SaaStr

MAY 28, 2019

And I made sure that I could correlate the data directly to the top four metrics that matter to our product organization and that’s driving pipeline, driving ACV, annual contract value, driving adoption of our product and attrition.

Product 89

Product Start-ups B2C Growth 89

Salesforce

MARCH 7, 2024

To successfully negotiate a contract in today’s sales climate, you need to prioritize relationship building over persuasion, practice active listening, and empathize with your customers’ challenges. What you’ll learn: What is contract negotiation? Why is contract negotiation important?

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

Lead Fuze

AUGUST 5, 2021

Craig is also the author of “The Small Business’ Guide to Social CRM” Close.io. is a CRM without the fluff. He has spent over 25 years negotiating everything from small sales with individual owners of companies to large scale military project contracts with teams of sales negotiators. The Gist: Close.io

Negotiate 98

Negotiate Sales Retail B2B 98

Salesforce

OCTOBER 22, 2024

A good champion can help facilitate faster deals, bigger contract sizes, and easier account management. A good Customer Relationship Management (CRM) tool is crucial here. And even if your champion is not a manager, they could have influence, and be a valuable resource in helping you win the sale.

E-commerce 87

E-commerce Territory Pitch Sales 87

Salesforce

OCTOBER 25, 2024

Now any costs incurred to obtain and fulfill contracts need to be amortized over the estimated customer lifetime. Beyond the historical data, you’ll need to track every commissionable component, determine which commissions are incremental costs (if any), and allocate costs to multiple performance obligations within every contract.

Commission 52

Commission Territory Transportation Contract 52

Salesforce

MARCH 11, 2024

Take a look at CRM data to see the problems and pain points your customers share. CRM software with AI-powered insights can help here; it can surface insights based on past customers and public data to deliver recommendations for high-value accounts worth going after. You can also organize contacts and track outreach using your CRM.

Sell 59

Sell Cross-sell Territory CRM 59

Salesforce

MARCH 6, 2024

If that doesn’t work, I’ll add another discount of 2% for a multi-year contract to make the deal more enticing. Want to take the #1 CRM for a test drive? If you find yourself in a stalemate, try offering a discount. For example, in negotiations, I might offer a 2% discount for marketing services. Take the free tour

Negotiate 91

Negotiate Price Territory E-commerce 91