SaaStr

MAY 7, 2024

Dear SaaStr: What’s a Resonable Discount for an Annual Contract? How About a 3 Year Contract? Before then, think instead about marking up the prices of non-annual contracts to account for churn. You’ll likely want non-annual contracts to be priced 20%-30% higher to account for the effect of churn, but the exact % can vary.

Contract 111

Contract Price Commission Closing 111

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. When businesses are trying to build a customer base, they often undercut the existing players in price.

B2B 117

B2B Contract Consult Price 117

Membrain

JUNE 9, 2021

Remember when signing a contract meant printing multiple copies and sitting at a desk with the customer to put ink on paper? Today’s e-signing tools have simplified the process and made it possible to close even large, complex deals electronically.

Contract 133

Contract Closing Process Customers 133

SaaStr

APRIL 6, 2025

Celebrations are shifting from contract signatures to consumption metrics – Their team is evolving beyond celebrating closed deals to automated alerts for customer usage milestones, fundamentally changing what success looks like. What’s revolutionary is how they operationalize this insight.

Growth 78

Growth Territory Teamwork Cross-sell 78

Salesforce

JANUARY 8, 2024

You’ve heard the adage about salespeople telling a customer “Of course we can do that!” ” to close a sale. Sales contracts are vital to completing any business transaction. This guide will teach you how to draft a bulletproof sales contract. What you’ll learn What is a sales contract?

Contract 110

Contract Process Legal Real Estate 110

Sales Hacker

OCTOBER 11, 2024

Product : Vanta Your deal is almost closed, and all that’s left is the security review. But when it comes to those lengthy security questionnaires, the endless back and forths between you, your security team, and the customer can often cause deals to stall out, leaving your deal at risk and dollars on the table.

GTM 116

GTM X-functional Pipeline Construction 116

SaaStr

NOVEMBER 30, 2024

A related post here: The 1 Simple Test to Know if You’ve Actually Hired a Real VP of Product or Customer Success … Or Not (note: an updated SaaStr Classic post) The post The 30-Day Test: How to Know if Your VP of Sales Will Succeed appeared first on SaaStr.

Pipeline 117

Pipeline Contract Sales Growth 117

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 110

Contract Negotiate Strategize Technology 110

Martech

OCTOBER 21, 2024

However, when the old agency disappeared (presumably closed), no one had access to the Google Tag Manager account. Naturally, the client was upset, having paid a significant amount upfront for developing reports, assuming any custom coding was part of the original fee.

GTM 125

GTM Contract Clients Campaign 125

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 337

Contract Contact Clients Prospecting 337

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 333

Conversion Clients Sales Presentation 333

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. Customer Success will hate it because it’s a discussion they just don’t want to have.

Contract 111

Contract Finance Closing Product 111

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

Martech

JANUARY 14, 2025

Her team stopped hiding behind automation and started engaging in real customer conversations. Another cut content production in half yet doubled its effectiveness by focusing on what customers actually need. When marketing helps close eight-figure contracts, budget conversations become much easier.

Pipeline 123

Pipeline Contract Growth Campaign 123

Martech

JANUARY 8, 2025

Whether thats adding complexity to a simple process or frustrating customers with needless back and forth, friction is bad news for deal velocity. Pro tip : Use customer feedback to regularly update your content. Dig deeper: How to optimize sales and marketing processes for efficient customer acquisition 4.

CRM 121

CRM Follow-up Sales Prospecting 121

Martech

FEBRUARY 7, 2025

Contract timing My team once negotiated a contract with a new vendor where timing was critical. Vendors often offer significant discounts and concessions during this period to close deals and meet their goals, and this was the case for us. It’s a reminder that leaning on organizational partners can help everyone succeed.

Contract 104

Contract Non-Profits Hospitality Negotiate 104

Hubspot

NOVEMBER 12, 2024

In the end, it became one of the biggest contracts we had ever secured at that time. "As This approach led to more consistent, meaningful engagement, even with those we didn't close. In one case, this approach reengaged a prospect who had gone silent for three months, leading to a signed contract within two weeks.

Prospecting 81

Prospecting Contract Follow-up Pitch 81

Martech

SEPTEMBER 12, 2024

And there’s this, from The Wall Street Journal’s article on AI spending: Now, here are this week’s AI-powered releases: Yext’s Yext Social is an AI-powered social media management solution that manages local customer engagement at scale globally. AI Revenue Maximizer optimizes ad placements and durations to maximize revenue.

Cross-sell 112

Cross-sell Construction Legal Contract 112

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 352

Cold Call Clients Contract Meeting 352

SaaStr

JANUARY 25, 2025

billion in capital funding and worked with 5,000 customers across North America and Europe The SaaS world has changed dramatically. Sales cycles are up 50%, discounts are hitting 20% to close deals, and monthly churn has tripled from 1.1% It was how customers had to pay for it. in just two years. Yes, forty. The good news?

