Partners in Excellence

FEBRUARY 8, 2022

As sellers, we have to manage our territories and accounts. We have to find as many opportunities as we can within those territories/accounts. Maybe it’s getting support or resources, maybe it’s developing a solution or proposal, or getting approvals from legal/pricing/contracting. We have to do the whole job.

Territory 132

Territory Legal Contract Pipeline 132

Sales Pop!

DECEMBER 9, 2022

As millions have flocked to these areas to make their career dreams come true, housing and daily living prices have made it nearly impossible to be financially independent. This has spurred the movement of many military-contracted companies to the region, creating jobs for the folks who have moved from other parts of the country.

Gambling 130

Gambling Hospitality Sports Territory 130

Salesforce

MARCH 6, 2024

There’s no better feeling than closing a deal after a tough price negotiation. In this article, we’ll show you how to perfect that skill — complete with 12 price negotiation tactics used by reps across industries. What you’ll learn: What is price negotiation? Why are price negotiations important?

Negotiate 91

Negotiate Price Territory E-commerce 91

SaaStr

SEPTEMBER 11, 2024

The PLG principles that are foundational to Lucid were defined, but what these customers needed was: An easy, fast path to user value Simple pricing and seamless expansion Widespread discoverability Lucid employs a freemium model, converting users to paid plans early on. Customers still needed simple pricing and seamless expansion.

Territory 122

Territory GTM Price Cross-sell 122

Sales Hacker

APRIL 10, 2018

1) Across regions. Regions often respond with a 1-2 year delay to the US Market. Some regions behave similarly such as within Scandinavia. When we map the number of deals committed against a listed price (ACV), you will notice deals starting to segment around discount levels. Cultural and geographical, Asia, US, etc.

Go To Market 96

Go To Market GTM X-functional Territory 96

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

Hubspot

APRIL 4, 2018

Unless your two resellers find out about each other, or they start targeting the same customers you’re prospecting internally, or your strategic partner starts offering a lower price than you. Are there regions or customer segments your partners shouldn’t touch? Are there certain regions or customer types your partner cannot touch?

Territory 101

Territory Commission Contract Strategize 101

Hubspot

MARCH 27, 2019

Smaller companies selling a single product with a static price often set quotas around how many units (i.e., Forecast quotas are generally assigned to specific sales territories or teams. A forecast quota is calculated based on historical performance of a region and the revenue goal it must hit. Different types of sales quotas.

Quota 100

Quota Territory Commission Sales 100

A Sales Guy

OCTOBER 25, 2012

Then we got to price and it was not what they’d expected – by a lot. From start to contract was 3 weeks. In this case when we got to price, he spent 3-4 minutes essentially telling me I was smoking crack. By the end of the call, we were good on price and working on terms. Kimberly, Regional Sales Executive.

Territory 111

Territory Contract Price Presentation 111

Salesforce

OCTOBER 25, 2024

Now any costs incurred to obtain and fulfill contracts need to be amortized over the estimated customer lifetime. As your organization rolls out more products or expands to new markets and territories, commission gets more complicated — and so does your expensing. ASC 606 changed the game when it comes to revenue reporting.

Commission 52

Commission Territory Transportation Contract 52

InsightSquared

MAY 7, 2019

Are certain types of customers, or certain geographies and sales territories meeting or beating the benchmark, or underperforming? Contract value: Companies selling subscriptions with larger average contract values also have longer sales cycles than companies selling low priced, low touch subscriptions.

Product 102

Product Territory Contract Sales 102

Heinz Marketing

DECEMBER 9, 2020

I am sure those who purchased Zoom Stock back in 2019 are very thankful for 2020 and enjoying the over 600% increase in its stock price! Nature enjoying us staying at home: I’ve read posts and stories about wildlife coming out much more often and timid animals expanding their territories and exploring the usually highly populated areas.

Territory 141

Territory Contract Campaign Clients 141

SaaStr

SEPTEMBER 12, 2023

The company will need a Sales Ops/Enablement professional for every 30-50 salespeople to manage training, onboarding, territories, and compensation plans. But Not Lower Prices, Usually. SaaS prices are not usually lower due to competition from developing countries. Long-Term Contracts 8. No Contract At All Some good ones!

