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

Iannarino

APRIL 14, 2023

He also mentioned that getting the questions right would end up with him signing my contract. With that, I was forced into the world of conversational sales. 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.

Meeting 274

Meeting Contract Sales Clients 274

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. You can even incentivize conversions for free-trial users. Flexible contract terms and proactive support can help too. Provide clear value propositions for an upgrade to paid versions.

B2B 115

B2B Contract Consult Price 115

Martech

OCTOBER 21, 2024

The client took screenshots of the reports and canceled the contract. This information plus all the historical data (ads generating, ad impressions, clicks, conversions) belongs to the organization running the campaigns (the agency), not the client. The charges didn’t justify the cost, even with a reasonable markup fee.

GTM 123

GTM Contract Clients Campaign 123

Salesforce

SEPTEMBER 19, 2024

Unified Conversations for SMS allows brands to bring together conversations across Marketing, Service, and Commerce so customers can have a two-way dialogue with your business using a single SMS number. They can use SMS to renew a customer’s contract and onboard them to the latest features with Service in the loop.

Territory 126

Territory Launch Growth Contract 126

SaaStr

JANUARY 15, 2025

Mangomint’s early sales success came from Michelle’s ability to have a personal conversation with salon and spa owners that maybe someone who worked at a more traditional software company might struggle to have. Ditch Long-Term Contracts So how does Mangomint maintain 110% NRR without any traditional sales contracts?

Contract 109

Contract Sales Cold Call Trust 109

Martech

JULY 29, 2022

At its most basic, that means investing marketing and sales resources in guiding high value accounts through the journey to conversion. The conversation with the customer reference probably won’t need to be as detailed as the conversation with the vendor, but here are our tips for questions to ask: Why did you move to an ABM tool?

Contract 119

Contract B2B Technology Technology 119

Martech

OCTOBER 15, 2024

Marketers must: Ensure that contracts include essential features. Dig deeper: Winning the martech procurement process Next steps for marketers Marketers should participate in discussions about martech platforms’ capabilities to ensure they align with how customer data is collected and used for activation, engagement and conversion.

Contract 108

Contract Negotiate Strategize Technology 108

Sales Gravy

FEBRUARY 4, 2025

The conversation with Zack revealed practical strategies you can use to overcome these hurdles and keep your own pipeline healthy. 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.

Sell 80

Sell Customers Contract Construction 80

Hubspot

NOVEMBER 12, 2024

Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. In the end, it became one of the biggest contracts we had ever secured at that time. "As A gentle approach and the option to end the conversation often encourage a response. “In

Prospecting 81

Prospecting Contract Follow-up Pitch 81

Iannarino

JULY 28, 2021

The ability to have a synchronous conversation is also the key to acquiring the other benefits, some of which may seem counterintuitive but will still enhance your professional growth and development. Do Good Work: How can you have more conversations with your clients? Eliminating Fear of Your Client. Hearing the Word No.

Cold Call 352

Cold Call Clients Contract Meeting 352

Sales Hacker

MAY 4, 2023

Operation pros—don’t miss this conversation on getting the most out AI in contract management. Identifying opportunities and risks (enabling teams to improve contract terms and conditions to negotiate better deals) Enhancing visibility into contracts— informing decisions, optimizing performance, and improving customer experience.

Contract 98

Contract Legal Negotiate Conversion 98

Sales Gravy

JANUARY 1, 2025

Discover the secrets to lead follow up and conversion after trade show, conference, and events. For instance, a lead might take 20 months to convert into a customer due to factors like contract timing or budget availability. These small details can help spark meaningful conversations and demonstrate genuine interest in the lead.

Follow-up 98

Follow-up CRM Contract Customer Relationship Management 98

Martech

SEPTEMBER 12, 2024

Oracle Cloud CX enhances personalization and improves upsell and cross-sell conversions. Assisted authoring capabilities provide sales teams with AI-generated responses to contract questions, emails and summaries for quotes and proposals. Sprout Social added features to its social media management software.

Cross-sell 110

Cross-sell Construction Legal Contract 110

Sales Hacker

OCTOBER 11, 2024

The Sales Leadership Framework Behind Multiple $100MM ARR Orgs Whether on the podcast, a one-to-one conversation, in GTMfund’s Slack, in a digital live event… the same pattern surfaces: the best leaders develop and leverage systems. Visit vanta.com/gtmnow to learn more about Questionnaire Automation. Document Crunch – announced a $21.5M

GTM 116

GTM X-functional Pipeline Construction 116

Salesforce

OCTOBER 14, 2024

With the technical sophistication that’s available now, the industry is rapidly evolving from assistive conversational automation to role-based automation that augments the workforce. Einstein Copilot was a generative AI-powered conversational assistant that derived its intelligence from a mechanism called Chain-of-Thought reasoning (CoT).

Engineering 128

Engineering Represent CRM Follow-up 128

Martech

FEBRUARY 2, 2023

Of all of the different types of marketing software, conversion optimization platforms are perhaps the easiest to justify. Dig deeper: What is a conversion optimization platform? Questions for vendors Questions to ask each vendor include: What kind of conversion rate improvements do you typically see with your clients?

Conversion 111

Conversion Contract Follow-up Account management 111

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. When a prospect first reaches out for more information, I’ve found that engagement is at its peak.

Closing 80

Closing Contract Technique Sales 80

Martech

JANUARY 14, 2025

Her team stopped hiding behind automation and started engaging in real customer conversations. When marketing helps close eight-figure contracts, budget conversations become much easier. Or you can use this moment to change the conversation completely. One CMO reduced her martech spend by 40% and saw lead quality improve.

