SaaStr

FEBRUARY 27, 2023

To buy potential customers out from long-term contracts they’ve already signed and paid for with the competition. It’s that simple: A customer 6 months into a 12-month contract? Buy-out contracts. I get that most sales teams aren’t structured to really put in the work here, to steal a customer. What did it do?

Contract 130

Contract Commission Price Sales 130

SaaStr

NOVEMBER 1, 2024

Dear SaaStr: When Should a SaaS Company Allow Month-to-Month Contracts vs. Requiring Annual? Get those annual contracts whenever possible … and where it works for the customer.But … Most of the time, it’s a false choice. Bigger companies want to sign annual contracts, especially in exchange for discount s.

Contract 104

Contract Price Up-sell Trust 104

Sales Hacker

SEPTEMBER 17, 2024

Discussed in this Episode: The current state of MarTech and RevTech, and why we’re headed for a “great contraction” after years of expansion. The post GTM 112: The Ultimate MarTech Guide and the Great Contraction with Austin Hay appeared first on GTMnow.

GTM 109

GTM Contract CRM Technology 109

Anthony Cole Training

MARCH 25, 2021

When you get to the offer step in your hiring process, it can be tempting to rush ahead and get your candidate contracted. However, this is a critical point in your system that cannot go overlooked.

Contract 311

Contract Sales Process 311

SaaStr

DECEMBER 18, 2024

Dear SaaStr: What is the best way to deal with an “unauthorized signer” on a contract in SaaS sales? A large company signed a contract to buy about $30K worth of software from us, and then the person who signed the contract said he didn’t have the authority to. I’ve been there, on both sides of it.

Contract 69

Contract Legal Prospecting Service 69

Iannarino

JULY 6, 2021

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. Here are four characteristics of value creation that tip the scales in your direction.

Clients 314

Clients Contract Contact Conversion 314

Iannarino

FEBRUARY 27, 2023

Or perhaps you owe another client an edited contract for a new offering they are interested in buying. 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.

Meeting 284

Meeting Prospecting Contract Contact 284

Iannarino

MARCH 13, 2024

Since the contract was signed, these clients have been generating enough commissions that the senior salespeople are comfortable with their income and become complacent. It is common for large, mature sales organizations to have several salespeople who once acquired new logos, but haven’t signed a new major client in ages.

Commission 253

Commission Contract Represent Clients 253

Veloxy

DECEMBER 21, 2021

signNow – Get it now here : Non-selling activity tied to proposals and contracts account for over 180 hours every year per salesperson. The contract was signed? Not to mention the rapid results we received once we deployed Veloxy—300% funnel size growth in the first month, 400% sales growth by the second month.”

Tradeshows 348

Tradeshows Contract Sales Contact 348

Iannarino

APRIL 14, 2023

He also mentioned that getting the questions right would end up with him signing my contract. I was preparing to share my company’s slide deck, but before I could start, he told me to put it away. He had a list of questions for me. With that, I was forced into the world of conversational sales.

Meeting 262

Meeting Contract Sales Clients 262

Iannarino

DECEMBER 28, 2022

This is a good starting point because you already have contacts and contracts, making this strategy fast. To grow, you need net new business. There are two ways to do this. One is to sell more to your existing clients. The second way to increase your revenue is to acquire new clients.

Contract 255

Contract Contact Clients Sell 255

Iannarino

APRIL 1, 2022

To the client, they’re afraid, these words sound like, "I know you have no authority to make this decision and I need to know who is going to sign my contract.". For example, some salespeople cringe at asking "Who is going to need to approve and sign off this initiative?"

Contract 259

Contract Clients Sales 259

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.” With a signature on a contract, you are confident that you can put your client in a better position.

Contract 333

Contract Contact Clients Prospecting 333

Iannarino

DECEMBER 29, 2022

If you performed well, your contact would sign a contract. As a salesperson, you might have called on a decision-maker once or twice. Often, you and your contact were the only people in the room. While you could expect objections and a negotiation over price, selling was relatively straightforward.

Sell 247

Sell Negotiate Contract Contact 247

Anthony Cole Training

SEPTEMBER 2, 2022

Negotiate by definition is to deal or bargain with others in preparation of a contract or business deal. As a verb, negotiate means to move through in a satisfactory manner. In the world of selling, both of those definitions are relevant and important.

Negotiate 241

Negotiate Contract Price Sales 241

Iannarino

NOVEMBER 19, 2023

The most desirable clients have not been waiting for you to show up in their world, as they have signed a contract with one of your many competitors. To win your dream client, you will need patience and persistence.

Contract 230

Contract B2B Clients Sales 230

Iannarino

APRIL 25, 2023

You have a signed contract, and their paperwork is complete. Congratulations! You won your big deal dream client after pursuing them for two years.

Clients 216

Clients Contract 216

Iannarino

DECEMBER 23, 2022

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

Closing 216

Closing Contract Clients Sales 216

Iannarino

AUGUST 7, 2023

You have a signed contract, your operations team is executing, and you are pursuing your next prospective client. After a long pursuit, you have won your dream client. You have heard nothing from your team or your client, so you assume everything is going as planned—until your client calls to tell you they are having problems.

Follow-up 211

Follow-up Clients B2B Contract 211

Tibor Shanto

SEPTEMBER 21, 2021

At this point they may consider contracting a duct cleaner, or go ductless, (geese only). They want to understand climate change’s impact of on their plants, they are nowhere near ready to buy duct cleaning. Assuming we can make them become Aware, they will start the Consideration of how to address their new awareness? Birds Of A Feather.

