Martech

JANUARY 3, 2025

” Dig deeper: How to align teams early with a strategic event workshop The key to successful sponsorship programs is understanding the value of your audience. Contract negotiations present significant opportunities for cost savings. Contract negotiations present significant opportunities for cost savings.

Entertainment 125

Entertainment Negotiate Contract Strategize 125

The Lost Book of Sales

OCTOBER 18, 2021

As we'll see in a moment, understanding the power of reciprocation is not only a valuable instrument in controlling the outcome of a negotiation, but when deployed skillfully, the party you negotiate with will feel more engaged and responsible in carrying out their fair share of the agreement. A win-win-win. What gives?

Negotiate 96

Negotiate Contract Angle Drivers/motivators 96

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.

Negotiate 103

Negotiate Price Contract Non-Profits 103

Hubspot

JULY 7, 2019

By using a strategic account plan to target your top key accounts , you can align your focus to become your customer’s trusted partner, solving problems instead of selling products. This strategic account plan template will help you: Expand your understanding of your customer’s business, goals, and motivations. Whitespace map.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

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 52

Legal Contract Cross-sell Finance 52

Hubspot

FEBRUARY 2, 2022

Sales negotiation is a delicate art. You can quote a price, send over a contract, bank on landing a deal, and start celebrating — only to receive the dreaded email: "I'd like to talk about some of the details of this contract before I sign.". Let's take a closer look at why negotiation is so important in sales.

Negotiate 74

Negotiate Contract Price Prospecting 74

Veloxy

DECEMBER 28, 2023

Closing Techniques Finalizing deals in outside sales frequently demands a customized approach and potent negotiation abilities. Sales representatives must be skilled negotiators to effectively persuade and close deals, overcoming objections and demonstrating the value of their product or service to the customer.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Martech

JANUARY 9, 2024

It’s a pivot that’s tipping the scales from social ad spend to more influencer marketing investment — where genuine, community-focused engagement means richer content, more strategic partnerships and deeper market penetration as the creator economy barrels ahead. Be prepared for negotiation. Why pay attention to the creator economy?

Niche 138

Niche Negotiate Contract Legal 138

Sales Hacker

OCTOBER 20, 2021

??. Contracts are the lifeblood of modern companies. In fact, contracts govern most B2B business deals. There’s no denying that contracts are an absolute necessity for conducting business. There’s no denying that contracts are an absolute necessity for conducting business. Sales teams are focused on speed.

Legal 120

Legal Contract Negotiate Government 120

SaaStr

MARCH 30, 2023

PSG is a growth equity firm that partners with software and technology-enabled service companies to help them navigate transformational growth, capitalize on strategic opportunities and build strong teams. Our commercial negotiators use the pricing insights from our database to then go and negotiate on our client’s behalf.

Negotiate 107

Negotiate Contract Price Strategize 107

Search Engine Land

JUNE 26, 2023

Aligning business goals Leadership support ensures strategic alignment of SEO tools with broader business objectives, integrating SEO efforts into the overall business strategy from the start. Proposal evaluation and selection : Evaluate received proposals and choose the most suitable vendor(s) for further negotiation.

Process 101

Process Negotiate Contract Legal 101

Partners in Excellence

APRIL 26, 2021

We assume they know how to get approval, how to contract, how to issue an order. They may have to put together an implementation plan and negotiate the resources needed to support the implementation. Related to the previous point, how does this initiative support the corporate strategic objectives.

Customers 131

Customers Contract Legal Negotiate 131

Hubspot

APRIL 23, 2025

That was the first time I really understood what a joint venture is a strategic partnership where two businesses combine strengths while staying independent. Every joint venture is built on a contract that spells out how things work. I like to think of a strategic alliance as teaming up without tying the knot. His answer?

X-functional 57

X-functional Manufacturing Government Non-Profits 57

Martech

FEBRUARY 27, 2024

Businesses exist to help brands broker strategic partnerships with leading influencers, like this creator deal that rivaled professional athlete contracts. It encompasses a range of financial, business and legal considerations that must be meticulously planned and negotiated.

Legal 130

Legal Strategic partnership Contract Trust 130

Hubspot

JANUARY 4, 2019

For instance, an employee relations manager might create and implement policies regarding sexual harassment in the workplace, negotiate new contracts as employees move up in the ranks, and work with directors or employers to create benefits packages for individuals or departments.

Contract 101

Contract Negotiate Trust Drivers/motivators 101

PandaDoc

MARCH 25, 2025

This can include negotiations, compliance checks, and/or deciding on a timeline for implementation with your customer. 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

Hubspot

SEPTEMBER 17, 2018

In fact, “high authority” sellers had 11% lower average margins and 13% fewer sales per seller compared with sellers who had low authority to negotiate on price. When sellers are anxious, it affects how they approach sales negotiations , and that changes how buyers interact with sellers. You can make both strategic and tactical trades.

Price 100

Price Negotiate Commission Strategize 100

Martech

SEPTEMBER 8, 2021

Technologists should focus on stack roadmap strategy, harmonization of the martech stack as well as how it fits within the broader organization, promotion of strategic decision making, and overall staff training and enablement. Data experts should focus on helping measure and assess campaign and technical performance.

UX 94

UX Contract Strategize Education 94

Gong.io

DECEMBER 3, 2019

Tactical apologizing is strategically using apologetic language as a persuasive tool. . Tactical apologizing IS strategic. Apologize When Negotiating . There is a fundamental difference between apologizing for your pricing and apologizing during negotiations. . Not all apologies are taboo. . The price is the price.

Pitch 99

Pitch Negotiate Price Trust 99

Martech

MARCH 21, 2023

As marketers, we need to get more out of our current tech stack, whether through consolidation or more strategic use of existing tools. It’s worth exploring options or negotiating a better deal with your vendor. Many software companies are willing to negotiate to keep you as a customer and expand your usage within their platform.

