PandaDoc

MAY 2, 2025

Your pricing and quoting strategy. Pricing isnt just a number you stick on a product or service. The structure and logic behind your pricing can nudge buyers toward larger deals, reinforce your value, and streamline the path to yes. One of the most overlooked levers? Its a narrative. A positioning tool.

Price 52

Price Drivers/motivators Legal Strategize 52

Martech

AUGUST 10, 2022

Contracts are complex for a reason. That’s why martech practitioners are wise to lean on lawyers and buyers during the procurement process. I’ve seen and heard of my share of contract gotchas. Further, while annoying, processing fees aren’t unheard of. Remember, all relationships end.

Contract 120

Contract Contact Price Legal 120

Martech

APRIL 30, 2025

Processing. Using a formal RFI/RFP process can also help you make direct comparisons since all vendors the same list of requirements. Details about their validation process. When negotiating the contract, ensure key commitments are in writing. Email: Business email address Sign me up!

B2B 91

B2B Objectives and Key Results Territory Negotiate 91

SaaStr

MAY 1, 2021

In scaling the cash-flow side of SaaS, there’s almost nothing more powerful than a nnual contracts combined with prepaid cash. At Adobe Sign / EchoSign, half the reason we went cash-flow positive at about $5m in ARR was prepaid annual and multiyear contracts. But … to go to annual pricing or not … .

Contract 117

Contract Trust Price Up-sell 117

SaaStr

APRIL 30, 2021

Salespeople pushing you to sign multi-year contracts you don’t want. Traditional SaaS sales is incented to close 1+ year contracts without no outs as quickly as possible, and where possible, for every possible seat you might ever use in Year 1. And yet … it does add friction to many sales processes.

Contract 113

Contract Price Closing Gaming 113

Sales Hacker

OCTOBER 11, 2024

For example: Revenue is driven by metrics like win rate, ACV (average contract value), and number of deals closed. P rocess: Is there a documented process for reps to follow? That’s where the 4 Ds come in: Define : Clearly define what good looks like (WIGL) for each behavior, skill, and process. Are they actually using it?

GTM 116

GTM X-functional Pipeline Construction 116

Hubspot

SEPTEMBER 12, 2024

I bought a new car in 2021, when the pandemic had virtually eliminated the gap between new and used prices. That process has changed dramatically. Very rarely did a sale require just a single signature, which meant the sales process and accompanying assets needed to be built around a variety of personas.

B2B 81

B2B B2C Tradeshows Contract 81

SaaStr

OCTOBER 25, 2021

Q: What billing or pricing tactic have you found in the end just wasn’t worth it? ” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. .” Jason, ed. :

Price 128

Price Contract Referrals Contact 128

Sales Gravy

FEBRUARY 4, 2025

Recognize the Real-World Obstacles Whether your customer has to bid on government contracts, secure large client projects, or get internal buy-in from multiple stakeholders, their success dictates your sale. For instance, share best practices on how to optimize a design, or explain how to streamline a process. Identify these patterns.

Sell 81

Sell Customers Contract Construction 81

SaaStr

MAY 25, 2020

I recently put out a call on Twitter and LinkedIn on folks’ top tip to take friction out of their sales processes. In your pricing. In your contracts. “Help people buy how they want to buy and be as transparent as you can with pricing ” – Ken Edwards, Sales leader, Uberflip. In your messaging.

Closing 137

Closing Process Contract Price 137

Search Engine Land

JULY 25, 2024

When sales decline, businesses begin to reduce expenses, lower prices and delay making new investments. Pricing pressures : As consumers go through times of economic uncertainty, consumer confidence and priorities in spending disposable income change. Essential products are often price-sensitive during a downturn. Processing.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

SaaStr

APRIL 30, 2025

A sales audit should be comprehensive and focus on identifying strengths, weaknesses, and opportunities across your sales process. Sales Process Efficiency : Analyze how well your sales process is working. Sales Process Efficiency : Analyze how well your sales process is working. Are reps following the playbook?

