Hubspot

MARCH 25, 2024

Here it is: Prospects aren't always easy to deal with. So to help you get a sense of the kinds of buyers you need to look out for (and what to do when you‘re dealing with them), we asked some sales leaders for their takes on the most difficult types of prospects to work with and how to engage with them effectively.

Prospecting 74

Prospecting Price Presentation Pipeline 74

Partners in Excellence

DECEMBER 18, 2020

I was doing a deal review. We were in the final stages of closing a big deal. They not only wanted the deal, but they needed the deal. ” Hidden in this elegant argument was a request for a 20% discount. I was so proud of the sales person. I was so proud of the sales person.

Price 126

Price Sell Presentation Customers 126

Salesforce

OCTOBER 10, 2023

There are guidelines and rules that determine who does what and when, from kickoff to when the game clock runs out. Let’s take a look at the stages of a sales cycle, and how you can use it to secure regular deal wins. If you don’t have that fit, you don’t have a deal. Probably not. Why is a sales cycle important?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Partners in Excellence

JULY 23, 2020

It was a morning of deal reviews. The sales person was reviewing the deals expected to close by the end of the quarter. Deal after deal, there were differing issues that had to be addressed for each deal. But I started noticing a problem, 100% of the deals required a “discount.”

Price 109

Price Sell Closing Customers 109

Hubspot

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Anticipation of discounts: Buyers know that salespeople are more likely to discount the later it gets, so they wait in anticipation of discounts.

Quota 85

Quota Strategize B2C Transportation 85

Search Engine Land

MAY 4, 2023

When everything costs more, sales are harder to come by. When selling any good or service, two of the most significant barriers to sealing the deal online are the cost to the consumer and the consumer’s experience on the website. While doing this, an assessment of how much discount you can allow for should be conducted.

Campaign 97

Campaign CRM Angle Healthcare 97

Hubspot

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. Why do value leaks occur? Value leaks are often the byproduct of previous losses.

Closing 88

Closing Hospitality Negotiate Price 88

SaaStr

APRIL 12, 2020

A few that I think really do you a disservice in SaaS, especially before you have a huge brand: “Be careful of prospects that waste your time.” Insta-discounting. Yes, discounting is part of most sales toolkits. A discount does not create a sale. A discount does not create a sale. Yes, they can slow down a deal.

Legal 142

Legal Sales Prospecting Closing 142

SaaStr

MARCH 15, 2021

When the key stakeholder at your customer who brought you in, shepparded the deal, baked you into their business process … leaves. Your champions may on average stay ~24 months (I’m making this average tenure up, but it sounds about right). An email is not even close. That can be tough. You gotta say it.

Up-sell 117

Up-sell Gaming Closing Contact 117

Hubspot

AUGUST 21, 2023

Confirm that there is actually a deal to negotiate. First and foremost, you need to be mindful of where a deal stands before you engage in a price negotiation. Make sure you‘re not rushing into a closing call or trying to leverage a discount to force a deal’s timing. You need to remain mindful of this.

Negotiate 58

Negotiate Price Objectives and Key Results Appointment 58

Partners in Excellence

AUGUST 18, 2021

Probably one of the weakest areas of buying and selling I see is “qualifying.” ” As sales people, there are dozens of acronyms, if any are applied, you have a “qualified deal.” However, these are for sales people to use, hopefully, in finding good deals to chase.

Customers 165

Customers Manufacturing B2C Technology 165

Miller Heiman Group

JULY 7, 2020

In normal times, your buying influences —anyone who has a positive or negative impact on your ability to close the deal—are likely to be governed more by rationality than by their emotion. And you need to avoid the three deadly sins that trigger inaction. The Rational Decision Maker vs. the Emotional Decision Maker. What do we mean?

Government 113

Government Drivers/motivators Closing Customers 113

Partners in Excellence

FEBRUARY 22, 2021

We all have them, the “Must Win Deals,” where we pull out all the stops. We do everything we need to do to win the deal. Often, we are at our most creative moments when we do these deals. We manage to present a powerful business case, to defend our value, to minimize discounting.

