SaaStr

AUGUST 15, 2023

How are CEO contracts typically structured? If the company is almost out of money and I have to go sell 30% of the company to keep it afloat, why should I be diluted by that raise? How are CEO Contracts Typically Structured? Dear SaaStr: What are the typical components of a CEO’s compensation? In terms of cash, it varies.

Contract 80

Contract Start-ups Up-sell Sell 80

SaaStr

APRIL 30, 2021

And it’s been a vivid reminder of what I hate so much about buying software: Vendors selling you software you never use or deploy. Salespeople pushing you to sign multi-year contracts you don’t want. And MongoDB found they closed more when they stopped have their sales team push annual contracts! The list goes on.

Contract 108

Contract Price Closing Gaming 108

Veloxy

NOVEMBER 15, 2022

Account based selling is a B2B concept that has gained a lot of interest in recent times, but implementing it can feel rather daunting. Studies show that at least 94% of B2B teams have adopted account based selling in a bid to deliver improved buying experiences that lead to increased conversions and loyalty. It doesn’t have to.

Sell 246

Sell Objectives and Key Results SQL B2B 246

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 139

Sell CRM Technique Territory 139

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 115

Sell Territory Consult Contract 115

PandaDoc

DECEMBER 20, 2021

Written contracts are a great way of setting boundaries for a business relationship between two parties. Even though the original contract may seem like carved in stone agreement, unexpected situations may occur and oblige the parties to come up with a contract amendment. What is a contract amendment?

Contract 52

Contract Legal Negotiate Price 52

SaaStr

JANUARY 22, 2021

But there’s one thing I can tell you in SaaS, at least: Almost Everything Except the Product Itself is Sort of the Same at a Given ACV (Annual Contract Value) Level. By that I mean: If your deal size is say $5k per year, there’s a certain way you sell. But the skills it takes to sell to a $10k customer?

Contract 106

Contract Engineering Account management Up-sell 106

Partners in Excellence

MARCH 4, 2024

When I started with a consulting company out of college and told them I wanted to sell, the VP in charge of the office suggested it might be helpful If I learned what they did, so I might actually be able to talk about it with an executive. Maybe you could say it was in my blood? Fine idea. Then there is the science of sales.

Sell 73

Sell Construction Consult Negotiate 73

Partners in Excellence

MARCH 5, 2024

Preface : Gus Maikish is one of the first people I met when I started my selling career. It’s not an esoteric book on theories, it’s a pragmatic focus on the job and how to sell both to the customer and within your own company. He started a few years before me and was managing some significant banking accounts for IBM.

Sell 77

Sell Contract Retail Account management 77

SaaStr

DECEMBER 12, 2023

Keybanc and Sapphire have some great overall metrics here : Overall, the media AE closes $750,000 a year, and that’s actually up from 2022 — mainly due to hiring freezes and contractions. The post Salesforce: Your Job’s at Risk If You Sell Less Than $400k a Year appeared first on SaaStr.

Sell 112

Sell Quota Commission Contract 112

Iannarino

DECEMBER 28, 2022

One is to sell more to your existing clients. This is a good starting point because you already have contacts and contracts, making this strategy fast. Every sales leader or sales manager is responsible for growing their company's revenue. To grow, you need net new business. There are two ways to do this.

Contract 258

Contract Contact Clients Sell 258

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. As a verb, negotiate means to move through in a satisfactory manner.

Negotiate 247

Negotiate Contract Price Sales 247

Gong.io

JULY 7, 2022

The Sandler selling system has been around since the ‘60s and is still going strong. What is the Sandler selling system? The Sandler selling method was created by David Sandler in 1967 in response to three major issues he identified with his existing sales approach. Sandler selling can often save reps a lot of time.

Sell 118

Sell Objectives and Key Results Technique Consult 118

SaaStr

APRIL 5, 2024

How do you sell against the competition or become a market leader in a very crowded space? To sell against the competition, you have to differentiate yourself. They were the first to get to millions of users at scale and found that their key differentiators in selling to sellers were: Sales leaders and reps needed to see value quicker.

