SaaStr

OCTOBER 16, 2024

Dear SaaStr: Should I Fire a Sales Rep That Lied To Several Customers? I think most sales execs lie, at least a little bit. 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.

Customers 124

Customers Contract Sales Closing 124

Iannarino

JULY 19, 2021

The Gist: The legacy approaches to the sales conversation have created a form of commoditization. For salespeople who want to be treated as partners, there is a new sales conversation that creates greater value. Here is the order in which sales conversations were (and mostly still are) conducted in legacy approaches to B2B sales.

Conversion 333

Conversion Clients Sales Presentation 333

SaaStr

MAY 7, 2024

Dear SaaStr: What’s a Resonable Discount for an Annual Contract? How About a 3 Year Contract? Later, when you implement a CPQ and other more sophisticated systems to manage pricing for a large sales team, these processes and systems will be designed to help you do just that, at least in part. How About a 3 Year Contract?

Contract 115

Contract Price Commission Closing 115

Salesforce

JANUARY 8, 2024

” to close a sale. Sales contracts are vital to completing any business transaction. They detail the scope of work/product and the conditions of the sale to prevent misunderstandings between the buyer and seller. This guide will teach you how to draft a bulletproof sales contract.

Contract 110

Contract Process Legal Real Estate 110

SaaStr

MAY 12, 2023

Annual Contracts Didn’t Boost NRR, And Even Multi-Year Contracts Only Had a Modest Impact on NRR. We tend to intuitively think annual contracts help combat churn, but they really don’t — they just defer it. You can download it here. And as time goes on, that doesn’t really help you much.

Contract 145

Contract Closing Customers Sales 145

Martech

JANUARY 8, 2025

The faster the sales process, the faster the revenue growth. This isnt just a sales problem, either. This isnt just a sales problem, either. Marketing teams play a crucial role in optimizing tools, content and communication throughout the sales process. The easier prospects can book, the faster sales can move.

CRM 121

CRM Follow-up Sales Prospecting 121

Partners in Excellence

FEBRUARY 12, 2025

What were they doing that drove such high win rates and short sales cycles? As I dove in, I discovered the sellers were not entering opportunities into the pipeline until they were actually in the contract negotiation stage. They had won the business, the losses were only because in the contracting process, the project got derailed.

Gaming 121

Gaming Contract Pipeline CRM 121

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. This isn’t a job for marketing alone. Processing.

B2B 117

B2B Contract Consult Price 117

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

Iannarino

JULY 6, 2021

The Gist: A modern approach to sales calls for a new sales conversation. 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.

Clients 324

Clients Contract Contact Conversion 324

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

FEBRUARY 27, 2023

It's important to be organized in sales. 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.

Meeting 286

Meeting Prospecting Contract Contact 286

Hubspot

AUGUST 26, 2024

I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target. 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.

Follow-up 85

Follow-up Contract Sales Technology 85

Sales Gravy

FEBRUARY 4, 2025

Ask Jeb: How to Sell When Your Customer Has to Sell First Welcome to another Ask Jeb segment on the Sales Gravy Podcast! Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. Identify these patterns.

Sell 84

Sell Customers Contract Construction 84

SaaStr

MARCH 23, 2025

5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. Create Compelling Economic Incentives For sales talent, compensation is critical.

GTM 96

GTM Territory Pipeline Growth 96

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.” No more pushy sales tactics. No more pushy sales tactics. The Lost Art of Closing shows you how to proactively lead your customer and close your sales.

Contract 337

Contract Contact Clients Prospecting 337

Iannarino

MARCH 2, 2023

This sales strategy has been part of B2B sales processes and is practiced by sales reps in many sales organizations. This strategy is still effective, as recognizing the prospective buyer's pain points allows for a good and effective sales conversation. Hope your competitors’ discovery is weak.

B2B 284

B2B Contact Clients Entertainment 284

Iannarino

JULY 28, 2021

You know these people are not serious when it comes to sales because the replacements they recommend all share the potential pitfalls of the cold call, but lack any of the benefits. Execute your best sales calls with this FREE Sales Call Planner. No more pushy sales tactics. Combating Conflict-Aversion. Losing Deals.

Cold Call 352

Cold Call Clients Contract Meeting 352

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 115

Contract Finance Closing Product 115

Iannarino

JUNE 17, 2021

The modern sales approach seeks organizational consensus. One of the most significant changes in the way that we sell involves who we choose to engage in the sales conversation. From Legacy to Modern Sales Approaches Parts 1-4: Part 1 | Approaches. No more pushy sales tactics. Part 2 | The Starting Question. He signed.

Contract 195

Contract Sales Clients Government 195

Gong.io

SEPTEMBER 9, 2021

We analyze sales conversations and deals using AI, then share the results to help you win more deals. Here’s what you need to know if you want to close six-figure deals: Bigger deals need more multi-threading. Those who dwell in due diligence: Budget approvers, legal/contract reviewers, and procurement analysts .

