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". Rich is a guy, a professional, and a trusted advisor that helps people complete their dream of owning the right home, at the right time, at the right cost.

Appointment 268

Appointment Sales Up-sell Contract 268

Gong.io

DECEMBER 3, 2019

You think you’re diffusing a tense situation or building trust by taking ownership. . Now you’ve built trust, a key trait all salespeople need to be effective. And if they trust you, they’ll buy from you (mistakes and all). Or, in response to a net 60 payment request, “Sorry, all contracts require net 30.”.

Pitch 99

Pitch Negotiate Price Trust 99

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. We look at design-ins, integrations, strategic dependencies, and building trust on an ongoing basis. We’ve been trained to worship the recurring revenue model. Unicorns have been built on this recurring revenue model.

Real Estate 89

Real Estate Healthcare GTM Construction 89

Salesforce

OCTOBER 22, 2024

87% of business buyers expect reps to act as trusted advisors. 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.

E-commerce 87

E-commerce Territory Pitch Sales 87

Veloxy

DECEMBER 28, 2023

Effective communication enables salespeople to form strong relationships with customers and colleagues, fostering trust and transparency. This level of personal connection helps to establish trust and rapport, making the sales process smoother and more successful. The inside sales team plays a crucial role in this dynamic environment.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

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. This builds trust and credibility with your prospects. This preparation shows youre serious and makes your pitch far more effective. Know Your Product Inside and Out.

Pitch 64

Pitch Repeat business Referrals Contract 64

Partners in Excellence

MAY 30, 2012

We want to engage the customer, determine their needs, create great insights—only until we understand what product we need to pitch, then relentlessly pitch features and functions. We don’t listen closely to the customer, probing, examining, testing ideas; instead we listen for cues to start pitching our product.

Customers 102

Customers Pitch Trust Contract 102

Miller Heiman Group

MAY 9, 2019

Over time, the ritual of the handshake evolved into a sign of trust. Indeed, for some time, contracts were superfluous—once you shook on it, the deal was as good as done. Sellers must work to establish themselves not as mere transactional agents but as a trusted resource for buyers.

Trust 71

Trust Contract Pitch Contact 71

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

SaaStr

JUNE 3, 2020

The SaaS Trust Crisis is making it harder to market and sell software and services than ever before. And what I’d like to talk to you about today is the SaaS Trust crisis we’re seeing. And what I’d like to talk to you about today is the SaaS Trust crisis we’re seeing. The situation is getting worse.

Trust 90

Trust Technology Technology Government 90

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. 32% of Revenue From Outside U.S. Go global folks as early as practical!

Contract 119

Contract Growth Pitch Trust 119

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. The Trusted Advisor.

Objectives and Key Results 144

Objectives and Key Results Consult Technique Closing 144

Martech

OCTOBER 23, 2023

Despite believing this would create a “win-win-win” situation, every company Austin pitched the idea to rejected Branch allegedly due to contracts in place with Google. 29) Tinter went on to reveal that Microsoft had also tried to pitch Samsung. Pitching Bing to Apple (Oct.

Trust 96

Trust Objectives and Key Results Engineering Negotiate 96

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. No matter how long it takes, you need to maintain the prospects interest and trust, which is honestly hard.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

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

Veloxy

MAY 30, 2024

Building Trust and Credibility Building trust is essential in cold outreach. This honesty can build trust and respect with potential customers. This means using contractions, asking questions, and using simple, straightforward language. Our goal is to nurture these leads and build trust so they move to the decision stage.

Objectives and Key Results 246

Objectives and Key Results Cold Call Click Through Rate Technique 246

Hubspot

MAY 5, 2025

Thats because trust cultivates long-term relationships 72% of company revenue comes from existing customers, proving that loyalty and retention matter more than one-time wins. But, I learned quickly that rattling off my skills wasnt the way to win trust. This means your discovery calls must get deeper and show more value than ever.

Objectives and Key Results 74

Objectives and Key Results Pitch Trust Follow-up 74

PandaDoc

MAY 2, 2025

That can mean anything from misrepresented pricing to contract clauses that Legal never approved. And unless you establish a system to manage them, theyll start to erode both customer trust and internal efficiency. In fact, buyers expect some level of personalization and reps need the freedom to tailor their pitch.

Legal 52

Legal Territory Contract Price 52

PandaDoc

AUGUST 17, 2020

This, in turn, helps build rapport and trust by expressing yourself freely. 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. Creating a Well-Drafted Contract.

Closing 105

Closing Contract Negotiate Clients 105

Hubspot

APRIL 23, 2025

Every joint venture is built on a contract that spells out how things work. Use HubSpots Free Business Startup Kit to align you and your cofounders vision and even pitch your new venture to investors. Transparency builds trust, and trust keeps the partnership running smoothly.

