Anthony Cole Training

SEPTEMBER 2, 2022

Negotiate by definition is to deal or bargain with others in preparation of a contract or business deal. Oftentimes, sales negotiation tactics seem to be related to price – giving or getting the best rate or fees for a product or service. Here is what we know to be true about rate or price reduction requests.

Negotiate 247

Negotiate Contract Price Sales 247

Martech

APRIL 25, 2024

This can change many things, including price, customer service, contract enforcement and more. Don’t let the potential end product decide what you need to do. Your legal team should review existing contracts to see if it has any “in the case of being purchased” clauses. Customer support and service.

Contract 99

Contract Legal Price Technology 99

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. .” And it was early.

Price 115

Price Contract Referrals B2B 115

SaaStr

MARCH 11, 2021

A lot of SaaS pricing originally comes from classic enterprise software. Fast forward to 2021, and many SaaS and similar products don’t really charge upfront fees: 50% of Zoom customers pay monthly. The majority of Shopify revenue is from payments and merchant services, not even software. Perhaps they shouldn’t.

Contract 86

Contract B2C Construction Price 86

Hubspot

JANUARY 26, 2021

Consistency is, well, consistent in a lot of fields, and pricing is no exception. Certain goods' and services' prices can be extremely resistant to change — they're prices that stick and are, naturally, referred to as sticky prices. Here's some insight as to why a company might embrace rigid pricing.

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Price Contract Construction Promote 73

Search Engine Land

APRIL 24, 2024

Customers trying to cancel services. By understanding these prospects’ search intent signals, you can precisely reach the hottest leads primed to convert to your product or service at key “action” moments. People who are interested in your services or products. Customers seeking help or support.

Legal 103

Legal Contract Gambling Lead generation 103

SaaStr

APRIL 8, 2020

In the last year we’ve been leveling up a lot of our systems at SaaStr, and as part of that, moving from a lot of self-service and simple products to more robust ones. Pressure tactics, exploding discounts, 48-hour trials that end on you, us-vs-them pricing, are all still alive and well. And price it that way.

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Product Contract Construction Negotiate 130

Salesforce

SEPTEMBER 26, 2023

Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris , sales coach and founder of The Harris Consulting Group. But do they really want to buy, or are they just window shopping?

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Contract Negotiate Follow-up Contact 119

PandaDoc

APRIL 8, 2024

A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates. A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents. This includes several action items.

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Negotiate Cross-sell Contract Legal 52

PandaDoc

APRIL 17, 2024

Well, are you a SaaS company or an organization that deals with yearly or multiyear subscriptions and/or contracts? Key takeaways ACV stands for “annual contract value.” It’s a metric that tells you about the yearly revenue generated by individual contracts. It goes hand-in-hand with total contract value (TCV).

Contract 52

Contract Non-Profits Legal Clients 52

SaaStr

FEBRUARY 28, 2021

Of course, if you have multiple segments with 10% or more revenue, you need to service them all in some fashion. My point is, it’s “easy” (relatively speaking) to get a six-figure contract in larger companies if you solve a real, painful business process problem. With Almost the Exact Same Core Product.

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Product Contract Price Sales 120

SaaStr

DECEMBER 5, 2022

Paddle’s Senior Product Manager, Allissa Chan, and Chief Strategy Officer, Patrick Campbell, share their experience of scaling a bootstrapped startup. Your customers fall into one of two categories: advocates who love your product or critics who write bad reviews about your product. Lever #2: Plan optimization.

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Product Territory Price Cross-sell 52

PandaDoc

APRIL 17, 2024

Your business can be more efficient and productive if you use CMS. Contract management software automates many of the processes necessary in contractor management. The purpose of this is to boost efficiency and productivity. This is vital when bidding for government contracts. It can help you control costs.

