SaaStr

DECEMBER 18, 2024

Dear SaaStr: What is the best way to deal with an “unauthorized signer” on a contract in SaaS sales? A large company signed a contract to buy about $30K worth of software from us, and then the person who signed the contract said he didn’t have the authority to. I’ve been there, on both sides of it.

Contract 73

Contract Legal Prospecting Service 73

Partners in Excellence

OCTOBER 3, 2022

Yesterday, I published a rather long article on the Selling Process. ” Apologies, the article was rather long, but the selling process is so important. In recent years, we’ve acknowledged the concept of a customer Buying Process. So our customers really don’t have a buying process.

Process 133

Process Manufacturing Legal Contract 133

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.” The Lost Art of Closing shows you how to proactively lead your customer and close your sales. But they’re not the only threat out there. No more pushy sales tactics. Too Little Value.

Contract 333

Contract Contact Clients Prospecting 333

Partners in Excellence

FEBRUARY 28, 2024

The commonality between the two of us is the obsession around helping customers solve complex problems and create great value. My obsession to provide Customer Value Written by Christian Maure r Dave, thank you very much for picking up the challenge. That’s how my obsession to provide customer value was borne.

Customers 139

Customers Contract Consult Electrical Engineering 139

Search Engine Land

JUNE 26, 2023

Most corporations have strict procurement processes that could be easier to navigate. However, if you, as an SEO, understand this process and are prepared, then it can go smoother. I have been through this process for five different enterprise companies, and I have to say that it’s never easy.

Process 101

Process Negotiate Contract Legal 101

Iannarino

JULY 19, 2021

Don’t think of this as a step in a process. At this point, you may or may not need to provide a presentation, but you will eventually have to provide your client with a proposal and a contract. The Lost Art of Closing shows you how to proactively lead your customer and close your sales. Consensus-Building.

Conversion 319

Conversion Clients Sales Presentation 319

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. The Lost Art of Closing shows you how to proactively lead your customer and close your sales. The deadline for my fourth book is looming. No more pushy sales tactics.

Intrinsic 323

Intrinsic Quota Clients B2B 323

Iannarino

MARCH 2, 2023

This sales strategy has been part of B2B sales processes and is practiced by sales reps in many sales organizations. What if your B2B buyer has a set of pain points that needs your attention before you can process the pain points you are accustomed to resolving ? However, the client won’t experience the better results they expected.

B2B 276

B2B Contact Clients Entertainment 276

SaaStr

NOVEMBER 2, 2021

Her company had been acquired, and the acquirer cancelled the contract, due to a feature gap in the new company’s business process stack. It never feels good to lose a customer. But Lesson #2 was that Customers for Life isn’t just a tagline. Yes, this customer churned after 11 years.

Customers 126

Customers Contract Launch Prospecting 126

Iannarino

JULY 28, 2021

Your dream client expects you to know how to help them and what that process should look like. When you ask for a meeting, a signature on a contract, a signature on a check, or just to take the next necessary step, sometimes the answer is no. The Lost Art of Closing shows you how to proactively lead your customer and close your sales.

Cold Call 347

Cold Call Clients Contract Meeting 347

Martech

SEPTEMBER 2, 2022

If you’re one of those shoppers (like me) who looks at the price first, deciphering customer data platform (CDP) pricing will frustrate you. You will have to get a custom quote from each vendor you’re considering, but the quote won’t tell the whole story. CDP pricing is complicated for two reasons.

Customers 128

Customers Price Contract Service 128

SaaStr

OCTOBER 16, 2024

Dear SaaStr: Should I Fire a Sales Rep That Lied To Several Customers? But I’ve come to accept that you have to put gates and process around most sales execs, or most will lie, at least a little, to close the deal. Put in a system to control contracting. I think most sales execs lie, at least a little bit. I don’t like it.

