SaaStr

OCTOBER 1, 2020

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. First, he or she will negotiate better, smarter deals than you. Second, the great ones know how to renegotiate the crummy site licenses you negotiated ?? My learnings.

Negotiate 122

Negotiate Contract B2B Closing 122

SaaStr

MARCH 30, 2023

PSG is a growth equity firm that partners with software and technology-enabled service companies to help them navigate transformational growth, capitalize on strategic opportunities and build strong teams. Our commercial negotiators use the pricing insights from our database to then go and negotiate on our client’s behalf.

Negotiate 109

Negotiate Contract Price Strategize 109

Cerebral Selling

MARCH 18, 2024

This creates unnecessary tension and leads to decreased team morale and loyalty, ultimately limiting your growth and development as a leader. As a sales leader, it’s essential to recognize the delicate balance between helping your team and hindering their growth.

Objectives and Key Results 175

Objectives and Key Results Legal Negotiate Trust 175

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

MAY 23, 2022

But you can’t cut your way to growth. They can negotiate themselves on where to spend incremental revenue and dollars. No matter what the contract says, get the renewal invoice out at least 60 days prior to expiration and ask for payment no later than the contract end date. So what should a CEO do? And stick to it.

Contract 130

Contract Negotiate Growth Price 130

Hubspot

OCTOBER 3, 2022

Plus, how you can leverage BATNA's key negotiation tactics to ensure your business and your customers are both benefitting from a deal. BATNA stands for Best Alternative to a Negotiated Agreement. When you're negotiating, you need to ask yourself, 'What are the concessions I'm willing to make? What does BATNA stand for?

Negotiate 74

Negotiate Customers Contract Non-Profits 74

SaaStr

APRIL 8, 2020

If your customers want to switch to you before a competitive contract is ending, incent them — and don’t make them ask. Just tell them upfront you will credit them a decent chunk of the prior contract, or give them the stub period for free if they buy another year. And price it that way. Make it easy to switch. Tell them upfront.

Product 145

Product Contract Construction Negotiate 145

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? Closing: This isn’t the end, but it is a fluid transition to onboarding and future growth and expansion. Negotiation. For many salespeople, the negotiation stage is the most exciting.

Pipeline 98

Pipeline Negotiate Contract Sales 98

SaaStr

SEPTEMBER 20, 2023

A Pivot From Growth At All Costs To Driving Profitability The Cloud model of recurring revenue, low marginal distribution costs, and strong net dollar retention dynamics is possibly one of the best and most resilient business models ever invented. There’s been a pivot from growth at all costs to driving profitability.

Growth 124

Growth Negotiate Finance Contract 124

SaaStr

DECEMBER 11, 2024

AI can help discover preferences in contracts, understand how legal teams like to negotiate and implement that automatically in the software. One example from Ironclad, but something we all experience as a SaaS company is contract negotiation. This is where AI can come in.

B2B 113

B2B Contract Negotiate Legal 113

SaaStr

NOVEMBER 24, 2020

Don’t miss their sessio n at 7 AM PST on December 9 – Mastering the Art and Science of Product-Led Growth with Gainsight. Paddle is a leading revenue delivery platform for SaaS companies that powers rapid growth across acquisition, renewals and expansion – making it easy for companies to scale-up.

Meeting 119

Meeting Objection handling Negotiate Contract 119

SaaStr

MARCH 25, 2021

The reason usually is BATNA — your Best Alternative to a Negotiated Agreement. In my first start-up, we had a $5m contract with a Fortune 100 company in our first 90 days as a new company. They handed us a new contract across the table for $2m, instead of $5m. But that contract was about a 55% gross margin contract.

Contract 126

Contract Sales Negotiate Price 126

Sales Hacker

SEPTEMBER 23, 2021

Resellers and sales channel partners are strategies to accelerate and speed up existing growth. Not assist growth from scratch. A reseller will only accelerate the momentum and growth you already have. Once you’ve had the meetings and you’ve signed the contract, the actual work will start.

