Martech

AUGUST 10, 2022

Contracts are complex for a reason. I’ve seen and heard of my share of contract gotchas. When you decide to churn from the vendor, does your contract allow you to keep and use the data you’ve pulled into your CRM or other systems after the relationship ends? Here are some generalizations to look out for.

Contract 114

Contract Contact Price Legal 114

Martech

FEBRUARY 7, 2025

Contract timing My team once negotiated a contract with a new vendor where timing was critical. By collaborating with our procurement team, we negotiated a delayed contract start date while signing in time to secure the incentives. It also signaled that we valued them as partners.

Contract 103

Contract Non-Profits Hospitality Negotiate 103

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. At its core, this approach helps prospects feel understood and respected, paving the way for smoother negotiations and a more positive buyers journey ; thats why it works.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

Sales Hacker

DECEMBER 6, 2019

If you confuse objection handling and negotiating , you could be losing sales. . In this article, we’ll look at what objection handling and negotiating are (and what they aren’t). Then we’ll go in-depth to look at 5 techniques for handling objections and sales negotiation, so you always walk away with a win. Negotiation.

Objection handling 113

Objection handling Negotiate Drivers/motivators Technique 113

Sales Hacker

OCTOBER 9, 2020

Unfortunately, once the contract leaves your hands, the ball is no longer in your court. Instead of pacing back and forth, waiting for your contracts to come back, how can you take back control of this process to get your sales contracts signed faster? #1. Identify All the Contract Stakeholders. Use a Contract Overview.

Contract 100

Contract Legal Negotiate Sales 100

Sales Hacker

MAY 4, 2023

Operation pros—don’t miss this conversation on getting the most out AI in contract management. Experts join to share how you can enhance efficiency, reduce risk, and increase customer satisfaction to give revenue the boost it needs.

Contract 98

Contract Legal Negotiate Conversion 98

Sales Pop!

NOVEMBER 5, 2021

We needed multiple contracts with hardware and software vendors. I contracted with the Austrian government to explore open source’s possibilities. We didn’t have to outlay money for hardware, negotiate with vendors, or hire staff to run the data center. In our case, we retain customer data for a maximum of 35 days.

Pipeline 241

Pipeline CRM Territory Contract 241

Salesforce

OCTOBER 14, 2024

Agentforce is a suite of out-of-the-box AI agents — autonomous, proactive applications designed to execute specialized tasks — and a set of tools to build and customize them. Agentforce represents a quantum leap in AI automation for customer service, sales, marketing, commerce, and more. Transfer to human agent.

Engineering 128

Engineering Represent CRM Follow-up 128

PandaDoc

SEPTEMBER 28, 2022

A wide variety of possible price negotiation strategies exist but all of them have a common baseline. Customers often try to haggle at the last minute when it’s really too late to back out of previous agreements. That’s why successful bargaining requires special knowledge of negotiation tactics and advanced negotiation skills.

Negotiate 98

Negotiate Price Gaming Contract 98

Partners in Excellence

APRIL 26, 2021

We tend to take for granted that our customers know how to buy. We assume they know how to get approval, how to contract, how to issue an order. Customers need our help! We need to guide our customers and can provide that insight because we see customers going through this process every day.

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Customers Contract Legal Negotiate 131

Salesforce

AUGUST 15, 2024

Keep an eye on your financial progress, get a better understanding of your customer’s behavior, and use dashboards to track key performance indicators (KPIs) — all in real time. Remote, hybrid, and onsite teams can operate smoother, respond to customer needs quicker, and achieve better results with less effort. Back to top. )

Product 83

Product E-commerce CRM A/B testing 83

Hubspot

FEBRUARY 1, 2018

Like most skills, your ability to negotiate improves with practice. There’s a lot on the line during a negotiation with the buyer. Enter negotiation role play exercises. Once you’ve successfully negotiated in an extreme situation, you’ll be mentally and emotionally prepared for a straightforward one. The prospect.

