Hubspot

AUGUST 26, 2024

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. No one is going to sign a contract on your first outreach, and they probably won’t even respond to your email or answer the phone.

Follow-up 85

Follow-up Contract Sales Technology 85

Anthony Cole Training

FEBRUARY 21, 2013

If you are selling and dealing with some sort of approval process, before you begin to pitch a solution, make sure your prospect is qualified or "pre-approved". This is the case in any sale that requires a submission of ANY KIND of paper work for more information before a solution can be presented, accepted and/or contracted.).

Appointment 263

Appointment Sales Up-sell Contract 263

Gong.io

DECEMBER 3, 2019

Or, in response to a net 60 payment request, “Sorry, all contracts require net 30.”. The post The One Word to Avoid in Your Next Sales Pitch appeared first on Gong. The price is the price. Don’t apologize for your price. . When to use : Any time you have a tough negotiation, and need to stand your ground. They’ll thank you for it.

Pitch 99

Pitch Negotiate Price Trust 99

Salesforce

OCTOBER 22, 2024

Your sales pitch for each of these prospects should highlight different features and case studies to cater to their priorities. Be prepared to navigate discussions and sales pitches with multiple parties to close the deal. Understanding their decision criteria enables you to tailor your pitch to what matters most to them.

E-commerce 87

E-commerce Territory Pitch Sales 87

SaaStr

MAY 16, 2020

I remember from our Series A VC pitch. According to Gartner, while IT is undergoing one of its most massive contractions of all times … -8% (!) That’s during a -8% contraction in IT spend. . — Amit Karp (@amitkarp) May 15, 2020. When I started as a SaaS CEO, there was only one SaaS unicorn: Salesforce.

Contract 145

Contract Pitch Customers Growth 145

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. Has your pitch? Assure them, this is normal. History tells us massive inflation and uncertainty follows explosive economic growth.

Sales 220

Sales Contract Clients Quota 220

Veloxy

JUNE 8, 2022

For instance, you could have a pipeline worth a million dollars in contract value. Your sales teams can therefore connect with the right prospects, at the right time and pitch them relevant products directly leading to a sale. . For B2B sales in particular, a healthy pipeline comes with a lot of benefits.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Salesforce

MARCH 7, 2024

To successfully negotiate a contract in today’s sales climate, you need to prioritize relationship building over persuasion, practice active listening, and empathize with your customers’ challenges. What you’ll learn: What is contract negotiation? Why is contract negotiation important?

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

SaaStr

DECEMBER 9, 2019

It’s not the slick pitch. The ones that truly not only understand the product and the pitch — and not even just how to deliver incredible value during the sales process — but the magic of how to connect that value to a signed contract. Call me on January 6. It’s not the hard sell.

Intrinsic 135

Intrinsic Pitch Contract Quota 135

PandaDoc

MAY 2, 2025

That can mean anything from misrepresented pricing to contract clauses that Legal never approved. In fact, buyers expect some level of personalization and reps need the freedom to tailor their pitch. Legal wants visibility into contract terms. The end result? As your team scales, those little inconsistencies add up fast.

Legal 52

Legal Territory Contract Price 52

SaaStr

SEPTEMBER 11, 2024

Most Contracts Are Multi-Year Deals Not a surprise, just a reminder of how common this is in bigger enterprise deals with a trusted vendor. #7. AI a Focus, But Not at The Heart of Growth AI is part of Rubrik’s pitch, but not at its core. And they are up to 1,800 $100k+ customers, up from 1,300 a year ago. #5.

Contract 124

Contract Growth Pitch Trust 124

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. Your proposal can double as a contract. Seal the deal and sign the contract.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

SaaStr

FEBRUARY 8, 2022

You’re not the only SMB asking this question as you navigate perpetual pitches, closing clients, and growth. . Waze defines value as the deal size or amount of the contract. What is your average deal size pitched vs. closed? The key to closing bigger deals is to pitch bigger amounts. Let’s look at them: Value.

