Martech

JUNE 17, 2024

Trust in business is not quite the same as trust in our personal lives. You’ll never trust Salesforce or HubSpot the way you trust your family or your best friend, and I think the people at those companies would whole-heartedly agree on that point. Consumers trust Google to deliver the right information.

Trust 120

Trust B2B Non-Profits Government 120

Sales Hacker

OCTOBER 8, 2020

Trust is the key to making sales in today’s world. The question, then, is: how do you align your objective with the buyer and build trust? This risk/reward balance has another name: (you guessed it) trust. The 3 Components of Trust. At a psychological level, trust consists of three elements. Risk and Reward.

Trust 124

Trust Objectives and Key Results Sell Quota 124

Salesforce

AUGUST 10, 2022

If you want to understand how blockchain can assure absolute trust in a business transaction, pretend for a moment you’re a farmer — a farmer who wants to take out an insurance policy to protect your crops from certain weather events. Introducing smart contracts. But a vending machine and a smart contract are not the same.

Contract 98

Contract Real Estate Legal Trust 98

Search Engine Land

AUGUST 31, 2023

Many agencies are built on the backs of referrals; however, trust can be quickly eroded, leading to ongoing problems maintaining growth and building a healthy, self-sustaining business. For example, we’ll hear of other agencies: Locking clients into long contracts with no out clauses. I can trust them with this project.

Trust 121

Trust Clients Referrals Contract 121

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.” With a signature on a contract, you are confident that you can put your client in a better position.

Contract 337

Contract Contact Clients Prospecting 337

Sales Pop!

OCTOBER 29, 2021

To begin with, a critical factor is trust. Who can we trust today? Trust is a word that is liberally abused, not only by governments but by many others. An example is that you trust someone who claims to be covid-vaccinated, and they’re showing you a stolen vaccine card. In the area of data, trust is extremely critical.

CRM 246

CRM Pipeline Legal Government 246

Sales Gravy

JANUARY 1, 2025

Value-Driven Engagement: Sharing valuable resources like podcasts, webinars, or helpful information adds value to the relationship and builds trust with leads. For instance, a lead might take 20 months to convert into a customer due to factors like contract timing or budget availability.

Follow-up 98

Follow-up CRM Contract Customer Relationship Management 98

SaaStr

DECEMBER 30, 2021

CIOs are willing to bet early on a few SaaS start-ups (x) if the value proposition is unique, (y) if the app won’t bring down the business if it fails in a pilot or production — and (z) if they trust the founders. All three CIOs citing key, trusted relationships with the CEO/founders. Trust is so key here.

Contract 105

Contract Sell X-functional Cold Call 105

SaaStr

MAY 5, 2025

This is critical for building trust and confidence in your solution. 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. Faster Decision-Making : A successful pilot can accelerate the sales cycle. You can fight doing paid pilots.

Customers 98

Customers Contract Clients Trust 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. If the largest companies in the world trust this company, it must be a good choice. Our Clients. This is the B2B equivalent of social proof. Presentation and Proposal.

Conversion 334

Conversion Clients Sales Presentation 334

SaaStr

MARCH 21, 2022

Q: Dear SaaStr: When should a SaaS Company allow Month-to-Month contracts vs requiring 12-month commitments? Annual contracts combined with prepaid cash are a huge benefit. Bigger companies want to sign annual contracts, especially in exchange for discounts. Once you have a brand that customers trust, more will prepay annually.

Contract 105

Contract Price Trust Up-sell 105

Sales Gravy

APRIL 10, 2025

Fancy decks, CRM tagging, and custom email flows feel like progressbut they dont get the contract signed. You dont earn trust by explaining. Fancy decks, CRM tagging, and custom email flows feel like progressbut they dont get the contract signed. You dont earn trust by explaining. They dont replace them.

Closing 87

Closing Objection handling Cold Call Contract 87

Search Engine Land

JULY 16, 2024

While some authors and news media are fighting back with lawsuits against AI, others are establishing contract agreements for fair use of content. Ethical AI usage helps build trust and credibility with audiences. Unfortunately, the news industry is not united in its response.

