PandaDoc

OCTOBER 15, 2024

Key Features: Workflow automation : set up who is on your team, what their role is, and hook integrations with your CRM, proposal management system, and contract management software. Professional services : consulting firms and other large, complex professional services with many moving parts in the contract process.

Legal

Salesforce

NOVEMBER 15, 2024

Sales Selected 360 Highlights Selected C-Suite Selected IT Selected Commerce Selected Marketing Selected Service Selected Please select at least one newsletter. They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. I can unsubscribe at any time.

Tradeshows

SaaStr

JULY 5, 2025

” Negotiation philosophy : “I have apples for sale. Make Professional Services Profitable from Day One “I always had this mantra: if our people are not worth the customer paying for them, then they’re not actually worth anything. So that was a rule – you don’t give away professional services.”

E-commerce

Highspot

APRIL 1, 2025

You can experiment with negotiation tactics and tackle tough conversations without worrying about peers or clients observing every misstep. Decision-Making Under Pressure A significant deal is teetering on the edge because of pricing or service concerns, and you must act fast. Adjust the rep’s negotiation strategy.

Objectives and Key Results

Hubspot

JUNE 16, 2025

Pitching clients, negotiating partnerships, growing a network. Traditional media companies are slashing sales teams as linear TV declines, while tech platforms and streaming services are hunting for a new breed of seller: digital-first, tech-savvy. Maintained a 90% client retention rate, securing $1M in contract renewals.’

Objectives and Key Results

Hubspot

JANUARY 14, 2025

From the initial discovery email or phone call to the final contract negotiation conversation, they ensure every touchpoint adds value for the prospect. At its core, this approach helps prospects feel understood and respected, paving the way for smoother negotiations and a more positive buyers journey ; thats why it works.

Negotiate

Martech

FEBRUARY 7, 2025

Contract timing My team once negotiated a contract with a new vendor where timing was critical. By collaborating with our procurement team, we negotiated a delayed contract start date while signing in time to secure the incentives. It also signaled that we valued them as partners.

Contract

PandaDoc

MARCH 25, 2025

Complex sales typically involve high-value products or services, which are often highly customizable. Here is an overview of the sales process for complex sales: Discovery/needs analysis: Understanding your customers needs and challenges is key to demonstrating how your product or service can help. This involves tailoring your offer.

Objectives and Key Results

PandaDoc

MAY 12, 2025

Its something that each brand has to handle on a case-by-case basis for every product and service on offer. Pay more for features, design, convenience, or service. This group is more often found in luxury markets, niche services, or high-stakes categories like health, legal, or financial services.

Price

PandaDoc

JUNE 2, 2025

By digging deeper into the business challenges that the buyer faces, sales teams can position their products and services as must-haves that align closely with company objectives. 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.

Objectives and Key Results

PandaDoc

JUNE 16, 2025

See why businesses rely on PandaDoc to build better proposals, quotes, and contracts. For example, if a commission is contingent upon a customer using a SaaS service for 90 days, a company might award the commission when the deal closes but claw it back if the customer churns before the 90-day period is up.

Commission

Hubspot

APRIL 23, 2025

Every joint venture is built on a contract that spells out how things work. Pro tip: I cant stress this enough clear, frequent communication is non-negotiable in a joint venture, especially when working with a competitor. Think: Whos contributing what, how decisions get made, and how profits (or losses) are split.

X-functional

Salesforce

FEBRUARY 21, 2025

To get an edge during this boom and win the fiber broadband market, you need a technology foundation that lets you address all subscriber lifecycle needs with personalized experiences and stellar service. Service providers need sophisticated data and analytics to decide where to build. Learn how to upgrade your platform for fiber.

Contract

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. AI can help discover preferences in contracts, understand how legal teams like to negotiate and implement that automatically in the software. This is where AI can come in.

B2B

Hubspot

JANUARY 3, 2025

In the months leading up to the launch of my business, I joined a startup accelerator and got a contract for a new investment fund through that. Dealing With Imposter Syndrome and Gaining Credibility You've just opened your doors, offering a service. Bailey says she launched the business with just 35 thousand pounds.

Networking

Hubspot

APRIL 23, 2025

Compile current lease agreements, outstanding loans, and supplier contracts to give buyers a full picture of ongoing obligations. Review employment contracts, NDAs, and any existing non-compete agreements to clarify obligations for both employees and buyers. Do your current tax preparer, bookkeeper, or attorney offer these services?

Sell

Hubspot

FEBRUARY 21, 2025

Target account selling involves identifying and pursuing a small, carefully chosen group of high-potential companies that align with your product or service. Job postings related to your service. Account Overview Company Name: Industry: Location(s): Revenue: Employees: Key Products/Services: Website: 2. Growth trajectory.

Clients

Salesforce

APRIL 28, 2025

Salesforce played a pivotal role by contributing the concept of an Agent Card a lightweight JSON contract that communicates an agents capabilities, identity, compliance tags, and TrustScore. The Google product team adopted the concept in its A2A specification, citing AgentCard as the keystone for capability discovery and version negotiation.

