Essential Contract Review Tips for Sales Professionals: Read Client Contracts with Confidence
Iannarino
MAY 16, 2024
Ensuring you understand client contracts is crucial for sales success—don't let legal jargon trip you up.
Closing Contract Sales 
The Only Two OKRs for Sales
Iannarino
JULY 31, 2021
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.
Join 26,000+
Insiders
Sign Up for our Newsletter
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Trending Sources
How to Calculate Your Closing Ratio
Iannarino
DECEMBER 23, 2022
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
191 
Sales Contracts: Elements, Process & Best Practices
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
110 
Dear SaaStr: What’s a Resonable Discount for an Annual Contract? How About a 3 Year Contract?
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 113
113 
SaaS Capital: Across 1,500 SaaS Startups, Yearly Contracts Don’t Actually Increase NRR
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 144
144 
Legacy Approach vs Modern Sales Conversation Structures
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 299
299 
Annual Contracts: Maybe Not All They Are Cracked Up To Be
SaaStr
MAY 8, 2021
An annual contract gives you 365 days or so to fix that. I’ve long been a vocal proponent of annual contracts. Close say a $125k contract, even after a healthy sales commission, that’s $100k+ in the bank right now! Annual contracts require P.O., Annual contracts require P.O.,
Contract 125
125 
How To Close A Sale Without Being Pushy
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
143 
How To Use The Soft Close Correctly In Sales
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
144 
How Your Client Justifies Buying from You
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 292
292 
First You Create Value
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 318
318 
How to Organize a Prospect List for Booking First Meetings
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 257
257 
Dear SaaStr: What is The Typical Conversion from Paid Pilot to Annual Contract in SaaS?
SaaStr
OCTOBER 25, 2021
Dear SaaStr: What is The Typical Conversion from Paid Pilot to Annual Contract in SaaS? I.e., allowing new customers to cancel the contract after 60 days for any or no reason if they aren’t happy. In the companies I work closely with, roughly, the conversions vary fairly widely from about 60% to over 90%.
Contract 113
113 
Dear SaaStr: Should We Allow Refunds in a Multi-Year SaaS Contract Paid Upfront?
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 113
113 
How to close more 6-figure deals, according to data
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
162 
50 Top Tips To Take Friction Out of Your Sales Processes. And Close More, Faster.
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 137
137 
The Unrecognized Benefits of Cold Calling
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 336
336 
How to Close a Sale (6 Sales Closing Techniques That Work)
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
105 
The Problem with Problems and Pain
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 306
306 
How Technology Helps you Manage the Sales Pipeline
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
195 
How to Use AI to Close More Sales
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 75
75 
Why You Must First Solve Buying Pain Points in B2B Sales
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 246
246 
Discovery Calls: How to Execute Calls Worth Everyone’s Time
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
328 
3 Sales Ops Strategies to Prevent Deals from Stalling at Closing
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 123
123 
From Legacy to Modern Sales Approaches, Stakeholders | Part 5
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 164
164 
How to Build a High-Performing Inside Sales Team
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
232 
Dear SaaStr: Is it Ethical For a Startup CEO to Accept a Sales Commission for Deals They Close Themselves?
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 112
112 
What is Outside Sales? Everything You Need to Know in 2024
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
242 
Close 50% More by Systematizing Your Sales Follow-Up Process
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
98 
The Complete Guide to Cold Call Scripts
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
298 
Why Your Next Lead Is No Better Than the Last
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 288
288 
The Best Sales Podcasts to Elevate Your Selling Game in 2024
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
233 
The 30-Day Test: How to Know if Your VP of Sales Will Succeed
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 120
120 
Your Sales Cycle is (Probably) Too Long. Try This Instead.
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
141 
How To Ask For The Sale Without Breaking Rapport
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.
BATNA – Why You are So Bad at Sales
SaaStr
MARCH 25, 2021
The other day, a sales leader working asked me how I got to be “so good at sales.” In fact, that’s why I have so much respect for the art and process of sales. I saw you really could be 2-3x better than me in sales, and make it repeatable, and really scale that way. ” I’m not.
Contract 125
125 
Beginner’s guide to the sales process for startups
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 127
127 
Account Based Selling: The Easy Guide for Beginners
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
246 
5 Sales Tech Stack Tools You Should Use in 2023 (High ROI)
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
147 
Dear SaaStr: Should I Fire a Sales Rep That Lied To Several Customers?
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 122
122 
KPIs that connect: 5 metrics for marketing, sales and product alignment
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 131
131 
Gaming The Numbers
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 122
122 
3 Secrets Sales Leaders Swear By
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
143 
Let's personalize your content