Hubspot

JULY 10, 2024

As someone who makes a lot of in-person and online transactions, I’m amazed at how much payment processing has evolved. No matter what kind of purchase I’m making or whether it’s being made online or off, I know that the payment process is taken care of. As a result, more payment processing companies and gateways have emerged.

Process 74

Process Retail Appointment Price 74

Martech

NOVEMBER 7, 2024

This process involves using machine learning models to analyze thousands of data points, which help marketers predict which accounts are showing buying signals and are ready to be targeted. This process is far from simple. The not-so-hidden high costs and long contracts ABM platforms are expensive. Processing.

B2B 130

B2B Contract GTM CRM 130

SaaStr

MAY 7, 2024

Dear SaaStr: What’s a Resonable Discount for an Annual Contract? How About a 3 Year Contract? Later, when you implement a CPQ and other more sophisticated systems to manage pricing for a large sales team, these processes and systems will be designed to help you do just that, at least in part. How About a 3 Year Contract?

Contract 112

Contract Price Commission Closing 112

Anthony Cole Training

MARCH 25, 2021

When you get to the offer step in your hiring process, it can be tempting to rush ahead and get your candidate contracted. However, this is a critical point in your system that cannot go overlooked.

Contract 316

Contract Sales Process 316

Veloxy

DECEMBER 21, 2021

I shared this insight with a friend of mine who’s a sales executive, and he sent me this 635 page Salesforce guide on automating business processes. When we speak of Salesforce automation, we’re talking about the automatic processing of administrative tasks and manual sales tasks related to Salesforce. Sounds simple enough, right?

Tradeshows 348

Tradeshows Contract Sales Contact 348

Martech

OCTOBER 21, 2024

The client took screenshots of the reports and canceled the contract. Dig deeper: Data visualization: How to transform analytics data into actionable insights Marketing data In digital advertising, many organizations focus on setting up and monitoring campaigns, often outsourcing the entire process. Processing.

GTM 129

GTM Contract Clients Campaign 129

Martech

AUGUST 13, 2024

The platform initially rolled out in January to begin the process of vetting adtech vendors, in collaboration with the IAB’s Privacy Implementation and Accountability Task Force (PIAT) and privacy lawyers. Until now, ensuring vendor compliance has been a manual, complex, and time-consuming process. Processing.

Contract 117

Contract Launch Campaign Meeting 117

Search Engine Land

JANUARY 22, 2024

Appen, an Australian data services company that Google contracted with for a large number of its third-party search quality raters, was notified by Google that its contract is ending on March 19, 2024. Appen is one of a few sources that Google uses to contract quality raters. of revenue at a gross margin of 26% for the company.

Contract 118

Contract Represent Process Service 118

Martech

OCTOBER 15, 2024

Understanding capability assessment and tool procurement Once marketers understand how customer data flows through various martech platforms and develop a strategic view of how these platforms work together, they can effectively evaluate the capabilities of different tools and guide companies through the right procurement process.

Contract 113

Contract Negotiate Strategize Technology 113

SaaStr

JULY 3, 2025

90 Days: Show Measurable Impact By the end of the first full sales cycle (90 days), you should see clear signs of improvement: more demos, more contracts being drafted, and ideally, more closed deals. This means hiring and ramping 1-2 reps, refining the sales process, and hitting early revenue targets. It’s a bad sign.

Pipeline 97

Pipeline Contract Sales Closing 97

Martech

AUGUST 19, 2024

That means there’s an increased likelihood of terminating the contract because the tool is no longer needed and/or its champion is gone. Flexible contract terms and proactive support can help too. Processing. You can mitigate this risk by ensuring the product offers ongoing value beyond the scope of the original product.

B2B 121

B2B Contract Consult Price 121

Iannarino

JULY 6, 2021

Even though these things are important, their value can only be recognized (not to mention realized) after the client signs a contract. Now, that path has a greater likelihood of generating a “no-decision” than a signed contract. Here are four characteristics of value creation that tip the scales in your direction.

Clients 325

Clients Contract Contact Conversion 325

SaaStr

OCTOBER 16, 2024

But I’ve come to accept that you have to put gates and process around most sales execs, or most will lie, at least a little, to close the deal. Put in a system to control contracting. We did a recent SaaStr survey and you said 97% of software sales execs lie at least sometimes, a little: Control it, or it will spiral. Read their email.

Customers 120

Customers Contract Sales Closing 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 105

B2B Objectives and Key Results Territory Negotiate 105

SaaStr

NOVEMBER 30, 2024

While you shouldn’t expect miracles, you should see meaningful progress.

Pipeline 119

Pipeline Contract Sales Growth 119

Iannarino

JULY 4, 2021

Many salespeople, though, launch the sales conversation with a firm intention to secure a signed contract and an agreement to install their “solution.” With a signature on a contract, you are confident that you can put your client in a better position. Too Afraid of Losing a Deal. Trying not to lose is not the same as trying to win.

Contract 337

Contract Contact Clients Prospecting 337

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 113

GTM X-functional Pipeline Construction 113

SaaStr

OCTOBER 14, 2024

A few bits of advice you hear a lot in SaaS that I think often don’t really work in practice: Move to annual contracts to generate more cash. Force them to go annual, and you are just adding friction to the sales process. Sure, if customers want to pay annually for a discount — do it. Focus, focus, focus on 1 core product.

Contract 117

Contract Engineering Product Customers 117

Martech

SEPTEMBER 12, 2024

Wix.com’s AI theme assistant is designed to streamline and enhance the website design process. AI agents in Oracle Fusion Applications automate business processes and provide personalized insights. Processing. It provides users with personalized guidance and real-time suggestions. Email: Business email address Sign me up!