Objectives and Key Results 119

Objectives and Key Results Pitch GTM Cold Call 119

SaaStr

DECEMBER 1, 2021

It’s not the slick pitch. The ones that truly not only understand the product and the pitch — and not even just how to deliver incredible value during the sales process — but the magic of how to connect that value to a signed contract. Call me on January 6. It’s not the hard sell.

Intrinsic 134

Intrinsic Pitch Contract Quota 134

Search Engine Land

SEPTEMBER 29, 2023

Tinter went on to reveal that Microsoft had also tried to pitch Samsung about making Bing the default search engine on its products. But the tech giant told Microsoft that negotiations wouldn’t be worth discussing because of the company’s contract with Google. ” Samsung also shut down potential sale. SUBSCRIBE See terms.

Territory 133

Territory Negotiate Contract Engineering 133

The 5% Institute

SEPTEMBER 14, 2021

They present or pitch too soon , or they use the ‘always be closing’ mantra. Firstly, instead of pitching your services or offer – you’re coming at it from a position of serving and solving a problem. A common, old school mindset that a lot of Sales Professionals and Business Owners have, is to come in with the hard sell.

Closing 144

Closing Technique Consult Pitch 144

PandaDoc

AUGUST 17, 2020

You can tactfully adjust your approach according to the prospect’s reaction to your pitch. Sharing and explaining videos, infographics, datasheets, and presentations could make your sales pitch more effective. When making sales pitches, it’s necessary to connect with decision-makers. Creating a Well-Drafted Contract.

Closing 105

Closing Contract Negotiate Clients 105

SaaStr

SEPTEMBER 25, 2024

On the one hand, you have new business and expansion ARR; on the other, you have contraction and churn. The post Crafting the Perfect Investor Pitch: 5 Metrics Metrics That Matter with Christoph Janz of Point Nine Capital appeared first on SaaStr. One thing to include for SaaS is what’s called the MRR or ARR movement.

Pitch 75

Pitch Pipeline SQL GTM 75

PandaDoc

MARCH 25, 2025

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. When creating enterprise contracts, I have sat down for upwards of 45 minutes just double-checking the math on the many line items.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Sales Hacker

FEBRUARY 17, 2021

In part, my shift in thinking could pertain to not being the “front man” handling the pitch. Seller (Ham): I’ll help build rapport, set the upfront contract and handle next steps towards the end of the call. In many instances, Ham may need to manage the energy for his/her own team while Egg makes the pitch.

Sell 131

Sell Contract Pitch Up-sell 131

Hubspot

JANUARY 4, 2019

Pitch the solution, not the product. Pitch the solution, not the product. Finalize the signing of the contract and any additional paperwork. article , Geoffrey James pointed out that if the prospect answers "no" to this question, the rep has indirectly gotten them to agree to the contract. How to Close a Sale.

Closing 101

Closing Contract Technique Drivers/motivators 101

The 5% Institute

AUGUST 12, 2021

Firstly, instead of pitching your services or offer – you’re coming at it from a position of serving and solving a problem. This especially works if your next step is going to be asking them to sign some kind of contract or agreement, because it leans on a small commitment – being asking them to help you try.

Technique 145

Technique Consult Closing Contract 145

Hubspot

APRIL 4, 2019

Craft your elevator pitch. Craft your elevator pitch. Keeping your elevator pitch at the forefront of all strategic planning will remind everyone what you’re working toward and why. Some people believe the best pitch isn’t a pitch at all , but a story. Elevator pitch. Strategic Plan Template. Set a budget.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

The 5% Institute

APRIL 27, 2022

Firstly, instead of pitching your services or offer – you’re coming at it from a position of serving and solving a problem. This especially works if your next step is going to be asking them to sign some kind of contract or agreement, because it leans on a small commitment – being asking them to help you try.