Customers 123

Customers Contract Sales Closing 123

Martech

JANUARY 20, 2023

When it comes time to purchase or upgrade a customer data platform (CDP) for your organization, the demo can be the best way to really understand what a particular vendor offers. CDPs offer numerous out-of-the-box connectors and APIs to make the integration process faster and more seamless. Or is an annual contract required?

Customers 122

Customers Contract Quota Price 122

Martech

MARCH 12, 2024

You’re likely familiar with the Pareto Principle, the old 80/20 rule and how it applies to marketing — 80% of your profit comes from 20% of your customers. You also know who those “best” customers are. The metric that illuminates your best customers is customer lifetime value. Your TAM has a subset of your ICP.

Customers 121

Customers Construction Drivers/motivators Legal 121

Veloxy

AUGUST 6, 2021

These are calls where the deal gets moved across the line, contracts get signed and reps earn their commissions. That’s why the first call after connecting with a prospect is actually the most important action in the process. Depending on why you want the prospect as a customer, try to learn more specific things about them.

Cold Call 328

Cold Call Pipeline Prospecting Follow-up 328

Martech

NOVEMBER 8, 2023

At the heart of top-performing B2B marketing programs lies a solid answer to the fundamental question: Do you truly know your best customers and where to find more of them? Let’s unpack this idea of differential profitability of customers and the strategic implications for B2B marketers. The key takeaway?

Customers 131

Customers Construction B2B Cross-sell 131

Martech

MAY 6, 2024

Prompt: Can I use lead scoring for existing customers? Answer: Yes, lead scoring can be used not only for new leads but also for existing customers. This allows you to identify high-value customers who may be more likely to make additional purchases or become advocates for your brand. Please use simple language.

Cross-sell 124

Cross-sell Customers Referrals B2B 124

Salesforce

FEBRUARY 14, 2024

Then your business might be a good candidate for customer service automation. According to our research , 65% of high-performing service organizations rely on automated customer service to save time, reduce human error, and make time for new projects, compared to only 41% of underperformers. If you’re thinking, Great! not so fast.

Service 98

Service Customers Contract Legal 98

Martech

APRIL 7, 2023

Customer indecision is now a leading reason for missing B2B marketing and sales pipeline and revenue targets. But new research uncovers customer indecision, not customer indifference, is a major roadblock costing companies millions of dollars in new revenue. why change now) and then focus on customer indecision (i.e.,

B2B 132

B2B Customers GTM Pipeline 132

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. This is the feature that allows a unified view of front-end and back-end customer data. “How do we provide more value to our existing customers?” ” Pinkerton asked.

Assembly Line 122

Assembly Line Contract B2C GTM 122

Iannarino

JUNE 17, 2021

At one time, as a salesperson, you would be told to find “the decision-maker,” the single individual who could sign a contract. After all, those teams would execute their decisions, and inviting them into the sales process ensured that they were part of the decision. Part 4 | Discovery. Legacy Laggard: Decision-Maker.

Contract 180

Contract Sales Government Clients 180

SaaStr

DECEMBER 25, 2022

Dear SaaStr: When Is It Worth Enforcing an Autorenewal Clause if the Customer Doesn’t Want to Pay? You really don’t want to have to go back to a customer for an affirmative renewal every year unless you have to. But you don’t want to ever threaten to sue a customer, or get into an uncomfortable position. Just turn it off.

Contract 111

Contract Customers Service Process 111

Martech

JUNE 27, 2023

Provide customer service. What are your customers and prospects looking for? 3: Educational content Fill your site with useful, non-salesy information about your category and the problems your customers are looking to solve. Treat that data as an inquiry and run it through your normal qualification and nurturing process.

B2B 124

B2B Customers Cross-sell Price 124

Martech

NOVEMBER 9, 2021

The digital world is shifting towards greater user privacy, so digital marketers can expect to have a harder time finding new customers. Keeping the customers you have, and keeping them engaged, may be the better strategy towards sales growth. Greater personalization and a better understanding of the customer journey will be crucial.

