Sales Hacker

OCTOBER 11, 2024

Product : Vanta Your deal is almost closed, and all that’s left is the security review. With Vanta Questionnaire Automation, go-to-market teams can complete security reviews up to 5 times faster, helping you close deals in less time than ever. improving questioning techniques can lead to a higher close rate).

GTM 117

GTM X-functional Pipeline Construction 117

SaaStr

APRIL 30, 2021

Salespeople pushing you to sign multi-year contracts you don’t want. Traditional SaaS sales is incented to close 1+ year contracts without no outs as quickly as possible, and where possible, for every possible seat you might ever use in Year 1. If they prefer utility pricing, maybe that’s the way there.

Contract 115

Contract Price Closing Gaming 115

Sales Gravy

FEBRUARY 4, 2025

Zack faces a unique challenge that may sound specific at first but is more common than you think: he can only close a deal if his customer closes a deal of their own first. Youre happy to help, but if they continually choose other suppliers or undercut your prices, you need to reevaluate the partnership. Identify these patterns.

Sell 84

Sell Customers Contract Construction 84

Iannarino

JULY 19, 2021

Generally, after you agreed with your client on a solution, you would present it and provide a formal proposal and pricing. 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. Get my 2nd book: The Lost Art of Closing. "In

Conversion 334

Conversion Clients Sales Presentation 334

SaaStr

OCTOBER 25, 2021

Q: What billing or pricing tactic have you found in the end just wasn’t worth it? ” 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. .” And it was early.

Price 129

Price Contract Referrals Contact 129

SaaStr

MAY 25, 2020

“Presumptive close in a transactional sale. “At In your pricing. In your contracts. “Help people buy how they want to buy and be as transparent as you can with pricing ” – Ken Edwards, Sales leader, Uberflip. “Flat pricing for paid pilots” — CEO & Co-founder, ToneDen.

Closing 137

Closing Process Contract Price 137

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 Product 114

SaaStr

MARCH 23, 2024

Dear SaaStr: Why Do Most Entrepreneurs Under Price Their Offerings Initially? Yes, most of us at first under-price and then slowly raise prices as we gain confidence. Founders know the value of a key logo can be 10x-100x the value of the contract itself. And she’ll be better at closing than you are. And that’s OK.

Price 115

Price Contract Closing Customers 115

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

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. Key Features: Workflow automation : set up who is on your team, what their role is, and hook integrations with your CRM, proposal management system, and contract management software.

Legal 52

Legal Contract Cross-sell Finance 52

PandaDoc

AUGUST 17, 2020

When you are a part of a sales team, your main priority is closing deals faster and meeting your monthly quotas. However, you have to be fully prepared before you can close a deal through a sales meeting. Keep reading as we discuss the benefits of video meetings when it comes to closing deals. Creating a Well-Drafted Contract.

Closing 105

Closing Contract Negotiate Pitch 105

Martech

JULY 12, 2023

Salesforce is increasing its prices by an average of 9% next month, the company announced yesterday. This is the company’s first price hike in seven years. Dig deeper: Salesforce: AI is the new UI The new pricing will go into effect globally for new customers and existing customers purchasing new clouds in August 2023.

Price 98

Price Negotiate Contract CRM 98

Sales Pop!

NOVEMBER 18, 2022

As the selling year draws to a close, we’re captivated by Q4 activities focused on closing the year strong in terms of winning business and, hopefully, also delivering as much value as possible to our clients. Focusing on your pipeline and your clients is certainly important as the year closes but don’t ignore the environment question.

Real Estate 211

Real Estate Healthcare Government Objectives and Key Results 211

PandaDoc

MARCH 25, 2025

You choose a price based on size, add any extras, and send your customers on their way. You need to evaluate pricing, implementation, features, integrations, and ongoing support. In this article, well explore the challenges of complex sales and the strategies your team can use to close deals more efficiently.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. Unlike the self sales model, where the volume of sales is somewhat higher, in the transactional sales model, sales volume is lower with a higher price point. This will give you the annual contract value.

Niche 113

Niche Closing Process Government 113

SaaStr

MAY 27, 2022

Should sales just disappear once the contract is signed? #5. 38% of you thought it was getting harder to close deals as the year has gone on — but 62% of you didn’t. 59% of you have raised prices this year. I think most of us have found our pricing is more elastic than we thought. To reward it?

Price 135

Price Niche Up-sell Contract 135

Search Engine Land

JULY 22, 2024

With limited time to publish shopping lists, send email blasts and do social media posts, try increasing your pricing because you have to make up for the lack of quantity this year. Standard holiday : When votes are close to a 50/50 split. This includes furniture, made-to-order gifts and print-on-demand products.

Niche 98

Niche Retail Promote Follow-up 98

Salesforce

SEPTEMBER 27, 2021

Breidenthal had been closely tracking the rise of Coinbase in the months leading up to its public offering. Add to that, the company had previously signed a three-year contract with Slack for several thousand users, and five months later, it had blown past that allotment. This could allow us to get more creative with pricing.”.

Closing 98

Closing Contract Legal Cross-sell 98

Hubspot

MARCH 1, 2022

Closing calls are a big deal, and, because they’re so important, they’ve acquired a certain mystique. They aren’t anything to fear, though, because the right phone sales technique can help you close the deal and drive it home every single time. Below is a nine-step closing call sequence that’s served me well for years.