Cross-sell 74

Cross-sell Pipeline Legal Contract 74

Iannarino

JULY 19, 2021

Generally, after you agreed with your client on a solution, you would present it and provide a formal proposal and pricing. Don’t think of this as a step in a process. At this point, you may or may not need to provide a presentation, but you will eventually have to provide your client with a proposal and a contract.

Conversion 334

Conversion Clients Sales Presentation 334

SaaStr

MARCH 21, 2022

Q: Dear SaaStr: When should a SaaS Company allow Month-to-Month contracts vs requiring 12-month commitments? Annual contracts combined with prepaid cash are a huge benefit. Bigger companies want to sign annual contracts, especially in exchange for discounts. It’s how big company procurement and budgeting processes work.

Contract 104

Contract Price Trust Up-sell 104

SaaStr

MARCH 24, 2021

If you want to hire your first sales rep and close more deals, you need to understand how the sales process works, what tools your team needs to be successful and learn to speak sales. Lead qualification process — The vetting process to determine whether a lead is likely to be converted and become a customer. Contracting.

Process 127

Process Pipeline CRM Contract 127

Search Engine Land

JUNE 26, 2023

Most corporations have strict procurement processes that could be easier to navigate. However, if you, as an SEO, understand this process and are prepared, then it can go smoother. I have been through this process for five different enterprise companies, and I have to say that it’s never easy.

Process 101

Process Negotiate Contract Legal 101

Sales Hacker

OCTOBER 11, 2021

To help take some of the pressure off, companies focus on technology investments to help their sales teams increase win rates and accelerate revenue while automating a lot of the tedious, manual processes that prove to be a bottleneck in the sales cycle. 7 sales processes you can automate now. Modernize the proposal and quote process.

Process 114

Process Cross-sell Contract Negotiate 114

SaaStr

APRIL 14, 2025

It requires patience, strategy, and a deep understanding of the enterprise buying process. Identify and map out all the key players and their motivations early in the process. For example, a $25k pilot can grow into a $1M+ enterprise-wide contract over time. Really understand their process. Start Small, Then Expand.

Closing 65

Closing Contract Pitch Finance 65

Martech

JULY 12, 2023

Salesforce is increasing its prices by an average of 9% next month, the company announced yesterday. This is the company’s first price hike in seven years. Dig deeper: Salesforce: AI is the new UI The new pricing will go into effect globally for new customers and existing customers purchasing new clouds in August 2023.

Price 98

Price Negotiate Contract CRM 98

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

PandaDoc

OCTOBER 15, 2024

As businesses and competition grows, more companies are turning to deal desk software to organize their processes and close more deals. These are primarily used in B2B and SaaS companies to help manage complex sales processes, papers, and status updates. It doesn’t need to be more complicated by a lack of organization and process.

Legal 52

Legal Contract Cross-sell Finance 52

Search Engine Land

JULY 22, 2024

Which niches or industries take more time to ship, as free shipping is a huge part of the consumer decision process. With limited time to publish shopping lists, send email blasts and do social media posts, try increasing your pricing because you have to make up for the lack of quantity this year. Processing.

Niche 98

Niche Retail Promote Follow-up 98

Hubspot

SEPTEMBER 6, 2024

Even when talks progress all the way to a signed contract, they will never be as engaged as they were in that initial moment when a problem arose and curiosity about your solution struck. When a prospect first reaches out for more information, I’ve found that engagement is at its peak.

Closing 80

Closing Contract Technique Sales 80

Sales Hacker

FEBRUARY 2, 2021

It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. SMB Sales vs Enterprise Sales Process. The customer is involved in a majority of the decision-making processes and uses the product at their leisure. Key Takeaways.

Niche 113

Niche Closing Process Government 113

Sales Pop!

OCTOBER 18, 2021

If you want to build a stack that your sales team will actually use, you should base it on your existing sales process. A well-defined sales process allows salespeople to close deals predictably. Tools you acquire should turn your process into something more efficient and productive. Price: from $132.30 Price: $5.99

Prospecting 213

Prospecting Price CRM Lead generation 213

Hubspot

DECEMBER 20, 2024

But, one use case I havent seen talked about as much is AI pricing models. AI is already a useful solution for many sales processes, from automating manual tasks to uncovering personal data. So why not apply AIs data-driven approach to pricing models and optimization, too? Table of Contents What Is an AI Pricing Model?

