Martech

JULY 15, 2024

Efforts to mature a martech stack require far more than a technical focus; it is important to consider other factors, including contracts, ownership, organizational goals and others. Gathering information will take time, but that process will help illuminate the information needed for maturation initiatives. What does it do?

Contract 124

Contract UX Technology Technology 124

Partners in Excellence

FEBRUARY 12, 2025

As I dove in, I discovered the sellers were not entering opportunities into the pipeline until they were actually in the contract negotiation stage. They had won the business, the losses were only because in the contracting process, the project got derailed. This was exacerbated by the deal review process.

Gaming 122

Gaming Contract Pipeline CRM 122

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. If I’m scrolling Instagram and see a skincare product I’m interested in, I can go to the brand’s shop and make a purchase without even leaving the app. Table of Contents: What is Payment Processing?

Process 74

Process Retail Appointment Price 74

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 111

Contract Price Commission Closing 111

Iannarino

JULY 6, 2021

This post may be a bitter pill for those who believe their clients buy from them because they like their company, their products, or both. Even though these things are important, their value can only be recognized (not to mention realized) after the client signs a contract. You Facilitate Their Buyer’s Journey.

Clients 325

Clients Contract Contact Conversion 325

SaaStr

NOVEMBER 30, 2024

A related post here: The 1 Simple Test to Know if You’ve Actually Hired a Real VP of Product or Customer Success … Or Not (note: an updated SaaStr Classic post) The post The 30-Day Test: How to Know if Your VP of Sales Will Succeed appeared first on SaaStr. While you shouldn’t expect miracles, you should see meaningful progress.

Pipeline 117

Pipeline Contract Sales Growth 117

Martech

APRIL 30, 2025

Processing. These objectives could include improving email deliverability, reducing duplicate records, increasing data completeness or enhancing account profiles for better sales productivity. Using a formal RFI/RFP process can also help you make direct comparisons since all vendors the same list of requirements.

B2B 109

B2B Objectives and Key Results Territory Negotiate 109

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. But if your product is cheap, many will prefer to pay monthly. Force them to go annual, and you are just adding friction to the sales process. Focus, focus, focus on 1 core product.

Contract 115

Contract Engineering Product Customers 115

Sales Hacker

OCTOBER 11, 2024

Product : Vanta Your deal is almost closed, and all that’s left is the security review. For example: Revenue is driven by metrics like win rate, ACV (average contract value), and number of deals closed. Churn is influenced by metrics like product usage, QBR frequency, and expansion opportunities. Are they actually using it?

GTM 112

GTM X-functional Pipeline Construction 112

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 128

CRM Follow-up Sales Prospecting 128

Martech

SEPTEMBER 12, 2024

77% of all workers using AI say the technology is doing more work for them, and that it’s contributing to burnout and making it harder to be productive, according to a study by Upwork. Wix.com’s AI theme assistant is designed to streamline and enhance the website design process. Processing.

Cross-sell 119

Cross-sell Construction Legal Contract 119

Salesforce

SEPTEMBER 19, 2024

Earlier this year, Salesforce launched the Marketing Cloud Growth Edition , a version of our product that is designed with the challenges and goals of small businesses in mind. They are the same product but with different tiers of functionality. However, maintaining scoring rubrics can be a highly manual process. Also, check.

Territory 126

Territory Launch Growth Contract 126

Martech

OCTOBER 19, 2023

While businesses value the synergy between marketing, sales and product teams in theory, they often struggle to create a cohesive atmosphere and deliver seamless customer experiences in practice. Yet, nine in 10 also say they are misaligned across strategy, process, content and culture.

Product 135

Product Contract Drivers/motivators SQL 135

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 112

Contract Non-Profits Hospitality Negotiate 112

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. What the B2B Buying Journey Looks Like in 2024 B2B buyers are looking for new software solutions for predictable reasons.

B2B 81

B2B B2C Tradeshows Contract 81

SaaStr

NOVEMBER 27, 2024

Its product provides software to spas and salons but it’s not new (the first salon software came out in the 80s), and neither is a lot of the vertical software getting hot today. Now, there’s payroll processing, payments online or in person, recurring billing, and so on — effectively expanding the market and TAM.

Appointment 101

Appointment Contract Commission Niche 101

Martech

JANUARY 14, 2025

When money flows freely, its easy to spend your way around problems by: Hiding inefficient processes behind expensive martech tools. Another cut content production in half yet doubled its effectiveness by focusing on what customers actually need. Let them break rules, ignore processes and do whatever it takes to drive growth.

Pipeline 130

Pipeline Contract Campaign Growth 130

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 125

Finance Drivers/motivators Technique Contract 125

Martech

DECEMBER 6, 2024

Where martech fits in the organization As a martech practitioner, I have sat in marketing, IT and on a product team. Since martech practitioners who sit in marketing are close to the stakeholders who fund projects and platforms, they are in a good place to work with procurement starting, renewing and sunsetting contracts.

