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.

Negotiate 52

Negotiate Cross-sell Contract Legal 52

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. Introduction Call This call is all about introducing yourself and your company to a potential customer.

Objection handling 73

Objection handling Negotiate Cross-sell Contract 73

SaaStr

APRIL 24, 2021

You pay a subscription for websites to help you sell stuff. 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. And yes, it’s a software company. Example #3: Snowflake.

Contract 143

Contract Price B2B Contact 143

PandaDoc

MARCH 4, 2024

Choose the right VDR provider for your team by pairing platform capabilities with your specific needs around contract management, document workflow, permissions access, and guided contract signing. Sell-side M&A For sell-side M&A, necessary documents are arranged in the VDR, granting potential buyers convenient access.

Strategic partnership 52

Strategic partnership Legal Contract Negotiate 52

SaaStr

FEBRUARY 1, 2022

60% of Asana’s customers come from self-service, 40% from sales. Sprout Social doesn’t only sell a low-end edition. It sells to customers S, M, and Larger. Vimeo has an interesting blend of self-service / freemium revenue and sales-driven larger deals. Because it’s not about price.

Contract 137

Contract Cross-sell Price Growth 137

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. You can take this approach to the next level by setting up retargeting ads across FB, Google Ads, or Youtube, that pushes these prospects to a landing page where you offer a content upgrade.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

Partners in Excellence

SEPTEMBER 24, 2014

This post should be filed under the “I’m not creative enough to make these stories up. This morning we were catching up on a number of things and he mentioned 3 very large vendor negotiations he had just completed. ” I sensed a “but” coming up. I asked, “What happened?

Price 93

Price Territory Negotiate Contract 93

PandaDoc

MAY 8, 2024

million small businesses , which constitutes up to 99.9% Selling to small and medium businesses is different from B2C deals, where people are ready to make a purchase without extra persuading. This solution leverages data from your product catalog and implements rules-based pricing strategies to generate error-free quotes.

Objectives and Key Results 52

Objectives and Key Results B2C Legal Government 52

Iannarino

JULY 19, 2021

Having established that your company was a perfect fit for the prospective client, the next step is to inform your prospective client about your products or services. Generally, after you agreed with your client on a solution, you would present it and provide a formal proposal and pricing. Our Solution. Discover a Problem.

Conversion 327

Conversion Clients Sales Contract 327

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. Has provided you with their contact details (typically their email address). It depends.

Lead generation 244

Lead generation Contact Contract Price 244

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.

Negotiate 83

Negotiate Contract Price Prospecting 83

Search Engine Land

NOVEMBER 30, 2023

Client portfolio balance To mitigate risk, you’ll want to consider diversifying client size, sectors, and channels as best as possible, provided that your team has the knowledge to service these areas. Work with your teams to help them understand that excellent client service doesn’t mean saying “yes” to everything a client asks for.

Contract 105

Contract Clients Pitch Growth 105

Gong.io

DECEMBER 27, 2021

And the (counter intuitive) ideal length for a follow-up prospecting email. We analyzed 37,671 sales opportunities, specifically looking at how emailing price impacted deal success. Win rates spike once pricing is shared over email: If you emailed price recently — or, erm, today — take a big sigh of relief. Don’t bite. .

Negotiate 127

Negotiate Price Contract Up-sell 127

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. And one thing I’ve been shocked about is how few sales processes have kept up. Now, it’s time to overhaul how we sell it as well. And price it that way.

Product 131

Product Contract Construction Negotiate 131

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

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. For these services, CLV paints a more accurate picture of daily expected revenue. For SaaS companies, this number jumps up to about 75 days.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Hubspot

MARCH 25, 2024

First, A Refresher What we’re discussing here don’t include enterprise contracts, where you get paid millions a year by big clients. Ramp grew 400% in a year because they could sell longer-term deals and collect more cash upfront. Because subscription pricing also offers its unique set of perks. Not an easy feat.

Niche 58

Niche Price Contract B2B 58

Sales Pop!

APRIL 11, 2024

It’s a goal we strive for in selling. It can be an elusive target, though, given the typical focus in working to insure your products and services delivered to a client are the very best that they can be. The contract is signed. The honesty needle points way up. Why don’t all selling organizations do this?

B2C 52

B2C Clients Contract Account management 52

Sales Pop!

NOVEMBER 18, 2022

As the selling year draws to a close, we’re captivated by Q4 activities focused on closing the year strong in terms of winning business and, hopefully, also delivering as much value as possible to our clients. Service Structure and Deployment. In selling, it’s all about questions. How about your team selling assets – your SME’s?

Real Estate 97

Real Estate Healthcare Government Objectives and Key Results 97

SaaStr

FEBRUARY 28, 2021

Recently, I caught up with two great entrepreneurs/CEOs, both doing a few million in ARR and growing quickly. And if you do, you’ll want to decide if you’re selling a Tool — or a Solution. Of course, if you have multiple segments with 10% or more revenue, you need to service them all in some fashion.