Cross-sell 115

Cross-sell Construction Legal Contract 115

Martech

FEBRUARY 7, 2025

Contract timing My team once negotiated a contract with a new vendor where timing was critical. By collaborating with our procurement team, we negotiated a delayed contract start date while signing in time to secure the incentives. Sometimes, that process itself can lead to moments of brilliance. Processing.

Contract 108

Contract Non-Profits Hospitality Negotiate 108

Martech

JANUARY 8, 2025

The faster the sales process, the faster the revenue growth. Whether thats adding complexity to a simple process or frustrating customers with needless back and forth, friction is bad news for deal velocity. Marketing teams play a crucial role in optimizing tools, content and communication throughout the sales process.

CRM 125

CRM Follow-up Sales Prospecting 125

SaaStr

JUNE 21, 2025

Q1 revenue growth: 39% US commercial: +68% growth Government contracts flowing like water NATO partnerships expanding The insight : When you combine AI that actually works with government customers who have unlimited budgets, you get returns that break traditional SaaS metrics. Tier 3: Vertical Specialists Average Return: +15.3%

B2B 101

B2B Government Healthcare Contract 101

Salesforce

SEPTEMBER 19, 2024

They can use SMS to renew a customer’s contract and onboard them to the latest features with Service in the loop. However, maintaining scoring rubrics can be a highly manual process. Marketers can also use responses to gain new customer insights, such as demographics, affinities, and purchase intent.

Territory 126

Territory Launch Growth Contract 126

Martech

JANUARY 14, 2025

When money flows freely, its easy to spend your way around problems by: Hiding inefficient processes behind expensive martech tools. When marketing helps close eight-figure contracts, budget conversations become much easier. Let them break rules, ignore processes and do whatever it takes to drive growth. Processing.

Pipeline 127

Pipeline Contract Campaign Growth 127

Sales Gravy

JANUARY 1, 2025

Positive and Authentic Interactions: Being genuine and enjoying the process of building relationships can positively influence the success of follow-up efforts. For instance, a lead might take 20 months to convert into a customer due to factors like contract timing or budget availability.

Follow-up 98

Follow-up CRM Contract Customer Relationship Management 98

Salesforce

AUGUST 15, 2024

Automation capabilities enable software to perform tasks without human intervention from simple mechanized processes to complex algorithms that drive artificial intelligence (AI) and machine learning. Customization Ideally, tools should be flexible enough to customize dashboards, reports, and workflow processes. Back to top. )

Product 89

Product E-commerce CRM A/B testing 89

Partners in Excellence

MAY 22, 2025

What she wanted to review was pricing issues (they are heavily threatened with tariffs), specific contract issues, and other similar things. With this CRO, the people that should have been doing this work were her RVPs, some of the Sales Ops Team, and some from Contracts/Legal.

Contract 113

Contract Legal Meeting Trust 113

Hubspot

SEPTEMBER 12, 2024

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. Involve key stakeholders early and move your deals forward whenever you can, but trust the process.

B2B 81

B2B B2C Tradeshows Contract 81

Martech

FEBRUARY 21, 2025

If youre evaluating and selecting a marketing mix model solution, make sure to: Engage stakeholders across marketing, finance, data management, supply chain and executive partners to document data and output requirements, securing enterprise-wide buy-in before contract execution. Processing.

Finance 122

Finance Drivers/motivators Technique Contract 122

Iannarino

JUNE 17, 2021

At one time, as a salesperson, you would be told to find “the decision-maker,” the single individual who could sign a contract. After all, those teams would execute their decisions, and inviting them into the sales process ensured that they were part of the decision. Part 4 | Discovery. Legacy Laggard: Decision-Maker.

Contract 212

Contract Sales Clients Government 212

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.

Sell 72

Sell Customers Contract Construction 72

Iannarino

AUGUST 8, 2021

The manuscript is due to the publisher in three days: my contract calls for 65,000 words, a good length for the publisher based on what people will spend on a book. Instead, we stick with a linear sales process intrinsically at odds with what would benefit our clients now. The deadline for my fourth book is looming.

Intrinsic 321

Intrinsic Quota Clients B2B 321

SaaStr

NOVEMBER 27, 2024

Now, there’s payroll processing, payments online or in person, recurring billing, and so on — effectively expanding the market and TAM. Toast didn’t just add payroll processing. The user just leaves if it’s too hard, and yet you can’t have a 4-second onboarding process with complex software.

Appointment 102

Appointment Contract Commission Niche 102

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

Iannarino

JULY 19, 2021

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. Consensus-Building. Instead, think of it as an outcome that you need to obtain as early as possible. Presentation and Proposal.

Conversion 334

Conversion Clients Sales Presentation 334

Salesforce

OCTOBER 14, 2024

But Agentforce agents can also be triggered by data operations on CRM or business processes and rules, such as a case status update, an email received by a brand, or a meeting starting in five minutes. Specialized agents can also handle other aspects of the sales process like lead qualification, proposal preparation, and post-sale follow-up.

Engineering 128

Engineering Represent CRM Follow-up 128

SaaStr

JUNE 12, 2025

Because you need to have a repeatable sales process in place before bringing someone else in. Another key factor is your ACV (Annual Contract Value). And even then, you have to stay in founder-led sales mode until you have 1-2 sales execs that are scaled and really hitting quota.

Contract 79

Contract Quota Pitch Closing 79