PandaDoc

MARCH 4, 2024

Choose the right VDR provider for your team by pairing platform capabilities with your specific needs around contract management, document workflow, permissions access, and guided contract signing. Sell-side M&A For sell-side M&A, necessary documents are arranged in the VDR, granting potential buyers convenient access.

Strategic partnership 52

Strategic partnership Legal Contract Negotiate 52

Veloxy

FEBRUARY 15, 2024

Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game. Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff.

Gaming 233

Gaming Sell GTM Technique 233

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

Sales Hacker

DECEMBER 2, 2019

Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. Every sales org feels the pressure to close deals faster. Outreach has your back.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

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. These ups and downs are a normal part of business (and the human experience). Remind your team of this!

Sales 199

Sales Contract Clients Quota 199

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. Whether it’s a convoluted sign-up process, unclear feature exploration, or a steep learning curve, measuring this metric pinpoints areas that may need optimization. Big things ahead.

GTM 94

GTM Intrinsic Customers Contract 94

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

Hubspot

AUGUST 2, 2022

SaaS selling — and SaaS revenue — are distinctly different from traditional sales and require a new approach to maximize their potential. 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.

Contract 69

Contract Cross-sell Up-sell Clients 69

Gong.io

DECEMBER 27, 2021

And the (counter intuitive) ideal length for a follow-up prospecting email. Tip #2: Beware of selling with slides. In other words, when you use slides, you end up talking to the slides instead of to your buyer. . Just following up…”. “I Tip #4: Stop selling solo. Start team selling. How did we do it?

Negotiate 127

Negotiate Price Contract Sales 127

Search Engine Land

NOVEMBER 30, 2023

The small accounts should ideally be strategic. Think about how you can help your clients best sell ideas to their managers; help them build business cases or empower them with tools. Hiring for grit and a sense of humor Although I wasn’t an athlete in a “traditional” sport, I grew up surfing for 3-4 hours a day.

Contract 103

Contract Clients Pitch Growth 103

Sales Hacker

JULY 25, 2022

But before we open up the hood, let’s review some sales performance dashboard basics. How to pivot, strategize, and coach. All of these metrics ladder up to the ultimate goal of bringing in qualified leads. While AEs play a critical role in closing deals, the decision to buy is ultimately up to the customer.

Engineering 100

Engineering Objectives and Key Results Cross-sell Pipeline 100

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. A lot of sales reps end up competing on who sold the most or what product is selling faster. Maybe you’re selling the right products to the wrong audience in the wrong market.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

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. You should stand behind your product and sign up for those until you have a real brand in the space. Jason, ed. :

Price 115

Price Contract Referrals B2B 115

Salesforce

JANUARY 31, 2023

Proactive service can help ease this pressure and sets you up for success. We are also seeing organizations moving away from simply selling products and services to focusing on making their customers successful. This makes the service provider a strategic partner to their customers. First, let’s define our terms.

Service 98

Service Manufacturing Contract Electricity 98

SaaStr

JANUARY 18, 2023

“Thanks for the discussion, but we’ve have 4 years more on our contract with your competitor. Once you’ve been selling for even a little while, you’ll start to assemble a list of the common “objections” to buying your app. So if a BigCo just paid $10m a year for Salesforce — there is another $2m in ACV for attached apps up for grabs.

Strategize 102

Strategize Contract Prospecting Up-sell 102

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

AI-Powered Tools: AI-related purchases in Q1: Made up 41% of new investments in Q1. 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. weakest link.

Price 96

Price Contract CRM Engineering 96

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

DECEMBER 5, 2023

You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. You have to expand your focus on how you sell and make it strategic to the C-suite. When you get to the phase of wanting to sell to Enterprise, it often breaks down at Enterprise needs. The solution for this challenge?

GTM 75

GTM Cross-sell Government Legal 75

Martech

JUNE 6, 2023

Customer data, AI, marketing automation and analytics are must-haves for any martech stack and several companies are now looking to sell them all at once. If you have a couple of products from one company, they’re likely already selling you on the benefit of adding a third or fourth. And to be fair, it sometimes is a smart move.

X-functional 111

X-functional Cross-sell Contract Up-sell 111

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 97

Clients Contract Up-sell Growth 97

PandaDoc

APRIL 20, 2022

Engage in social selling. To clear this up: Outbound sales refers to the process of reaching out to prospects who haven’t indicated a direct interest in buying the product or service you want to sell. Method 1: Engage in social selling. The power of social selling is relationship-based. Target your email list.

Technique 98

Technique Cold Call Contract Cross-sell 98

Hubspot

DECEMBER 7, 2023

Set up a meeting with your manager to review your performance year-to-date. Take advantage of team selling. Before November rolls around, make strategic assessments around timing and dates. Let me know if you want to chat, and let's set up a conversation! Touch base with your manager. Leverage data-driven insights.