Closing 143

Closing Consult Technique Sales 143

Highspot

FEBRUARY 20, 2025

This level of expertise allows well-trained reps to pivot on the fly, tailoring their pitch to different buyer needs. Up-to-date, ongoing training also helps consistently spread brand awareness through all external materials and pitch decks. Industry-specific applications: Tailor your pitch to fit specific verticals or buyer personas.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Hubspot

JUNE 29, 2018

This is usually built around a pitch template your sales team uses and customizes for each prospect’s unique business needs. Want to freshen up your pitch? If they say, “ Yes, ” draw up the contract and send it over for final review and signing. Now it’s time for the presentation.

Pitch 101

Pitch Legal Referrals Contract 101

Salesforce

JUNE 7, 2023

But what happens to the essential information after the pitch? Strategic microsite design When considering what content to use for your microsite, identify which types of information from your pitch deck will effectively translate into engaging content for the microsite. A great slide deck can help win a deal.

Strategize 52

Strategize Pitch Launch Contract 52

SaaStr

MAY 25, 2020

In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “E contract” — Julie Grieve, CEO CritonHQ. . “We added slack for customer support and on boarding” — Adam Livesay, founder, Elevat. “Simplicity.

Closing 137

Closing Process Contract Price 137

Sales Hacker

SEPTEMBER 8, 2022

Sales representatives must start the renewal process the first day a contract is signed by communicating with CS teams throughout the customer journey. No one knows your clients better than your counterparts in customer success, so you should lean on their knowledge to make your sales pitch more effective.

Clients 133

Clients B2B Contract Pitch 133

SaaStr

JULY 17, 2023

I’m already stuck in another long-term contract. Pitch all the stakeholders, not just the ones that reached out. It’s much more than the money and the contract. Too many reps do too many lame cadences and break things. Sometimes, checking back in next quarter or later really is the best way to go. They should. More here.

Contract 98

Contract Pitch Gaming Sales 98

Gong.io

MAY 31, 2021

Contracting. Contracting Process. A clear-cut contracting process eliminates (or at least minimizes) the Wild Wild West of Deal Making. A clear-cut contracting process eliminates (or at least minimizes) the Wild Wild West of Deal Making. Messaging: Deliver the perfect sales pitch. And that’s hard to replicate.

Territory 118

Territory Objectives and Key Results Contract Price 118

CloserIQ

JULY 1, 2019

From here, you can move to book a pitch or product demonstration. . Conduct research and make the pitch. Once you have a solid list of sales-qualified leads, it’s time to conduct further research to pitch them. . Objection: I don’t want to be tied into a contract. Solution: Offer a monthly or quarterly rolling contract.

Process 89

Process Objectives and Key Results Contract Pitch 89

A Sales Guy

FEBRUARY 10, 2021

———————– The Pitch: So, we signed the contract paid our 20k dollars upfront fee, and met the creative team. We envisioned them leaving a trail of co-workers gasping for air as they walked through the office, we envisioned the client holding their breath while the salesperson pitched.

Pitch 107

Pitch Up-sell Contract Promote 107

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

Martech

MARCH 7, 2024

Toss in representatives from about 75 vendors and the event was thick with pitches, presentations and promotions. Marketers are drilling into ROI, contract terms, spend and functionality. I was in attendance, along with a good 250 to 300 marketers. It was my first event since before the COVID-19 pandemic.

Entertainment 117

Entertainment Presentation Contract Pitch 117

The 5% Institute

OCTOBER 24, 2021

Firstly, instead of pitching your services or offer – you’re coming at it from a position of serving and solving a problem. This especially works if your next step is going to be asking them to sign some kind of contract or agreement, because it leans on a small commitment – being asking them to help you try.

Objectives and Key Results 144

Objectives and Key Results Consult Technique Closing 144

Veloxy

DECEMBER 28, 2023

Inside sales focuses on volume, targeting SMB and mid-market buyers with products that are typically more cost-effective and require less consideration from customers, while outside sales emphasizes securing high-value, high-quality accounts and targeting major customers with a higher average contract value. Is outside sales a hard job?

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242