Partners in Excellence

NOVEMBER 16, 2012

How people buy, how we market and sell to them, expectations of service and support are very different. Many are glad to take your money, but will not do much more than executing what you have contracted them to execute. Sure we may modify the language and we recognize legal differences, but we do everything else the same.

Territory 107

Territory Launch Legal Start-ups 107

A Sales Guy

DECEMBER 21, 2019

I’d say each sale is more complete and involves a larger product/service mix to solve their business problem. And yes, the prospect has become our client with a first-year contract value of $250k. We have improved our internal processes for operations, customer service, innovation, hiring, etc….

Sell 88

Sell Cross-sell Hospitality Contract 88

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

Salesforce

OCTOBER 22, 2024

Attracting qualified prospects — companies that are a good fit for your product or services — is more important in B2B (business-to-business) sales than earning a large number of leads. This provides insight into a prospect’s needs so you can zero in on qualified buyers who are a good fit for your product or service.

E-commerce 87

E-commerce Territory Pitch Sales 87

Salesforce

DECEMBER 3, 2024

Setting an upfront contract: No, this isn’t a contract for a sale. Upfront contracts ensure that prospects can trust sales reps to be honest and transparent, with no unwelcome surprises. And because adherents set upfront contracts, the sales process moves at a more predictable pace. I can unsubscribe at any time.

Sell 52

Sell Technique Contract Territory 52

Salesforce

OCTOBER 25, 2024

Now any costs incurred to obtain and fulfill contracts need to be amortized over the estimated customer lifetime. Because white glove commission expensing relies on a third party for modifications, you’ll need to budget for professional service fees down the road. Self-service software is no exception, and requires onboarding.

Commission 52

Commission Territory Transportation Contract 52

Salesforce

MARCH 6, 2024

It’s the stage of the sales process where buyers should be sharing whether your service has been short-listed, if not outright chosen. For example, in negotiations, I might offer a 2% discount for marketing services. Your pricing shouldn’t be based on what you think your products or services are worth.

Negotiate 91

Negotiate Price Territory E-commerce 91