Contract 52

Contract Construction Government Legal 52

PandaDoc

APRIL 17, 2024

Your business can be more efficient and productive if you use CMS. Contract management software automates many of the processes necessary in contractor management. The purpose of this is to boost efficiency and productivity. This is vital when bidding for government contracts. It can help you control costs.

Contract 52

Contract Construction Government Legal 52

Sales Gravy

NOVEMBER 20, 2023

This doesn't mean only reaching out when it's time to renew a contract. These teams play a critical role in ensuring that the client is successfully using the product or service and achieving their desired outcomes. This understanding allows you to identify opportunities where your products or services can add value.

Account management 89

Account management Objectives and Key Results Cross-sell Contract 89

Hubspot

SEPTEMBER 17, 2018

When a buyer and seller don’t align on price, you might guess the sale won’t go through. In the 1970s, researchers studied the effect of seller ability to deviate from list price. They suspected sellers with higher pricing authority would close better deals. Sellers setting a precedent for price concessions.

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Price Negotiate Commission Strategize 85

InsightSquared

MAY 7, 2019

At the highest level, SaaS companies look at sales expense, headcount, sales productivity and SaaS metrics like: The cost of new customer acquisition (CAC). One of the key ones is the average length of sales cycles for your company’s products and services. Typical SaaS Sales Metrics. Customer lifetime value (CLV).

Product 102

Product Territory Contract Sales 102

Hubspot

DECEMBER 13, 2023

You'll provide a brief overview of your product or service and try to gain their interest. You’ll ask open-ended questions to understand their pain points and determine if your product or service is a good fit. What are the key decision criteria for your team when evaluating a new product or solution?”

Objection handling 73

Objection handling Negotiate Cross-sell Contract 73

Capterra Sales & Marketing Software

JANUARY 21, 2022

The post Capterra Value Report: A Price Comparison Guide for Customer Relationship Management (CRM) Software appeared first on Capterra. Compare pricing for the top customer relationship management software products with the highest value-for-money and functionality ratings.

Customer Relationship Management 52

Customer Relationship Management Relationship Management CRM Price 52

SaaStr

JANUARY 11, 2023

And while it’s stock price is down from its 2021 peaks, it’s still up 2x since its 2020 IPO. 3,245 Customers, Up 23% — While ARR is up 40%. Docebo’s pricing is on the “corporate” side of LMS. 7% of Revenue from Professional Services — down from 12% in 2018. That’s right.

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Contract Price Growth Service 133

ClickFunnels

OCTOBER 12, 2021

A lead is a potential customer who has: Expressed an interest in your product or service. Meaning: Someone who hasn’t expressed an interest in your product or service but whose contact details you have somehow obtained isn’t a lead (e.g. You offer the potential customer your least expensive and least valuable product.

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Lead generation Contact Contract Price 244

TrackStreet

APRIL 23, 2024

Unauthorized selling on platforms such as Amazon has emerged as a significant concern, rewarding unscrupulous diverters and resellers who steal profitability from legitimate channels, who often deliver products unfit for use, and who attack hard-won brand value. They may offer products at lower prices, leading to unfair competition.

Profit margin 52

Profit margin Legal Manufacturing Retail 52

Hubspot

MAY 24, 2023

If you give your prospect a price range from $12,500 to $15,000, guess what’s going to happen? Not to mention that the lower price "anchors" your prospect's perception of your product's value. They may have previously thought $15,000 was a good price, but as soon as you say $12,500, the higher number will seem extravagant.

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Negotiate Contract Price Prospecting 83

Martech

JANUARY 26, 2023

What is your service reliability guarantee? Are they included in pricing? Is access included in pricing? Pricing and support What is pricing based on? What is the minimum contract length? Is there a short-term contract or an ‘out’ clause if things don’t work out? How scalable is the platform?

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Contract Price CRM Quota 112

SaaStr

MARCH 30, 2023

PSG is a growth equity firm that partners with software and technology-enabled service companies to help them navigate transformational growth, capitalize on strategic opportunities and build strong teams. The platform also has an extensive database that covers over 16,000 different SaaS tools and supports the services side of the business.

