Search Engine Land

MARCH 21, 2024

However, successful partnerships require more than just hopeful thinking; you have to put in the work from the start. Whether it’s your first time or tenth, streamlining the ramp-up period when onboarding a new SEO agency will save you effort in the long run and lay the path to a productive partnership.

Contract 98

Contract Education Clients Trust 98

SaaStr

JULY 17, 2023

A few objections reps think they can overcome … that they can’t: We literally do not need this product now. I’m already stuck in another long-term contract. I need to start with a pilot. The deal may have to be much smaller to start, however. Pitch all the stakeholders, not just the ones that reached out.

Contract 81

Contract Pitch Gaming Start-ups 81

SaaStr

NOVEMBER 19, 2021

I’m a sales professional wrapped up in a marketer’s body, I’m maniacally focused on all things go to market and I’m basically free go to market consulting for our portfolio companies. Because when we have it as a stage, because what we do, we set ourselves up just to do a checklist of questions.

Pitch 92

Pitch Conversion Sales Territory 92

SaaStr

NOVEMBER 11, 2020

With that came the enormous burden of a contract and that dreaded lock-in period. The usefulness of the product came secondary to the attractiveness of the product brief. Usage and adoption of the product matter the most. One of the cohorts might need some help or training in overcoming some product roadblocks.

Growth 70

Growth Product Drivers/motivators Sales 70

Smarter With Gartner

JULY 2, 2021

Hi-tech product planning is a high-stakes effort that requires decisions to be made in the face of uncertainty — it’s important to know if customers will embrace the new offering or not. Product marketers must adjust their messaging in a downturn and support new strategies in a recovery from a disruptive crisis.

Product 82

Product Minimum Viable Product Drivers/motivators Technology 82

Salesforce

NOVEMBER 20, 2023

This isn’t just a quick pitch, however. How to start a sales call How to close a sales call 13 tips for making a successful sales call Sell faster by connecting with buyers wherever they are Learn how Sales Engagement helps you meet buyers on their preferred channels, whether by phone, email, and web. Market research done?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Gong.io

DECEMBER 3, 2019

We (salespeople) apologize for reaching out, being late, and “taking up valuable time.” We even apologize for our product/service and pricing! Here at Gong Labs, we capture sales interactions from our product users – web conference meetings, phone calls, and emails. Apologize When You Mess Up. Salespeople apologize All.

Pitch 62

Pitch Negotiate Price Trust 62

Veloxy

AUGUST 6, 2021

These are calls where the deal gets moved across the line, contracts get signed and reps earn their commissions. So you’ll either come out on top by establishing an authoritative relationship, or you’re stuck playing catch up the entire time. Time wasted on unqualified leads quickly adds up to hours in dead calls.

Cold Call 328

Cold Call Pipeline Follow-up Prospecting 328

SaaStr

DECEMBER 1, 2021

So with the end of the year coming up again, it’s time to update a classic SaaStr post. Let me list a few: Why do customers buy a ton of seats up front , when they could start with a few and buy more later? And even if there is budget left, you generally can’t burn it on a recurring revenue product.

Intrinsic 120

Intrinsic Pitch Contract Quota 120

Veloxy

DECEMBER 28, 2023

Grab a warm coffee or tea and let’s get started! 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. and embark on this journey to master the art of field selling together!

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

PandaDoc

MAY 9, 2024

Let’s look at the elements that make up the sales velocity definition. Qualified leads meet criteria such as having the budget or buying authority for your product or service. Likewise, you can calculate sales velocity for different teams, products, regions, and markets. For SaaS companies, this number jumps up to about 75 days.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

PandaDoc

AUGUST 29, 2022

Let’s start with a clear understanding of the phrase “to seal the deal.”. Simply put, to seal the deal is to successfully finish what was started. According to research conducted by HubSpot , the average B2B sales cycle for SaaS products is 84 days. Definition and typical steps. How to seal the deal: two different goals.

Negotiate 98

Negotiate Contract Objectives and Key Results Legal 98

Lead Fuze

JULY 6, 2023

This comprehensive guide will provide you with the necessary tools and insights to successfully pitch brands and build meaningful connections. In addition, we’ll cover key follow-up strategies after initial contact has been made and discuss maintaining consistency across active social channels.

