that protect margins and still get the deal done. Think about how you’d respond.

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Negotiate Price Contract Non-Profits 89

Hubspot

FEBRUARY 1, 2018

Like most skills, your ability to negotiate improves with practice. There’s a lot on the line during a negotiation with the buyer. Enter negotiation role play exercises. Once you’ve successfully negotiated in an extreme situation, you’ll be mentally and emotionally prepared for a straightforward one. The prospect.

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Negotiate Contract Technique Sales 93

Search Engine Land

APRIL 19, 2024

Be clear about how your team operates generally while you’re still negotiating. That’s neither feasible nor productive for anyone. Managing expectations during the engagement Once the contract is signed, the work begins! The client might ask for more meetings than you’ve contracted for. Or is it a hybrid?

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Contract Clients CRM Meeting 118

Veloxy

DECEMBER 28, 2023

Download Now: The Big Blue Book of Field Sales Outside Sales Reps — flip to the chapters on outside sales productivity, mastering the art of in-person selling, and how to shorten your sales cycle. Closing Techniques Finalizing deals in outside sales frequently demands a customized approach and potent negotiation abilities.

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Outside Sales Cold Call Represent Objectives and Key Results 242

Search Engine Land

SEPTEMBER 29, 2023

This could reinforce Google’s argument that it’s preferred for its superior product. Tinter went on to reveal that Microsoft had also tried to pitch Samsung about making Bing the default search engine on its products. Better offer than Google. Get the daily newsletter search marketers rely on. SUBSCRIBE See terms.

Territory 139

Territory Negotiate Contract Engineering 139

Hubspot

DECEMBER 13, 2023

Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made. You'll provide a brief overview of your product or service and try to gain their interest. You negotiate to find a mutually beneficial agreement that satisfies both parties.

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Objection handling Negotiate Cross-sell Contract 72

SaaStr

MARCH 30, 2023

Our commercial negotiators use the pricing insights from our database to then go and negotiate on our client’s behalf. They not only ensure that new contracts have preferable terms like contract length or auto-renewals but they also have the data points to negotiate for a lower price, proving guaranteed time and money savings.

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Negotiate Contract Price Strategize 84

Martech

FEBRUARY 27, 2024

When an influencer recommends a product or service, their endorsement comes across as a recommendation from a trusted friend rather than a corporate slogan. Up to 81% of consumers report having been influenced — by an influencer, creator, friend or family member on social media — to purchase a product.

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Legal Strategic partnership Contract Trust 119

PandaDoc

MARCH 29, 2024

Key takeaways A deal desk is a cross-functional team assembled to oversee opportunity qualification, solution and proposal development, and negotiation stages of a sales process. Automation tools, such as software designed for business proposals or contract management, accelerate collaboration with all stakeholders.

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Process Non-Profits Negotiate Legal 52

Salesmate

JULY 8, 2020

A simplified email drip sequence would look something like this: Introduce who you are and what you offer Explain how your product or service can benefit the lead Give a case study that proves the quality of your product or service Pitch for a consultation. Webchat, perhaps with a live demo of your product, are other options.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

SaaStr

OCTOBER 17, 2022

Optimize your hiring plan for the fact that your CS team should have some commercial term experience as they’ll be negotiating contracts. technical onboarding vs contract negotiation) early on. Takeaways: The primary objective of a Customer Success organization is adoption and optimization of your product.

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Growth Customers Negotiate Contract 91

Martech

JULY 12, 2023

SaaS, which doesn’t depend on physical goods to produce its products, hasn’t had to increase prices due to inflation. This is especially true when you consider all the improvements Salesforce has made to its products. First, if you’re negotiating a deal you may want to move the close date up to lock in the old pricing.

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Price Negotiate Contract CRM 89

Gong.io

DECEMBER 27, 2021

Like the deadly simple negotiation mistake preventing you from winning deals. . Tip #1: Never negotiate over email. Negotiating is one of the most important skills in sales. . Case in point: negotiating over email. . But beware: Win rates dramatically decrease as soon as you start negotiating over email: .

