SaaStr

MAY 8, 2021

Bigger customers usually leave simply because your product doesn’t do enough. An annual contract gives you 365 days or so to fix that. I’ve long been a vocal proponent of annual contracts. Close say a $125k contract, even after a healthy sales commission, that’s $100k+ in the bank right now!

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Contract Legal Commission Finance 125

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 101

Contract Non-Profits Hospitality Negotiate 101

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? Don’t let contract gotchas catch you off-guard.

Contract 112

Contract Contact Price Legal 112

SaaStr

APRIL 8, 2020

In the last year we’ve been leveling up a lot of our systems at SaaStr, and as part of that, moving from a lot of self-service and simple products to more robust ones. According to research from Talkdesk, the average company deploys more than 50 SaaS products. Such is the way as you grow. We’ve all learned to buy SaaS. Fast and easy.

Product 145

Product Contract Construction Negotiate 145

Martech

DECEMBER 6, 2023

Negotiating with martech vendors requires a strategic approach that goes beyond budget considerations. Dealing with martech vendors Martech vendor negotiations are never the same – even when dealing with a company you already do business with. Company dynamics, product needs and personalities involved change year over year.

Negotiate 108

Negotiate Price Contract Represent 108

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.

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Objection handling Negotiate Drivers/motivators Technique 112

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. No matter how compelling your product or service, each closed deal could be preceded by a dozen or more that never result in new business.

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Closing Contract Technique Quota 80

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. Today, we have our production infrastructure running in 4 AWS regions: Toronto, Sydney, Northern Virginia and Frankfurt. It was quite impressive.

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Pipeline CRM Territory Contract 241

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

PandaDoc

SEPTEMBER 28, 2022

A wide variety of possible price negotiation strategies exist but all of them have a common baseline. That’s why successful bargaining requires special knowledge of negotiation tactics and advanced negotiation skills. Expect to be much more efficient at the following: How do I negotiate the price politely?

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Negotiate Price Gaming Contract 98

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

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

MARCH 13, 2019

But as you peruse the contract, you find yourself a little hesitant about what they're willing to offer you. Unfortunately, your inability to negotiate now won't just affect the next year or two of your life -- instead, it will create a snowball effect that could result in major losses down the road. You're torn.

Negotiate 101

Negotiate Non-Profits Contract Meeting 101

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

Salesforce

OCTOBER 14, 2024

Imagine researching a company or a product online using web search, and combining that with internal knowledge about the company’s rules and policies, and then taking an action in the form of an email summary to a contact. Transfer to human agent. AI is nondeterministic and it can hallucinate. Vision use cases. Multi-agent support.

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Engineering Represent CRM Follow-up 128

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. Professional services : consulting firms and other large, complex professional services with many moving parts in the contract process.

Legal 52

Legal Contract Cross-sell Finance 52

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

Hubspot

JUNE 7, 2023

Every step of your sales process is a struggle in its own right, so by the time you reach the negotiation stage, it can feel like you've run a marathon — but you still have a ways to go. So in the interest of showing you exactly what not to do, we've put together a handy, seven-step action plan for losing a negotiation. Don’t prepare.

Negotiate 81

Negotiate Contract Price Legal 81

Sales Hacker

DECEMBER 20, 2018

To consistently perform, sales leaders need to master the science of sales productivity. What is Sales Productivity? Sales productivity is all about maximizing time spent on the most critical sales rep activities (prospecting, client meetings, networking) and minimizing the resources needed to accomplish them (i.e. Negotiations.

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Product Tradeshows Appointment CRM 110

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. For example: Before: “I’ll be honest, we probably won’t be able to deliver the product in less than a month.”

Negotiate 74

Negotiate Contract Price Quota 74

Salesmate

JULY 8, 2020

A simplified email drip sequence would look something like this: Introduce who you are and what you offer Explain how your product or service can benefit the lead Give a case study that proves the quality of your product or service Pitch for a consultation. Webchat, perhaps with a live demo of your product, are other options.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

Veloxy

DECEMBER 28, 2023

Download Now: The Big Blue Book of Field Sales Outside Sales Reps — flip to the chapters on outside sales productivity, mastering the art of in-person selling, and how to shorten your sales cycle. Closing Techniques Finalizing deals in outside sales frequently demands a customized approach and potent negotiation abilities.

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Outside Sales Cold Call Represent Objectives and Key Results 242

SaaStr

JANUARY 15, 2021

If your product is so easy to use that you barely need sales people, why in the world would you need to charge for implementation? Doesn’t it sort of say your product is Old School? I remember the first time I experienced this confusion myself, on one our first high-five figure contracts. It sure did to me. For support?

Service 138

Service Contract Price Negotiate 138

Martech

JANUARY 9, 2024

Know why you want to partner with creators Whether it’s amplifying brand awareness, launching a new product or simply wanting to better understand the organic communities your brand could benefit from, it’s important to have goals in mind. Be prepared for negotiation. Product reviews. Exclusive product launches.

Niche 132

Niche Negotiate Contract Legal 132

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 121

Legal Contract Negotiate Government 121

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

Sales Pop!

MAY 16, 2022

You wrap up the call with your soon-to-be new client after expressing your thanks and you set up a meeting for the following Tuesday morning to finalize the contract. Viral declarations of victory, while satisfying, are counter-productive and unprofessional. The decision’s been made – you won the deal! The moment is now.

Contract 130

Contract Negotiate Legal Clients 130

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? Your goal here is to answer one key question: is the prospect a good fit for your product and/or service? The proposal stage differs between salespeople, companies, and products, so keep this in mind.

Pipeline 121

Pipeline Negotiate Contract Sales 121

Anthony Cole Training

OCTOBER 13, 2014

Towards the end of my career, I contracted with a sales trainer, Tom. I have inquired about incentives and changes in overall production of a sales team. What are the objectives/goals in their life that are non-negotiable? Did I see more people? Nope, I just wrote down a bigger number to keep Bob off my backside.

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X-functional Drivers/motivators Sales Negotiate 205

Highspot

APRIL 1, 2025

Let’s look at the benefits of AI role-play in more detail: Faster Onboarding Think about how long it typically takes a new manager to get up to speed: there’s company culture, product knowledge, and leadership style to master. The ability to communicate compellingly keeps teams productive.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

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

PandaDoc

MARCH 25, 2025

Complex sales typically involve high-value products or services, which are often highly customizable. Here is an overview of the sales process for complex sales: Discovery/needs analysis: Understanding your customers needs and challenges is key to demonstrating how your product or service can help. What is considered a complex sale?

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

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

Gong.io

DECEMBER 27, 2021

Like the deadly simple negotiation mistake preventing you from winning deals. . Tip #1: Never negotiate over email. Negotiating is one of the most important skills in sales. . Case in point: negotiating over email. . But beware: Win rates dramatically decrease as soon as you start negotiating over email: .

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Negotiate Price Contract Sales 127

Search Engine Land

AUGUST 19, 2024

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. It sounds far-fetched, but AI has already empowered SEOs to increase productivity. This is just the next evolution.

Account management 84

Account management Clients Gaming Drivers/motivators 84

SaaStr

MARCH 30, 2023

Our commercial negotiators use the pricing insights from our database to then go and negotiate on our client’s behalf. They not only ensure that new contracts have preferable terms like contract length or auto-renewals but they also have the data points to negotiate for a lower price, proving guaranteed time and money savings.

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Negotiate Contract Price Strategize 108