Partners in Excellence

FEBRUARY 26, 2016

There was a hilarious article in the New York Times, A Robot That Has Fun At Telemarketing’s Expense. Each year, 1000’s of new suppliers of software solutions emerge. Enough for now, I’m putting together a pitch deck for my first buying automation app. I have a meeting with investors for my seed round.

Objectives and Key Results 68

Objectives and Key Results Up-sell Contract Quota 68

SaaStr

APRIL 16, 2019

We ended up signing that contract in the uber back to the airport on the way home. It was our largest contract to date, kind of helps the other quarter. Had that meeting, did not have a deck, honestly, no sophisticated pitch. The catch was he had just moved his family four kids to New York city.

Hospitality 70

Hospitality Territory Contract Networking 70

ConversionXL

JANUARY 11, 2013

For example: in New York one must bond prizes valued above $5000. Results included increased sales volume during the campaign and resulted 10 000+ new qualified leads on their e-mail list. IDEON is a contract furniture company specializing in high-quality, stylish lounge seating and tables for design-minded businesses.

Campaign 95

Campaign Objectives and Key Results Referrals Territory 95

Hubspot

JULY 27, 2018

Your brand should also be on your proposals, invoices, contracts, and any other materials that go to clients. I often directly pitch clients after an initial introduction has been made through a mutual connection. If you’re a writer, pitch articles to publications like Entrepreneur, Fast Company, or Inc. Illinois.

Clients 101

Clients Price Networking Referrals 101

Hubspot

JULY 27, 2023

They can also update a lead record with additional information, for example, “Add a phone number to Mark Stanley with a note to call on Tuesday as he’ll be in New York.” Some of the mundane, time-consuming tasks that AI can handle include: Drafting and sending over documents, such as quotations, orders, and contracts.

Sales 68

Sales CRM Cross-sell Pipeline 68

SaaStr

AUGUST 22, 2020

And in major hubs like San Francisco and New York, what we’re doing is helping create the vision for a more experiential space, almost like a cafe where they can come and go as they want, they can bring clients, they can bring customers. What’s the pitch to save money? In all seriousness, right? Jason Lemkin: Yeah.

Real Estate 84

Real Estate Contract Government Start-ups 84

SalesLoft

JUNE 20, 2019

’ I used to get a lot of bigger orders because I did that due diligence of understanding the real use case, as opposed to just pitching that the gears inside the stupid tool were better. So it wasn’t even like I could negotiate on contract, my price is my price. They’re based in New York.

Territory 63

Territory Sales Construction Up-sell 63

SaaStr

NOVEMBER 21, 2019

So what we see when our companies are pitching to investors is that you know what metrics investors will open the email. It’s known that you can probably sell those first couple of contracts. We’ve got Collibra where Felix is in New York, we’ve got Dataiku where Florian stayed in Paris.

B2C 71

B2C B2B Start-ups Growth 71

SaaStr

NOVEMBER 19, 2019

From our standpoint at Battery, we have a history of looking outside major tech hubs like Silicon Valley, or Boston and New York to look for companies. In enterprise software, it’s all about contracts, long term contracts. They said, well trying to be nice to the new CEO. I’m not doing very well here.

Closing 74

Closing Customers Niche Cross-sell 74

SBI

NOVEMBER 7, 2019

San Diego, CA and New York, NY (November 5, 2019) –. Learn how Access Intelligence accelerated their sales process and cut contract completion time by 50% with an integrated solution. Fortune 500 companies trust Deal IQ to negotiate significant savings on technology contracts. Doug Winter, Seismic co-founder and CEO.

Customers 20

Customers Tradeshows Technology Technology 20

SaaStr

MAY 8, 2020

Jessica is actively involved with the education and workforce development community in New York City and as chair of the Industry Advisory Board at Opportunities for a Better Tomorrow. And I do still think big contracts can still get done at the enterprise. Loving our podcast content? Harry Stebbings: But enough from me.