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Negotiate Price Contract Sales 127

SaaStr

OCTOBER 1, 2019

This worked well for us when we added a localized version of the product. If you are growing > 80%-100% or even faster, it’s easiest to leave the early customers with their nice, grandfathered contract. They got angry when we asked for a more “normal” contract. Or Global Edition. Or Unlimited Edition. That was worth more.

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Negotiate Contract Referrals Price 70

Sales Hacker

DECEMBER 20, 2018

To consistently perform, sales leaders need to master the science of sales productivity. What is Sales Productivity? Sales productivity is all about maximizing time spent on the most critical sales rep activities (prospecting, client meetings, networking) and minimizing the resources needed to accomplish them (i.e. Negotiations.

Product 99

Product Tradeshows CRM Appointment 99

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

SaaStr

JANUARY 15, 2021

If your product is so easy to use that you barely need sales people, why in the world would you need to charge for implementation? Doesn’t it sort of say your product is Old School? I remember the first time I experienced this confusion myself, on one our first high-five figure contracts. It sure did to me. For support?

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Service Contract Price Negotiate 124

Hubspot

MAY 29, 2024

TAM refers to the total market demand for a product/service. It’s the most revenue a business can possibly generate by selling their product or service in a specific market. Investors will also look at market trends, growth projections, and the competitive landscape for your products and services.

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Legal Contract Growth Negotiate 51

Martech

NOVEMBER 1, 2021

That’s why a consortium of tech companies, including Google, Salesforce, Slack and Okta, the secure identity platform, have worked together to develop a Minimum Viable Secure Product standard, setting out a vendor-neutral baseline of product security. Why we care. So security is one thing that is not owned by marketing.

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Negotiate Contract Technology Technology 100

Salesforce

SEPTEMBER 30, 2021

Team members using those systems every day find themselves steeped in administrative tasks or cross-referencing information multiple times, leading to decreased productivity and inferior user experiences. Step 4: Minimize credentialing and contracting constraints. Step 5: Empower providers.

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Healthcare Contract Networking Negotiate 98

Sales Hacker

MARCH 12, 2021

Negotiation: What are your levers to proactively share to help ensure your new partner is getting a fair deal for their team? Your goal here is to answer one key question: is the prospect a good fit for your product and/or service? The proposal stage differs between salespeople, companies, and products, so keep this in mind.

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Pipeline Negotiate Contract Sales 91

SaaStr

DECEMBER 4, 2023

Churn increase due to greater scrutiny of costs Contract values declining More stakeholders involved in decision-making Capchase combined the study with their data set of thousands of SaaS companies and looked at what the best companies do to overcome these hurdles. It could be price, product composition, or payment terms. The answer?

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Contract Price Healthcare Commission 88

SaaStr

SEPTEMBER 26, 2023

That info could be: high volumes of text like blogs contracts how to respond to a customer images video We’re in the early innings of what it means to generate or have GenAI. SynthAI won’t be as effective for other categories that involve negotiating a complex merger and term sheet. Only time will tell. What makes a great data moat?

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Contract GTM B2B Negotiate 104

Search Engine Land

FEBRUARY 2, 2023

The goal was to deliver a petition, signed by more than 600 workers, to Google SVP Prabhakar Raghavan (who is responsible for Google’s Search, Assistant, Geo, Ads, Commerce, and Payments products). They wanted Raghavan to meet and negotiate with the workers. Alphabet Workers Union tweets about the protest. .” Dig deeper.

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E-commerce Negotiate Contract Engineering 98

Hubspot

AUGUST 14, 2023

For instance, let‘s say a salesperson is selling a product that isn’t backed by 24/7 support — and once upon a time, that factor held up a deal or two. If you find yourself in this situation, don't be quick to chase down your buyer — doing so can weaken your negotiating position, and a pushy “just checking in” email can hurt your margins.

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Closing Hospitality Negotiate Price 87

Lead Fuze

JUNE 27, 2023

Conclusion Brands and Influencers: A Match Made in Marketing Heaven Online influencers are the new-age celebrities, and brands are leveraging their power to sell products like hotcakes. Another tactic is sponsoring content creators to feature products in their posts. It’s like product placement, but cooler. Sneaky, huh?

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Negotiate Contract Campaign Contact 52