Pitch 52

Pitch Follow-up Contact Contract 52

Salesmate

NOVEMBER 24, 2020

Unfortunately, the COVID-19 pandemic has made in-person product demo meetings more challenging. However, video conferencing allows you to perform virtual product demos without ever leaving the comfort of your home office. This may seem counterintuitive, but your product should not be the center of the product demo.

Product 52

Product Meeting Clients Prospecting 52

SaaStr

DECEMBER 9, 2019

Let me list a few: Why do customers buy a ton of seats up front , when they could start with a few and buy more later? And even if there is budget left, you generally can’t burn it on a recurring revenue product. Leads dry up at the end of the year, for natural reasons. It’s not the slick pitch.

Intrinsic 129

Intrinsic Pitch Contract Quota 129

SaaStr

SEPTEMBER 12, 2023

And you can start very small. You have to start formal sales training by rep #3. Customer success teams are critical for SaaS companies as they own the customer relationship from start to finish, managing up to 75% of revenue through renewals and upsells. Long-Term Contracts 8. No Contract At All Some good ones!

Price 91

Price Contract Territory Growth 91

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. It also helps to analyze which accounts you started working with but didn’t continue. What is your average deal size pitched vs. closed?

Objectives and Key Results 91

Objectives and Key Results Pitch GTM Cold Call 91

Hubspot

APRIL 27, 2023

Because most SaaS products are subscription-based and allow for recurring revenue, this business model is becoming the go-to for many businesses — new and old. You can start in SaaS sales as an SDR and with enough experience, you'll be able to work in roles like account executive, sales manager, and even vice president of sales.

Account management 77

Account management Commission Contract Sales 77

Heinz Marketing

JUNE 21, 2023

Think of your B2B customers like guests at a party – you want to make sure they’re having a great time from start to finish. This includes everything from your website and product interfaces to your communication channels. In the B2B sphere, it’s easy to get lost in the maze of transactions, contracts, and closing deals.

B2B 93

B2B Customers Contract Service 93

SaaStr

NOVEMBER 12, 2022

Every VC I catch up with has a quiet story of fraud in their portfolio. Numbers that were sort of made up usually. Most won't ever be discussed or end up public. They see every SaaS product starting as a hack, no matter who builds it. It's not just FTX. The Palantirians. They want that. Not enough U.S.-and/or

Networking 136

Networking Growth Price Engineering 136

Sales Hacker

SEPTEMBER 8, 2022

Here are some key best practices to ensure every client will re-up during renewal time: 1. Start the renewal process on day one. Sales representatives must start the renewal process the first day a contract is signed by communicating with CS teams throughout the customer journey. Put the buyer first.

Clients 110

Clients B2B Contract Pitch 110

Sales Hacker

JUNE 1, 2022

Historically, sales reps built rapport through offline, casual conversations about anything from a buyer’s favorite baseball team to shared interest in Japanese cuisine to a mutual friend in the Denver Toast Masters’ club — all those little human connections that made up our lives in the pre-information age. Pitch decks.

Pitch 93

Pitch Contract Trust Follow-up 93

SaaStr

DECEMBER 5, 2023

People start with the push to go upmarket vs. being pulled upmarket. You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. With that comes business value assessments, where you put some numbers to the pitch in terms of ROI and the value it can bring your prospect.

GTM 75

GTM Cross-sell Government Legal 75

SaaStr

JUNE 21, 2023

The best piece of wisdom Harbaugh received during this time was, “Everything is up and to the right if you zoom out.” They were expecting a polished pitch, and all Harbaugh had were rough slides and expectations for workshopping and feedback. Have a deck, numbers, and a polished pitch, even if they say it’s an informal meetup.

Price 99

Price Real Estate A/B testing Pitch 99

Veloxy

AUGUST 31, 2023

Know your product Whereas inside sales reps need to speak intelligently about their products, outside sales reps also need to know how best to use their products, their industrial applications, and in some cases the products’ intricate engineering. But more often than not, customers won’t come asking for a quote.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Sales Hacker

FEBRUARY 17, 2021

What’s the point of all the specialization so many sales orgs strive for if it’s just going to eat up director, VP and executive-level time and energy? As my product knowledge increased and selling skills became more polished, I felt I could really own the deals in my pipeline – proving to myself that I could win deals solo.