Click Through Rate 110

Click Through Rate User Experience Promote Technology 110

Sales Hacker

OCTOBER 11, 2024

For example: Revenue is driven by metrics like win rate, ACV (average contract value), and number of deals closed. You can’t change what’s already happened. What you can do is focus on metrics that lead to those results. Pipeline metrics might include MQL-to-SQL conversion rates, number of activities per rep, or open rates on emails.

GTM 116

GTM X-functional Pipeline Construction 116

Hubspot

SEPTEMBER 12, 2024

B2B buyers will look at their business requirements and a product’s technical specifications to determine the initial fit, and they’ll sign contracts based on potential ROI, provider reliability and post-sale support, and the flexibility of pricing terms. Who Are Your B2B Buyers?

B2B 81

B2B B2C Tradeshows Contract 81

Salesforce

OCTOBER 14, 2024

This not only prevents hallucinations but helps build trust. That’s why we have pioneered the robust Einstein Trust Layer to provide toxicity detection, zero data-retention contracts, prompt-injection defense, and several other mechanisms. AI agents and assistants: What’s the difference? Transfer to human agent.

Engineering 128

Engineering Represent CRM Follow-up 128

Hubspot

AUGUST 26, 2024

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. No one is going to sign a contract on your first outreach, and they probably won’t even respond to your email or answer the phone.

Follow-up 85

Follow-up Contract Sales Technology 85

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. When a prospect first reaches out for more information, I’ve found that engagement is at its peak.

Closing 80

Closing Contract Technique Sales 80

Martech

JANUARY 8, 2025

Why it works Addressing these questions head-on builds trust and makes your sales process feel more transparent. And make digital signature tools like DocuSign or Adobe Sign your go-to for contracts. Blog posts, explainer videos and comparison charts can all speak directly to common doubts.

CRM 124

CRM Follow-up Sales Prospecting 124

SaaStr

APRIL 14, 2025

Build Relationships at Multiple Levels : Related to the prior point, but you have to build trust at multiple levels in big enterprise 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 65

Closing Contract Pitch Finance 65

Search Engine Land

JULY 25, 2024

But when defending our retainer or contract renewal, businesses want to know how their SEO spend will tangibly impact the bottom line. This is both an opportunity and a threat to sell to consumers by enabling them or working to remain visible as a company and build trust. That’s great. Get the newsletter search marketers rely on.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

SaaStr

NOVEMBER 27, 2024

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. To do this, you build trust. Mangomint has managed such a high NRR despite having no long-term contracts. What’s worked is going deep on the product experience.

Appointment 104

Appointment Contract Commission Niche 104

Sales Hacker

SEPTEMBER 7, 2021

In this episode of the Sales Hacker Podcast, we have Moeed Amin , Founder and CEO at Proverbial Door and expert on the neuroscience of trust and decision-making. Join us for a great conversation about how buyers choose sellers, building (or breaking) trust, and common psychological mistakes sellers make. powered by Sounder.

Trust 109

Trust Cold Call Start-ups CRM 109

SaaStr

OCTOBER 23, 2024

So at BILL’s scale, you have to put programs into place across the company to connect employees to customers, to help you focus on all the different stakeholders vs just the contract signer. SMBs couldn’t do any work to add their bank accounts, and they had to trust BILL to take their money. There was no software yet.

Customers 124

Customers Networking UX Engineering 124

Sales Pop!

SEPTEMBER 23, 2021

And you must also be able to gauge the extent of the power of the legal and contracts teams in the process and strategize accordingly. But trust this. Trusting that you have done your due diligence and that the deal is well worth pursuing, make sure your actions show that the deal is worth pursuing well.

Legal 235

Legal Finance Contract Networking 235

Salesforce

JUNE 10, 2022

Without customer trust, what do you have? However, only 23% of consumers say they completely trust the health industry. As providers, manufacturers, and pharmaceutical companies open digital front doors to engage with patients and B2B buyers beyond traditional in-person visits, building trust with these new channels is critical.

