Martech

OCTOBER 19, 2023

Understanding the sources and drivers of new revenue empowers your teams to replicate successful strategies, target high-potential markets and capitalize on emerging opportunities. Once you do that, you’ll see how your team’s motivation changes to influence the results and collaborate with other departments. In your inbox.

Product 130

Product Contract Drivers/motivators SQL 130

Lead Fuze

JULY 6, 2021

What is a Pricing Strategy? Pricing strategies don’t just come down to what you charge, it can come down to how you present your prices. And it’s not over yet; now comes the biggest hurdle… pricing up your offering. 13 Types of Pricing Strategies Examples. 3 Cost-Plus Pricing Strategy.

Price 98

Price Clients Sales Technique 98

SaaStr

APRIL 10, 2024

Many in SaaS have found a way to drive their ACV and ARPU up over the past 18-24 months with price increases, more products, and more. Still, at this maturity, even a modest increasing in ARPU makes a difference, and pricing is up 4%. ARPU Up 4% at $139.38 But DropBox’s ARPU has stayed relatively flat the past few years.

Drivers/motivators 117

Drivers/motivators Price Contract Growth 117

SaaStr

JUNE 29, 2022

But Zendesk has also raised its prices substantially over time, with price per agent now $49-$99 / month. And signing longer contracts (19 months) with higher retention and lower churn. #5. This has been another key driver for Zendesk. At 30% annual growth, this higher NRR is a key driver of growth at well.

Drivers/motivators 114

Drivers/motivators Contract Growth Price 114

Sales Pop!

JULY 5, 2023

Ensure you take into account all costs, such as insurance, maintenance, and running costs, not just the initial purchase price. Use various platforms like online review sites, forums, and car magazines to get a broad perspective on the potential vehicles in your price range. Don’t rush.

Electricity 130

Electricity Finance Negotiate Contract 130

Veloxy

JUNE 23, 2021

How to Empower, Develop, and Motivate Your Inside Sales Team. If your product or service is a high priced solution that includes customization, then outside sales will work perfectly. The Account Manager is responsible for checking on clients and nurturing relationships after the contract is signed. Why Start with Inside Sales?

Inside sales 232

Inside sales CRM Sales Pipeline 232

Sales Hacker

DECEMBER 6, 2019

5 – Understand That Pricing is NEVER the Real Issue. Pricing issues are never really a pricing issue. There is a direct correlation between pricing and conviction (value). The less confident a prospect is that your product will solve their problem, the greater the pricing pressure. They’re a value issue.

Objection handling 111

Objection handling Negotiate Drivers/motivators Technique 111

Hubspot

JANUARY 4, 2019

No matter how impressed they seemed during your demo or how enthusiastic your champion is, there's always a chance you'll lose to the competition, they'll decide to postpone their decision until next quarter, or they'll ask for a price you can't deliver. Finalize the signing of the contract and any additional paperwork.

Closing 101

Closing Contract Technique Drivers/motivators 101

SaaStr

NOVEMBER 23, 2022

You don’t have to get a deal at any price—at the cost of yourself, your team, or your customers. Anybody can post the numbers—the right churns, contraction profiles, or ARRs—but they should also earn these metrics with integrity. Implement value drivers for accountability. What lift and win rates could they expect?

Drivers/motivators 122

Drivers/motivators Trust Legal Finance 122

Anthony Cole Training

JULY 29, 2010

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). Does Your Team Need a Wake Up Call? Why Arent Your Salespeople Selling? Fix Your Problem Now.

Sell 157

Sell Objectives and Key Results Drivers/motivators Represent 157

Anthony Cole Training

JUNE 14, 2010

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). If we show them a contract for 15 months instead of 18 months, that would be great.

Objectives and Key Results 135

Objectives and Key Results Contract Sales Drivers/motivators 135

SaaStr

MAY 25, 2020

In your pricing. In your contracts. “Help people buy how they want to buy and be as transparent as you can with pricing ” – Ken Edwards, Sales leader, Uberflip. “Flat pricing for paid pilots” — CEO & Co-founder, ToneDen. “E contract” — Julie Grieve, CEO CritonHQ.

