Martech

APRIL 30, 2025

For marketing and marketing operations professionals, it’s past time to recognize that data enrichment and hygiene are strategic, ongoing commitments to effectively navigate the complex B2B landscape, deliver personalization, ensure privacy compliance and drive ROI. When negotiating the contract, ensure key commitments are in writing.

B2B

Engage Selling

APRIL 14, 2023

Selling value and strategic negotiation are critical when it comes to competitive differentiation and sales training. With inflation on the rise today, many sellers ask me: “How are we supposed … The post Competitive Differentiation: Selling Value and Negotiation first appeared on Colleen Francis - The Sales Leader.

Negotiate

Martech

OCTOBER 15, 2024

Understanding capability assessment and tool procurement Once marketers understand how customer data flows through various martech platforms and develop a strategic view of how these platforms work together, they can effectively evaluate the capabilities of different tools and guide companies through the right procurement process.

Contract

Hubspot

JANUARY 8, 2025

Whether it be to maximize a prospects company growth rate by a specific percentage or to reduce operational inefficiencies to save time and money, this very particular, very strategic reason is behind what Keenan acknowledges as a prospects future state (more on this later). Gap Selling: Benefits and Challenges 1.

Intrinsic

SaaStr

APRIL 30, 2025

These products, like Fleet Pro and Dispatch Pro, are not just add-onstheyre strategically designed to deepen customer reliance on the platform while increasing ServiceTitans effective earn rate from 1% to 2% of GTV. Lesson for SaaS Founders : Efficient growth is non-negotiable in todays market.

Non-Profits

Highspot

JANUARY 23, 2025

Leaders can also track real-time progress through data analysis, guiding reps to build the confidence they need to handle challenging conversations and negotiations. Strategic thinking helps sales reps tailor pitches that address complex buyer needs. It involves analyzing data, anticipating objections, and proposing solutions.

Objectives and Key Results

SaaStr

JULY 1, 2025

It spans marketing attribution, lead scoring, outbound sequencing, meeting booking, discovery calls, proposal generation, contract negotiation, and post-sale expansion. Sales Requires End-to-End Solutions, Not Point Tools The Challenge : Code generation is elegant in its simplicity—input code request, output working code. Sales is messier.

Territory

Salesforce

JULY 24, 2025

I grew up in a household where negotiation was a daily ritual. But I wanted to sell something that challenged my mind, involved consultation of multiple strategic decision-makers, and had a measurable business impact on customers. The tech industry is everything I wanted: fast-paced, complex, and strategic. A later bedtime?

Cold Call

SaaStr

JUNE 26, 2025

The Strategic Imperative Sales leaders should start preparing now: Identify deflection candidates : Which deals require minimal human judgment? ” Applied to simple sales scenarios, this suggests significant deflection potential.

Territory

SaaStr

JULY 14, 2025

Take AI-powered customer support, one of the most mature applications we have today: AI handles the routine beautifully – deflecting standard inquiries with speed and accuracy Humans own the gray zones – stepping in when issues are too nuanced, emotional, or novel for AI This isn’t AI failure – it’s AI working exactly (..)

Strategize

Hubspot

JANUARY 14, 2025

When it comes to B2B sales, relationships, strategic alignment, and trust determine the success of everything, from initial prospecting to long-term client retention. Instead, they should be recognized as strategic thinkers, relationship builders, and growth drivers. Sales champions take crushing it to a whole new level.

Negotiate

Hubspot

JUNE 16, 2025

Pitching clients, negotiating partnerships, growing a network. Instead of generic inquiries, dig into specifics that showcase your strategic mindset like: What does your top performer do differently than everyone else? As a business owner, sales isn’t just a job — it’s baked into everything I do. You can’t escape it. Same story.

Objectives and Key Results

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. Sit in on 75 demos 1.

Tradeshows

PandaDoc

OCTOBER 15, 2024

Nathan David, Global Vice President, Sales Strategic Accounts at Plutora Finance : financial services are a complex field that require a lot of double-checking for compliance and legal regulations. See also How to negotiate a contract like a boss Closing When the party has agreed to the terms, closing the sale is done within deal desk.

Legal

Martech

DECEMBER 30, 2024

The gaps Ive seen From my vantage point, the barriers to adopting AI and other cutting-edge technologies are as much cultural and strategic as they are technical. The focus on immediate gainssuch as cutting costs or driving short-term sales often comes at the expense of long-term strategic initiatives like AI adoption.

Strategize

Martech

DECEMBER 2, 2024

Artificial intelligence (AI) is transforming industries, but its real impact comes from how companies use it in strategic partnerships. Co-innovation is a strategic necessity in today’s competitive landscape. These collaborations drive innovation, speed up product development and create new market opportunities.

Healthcare

SaaStr

JULY 5, 2025

Go Ultra-Vertical When Everyone Says Go Horizontal – The Strategic Why The Contrarian Mindset Peter’s origin story: “I never liked to follow the herd. ” This contrarian nature became Veeva’s strategic advantage. ” Negotiation philosophy : “I have apples for sale. That’s it.”

E-commerce

Martech

JUNE 9, 2025

In this new environment, long-term success for SaaS vendors depends not just on product quality, but on how deeply their platforms are embedded into clients’ daily operations and strategic goals. Limited strategic alignment: When vendors aren’t involved in evolving needs, their products risk becoming misaligned and dispensable.

Strategic partnership

Highspot

JUNE 24, 2025

When done right, role-play scenarios become one of the most effective ways to build muscle memory, gain confidence, and learn to navigate tough sales moments and negotiations. Negotiation Sales negotiation is not about the immediate ‘yes’ or ‘no.’ But it doesn’t have to be that way. It’s about trading value.