Price 113

Price Contract Territory Quota 113

Veloxy

JUNE 23, 2021

When we talk about outside sales, we’re referring to a team that goes out on sales calls to sell regionally and at conferences, events, and so on. If your product or service is a high priced solution that includes customization, then outside sales will work perfectly. But first, why start with an inside sales team? Inside Sales Team.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Sales Hacker

APRIL 6, 2022

Sales teams often struggle with configuration of price quotes when dealing with complex products or services or large product catalogs. Whether purposefully or by accident, sales reps often deviate from pricing and discounting guidelines. CPQ stands for Configure Price Quote. What is CPQ?

Cross-sell 109

Cross-sell Contract Price Finance 109

Salesforce

APRIL 7, 2022

Identifying popular social channels in the region you’re targeting is a key factor in localization. Identifying popular social channels in the region you’re targeting is a key factor in localization. With social commerce on the rise , it is important to understand the intricacies of social platforms in different regions.

Minimum Viable Product 94

Minimum Viable Product Territory Launch Strategize 94

Partners in Excellence

SEPTEMBER 14, 2023

Look at typical pipeline, deal, prospecting, territory, account reviews. As you see systemic issues across the sales organization, for example getting complex proposals prepared, finalizing pricing/contracts, look at the workflow, redesigning it to make the process simpler.

Sell 152

Sell CRM Technique Up-sell 152

Women Sales Pros

MAY 25, 2018

Sales managers work diligently to “even out” territories ensuring everyone has a chance to make lots of money. They sign very large contracts with other companies, but not with yours. Finally, look at the overall potential of the account and then assign territories. Because their biggest enemy is their own perspective.

Sell 85

Sell Territory Quota Contract 85

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". We’d already agreed on X price. If we can come down to X price, would you sign today?”. Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. Things to Say On the Phone. “I Negotiations.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Sales Hacker

JUNE 16, 2022

I also probe my team to think big by asking questions such as, “Can you think how we can help transform this specific industry/country/territory with the help of our technology solutions?” price point, features, functionalities, consideration of competitors, etc.)? What can we do to mitigate the risk?

Territory 106

Territory Objectives and Key Results Pipeline Sales 106

Hubspot

DECEMBER 12, 2017

Because SaaS is supported, maintained, and engineered by an external company, the price is usually high requiring a longer sales cycle and more touch points from Sales and Marketing before the customer is ready to buy. Service and attention are key to getting the prospect to close, because SaaS reps are usually selling at a higher price.

Commission 101

Commission Contract Sales Price 101

Highspot

APRIL 1, 2025

Decision-Making Under Pressure A significant deal is teetering on the edge because of pricing or service concerns, and you must act fast. AI’s role: Challenges you to weigh data, such as customer lifetime value (CLV) and pricing benchmarks, against instinct. How do you balance short-term revenue with long-term relationships?

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Hubspot

OCTOBER 16, 2017

Increase average contract length. You can pay: when the customer signs the contract. If you’re a subscription business, it can still disrupt your cash flow; after all, if you give a rep commission on the entire contract when you get the first check, you’re paying in advance of the customer’s subsequent payments.

Commission 101

Commission Quota X-functional Non-Profits 101

Hubspot

NOVEMBER 28, 2022

Pricing: HubSpot lets you use basic sales and CRM features for free. You can also segment your leads based on the region, company size, or any other criteria which you see fit. Pricing: Prices start at $15 each month per user. Pricing: Prices start at $149 a month. All within one CRM platform. Lead Assign.

Territory 90

Territory Price CRM Lead generation 90

Salesmate

JULY 9, 2020

Maybe they’re targeting potential customers in the wrong industry or trying to sell in a territory that is a captive market for another brand. Your average deal size can: Help you identify whether your products and services are priced appropriately. Average Deal Size. Shows how much customers are willing to pay for your products.

