Iannarino

FEBRUARY 27, 2023

You always have open loops you need to close, like sending a new contact the case study they requested. Or perhaps you owe another client an edited contract for a new offering they are interested in buying. It's important to be organized in sales.

Meeting 284

Meeting Prospecting Contract Contact 284

Iannarino

JULY 6, 2021

Even though these things are important, their value can only be recognized (not to mention realized) after the client signs a contract. Now, that path has a greater likelihood of generating a “no-decision” than a signed contract. Here are four characteristics of value creation that tip the scales in your direction.

Clients 314

Clients Contract Contact Conversion 314

SaaStr

FEBRUARY 4, 2022

Q: Dear SaaStr: Should We Allow Refunds in a Multi-Year SaaS contract Paid Upfront? They’ll say never allow refunds in a multi-year contract: Sales will hate it, especially if there is an explicit or implicit clawback if they do. Until you are at $10m, $20m ARR … Close Theb Deal. Get the Deal Closed.

Contract 114

Contract Finance Closing Start-ups 114

The 5% Institute

APRIL 27, 2022

One of the most critical parts of sales training , is learning how to close a sale without being pushy. Without the close; your discovery call and everything else after may be wasted time, so learning how to ask effectively is critical for consistent sales. Pro Tip – The Sale Happens Before You Ask To Close It.

Closing 143

Closing Consult Technique Sales 143

The 5% Institute

SEPTEMBER 14, 2021

The soft close is easily our most favourite sales closing technique, because you’ll have a higher chance of getting your outcome – and without the risk of breaking rapport. The magic of succeeding with the soft close, is all the work you do prior, leading up to asking for the sale. What Is The Soft Close?

Closing 144

Closing Technique Consult Pitch 144

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.” The Lost Art of Closing shows you how to proactively lead your customer and close your sales. But they’re not the only threat out there. No more pushy sales tactics.

Contract 333

Contract Contact Clients Prospecting 333

Gong.io

SEPTEMBER 9, 2021

Here’s what you need to know if you want to close six-figure deals: Bigger deals need more multi-threading. We analyzed 10,332 sales deals and uncovered a strong correlation between deal value and the number of buyers involved in closed-won deals: Complex deals take longer, involve more people, and require building multiple use cases. .

Closing 162

Closing Sports GTM Legal 162

Iannarino

JULY 19, 2021

At this point, you may or may not need to provide a presentation, but you will eventually have to provide your client with a proposal and a contract. The Lost Art of Closing shows you how to proactively lead your customer and close your sales. Get my 2nd book: The Lost Art of Closing. "In Presentation and Proposal.

Conversion 319

Conversion Clients Sales Presentation 319

Iannarino

JULY 28, 2021

When you ask for a meeting, a signature on a contract, a signature on a check, or just to take the next necessary step, sometimes the answer is no. The Lost Art of Closing shows you how to proactively lead your customer and close your sales. Hearing the Word No. No more pushy sales tactics. Losing Deals.

Cold Call 347

Cold Call Clients Contract Meeting 347

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. No matter how compelling your product or service, each closed deal could be preceded by a dozen or more that never result in new business.

Closing 80

Closing Contract Technique Quota 80

Iannarino

AUGUST 8, 2021

The manuscript is due to the publisher in three days: my contract calls for 65,000 words, a good length for the publisher based on what people will spend on a book. The Lost Art of Closing shows you how to proactively lead your customer and close your sales. The deadline for my fourth book is looming. A Circular Argument.

Intrinsic 323

Intrinsic Quota Clients B2B 323

Veloxy

AUGUST 6, 2021

For sales representatives, there’s nothing more attractive than closing calls. These are calls where the deal gets moved across the line, contracts get signed and reps earn their commissions. Unfortunately, closing calls depend on who you’re selling to and could take you tens of hours. 6: Close the Deal.