Sell 76

Sell GTM Price Up-sell 76

Highspot

JANUARY 14, 2024

In turn, businesses have to adapt and innovate in virtual selling. What Is Virtual Selling? What Does Virtual Selling Look Like? Ways Virtual Selling Can Benefit Your Business Virtual Selling Best Practices and Tips Virtual Selling Tools Virtual Selling Challenges What Is Virtual Selling?

Quota 52

Quota Sell Sales Contract 52

SaaStr

MAY 6, 2023

Dear SaaStr: As a salesperson, if you sell a multi-year SaaS deal, does the whole amount count towards your current year quota? E.g., a multiyear contract where only the first year of cash is pad up front is of limited value. Or just the part attributed to your current year? Approaches vary here. appeared first on SaaStr.

Quota 87

Quota Commission Sell Contract 87

Gong.io

DECEMBER 14, 2022

It’s time to talk about target account selling, or TAS. Target account selling is a highly personalized, targeted approach to sales that sees your sales reps focus only on the very best accounts. With that in mind, let’s examine what exactly target account selling is and how you can start executing it in your sales strategy today.

Sell 62

Sell Cold Call Contract GTM 62

SaaStr

FEBRUARY 7, 2022

Second, assume your competitor has a database of when your contracts are up for renewals, and does campaigns around those dates. They may be willing to subsidize the cost of switching now, even if they are on annual+ contracts. They just bought out even 3 year WebEx contracts. And even buy-out deals.

Cold Call 92

Cold Call Prospecting Contract Customers 92

A Sales Guy

DECEMBER 21, 2019

I love the success stories I get from people who’ve read Gap Selling. I never expected the level of success Gap Selling would have or the impact it would have on readers sales careers, it’s been amazing to read about. Eric got an early copy of Gap Selling and has had just about a year to measure it’s effects.

Sell 88

Sell Cross-sell Hospitality Contract 88

SalesLoft

AUGUST 7, 2017

Contracts are a necessary part of buying and selling goods, especially in the B2B sales world. Gartner estimates that 60-80% of B2B deals are managed by contracts. It’s surprising then how many companies leave the contract process up to chance or a sales rep’s discretion. percent of annual revenue.

Contract 52

Contract Process B2B Follow-up 52

Lead Fuze

AUGUST 16, 2021

Learn how to start selling to your ideal customers. Maybe you’ve read about it or even gone through the process to create one when trying to learn how to start selling. Learning how to start selling effectively and track the progress of an ICP can have a big impact on your sales team’s success. Higher average contract value.

Sell 98

Sell Customers Lead generation Niche 98

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. Seller (Ham): I’ll help build rapport, set the upfront contract and handle next steps towards the end of the call.

Sell 121

Sell Contract Pitch Up-sell 121

SalesBlog!

AUGUST 9, 2022

I currently sell into an industry that has been hard hit with Covid-19 pandemic challenges. Selling success needs to continue obviously. Tools like: Professional online quoting and contracting. The post Selling in a Pandemic World appeared first on SalesBlog! My company and boss would agree. ©2022 " SalesBlog! "

Sell 52

Sell Commission Contract Contact 52

PandaDoc

APRIL 17, 2024

Well, are you a SaaS company or an organization that deals with yearly or multiyear subscriptions and/or contracts? Key takeaways ACV stands for “annual contract value.” It’s a metric that tells you about the yearly revenue generated by individual contracts. It goes hand-in-hand with total contract value (TCV).

Contract 52

Contract Non-Profits Legal Clients 52

Partners in Excellence

MAY 10, 2024

When I was selling mainframe computers (back around the time when the wheel was invented), I could only offer a subscription payment. Customer could choose to sign contracts for several years, but they couldn’t purchase them outright. The reality is these are separate and distinct. It’s much easier to justify!”

Service 62

Service GTM Contract Price 62

Gong.io

AUGUST 10, 2022

Adopting a consultative selling approach that takes a genuine interest in your customers will blow your competitors out of the water. . If you’re ready to become a customer-centric salesperson, then read on to discover how consultative selling works. . Consultative selling definition: What is consultative selling?