Pipeline 121

Pipeline Contract Sales Territory 121

SBI

MAY 7, 2014

See which tools we chose for: Contract Management and eSigning. Quoting & Pricing. Territory & Account Planning. InsideSales. Marketing automation. Mobile Selling. Performance and Compensation. Pipeline Management & Deal Flow. Power Prospecting. Sales & Marketing Content. Sales Enablement.

Territory 55

Territory Contract Inside sales Pipeline 55

PandaDoc

SEPTEMBER 17, 2024

PandaDoc As an all-in-one document management solution , PandaDoc helps businesses of all sizes streamline their sales proposals, quotes, contracts, and more. Essentials Business Enterprise $19 per month per user $49 per month per user Custom pricing solution 1. Unlimited legally binding eSignatures with audit trail 2.

Contract 98

Contract CRM Legal Sales 98

Sales Hacker

MAY 9, 2019

Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. Highly leveraged sales compensation plans are mostly seen in transactional sales, where the volume is extremely high at low prices. For example, within the FedTech space, sales contracts can be established with 3 years of commitment. Set Targets.

SQL 110

SQL Commission Customers Non-Profits 110

Sales Hacker

APRIL 17, 2019

Price: Workspace, Free; Standard, $6.67/month/user; Price: Free. Price: Free. Price: Free. Price: Free. Price: Free; Silver, $2.99/month; Price: $1.99. App for tracking expenses. Travel apps. Canvassing and door-to-door sales apps. Productivity and goal apps. Apps to help you look your best.

Drivers/motivators 111

Drivers/motivators Price Teamwork CRM 111

Gong.io

JUNE 11, 2021

These documents include: Your price sheet : Pricing is different in every organization. Some companies are very open about their pricing (listed on their website) while others are a bit more… coy. Note: If your pricing changes, make sure your price sheet changes to reflect the updates. Unique differentiators.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Sales Hacker

FEBRUARY 2, 2021

Unlike the self sales model, where the volume of sales is somewhat higher, in the transactional sales model, sales volume is lower with a higher price point. Companies often use this model with specialized products with high price points and usually require more training and customer support. Contract Size: 5 years, high six figures.

Niche 113

Niche Closing Process Government 113

Sales Hacker

DECEMBER 4, 2020

Average Sales Price: The average value of a deal that closed in the system. For example, if every one of your prospects is in the contracting phase, that may overwhelm your legal team. Average Sales Price: What’s the average sales price of the deals in the pipeline. This can be used to understand the health of a pipeline.

Pipeline 136

Pipeline Cross-sell CRM Sales 136

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Annual contract value (ACV) The average annual revenue generated per customer contract. You don’t push the cheapest option; you position what’s cost-effective.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

PandaDoc

MARCH 6, 2024

We’ll discuss how AI streamlines sales and contracting processes and helps with identifying new strategies. Pricing : Pricing is not listed on its website, but sources list the price at $12/month. Pricing : Asana has a freemium model with paid plans starting from 10 USD per month. Check out this video.

Price 97

Price Legal Contract Niche 97

Miller Heiman Group

APRIL 9, 2019

A Field of Play may be a specific region, division or department that makes decisions independently—and possibly with different key players—than the larger account. Some examples include a special pricing offer, a customer-defined customization or a revision to contract terms. We call this a Focus Investment.

Territory 92

Territory Account management Price Contract 92

Highspot

FEBRUARY 20, 2025

Ensuring they have the same basic understanding of key differentiators, pricing, company offers, different sales techniques, and GTM strategies enables them to drive sales just as well as your direct sales team. Training focus: Pitch decks, competitive differentiators, pricing structures, and partner-exclusive resources (e.g.,

Product 52

Product GTM Objectives and Key Results Cross-sell 52

SaaStr

NOVEMBER 1, 2022

Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. Pricing/Packaging (PP) is a key component of GTM. The former CRO of a successful prosumer SaaS company shared how they gave away free annual licenses for all new users over and above the ones contracted. Learnings on GTM.

GTM 117

GTM Niche Cross-sell Contract 117