Customers 128

Customers Retail Construction Contract 128

Veloxy

NOVEMBER 15, 2022

It focuses on utilizing prospecting processes, which enables Sales Development Representatives (SDRs) to screen multiple pre-qualified business accounts, and subsequently guides their future sales decisions. A 50% reduction in time wasted during sales processes due to mature prospecting. Build an ideal customer profile.

Sell 246

Sell Objectives and Key Results SQL B2B 246

SaaStr

NOVEMBER 24, 2022

So one thing that’s back now is customers asking for longer payment terms. And if your customers pay on credit card, for the most part, this won’t matter. But customers you invoice in many cases are again asking for much longer than classic Net 30 terms. The post Customers Are Asking for Longer Payment Terms.

Customers 111

Customers A/B testing Finance Contract 111

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. While the obvious and important way to build and cultivate customer loyalty is to build a product that people love, the reality is that it takes time.

GTM 103

GTM Intrinsic Customers Contract 103

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

Sales Hacker

MARCH 28, 2023

Your ideal customer profile (ICP). Keep reading for an in-depth guide on creating your ideal customer profile, including an ideal customer profile template, how to identify your ideal customer, and a simple three-step process for creating an ideal customer profile. What is an ideal customer profile (ICP)?

Customers 114

Customers Contract Up-sell Territory 114

SaaStr

JANUARY 28, 2023

Dear SaaSt: Do sales commission clawbacks typically apply after a customer’s payment has cleared (e.g. Some customers won’t end up paying — but not that many. Customers rarely go through all the steps of a sales process, deploy a product into production — and then don’t pay. Ah, clawbacks.

Commission 111

Commission Customers Finance Contract 111

Sales Hacker

JUNE 13, 2023

I hear this a lot from business leaders — and it’s always kind of sheepish: “Chris, how do we actually make a sales process?” Sales processes don’t just happen. If you’re building a sales process for the first time — or tweaking an existing sales process — it’s important to get this right. And I get it. Here’s how.

Process 96

Process Cross-sell Sales Finance 96

SaaStr

FEBRUARY 14, 2024

The landscape of customer success has been evolving rapidly. So much so that we seem to be releasing new content on customer success just about every week. Today we’re focusing on actionable insights you can use to drive down churn with customer success in today’s new era of SaaS efficiency.

Customers 121

Customers Cross-sell Drivers/motivators Gaming 121

Martech

OCTOBER 15, 2024

And even if your product is as amazing as your marketing purports, if your customer experience is poor, your buyers will lose trust in your brand. In a highly competitive digital-first marketplace, the trust of our existing customers is a powerful marketing tool.

Customers 130

Customers Intrinsic Trust Drivers/motivators 130

Martech

OCTOBER 19, 2023

While businesses value the synergy between marketing, sales and product teams in theory, they often struggle to create a cohesive atmosphere and deliver seamless customer experiences in practice. Yet, nine in 10 also say they are misaligned across strategy, process, content and culture. Customer acquisition cost (САС).

Product 136

Product Contract Drivers/motivators SQL 136

SaaStr

APRIL 24, 2021

And half from fees on transactions it processes: Is this all really ARR? It’s just only a minority is under a contract. And almost none is under a long-term contract. Wow! But almost none of its revenue is truly SaaS or provided under a fixed, recurring contract. $220m in ARR, $13B market cap. And 162% NRR.

Contract 144

Contract Price B2B Contact 144

ClickFunnels

OCTOBER 12, 2021

A lead is a potential customer who has: Expressed an interest in your product or service. Lead generation is the process of converting potential customers into leads by persuading them to give you their contact details. A lead magnet is something that you offer to potential customers in exchange for their email addresses.

Lead generation 244

Lead generation Contact Contract Price 244

Martech

JULY 15, 2024

Efforts to mature a martech stack require far more than a technical focus; it is important to consider other factors, including contracts, ownership, organizational goals and others. Gathering information will take time, but that process will help illuminate the information needed for maturation initiatives. What does it do?

Contract 125

Contract UX Technology Technology 125