Martech

FEBRUARY 27, 2024

Businesses exist to help brands broker strategic partnerships with leading influencers, like this creator deal that rivaled professional athlete contracts. Moreover, contracts are crucial in defining the scope of work, deliverables, timelines and legal rights, including intellectual property rights and usage permissions.

Legal 124

Legal Strategic partnership Contract Trust 124

Partners in Excellence

FEBRUARY 28, 2024

I saw the main purpose of this process in minimizing the risk for the customer’s evaluation team of being accused for having wasted money on a project that eventually did not provide the expected outcomes So, emotional aspects (fear) had priority over the rational aspects for awarding the contract.

Customers 128

Customers Contract Consult Electrical Engineering 128

PandaDoc

APRIL 8, 2024

A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates. A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents. This includes several action items.

Negotiate 52

Negotiate Cross-sell Contract Legal 52

Iannarino

MARCH 2, 2023

Imagine you are an executive responsible for improving some strategic outcome that causes a productivity pain point. Unless root causes are addressed, the ink on the contract won't be dry before the client fires the company and starts over. The last time the company made a significant change was almost 11 years ago.

B2B 268

B2B Contact Clients Entertainment 268

PandaDoc

APRIL 29, 2024

” Subfolders : Use these for detailed categorization, such as different types of contracts or financial reports. Main folders : These should be more specific but still broad enough to encompass several documents, like “Audited financial statements” or “M&A agreements.”

Legal 52

Legal Contract Government Strategize 52

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. In 2022 Sean made the switch from operator to investor, currently serving as Managing Partner at Perkins Cove Partners.

GTM 90

GTM Growth Referrals Contract 90

SalesLoft

APRIL 25, 2024

The contract is signed. In this episode, Corey explains why you need a strong vision, a strategic foundation, and a lot of patience. In this episode, Corey explains why you need a strong vision, a strategic foundation, and a lot of patience. What is that like with the customer after the contract is signed? Now what?

Commission 52

Commission Contract Legal Strategize 52

Search Engine Land

OCTOBER 17, 2023

It’s illuminating and produces many strategic ideas and content topics. This can give you ideas about outreach (or content written strategically to appeal to these outlets ) for your backlinks strategy. One of my favorite aspects of SEO is diving into competitive research.

Angle 127

Angle Strategize Strategic planning Territory 127

PandaDoc

MARCH 29, 2024

Automation tools, such as software designed for business proposals or contract management, accelerate collaboration with all stakeholders. Decide who will work on your team A basic deal desk team consists of a manager who handles deal management, pricing, and contract negotiation. How to set up a deal desk 1.

Process 52

Process Non-Profits Negotiate Legal 52

Heinz Marketing

DECEMBER 21, 2023

They only had one business development manager, who was primarily focused on outbound and making connections, one marketer, one operations person, and a few subject matter experts for contract work. A content taxonomy is a system that helps with categorizing and organizing content. We needed to simplify and prioritize!

Campaign 116

Campaign Clients Strategize Contract 116

PandaDoc

FEBRUARY 23, 2024

Lead management focuses on achieving sales goals in the short to medium term, while opportunity management is more about leveraging strategic relationships to achieve long-term growth goals. What strategic goals can it help me achieve? What is opportunity management — and why should you care? What’s their business value?

Objectives and Key Results 52

Objectives and Key Results CRM Contract Strategic partnership 52

SaaStr

MARCH 30, 2023

PSG is a growth equity firm that partners with software and technology-enabled service companies to help them navigate transformational growth, capitalize on strategic opportunities and build strong teams. Join these incredible companies to experience all the value of SaaStr!

Negotiate 82

Negotiate Contract Price Strategize 82

Martech

NOVEMBER 8, 2023

Let’s unpack this idea of differential profitability of customers and the strategic implications for B2B marketers. Look back at least three years if you can, specifying the number of products/solutions purchased, renewals, average contract value and other indications of success. How the decision was made.