Closing 136

Closing Process Contract Price 136

Hubspot

DECEMBER 8, 2017

AutoPoint Driver Connect. month/user starting at 3 users; Advanced, $20/month/user starting at 3 users; Enterprise pricing available upon request. When a prospect is ready to commit to a contract, a rep is going to get them to sign, come hell or high water. Pricing available upon request. Pricing available upon request.

Drivers/motivators 101

Drivers/motivators CRM Price Sales 101

PandaDoc

OCTOBER 5, 2021

Contract negotiation is essential for modern businesses, but it isn’t always easy. Let’s talk about contract negotiation in more depth. What is a contract negotiation? Contract negotiation is when two or more people discuss the current terms of a contract and come to a new, legally binding agreement.

Contract 52

Contract Negotiate Legal Government 52

Sales Hacker

DECEMBER 10, 2020

Investment page/pricing. There are a few common drivers for businesses and individuals requesting a service. If you can do this well, there’s a good chance you’ll convince the lead to sign a contract. Sometimes it feels like all you need to do for your proposal to succeed is to get the pricing right. Next Steps.

Niche 124

Niche Contract Price Sales 124

SaaStr

NOVEMBER 15, 2022

As Gleklen says, “We actually see this monolith falling apart, and it’s falling apart primarily due to what we view as two of the biggest drivers for value creation today: Machine learning and product-led growth.”. These two drivers influence varying metrics in different ways that don’t necessarily negatively impact cloud business outcomes.

Drivers/motivators 107

Drivers/motivators GTM Contract Growth 107

Anthony Cole Training

JUNE 22, 2011

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). Does Your Team Need a Wake Up Call? Why Arent Your Salespeople Selling? Fix Your Problem Now.

Objectives and Key Results 135

Objectives and Key Results Sales Drivers/motivators Pipeline 135

ConversionXL

JULY 25, 2022

Am I locked into a contract? How long is the contract? The word “Free” eliminates any concerns about cost, and the addition of the term “Try” implies a trial period, so there is no risk of signing up for a lengthy contract. Combining the two is what motivates users to take action. How much does it cost?

A/B testing 146

A/B testing Contract Appointment Drivers/motivators 146

Sales Hacker

APRIL 17, 2019

Price: Workspace, Free; Standard, $6.67/month/user; Price: Free. Price: Free. Price: Free. Price: Free. Price: Free; Silver, $2.99/month; Price: $1.99. App for tracking expenses. Travel apps. Canvassing and door-to-door sales apps. Productivity and goal apps. Apps to help you look your best.

Drivers/motivators 111

Drivers/motivators Price Teamwork CRM 111

SaaStr

MARCH 24, 2021

Craft a proposal to share with decision-makers, which typically includes the value proposition, price information, terms, and conditions. Contracting. If the prospect accepts, they sign a contract and the deal is won. Consider what investors will want to see from you and what will motivate your employees to stick around.

Process 124

Process Pipeline CRM Contract 124

Women Sales Pros

MAY 17, 2019

Your interests are the underlying motivations, the reasons why you’ve assumed this position. As a seller, this is the minimum price you’d accept or the minimum contract term. As a buyer, it would be the maximum price you’d be willing to pay or the maximum contract term you’d agree to.

Negotiate 131

Negotiate Contract Price Start-ups 131

SaaStr

APRIL 3, 2023

I don’t condone this behavior, but I do sort of get the motivation at least. A forced 48-month term would shore up churn, which has grown dramatically at this public company, and doubling our seats without telling us, if it worked, would more than double the revenue from the deal (they also raised the pricing).

Contract 99

Contract Price Sales Drivers/motivators 99

Gong.io

MAY 31, 2021

Pricing options. Contracting. Contracting Process. A clear-cut contracting process eliminates (or at least minimizes) the Wild Wild West of Deal Making. A clear-cut contracting process eliminates (or at least minimizes) the Wild Wild West of Deal Making. Pricing: Oh, so important. Pricing sheet.

Territory 118

Territory Objectives and Key Results Contract Price 118

Highspot

FEBRUARY 20, 2025

Product training techniques like gamification keep teams motivated. Ensuring they have the same basic understanding of key differentiators, pricing, company offers, different sales techniques, and GTM strategies enables them to drive sales just as well as your direct sales team. co-marketing materials).

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Hubspot

OCTOBER 16, 2017

Increase average contract length. Yet without commission, reps are usually less motivated to go above and beyond. You’re also giving reps the freedom to earn as much money as they can -- which is highly motivating. But there’s no motivation to overperform. Here are some common ones: Primary goals: Grow revenue.