Sales 87

Sales Pipeline Presentation Growth 87

SaaStr

MAY 27, 2022

discount on average for multi-year deals. Most of you give about a 12.5% discount on average for multi-year deals. But 19% of you give no discounts at all. The value of discounts in multi-year deals is nuanced overall, and by stage. Especially when cash matters, and when it doesn’t. #2.

Price 124

Price Niche Up-sell Contract 124

Martech

FEBRUARY 23, 2024

The new restrictions from Google and Yahoo should not be a critical issue for experienced email marketers. The email audience They likely don’t realize it, but the email-reading public doesn’t often have a problem with email marketers like the ones I just described. But what does this have to do with email marketing?

Retail 110

Retail B2B Quota Represent 110

VanillaSoft

JUNE 3, 2021

Prospects getting cold feet is a major late-stage barrier you can expect when you’re trying to push a deal through the sales cycle, and the ones you think are buy-ready with money in hand aren’t exempt either. You haven’t proved to them why they should trust you. 5 ways to handle stalling tactics – and close more deals.

Closing 85

Closing Contract Commission Prospecting 85

Hubspot

NOVEMBER 24, 2020

Closing deals involving complex price modeling, a need for extensive product knowledge, varying potential discounts, or any other atypical standards and practices isn't exactly intuitive. A deal desk is essentially a sales-supporting brain trust. The deal itself is for a new, complex product as it's being released.

Closing 97

Closing Construction Legal Negotiate 97

Hubspot

MAY 24, 2023

A closing call is like the finish line of a marathon. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. You’re under pressure to meet quota, and losing a deal at the buzzer indicates to your manager that you’re not in control of the sales process. Look after yourself first.

Closing 77

Closing Clients Negotiate Prospecting 77

SaaStr

MARCH 11, 2021

But next up is a more nuanced choice — what should her core goal / KPI be? Churn is not her responsibility, nor is there any material credit for multi-year deals. The VPS is responsible for closing $Xm in net new revenue this year, period. The VPS is responsible for closing $Xm in net new revenue this year, period.

Contract 107

Contract Sales Closing Process 107

Spiro Technologies

MAY 19, 2022

While it’s only one part of the sales process, it’s usually the point when things either come together or go completely off the rails. That’s why every salesperson should learn how to negotiate, especially if they’re selling a product that doesn’t have fixed pricing. There are huge warning signs flashing.

Negotiate 105

Negotiate Gaming Up-sell Price 105

SaaStr

SEPTEMBER 12, 2023

I think this is some pretty helpful reading here, a good slice of some of the most tactical insights: Got 100 Customers? A SaaS Founder’s Guide to PR Why PR works, when it doesn’t, and what to expect. Practica put together its guide of the top SaaStr articles to excel at work. And you can start very small. Or they fail.

Price 101

Price Contract Territory Growth 101

Hubspot

APRIL 26, 2023

Walking away is hard, especially when it comes to potential deals. But in the long run, having a pulse on when to walk away and disqualify leads will help you refine your efforts and make you a much more efficient, effective salesperson. 7 Signs You Should Walk Away From a Prospect 1. Should we table this conversation?”

Prospecting 81

Prospecting Price Pipeline Negotiate 81

Martech

FEBRUARY 20, 2024

While I can’t guarantee you overnight success, I promise you’ll walk away inspired and armed with powerful tactics to take your B2B outreach to the next level. While I can’t guarantee you overnight success, I promise you’ll walk away inspired and armed with powerful tactics to take your B2B outreach to the next level.

B2B 115

B2B Prospecting A/B testing Click Through Rate 115

The 5% Institute

JUNE 15, 2023

When you’re trying to sell a product or service, potential customers often raise concerns or doubts that can hinder the sales process. Trust and Credibility Issues When potential customers lack trust or have doubts about your credibility, objections may arise. In the world of sales and business, objections are inevitable.

Objection handling 52

Objection handling E-commerce Real Estate Finance 52

The 5% Institute

JUNE 20, 2023

Have you ever wondered how some salespeople effortlessly close deals while others struggle to make a sale? By employing this powerful technique, sales professionals can significantly increase their chances of closing deals and achieving their sales targets. The secret lies in a technique called “Assume the Sale.”