Sell 121

Sell Contract Pitch Up-sell 121

A Sales Guy

FEBRUARY 10, 2021

———————– The Pitch: So, we signed the contract paid our 20k dollars upfront fee, and met the creative team. If you’re not up to speed on what’s going on, see Part I of this calamity here. After review, we had an alternative idea that we had come up with.

Pitch 107

Pitch Up-sell Contract Promote 107

Salesforce

SEPTEMBER 19, 2023

A prospect lingering in the negotiation stage, for example, may need a change to product price to move them to the contract stage. Once a lead has been deemed qualified (a good fit for the product), they enter the pipeline as a prospect and reps track progress as sales conversations unfold. Why is a sales pipeline important?

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

Hubspot

JANUARY 4, 2019

Pitch the solution, not the product. You need to understand your company's offerings so you can find the products and services that will work best for the prospect you're working with. Pitch the solution, not the product. Don't try to push a product on them that won't benefit them. How to Close a Sale.

Closing 101

Closing Contract Technique Drivers/motivators 101

CloserIQ

JULY 1, 2019

But think about it for a little and it starts to make sense. Whether it’s the one-hundred meter runner perfecting his starting position for the umpteenth time or the award-winning novelist that reliably churns out 1,000 words a day, extraordinary results are invariably preceded by many ordinary steps. .

Process 89

Process Objectives and Key Results Contract Pitch 89

SaaStr

MAY 25, 2020

At the end of the call we’ll walk through the application so you can start trying the product” — Sam Blond, CRO, Brex. “Short video overview of the product and a free trial without a credit card” — Muthu Kumar, CEO Eventzilla. In your contracts. “Presumptive close in a transactional sale. “At

Closing 135

Closing Process Contract Price 135

Spiro Technologies

MAY 20, 2021

The goal itself always starts with pipeline, and pipeline is built on prospecting, which is why a salesperson’s energies are best directed to making the most of their next (and existing) contacts, and not to mindless busy-work like updating the CRM ( Spiro can help with that). It starts with making time to prospect.

Contact 96

Contact Prospecting Pipeline Contract 96

Highspot

SEPTEMBER 28, 2023

Sandler vs. Traditional Sales Traditional sales involves cold-calling a prospect and diving straight into a product-centric sales pitch. Stage 2: Setting an Up-Front Contract When setting the up-front contract, you outline what you will discuss, the time frame, and what each party can expect.

Repeat business 52

Repeat business Consult Contract Relationship building 52

Gong.io

JULY 25, 2022

One answer to this question is the Sandler pain funnel, a method of establishing need and urgency with prospects that feels more like a consultative interview than it does a sales pitch. Upfront contract. So, you’ve got to start broad. We’ve brought it to the surface, then started to look at business impacts. Fulfillment.

Consult 117

Consult Pitch Up-sell Follow-up 117

Hubspot

AUGUST 25, 2022

You pick up the phone and no one is answering your calls. When your conversion rate was highest, what was the pitch you used? During your best month, were you closing deals that started with warm or cold leads? Reasons can include: They don't need the product. They already have the product. Practice consistency.

Cold Call 83

Cold Call Drivers/motivators Pitch Cross-sell 83

Hubspot

MARCH 22, 2021

One way or another, set yourself up to make a personalized, thoughtful pitch that will register with your prospect. You need to capture your prospect's attention — pitching to them as an individual can make that process a whole lot easier. All of those factors need to line up if you're going to successfully qualify your lead.

Objectives and Key Results 73

Objectives and Key Results Cold Call Pitch Sales 73

PandaDoc

APRIL 20, 2022

To clear this up: Outbound sales refers to the process of reaching out to prospects who haven’t indicated a direct interest in buying the product or service you want to sell. Now, with that out of the way, let’s get started. This article refers specifically to outbound sales, which is often confused with outside sales.

Technique 98

Technique Cold Call Contract Cross-sell 98