Commission 101

Commission Quota X-functional Non-Profits 101

The Lost Book of Sales

OCTOBER 18, 2021

Depending on industry and characteristics of the deal, particularly if it's a larger agreement or a frame contract that is strategically important for both parties, one must be ready for a lot of back and forth in the form of reciprocations.

Negotiate 96

Negotiate Contract Angle Drivers/motivators 96

ConversionXL

MARCH 19, 2020

The best drivers apply the brakes just ahead of the curve (they take out excess costs), turn hard toward the apex of the curve (identify the short list of projects that will form the next business model), and accelerate hard out of the curve (spend and hire before markets have rebounded). Novel pricing strategies beyond the $0.99

Growth 121

Growth Non-Profits Price Promote 121

Martech

NOVEMBER 1, 2021

Pricing models change for products and services. Another type of complicating factor is the various motivations of B2B sales teams and the incentives they can offer. Budgeting is never easy; nothing is ever certain — especially when forecasting. That definitely applies to martech budgeting. Sales incentives.

Non-Profits 116

Non-Profits Government Legal Finance 116

Sales Hacker

SEPTEMBER 11, 2020

Understanding the motivation for the founder(s) and investor(s) is very important. Be sure to offer growth-friendly plans in the form of tiered pricing models (usage or rolling seats) to accommodate their future growth. Get product demos for alternative solutions to compare pricing, features, pros/cons.

Sell 104

Sell Minimum Viable Product Objectives and Key Results Cross-sell 104

Hubspot

DECEMBER 12, 2017

Because SaaS is supported, maintained, and engineered by an external company, the price is usually high requiring a longer sales cycle and more touch points from Sales and Marketing before the customer is ready to buy. Service and attention are key to getting the prospect to close, because SaaS reps are usually selling at a higher price.

Commission 101

Commission Contract Sales Price 101

Sales Hacker

MAY 9, 2019

And of course, a strong sales comp plan needs to motivate reps to hit goals that grow the company while still maintaining a profit margin. Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. On the other hand, if the plan has little leverage, the salesperson is less motivated to deliver against set goals.

SQL 110

SQL Commission Customers Non-Profits 110

Hubspot

APRIL 12, 2021

That often means designing a strategy around specific price points, buyer personas, or product tiers. As your clients start to get more complex and their contracts become more valuable, you may notice your sales cycles lengthening and becoming more complicated in service of procuring larger, more valuable deals.

Contract 81

Contract Sales Retail Price 81

The Sales Hunter

JANUARY 16, 2014

The area of town I’m in is upscale and the customers are all dressed very well, and the conversations I’m overhearing range from someone catching a flight to London later today to another person discussing a major contract. ” Sales Motivation Blog. What does this tell me? Now, back to my grande.

Sell 96

Sell Contract Consult Drivers/motivators 96

PandaDoc

DECEMBER 13, 2018

For example, this month we’re offering reps an extra $25 for every $1,000 in year one total contract value with a cap at $10k per transaction. Here are a few things to keep in mind when executing a contest: Ensure your contest will motivate sales teams. A rep needs to be motivated to participate. Set proper expectations.

Process 83

Process Contract Sales Drivers/motivators 83

Martech

JUNE 27, 2023

Motivate interaction. Pricing details. Pricing is a glaring example: It’s a rare B2B company that operates with fixed, public pricing. B2B firms typically seek to accomplish some combination of the following with their sites: Be found by qualified prospects. Demonstrate expertise and trustworthiness. Capture visitor data.

B2B 113

B2B Customers Cross-sell Price 113

Sales Hacker

JANUARY 13, 2021

OEM licenses are significantly larger deal sizes than direct to end-user contracts because the licensee is usually pushing out the software to their entire customer base or a large portion of their customer base. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Exclusivity.

GTM 87

GTM Negotiate Profit margin Contract 87

Hubspot

FEBRUARY 1, 2018

The prospect might repeatedly reschedule the demo, ghost for weeks at a time, or drag their feet in returning a signed contract. Are they asking for more minor tweaks to the contract in the eleventh hour? Write your company’s price on one slip of paper and the prospect’s corresponding budget on another.

Negotiate 101

Negotiate Technique Contract Sales 101