Technique 52

Technique Sales Closing Drivers/motivators 52

Salesforce

JANUARY 2, 2024

Here’s what sales leaders should keep an eye on. Trend 2: Prioritizing human connection I’ve heard sellers and sales leaders call 2010-2022 the golden age of sales. Companies were able to drive growth by using tried-and-true process and strategies: templated emails, cold calls , demos, compelling discounts.

Sales 69

Sales Cold Call Technique B2C 69

Hubspot

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Even if you do get your prospect’s attention, you can’t expect them to read your long, fluffy emails filled with the buzzwords of the day when they have many other emails to open. It should grab them.

Clients 69

Clients Objectives and Key Results Prospecting Sales 69

Hubspot

AUGUST 12, 2018

Closing is a make-or-break moment in sales. Choosing the right phrases to seal a sales deal is crucial. You're not the only salesperson who feels apprehensive about the close. Here are a few proven closing techniques, and why they're so effective. Sales Closing Techniques. The Now or Never Close.

Technique 101

Technique Closing Angle Sales 101

SaaStr

APRIL 8, 2020

Pressure tactics, exploding discounts, 48-hour trials that end on you, us-vs-them pricing, are all still alive and well. Especially when everything that isn’t strictly necessary is getting a second look. If you think your product really is 10x easier to use than the older competition — it should be 10x easier to buy, too.

Product 139

Product Contract Construction Negotiate 139

Sales Hacker

NOVEMBER 1, 2019

When it comes to negotiation, the goal isn’t a win… What you want is a win-win. True negotiations are all about coming to a mutual agreement on something where both parties feel like they got something out of the deal. RELATED: 9 Shrewd Negotiation Tips Proven to Close More Deals. signed contract).

Negotiate 86

Negotiate Objection handling Pipeline Cold Call 86

Sales Hacker

DECEMBER 21, 2023

I partnered with Basia Sudol , who joined Stytch as its first Solutions Engineer and now leads the SE team at Stytch. Don’t discount their impact on driving new business, expanding customers post-sale, and coordinating efforts between go-to-market and product teams. Here are the areas of greatest impact SEs have made at Stytch: 1.

Engineering 98

Engineering Objectives and Key Results Drivers/motivators Teamwork 98

Salesforce

JANUARY 2, 2024

Here’s what sales leaders should keep an eye on. Trend 2: Prioritizing human connection I’ve heard sellers and sales leaders call 2010-2022 the golden age of sales. Companies were able to drive growth by using tried-and-true process and strategies: templated emails, cold calls , demos, compelling discounts.

Sales 64

Sales Cold Call Technique B2C 64

Sales Hacker

APRIL 15, 2021

Two years ago my wife and I were winding through the mountains on a train back from Aguas Calientes, Peru. I happened to think I was pretty good, despite not having played in forever. In about 4 minutes and 35 seconds, I was scratching my head, wondering what happened. The One-Call Close. That place is stunning).

A/B testing 138

A/B testing Contract Sales Closing 138

SaaStr

MAY 3, 2023

PST, Nick Mehta, the CEO of almost $200M ARR Gainsight, shares the top 10 mistakes founders can make when scaling their start-ups — mistakes he made himself over the last ten years of growing Gainsight. They are close to $200M ARR with 1200 employees. I never make the same mistake twice.

Price 76

Price Pipeline Strategize Growth 76

SaaStr

DECEMBER 1, 2023

We’re still learning what world we’re in — some people interview over Zoom, some are focused on how to build teams in the current age, and many are dealing with a weird overhang from the SaaS explosion of 2021, quiet quitting, layoffs, and team turnover. This is the number one mistake founders make when hiring a VP of Sales.

Quota 60

Quota Gaming Sales Up-sell 60

The 5% Institute

JULY 13, 2023

In this article, we will explore various pricing strategies, factors to consider when determining the right price, and provide valuable insights to help you make informed pricing decisions for your business. Value Perception Price and value are closely intertwined. It directly impacts your revenue, profitability, and overall success.

Price 52

Price Profit margin E-commerce Promote 52

The 5% Institute

JULY 31, 2023

Closing a sale is the ultimate goal for any salesperson, and mastering the best sales closing techniques can significantly impact your success in the business world. Understanding Your Customer’s Needs Before diving into best sales closing techniques, it’s crucial to first understand your customer’s needs thoroughly.

Technique 52

Technique Closing Sales Trust 52