Customers 124

Customers Construction B2B Cross-sell 124

Veloxy

NOVEMBER 15, 2022

Businesses that implement advanced ABSD strategies stand to see a range of benefits, including but not limited to: A 171% increase in the average annual contract value from each account. Crucially, it ensures that strategic and target accounts gain the personalized touch that 56% of marketers feel is key to the success of this method.

Sell 246

Sell Objectives and Key Results SQL B2B 246

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. Led by Lars Nilsson, who coined the phrase account-based sales development himself, this will be both a strategic and tactical session. Growth Engineer at Coast – more details here.

GTM 93

GTM Intrinsic Customers Contract 93

Sales Hacker

DECEMBER 3, 2021

Deciding which market will suit you best takes time and strategizing. Form strategic partnerships or joint ventures. Attempting to form a strategic partnership or joint venture with a complementary company is a great way to support both businesses, fostering collective growth. You may have some idea of where you want to expand.

Strategic partnership 94

Strategic partnership Profit margin Manufacturing Strategize 94

Martech

JANUARY 26, 2024

ICP is more of a big-picture strategic direction or target market and high-potential accounts, while buyer persona is more of the people behind it and closing deals with specific individuals. Short-term contracts. Check out how ICP can influence your strategic moves. ICP vs. buyer persona: Which is the way to go? Get MarTech!

B2B 124

B2B Customers Appointment Objectives and Key Results 124

SaaStr

MARCH 7, 2023

Actions Companies Can Take Today To Reduce Burn Companies that have been able to beat bottom-line plans have taken various strategic actions, often in tandem, to reduce burn and extend runway. Some other strategies for creating a more efficient go-to-market are: Adjusting pricing and contract terms with customers. Some are killing.

GTM 63

GTM Growth Profit margin Contract 63

Martech

OCTOBER 27, 2021

DocuSign, the electronic signature platform, has had a strategic partnership with Salesforce for a number of years. DocuSign CLM (contract lifecycle management) will be available in Salesforce Field Services in 2022. This will be available in 2022. Salesforce completed the acquisition of Slack in July, 2021. Why we care.

Strategic partnership 104

Strategic partnership Contract Strategize Technology 104

Search Engine Land

NOVEMBER 30, 2023

The small accounts should ideally be strategic. Hiring just in time doesn’t mean waiting until you’ve signed a contract or your team is struggling. Strategic operations and strong financial acumen Lean and agile management Salaries, benefits, and contractor fees are generally the highest expenses for digital marketing agencies.

Contract 105

Contract Clients Pitch Growth 105

Cerebral Selling

AUGUST 8, 2022

According to my good friend (and fellow sales nerd) Todd Caponi, author of The Transparency Sale and the upcoming The Transparent Sales Leader , economic expansion and contraction is normal. Assure them, this is normal. History tells us massive inflation and uncertainty follows explosive economic growth.

Sales 199

Sales Contract Clients Quota 199

Sales Pop!

DECEMBER 3, 2023

A fractional CMO is a marketing expert who is hired on a part-time or contract basis. This is a great option for companies that need high-level marketing expertise but don’t have the budget to hire a full-time CMO. In this blog post, we’ll discuss how a fractional CMO can improve your company’s bottom line.

Contract 59

Contract Campaign Strategize Sell 59

SaaStr

JANUARY 24, 2022

Anita Kutlesa is a senior financial executive with nearly two decades of expertise driving performance through cash management, process improvement and strategic planning in start-up, high growth and restructuring environments. I’ve contracted accounting help. The same is true for taxes, US GAAP, contracts, HR… Don’t panic.

Finance 127

Finance Contract X-functional Start-ups 127

Martech

APRIL 4, 2024

Now, you can create custom file properties that allow for direct file uploads in forms, ensuring necessary documents, such as purchase agreements or contracts, are attached at crucial stages of the customer journey. This dual approach not only bolsters forecast reliability but also enhances strategic planning and decision-making processes.