Cold Call 328

Cold Call Pipeline Prospecting Follow-up 328

Salesforce

SEPTEMBER 19, 2023

Ah — that sometimes elusive, but always thrilling moment when you close a deal. That’s why we’ll move past outdated and ineffective sales closing techniques in this article and talk to sales experts to get the nitty-gritty of what it means to close like a boss in today’s world. How do you improve at closing?

Technique 105

Technique Closing Sales Electricity 105

SaaStr

MARCH 18, 2023

Q: Dear SaaStr: Is it Ethical For a Startup CEO to Accept a Sales Commission for Deals They Close Themselves? It’s a bit of a flag of someone not going big, of not seeing the real win in their equity, not just in a short term contract or two. Even though their contracts weren’t up. But still — I did it once. And they did it.

Commission 112

Commission Closing Contract Sales 112

Iannarino

AUGUST 1, 2021

It’s unlikely that a more recent lead is automatically better than an older lead, or even than a target that is already locked into a contract with your competitor —even if the new contact devoted two minutes to filling out a form on your website. In sales, recency bias often influences how we evaluate leads.

Intrinsic 308

Intrinsic Clients Contact Contract 308

Iannarino

JUNE 17, 2021

At one time, as a salesperson, you would be told to find “the decision-maker,” the single individual who could sign a contract. The Lost Art of Closing shows you how to proactively lead your customer and close your sales. The task force usually included a person with the authority to say yes and sign a contract.

Contract 180

Contract Sales Clients Government 180

Sales Hacker

MARCH 13, 2023

If you systematize your sales follow-up process you will close more deals — and I am about to show you how **Disclaimer** This has been written with sales executives (SEs) and account executives (AEs) in mind. You might be thinking, Great, another “thinkpiece” from some blowhard sales guy about how to close more deals.

Follow-up 98

Follow-up Closing Process Pipeline 98

Veloxy

JUNE 21, 2021

Introduction Opening Lead Qualification Closing the Sale. Introduction Opening Lead Qualification Closing the Sale. If the customer is a business, this may include new clients, new hires, new contracts, etc. This will make him much more likely to commit to the closing request, likely a meeting to discuss details of the package.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Iannarino

MARCH 2, 2023

If you fail to address the pain points related to the buying process, you can forget about closing deals. Unless root causes are addressed, the ink on the contract won't be dry before the client fires the company and starts over. Your sales champion needs you to help them be One-Up as it pertains to this decision.

B2B 276

B2B Contact Clients Entertainment 276

Veloxy

JUNE 8, 2022

The pipeline shows how many deals salespeople are expected to close in a given week, month or year as well as how close a particular rep is to hitting their sales quota. For instance, you could have a pipeline worth a million dollars in contract value. 2: Automation. This is where automation comes to the rescue.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

SaaStr

APRIL 24, 2021

It’s just only a minority is under a contract. And almost none is under a long-term contract. Wow! But almost none of its revenue is truly SaaS or provided under a fixed, recurring contract. That ends up acting a lot like a traditional SaaS software contract at a practical level. Close enough, in any event.

Contract 144

Contract Price B2B Contact 144

Veloxy

NOVEMBER 15, 2022

Crucially, it identifies the high-value accounts that demand greater attention and offer the best closing potential. Businesses that implement advanced ABSD strategies stand to see a range of benefits, including but not limited to: A 171% increase in the average annual contract value from each account. The results?

Sell 246

Sell Objectives and Key Results SQL B2B 246

Martech

AUGUST 19, 2024

Dig deeper: 22 must-have reports for measuring CRM health The 6 high-churn personas marketers need to watch closely There are at least six high-churn personas marketers and sales teams need to watch closely. Flexible contract terms and proactive support can help too.

B2B 126

B2B Contract Consult Price 126

SaaStr

NOVEMBER 30, 2024

The 90-Day Revenue Test While 30 days is enough to evaluate their hiring decisions, you should see clear revenue improvements within 90 days (or one full sales cycle).

Pipeline 121

Pipeline Contract Sales Growth 121

SaaStr

OCTOBER 25, 2021

.” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. I’ve seen a few exceptions, and personally closed Google after a year-long unpaid pilot. And it was early.