Negotiate 101

Negotiate Technique Contract Sales 101

The Lost Book of Sales

OCTOBER 18, 2021

As we'll see in a moment, understanding the power of reciprocation is not only a valuable instrument in controlling the outcome of a negotiation, but when deployed skillfully, the party you negotiate with will feel more engaged and responsible in carrying out their fair share of the agreement. A win-win-win. What gives?

Negotiate 96

Negotiate Contract Angle Drivers/motivators 96

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.

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Closing Contract Technique Sales 80

Sales Hacker

NOVEMBER 1, 2019

When it comes to negotiation, the goal isn’t a win… What you want is a win-win. True negotiations are all about coming to a mutual agreement on something where both parties feel like they got something out of the deal. Contrary to popular belief, you don’t “win” a negotiation by making the other person lose.

Negotiate 104

Negotiate Objection handling Pipeline Cold Call 104

Sales Hacker

FEBRUARY 26, 2019

Or this: “We’re ready to go, but I just need to make little revision to the contract…”. What would you say that could help you win at this point in a negotiation? Excellent salespeople overcome their fear of saying no and use key negotiation phrases that protect margins and still get the deal done. Think about how you’d respond.

Negotiate 105

Negotiate Price Contract Non-Profits 105

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

PandaDoc

OCTOBER 15, 2024

Deal desks can incorporate large teams of relevant stakeholders within sales, finance, product marketing, product management, legal, customer success, and more as needed. Paying attention to customer needs is an imperative part of revenue operations. Reduce your sales cycle and improve your close rate today with PandaDoc.

Legal 52

Legal Contract Cross-sell Finance 52

Hubspot

MAY 24, 2023

Negotiation is a delicate balancing act. By the time you’ve reached the negotiation phase of the sales process, you and your prospect have a common goal: getting your company’s offering into their hands. Assuring your prospect the negotiation will be quick and easy won't put them at ease — it'll do the opposite.

Negotiate 83

Negotiate Contract Price Prospecting 83

Hubspot

FEBRUARY 2, 2022

Sales negotiation is a delicate art. You can quote a price, send over a contract, bank on landing a deal, and start celebrating — only to receive the dreaded email: "I'd like to talk about some of the details of this contract before I sign.". Let's take a closer look at why negotiation is so important in sales.

Negotiate 74

Negotiate Contract Price Prospecting 74

SaaStr

OCTOBER 17, 2022

Customer Success isn’t just for established leaders; it also helps growth-stage companies compound their growth through retention, upsell and expansion. ChurnZero Chief Customer Officer Alli Tiscornia explains why earlier is better, and how to build a CS team that scales for the future. When should you start customer success?

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Growth Customers Negotiate Contract 98

Hubspot

OCTOBER 3, 2022

When I first sat down with David Stafford , Dropbox's Head of Customer Solutions, to discuss BATNA, he admitted what I'd also been thinking. Plus, how you can leverage BATNA's key negotiation tactics to ensure your business and your customers are both benefitting from a deal. But I never knew it as BATNA.

Negotiate 74

Negotiate Customers Contract Non-Profits 74

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 123

Contract Legal Negotiate CRM 123

Veloxy

DECEMBER 28, 2023

Successful outside sales requires strong communication and problem solving skills as well as flexibility to navigate autonomy, build customer relationships and execute the sales process. The effectiveness of outside sales representatives is deeply rooted in their skill to create and uphold direct relationships with potential customers.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Hubspot

NOVEMBER 7, 2023

A successful negotiation is like a tango. And nothing ruins a productive negotiation like one of the participants using one of the 14 phrases listed below. 14 Phrases That'll Instantly Sabotage Your Negotiation 1. The focus must always be on the buyer — yes, even during the negotiation. I’ll be honest.”

Negotiate 74

Negotiate Contract Price Quota 74

Salesmate

JULY 8, 2020

Successful entrepreneurs understand the importance of generating a continuous stream of leads and turning those leads into customers. The amount of time it takes to turn a lead into a customer will depend on the service you are offering, and the price of that service. Your proposal can double as a contract. Negotiation.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

Sales Pop!