X-functional 109

X-functional Negotiate Contract Technology 109

Understanding the Sales Force

JANUARY 14, 2014

Negotiation. Negotiation. If you''ve been exposed to one of these trainings ( SPIN, Sandler, Solution Selling and Strategic Selling) , then you know that they''re all good. Needs Analysis. Estimated of Value of the Opportunity. Technical Fit. Technical Teams Meet. Specifications. Credit Worthiness. Installation.

Negotiate 108

Negotiate Appointment Sports Sales 108

Sales Hacker

SEPTEMBER 23, 2021

Larger enterprises that want to eliminate the day to day tactical responsibilities from their IT team so they can focus on more strategic technology initiatives. Once you’ve had the meetings and you’ve signed the contract, the actual work will start. The work isn’t signing the reseller – it’s what happens after you sign the contract.

Commission 117

Commission Manufacturing Negotiate Contract 117

Salesforce

NOVEMBER 15, 2024

They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. They collaborate with partners to promote and distribute products, negotiate contracts, and provide support, ultimately maximizing sales opportunities and revenue for the organization.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

PandaDoc

JUNE 2, 2025

Using this information, reps can plan ahead, anticipate obstacles, and try to push deals forward in a more strategic way. 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. The problem? This is often a time-consuming exercise.

Objectives and Key Results 52

Objectives and Key Results Sales Legal Finance 52

Martech

OCTOBER 17, 2024

Understanding the capabilities of your in-house team will help identify when external agencies are needed, whether for strategic creativity or channel-specific production work. Onshoring The practice of keeping outsourcing in-country using external agencies and contract talent resources. Benefits : Complete control of the process.

Territory 70

Territory Negotiate Contract Campaign 70

Sales Hacker

OCTOBER 22, 2017

Contract Negotiation. Selling is easily the art of negotiation. Because of its relevance to any field, negotiation skills may as well be classified in any of the categories we listed. However, contract negotiation is specially important for closers, account executives and managers. Referral Marketing.

Negotiate 106

Negotiate Teamwork Referrals Relationship building 106

Sales Hacker

JULY 25, 2022

How to pivot, strategize, and coach. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline. What you want is to solve that customer’s problem well enough that they keep renewing their contract and expanding their package.

Engineering 114

Engineering Objectives and Key Results Cross-sell Pipeline 114

Partners in Excellence

MAY 2, 2012

Procurement organizations are very sophisticated–they are shifting to be strategic sourcing organizations. They realize there is more to “save” than just on price negotiations. For extra credit, as you think about this, study and learn about Strategic Sourcing. Are you constantly looking to Create Value?

Price 102

Price Negotiate Contract Strategize 102

Sales Hacker

JANUARY 13, 2021

OEM licenses are significantly larger deal sizes than direct to end-user contracts because the licensee is usually pushing out the software to their entire customer base or a large portion of their customer base. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Exclusivity.

GTM 85

GTM Negotiate Profit margin Contract 85

Pointclear

MAY 1, 2013

However, with embedded analytics you may see that the percentage of opportunities that move from the proposal stage to the negotiation stage is disproportionately low. Embedded analytics could also help determine that the marketing sourced opportunities are making it to the negotiation phase then stalling.

Negotiate 86

Negotiate Pipeline CRM Contract 86

Sales Hacker

JULY 21, 2021

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. The problem with this term, and the pursuit of easy wins, is that while these deals are tempting and low effort, they don’t pay off as much as more strategic, high-dollar opportunities.

X-functional 132

X-functional Sales Strategize Cold Call 132

Outreach

OCTOBER 29, 2021

It visually demonstrates the stages of your sales process (like prospecting, needs analysis, proposal, negotiation, and closing) and the distribution of revenue opportunities across those stages. Once these negotiations have been completed, it’s time to (finally!) A sales pipeline is not a sales forecast. close the deal.

Pipeline 98

Pipeline Negotiate Sales Contact 98

Martech

FEBRUARY 21, 2022

Price and contract negotiations are an iterative process that you should start as early as possible. Don’t underestimate “strategic intangibles” in considering overall fit.

Technology 98

Technology Technology Negotiate Contract 98

SaaStr

FEBRUARY 12, 2019

On the flip side, a strategic transaction can give a speed to market advantage over rivals or potentially let you run away with a new market. What I’ve learned is that true due diligence requires more than a scan through boxes of contracts and reviewing the balance sheet. An acquisition can make or break your startup.

Negotiate 81

Negotiate Contract Technology Technology 81

Hubspot

SEPTEMBER 12, 2018

Proposal sent: The buyer reviews your proposal or contract. Perhaps prospects are 75% likely to buy in the demo stage and 90% likely to buy in the negotiation stage. If you need to win 135 deals, and your reps typically close 90% of deals in the negotiation stage, 150 opportunities must reach that stage in a month.

Pipeline 101

Pipeline Negotiate Sales Objectives and Key Results 101

Hubspot

MAY 9, 2019

Successful Negotiation: Essential Strategies and Skills by Coursera. In the course created by the University of Michigan, you'll learn about and practice four key steps to a successful negotiation. Successful Negotiation: Essential Strategies and Skills by Coursera. We all negotiate on a daily basis.

E-commerce 101

E-commerce Negotiate Technique UX 101

PandaDoc

JUNE 2, 2025

Ensure that discounts are applied strategically and in a pre-set order. Customer-specific pricing Pre-negotiated contract pricing tailored to specific customer accounts. Negotiated pricing Custom price adjustments and manual discounts granted during the sales process.

Price 52

Price Negotiate Territory Contract 52