Retail

Salesforce

JULY 17, 2025

It’s what powers: Dynamic content that adapts to the buyer’s role, intent, and behavior Real-time decisioning to serve the next-best experience at scale A connected view of every account, stakeholder, and signal — across sales, service, and marketing In short, it’s the system that makes this kind of orchestration possible.

B2B

Martech

OCTOBER 17, 2024

Onshoring The practice of keeping outsourcing in-country using external agencies and contract talent resources. Negotiating overlapping work hours between nearshore/offshore and onshore teams can enhance collaboration and the ability to communicate effectively. Benefits : Complete control of the process. Few time zone challenges.

Territory

Salesforce

APRIL 24, 2025

Customer service agents 3. Built right into your customer relationship management (CRM) system, an AI agent acts as your personal assistant for sales, marketing, commerce, service and more. It also helps update contracts, adjust pricing, and renew deals without delays. AI service agents use trusted data to give accurate answers.

Teamwork

Hubspot

MARCH 10, 2025

FICO Small Business Scoring Service (SBSS). Ive learned that even a small error in a report can derail financing or negotiation plans. Different bureaus offer various services, and their pricing and report formats vary. When I wanted more details, I subscribed to their paid service, starting at $15/month.

Negotiate

Salesforce

APRIL 28, 2025

Kickstart your SMB with Starter Suite Get started with CRM and see results from day one with Starter Suite the all-in-one suite with the marketing, sales, service, and commerce tools you need to succeed. Instagram’s algorithm heavily favors video content, making Stories and Reels non-negotiable tools for your success.

Follow-up

Martech

JANUARY 3, 2025

Contract negotiations present significant opportunities for cost savings. “During contracting, we do our best to negotiate as much as we can with the hotel/venue,” Hentz said. Finding speakers who resonate with your audience and can create compelling content without commanding headliner fees.

Entertainment

SaaStr

JUNE 30, 2025

Some customers report being able to negotiate these increases away, but others note that Zendesk has warned “contracts would be increasing dramatically” and encouraged early renewals to avoid higher rates. This pushback highlights what’s possible when buyers have real leverage and aren’t afraid to use it.

Price

Salesforce

FEBRUARY 17, 2025

By integrating APMs such as digital wallets, Buy Now Pay Later (BNPL) services, and direct bank transfers, you cater to diverse customer preferences, potentially increasing conversion rates and reducing cart abandonment. When negotiating price, the first rule is simple: make sure you’re speaking with the actual decision maker.

Territory

Salesforce

MARCH 3, 2025

This includes everything from securing approvals and ensuring every contract is compliant. Professional services firms , like consultants and legal practices, use Deal Desks to define service scope, pricing, and client expectations for major engagements. Learn more What can a Deal Desk help with?

Legal

Martech

FEBRUARY 13, 2025

The process is exhaustive, involving requirements, templates, questions, evaluations, comparisons and negotiations that can take months sometimes years. A clear RFP questionnaire with functional and non-functional requirements will take you far but it wont define your non-negotiables. Whatever that number is, it shouldnt be just one.

Negotiate

Hubspot

MARCH 7, 2025

negotiating rates, and signing contracts it was a massive learning curve. Looking at HubSpot's State of AI in Customer Service survey data: 84% of respondents say AI/automation tools will be instrumental in helping them meet customer service expectations. Still not convinced?

Government

Anthony Cole Training

SEPTEMBER 2, 2022

Negotiate by definition is to deal or bargain with others in preparation of a contract or business deal. As a verb, negotiate means to move through in a satisfactory manner. Oftentimes, sales negotiation tactics seem to be related to price – giving or getting the best rate or fees for a product or service.

Negotiate

Martech

AUGUST 10, 2022

Contracts are complex for a reason. I’ve seen and heard of my share of contract gotchas. When you decide to churn from the vendor, does your contract allow you to keep and use the data you’ve pulled into your CRM or other systems after the relationship ends? Service-level agreements (SLAs). Pricing factors.

Contract

Salesforce

JANUARY 8, 2024

” A written sales contract should accurately reflect the verbal agreements made — or else you risk the buyer backing out of the deal or having a very unhappy or potentially litigious client after the deal is done. Sales contracts are vital to completing any business transaction. What you’ll learn What is a sales contract?

Contract

SaaStr

MAY 8, 2021

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! Annual contracts require P.O., — Jason BeKind Lemkin (@jasonlk) September 4, 2020.

Contract

SaaStr

JANUARY 15, 2021

25% of revenue from professional services may sound high, but it’s a fairly standard ratio in true enterprise software. Importantly, Qualtrics’ margins remain high so it’s not losing money on its services. Gross margins on services are about 35%. And isn’t it a bit unseemly to charge for services? It sure did to me.

Service

Martech

DECEMBER 6, 2023

Negotiating with martech vendors requires a strategic approach that goes beyond budget considerations. Dealing with martech vendors Martech vendor negotiations are never the same – even when dealing with a company you already do business with. That variability is what makes negotiations fun to many yet anxiety-producing for others.

Negotiate

Sales Pop!

NOVEMBER 5, 2021

There are now several Cloud providers available, in addition to Amazon Web Services (AWS). We had tremendous failover services, load balancing, and backup systems. We needed multiple contracts with hardware and software vendors. At the time, there were very few providers of that kind of service. Why have we done so?

Pipeline

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.

Objection handling