SaaStr

MARCH 23, 2025

When Graham joined in February of last year, Codeium had approximately 200 customers generating low single-digit millions in revenue, combining self-service and enterprise annual contracts. The complexity of managing 30+ enterprise sellers without clear territory boundaries created unnecessary friction.”

GTM 84

GTM Territory Pipeline Commission 84

Salesforce

MARCH 13, 2025

The formula: Total number of accounts in your industry x Annual contract value (ACV) of your company’s product or service By using fewer estimations, you can deliver a more reliable number. The business charges an average of $20 per pie, so they use this calculation to find their TAM revenue: 1.7

Minimum Viable Product 100

Minimum Viable Product Strategic planning Territory E-commerce 100

SaaStr

JUNE 6, 2025

The market experienced a brief resurgence in Q2 2024 with 50% YoY growth, only to crash back down to negative territory by Q1 2025. SaaS leaders need to focus on value-based pricing and finding ways to increase average contract values rather than just customer counts.

Territory 90

Territory Growth Price Contract 90

Salesforce

NOVEMBER 25, 2024

At Connections ’24 we announced that customers in the AMER region could access many of the features we were building out in Marketing Cloud Growth and Advanced Editions. This is currently available in AMER, EMEA, and LATAM, with more regions to follow early next year.

Cross-sell 64

Cross-sell Customers Territory Campaign 64

Sales Pop!

JULY 23, 2022

The more critical and complex type of navigation is developing the skill for exploring unknown territory. You can be more confident a deal will come through if there is a signed contract—but even then, you can only be sure the deal has been finalized when the final invoice has been paid. Not Knowing.

CRM 231

CRM Pipeline Territory Gaming 231

Salesforce

SEPTEMBER 19, 2023

If sales reps are your army, then sales territory mapping is your battle plan. This guide walks you through how to design and optimize your sales territory map. This guide walks you through how to design and optimize your sales territory map. Watch the demo What is sales territory mapping? Our demo shows you how.

Territory 59

Territory Objectives and Key Results Sales Drivers/motivators 59

ClickFunnels

AUGUST 2, 2021

The risk involved in this approach depends on the contract that you sign. That being said, lead generation is a job that can be done remotely, so you might want to consider expanding your search to regions where the cost of living is lower than in the United States, such as: Central and South America. Outsourcing to an agency.

Lead generation 264

Lead generation Territory Contact Start-ups 264

Salesforce

OCTOBER 22, 2024

A good champion can help facilitate faster deals, bigger contract sizes, and easier account management. And even if your champion is not a manager, they could have influence, and be a valuable resource in helping you win the sale. Having an ally on the inside can make the sales process run more smoothly.

E-commerce 87

E-commerce Territory Pitch Sales 87

Martech

MARCH 25, 2025

Definition of an email newsletter Its essential to start here because the definition varies across different regions. Articles introducing your new hires, discussing closed contracts, sharing news of awards won or announcing new partnerships even if they are technically editorial and not promotional dont provide value without a purchase.

B2B 120

B2B Promote Click Through Rate Territory 120

Veloxy

AUGUST 17, 2022

You’ll easily generate quotes, proposals, and contracts in a variety of formats and in mere seconds. You can prioritize by lead score, territory, or you can block their data automation from entire accounts. One of the coolest features of ZoomInfo is how you can customize their data enrichment workflows. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

Partners in Excellence

FEBRUARY 8, 2022

As sellers, we have to manage our territories and accounts. We have to find as many opportunities as we can within those territories/accounts. Maybe it’s getting support or resources, maybe it’s developing a solution or proposal, or getting approvals from legal/pricing/contracting. We have to do the whole job.

Territory 133

Territory Legal Contract Pipeline 133

SaaStr

APRIL 28, 2025

The SaaStr AI is already one release away from being able to automatically send contracts for simple sponsorship deals rather than just connecting prospects with sales reps. This consolidation will change org structures, eliminating the territorial battles between teams about who owns which customer interaction.

Negotiate 92

Negotiate Contract E-commerce Price 92

Salesforce

MARCH 7, 2024

To successfully negotiate a contract in today’s sales climate, you need to prioritize relationship building over persuasion, practice active listening, and empathize with your customers’ challenges. What you’ll learn: What is contract negotiation? Why is contract negotiation important?