Price 36

Price Construction Cold Call Contract 36

PandaDoc

SEPTEMBER 28, 2022

A wide variety of possible price negotiation strategies exist but all of them have a common baseline. In this article, we’ll help you find answers to the most important questions that all business owners and salespeople should have in their arsenal when negotiating prices with their customers. Don’t focus on the price either.

Negotiate 98

Negotiate Price Gaming Contract 98

Sales Pop!

SEPTEMBER 7, 2023

Assess Your Company’s Water Needs Before you start comparing plans and prices, take some time to consider the amount of water your business uses on a daily, weekly, and monthly basis. Review the Supplier’s Reputation Before signing any contracts, take the time to review the supplier’s reputation in the industry.

Contract 162

Contract Price Service Consult 162

PandaDoc

APRIL 28, 2025

Manual quoting processes can be slow and prone to errors, leading to lost opportunities and frustrated customers. This technology integrates with product catalogs, pricing databases, and customer relationship management (CRM) systems to produce detailed and accurate quotes swiftly. What does quote automation eliminate?

Price 52

Price CRM Customer Relationship Management Sales 52

SaaStr

APRIL 8, 2020

And one thing I’ve been shocked about is how few sales processes have kept up. Pressure tactics, exploding discounts, 48-hour trials that end on you, us-vs-them pricing, are all still alive and well. And in the end in 2020, they can create a buying process that for us at least, is just way too hard and long. Especially now.

Product 145

Product Contract Construction Negotiate 145

PandaDoc

MARCH 25, 2025

The sales process varies greatly depending on the purchase. You choose a price based on size, add any extras, and send your customers on their way. You need to evaluate pricing, implementation, features, integrations, and ongoing support. You need to evaluate pricing, implementation, features, integrations, and ongoing support.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

SaaStr

APRIL 24, 2021

And half from fees on transactions it processes: Is this all really ARR? It’s just only a minority is under a contract. And almost none is under a long-term contract. Wow! But almost none of its revenue is truly SaaS or provided under a fixed, recurring contract. $220m in ARR, $13B market cap. And 162% NRR.

Contract 144

Contract Price Contact B2B 144

PandaDoc

MAY 2, 2025

Pricing tables are inconsistent. Poor document hygiene creates friction throughout the sales process. That can mean anything from misrepresented pricing to contract clauses that Legal never approved. Most teams keep critical elements like pricing structure, brand messaging, and legal language fixed.

Legal 52

Legal Territory Contract Price 52

Sales Hacker

NOVEMBER 18, 2020

Now, imagine how your prospect feels when, after the barest of discovery , you pull out a full battery of high-priced solutions and long-term binding contracts. In your discovery process, you need to go beyond surface problems to understand the impact those problems have on your customer. What’s the personal impact?

Process 133

Process Customers Prospecting Sales 133

ClickFunnels

OCTOBER 12, 2021

Lead generation is the process of converting potential customers into leads by persuading them to give you their contact details. The price itself also varies depending on the business type, company size, industry, and other factors that affect the cost per lead metric. What Is Lead Generation? It depends. And that costs money.

Lead generation 244

Lead generation Contact Contract Price 244

PandaDoc

MARCH 27, 2025

By surfacing complementary products or services during the quoting process, sales teams can increase average order value (AOV) without additional prospecting. Upselling , on the other hand, is about encouraging customers to upgrade to a higher-end version of a product theyre considering or in the process of purchasing.

Cross-sell 52

Cross-sell Sell Customers Legal 52

Sales Hacker

AUGUST 5, 2020

Contract lifecycle management (CLM) software. Aside from legal, Sales is one of the primary departments involved in contracts. And CLM software helps sales teams streamline their contracting process, improve sales-legal collaboration, and free up time for sales reps to focus on revenue-generating activities. Right…?

Contract 134

Contract Legal Negotiate CRM 134