Closing 87

Closing Negotiate Contract Legal 87

PandaDoc

SEPTEMBER 28, 2022

A wide variety of possible price negotiation strategies exist but all of them have a common baseline. In this article, we’ll help you find answers to the most important questions that all business owners and salespeople should have in their arsenal when negotiating prices with their customers. Don’t focus on the price either.

Negotiate 98

Negotiate Price Gaming Contract 98

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

Sales Pop!

OCTOBER 18, 2021

A well-defined sales process allows salespeople to close deals predictably. Among sales teams who use sales analytics tools, 74% said they are extremely important for closing deals. Price: from $132.30 Price: upon request. Price: $5.99 The price depends on a CRM that you want to integrate with.

Prospecting 212

Prospecting Price CRM Lead generation 212

Hubspot

DECEMBER 20, 2024

But, one use case I havent seen talked about as much is AI pricing models. So why not apply AIs data-driven approach to pricing models and optimization, too? I wanted to learn more about AI pricing models and how AI can help optimize pricing for all industries, so I talked to the experts.

Price 36

Price Construction Cold Call Contract 36

PandaDoc

MARCH 25, 2025

Instead of building tools that fit your specific needs (and budget), they focus on enterprise-level solutions with sky-high price tags. Your team spends days manually creating proposals, tracking contracts, and managing documents while large enterprises use automated systems that zoom through these tasks in minutes. The result?

E-commerce 52

E-commerce Contract Legal Price 52

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. We could have picked many B2D services, like Twilio or others, too, which have primarily or substantial transaction pricing too.

Contract 144

Contract Price Contact B2B 144

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. For instance, say you — a salesperson — are on the brink of closing a massive, high-value deal with a SaaS giant.

Closing 98

Closing Construction Legal Negotiate 98

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. Make pricing < $50,000 at least as simple and transparent as possible. Your customers should know pricing isn’t a rip-off. And price it that way. Such is the way as you grow. Especially now.

Product 145

Product Contract Construction Negotiate 145

Lead Fuze

JULY 6, 2021

What is a Pricing Strategy? Pricing strategies don’t just come down to what you charge, it can come down to how you present your prices. And it’s not over yet; now comes the biggest hurdle… pricing up your offering. 13 Types of Pricing Strategies Examples. 3 Cost-Plus Pricing Strategy.

Price 98

Price Clients Sales Technique 98

SaaStr

APRIL 12, 2025

For example: High-Intent Actions : Visiting your pricing page, requesting a demo, or engaging with a case study. If they’d sent 3 or more contracts through the system as a PLG / self-serve lead, it was a good one. Conduct Win/Loss Analysis : Look at closed-won and closed-lost deals to identify patterns.

SQL 50

SQL Pipeline Contract Meeting 50

Sales Hacker

SEPTEMBER 2, 2020

This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. Companies with small customer counts (10-100) and large annual contract values ($100,000+). Their website doesn’t list prices and only offers product demo.

Inside sales 132

Inside sales Cold Call Contract Price 132

Veloxy

OCTOBER 24, 2022

Mindtickle helps sales managers discover the unique behaviors that quota crushers use to close more deals, and deploys them to the missed quota reps. Most sales reps spend over 175 hours every year on generating quotes and proposals, and waiting for contracts to be signed. PandaDoc has four pricing levels.

Quota 147

Quota Contract Account management Price 147

Sales Hacker

AUGUST 5, 2020

Contract lifecycle management (CLM) software. Aside from legal, Sales is one of the primary departments involved in contracts. And CLM software helps sales teams streamline their contracting process, improve sales-legal collaboration, and free up time for sales reps to focus on revenue-generating activities. Right…?

Contract 134

Contract Legal Negotiate CRM 134

Search Engine Land

JULY 11, 2024

Until the client reaches the closing parts of their journey and the page-one rankings they crave, you are always at a high risk of churn. Yes, price is a number to you, but it is a feeling to the client. Most SEO contracts can be canceled easily and without clients spending much. SEO is a game of inches, not miles.

Account management 76

Account management Clients Contract Start-ups 76

SaaStr

MARCH 25, 2021

When at the 11th hour, the customer pushes back hard on pricing … we don’t want to blow the deal. In Big Deals, by the time you come to pricing … pricing isn’t the #1 issue, not usually. In my first start-up, we had a $5m contract with a Fortune 100 company in our first 90 days as a new company.

Contract 126

Contract Sales Negotiate Price 126

Veloxy

AUGUST 17, 2022

Price: $49/month for Salesforce users, corporate plans available Automations: Non-selling activities, lead prioritization, lead capture Veloxy has several features to help you automate Salesforce, no matter how long you’ve been using the CRM platform. Go here to learn everything you need to know about Salesforce Automation. Docomotion.

Appointment 147

Appointment Territory Cross-sell Contract 147

Salesforce

MARCH 7, 2024

To successfully negotiate a contract in today’s sales climate, you need to prioritize relationship building over persuasion, practice active listening, and empathize with your customers’ challenges. What you’ll learn: What is contract negotiation? Why is contract negotiation important?

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

SaaStr

FEBRUARY 1, 2022

And until it started to go upmarket after $125m+ ARR, it never really raised prices. BigCommerce is #2 to Shopify and essentially has adopted identical pricing. Removing pricing as a reason to choose one or another can, at least sometimes, remove friction from sales. Because it’s not about price.

Contract 145

Contract Cross-sell Price Up-sell 145