Commission 111

Commission Manufacturing Negotiate Contract 111

SaaStr

MARCH 7, 2023

Many companies got sucked into the 2021 vortex of a low-interest rate environment and high multiples when they should have focused on growth and efficiency. General Partner of ICONIQ Growth, Doug Pepper, and General Partner and Head of Analytics, Christine Edmonds, joined us for Workshop Wednesday , held live every Wednesday at 10 a.m.

GTM 72

GTM Growth Profit margin Contract 72

SaaStr

DECEMBER 4, 2023

Churn increase due to greater scrutiny of costs Contract values declining More stakeholders involved in decision-making Capchase combined the study with their data set of thousands of SaaS companies and looked at what the best companies do to overcome these hurdles. But as founders, we value everything as ARR growth. The answer?

Contract 114

Contract Price Healthcare Commission 114

SaaStr

MARCH 24, 2021

Contracting. Prospect reviews the proposal internally, and if desired, terms can be negotiated. If the prospect accepts, they sign a contract and the deal is won. Craft a proposal to share with decision-makers, which typically includes the value proposition, price information, terms, and conditions.

Process 128

Process Pipeline CRM Contract 128

SaaStr

NOVEMBER 8, 2023

In SaaS, we talk a lot about hyper-growth, uber-successful companies, but many founders, including hyper-growth founders, make mistakes over and over. You should be flexible unless you’re an Atlassian who doesn’t have contracts or negotiations. As a desperate entrepreneur, you say yes to these deals. It’s a trap.

X-functional 115

X-functional Contract Growth Quota 115

Salesmate

OCTOBER 15, 2020

Negotiation. Negotiation is the deciding stage of the sales pipeline. If handled smartly, the negotiation can be driven to a better outcome that’s beneficial for both. Negotiation is the make or break moment of the sales process. So it is important to master the art of negotiation. Stay calm while negotiating.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

Martech

MARCH 21, 2023

It’s worth exploring options or negotiating a better deal with your vendor. This standardization of information for the sales team, plus the ability to communicate 1-to-1 with leads who may have ghosted or gone silent, could mean huge time savings and more growth opportunities.

X-functional 110

X-functional Negotiate Contract Technology 110

Anthony Cole Training

JULY 29, 2010

Negotiating (2). And, unfortunately, for many sales people, maybe including you, even when you "win" a deal you may have had to lose on profit, length of contract, or otherwise sacrifice some terms and conditions just to get the deal. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18).

Sell 154

Sell Objectives and Key Results Drivers/motivators Represent 154

Sales Hacker

APRIL 22, 2020

Did you notice that I didn’t mention “revenue growth” as a priority right now? For most organizations, revenue growth has become a “nice-to-have.” If your messaging includes helping companies achieve or maximize revenue growth, take it out. Negotiate transparently. Remove any 1-way terms from your contracts.

Sell 105

Sell Negotiate Contract Growth 105

Hubspot

OCTOBER 25, 2019

Say you have an anticipated holiday rush coming up, you might look at last year's box order and multiply it by your estimated growth this holiday season to order the right amount. With a blanket purchase order, a buyer places multiple orders at one time to negotiate discounted pricing. Contract purchase orders.

Contract 92

Contract Legal Negotiate Price 92

Partners in Excellence

OCTOBER 5, 2015

In this case, the customer was growing faster than their ability to bring people on board supporting the growth. Bill’s solution enabled the customer to support their anticipated growth with their current workforce. There was a strong business case demonstrating tremendous improvements in productivity.

Price 109

Price Finance Negotiate Contract 109

Anthony Cole Training

JUNE 14, 2010

Negotiating (2). If we show them a contract for 15 months instead of 18 months, that would be great. Im supposed to call them next week for final details and to schedule a time to get the contract signed. - No contract signed - Supposed to talk next week. - No contract signed - Supposed to talk next week. -

Objectives and Key Results 133

Objectives and Key Results Contract Sales Drivers/motivators 133

Martech

AUGUST 11, 2022

In both software planning and agile marketing, the exponential growth in the numbers reflects that more complex work has more critical unknowns. When we tried to book Reese Witherspoon last year it took months of going back and forth in contract negotiations.