CRM 54

CRM Objectives and Key Results Contract Strategic planning 54

Hubspot

AUGUST 2, 2022

SaaS businesses should also make a concerted effort to establish reliable contracts, identify and convert new customers, and increase monthly revenue generation through both upselling and cross-selling. Unlike the traditional approach, however, SaaS revenue doesn’t stop after the contract is signed and the (virtual) handshakes are done.

Contract 69

Contract Cross-sell Up-sell Clients 69

Martech

SEPTEMBER 8, 2021

Technologists should focus on stack roadmap strategy, harmonization of the martech stack as well as how it fits within the broader organization, promotion of strategic decision making, and overall staff training and enablement. Data experts should focus on helping measure and assess campaign and technical performance.

UX 71

UX Contract Strategize Education 71

Salesforce

JANUARY 31, 2023

Service providers are focusing on the metrics of their customers’ success by moving to outcome-based contracts — which outline specific goals and are paid only when those objectives are met — and aligning their field operations to customer satisfaction. This makes the service provider a strategic partner to their customers.

Service 98

Service Manufacturing Contract Electricity 98

SaaStr

OCTOBER 25, 2021

” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. “1 year contracts for enterprise software. 9/10 times they don’t work otherwise.” Jason, ed. :

Price 113

Price Contract Referrals B2B 113

Sales Hacker

JULY 25, 2022

How to pivot, strategize, and coach. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline. What you want is to solve that customer’s problem well enough that they keep renewing their contract and expanding their package.

Engineering 99

Engineering Objectives and Key Results Cross-sell Pipeline 99

Women Sales Pros

JANUARY 6, 2019

Open Window One: There’s a window of opportunity right after contract signature but before implementation where a lot can get accomplished. Accessing a key executive early in the contract is an important component of setting yourself up for future business. Seizing this window of receptivity post-contract is a smart move.

Contract 100

Contract Strategize Consult Meeting 100

SaaStr

JANUARY 18, 2023

“Thanks for the discussion, but we’ve have 4 years more on our contract with your competitor. The decision may be made strategically in a big company, or sort of by the seat of the pants in a small one … but still, it’s an initiative. Talk to you in a few years.”. email forwarded from SaaStr community CEO a little ways back. _.

Strategize 100

Strategize Contract Prospecting Up-sell 100

Veloxy

DECEMBER 28, 2023

Inside sales focuses on volume, targeting SMB and mid-market buyers with products that are typically more cost-effective and require less consideration from customers, while outside sales emphasizes securing high-value, high-quality accounts and targeting major customers with a higher average contract value.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

SalesLoft

FEBRUARY 15, 2024

With some key contracts about to close, they decided that it was important to research what else was out there and to choose the best solution. But in practice, he was able to become more strategic and focused on what his team was actually producing. “I So we got to be a little more strategic on the content,” JW told us.

Strategize 52

Strategize Technology Technology Contract 52

PandaDoc

APRIL 21, 2023

Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value. Let’s examine what strategic account management is and the best ways to approach it. What is strategic account management? What is strategic account management?

Account management 52

Account management Objectives and Key Results Strategize Legal 52

SaaStr

JUNE 29, 2023

Contract values are up nearly 30% from two years ago, representing massive growth in company SaaS spend, which is already a top five line item.” They want to maximize dollar value and limit contracts to renew. The Year of the Price Hike In 2023, companies face a hard reality –– SaaS prices are rising.

Price 95

Price Contract CRM Engineering 95

Partners in Excellence

APRIL 26, 2021

We assume they know how to get approval, how to contract, how to issue an order. Related to the previous point, how does this initiative support the corporate strategic objectives. They don’t know how to work with legal and contracting. We tend to take for granted that our customers know how to buy.

Customers 114

Customers Contract Legal Negotiate 114

SaaStr

DECEMBER 27, 2023

Between 2016 and 2023, you see the ACV (average contract value) going up and up. As a result, the contracts got bigger because they were working with bigger companies. That was the result of an operational motion of building a company that, in the beginning, was meant to address SMBs.

Real Estate 79

Real Estate Contract Start-ups Growth 79