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 278

Meeting Contract Sales Clients 278

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

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 84

Sell Customers Contract Construction 84

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

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 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

SaaStr

APRIL 6, 2025

Celebrations are shifting from contract signatures to consumption metrics – Their team is evolving beyond celebrating closed deals to automated alerts for customer usage milestones, fundamentally changing what success looks like. . Databricks recognized this created a dangerous disconnect between sales success and customer success.

Growth 80

Growth Territory Teamwork Cross-sell 80

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 117

GTM X-functional Pipeline Construction 117

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

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 300

Gaming Clients Contract Up-sell 300

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 342

Intrinsic Clients Contact Contract 342

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

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 286

B2B Contact Clients Entertainment 286

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

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 209

Contract Sales Clients Government 209

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

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

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 88

Product E-commerce CRM A/B testing 88

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

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

Hubspot

AUGUST 27, 2024

Increased Conversions AI-powered pricing strategies can help increase online conversions from browsers to buyers by predicting what a customer will pay based on their previous purchasing behaviors. AI pricing helps to maximize revenue and profitability while ensuring that prices remain competitive and aligned with market trends.

Price 72

Price Profit margin Contract Retail 72

Veloxy

JUNE 21, 2021

You’ll start the conversation off with an air of confidence and familiarity. If the customer is a business, this may include new clients, new hires, new contracts, etc. Open-ended questions will help keep the conversation flowing. Yes-or-no questions stop the flow and may end the conversation.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

SaaStr

APRIL 12, 2025

These triggers indicate that the lead is ready for a deeper sales conversation and should be converted into an opportunity. By tightening our qualification process, we improved pipeline efficiency and conversion rates. If they’d sent 3 or more contracts through the system as a PLG / self-serve lead, it was a good one.

SQL 50

SQL Pipeline Contract Meeting 50

PandaDoc

OCTOBER 15, 2024

Key Features: Workflow automation : set up who is on your team, what their role is, and hook integrations with your CRM, proposal management system, and contract management software. Professional services : consulting firms and other large, complex professional services with many moving parts in the contract process.

Legal 52

Legal Contract Cross-sell Finance 52

Sales Hacker

AUGUST 5, 2020

Contract lifecycle management (CLM) software. Aside from legal, Sales is one of the primary departments involved in contracts. And CLM software helps sales teams streamline their contracting process, improve sales-legal collaboration, and free up time for sales reps to focus on revenue-generating activities. Right…?

Contract 134

Contract Legal Negotiate CRM 134

Sales Pop!

SEPTEMBER 23, 2021

And you must also be able to gauge the extent of the power of the legal and contracts teams in the process and strategize accordingly. Have you ever noticed how disconnected conversations can be when a sales rep communicates with a buying organization’s lawyer? Or how smoothly conversations go when the attorneys connect directly?

Legal 212

Legal Finance Contract Networking 212

Sales Pop!

FEBRUARY 15, 2022

Sales managers are quite familiar with the conversations that drive organizational decisions about whether to pursue major deals or to pass on them. You start by breaking each opportunity’s key issues into three categories – Client Issues, Selling Team Issues and Contract Issues. But what do these reasons really mean?

Contract 226

Contract Up-sell Represent Clients 226