SaaStr

APRIL 6, 2025

Celebrations are shifting from contract signatures to consumption metrics – Their team is evolving beyond celebrating closed deals to automated alerts for customer usage milestones, fundamentally changing what success looks like. . Databricks recognized this created a dangerous disconnect between sales success and customer success.

Growth 80

Growth Territory Teamwork Cross-sell 80

Hubspot

SEPTEMBER 12, 2024

B2B buyers will look at their business requirements and a product’s technical specifications to determine the initial fit, and they’ll sign contracts based on potential ROI, provider reliability and post-sale support, and the flexibility of pricing terms. Table of Contents What Is a B2B Buyer?

B2B 81

B2B B2C Tradeshows Contract 81

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.

GTM 113

GTM X-functional Pipeline Construction 113

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

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. Unfortunately, the news industry is not united in its response.

Click Through Rate 110

Click Through Rate User Experience Promote Technology 110

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. Each of us constantly looks for shortcuts or productivity hacks.

Gaming 120

Gaming Contract Pipeline CRM 120

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. Most salespeople would rather look productive than be productive. But automation doesnt close deals. They dont replace them.

Closing 82

Closing Objection handling Cold Call Contract 82

PandaDoc

MARCH 13, 2025

Vendors gain a consistent customer and buyers have a trusted source for a specific selection of products or services. As these relationships deepen, partnering companies will often agree on contracted pricing, a pre-negotiated price structure that applies over a defined period. What is contracted pricing? Custom pricing.

Contract 52

Contract Price Negotiate Non-Profits 52

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

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

SaaStr

JULY 14, 2025

You should see more demos, more contracts being drafted, and a noticeable lift in pipeline metrics. Early on, a VP of Sales should be able to step in as a player-coach and close a few deals to show they understand the product and the sales process. Pipeline Metrics : Are they growing the pipeline? If they can’t sell, they can’t lead.

Pipeline 70

Pipeline Contract Quota Growth 70

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. Big picture.

Cross-sell 75

Cross-sell Legal Contract Sales 75

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. Assisted authoring capabilities provide sales teams with AI-generated responses to contract questions, emails and summaries for quotes and proposals.

Cross-sell 117

Cross-sell Construction Legal Contract 117

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. This includes furniture, made-to-order gifts and print-on-demand products. With fewer days until free shipping and time to publish, now is the time to line up the lists.

Niche 98

Niche Retail Promote Follow-up 98

Martech

JANUARY 8, 2025

Set up rules so leads are routed to the right person immediately based on location, deal size, product interest or any other criteria that make sense for your business. Create a killer FAQ page, add in-depth product demo videos and sprinkle case studies or testimonials throughout your website.

CRM 126

CRM Follow-up Sales Prospecting 126

Search Engine Land

JULY 11, 2024

Most SEO contracts can be canceled easily and without clients spending much. Timeboxing I first heard of timeboxing from Nir Eyal, and it remains a superpower in my productivity arsenal. Most phones have productivity modes, and apps can help. Take feedback professionally. Remind yourself you are only human.

Account management 76

Account management Clients Contract Start-ups 76

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. That’s great.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

Hubspot

AUGUST 27, 2024

As a former salesperson in hyper-competitive industries like tech, telecommunications, and media, I’ve seen firsthand the importance of getting your product and service pricing approach right. A well-crafted AI-powered pricing strategy helps companies to be competitive in their target market. It worked at the time, but the times are changing.

Price 72

Price Profit margin Contract Retail 72

Martech

JULY 16, 2024

It’s become a core piece of product strategy among many leaders in the space. While the collapse and contraction of the CDP space hasn’t happened as some predicted, there has been some slowing across the space, both in funding levels and innovation. But does AI really need to be an integral part of a CDP?

SQL 64

SQL Contract Customers Conversion 64

SaaStr

MARCH 23, 2025

Their product is generating an impressive 45% of developers’ code on average. Beyond their code assistant, they’ve developed Windsurf AI, an agentic IDE allowing non-technical users to build applications – accelerating productivity even further. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1.

GTM 97

GTM Territory Pipeline Growth 97

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. Fewer employees, tighter budgets? Sky-high expectations and stiff competition? Also, check.

Territory 126

Territory Launch Growth Contract 126

Martech

APRIL 30, 2025

These objectives could include improving email deliverability, reducing duplicate records, increasing data completeness or enhancing account profiles for better sales productivity. When negotiating the contract, ensure key commitments are in writing.

