Anthony Cole Training

SEPTEMBER 2, 2022

Negotiate by definition is to deal or bargain with others in preparation of a contract or business deal. In the world of selling, both of those definitions are relevant and important. Oftentimes, sales negotiation tactics seem to be related to price – giving or getting the best rate or fees for a product or service.

Negotiate 311

Negotiate Contract Price Sales 311

Martech

SEPTEMBER 20, 2024

Review the contract There are times in business when a lawyer is called for. Go over the contract with a legal expert. The contract should have a data breach notification requirement and possibly what remediation is required of the vendor. In the end, all companies sell the same product: trust. Dig deeper: U.S.

Government 123

Government Legal Contract Commission 123

Salesforce

JANUARY 8, 2024

But back at the office, they’ll ask their delivery or product team in a panic, “We can do that, right?” ” A written sales contract should accurately reflect the verbal agreements made — or else you risk the buyer backing out of the deal or having a very unhappy or potentially litigious client after the deal is done.

Contract 110

Contract Process Legal Real Estate 110

SaaStr

FEBRUARY 27, 2023

You Gotta Do the Work (Of Course) Your Competition is Trying to Sell To, And Steal, Your Customers And yet, I still see so few SaaS companies doing even the most basic steps here. To buy potential customers out from long-term contracts they’ve already signed and paid for with the competition. Buy-out contracts.

Contract 131

Contract Commission Price Sales 131

Partners in Excellence

JULY 17, 2024

It’s useful to pause to reflect on the reality that selling is a job that is 100% reliant on the support of others. Perhaps it’s trite, but selling is the ultimate team sport. We count on the systems and infrastructure that enables all that to synchronize in a way that allows us to sell, retain, expand, grow.

Sports 149

Sports Sell Legal Contract 149

SaaStr

MAY 5, 2025

I know your sales team probably hates pilots, because in a sense, it means they have to sell the deal twice. Heres how: Risk Mitigation : Pilots allow customers to test your product in a controlled environment before committing to a full rollout. Hands-On Experience : Pilots provide clients with a hands-on experience of your product.

Customers 99

Customers Contract Clients Trust 99

Sales Gravy

APRIL 10, 2025

The Fancy Stuff Is Failing You We see it all the timesalespeople hiding behind automation tools, social selling gimmicks, and relationship-building fluff. Youre hoping your sequence will nurture your prospect into buying without you having to actually sell. Most salespeople would rather look productive than be productive.

Closing 87

Closing Objection handling Cold Call Contract 87

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. But in more cases than not, you’ll still need to sell. Occasionally, this is true.

Intrinsic 343

Intrinsic Clients Contact Contract 343

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. There are review meetings-ideally to help improve their selling performance.

Sell 152

Sell CRM Technique Up-sell 152

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. According to research from Talkdesk, the average company deploys more than 50 SaaS products. Now, it’s time to overhaul how we sell it as well. Fast and easy.

Product 145

Product Contract Construction Negotiate 145

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. Today, with an established brand and product, other characteristics have become more predictive of success.

Growth 82

Growth Territory Teamwork Cross-sell 82

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

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. 10-12 products make Toast work. When you add a product like payroll or payments, it’s not enough to just integrate it. It’s a fallacy.

Appointment 104

Appointment Contract Commission Niche 104

PandaDoc

MARCH 27, 2025

If youre looking to increase revenue without acquiring new customers, cross-selling is one of the best ways you can do that. Its all about offering complementary products or services so you can maximize every transactionall while improving the customer experience. What is cross-selling in sales? How does cross-selling work?

Cross-sell 52

Cross-sell Sell Customers Legal 52

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. It encompasses income generated from first-time customers, upsells, cross-sells and new product or service launches.

Product 134

Product Contract Drivers/motivators SQL 134

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

SaaStr

JANUARY 1, 2022

Dear SaaStr: What is a Good Refund Policy for a SaaS Product? SaaS startups, especially those that sign customers to annual customers, will have customers that want to cancel those un-cancelable contracts and get a refund. And no refund for any part of an annual, signed contract. You signed the contract”. Take a reserve.

Product 115

Product Contract Commission Customers 115

Tibor Shanto

SEPTEMBER 21, 2021

They are out to make you Aware, not of your product, but things they, the buyers are thinking about. At this point they may consider contracting a duct cleaner, or go ductless, (geese only). The 20% who are recognized as eagles continue to sell the future, but future is not singular. How To Know Where The Buyer Is At.

Cross-sell 287

Cross-sell Territory Contract Start-ups 287

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. Oracle Cloud CX enhances personalization and improves upsell and cross-sell conversions.