Consult 62

Consult Sell Cold Call Up-sell 62

Anthony Cole Training

JANUARY 14, 2015

Years ago, I contacted David Kurlan, President of Objective Management Group, to discuss contracting with his company to become a distributor of his sales evaluation product. So, Dave, on our initial call did not want to contract with me because he already had a distributor in Cincinnati… and that person had an exclusive contract.

Sell 169

Sell Contract Drivers/motivators Sales 169

Salesforce

JUNE 7, 2022

Are your sales reps spending their time selling? The majority of their days get bogged down by housekeeping duties, such as logging customer information and manually building quotes and contracts. Sales operations can help automate those extra to-dos, getting your reps back to doing what they do best: selling. Sign up now.

Sell 98

Sell Finance Contract Quota 98

Gong.io

NOVEMBER 17, 2021

The ultimate holiday selling guide. . More specifically, it’s a holiday selling calendar , with hot spots and cold dates for scheduling meetings and collecting signatures. Prospects sign 27% FEWER contracts during the week of Thanksgiving. . And you can forget about a signed contract in your stocking. The result?

Sell 62

Sell Contract Quota Up-sell 62

SaaStr

MARCH 28, 2024

It’s a fact of business life in selling a product with recurring revenue and thus recurring sales. by signing multiyear contracts). Dear SaaStr: How Do I Best Prevent Churn? Instead, you drive it down. Each quarter. You can’t eliminate churn. You can hide churn (e.g., And you can drive it down. But you can’t eliminate it.

Contract 90

Contract Customers Sell Product 90

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling.

Customers 113

Customers Contract Consult Electrical Engineering 113

Salesmate

AUGUST 4, 2020

Suddenly everything changed; death rate surged, sales plummet, and the global economy plunged into severe contraction. Tips for selling successfully during a crisis. Here are a few tips for selling successfully in times of crisis. The post Business doesn’t stop: Selling during a crisis appeared first on Salesmate.

Sell 102

Sell CRM Pipeline Finance 102

Sales Hacker

AUGUST 24, 2023

The post GTM 57: The Real/Raw Version of Selling a Start-Up with Eli Rubel appeared first on GTMnow. Prior to MatterMade & NoBoringDesign, Eli was the founding CEO of Glider.com which he led through a successful acquisition to FPX. And…monthly bonus podcast episodes dropping the first Thursday of every month.

GTM 52

GTM Start-ups Up-sell Sell 52

Sales Hacker

AUGUST 22, 2023

The post GTM 57: The Real/Raw Version of Selling a Start-Up with Eli Rubel appeared first on GTMnow. Prior to MatterMade & NoBoringDesign, Eli was the founding CEO of Glider.com which he led through a successful acquisition to FPX. And…monthly bonus podcast episodes dropping the first Thursday of every month.

GTM 52

GTM Start-ups Up-sell Sell 52

SalesBlog!

FEBRUARY 16, 2022

In fact, most of the products this technician was selling were way over what I had thought they could afford and would have never proposed. The customer agrees with the technician and asks to get a contract sent over. I have preached “sales process” solution selling for years and for good reason. Did that really just happen?

Sell 52

Sell Contract Up-sell Clients 52

Martech

OCTOBER 19, 2023

It encompasses income generated from first-time customers, upsells, cross-sells and new product or service launches. To find it, do these calculations: Revenue = Sales amount × Average order value (or sales price) For example, you have signed 21 new contracts during the last year, with an average value of $7,500.

Product 126

Product Contract Drivers/motivators SQL 126

criteria for success

APRIL 1, 2020

Here’s a summary of the challenges we’re hearing from salespeople and some best practices for selling through uncertainty. Selling Through Uncertainty. Criteria for Success is hosting a series of group Q&A's about selling during COVID-19. For example, let’s say you sell analytics software. Social Selling.

Sell 97

Sell Prospecting Up-sell Territory 97