Cross-sell 94

Cross-sell Contract Start-ups Up-sell 94

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 67

Contract Price Commission Conversion 67

SaaStr

JANUARY 3, 2020

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 12

Contract Price Commission Conversion 12

SaaStr

AUGUST 20, 2020

Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was. We had some people move from London.

Sales 108

Sales Price Quota Start-ups 108

SaaStr

JUNE 7, 2019

Then I was a CEO at a company called SiSense out of New York City that is in a business intelligence space, and that’s where I pretty much had the idea for Gong. So, don’t confuse what you’re pitching to VCs with actual buyers. Harry Stebbings: Yeah, I do get you on that kind of repeatability with new reps.

Price 62

Price Contract Up-sell Product 62

SaaStr

FEBRUARY 21, 2020

Is PR just pitching and getting articles? You do want a clear contract to exist between sales and marketing for the number of MQLs that they have to deliver. It’s a judgment call but, yeah, it’s considered the classical PR pitching thing. Jason Lemkin: Is Wall Street Journal and the New York times still count?

Non-Profits 87

Non-Profits Up-sell Start-ups Product 87

SaaStr

AUGUST 9, 2019

I think if you’ve pitched that early on and you don’t suddenly show up one day with $10 million quotas, people understand that that is a journey that they are going to be part of. In fact, I’m hosting my QBR in New York this week and that’s one of the things that we have so many new team members.

Finance 62

Finance X-functional CRM Engineering 62

SaaStr

JANUARY 10, 2020

With more companies launching and thriving outside of Silicon Valley, regions such as ‘Silicon Slopes’ in Utah and ‘Silicon Alley’ in New York City are gaining traction within the startup scene. 298: Startup success is not exclusive to Silicon Valley. Harry Stebbings: Listen, I’m sure it is.

X-functional 64

X-functional Start-ups Drivers/motivators Go To Market 64

Salesforce

OCTOBER 22, 2024

Your sales pitch for each of these prospects should highlight different features and case studies to cater to their priorities. Be prepared to navigate discussions and sales pitches with multiple parties to close the deal. Understanding their decision criteria enables you to tailor your pitch to what matters most to them.

E-commerce 79

E-commerce Territory Pitch Sales 79

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

NOVEMBER 15, 2024

They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. They collaborate with partners to promote and distribute products, negotiate contracts, and provide support, ultimately maximizing sales opportunities and revenue for the organization. Sit in on 50 demos 1.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Annual contract value (ACV) The average annual revenue generated per customer contract. Words that obscure your value Overusing technical terms or buzzwords can make your pitch feel impersonal and overwhelming.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Salesforce

MARCH 11, 2024

When it’s time for you to pitch, your solution should be so targeted to their specific needs and pain points that they feel like your product or service was tailor-made for them. Average contract value: What is the annualized revenue per customer contract?

Sell 59

Sell Cross-sell Territory CRM 59

SaaStr

OCTOBER 25, 2019

Before Assist, Liat spent 6 years at Twitter where she first hand saw their hyper-growth, managing a team of 40 across New York and SF and also Liat achieved 102% to quota on average every year. Loren Padelford: It’s using their own enterprisey sales pitch against them. ” So my answer is always the bifurcation.

E-commerce 64

E-commerce Start-ups Product Price 64

Salesforce

JANUARY 30, 2025

All the best, [EMAIL SIGNATURE] Not sure who to contact Nothing’s worse than sending a pitch to the wrong person. INCLUDE ONE-SENTENCE PITCH.] Over here at [SELLER COMPANY], we have a new platform that’ll help [DEPARTMENT] at [PROSPECT COMPANY] with [BRIEF PITCH OF BENEFITS].

A/B testing 52

A/B testing Territory Prospecting Referrals 52

Salesforce

FEBRUARY 17, 2025

Tools like Agentforce provide personalized sales role-plays that help reps refine their pitching, objection handling, and negotiation skills. adults prefer getting their news from digital devices, while only 4% prefer print and 6% prefer radio. A 2024 Pew Research Cente r study found that 58% of U.S.

Territory 54

Territory Negotiate E-commerce Objectives and Key Results 54