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.” They may or may not have started to explore ideas or partners, and they’ve probably already started to make some early decisions. Too Committed to Identifying a Problem.

Contract 337

Contract Contact Clients Prospecting 337

Martech

OCTOBER 15, 2024

Marketers must: Ensure that contracts include essential features. Dig deeper: The art of martech vendor negotiations Questions to help marketers get started Do the capabilities of martech platforms align with the organization’s objectives? Determining how they fit within the overall marketing technology stack and architecture.

Contract 114

Contract Negotiate Strategize Technology 114

Sales Gravy

APRIL 10, 2025

Fancy decks, CRM tagging, and custom email flows feel like progressbut they dont get the contract signed. What Actually Wins: The Fundamentals If you want to win more, stop searching for better tactics and start doing the boring stuff better. Follow-up calls. Most reps send five emails and give up. Start digging.

Closing 90

Closing Objection handling Cold Call Contract 90

Sales Hacker

OCTOBER 11, 2024

Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. With Vanta Questionnaire Automation, go-to-market teams can complete security reviews up to 5 times faster, helping you close deals in less time than ever.

GTM 114

GTM X-functional Pipeline Construction 114

Martech

FEBRUARY 7, 2025

Contract timing My team once negotiated a contract with a new vendor where timing was critical. However, we knew we couldn’t start the implementation for a few months. By collaborating with our procurement team, we negotiated a delayed contract start date while signing in time to secure the incentives.

Contract 104

Contract Non-Profits Hospitality Negotiate 104

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. These new features are just the start when it comes to the innovations we are building out in Growth and Advanced Editions. Be sure to check out our release resources for the most up to date information.

Territory 126

Territory Launch Growth Contract 126

Veloxy

DECEMBER 21, 2021

It’s also common to leverage Salesforce Developers to clean up and optimize Salesforce dashboards, however, most automation solutions already come with developer-approved dashboards. signNow – Get it now here : Non-selling activity tied to proposals and contracts account for over 180 hours every year per salesperson.

Tradeshows 348

Tradeshows Contract Sales Contact 348

Martech

JANUARY 14, 2025

Her team stopped hiding behind automation and started engaging in real customer conversations. When marketing helps close eight-figure contracts, budget conversations become much easier. Here’s how to start. Email: Business email address Sign me up! Or you can use this moment to change the conversation completely.

Pipeline 128

Pipeline Contract Campaign Growth 128

Tibor Shanto

SEPTEMBER 21, 2021

They not only do things differently and better, but start with a different vision, view if you will. Assuming we can make them become Aware, they will start the Consideration of how to address their new awareness? At this point they may consider contracting a duct cleaner, or go ductless, (geese only).

Cross-sell 287

Cross-sell Territory Contract Start-ups 287

Martech

JANUARY 8, 2025

Because no one knows whos supposed to follow up, the lead just sits there. 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. ” These unanswered doubts can stall or even kill a deal before it really gets started.

CRM 126

CRM Follow-up Sales Prospecting 126

Hubspot

AUGUST 26, 2024

I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target. 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.

Follow-up 85

Follow-up Contract Sales Technology 85

SaaStr

AUGUST 15, 2023

How are CEO contracts typically structured? I’ll answer this from a start-up perspective, and assume you mean bringing in an outside CEO to run your start-up. Most “outside” CEOs, that are brought in to run a start-up, will be looking for 6-8% equity in the company.

Contract 98

Contract Start-ups Up-sell Sell 98

Iannarino

JULY 19, 2021

Starting with your company is designed to do two things: prove that your client can trust the company, and provide you (the salesperson) with some level of credibility. Starting with the conversations that explain your client’s world helps them understand the forces behind many of their current (or near-future) problems.

Conversion 334

Conversion Clients Sales Presentation 334

SaaStr

MAY 5, 2025

Because so many enterprise customers won’t buy from new start-ups without a pilot. Once the client sees the value and gets buy-in from their team, theyre more likely to move forward with a full contract without prolonged deliberation. But the thing is, net net it might be less work. You can fight doing paid pilots.

Customers 93

Customers Contract Clients Trust 93

Iannarino

JUNE 17, 2021

Part 2 | The Starting Question. At one time, as a salesperson, you would be told to find “the decision-maker,” the single individual who could sign a contract. As the legacy laggard era started to wind down in the 80s, larger groups started showing up to sales meetings. Part 3 | Information.

Contract 213

Contract Sales Clients Government 213

Salesforce

AUGUST 15, 2024

Let’s say you start your workday by checking your email and going over your sales stats. By automating routine tasks such as invoicing, inventory management, and email marketing, businesses can reduce their teams’ time and effort, freeing up their days for more important tasks like strategy and selling. Back to top. )

Product 89

Product E-commerce CRM A/B testing 89

Sales Pop!

JULY 14, 2021

A lot of small business owners start with little knowledge of business, and that’s a big handicap. As a result, they often end up making costly mistakes. If you don’t want to become another statistic, here are some of the mistakes you should avoid when first getting started. Profits do not tell the whole picture.

Profit margin 246

Profit margin Finance Negotiate Contract 246

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. AI lead scoring tools can help you tell the difference up front, before you’ve committed too much of your most valuable resource: time.

Closing 80

Closing Contract Technique Sales 80

Hubspot

SEPTEMBER 12, 2024

Car buyers 30 years ago might have shown up at the dealership wanting a truck, a sedan, or something as vague as a “good family car,” and the salesperson’s job was to help steer them in the right direction based on their needs. We’ll dig into the findings and see what we can learn from the study, but let’s start with some definitions.

B2B 81

B2B B2C Tradeshows Contract 81

SaaStr

FEBRUARY 7, 2025

Competition is Way, Way Up. Did you step up? 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. The Ones That Cant Keep Up Are Being Left Behind The pace of innovation has accelerated. Start moving faster.