Cross-sell 287

Cross-sell Territory Contract Start-ups 287

Iannarino

JULY 28, 2021

When you ask for a meeting, a signature on a contract, a signature on a check, or just to take the next necessary step, sometimes the answer is no. Your experience with small bouts of conflict will help you build up an immunity, one you will need later. Hearing the Word No.

Cold Call 347

Cold Call Clients Contract Meeting 347

Iannarino

JUNE 17, 2021

At one time, as a salesperson, you would be told to find “the decision-maker,” the single individual who could sign a contract. The task force usually included a person with the authority to say yes and sign a contract. You are still going to need a person with the formal authority to sign a contract. Do Good Work.

Contract 180

Contract Sales Clients Government 180

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. To solve your client’s problem, you have to solve the problems that prevent them from solving the problem. The deadline for my fourth book is looming.

Intrinsic 323

Intrinsic Quota Clients B2B 323

Iannarino

JULY 19, 2021

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. A large part of this conversation answers questions about what the client needs to do and how they do it, including managing the change initiative. Presentation and Proposal.

Conversion 319

Conversion Clients Sales Presentation 319

Iannarino

AUGUST 1, 2021

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

Intrinsic 308

Intrinsic Clients Contact Contract 308

Martech

SEPTEMBER 12, 2024

A novel development, however, is the incorporation of data from back office sources including finance, contracts, product usage and supply chain. In addition, enhancements to Oracle’s revenue transformation solution include: Unified CPQ, contracts, and order management helping to organize and execute complex sales agreements.

Assembly Line 122

Assembly Line Contract B2C GTM 122

Iannarino

JULY 15, 2021

To win a deal , you are going to need someone who can sign a contract. For a very long time, we have trained salespeople to start the conversation with “the decision-maker,” an approach that provides a partial truth. Most big decisions are going to include stakeholders whose business cards do not say “decision-maker.”

Gaming 296

Gaming Clients Contract Up-sell 296

Martech

JULY 15, 2024

Efforts to mature a martech stack require far more than a technical focus; it is important to consider other factors, including contracts, ownership, organizational goals and others. Contract When does the contract end? How much time is needed to decide how to renew or retire a contract? What does it do?

Contract 125

Contract UX Technology Technology 125

Iannarino

MARCH 2, 2023

Unless root causes are addressed, the ink on the contract won't be dry before the client fires the company and starts over. The salesperson who marches straight to solving their contact's problem without exploring root causes may win the client's business. However, the client won’t experience the better results they expected.

B2B 276

B2B Contact Clients Entertainment 276

Martech

OCTOBER 19, 2023

To find it, do these calculations: Revenue = Sales amount × Average order value (or sales price) For example, you have signed 21 new contracts during the last year, with an average value of $7,500. This means that your revenue from the last year is $157,500. My advice is to monitor this metric in dynamics compared to the previous period.

Product 136

Product Contract Drivers/motivators SQL 136

Martech

NOVEMBER 7, 2024

The not-so-hidden high costs and long contracts ABM platforms are expensive. Many providers require long minimum contracts, often locking companies into a year or more of service with six-figure annual fees.

B2B 133

B2B Contract GTM CRM 133

Martech

JANUARY 9, 2024

Influencers who manage their own partnerships will have varying levels of experience and expectations regarding compensation and contract terms. Get your contract and rules sorted, especially if you need NDAs or input from your organization’s legal team. Be prepared for negotiation. Don’t forget the legal bits.

Niche 138

Niche Negotiate Contract Legal 138

Search Engine Land

JUNE 28, 2024

Here’s what Suleyman told CNBC’s Andrew Ross Sorkin at the Aspen Ideas Festival: “…With respect to content that is already on the open web, the social contract of that content since the ’90s has been that it is fair use. There is no such “social contract” that I’m aware of. Why we care.

Contract 123

Contract Legal 123

Martech

OCTOBER 21, 2024

The client took screenshots of the reports and canceled the contract. Carefully review all contracts and terms of service to ensure they explicitly state that the work and any data generated are owned by your organization (the client). The charges didn’t justify the cost, even with a reasonable markup fee.

GTM 132

GTM Contract Clients Campaign 132

Martech

FEBRUARY 29, 2024

Review vendor contracts objectively with an open mind In a “do more with less” scenario, leaders often consider canceling vendor contracts to cut costs. On the other hand, leaders who adhere to “getting more value out of what we have” will renegotiate current vendor contracts.

Contract 122

Contract Technology Technology Price 122

Martech

AUGUST 19, 2024

That means there’s an increased likelihood of terminating the contract because the tool is no longer needed and/or its champion is gone. Flexible contract terms and proactive support can help too. You can mitigate this risk by ensuring the product offers ongoing value beyond the scope of the original product.

B2B 126

B2B Contract Consult Price 126

SaaStr

MARCH 6, 2024

Seat Contractions Have Brought NRR Down From 120% to 111% While 111% NRR is still quite an engine at this scale, the drop in NRR from seat contractions explains a good chunk of the headwinds Okta has seen. #2. Their multi-million dollar contracts are 30%. #5. AWS alone generated $175m of contract value for Okta, growing 130%.

Contract 111

Contract Engineering B2B Growth 111