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

Partners in Excellence

SEPTEMBER 24, 2014

As we looked at the negotiations–they were non competitive, we were looking at major contract renewals and enhancements.” Because I was getting engaged in these negotiations the sales teams brought their regional vice presidents. One of the companies came in with a 70% discount on a certain part of our contract with them.

Price 111

Price Negotiate Territory Contract 111

PandaDoc

MAY 2, 2025

That can mean anything from misrepresented pricing to contract clauses that Legal never approved. Use Workspaces to organize content by region, product, or sales team. Legal wants visibility into contract terms. The end result? Longer deal cycles, more escalations, and a whole lot of unnecessary back-and-forth.

Legal 52

Legal Territory Contract Price 52

Martech

APRIL 3, 2025

It specifically states that a sharp hike in tariffs could lead to a broader economic slowdown and potentially contract consumer spending and GDP in 2026, which would, as you might imagine, negatively impact retail sales. That all being said, this is uncharted territory for just about everyone. Hold on to your hats.

Retail 120

Retail Government Territory Price 120

Hubspot

MARCH 27, 2019

Forecast quotas are generally assigned to specific sales territories or teams. A forecast quota is calculated based on historical performance of a region and the revenue goal it must hit. From there, adjust that number to account for territories, reps, and seasonal fluctuations. Forecast Quota. Source: Panalysis.

Quota 100

Quota Territory Commission Sales 100

Gong.io

MAY 31, 2021

Contracting. Contracting Process. A clear-cut contracting process eliminates (or at least minimizes) the Wild Wild West of Deal Making. A clear-cut contracting process eliminates (or at least minimizes) the Wild Wild West of Deal Making. Territories. How are territories divided up by rep? Forecasting.

Territory 118

Territory Objectives and Key Results Contract Price 118

Veloxy

DECEMBER 28, 2023

Prospecting may involve consistent follow-ups, setting goals, and being knowledgeable about the product, while closing deals often requires a structured follow-up strategy, product knowledge, and familiarity with the sales territory. The inside sales team plays a crucial role in this dynamic environment.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

InsightSquared

MARCH 6, 2018

They’ll ensure guidelines are properly adhered to and contracts are being executed, all while simultaneously working to eliminate barriers that slow down the contracting process. This means that sales ops will build a comprehensive tech stack (prospecting tools, email tracking, dialers, contract automation, etc.)

Contract 119

Contract CRM Territory Sales 119

Hubspot

APRIL 4, 2018

Are there regions or customer segments your partners shouldn’t touch? Are there certain regions or customer types your partner cannot touch? Setting clear boundaries in the contract will ensure your internal sales and marketing unit can function without worrying if your partner will swoop in and take over the relationship.

Territory 101

Territory Commission Contract Up-sell 101

InsightSquared

MAY 7, 2019

Are certain types of customers, or certain geographies and sales territories meeting or beating the benchmark, or underperforming? Contract value: Companies selling subscriptions with larger average contract values also have longer sales cycles than companies selling low priced, low touch subscriptions.

Product 102

Product Territory Contract Sales 102

Search Engine Land

SEPTEMBER 29, 2023

Speaking at the federal antitrust trial, Parakhin alleged this was despite Microsoft offering to pay Apple more than Google – which he claims was offering in the region of 60%. But the tech giant told Microsoft that negotiations wouldn’t be worth discussing because of the company’s contract with Google. SUBSCRIBE See terms.

Territory 133

Territory Negotiate Contract Engineering 133

Sales Hacker

APRIL 10, 2018

1) Across regions. Regions often respond with a 1-2 year delay to the US Market. Some regions behave similarly such as within Scandinavia. B2B segments in focus: Enterprise/Company wide – selling a platform (CRM/ERP) using multi-year contracts. GTM Approaches as a function of Annual Contract Value.

Go To Market 93

Go To Market GTM X-functional Territory 93

Partners in Excellence

OCTOBER 25, 2016

This mindset isn’t different from the hunter assigned a geographic or industry oriented territory. Hunters, in this scenario, are aggressively looking to find and qualify new opportunities in the territory. Our goal in every territory is to maximize our penetration of the territory. No related posts.