Quota 84

Quota Strategize B2C Transportation 84

PandaDoc

MAY 16, 2024

Key takeaways Indirect sales consists of selling products and services through intermediaries. Indirect sales consist of selling products and services via partner companies, a type of sales collaboration. In direct sales , you, the producer, sell your goods and services directly to the consumer. What is indirect sales?

Retail 52

Retail Manufacturing Profit margin Commission 52

Gong.io

SEPTEMBER 21, 2022

But the thing is, simply asking, “how much did we sell this month?” We can set up dashboards to see progress in real-time , and we can measure just about anything. ACV stands for annual contract value, which is pretty easy to figure out: it’s the average annualized dollar amount of a typical contract. isn’t enough.

Contract 62

Contract Quota Objectives and Key Results Sales 62

ConversionXL

JULY 25, 2022

Companies that engage in strategic CTA testing continue to drive success metrics like CTR (click-through rate) up and to the right. That action might be to: Download an ebook or guide; Sign up for a free trial; Register for an upcoming webinar; Browse products in your online store; Book a sales demonstration.

A/B testing 146

A/B testing Contract Appointment Drivers/motivators 146

Highspot

SEPTEMBER 28, 2023

The Sandler Sales Training Method, or Sandler Selling System, offers a consultative way to build strong customer connections and demonstrate tangible value. You’re not just selling; you’re solving problems. The 7 Stages of Sandler Selling System David Sandler used a submarine analogy to illustrate the selling process.

Repeat business 52

Repeat business Consult Contract Sales 52

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. In selling, it’s all about questions. How about your team selling assets – your SME’s? Knowledge, as they say, is power.

Real Estate 97

Real Estate Healthcare Government Objectives and Key Results 97

Search Engine Land

SEPTEMBER 11, 2023

After you build up some traction and reputation, you can start investing in SEO, as people will search for your solution independently. Advanced tools like Ahrefs are available for under $100 per month to level up your game. What’s more, they don’t sell their products directly to customers. PPC advertising is key in this case.

Niche 143

Niche Engineering Promote Territory 143

Martech

JULY 14, 2022

It changes depending on the type of product you’re selling and the market you are pursuing. Canare says that while there are elements common to all campaigns, there are significant differences depending on what you sell and who you’re selling it to. You have to sell to them differently. They buy differently.”.

E-commerce 107

E-commerce Cross-sell Contract Up-sell 107

Sales Hacker

SEPTEMBER 23, 2021

A channel partner is a company that sells products and services for a technology manufacturer or vendor. Channel partners basically onboard other people to sell your product for you. In the tech world, massive enterprise companies have entire sales channel departments who sell outside technology solutions to their clients.

Commission 102

Commission Manufacturing Negotiate Contract 102

SaaStr

NOVEMBER 1, 2022

Many of them will get gobbled up by the large platforms. Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . PP could be a strategic enabler of GTM scale up if done well.

GTM 85

GTM Cross-sell Niche Strategize 85

Women Sales Pros

JULY 13, 2018

They seem to show up in every deal and exactly at the wrong time too. Seek out questions, concerns, and objections early and address completely, so they don’t come up later in the sales cycle. Don’t take your eye off the competition until the contract is signed. Those pesky competitors! Competitive Strategy Checklist.

Contract 105

Contract Strategize Consult Up-sell 105

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Identify key stages in the lifecycle of a contract.

Customers 74

Customers Contract Cross-sell Account management 74

ClickFunnels

OCTOBER 12, 2021

However, as your company grows, it pays to become less tactical and more strategic. Here at ClickFunnels, we believe that the most effective way to sell online is the Value Ladder sales funnel. Remember that just because someone signed up for your email list to get the freebie doesn’t mean that they are going to buy something from you.

Lead generation 244

Lead generation Contact Contract Price 244

Closing Bigger

DECEMBER 14, 2022

3) Improve your lead nurturing game More contact More variety Better context Better timing More relationship More discrimination 4) Expand while your competitors and contracting. Your competitors are hunkering down and hatching, take advantage of this. What vision would your CEO or CMO paint for the company. Get good at telling that story.

B2B 52

B2B Contract Finance Territory 52

Closing Bigger

DECEMBER 14, 2022

4) Expand while your competitors and contracting. Proposal follow-ups. 9) Have a strategic sales plan or personal sales playbook. The post 9 B2B Sales Kick-Off Strategies for 2023 and Beyond – Podcast appeared first on Shane Gibson's Podcast – Social Selling – B2B Sales and Influence. Proposal follow-ups.

B2B 52

B2B Contract Finance Territory 52