Remove Closing Remove Contract Remove Sales
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Essential Contract Review Tips for Sales Professionals: Read Client Contracts with Confidence

Iannarino

Ensuring you understand client contracts is crucial for sales success—don't let legal jargon trip you up.

Contract 217
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The Only Two OKRs for Sales

Iannarino

The Gist: Sales is made up of two parts: Opportunity Creation and Opportunity Capture. Grove had an admirable penchant to treat his sales force as the best source for figuring what was going on with Intel’s clients. Here’s how an OKR breakdown might look for a professional sales force. No more pushy sales tactics.

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How to Calculate Your Closing Ratio

Iannarino

On LinkedIn and other social media platforms, you will find advice like "Don't close deals, open relationships." This implies that asking your client to sign a contract will somehow harm them. In reality, closing the deal allows you to provide the improvement they need.

Closing 191
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Sales Contracts: Elements, Process & Best Practices

Salesforce

” 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
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Dear SaaStr: What’s a Resonable Discount for an Annual Contract? How About a 3 Year Contract?

SaaStr

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 113
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SaaS Capital: Across 1,500 SaaS Startups, Yearly Contracts Don’t Actually Increase NRR

SaaStr

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 144
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Legacy Approach vs Modern Sales Conversation Structures

Iannarino

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.