SaaStr

JUNE 5, 2025

Companies like Abridge in Bessemer’s portfolio are selling “tens of millions of dollars of contract value to large hospital systems” by automating medical scribing and back-office operationsdirectly replacing labor costs rather than just improving software efficiency.

Hospitality 95

Hospitality Healthcare Represent Strategize 95

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

Sales Hacker

FEBRUARY 17, 2021

Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side. In part, my shift in thinking could pertain to not being the “front man” handling the pitch. What is the “ham and egg” method?

Sell 130

Sell Contract Pitch Up-sell 130

SaaStr

APRIL 14, 2025

Your pitch should focus on the critical business issues theyre facing and how your solution delivers measurable ROI. Document clear business cases and tailor your proposal to their specific needsgeneric pitches wont cut it. For example, a $25k pilot can grow into a $1M+ enterprise-wide contract over time. Embrace them.

Closing 62

Closing Contract Pitch Finance 62

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. A lead’s criteria may not neatly line up with what you consider the product’s main selling point.

E-commerce 87

E-commerce Territory Pitch Sales 87

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? The post 5 Strategies for Leading Sales Teams Through Times of Uncertainty appeared first on Cerebral Selling.

Sales 220

Sales Contract Clients Quota 220

RingDNA

MARCH 26, 2025

If you live for weekend trout fishing trips you might slip it in there, but not at the expense of describing the products or services you are selling. For example, say you sell commercial property insurance. SDRs & Sales Reps: LinkedIn is the perfect playground for social selling. Forget cold calling as your only tool.

Closing 62

Closing B2B Sell Referrals 62

Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Table of Contents What is conceptual selling? While traditional selling asks, What do you need? Heres how it works.

Sell 46

Sell Drivers/motivators Objectives and Key Results Cross-sell 46

Partners in Excellence

MAY 29, 2025

It’s the star metric in every SaaS pitch deck, with ARR growth as the bedrock of business models. These are the companies that sell the basic materials, components, parts that go into the products we buy (these can be physical products or software products). We’ve been trained to worship the recurring revenue model.

Real Estate 89

Real Estate Healthcare GTM Construction 89

SaaStr

APRIL 28, 2025

The SaaStr AI is already one release away from being able to automatically send contracts for simple sponsorship deals rather than just connecting prospects with sales reps. AI Will Handle Most One-Call Closes For routine sales with transactional deals (typically under $10K), AI will soon handle 80% of the process.

Negotiate 94

Negotiate Contract E-commerce Price 94

Veloxy

JUNE 8, 2022

For instance, you could have a pipeline worth a million dollars in contract value. So if you can save on time spent doing repetitive tasks, then your reps will be able to focus on a singular goal of selling and closing deals more effectively. For B2B sales in particular, a healthy pipeline comes with a lot of benefits. Conclusion.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

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

DECEMBER 20, 2024

You can also send content targeted to the buying committee within a company that builds on presentations, pitch decks, and overall messaging. Contracts expire and requirements change as companies scale thats the world we live in. However, if you don’t make time to understand them, you could be leaving revenue on the table.

B2B 59

B2B Contract Cross-sell Construction 59

Sales Hacker

OCTOBER 14, 2020

Over the past few years, we’ve been pioneering a new approach that we like to call Decision Intelligence Selling. The Power of Decision Intelligence Selling. We replied… “ Strategic selling is a term that’s used in a variety of ways. We were trying to get them to buy what we were selling. The answer was plain.

Sell 122

Sell Clients Sales Consult 122

Adaptive Business Services

DECEMBER 18, 2019

You’ve built up your book of business, your marketing is a fine-tuned lead generating machine, but are your pitches closing as many deals as they should be? In this guide we’ll explore simple yet effective “hacks” to increase your pitch acceptance rate, close more deals and grow your book of business. #1 How to Design Your Pitch.

Pitch 62

Pitch Objectives and Key Results Follow-up B2B 62

Openview

MAY 29, 2019

But as wonderful as selling into enterprise accounts is, it can pull you in a million different directions with new types of requests and requirements. I like to use a contracts and compliance manager for this critical responsibility. Plus, enterprise customers usually spend more—on support, seats, usage, integrations, etc.

Product 97

Product Sell Customers Contract 97

SaaStr

MAY 21, 2025

Truly Solve Problems, Dont Just Sell The best sales reps dont just pitch productsthey solve problems. Tailor your pitch to their specific needs. Youd be surprised how many salespeople dont fully understand the product theyre selling. This preparation shows youre serious and makes your pitch far more effective.