Cross-sell 115

Cross-sell Construction Legal Contract 115

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. Key proposals : Force Google to sell Chrome browser. Ban exclusive search contracts. This could also increase competition and transparency in the advertising world. Big picture.

Cross-sell 74

Cross-sell Legal Contract Sales 74

SaaStr

MARCH 21, 2022

Q: Dear SaaStr: When should a SaaS Company allow Month-to-Month contracts vs requiring 12-month commitments? Annual contracts combined with prepaid cash are a huge benefit. Bigger companies want to sign annual contracts, especially in exchange for discounts. A bit more here: The False Choice of Prepaid vs. Monthly Contracts.

Contract 105

Contract Price Up-sell Trust 105

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. They still make money by selling courses and books to the naïve public on “how to make easy money by mass-producing content with AI.” Get the daily newsletter search marketers rely on.

Click Through Rate 110

Click Through Rate User Experience Promote Technology 110

Iannarino

MARCH 2, 2023

But by rushing the deal to get to the pain points, you break B2B selling and buying. The good news is, by helping your buyer with problems related to making a purchase decision and implementing change, you increase your chances of solving the other problems that cause a prospective client to buy your product or service.

B2B 286

B2B Contact Clients Entertainment 286

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 99

GTM Territory Pipeline Growth 99

SaaStr

OCTOBER 23, 2024

Selling to Multiple Stakeholders If you sell into the Enterprise, you understand there are different stakeholders. So at BILL’s scale, you have to put programs into place across the company to connect employees to customers, to help you focus on all the different stakeholders vs just the contract signer.

Customers 124

Customers Networking UX Engineering 124

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

ConversionXL

JUNE 14, 2021

In this guide, you’ll learn how to differentiate your business and attract your ideal customers by creating a unique selling proposition. How a unique selling proposition (USP) attracts better customers and builds your brand (and where marketers get it wrong). Without a purpose, this USP wouldn’t exist. The basics are important (e.g.,

Sell 158

Sell Objectives and Key Results Up-sell Drivers/motivators 158

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. 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. Our Solution.

Conversion 334

Conversion Clients Sales Presentation 334

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. Let’s pretend you sell water heaters. Line those up sooner in the season.

Niche 98

Niche Retail Promote Follow-up 98

Sales Pop!

AUGUST 24, 2021

Now, the sun is shining again and we’ve resumed normal selling activities, as best we can. Since you are a product of your environment, choose the environment that best develops you toward your objective”. But in the interest of time, rapid sales team brainstorming events can be just as productive. Change happened. Competition.

Transportation 236

Transportation Real Estate Healthcare Government 236

SaaStr

FEBRUARY 7, 2025

With AI Agents that do work for people, from coding to reviewing contracts, these are brand new dollars in software spend that didnt exist before. Those still basically selling the same products as in 2021 are falling far behind. #7. link] — Aaron Levie (@levie) January 16, 2025 #5. Not all, but many. #6.

Legal 94

Legal Contract B2B Growth 94

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. I love the Clement Stone quote – “You are a product of your environment. In selling, it’s all about questions.

Real Estate 238

Real Estate Healthcare Objectives and Key Results Government 238

Sales Hacker

FEBRUARY 17, 2021

Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side. Our VP, meanwhile, layers in industry knowledge, best practices, and product mastery to balance us out. Solution review.

Sell 131

Sell Contract Pitch Up-sell 131

Sales Pop!

JULY 14, 2022

I taught a Selling class at Loyola University Maryland and many of the students were shocked when they saw the syllabus, which indicated that participation was 50% of their grade. I always promised my students that I would focus on what was truly important in the real world of selling, not what was chronicled in textbooks and articles.

Clients 239

Clients Contract Up-sell Growth 239

Partners in Excellence

APRIL 5, 2024

As you will see, Martin has a fascinating and rich career an selling. Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all.

Sell 139

Sell Territory Consult Contract 139

Sales Pop!

SEPTEMBER 23, 2021

But the irony is that in selling to large accounts , sales cycles are typically long and drawn out. But with all the frustrations the passing months bring, there are positives for effective and organized selling organizations – teams that are good at what they do. Especially now, in the fog of post-COVID fatigue.

Legal 239

Legal Finance Contract Networking 239

Sales Pop!

AUGUST 20, 2022

Organic Growth, of course, is a strategy followed by most selling teams and often effectively. Also explored here is selling additional offerings from your portfolio to the many areas in the organization. Also explored here is selling additional offerings from your portfolio to the many areas in the organization. Of course not.

Growth 246

Growth Pharmaceutical Contact Referrals 246