AUGUST 25, 2022

Any good Lawyers in the UK with LegalVision will be able to guide you through the ins and outs of your particular contract. Essentially, within England and Wales, a commercial lease is a contract between a tenant and a landlord. If you have agreed on a longer lease, there may also be a ‘break clause’ inserted into the contract.

Electricity 130

Electricity Negotiate Contract Entertainment 130

Sales Hacker

OCTOBER 20, 2021

??. Contracts are the lifeblood of modern companies. In fact, contracts govern most B2B business deals. There’s no denying that contracts are an absolute necessity for conducting business. There’s no denying that contracts are an absolute necessity for conducting business. Sales teams are focused on speed.

Legal 123

Legal Contract Negotiate Government 123

ConversionXL

JANUARY 23, 2019

Your current customers will never be excited about paying more. Instead, poor planning is to blame: Companies neglect to plan a price increase until there’s a financial squeeze or, for the thirtieth time, a customer confides that, “You know, you really ought to charge more.”. But that’s not why raising prices is so difficult.

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Price Customers Contract Clients 121

Search Engine Land

AUGUST 19, 2024

We already see a lot of customer service being outsourced to AI in every sector, so why not SEO? It is the owner that negotiates deals and brings in clients. Operations The operations manager handles the machine and ensures it runs smoothly, including contracts, staff wages, HR, etc. The same goes for SEO agencies.

Account management 84

Account management Clients Gaming Drivers/motivators 84

SaaStr

OCTOBER 1, 2020

Q: In SaaS B2B, how do you handle the situation where an enterprise customer wants to buy an unlimited use, site license? You have so much growth ahead of you , the customers you get in the early days will just be a tiny fraction of the total number of customers you end up with. Sounds great in the early days. My learnings.

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Negotiate Contract B2B Closing 117

SaaStr

APRIL 8, 2020

You want your customers to be on a 10+ year journey with you. Your customers should know pricing isn’t a rip-off. Assume every customer that pays < $100k a year knows exactly how much every other customer < $100k a year pays. Don’t hide your software if it is so easy to use. Without drama. And price it that way.

Product 145

Product Contract Construction Negotiate 145

SaaStr

JANUARY 15, 2021

Turns out though, that in the vast majority of six-figure contracts, virtually every seven-figure contract, and quite a few five-figure contracts … there’s always a services component. I remember the first time I experienced this confusion myself, on one our first high-five figure contracts.

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Service Contract Price Negotiate 137

Sales Hacker

MARCH 12, 2021

Negotiation: What are your levers to proactively share to help ensure your new partner is getting a fair deal for their team? Here’s a stat to note: “ 67% of lost sales are as a result of sales reps not properly qualifying their potential customers before taking them through the full sales process.”. Negotiation.

Pipeline 122

Pipeline Negotiate Contract Sales 122

Search Engine Land

JUNE 26, 2023

Influencing decision-making Leadership support facilitates decision-making processes, obtaining approvals, securing partnerships, negotiating contracts, prioritizing SEO initiatives, and leveraging leadership influence to drive successful implementation and maximize SEO tool impact. Once both parties agree, sign the NDA.

Process 101

Process Negotiate Contract Legal 101

SaaStr

AUGUST 25, 2023

Dear SaaStr: As An Employee, As an acquired employee, How Do I Negotiate My Compensation in an Acquisition? Unfortunately, as a non-CEO, non-founder of an acquired start-up … you have almost no ability to really negotiate. Beyond the key employees, the acquirer may require 80-90% of a group to agree to employment contracts (e.g.,

Negotiate 74

Negotiate Legal Finance Contract 74

PandaDoc

MARCH 25, 2025

You choose a price based on size, add any extras, and send your customers on their way. Transactional sales typically involve minimal customer relationship development and focus on brief, individual purchaseslike movie tickets or coffee. Objection handling: Customers may have concerns about pricing, competitors, or implementation.

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Objectives and Key Results Contract Legal Sales 52