Pitch 67

Pitch Repeat business Referrals Contract 67

PandaDoc

APRIL 3, 2019

And when something influences the way consumers buy, it’s going to influence the way a sales rep sells. How customer reviews influence how a sales rep sells. In today’s day and age, your typical sales pitch is no longer sufficient. Daunting as they may seem, real user reviews will actually help you sell. The marketing.

Sell 74

Sell Customers Pitch Contract 74

Salesmate

JULY 8, 2020

If you’re serious about applying this approach, I recommend you buy the book Sell Like Crazy , by Sabri Suby. Sell their goals. Your proposal can double as a contract. Having a contract protects both you and your new client by ensuring that you are both aware of your obligations and bound by them. Set the agenda.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

Veloxy

DECEMBER 28, 2023

However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place. and embark on this journey to master the art of field selling together! Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

The 5% Institute

SEPTEMBER 14, 2021

A common, old school mindset that a lot of Sales Professionals and Business Owners have, is to come in with the hard sell. They present or pitch too soon , or they use the ‘always be closing’ mantra. To learn why you should avoid the old way of selling, read the linked article directly below. The Soft Close Example #4.

Closing 144

Closing Technique Consult Pitch 144

SaaStr

DECEMBER 9, 2019

It’s not the slick pitch. It’s not the hard sell. 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.

Intrinsic 135

Intrinsic Pitch Contract Quota 135

Hubspot

APRIL 26, 2019

In the first positioning example, you'd be pitching replacement value : changing the way your customers work. This impacts your sales cycle, and the contract value you should target per deal. But, what if you sell a physical product, rather than an intangible one, like cloud software? Evaluate the unit economics. Markup Pricing.

Price 95

Price Product Sell Retail 95

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 116

Objectives and Key Results Pitch GTM Cold Call 116

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

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Identifying upsell and cross-sell opportunities to drive continued revenue growth. When creating enterprise contracts, I have sat down for upwards of 45 minutes just double-checking the math on the many line items. Take buying a CRM, for example.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Search Engine Land

SEPTEMBER 29, 2023

Microsoft claims its attempts to sell Bing to Apple were blocked by Google. Tinter went on to reveal that Microsoft had also tried to pitch Samsung about making Bing the default search engine on its products. ” Samsung also shut down potential sale. Get the daily newsletter search marketers rely on. SUBSCRIBE See terms.

Territory 133

Territory Negotiate Contract Engineering 133

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. Why Should You Sell Into Startups? While selling to startups is an evergreen opportunity, it’s important to understand the risks as well.

Sell 98

Sell Minimum Viable Product Objectives and Key Results Cross-sell 98

SaaStr

DECEMBER 1, 2021

It’s not the slick pitch. It’s not the hard sell. 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.

Intrinsic 134

Intrinsic Pitch Contract Quota 134

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

PandaDoc

JUNE 2, 2025

That way, pitches and messaging can be further refined to align with their unique business perspective. This stage is critical, because it represents a narrowing of the sales pitch to only the product features and benefits that are most likely to serve the prospective buyer. High-cost contracts and long sales cycles.

Objectives and Key Results 52

Objectives and Key Results Sales Legal Finance 52

The 5% Institute

APRIL 27, 2022

Positioning In Sales – How To Sell Effectively. Firstly, instead of pitching your services or offer – you’re coming at it from a position of serving and solving a problem. To learn how to do so, we recommend reading the three linked articles below for more detail. These will teach you key tips and techniques to close more consistently.

Closing 143

Closing Consult Technique Sales 143

The 5% Institute

AUGUST 12, 2021

Positioning In Sales – How To Sell Effectively. Firstly, instead of pitching your services or offer – you’re coming at it from a position of serving and solving a problem. To learn how to do so, we recommend reading the three linked articles below for more detail. These will teach you key tips and techniques to close more consistently.

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. Strategic Plan Template. Include an executive summary.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

Salesforce

APRIL 24, 2025

It can spot the most promising leads and suggest the best way to pitch a product. An AI sales agent can be your 24/7 sales coach, listen to calls, analyze pitches, and suggest ways to improve. It also helps update contracts, adjust pricing, and renew deals without delays. Start selling online with Starter Suite.

Teamwork 95

Teamwork CRM Appointment Campaign 95

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

A Sales Guy

FEBRUARY 10, 2021

———————– The Pitch: So, we signed the contract paid our 20k dollars upfront fee, and met the creative team. Excited, we met with their creative team walked them through the Gap Selling methodology, gave them access to the online training, and answered all their questions.

Pitch 107

Pitch Up-sell Contract Promote 107