Technique 115

Technique Contract Launch Negotiate 115

Martech

OCTOBER 17, 2023

Negotiate contracts that align payment with deliverables, ensuring you’re getting value at every step. Legally sound contracts Update contracts to reflect the ever-evolving digital landscape. Audience growth: Track follower increments during and post-campaign. Balancing quality and costs.

B2B 130

B2B Niche Contract Campaign 130

Sales Pop!

JULY 14, 2021

You will then be able to take steps to increase your margins, whether it’s by negotiating a better deal with your suppliers, reorganizing your price structure, or reducing your overheads. Leasing will save you lots of headaches, put less pressure on your monthly finances, and allow you to pick up a new lease at the end of your contract.

Profit margin 98

Profit margin Finance Negotiate Contract 98

SaaStr

SEPTEMBER 26, 2019

They still needed to process payments, track orders, ship orders, run financials, sign contracts, store data, etc. Your experience may have been different, but in ours, maybe only 10% of enterprises under stress tried to negotiate contract prices down on renewals. Almost all of them. functioned. Upsell slowed way down.

Contract 112

Contract Government Negotiate Price 112

SaaStr

NOVEMBER 25, 2021

In 2011, we built something about 5+ years ahead of the market: full on-line and off-line redlining and contract negotiation. Any deal that wanted to negotiate contracts before signing, we’d win. That was crazy early in 2011. Adobe later ripped it out. But it was wicked awesome (if early).

Negotiate 98

Negotiate Contract Launch Contact 98

Anthony Cole Training

JUNE 22, 2011

Negotiating (2). The results year-to-date have been quite good for this group: Contracted new business sales ytd - $325,000 - puts them on track to generate $780,000 new business (total revenue in 2010 was just under 2MM.). Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18).

Objectives and Key Results 133

Objectives and Key Results Sales Drivers/motivators Pipeline 133

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. If you missed episode 128, check it out here: How to Unshackle Your Career Growth With a Mentor with Tom Martin. Vishal works to prevent his customers from having to read each contract one by one.

Contract 116

Contract X-functional Objectives and Key Results Legal 116

PandaDoc

JANUARY 27, 2020

Empathetic sales, like marketing, is the answer to solving tough business challenges and growth. Empowering sales teams to simplify the process to generate, negotiate, and eSign proposals, quotes, and contracts. Emotional Intelligence for Sales Success: Connect with Customers and Get Results. By: Colleen Stanley. Learn more.

Cold Call 121

Cold Call Quota Sales Negotiate 121

Salesforce

MAY 2, 2022

As a sales leader, I’ve had the privilege of speaking to a range of customers across segments and industries; I’ve seen firsthand the challenges these companies face, and helped them find solutions to connect their teams and data more efficiently for business growth. Using customer success to define their business success accelerated growth.

Negotiate 94

Negotiate Contract Growth Technology 94

SaaStr

MARCH 17, 2023

Simple to implement Easy to use From signing a contract up to the first six months, clients want a positive ROI. Another shift in the history of software buying is CFOs and management teams pressing buyers to negotiate short-term contracts. Simplify contracts. Here is what they discovered.

Meeting 98

Meeting Contract Legal Trust 98

SaaStr

MAY 25, 2020

In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “E contract” — Julie Grieve, CEO CritonHQ. . “We added slack for customer support and on boarding” — Adam Livesay, founder, Elevat. “Simplicity.

Closing 137

Closing Process Contract Price 137

Hubspot

OCTOBER 21, 2020

After all, there are many steps between when a contact engages with a piece of content, and when they sign a finished contract. Negotiation and Closing. If after the proposal has been delivered there needs to be any additional negotiation or term updates, the sales and presales teams can work together to find the best solution.

Negotiate 93

Negotiate Sales Contract Closing 93

Sales Hacker

JUNE 16, 2021

Shortlist and evaluate vendors: Set up demos and trial accounts, ask for social proof that their product is effective and start negotiations for a contract. Select a vendor: Work with your finance and legal teams to make sure the contract terms are acceptable. The amount of revenue growth you could see with more efficient reps.

GTM 110

GTM Contract Quota CRM 110