Product 121

Product Contract Price Sales 121

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Why should I pay this price increase? ”.

Customers 74

Customers Contract Cross-sell Account management 74

Hubspot

MARCH 25, 2024

The Prospect Who's Afraid to “Sell in” When we asked Patty Radford Henderson , CEO & Founder of Annum , about some of the most frustrating prospects she deals with, she referenced buyers who were a little sheepish about bringing potential offerings to company leadership. How to Handle Them: Shift the focus from price to value.

Prospecting 74

Prospecting Price Presentation Pipeline 74

SaaStr

DECEMBER 5, 2022

In SaaS, retention is usually driven by recurring revenue, cross-selling, and up-selling. Experiment with different plans and position the pricing as whole numbers. Instead of displaying the 10-15% discount that users will receive while signing up for an annual contract, say they’ll get $15 off or two months free.”.

Product 52

Product Territory Price Cross-sell 52

Lead Fuze

JULY 18, 2023

We will explore common objections you might encounter during prospecting or follow-up calls such as price, budget, competitor comparisons, and timing issues. Finally, setting up a solid follow-up plan after addressing objections and continuously improving your skills are essential aspects that we’ll cover extensively.

Objection handling 52

Objection handling Cold Call Contract Pitch 52

Hubspot

JULY 24, 2020

I immediately strategize about target audiences and selling tactics — especially during commercials for the Super Bowl. My admiration for the commercial led me to Erba , a creative agency offering a full range of marketing and advertising services. An agency is an organization that offers a list of services for one specific industry.

Contract 97

Contract Price Referrals Campaign 97

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.

Service 91

Service Minimum Viable Product A/B testing Government 91

SaaStr

FEBRUARY 11, 2022

But its growth was very strong, up 67% at $120m, and it’s been rewarded with a strong market cap — $2.25 Selling to legal isn’t easy, otherwise I might have expected an even larger deal size. “Enterprise” sales to services businesses is often harder, with lower ACVs. But they are making it work. #3.

Legal 103

Legal Contract Growth Price 103

Salesforce

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Not only will this help you build trust, which makes it easier to sell , but it will open the door to long-term relationships that can lead to upsells and cross-sells. As a test, they added our pop-up banners to their home page.

Gaming 95

Gaming Cross-sell Referrals CRM 95

PandaDoc

OCTOBER 3, 2023

Small businesses will find many affordable options with flexible pricing plans to boot. Improved customer service CRM software does more than organize data — it builds better relationships with the help of customer service tools. Consider how the software’s pricing scales as your business grows. Hidden costs. Integration.

CRM 52

CRM Contact Price Pipeline 52

SaaStr

MAY 27, 2021

And the small the price per month, the more practical is it to put it on a credit card. The folks that care about price will take it. The folks that care about price will take it. For larger customers, make annual contracts the default, once you’ve gotten a few under your belt. Now, there are exceptions.

Contract 69

Contract Customers Commission Price 69

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. Closing the deal faster.

Negotiate 98

Negotiate Contract Objectives and Key Results Legal 98

Hubspot

OCTOBER 28, 2019

There are dozens of different pricing strategies you can use in your business, and one of the more unique options is the price skimming strategy. Price skimming is an approach to pricing your products that capitalizes on novelty, timeliness, exclusivity, and/or innovation. What is Price Skimming?

Price 40

Price Profit margin B2B Entertainment 40

SaaStr

JULY 13, 2022

Next, you enable them to sell your product. Selling from a renowned company differs significantly from selling from a start-up. If a salesperson can’t sell to you, they won’t be able to sell to anyone else.” . “If If a salesperson can’t sell to you, they won’t be able to sell to anyone else.” .

Objectives and Key Results 90

Objectives and Key Results Pipeline Price Represent 90

Hubspot

APRIL 12, 2021

When it comes to sales, some might think the only difference between sales roles is the product you’re selling. However, enterprise sales strategy differs vastly from self-service, SMB (small-medium business), or mid-market sales. That often means designing a strategy around specific price points, buyer personas, or product tiers.

Contract 73

Contract Sales Retail Price 73

Hubspot

OCTOBER 3, 2022

I'd also spent the morning reading up on BATNA, so I could relate. Here, we'll discuss why BATNA is an invaluable part of the selling process. Let's say you work for a business that sells software. In the first negotiating phase, you'll send along a standard contract that outlines the full cost of your software to your prospect.

Negotiate 67

Negotiate Customers Contract Non-Profits 67

Sales Hacker

OCTOBER 16, 2019

The secret may surprise you… It’s as simple as a solid sales-to-service handoff. When we succeeded, it was because of the process and close communication we built between sales and customer service. Blueprint for a good sales-to-service handoff process. The handoff sets the tone for the entire service relationship.

Service 50

Service Process Contract Sales 50

SaaStr

MAY 25, 2020

In your service offerings. 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. “Flat pricing for paid pilots” — CEO & Co-founder, ToneDen. . “Simplicity.

Closing 136

Closing Process Contract Price 136