Sales Hacker

JULY 18, 2019

Having well-defined and accurate sales stages for your business is critical, particularly if you plan to leverage the weighted pipeline functionality. 75% Contract Negotiation. Upside – the AE is feeling good about the deal; however, they haven’t ironed out pricing, contract terms, etc. An example might be: 15% Demo Scheduled.

X-functional 68

X-functional Pipeline Contract Quota 68

Salesforce

NOVEMBER 20, 2023

These calls — most often conducted either in-person or via video — involve multiple parts, including initial agenda-setting by the rep, the product pitch, a demo, prospect objections and rep responses, negotiation, and outlining of next steps. Do you owe the prospect a spec sheet or a price quote? How do you prepare for a sales call?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

ConversionXL

NOVEMBER 3, 2016

It’s often a higher purchase price (or at least a more complex sale). So while many usability heuristics remain the same in B2B website design and functionality , much of what goes into lead gen, sales, and analysis is different. They ask and negotiate budgets for technology or corporate development.

B2B 110

B2B Conversion B2C SQL 110

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. All the deal structure parameters will have a direct impact on value and cost, hence price. CRM application licenses a natural language search technology.

GTM 74

GTM Negotiate Profit margin Contract 74

SaaStr

JULY 17, 2020

But I think that was when everybody had the proverbial partner meeting discussions about what are we funding, why are we funding, what price are we funding. Then it takes a while to get through the process of negotiation, real documents, wiring money, [crosstalk 00:16:38]. X and it’s not [inaudible 00:20:29].

E-commerce 70

E-commerce Retail Real Estate Growth 70

SaaStr

AUGUST 9, 2019

So one of the things that I did, pretty early on here as we knew we were going to scale the team, was I set up an enablement function. Vikas Bhambri: So I’ve got somebody who leads an enablement function and we’ve built out an entire playbook curriculum. Now having said that, even then I need to invest in that enablement.

Finance 52

Finance X-functional CRM Engineering 52

SaaStr

FEBRUARY 15, 2019

In Today’s Episode: * David Skok , General Partner @ Matrix Partners: Why does David believe that all good products have at least one variable pricing axis? Chetan Puttagunta , General Partner @ Benchmark: Why does Chetan believe we have seen a strong decline in the per seat pricing model? What are the pros and cons? Listen on Spotify.

Price 43

Price Cross-sell X-functional Up-sell 43

SaaStr

APRIL 23, 2019

Building the basic functionality. And I think we did two X what we thought we were going to do. We actually went functionally into all these areas. So, talk about the three … because you’ve done three rounds now, informally priced rounds. And really good at negotiation. We go in a lot of directions.

Launch 62

Launch Pitch Niche Negotiate 62

SaaStr

JULY 15, 2020

But I think that was when everybody had the proverbial partner meeting discussions about what are we funding, why are we funding, what price are we funding. Then it takes a while to get through the process of negotiation, real documents, wiring money, [crosstalk 00:16:38]. X and it’s not [inaudible 00:20:29].

X-functional 60

X-functional E-commerce Growth Retail 60

PandaDoc

FEBRUARY 27, 2023

Sales closing questions are phrases asked near the end of a sales negotiation. And closing questions help initiate the final negotiating process to reach an agreement for a sale. That process of negotiating with a prospect is one PandaDoc can help you streamline and speed up. Do you need this functionality or that?

Closing 52

Closing Contract Technique Objectives and Key Results 52

Sales Hacker

MARCH 12, 2019

A list of features and functionality is easy to forget, because it lacks context. It really is as simple as “our product can do X for you.”. For example, I might say something like: “Hey Sarah, last time we spoke you mentioned X. Talk about pricing when your prospect wants to (not when you do).

Product 79

Product Sell Pitch X-functional 79

Sales Hacker

MARCH 2, 2020

Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. ” When we break the Laws, we pay the price. Master negotiating , and you’ve mastered sales — and life itself.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

PandaDoc

MARCH 7, 2023

Common objections include but are not limited to the following: Pricing or departmental budget issues Inability to understand the benefits No belief in the ability to implement your product or service. Typical actions that close a sale include final quotes, agreed negotiations, deposits, and the signing of contracts and other legal documents.

Process 52

Process Objectives and Key Results Pitch Legal 52

SaaStr

MAY 10, 2019

Harry Stebbings: Can I ask, I had Ben Braverman and the CRO of Flexport on the show the other day and he said it’s wonderful to have SDRs and account managers and sales reps but it doesn’t create the best personalized buying experience when you’re continuously handed off to the separate specialized function.

X-functional 52

X-functional SQL Pipeline GTM 52

SaaStr

DECEMBER 10, 2019

And so it was this thousand X increase in terms of the size of the company. It was the number of required trainings we had to take went up by 10 X. So because I know we sort of were talking about that right at the negotiation phases. Tina Hsiao : But I think they missed some functions. It was tedious in certain ways.

X-functional 53

X-functional Start-ups Negotiate Real Estate 53

SaaStr

JULY 5, 2021

So delegating these functions will for sure have the highest success rate. On the x-axis is things that you love to do, and things that you hate doing. There can be many functions you either outsource or honestly just not do at all. But most of these terms are win-lose, and they’re very contentious to negotiate.

X-functional 101

X-functional Negotiate Legal Engineering 101

SaaStr

JULY 2, 2020

How does Kurt think about the right pricing mechanism for the customer today? You’re telling me mathematically the answer is going to be X, but I can’t understand why. So how do you think about the variable pricing mechanisms and the right one that aligns you to the customer? How does Kurt feel about discounting?

Customers 112

Customers Contract Price Education 112