SaaStr

MARCH 13, 2025

Contract Length Progression: Are you seeing movement from 3 to 6 to 12-month contracts? The 5 Key Metrics That Matter Now Production Use Case Ratio: What percentage of your revenue comes from production vs. experimental use cases? Usage Stability: How stable is usage 30 days after new feature releases?

Growth 111

Growth Strategic partnership Contract GTM 111

Sales Pop!

MAY 30, 2023

Contract job boards can be a fantastic resource to connect with employers and secure exciting contract positions. To help you make the most of contract job boards, we’ve put together a comprehensive guide with valuable tips and tricks. Contract jobs on the Quality Contracts site for example.

Contract 130

Contract Negotiate Referrals Networking 130

Iannarino

JULY 31, 2021

Key Result Two: Exchange of contracts (either we provide them our contract, or the client provides us with theirs). Key Result Three: Signed contracts. A contract is an excellent sign that you’ll win a client’s business. Signed contracts, of course, are won deals. What You Need to Know.

Objectives and Key Results 342

Objectives and Key Results Contract Sales Clients 342

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 123

GTM Contract CRM Technology 123

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 113

Assembly Line Contract B2C GTM 113

Partners in Excellence

FEBRUARY 12, 2025

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. Why were they entering them so late? A few sellers, then more, broke the code.

Gaming 121

Gaming Contract Pipeline CRM 121

Search Engine Land

JANUARY 22, 2024

Appen, an Australian data services company that Google contracted with for a large number of its third-party search quality raters, was notified by Google that its contract is ending on March 19, 2024. Appen is one of a few sources that Google uses to contract quality raters. of revenue at a gross margin of 26% for the company.

Contract 118

Contract Represent Process Service 118

Martech

SEPTEMBER 20, 2024

Review the contract There are times in business when a lawyer is called for. Go over the contract with a legal expert. The contract should have a data breach notification requirement and possibly what remediation is required of the vendor. How to do this should be in your incident response plan. This is absolutely one of them.

Government 120

Government Legal Contract Commission 120

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 313

Contract Sales Process 313

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 127

B2B Contract GTM CRM 127

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 324

Clients Contract Contact Conversion 324

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 125

GTM Contract Clients Campaign 125

Sales Pop!

FEBRUARY 18, 2025

But its after the contract is signed and when the wedding day has ended that the real work begins. Similarly, in pursuing a prospect, sales teams work diligently to show responsiveness, attention to detail and follow-up in every transaction, hoping to enhance their reputation.

Customers 178

Customers Contract Networking Up-sell 178

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 117

B2B Contract Consult Price 117

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 286

Meeting Prospecting Contract Contact 286

SaaStr

OCTOBER 16, 2024

Put in a system to control contracting. We did a recent SaaStr survey and you said 97% of software sales execs lie at least sometimes, a little: Control it, or it will spiral. Join calls / Zooms. Read their email. But also, expect some lies, and a lot of stretching of the truth, to a certain extent. Unfortunately.

Customers 124

Customers Contract Sales Closing 124

SaaStr

NOVEMBER 30, 2024

The 90-Day Revenue Test While 30 days is enough to evaluate their hiring decisions, you should see clear revenue improvements within 90 days (or one full sales cycle).

Pipeline 122

Pipeline Contract Sales Growth 122

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 274

Meeting Contract Sales Clients 274

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 272

Contract Contact Clients Sell 272

SaaStr

FEBRUARY 8, 2025

Their unique contract structure, where additional seats came at no extra cost during the contract term, meant CS could focus entirely on driving valuable adoption that would translate into massive expansion revenue at renewal time. Just ask Matt O’Connor, who led success teams at both Slack and Tableau.

Customers 109

Customers Government Contract Strategize 109

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

SaaStr

JANUARY 15, 2025

Ditch Long-Term Contracts So how does Mangomint maintain 110% NRR without any traditional sales contracts? “Customers stay with us and often when they leave, they come back to avoid heavy long-term contracts.” “The evidence is in the numbers,” Marchelle explains.

Contract 111

Contract Sales Cold Call Trust 111

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 273

Contract Clients Sales 273

Martech

OCTOBER 15, 2024

Marketers must: Ensure that contracts include essential features. They are well-positioned to help procurement understand which features should be included in contracts and the benefits they can bring to the company’s marketing processes. Determining how they fit within the overall marketing technology stack and architecture.

Contract 110

Contract Negotiate Strategize Technology 110

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 271

Commission Contract Represent Clients 271

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 268

Sell Negotiate Contract Contact 268

Sales Gravy

FEBRUARY 4, 2025

Recognize the Real-World Obstacles Whether your customer has to bid on government contracts, secure large client projects, or get internal buy-in from multiple stakeholders, their success dictates your sale. The conversation with Zack revealed practical strategies you can use to overcome these hurdles and keep your own pipeline healthy.

Sell 84

Sell Customers Contract Construction 84

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 251

Contract B2B Clients Sales 251

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 337

Contract Contact Clients Prospecting 337

SaaStr

OCTOBER 14, 2024

A few bits of advice you hear a lot in SaaS that I think often don’t really work in practice: Move to annual contracts to generate more cash. Sure, if customers want to pay annually for a discount — do it. But if your product is cheap, many will prefer to pay monthly.

Contract 121

Contract Engineering Product Customers 121

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 258

Negotiate Contract Price Sales 258

Martech

AUGUST 13, 2024

State privacy laws now emphasize accountability, requiring businesses to ensure partners handle personal information lawfully, with mandatory audit provisions in contracts,” said Michael Hahn, EVP, general counsel, IAB and IAB Tech Lab, in a release. And that’s where a solution for all these parties comes in.

Contract 112

Contract Launch Campaign Meeting 112

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 238

Clients Contract 238

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 242

Closing Contract Clients Sales 242

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 240

Follow-up Clients B2B Contract 240

Salesforce

SEPTEMBER 19, 2024

They can use SMS to renew a customer’s contract and onboard them to the latest features with Service in the loop. For example, a telecom company can use Advanced Edition to keep their Sales and Service teams informed of their customer’s actions throughout the churn campaign using data-triggered workflow automations.

Territory 126

Territory Launch Growth Contract 126

Sales Hacker

OCTOBER 11, 2024

For example: Revenue is driven by metrics like win rate, ACV (average contract value), and number of deals closed. You can’t change what’s already happened. What you can do is focus on metrics that lead to those results. Pipeline metrics might include MQL-to-SQL conversion rates, number of activities per rep, or open rates on emails.

GTM 115

GTM X-functional Pipeline Construction 115