Contract 93

Contract Growth Pipeline CRM 93

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. 3: Build a Great Rapport.

Cold Call 328

Cold Call Pipeline Prospecting Follow-up 328

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. For Mangomint, giving customers 3-6 weeks to onboard (vs 1-2) really takes the pressure off and produces better results. For Mangomint customers, this software is their operating system.

Appointment 101

Appointment Contract Commission Niche 101

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

Partners in Excellence

FEBRUARY 28, 2024

The commonality between the two of us is the obsession around helping customers solve complex problems and create great value. My obsession to provide Customer Value Written by Christian Maure r Dave, thank you very much for picking up the challenge. That’s how my obsession to provide customer value was borne.

Customers 139

Customers Contract Consult Up-sell 139

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.

Intrinsic 321

Intrinsic Quota Clients B2B 321

SaaStr

FEBRUARY 27, 2021

There’s a lot to talk about in customer success about churn, and about upsells. It’s because we generally, naturally, misunderstand why we lose customers, and where to spend our time. My somewhat non-obvious learnings: Complaints are not, directly, an indication of a customer at High Risk. Why is that? No, and no.

Customers 138

Customers Electricity Contract Closing 138

Sales Pop!

NOVEMBER 5, 2021

We needed multiple contracts with hardware and software vendors. But Microsoft was a closed system, and I have recounted numerous times throughout my books and articles how, at the time, I was a very vocal advocate of open source. I contracted with the Austrian government to explore open source’s possibilities.

Pipeline 241

Pipeline CRM Territory Contract 241

Veloxy

JUNE 21, 2021

Introduction Opening Lead Qualification Closing the Sale. Introduction Opening Lead Qualification Closing the Sale. While you will inevitably stray from your script to personalize your pitch for each customer, having a script gives you the structure and guidance that will propel you to success. Cold Calling Script Structure.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Salesforce

AUGUST 15, 2024

Keep an eye on your financial progress, get a better understanding of your customer’s behavior, and use dashboards to track key performance indicators (KPIs) — all in real time. Remote, hybrid, and onsite teams can operate smoother, respond to customer needs quicker, and achieve better results with less effort. Back to top. )

Product 87

Product E-commerce CRM A/B testing 87

Martech

DECEMBER 6, 2024

Lets also not forget the nuances that the RevOps and customer operations perspectives bring to the table. Martechs role in marketing When martech practitioners sit in marketing, they are naturally close to marketers the ultimate stakeholders of martech projects. That will take more effort for those who dont sit in marketing.

Technology 110

Technology Technology Legal Contract 110

SaaStr

MARCH 23, 2025

Technical customers report that tasks that previously took weeks are now completed in hours. When Graham joined in February of last year, Codeium had approximately 200 customers generating low single-digit millions in revenue, combining self-service and enterprise annual contracts. It’s a commission-driven role.

GTM 94

GTM Territory Pipeline Growth 94

SaaStr

NOVEMBER 2, 2021

Her company had been acquired, and the acquirer cancelled the contract, due to a feature gap in the new company’s business process stack. It never feels good to lose a customer. But Lesson #2 was that Customers for Life isn’t just a tagline. So what are the lessons learned in the 11 year, Million Dollar Customer?

Customers 122

Customers Contract Launch Prospecting 122

Salesforce

SEPTEMBER 19, 2023

Ah — that sometimes elusive, but always thrilling moment when you close a deal. We love to help customers, chase new challenges, and in the process, hit those numbers. Table of Contents What is sales closing? What are the most common sales closing techniques? How do you improve at closing?

Technique 105

Technique Closing Sales Electricity 105

PandaDoc

OCTOBER 15, 2024

As businesses and competition grows, more companies are turning to deal desk software to organize their processes and close more deals. Deal desks can incorporate large teams of relevant stakeholders within sales, finance, product marketing, product management, legal, customer success, and more as needed. What is Deal Desk Software?

Legal 52

Legal Contract Cross-sell Finance 52

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. You are still going to need a person with the formal authority to sign a contract.

Contract 198

Contract Sales Clients Government 198

SaaStr

SEPTEMBER 5, 2024

Dear SaaStr: How Should I Pay Sales Reps When Our Customers Pay Monthly? I.e., if you pay the reps a 10% commission on what they close … and the customer pays say $500 a month … you pay the rep $50 a month. Each and every month, until the customer churns. they take home < 4x the total revenue they close).

Commission 114

Commission Customers GTM Contract 114

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 110

Commission Closing Contract Sales 110