Legal 91

Legal Contract B2B Growth 91

Search Engine Land

JULY 22, 2024

On top of that: Hanukkah starts on Christmas, and Kwanzaa is on the day after. Media will matter and markups haven’t started because many people haven’t realized it’s a short year yet, so you can get solid deals by reserving space now. 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

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. You really have to earn it in SaaS these days. #4.

Drivers/motivators 107

Drivers/motivators Contract B2B Growth 107

Salesforce

OCTOBER 14, 2024

Get started The evolution from Einstein Copilot to Agentforce Earlier this year we released Einstein Copilot, which has now evolved into an Agentforce Agent for customer relationship management (CRM). Now, users can ask for clarifications and ask follow-up questions to prior outputs, leading to an overall higher goal-fulfillment rate.

Engineering 128

Engineering Represent CRM Follow-up 128

SaaStr

NOVEMBER 27, 2024

You’re going up against companies like Gusto who already handle payroll extremely well. They don’t have a dedicated person to set up the new software or an IT team. Mangomint has one onboarding manager for every two sales reps, but with no contracts and a 30-day free trial, onboarding starts during the trial.

Appointment 104

Appointment Contract Commission Niche 104

Iannarino

MARCH 2, 2023

We describe this idea as being One-Up , meaning you have greater knowledge and experience than your buyers. Because you already know what your potential B2B customer needs to do to improve their results, you can easily start a conversation about the problems and pain points. Hope your competitors’ discovery is weak.

B2B 286

B2B Contact Clients Entertainment 286

Sales Pop!

OCTOBER 29, 2021

This is why we’re starting a new series of articles detailing why, when it comes to CRM, you need not have such worries with Pipeliner. Within your company you should also ask, are your employees who handle data restricted by contracts and confidentiality agreements? We will be taking up each of these topics in detail.

CRM 246

CRM Pipeline Legal Government 246

SaaStr

OCTOBER 23, 2024

Jason starts with the meta-question we’ve been asking a lot of SaaS leaders lately ( Klaviyo , ZoomInfo ) — ‘are we in a downturn?’ “It does start at the top,” René explained. If you screw up one payment, customers are going to be angry. in revenue. Are We In a Downturn? acquisition.

Customers 124

Customers Networking UX Engineering 124

Martech

DECEMBER 6, 2024

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. Dig deeper: Role of a marketing technology manager: Best of the MarTechBot Email: Business email address Sign me up!

Technology 114

Technology Technology Legal Contract 114

Iannarino

JULY 15, 2021

The more unfair advantages you can stack up, the greater the odds that your prospective client will decide to buy from you. For a very long time, we have trained salespeople to start the conversation with “the decision-maker,” an approach that provides a partial truth. Or better still, several unfair advantages.

Gaming 300

Gaming Clients Contract Up-sell 300

Sales Pop!

FEBRUARY 15, 2022

In consulting with organizations selling into the enterprise space, I’ve often encountered start-up organizations that lack healthy lists of current accounts. You start by breaking each opportunity’s key issues into three categories – Client Issues, Selling Team Issues and Contract Issues. And what’s the business risk?

Contract 242

Contract Up-sell Represent Clients 242

SaaStr

APRIL 14, 2025

Start Small, Then Expand. At Least, If There is a Clear Path to Expand : Big-ticket deals often start as smaller departmental deals. For example, a $25k pilot can grow into a $1M+ enterprise-wide contract over time. While Zoom works for smaller deals, in-person meetings build trust and help you close larger contracts faster.

Closing 63

Closing Contract Pitch Finance 63

ClickFunnels

OCTOBER 12, 2021

And that starts with generating more and better leads. In fact, if you are starting out, that’s what we would recommend, even if you can afford to outsource it. And that’s okay when you are just starting out because you need to test a bunch of stuff to see what works and what doesn’t. Want to make more money?

Lead generation 244

Lead generation Contact Contract Price 244

Veloxy

JUNE 21, 2021

You can use these scripts, tips, and tricks to up your cold call game. You’ll start the conversation off with an air of confidence and familiarity. A great way to do this is by coming up with three common problems your customers experience that your product or service can help with. Cold Calling Script Structure.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Hubspot

AUGUST 27, 2024

Benefits of Applying AI to Pricing According to Accenture, AI pricing strategies such as personalized and dynamic pricing can generate outcomes such as: Up to a 15% increase in revenue. Up to 5% margin growth. Up to 40% decrease in promotional spend. It helps ensure that prices are always up-to-date and relevant.

Price 72

Price Profit margin Contract Retail 72

SaaStr

MARCH 13, 2025

Are there more demos, more contracts being drafted, and more deals in the works? Team Building : Have they started hiring and onboarding new reps that you think are at least good ? A great VP of Sales should free you up to focus on other areas of the business. If your pipeline hasnt improved, thats a red flag.

Pipeline 64

Pipeline Contract Quota Growth 64

Salesforce

MARCH 13, 2025

This makes TAM a valuable tool in sizing up new features and products. In addition, TAM can attract prospective investors because it shows your full revenue potential, with research and calculations to back up the opportunity. Sign up now Thanks, you’re subscribed! They learn that 1.7

Minimum Viable Product 100

Minimum Viable Product Strategic planning Territory E-commerce 100

SaaStr

JANUARY 30, 2021

ServiceNow’s core IT workflow product is now just 62% of its total revenues, with its expansion into customers and employee workflows now ~25% of revenues, and its platform up to 15%, from just 10% a year back. Now as we’ll see below, they do sign 3+ year contracts :). Waited to monetize platform, like Shopify.

Contract 141

Contract CRM Growth Presentation 141