Sales Hacker

JULY 10, 2020

Find out who can spend money, who has budget, who can CREATE budget, and who can sign the contract? And make sure they’re a part of your final presentation, your business case review, and contracting. This stage is all about understanding the feature functionality your buyer is looking for and how closely your solution aligns with it.

Legal 128

Legal X-functional Contract Presentation 128

Hubspot

MAY 17, 2018

The reason you want a contract is so that you have your scope, your deliverables, and your timelines outlined. A contract will also give you the opportunity to build in check-ins,testing time, and a payment schedule (we’ll get back to this). It looks and functions great. This isn’t to say that you’re going to get swindled.

Contract 78

Contract X-functional Negotiate Start-ups 78

Sales Hacker

JULY 18, 2019

Having well-defined and accurate sales stages for your business is critical, particularly if you plan to leverage the weighted pipeline functionality. 75% Contract Negotiation. Upside – the AE is feeling good about the deal; however, they haven’t ironed out pricing, contract terms, etc. 25% Demo Completed. 90% Verbal.

X-functional 73

X-functional Pipeline Contract Quota 73

The 5% Institute

AUGUST 7, 2023

The Art of Negotiation Negotiation skills are indispensable when managing contracts, pricing, and terms. A skilled negotiator can strike deals that satisfy both clients and the company. How can account managers enhance their negotiation skills? Why is adaptability crucial for account managers?

Account management 52

Account management Negotiate X-functional Cross-sell 52

SaaStr

APRIL 23, 2019

Building the basic functionality. One of the things that fintech startups often have to do, is they need to have contracts in place with not just the banks, but quite a few of the partners to really build a full stack solution. And I think we did two X what we thought we were going to do. And really good at negotiation.

Launch 83

Launch Pitch Niche Negotiate 83

SaaStr

MARCH 17, 2020

You’re probably going to have to be doing customer references unless there’s very small contract value, right, where there’s not a ton of pressure in making the right decision on the part of the prospective buyer. Then a third thing that you can do is incorporate it into the contract. What am I going to give?

Clients 73

Clients Service Customers Start-ups 73

PandaDoc

MARCH 7, 2023

Typical actions that close a sale include final quotes, agreed negotiations, deposits, and the signing of contracts and other legal documents. Sales automation software or other solutions with eSignature functionality will help you close deals more quickly. KPIs also help you reinforce your business goals.

Process 52

Process Objectives and Key Results Pitch Sales 52

PandaDoc

FEBRUARY 27, 2023

Sales closing questions are phrases asked near the end of a sales negotiation. If they agree, the deal is finalized by the signing of a contract. And closing questions help initiate the final negotiating process to reach an agreement for a sale. What are closing questions in sales? Why are closing questions important?

Closing 52

Closing Contract Technique Referrals 52

Salesforce

NOVEMBER 20, 2023

These calls — most often conducted either in-person or via video — involve multiple parts, including initial agenda-setting by the rep, the product pitch, a demo, prospect objections and rep responses, negotiation, and outlining of next steps. The contract period is pretty long. How do you prepare for a sales call?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

SaaStr

MAY 10, 2019

Harry Stebbings: Can I ask, I had Ben Braverman and the CRO of Flexport on the show the other day and he said it’s wonderful to have SDRs and account managers and sales reps but it doesn’t create the best personalized buying experience when you’re continuously handed off to the separate specialized function.

X-functional 54

X-functional SQL Pipeline Go To Market 54

SaaStr

AUGUST 9, 2019

So one of the things that I did, pretty early on here as we knew we were going to scale the team, was I set up an enablement function. Vikas Bhambri: So I’ve got somebody who leads an enablement function and we’ve built out an entire playbook curriculum. Now having said that, even then I need to invest in that enablement.

Finance 60

Finance X-functional CRM Engineering 60

SaaStr

JULY 2, 2020

You’re telling me mathematically the answer is going to be X, but I can’t understand why. And is there ever a case for too small a contract to start? And I know that myself, when I’m purchasing software in the negotiating phase, I say, “Oh yes, yes, sure, value, value, right, but let’s talk about the cost.”

Customers 114

Customers Contract Price Education 114