Technology 117

Technology Technology Legal Contract 117

Martech

NOVEMBER 19, 2024

A forced sale of the Chrome browser and limits on Google’s product connections could change how your ads are delivered, measured and optimized. Ban exclusive search contracts. The proposed remedies target Google’s ability to cross-promote its products and services, which officials argue has stifled competition. Processing.

Cross-sell 78

Cross-sell Legal Contract Sales 78

Highspot

FEBRUARY 20, 2025

Key Takeaways Product training is essential for anyone responsible for taking a product to market. 77% of B2B buyers found their most recent purchase very complex or difficult, emphasizing the need for in-depth product knowledge. Product training techniques like gamification keep teams motivated. What is Product Training?

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Gravy

APRIL 10, 2025

Most salespeople would rather look productive than be productive. Fancy decks, CRM tagging, and custom email flows feel like progressbut they dont get the contract signed. But heres the thing: no is part of the process. Most salespeople would rather look productive than be productive. They dont replace them.

Closing 82

Closing Objection handling Cold Call Contract 82

Search Engine Land

JULY 22, 2024

The ability to share specific products is limited as you only have so many videos that can be filmed and placements to publish without chasing fans away. Which niches or industries take more time to ship, as free shipping is a huge part of the consumer decision process. Processing. Line those up sooner in the season.

Niche 98

Niche Retail Promote Follow-up 98

Iannarino

MARCH 2, 2023

This sales strategy has been part of B2B sales processes and is practiced by sales reps in many sales organizations. What if your B2B buyer has a set of pain points that needs your attention before you can process the pain points you are accustomed to resolving ? The first question was what they paid.

B2B 286

B2B Contact Clients Entertainment 286

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. Product search and comparison, user-interface (web, mobile) browsing, troubleshooting, and issue resolution for field service.

Engineering 128

Engineering Represent CRM Follow-up 128

SaaStr

JANUARY 11, 2024

So somehow, “Product Led Growth” became a seemingly magic savior for many struggling SaaS companies. It will make your product better and easier to use, if nothing else. But with everyone discussing PLG, there just isn’t enough discussion in B2B of Product-Led Retention. Make your product self-deployable.

Product 124

Product Growth B2C B2B 124

SaaStr

DECEMBER 11, 2024

AI-powered Customer Onboarding and Customer Support We’re seeing a lot of companies using either AI tools they built themselves or through 3rd-party AI SaaS vendors have success helping users understand a new behavior or use a product for the first time. Success stories include: Transcription and note-taking (e.g.,

B2B 111

B2B Contract Negotiate Legal 111

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. Your product or service is secondaryimportant, but not top of mind until theyre assured of a win.

Sell 73

Sell Customers Contract Construction 73

Search Engine Land

JULY 16, 2024

While some authors and news media are fighting back with lawsuits against AI, others are establishing contract agreements for fair use of content. Applications like ReplyGuy use AI to develop comments on Reddit that subtly promote specific products or websites. Business email address Subscribe Processing.

Click Through Rate 110

Click Through Rate User Experience Promote Technology 110

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. Don’t think of this as a step in a process. If the largest companies in the world trust this company, it must be a good choice. Our Solution. Discover a Problem.

Conversion 334

Conversion Clients Sales Presentation 334

SaaStr

MAY 5, 2025

Heres how: Risk Mitigation : Pilots allow customers to test your product in a controlled environment before committing to a full rollout. Proof of Value : A well-executed pilot demonstrates the tangible value your product delivers. Internal Buy-In : For enterprise clients, a pilot can help them build internal support for your product.

Customers 84

Customers Contract Clients Trust 84

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. No matter how compelling your product or service, each closed deal could be preceded by a dozen or more that never result in new business.

Closing 80

Closing Contract Technique Sales 80

Martech

FEBRUARY 10, 2025

Smart contracts: Self-executing contracts with the terms of the agreement directly written into code, allowing for automated and trustless transactions. By utilizing platforms that support decentralized governance, brands can engage customers in decision-making processes, fostering a sense of ownership and loyalty. Processing.

Technology 128

Technology Technology Contract Government 128

Iannarino

AUGUST 1, 2021

It’s unlikely that a more recent lead is automatically better than an older lead, or even than a target that is already locked into a contract with your competitor —even if the new contact devoted two minutes to filling out a form on your website. In sales, recency bias often influences how we evaluate leads.

Intrinsic 343

Intrinsic Clients Contact Contract 343

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

Sales Pop!

DECEMBER 23, 2021

Simplify the Sales Process. Revamp your sales process to accommodate your hybrid team. If you streamline your sales process, team members can quickly and easily close deals. For instance, digital contracts, invoices, and bills of sales can help team members speed up the sales process.

Sales 244

Sales Contract Drivers/motivators Growth 244

Search Engine Land

JULY 25, 2024

But when defending our retainer or contract renewal, businesses want to know how their SEO spend will tangibly impact the bottom line. The most common definition is the total number of people who could possibly use a product or service. Essential products are often price-sensitive during a downturn. Processing.

Campaign 108

Campaign Objectives and Key Results Price Finance 108