B2B 106

B2B Objectives and Key Results Territory Negotiate 106

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. Focus, focus, focus on 1 core product. But after that, sometimes you really do need to be working on a big second product.

Contract 118

Contract Engineering Product Customers 118

SaaStr

APRIL 12, 2025

Pain Point Identified : The lead has a clear problem that your product can solve. For example: Budget : Does the lead have the budget to buy your product? Need : Is there a clear pain point or problem your product solves? If they’d sent 3 or more contracts through the system as a PLG / self-serve lead, it was a good one.

SQL 50

SQL Pipeline Contract Meeting 50

RingDNA

JUNE 15, 2025

” No matter the products or services you’re selling, sell them better and you’re likely to live better. If you have a complex product and you’re selling to a business, gear up for a long sales cycle. Understanding these dynamics is crucial to tailoring your approach and messaging for maximum effectiveness.

B2C 62

B2C B2B Contract Objection handling 62

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

SaaStr

JUNE 5, 2025

This isn’t just about improving productivity; it’s about expanding the entire addressable market for technology companies. We’re witnessing the migration from software budget to labor budget, where code is becoming labor itself. “Markets used to tap into just software budget.

Hospitality 99

Hospitality Healthcare Represent Strategize 99

Sales Pop!

NOVEMBER 30, 2024

And what about changes in seamless virtual alliances, channel and delivery partnering and the streamlining of contract vehicles? And can your products, services and people provide a difference-making advantage in the midst of this change? And how well can you sell and serve remotely? Can they, in the end, be win themes?

Transportation 264

Transportation Real Estate Construction Government 264

Search Engine Land

AUGUST 5, 2024

Dig deeper: How to make better SEO reports for the C-suite The implementers Your SEO colleagues, teams like developers, content writers and product managers, are essentially the people who will be working with you to carry out your strategy. You may want to include details about types of competitors, products and services.

Objectives and Key Results 85

Objectives and Key Results Clients Strategize Contract 85

PandaDoc

OCTOBER 15, 2024

Deal desks can incorporate large teams of relevant stakeholders within sales, finance, product marketing, product management, legal, customer success, and more as needed. Professional services : consulting firms and other large, complex professional services with many moving parts in the contract process.

Legal 52

Legal Contract Cross-sell Finance 52

Salesforce

MARCH 13, 2025

Let’s say you’re launching a new product. The total addressable market, or TAM, refers to the total number of customers who could possibly use your product or service. This makes TAM a valuable tool in sizing up new features and products. This number exists in the form of total addressable market (TAM).

Minimum Viable Product 100

Minimum Viable Product Strategic planning Territory E-commerce 100

Hubspot

APRIL 30, 2025

Here are a few examples of verbal signals: Questions about the product or service. or Is there a discount if we sign a two-year contract? If your company offers a free trial or a freemium version and a prospect signs up for it, thats an obvious one theyre interested enough to take your product for a test drive.

Contract 31

Contract Sales Objectives and Key Results Prospecting 31

SaaStr

APRIL 2, 2025

So Freshworks started off as a low-end Zendesk competitor (Freshdesk), but relatively early expanded into a whole suite of related products for service and support, and most of its growth today is fueled by its lower-end competitor to ServiceNow, it’s “EX” products. A Reminder How Important Going Multi-Product Is.

Drivers/motivators 108

Drivers/motivators Contract B2B Growth 108

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. Contract When does the contract end? How much time is needed to decide how to renew or retire a contract? What does it do?

Contract 121

Contract UX Technology Technology 121

PandaDoc

JUNE 27, 2025

Think tools that are created with the sales process in mind, like product one-pagers, battlecards, sales scripts, case studies, and testimonials, which we’ll get into in more detail later. PandaDoc, for example, can help you easily create, manage, and eSign your contracts and proposals all in one tool, simplifying your process.

Objectives and Key Results 52

Objectives and Key Results Legal Contract Objection handling 52

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 114

Technology Technology Legal Contract 114

Search Engine Land

AUGUST 19, 2024

Operations The operations manager handles the machine and ensures it runs smoothly, including contracts, staff wages, HR, etc. It sounds far-fetched, but AI has already empowered SEOs to increase productivity. Yes, they will have a marketing manager, but they are the business’s CEO and main driver. But it could be a possibility.

Account management 84

Account management Clients Gaming Drivers/motivators 84