Objectives and Key Results

Salesforce

JANUARY 15, 2025

Highly technical product details, bulk reorders, and pre-negotiated pricing and entitlements have historically made it difficult to provide cohesive, consumer-like ecommerce experiences for B2B buyers. This takes redundant tasks out of your sales teams workload so they can focus on more strategic work.

Manufacturing

SaaStr

JUNE 29, 2025

” The Strategic Response : They didn’t just hire more support people—they reimagined customer success as a revenue function. Made Data the Foundation of Every Strategic Decision The Philosophy : “Data is very, very important. .” The Business Impact : Response times increased. “I’m Asian.

Cross-sell

Hubspot

JULY 18, 2025

I see this kind of strategic onboarding as turning your buyer into a trusted voice inside the organization. That’s why mapping and connecting the buyer and customer journey has become a non-negotiable in my strategy work. Instead of resetting expectations post-sale, they reinforced the exact solution the buyer had envisioned.

Referrals

PandaDoc

JUNE 2, 2025

Using this information, reps can plan ahead, anticipate obstacles, and try to push deals forward in a more strategic way. As a deal becomes more strategic and expensive, it faces increasing levels of scrutiny. This process can also vary wildly based on the size and scope of the organization. High-cost contracts and long sales cycles.

Objectives and Key Results

Martech

FEBRUARY 24, 2025

Solution providers and system integrators could become more vital as the complexity of AI-based systems demands specialized knowledge, strategic consulting and ongoing operational support. Just imagine: Marketing teams would save time, money, and stress by no longer wrestling with contradictory systems or facing constant vendor negotiations.

Objectives and Key Results

Salesforce

JUNE 19, 2025

The brands that embrace AI as a strategic partner in customer engagement will be the ones that stand out, and win, this holiday season. What you can do: Review and adjust your pricing strategies, negotiate with suppliers, enhance supply chain visibility, and optimize fulfillment without compromising the customer experience.

Retail

Martech

JANUARY 14, 2025

Agencies leaning in Budgets will be tighter this year, so agencies will increasingly rely on technology to negotiate better deals for clients and measure campaign effectiveness. This can include negotiating with RMNs and CTV platforms, optimizing their data stack, and exploring data clean rooms and AI tools.

Negotiate

Hubspot

APRIL 23, 2025

That was the first time I really understood what a joint venture is a strategic partnership where two businesses combine strengths while staying independent. Its less about ownership and more about strategic advantage because the right partnership can get you further faster. I asked him what changed. His answer? Joint ventures.

X-functional

Hubspot

JANUARY 14, 2025

Just know that regardless of what real estate lane you choose to niche in, careful planning and strategic decision-making are non-negotiables. Strategic Planning Lastly, strategic planning is the backbone of any successful real estate business. Are real estate agents and realtors the same thing? Short answer: No.

Real Estate

PandaDoc

JUNE 2, 2025

Emma is careful to position this solution as a strategic fix to a known revenue leak: An immediate answer to an immediate problem. To close deals, reps may still need to resolve complex sales issues, make concessions, or negotiate with stakeholders. Deliver the solution Finally, reps need to help the buyer visualize a path forward.

Process

PandaDoc

MARCH 13, 2025

As these relationships deepen, partnering companies will often agree on contracted pricing, a pre-negotiated price structure that applies over a defined period. Contracted pricing is a pre-negotiated price structure between a vendor and a buyer that remains in place for a set period of time. What is contracted pricing?

Contract

PandaDoc

MARCH 25, 2025

This can include negotiations, compliance checks, and/or deciding on a timeline for implementation with your customer. With longer sales cycles, multiple decision-makers, and higher stakes, these deals demand a strategic combination of deep buyer understanding, skilled communication, and the right technology to drive success.

Objectives and Key Results

Highspot

FEBRUARY 20, 2025

Key Takeaways Reps who anticipate sales objections and approach them strategically build stronger relationships and close more deals. It’s a natural part of the sales negotiation process. Recognizing each type of sales objection when it arises makes it easier to respond strategically and continue the conversation.

Objection handling

Highspot

MAY 18, 2025

Account-based marketing (ABM) is a strategic approach that targets high-value accounts rather than casting a wide net. Besides that, just-in-time training and AI sales coaching help reps prepare for crucial moments in the sales process, whether a first call, demo, or negotiation. What is account-based marketing?

Healthcare

PandaDoc

MAY 12, 2025

Ignoring how price changes affect MR If you change your price to drive sales through a discount, promotion, or negotiation, youre affecting MR whether you realize it or not. It begins to have a strategic impact when used alongside other data points, pricing insights, and business intelligence.

Price

Heinz Marketing

NOVEMBER 7, 2024

Here’s a strategic guide to building your 2025 ABM/ABX go-to-market approach that prioritizes alignment, personalization, and growth. How have buyer expectations evolved, and what factors are now non-negotiable in purchase decisions? Are there emerging verticals or regions that offer untapped potential?

Go To Market

TrackStreet

JULY 21, 2025

When a competitor’s product goes out of stock, it leaves a vacuum that you can fill if you act quickly and strategically. By offering to step in where competitors fall short, you can build stronger relationships and potentially negotiate better terms or expanded shelf space.

Transportation

PandaDoc

JUNE 16, 2025

In order to hit that number, AEs often manage complex deal cycles, build multi-faceted relationships with stakeholders, and negotiate high-value contracts. Drawbacks of OTE Even though OTE offers a number of strategic benefits, it also comes with a handful of challenges that need to be properly managed.

Commission