Closing 162

Closing Sports GTM Legal 162

Hubspot

NOVEMBER 12, 2024

Getting ghosted is an unfortunate fact of sales life nowadays. To help you out on that front, we here at The HubSpot Sales Blog — the Internet's definitive, ultimate, unimpeachably authoritative authority on all things sales-related and sales-adjacent — tapped some experts for strategies they use to get an unresponsive prospect talking again.

Prospecting 81

Prospecting Contract Follow-up Pitch 81

SaaStr

MARCH 13, 2025

Dear SaaStr: Should I Let My VP of Sales Go? All Your VPs Really Need to Do is Tilt the Curve A great VP of Sales should show meaningful progress within one sales cycle. All Your VPs Really Need to Do is Tilt the Curve A great VP of Sales should show meaningful progress within one sales cycle.

Pipeline 68

Pipeline Contract Quota Growth 68

Hubspot

JANUARY 14, 2025

Have you ever wondered what sets top sales performers apart from the rest? All sales champions employ specific strategies and have particular mindsets that allow them to constantly drive deals forward. Table of Contents: What is a sales champion? How to Attract and Engage a Sales Champion Want to Seal a Deal?

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

Martech

JANUARY 14, 2025

Transformed into focused programs that sales actually wants. Partnering closely with sales Not through fancy slide decks about “alignment” but by embedding marketers directly into major deal pursuits. When marketing helps close eight-figure contracts, budget conversations become much easier.

Pipeline 123

Pipeline Contract Growth Campaign 123

Sales Pop!

DECEMBER 23, 2021

Your hybrid sales team performs well, but there is always room for improvement. With the right approach, you can help your hybrid sales team reach its full potential. Now, let’s look at five tips to improve sales across your hybrid sales team. Give your hybrid sales team the support it needs to succeed.

Sales 230

Sales Contract Drivers/motivators Growth 230

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 desk software organizes a sales team’s quote-to-cash workflow. These are primarily used in B2B and SaaS companies to help manage complex sales processes, papers, and status updates.

Legal 52

Legal Contract Cross-sell Finance 52

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. Writing the book has caused me to recognize a critical insight about B2B sales , or more accurately, about B2B buying. No more pushy sales tactics.

Intrinsic 321

Intrinsic Quota Clients B2B 321

Sales Hacker

JUNE 24, 2021

Are your sales org’s deals getting stuck in the proposal stage more often than not? Adding insult to injury, that imbalance means all that time and money it takes to get prospects to the closing phase goes to waste. But like all other aspects of sales, closing is a process. If so, it’s not a rep problem.

Closing 129

Closing Contact Sales Follow-up 129

Salesforce

SEPTEMBER 19, 2023

Ah — that sometimes elusive, but always thrilling moment when you close a deal. But sales is an art, and like art, its style changes over time. Table of Contents What is sales closing? What are the most common sales closing techniques? How do you improve at closing? You either close or you don’t.

Technique 105

Technique Closing Sales Electricity 105

PandaDoc

MARCH 25, 2025

The sales process varies greatly depending on the purchase. In this article, well explore the challenges of complex sales and the strategies your team can use to close deals more efficiently. What is considered a complex sale? Sales pros will also do some market and competitive research at this stage.

Objectives and Key Results 52

Objectives and Key Results Contract Legal CRM 52

Veloxy

JUNE 8, 2022

Couple questions here – are your sales stagnating? If yes, then you’re probably looking for new ways to improve your sales performance. Perhaps the answer could be in your sales pipeline. Research shows that top performing companies and sales teams do extremely well when it comes to managing their pipeline. But first….

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Iannarino

AUGUST 1, 2021

In sales, recency bias often influences how we evaluate leads. 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. Readiness to Buy.

Intrinsic 336

Intrinsic Clients Contact Contract 336

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. What is a Discovery Call?

Cold Call 328

Cold Call Pipeline Prospecting Follow-up 328

Martech

SEPTEMBER 12, 2024

Databook’s DatabookGPT is a suite of generative AI capabilities and integrations to assist sales. Assisted authoring capabilities provide sales teams with AI-generated responses to contract questions, emails and summaries for quotes and proposals. Account Plan Creator generates a structured account strategy.

Cross-sell 112

Cross-sell Construction Legal Contract 112

SaaStr

MARCH 18, 2023

Q: Dear SaaStr: Is it Ethical For a Startup CEO to Accept a Sales Commission for Deals They Close Themselves? But not a deal-by-deal commission like a sales rep. 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. But still — I did it once.

Commission 115

Commission Closing Contract Sales 115

SaaStr

JANUARY 25, 2025

Sales cycles are up 50%, discounts are hitting 20% to close deals, and monthly churn has tripled from 1.1% Flexible Payment Terms Are Your New Secret Weapon The old way of rigid annual contracts isn’t cutting it anymore. in just two years. The CAC:LTV ratio has crashed from 5x to 2.8x.

Contract 93

Contract Growth Pipeline CRM 93