Negotiate 82

Negotiate Contract Price Strategize 82

SaaStr

FEBRUARY 1, 2022

60% of Asana’s customers come from self-service, 40% from sales. Vimeo has an interesting blend of self-service / freemium revenue and sales-driven larger deals. self-service subscribers at an average of $214 year, (y) combined with 3,300 enterprise customers that go through the sales team that pay $22,000 a year on average.

Contract 136

Contract Cross-sell Price Growth 136

SaaStr

APRIL 24, 2021

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. We could have picked many B2D services, like Twilio or others, too, which have primarily or substantial transaction pricing too.

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Contract Price B2B Contact 143

SaaStr

FEBRUARY 28, 2019

I remember the first time I tried to do the Old Price-Raise-Without-Notice tactic. But as time went on, we got a bit better at pricing ?? Just to increase Qualcomm to the same pricing everyone else had at their bracket. I canceled the price increase. Price increases on existing customers always lead to churn.

Price 88

Price Customers Referrals B2C 88

Salesmate

JULY 8, 2020

The amount of time it takes to turn a lead into a customer will depend on the service you are offering, and the price of that service. Webchat, perhaps with a live demo of your product, are other options. Making a proposal is more than just sending the prospect your standard product menu and price list.

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Pipeline Negotiate Contract Objectives and Key Results 126

SaaStr

NOVEMBER 8, 2022

Well let me just step back with my learnings as you do your own planning: First, assuming you are growing > 80% YoY or so, have a lot of pre-paid annual contracts, … you should be able to be cash-flow positive almost no matter what somewhere around $5-$8m in ARR. Do you really need 12 people on the product team? Get better.

Quota 114

Quota Contract Price Growth 114

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

FEBRUARY 26, 2024

Imagine writing an email in 20 seconds instead of 20 minutes, completing hours of research in minutes, or automatically receiving a full summary of a customer’s service history. A copilot makes you more productive by doing work on your behalf. So, how do these productivity workhorses get the job done? The best part?

Retail 89

Retail CRM Contract Gaming 89

Martech

AUGUST 25, 2023

“We just cancelled a SaaS product we’ve used for three years. It seems that many, many organizations are deeply unhappy that SaaS vendors, including martech vendors, are failing to engage year-round (especially as they’re able to collect data on usage of their services). It’s the only time we hear from them.”

Contract 91

Contract Account management Represent Clients 91

Lead Fuze

DECEMBER 1, 2021

Those deals are large, with 3 year contracts and prestigious logos. I have seen organizations that were successful in their product enterprise website, but I’ve also worked with ones who failed to make the transition. A company in the Financial Services or Banking industry. Who have more than 10 employees. Who use Hubspot.

Product 40

Product Account management Contract Price 40

Sales Hacker

AUGUST 14, 2020

A misrepresentation happens when the numbers in a contract or offer are incorrect. This usually comes from a sudden change of revenue or a sudden change in prices of the products or services needed to deliver on the offer. WGA renegotiates their contracts. …A price reduction of less than 2%.

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Contract Legal Represent Price 120

Hubspot

JUNE 14, 2022

Delivery has occurred, or services have been rendered. The seller’s price to the buyer is fixed or determinable. It means that a transfer of goods or services occurred for a specific price. Delivery has occurred, or services have been rendered. The seller’s price to the buyer is fixed or determinable.

Non-Profits 57

Non-Profits Contract Price Commission 57

Partners in Excellence

AUGUST 11, 2014

We complain, yet we accept it–this must be the price we pay to have this technology. Whether it’s A/B testing, prototyping, lean development, we seem to be the victims of declining qualities of service in so many tools. People were measured on QoS, contracts were based on QoS. Over time, that’s eroded.

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Service Minimum Viable Product A/B testing Government 91