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 272

Meeting Prospecting Contract Contact 272

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 302

Clients Contract Contact Conversion 302

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 120

Contract Closing Customers Sales 120

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 325

Contract Contact Clients Prospecting 325

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 90

Contract Price Commission Closing 90

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

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 341

Cold Call Clients Contract Meeting 341

SaaStr

MAY 25, 2020

I recently put out a call on Twitter and LinkedIn on folks’ top tip to take friction out of their sales processes. “Presumptive close in a transactional sale. “At In your contracts. ” — Jesse Woodbury, Enterprise Sales, GoQuiq. “E contract” — Julie Grieve, CEO CritonHQ.

Closing 135

Closing Process Contract Price 135

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. By using HubSpot’s AI chatbot builder, we enabled our prospects to get answers to their questions 24/7/365, regardless of sales rep availability.

Closing 80

Closing Contract Technique Quota 80

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 262

B2B Contact Clients Entertainment 262

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 316

Intrinsic Quota Clients B2B 316

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

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 173

Contract Sales Clients Government 173

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

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

Veloxy

JUNE 23, 2021

As any business will attest, there’s no greater feeling than when your company grows and reaches a point where you need to expand your inside sales team. Naturally, more salespeople means more sales which translates to more revenue. According to the Harvard Business Review, the average annual turnover in sales is about 30%.

Inside sales 232

Inside sales CRM Sales Pipeline 232

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 116

Closing Contact Sales Follow-up 116

Veloxy

FEBRUARY 15, 2024

Looking for the best sales podcasts to boost your numbers and master the art of the deal? Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game.

Gaming 233

Gaming Sell GTM Technique 233

Veloxy

DECEMBER 28, 2023

The world of sales is vast, and if you’re a sales professional, you’ve likely been exposed to both inside and outside sales roles. However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

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

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 296

Intrinsic Clients Contact Contract 296

Veloxy

JUNE 21, 2021

Introduction Opening Lead Qualification Closing the Sale. Introduction Opening Lead Qualification Closing the Sale. It might go something like this : Sales Rep: Hey—John? Sales Rep: This is Peter with Veloxy. Prospect: I was just heading out the door… Sales Rep: Not a problem.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Spiro Technologies

OCTOBER 7, 2021

Percentages are important in sales, not the least bit because commission checks tend to be calculated as a percentage of our monthly quotas. But there is one percentage that’s probably more important to salespeople than the others: their closing percentage. Define (then refine) your value proposition . Ask for referrals .

Closing 111

Closing Referrals Commission Contract 111

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 124

CRM Follow-up Sales Prospecting 124

Sales Hacker

APRIL 15, 2021

Yep, the typical over-confident sales guy. Kind of like on a sales call. Tempo on the sales call and in the sales process is everything for us. The One-Call Close. We run a one-call close model. We run a one-call close model. 97 of them closed on the first call. You’re losing tempo.

A/B testing 141

A/B testing Contract Sales Closing 141

The 5% Institute

OCTOBER 24, 2021

One of the most critical parts of sales training , is learning how to ask for the sale. 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.

Objectives and Key Results 144

Objectives and Key Results Consult Technique Closing 144

Martech

OCTOBER 19, 2023

While businesses value the synergy between marketing, sales and product teams in theory, they often struggle to create a cohesive atmosphere and deliver seamless customer experiences in practice. HubSpot also found that looking into revenue generated, conversions and deal closing rate indicates if the teams align properly.

Product 135

Product Contract Drivers/motivators SQL 135

Veloxy

NOVEMBER 15, 2022

What are the benefits of account based sales strategies? It focuses on utilizing prospecting processes, which enables Sales Development Representatives (SDRs) to screen multiple pre-qualified business accounts, and subsequently guides their future sales decisions. want shorter, faster sales cycles? (

Sell 246

Sell Objectives and Key Results SQL B2B 246

Veloxy

OCTOBER 24, 2022

As a sales manager, you have a crazy number of options to choose from to build the ultimate sales tech stack. It was recently found that 67% of sales teams have 4 to 10 sales tools in their tech stack. This is great, however, B2B sales teams are struggling with low team adoption and unclear ROI. Mindtickle.

Quota 147

Quota Contract Account management Price 147

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 86

Commission Closing Contract Sales 86

Gong.io

SEPTEMBER 3, 2020

No one said sales was fair. Because the questions sales leaders had all-but-written-off as impossible to answer. And some sales leaders (1000 of them, give or take) are already getting ahead. That spells the end of improvised sales processes. That means turning your teams into a sales powerhouse. .

Sales 143

Sales Contract Strategize Follow-up 143

SaaStr

MARCH 24, 2021

If you want to hire your first sales rep and close more deals, you need to understand how the sales process works, what tools your team needs to be successful and learn to speak sales. Sales definitions you should know. CRM objects — Represent the sales relationship you have with a specific person or company.

Process 119

Process Pipeline CRM Contract 119

SaaStr

NOVEMBER 30, 2024

Here’s an uncomfortable truth about SaaS companies: the majority of first-time VPs of Sales don’t make it past 12 months. The 30-Day Evaluation Framework Test #1: Did They Bring in 1-2 Great Sales Reps in the First Month? The 30-Day Evaluation Framework Test #1: Did They Bring in 1-2 Great Sales Reps in the First Month?

Pipeline 109

Pipeline Contract Sales Growth 109

Sales Hacker

JULY 22, 2021

Marketing and sales team alignment is the mythical holy grail for most companies. Marketing teams find it hard to accept that all those opportunities they worked so hard to create failed to close. Marketing teams find it hard to accept that all those opportunities they worked so hard to create failed to close. Sounds familiar?

SQL 117

SQL Quota Contract Objectives and Key Results 117

Salesforce

DECEMBER 4, 2023

Ever been overwhelmed by the sheer volume of sales data you’re tracking — and confused by the metrics that matter? Below, we give you everything you need to know about sales KPIs that ensure a healthy, productive, and growing business. What you’ll learn: What are KPIs in sales? Why are sales KPIs so important?

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

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 96

GTM X-functional Pipeline Construction 96

Salesmate

OCTOBER 15, 2020

A dried-up sales pipeline is an unpleasant sight that most sales reps dread. Several sales managers and reps are aware of the buzzword “sales pipeline”. Sadly without a healthy pipeline achieving sales goals becomes a more challenging task. They are the ones who succeed in sales. What is the sales pipeline?

Pipeline 143

Pipeline Negotiate Appointment Sales 143