X-functional 57

X-functional Manufacturing Government Non-Profits 57

Gong.io

DECEMBER 3, 2019

You think you’re diffusing a tense situation or building trust by taking ownership. . Now you’ve built trust, a key trait all salespeople need to be effective. And if they trust you, they’ll buy from you (mistakes and all). Or, in response to a net 60 payment request, “Sorry, all contracts require net 30.”.

Pitch 62

Pitch Negotiate Price Trust 62

Highspot

FEBRUARY 20, 2025

Does that inspire trust? This level of expertise allows well-trained reps to pivot on the fly, tailoring their pitch to different buyer needs. That trust grows as reps use their in-depth understanding to suggest relevant features and benefits, helping buyers make informed decisions. Probably not. co-marketing materials).

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Hubspot

JANUARY 4, 2019

Pitch the solution, not the product. You'll qualify the prospect, build a genuine rapport with them, and earn their trust. Pitch the solution, not the product. Finalize the signing of the contract and any additional paperwork. If we throw in [freebie], would that convince you to sign the contract today?".

Closing 101

Closing Contract Technique Drivers/motivators 101

Gong.io

MAY 31, 2021

Process: Trust it. 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. All CRM-related conversations are not to be trusted.

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

AUGUST 21, 2019

Having established empathy and rapport, use language that will continue to build their trust in you as an advisor – with words that are personal and demonstrate honesty. Sharing a small bit of personal information helps build trust, but keep the conversation centered on the other person: “I understand. I’ve been there!”. “I

Contract 105

Contract Up-sell Prospecting High impact 105

Hubspot

JANUARY 1, 2021

Put simply, being liked boosts your chances of making a sale, since it naturally confers a sense of trust and comfort. Done right, mirroring increases overall trust between salesperson and prospect because it helps blur the line between business and personal interactions. The challenge? Gesture recognition.

Technique 95

Technique Sales Pitch Sports 95

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. But an SDR agent does more than just automate tasks.

Teamwork 95

Teamwork CRM Appointment Campaign 95

SaaStr

SEPTEMBER 12, 2023

If done right, customer success can drive significant additional revenue through attitudinal loyalty and trust, proving it is a revenue enhancer, not just a cost center. Most SaaS products are not commodities that can be easily swapped, so customers are willing to pay fair prices for trusted brands. Long-Term Contracts 8.

Price 111

Price Contract Territory Quota 111

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

OCTOBER 8, 2021

What’s more, advocacy, trust and loyalty are being better understood as long-term consumer metrics. Additionally, marketing projects — whether they’re campaigns or websites or whitepapers or videos — regularly involve working with outside resources, whether it’s an agency or a contract designer or photographer.

Non-Profits 116

Non-Profits Territory Contract Campaign 116

Sales Hacker

OCTOBER 22, 2017

Relationship-building involves trust, rapport, and a genuine desire to help other people. In addition, demonstrating that you are a subject matter expert generates trust among your customers. . phone calls, presentations, pitches, etc.) Contract Negotiation. and written (e.g., Social Media & Social Selling.

Negotiate 106

Negotiate Teamwork Referrals Relationship building 106

Martech

JANUARY 16, 2024

Oxytocin fosters trust and connection. Remember, prospective clients are more likely to trust the word of their peers over any marketing spiel you could concoct. Mix informational content with analytical insights or persuasive pitches to keep your audience engaged and interested. Vary your content. Tone consistency.

B2B 140

B2B Angle Contract Trust 140

Outreach

MAY 14, 2019

Salespeople require extensive and continuous training and mentorship Relationships between sellers and buyers are deep and built on trust Contracts are carefully worded, reviewed, and edited There’s no absolute rule when it comes to the number or names of steps in a company’s B2B sales process.

B2C 91

B2C B2B E-commerce Real Estate 91

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. The Sandler pain funnel is a powerful method for building trust and rapport with your clients. Fulfillment.

Consult 117

Consult Up-sell Pitch Follow-up 117

RingDNA

MARCH 26, 2025

People don’t just trust brands; they trust the people behind the brand. That type of authenticity builds trust with leads before you even start the conversation. This creates a ripple effect that positions your brand as credible and trusted. You’re not a stranger; you’re a trusted voice in their space.

Closing 62

Closing B2B Sell Referrals 62

Search Engine Land

APRIL 19, 2024

Dig deeper: How to build and maintain client trust in your agency Agree on parameters in the statement of work It’s critical to lay out the engagement parameters in the statement of work. Good agencies will often pitch in and help without compensation. The client might ask for more meetings than you’ve contracted for.

Contract 95

Contract Clients CRM Meeting 95

Highspot

JULY 15, 2020

With a sales enablement platform like Highspot, sellers can easily incorporate videos into sales pitches, unlocking a wealth of engagement analytics that both sales and marketing teams can leverage to assess how buyers are engaging with content. Sales and marketing know how important it is to cultivate trust with prospects and customers.

Click Through Rate 96

Click Through Rate B2B Sales Campaign 96