Territory 100

Territory Account management Cross-sell Retail 100

InsightSquared

FEBRUARY 6, 2019

As a Field Marketer supporting the sales organization, it is critical to know the state of the business, the pipeline in each of our field territories and even drill down to an individual rep’s metrics to know how this data can drive our decision making and planning. Current State of Pipeline. Current State of Pipeline by Opportunity Type.

Territory 72

Territory Pipeline Contract Campaign 72

Martech

APRIL 9, 2025

Ensure your contract includes escape clauses, reputational risk assessments and even crisis comms prep. For example, Fashion Nova built an empire by partnering with thousands of influencers across sizes, styles and regions. What if their image no longer fits your brand or worse, hurts it? Just ask the U.S.

Niche 96

Niche A/B testing Campaign Entertainment 96

Sales Hacker

DECEMBER 21, 2017

Sales Territory Assignment and Growth Forecasting. Allocation of Accounts and Sales Territories. Contract Lifecycle Management. Contract Management. Contract Lifecycle Management. Territory design. Customer contract life cycle management. Formulation of Incentives Program. Operations. Lead Generation.

Territory 105

Territory Non-Profits Contract Quota 105

Sales Hacker

MARCH 21, 2025

Inbound requests for larger contracts and enterprise agreements. The edge computing platform delivers connectivity and real-time data in remote regions, with usages appropriate for first responders, the military, and critical infrastructure industries such as gas and oil. Teams organically growing within accounts.

Growth 74

Growth GTM Product Government 74

SaaStr

SEPTEMBER 11, 2024

It also required them to: Negotiate their first Enterprise customer contract Undergo deep security reviews Once you land your first Enterprise customer, it might be time to build that first sales team. Customers’ needs also differ from region to region, so how do you solve this complexity?

Territory 122

Territory GTM Price Cross-sell 122

Sales Pop!

DECEMBER 9, 2022

This has spurred the movement of many military-contracted companies to the region, creating jobs for the folks who have moved from other parts of the country. Much of the employment in the area can be attributed to the innovations from the University of Arizona in Tucson.

Gambling 130

Gambling Hospitality Sports Territory 130

SaaStr

JUNE 4, 2025

Your sales reps are drowning in tasks that have nothing to do with selling: Data entry and CRM hygiene Proposal generation and customization Meeting scheduling and follow-up coordination Lead qualification and research Activity logging and reporting Contract management and renewal tracking All necessary. All time-consuming.

CRM 88

CRM Follow-up Pipeline Territory 88

Martech

DECEMBER 5, 2023

You can’t lump your contracted costs for technology in the same bucket as a tentative regional breakfast event in Paris in September. I like to start the budget process by identifying costs that fall into one of these two groups: Under contract, can’t be broken. Dig deeper: 5 ways MOps can elevate the annual planning process 2.

Finance 126

Finance Objectives and Key Results Appointment Contract 126

SaaStr

FEBRUARY 9, 2021

While many Zoom customers still pay monthly, more enterprise ON24 is almost entirely annual contracts — or longer. 27% of customers are now on multi-year contracts. ” Land-and-expand is often harder than it looks in the enterprise, when other players can go and try and close the entire company in one bigger deal.

Contract 113

Contract Territory Growth Contact 113

Salesforce

OCTOBER 25, 2024

Now any costs incurred to obtain and fulfill contracts need to be amortized over the estimated customer lifetime. As your organization rolls out more products or expands to new markets and territories, commission gets more complicated — and so does your expensing. ASC 606 changed the game when it comes to revenue reporting.

Commission 52

Commission Territory Transportation Contract 52

Salesforce

NOVEMBER 15, 2024

They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. They collaborate with partners to promote and distribute products, negotiate contracts, and provide support, ultimately maximizing sales opportunities and revenue for the organization.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Heinz Marketing

DECEMBER 9, 2020

I’ve seen lot of gratitude and empathy on social media, in person, and in communities for all the essential workers who are working day and night so we can live in comfort, isolated and without having to worry about contracting the virus. I don’t remember seeing so much awareness amongst us for all the essential workers pre-COVID.

Territory 141

Territory Contract Campaign Clients 141