Price 129

Price Contract Referrals B2B 129

SaaStr

FEBRUARY 17, 2024

It too soon to target enterprise clients when you can’t support their needs 90 days after you close them. It’s sort of OK in the enterprise to promise features and functionality that are sort of there … so long as you deliver them fairly promptly after the deal closes. In fact, it happens all the time. appeared first on SaaStr.

X-functional 114

X-functional Customers Contract Closing 114

SaaStr

OCTOBER 16, 2024

But I’ve come to accept that you have to put gates and process around most sales execs, or most will lie, at least a little, to close the deal. Put in a system to control contracting. More here: 93% of You Say Competitors Lie To Close Deals. Join calls / Zooms. Read their email. Unfortunately. appeared first on SaaStr.

Customers 121

Customers Contract Sales Closing 121

The 5% Institute

AUGUST 12, 2021

Without the close; your discovery call and everything else after may be wasted time, so learning how to ask effectively is critical for consistent sales. This means using various techniques and a process that helps you win the sale during your sales conversation – and then use your closing questions to formally enrol and win the new client.

Technique 145

Technique Consult Closing Contract 145

Martech

OCTOBER 19, 2023

HubSpot also found that looking into revenue generated, conversions and deal closing rate indicates if the teams align properly. To find it, do these calculations: Revenue = Sales amount × Average order value (or sales price) For example, you have signed 21 new contracts during the last year, with an average value of $7,500.

Product 136

Product Contract Drivers/motivators SQL 136

SaaStr

DECEMBER 12, 2023

Keybanc and Sapphire have some great overall metrics here : Overall, the media AE closes $750,000 a year, and that’s actually up from 2022 — mainly due to hiring freezes and contractions. Enterprise reps tend to close more ($1m+), and SMB reps less (maybe $500k), with $750k net new bookings per year the median.

Sell 133

Sell Quota Commission Contract 133

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

Martech

OCTOBER 21, 2024

However, when the old agency disappeared (presumably closed), no one had access to the Google Tag Manager account. The client took screenshots of the reports and canceled the contract. It’s your data, and any contract should ensure ownership stays with your organization, not the agency.

GTM 132

GTM Contract Clients Campaign 132

SaaStr

OCTOBER 9, 2024

Typically Sign 3 Year Contracts, First Year Paid Upfront This isn’t uncommon in the enterprise, but it’s a very classical approach to software contracts. They don’t disclose the exact percentage today, but it’s likely close to that today as well. It works for Zscaler. #8. ” Go Zscaler, Go!

Non-Profits 123

Non-Profits Contract Growth Closing 123

Sales Hacker

APRIL 15, 2021

The One-Call Close. We run a one-call close model. 97 of them closed on the first call. That’s a 57% close rate, first call. Here are three reasons we quickly came back to the one-call close model. We went back to the one-call close model and doubled down on one thing: simplicity. Here’s how. Every time.

A/B testing 141

A/B testing Contract Sales Closing 141

Partners in Excellence

FEBRUARY 28, 2024

I saw the main purpose of this process in minimizing the risk for the customer’s evaluation team of being accused for having wasted money on a project that eventually did not provide the expected outcomes So, emotional aspects (fear) had priority over the rational aspects for awarding the contract.

Customers 139

Customers Contract Consult Up-sell 139

Veloxy

JUNE 23, 2021

This includes lead generation, qualification, relationship building, presenting, and finally closing the deal. Many salespeople will agree that closing a sale is just the start of maintaining a healthy stream of revenue. The Account Manager is responsible for checking on clients and nurturing relationships after the contract is signed.

Inside sales 232

Inside sales CRM Sales Pipeline 232

SaaStr

MARCH 26, 2024

If contracts were claimed to be closed that weren’t quite closed. But they’ve been close to it in my experience. Any misrepresentation about the financials, no matter how small If the financials are misrepresented even a smidge, I’ve lost all my money or almost all. If revenue was overstated a bit.

Contract 130

Contract Start-ups Closing 130