Trust 96

Trust Healthcare Pharmaceutical Appointment 96

SaaStr

OCTOBER 16, 2020

The AEs, the biz dev folks, tend to send deals to the partner everyone trusts and knows. No one ever got fired here for deploying a market leader … Long-Term Contracts. But getting customers to sign 3+ year contracts does work. You can buy out these contracts, and break them. No Contract At All.

Contract 145

Contract GTM Trust Customers 145

Sales Pop!

JULY 14, 2022

Holding Long-Term Contracts. Nurturing High Trust Levels. Achieving Your Wallet Share of Winnable Business. Working Active Pipeline Account Opportunities. Forecasting Account Revenue Growth. Achieving Healthy Account Margins. Successfully Delivering. Understanding the Account and Industry. Achieving Positive Client Satisfaction.

Clients 235

Clients Contract Up-sell Growth 235

Veloxy

JUNE 21, 2021

This is a huge step towards gaining trust and building rapport. If the customer is a business, this may include new clients, new hires, new contracts, etc. This is an easy way to build trust right off the bat. The first thing it does is tell the customer the amount of time you’re asking them to invest.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Sales Pop!

MARCH 21, 2022

The Trust Character of Trade. The traders trusted the people they were trading with, and most importantly, the people trusted the traders. The quality of trust was ever-present, trust that people would receive what they were trading or paying for in equal measure. When ethics is present, then trust will be also.

Government 130

Government Contract Sales Trust 130

PandaDoc

MAY 2, 2025

When buyers see that committing to a larger quantity or a longer-term contract earns them a better price, theyre more likely to scale up their purchase. You can structure your pricing to reflect discounts for higher quantities, longer contracts, or multi-product purchases all without adding confusion or extra steps for the customer.

Price 52

Price Drivers/motivators Legal Strategize 52

Sales Pop!

AUGUST 16, 2023

Role of Legal Translation in Contract Law In contract law, legal translation is indispensable, especially in international agreements. Accurate translations ensure that all parties have a clear understanding of the contract’s terms, preventing potential disputes and misunderstandings.

Legal 130

Legal Commission Government Contract 130

Hubspot

JULY 10, 2024

However, you still need to make sure you follow the PSP’s requirements, which are typically listed in the terms or contract, in order to remain compliant and keep your customers’ payment data secure. I like that it says “Secure payment by Square” below the checkout button as that gives customers a sense of security and trust.

Process 74

Process Retail Appointment Price 74

PandaDoc

MARCH 27, 2025

The key is to not come across as pushy so you can build trust with your customers. Another example: Say youre already utilizing PandaDoc for contract management , allowing you to create, manage, and sign contracts digitally and all in one place. These are all natural and helpful ways you can cross-sell.

Cross-sell 52

Cross-sell Sell Customers Legal 52

Partners in Excellence

JULY 17, 2024

God forbid, we even need legal support for very complex contracts. But without them, their trust, their engagement, we fail. We can’t be deep experts in everything, we need specialists, support people, and others. We need to put together complex configurations, proposals. We need supporting materials and programs.

Sports 149

Sports Sell Legal Contract 149

ClickFunnels

SEPTEMBER 27, 2021

For example: Brett Cenkus is the founding partner of Cenkus Law, PC a business law firm specializing in mergers and acquisitions, capital raising, and contracts. Because people: Want to hire those they trust. Want to work with those they trust. Want to recommend those they trust to others. His YouTube channel has 16.5k

Referrals 237

Referrals Legal Lead generation Non-Profits 237

Partners in Excellence

AUGUST 30, 2021

Do they trust us as a vendor? While there are certain things that contracts protect, they are putting their businesses at risk, trusting we will deliver on our commitments. But they are looking much more deeply than the capabilities of our products/services. Do they believe we will fulfill the commitments we have made?

Contract 144

Contract Trust Service Customers 144