Pipeline 121

Pipeline Contract Growth Campaign 121

SaaStr

JANUARY 25, 2025

Flexible Payment Terms Are Your New Secret Weapon The old way of rigid annual contracts isn’t cutting it anymore. A fascinating case study: One $160M ARR company implemented flexible payment terms and saw: 50% jump in conversion rates $2.5M

Contract 93

Contract Growth Pipeline CRM 93

Iannarino

JULY 15, 2021

There is a tendency for busy people (and people who pretend to be busy) to rush conversations, including meaningful discussions about their future. Conversely, having less time is a tremendous disadvantage, limiting how much you can cover. First, your conversation needs to create value for your contacts.

Gaming 299

Gaming Clients Contract Up-sell 299

Hubspot

AUGUST 26, 2024

I identified a key stakeholder with purchasing authority, reached out with a simple yet elegant email pitch, and they responded asking me for a contract they could sign right away. No one is going to sign a contract on your first outreach, and they probably won’t even respond to your email or answer the phone.

Follow-up 85

Follow-up Contract Sales Technology 85

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 336

Intrinsic Clients Contact Contract 336

Martech

FEBRUARY 21, 2025

If youre evaluating and selecting a marketing mix model solution, make sure to: Engage stakeholders across marketing, finance, data management, supply chain and executive partners to document data and output requirements, securing enterprise-wide buy-in before contract execution.

Finance 116

Finance Drivers/motivators Technique Contract 116

Tibor Shanto

SEPTEMBER 21, 2021

At this point they may consider contracting a duct cleaner, or go ductless, (geese only). Like opening conversations early, by doing some work as to “where they may be at.” They want to understand climate change’s impact of on their plants, they are nowhere near ready to buy duct cleaning. Birds Of A Feather.

Cross-sell 287

Cross-sell Territory Contract Start-ups 287

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. Much of that energy is spent on conflict-heavy conversations that we are neither part of nor privy to, even though our initiative prompted the conflict. Limited Time.

Intrinsic 321

Intrinsic Quota Clients B2B 321

Iannarino

MARCH 2, 2023

This strategy is still effective, as recognizing the prospective buyer's pain points allows for a good and effective sales conversation. Because you already know what your potential B2B customer needs to do to improve their results, you can easily start a conversation about the problems and pain points. cta_two]]

B2B 284

B2B Contact Clients Entertainment 284

Search Engine Land

JULY 22, 2024

By targeting a similar buyer base and including products they want, rather than relying on big brand budgets, you can achieve more conversions with affiliate and paid sponsorship links, encouraging them to make another media purchase. Get the newsletter search marketers rely on. Business email address Sign me up!

Niche 98

Niche Retail Promote Follow-up 98

Sales Pop!

JULY 19, 2024

Second Story Cheryl could not be with us on vacation due to contracting a bad episode of COVID. The one-word question is like a magic wand turning the conversation into a serious back-and-forth with a desirable outcome most of the time. Before ending any conversation, it’s always best to ask again, ‘Do you have any questions?’

Government 204

Government Referrals Contract Technique 204

Veloxy

AUGUST 6, 2021

These are calls where the deal gets moved across the line, contracts get signed and reps earn their commissions. Simply put, a discovery call is the first conversation a rep has with a prospect after they show initial interest in a product. 5: Ensure Two-Way Conversation. This is where discovery calls come to the rescue.

Cold Call 328

Cold Call Pipeline Prospecting Follow-up 328

Martech

JANUARY 8, 2025

Pro tip : Include a call to action in your follow-ups that drives the conversation forward whether its booking the next meeting, signing a document or reviewing a resource. And make digital signature tools like DocuSign or Adobe Sign your go-to for contracts. A single click beats printing, signing and scanning any day.

CRM 119

CRM Follow-up Sales Prospecting 119

Iannarino

JUNE 17, 2021

One of the most significant changes in the way that we sell involves who we choose to engage in the sales conversation. At one time, as a salesperson, you would be told to find “the decision-maker,” the single individual who could sign a contract. The legacy solution approach seeks the buying committee. Part 4 | Discovery.

Contract 195

Contract Sales Clients Government 195

Search Engine Land

JULY 25, 2024

But when defending our retainer or contract renewal, businesses want to know how their SEO spend will tangibly impact the bottom line. Turn these into a competitive advantage to create a conversation with new prospects. That’s great. Customers’ spending habits often change, and you may have to go against your instincts.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

Partners in Excellence

MARCH 7, 2025

This week, two separate conversations with CROs. They sold very complex configurable systems, so time had to be spent with experts configuring them, pricing them, developing contracts. For example, one of the CROs I mentioned reviews every contract, because her contracting team and the legal teams miss important issues.

Contract 62

Contract Legal Represent Meeting 62

SaaStr

MARCH 23, 2025

When Graham joined in February of last year, Codeium had approximately 200 customers generating low single-digit millions in revenue, combining self-service and enterprise annual contracts. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1. Hire “good humans” who are exceptional operators.

GTM 97

GTM Territory Pipeline Growth 97

Salesforce

AUGUST 15, 2024

Drift : Using prospect engagement data directly from your website, this tool helps craft conversational messaging and hyper-personal chat functions. Conga Contracts : Close deals faster with automated contract creation, controlled negotiations, eSignatures, and streamlined reporting.

Product 82

Product E-commerce CRM A/B testing 82

Hubspot

JANUARY 14, 2025

From the initial discovery email or phone call to the final contract negotiation conversation, they ensure every touchpoint adds value for the prospect. If you want to attract and engage a sales champion, involve them in the conversations (and spaces) that matter. Sales champions take crushing it to a whole new level.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78