SaaStr

APRIL 16, 2019

We’ve tried to now think of it as how do we take what’s unique and differentiating about our region and make it a positive. We’ve always thought of ourself as that’s our comparative set, not our local region. We ended up signing that contract in the uber back to the airport on the way home.

Hospitality 71

Hospitality Territory Contract Networking 71

SalesLoft

JUNE 20, 2019

You were sitting in a region with like five or six other sales reps and a manager and your job was to just blanket the entire region. So it wasn’t even like I could negotiate on contract, my price is my price. They’re based in New York. It really wasn’t event marketing. But I pushed back.

Territory 63

Territory Sales Construction Up-sell 63

Sales Hacker

SEPTEMBER 30, 2019

Vikas is a well-respected sales leader here in New York City, but also comes from a sales engineering and product background. So they created this role of business development specialists that would work with the regional teams to transition them from tech to app sales. If you don’t know Kustomer, that’s with a K.

Engineering 59

Engineering Negotiate Technology Technology 59

SaaStr

JUNE 25, 2019

But with it comes immense benefits and competitive advantages such as the diversification of ideas, speedier product development, and representation in important regions and time zones. We got a chance to celebrate our initial public offering on the New York stock exchange back in September, which was a really exciting time for me.

Engineering 73

Engineering Start-ups Trust Territory 73

SaaStr

NOVEMBER 21, 2019

It’s known that you can probably sell those first couple of contracts. Sorry, we are in B2B territory here, so I’m not making problem myself. We’ve got Collibra where Felix is in New York, we’ve got Dataiku where Florian stayed in Paris. But you see it earlier than that.

B2C 72

B2C B2B Start-ups Growth 72

SaaStr

AUGUST 7, 2020

How do you help them do that at scalability and how do you as a software company do that for the smallest community and regional institution in the US to the largest, most sophisticated global institutions in the world on one code base, right? Whether you’re a business or you’re a consumer. Cloud, definite differentiator, right?

Price 87

Price Retail X-functional Healthcare 87

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. Territory Optimization. Blog Article.

Customers 20

Customers Tradeshows Technology Technology 20

SaaStr

AUGUST 9, 2019

Vikas Bhambri: We’re going to ask them to build territories, build awareness, create their own pipeline, et cetera, especially in the mid-market enterprise, which you also have to understand also takes time. 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 63

Finance X-functional CRM Engineering 63

Salesforce

MARCH 13, 2025

million people live in the city, and research shows that New Yorkers eat an average of three pizzas per capita per year. The formula: Total number of accounts in your industry x Annual contract value (ACV) of your company’s product or service By using fewer estimations, you can deliver a more reliable number. They learn that 1.7

Minimum Viable Product 99

Minimum Viable Product Strategic planning Territory E-commerce 99

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. Where do most startups go wrong both in hiring for partnerships and in the engagements themselves?

X-functional 64

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

Salesforce

OCTOBER 22, 2024

A good champion can help facilitate faster deals, bigger contract sizes, and easier account management. And even if your champion is not a manager, they could have influence, and be a valuable resource in helping you win the sale. Having an ally on the inside can make the sales process run more smoothly.

E-commerce 83

E-commerce Territory Pitch Sales 83

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. Sales professionals keep the focus on bonding and rapport by prompting prospects to share information.

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. As your organization rolls out more products or expands to new markets and territories, commission gets more complicated — and so does your expensing. ASC 606 changed the game when it comes to revenue reporting.

Commission 52

Commission Territory Transportation Contract 52

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.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

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

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. You don’t push the cheapest option; you position what’s cost-effective.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Salesforce

DECEMBER 12, 2024

Signing bonus: A one-time award given to a new employee as part of the employment contract, primarily to attract top talent to the company. Spot bonus: This is a one-off monetary payment awarded to an employee for achieving a specific result or exceeding a particular target. These are typically paid as lump sum bonuses.

Non-Profits 95

Non-Profits Objectives and Key Results Commission Territory 95

Salesforce

MARCH 6, 2024

If that doesn’t work, I’ll add another discount of 2% for a multi-year contract to make the deal more enticing. If you find yourself in a stalemate, try offering a discount. For example, in negotiations, I might offer a 2% discount for marketing services. This small concession typically works to move the deal forward.

Negotiate 85

Negotiate Price Territory E-commerce 85

Salesforce

MARCH 11, 2024

Average contract value: What is the annualized revenue per customer contract? Account lifetime value: What’s the average revenue generated from each account over the lifetime of the relationship? Deal velocity: How quickly, on average, can you convert leads into customers?

Sell 59

Sell Cross-sell Territory CRM 59

Salesforce

MARCH 8, 2024

Each one of your reps has consistently demonstrated product knowledge in meetings and built strong relationships with clients, leading 100% of your customer base to renew their contracts. This means you can deliver good news: They can expect to receive OTE, or on-target earnings, this year.

Commission 64

Commission Quota Territory Cold Call 64

Lead Fuze

AUGUST 5, 2021

I have built and led sales teams in the tech sector for over 20 years, ranging from regional and national computer resellers to Fortune 100 giants including NYNEX and Dell. He has appeared on ABC, Fox, MSNBC, PBS and he and his work have been featured in articles in Entrepreneur, the New York Times and the Wall Street Journal.

Negotiate 98

Negotiate Sales Retail B2B 98

Salesforce

MARCH 7, 2024

Clawbacks have been widely used as part of employment contracts across many industries, particularly since the financial crash of 2008, as a means to protect a business against fraudulent activity. And, even if the contracts themselves adhere to these regulations, a single miscalculation or accounting error can put a company at risk.

Commission 52

Commission Finance Quota Legal 52

Salesforce

MARCH 1, 2024

Back to top ) 4 scenarios when reminder emails are critical Here are four examples of when a reminder email can help you nurture the customer relationship.

Territory 52

Territory E-commerce CRM Start-ups 52

Martech

JULY 2, 2024

Georgia for a few months, but otherwise, education and career in the same region? I was born in New York City; we moved to North Carolina when I was 12, so I spent my high school and college years here. You could always find a job, but a lot of those jobs were contracting jobs so I moved around a lot. A: Pretty much.

Retail 103

Retail Pharmaceutical Contract Hospitality 103

Salesforce

MAY 2, 2022

Think about folks from different industries, regions, and educational backgrounds. Founder and CEO, Sistas in Sales, New York City, New York. Sales Coach and LinkedIn Trainer, Everybody Works In Sales, New York City, New York. Follow her on LinkedIn. Pro-tip: Hire outside of the box.

Gaming 98

Gaming GTM Consult Sales 98

Salesforce

MARCH 3, 2025

This includes everything from securing approvals and ensuring every contract is compliant. This includes setting prices, drafting custom contracts, and keeping service delivery on track. Ramp deals Sales reps may also use Deal Desk for ramp deals, a multi-year contract with discounts or pricing adjustments at specific intervals.

Legal 59

Legal Contract Finance Non-Profits 59

Salesforce

FEBRUARY 17, 2025

Additionally, accommodating international customers by supporting local currencies and region-specific payment methods can expand your market reach. Develop a referral program A great referral program doesn’t just bring in new customers, it also strengthens loyalty with existing ones.

Territory 55

Territory Negotiate E-commerce Objectives and Key Results 55

Salesforce

JANUARY 30, 2025

This template sets up the call to sign the contract. I’m sending you a quick note to share [SELLER COMPANY]’s proposal that we reviewed today: [LINK TO PROPOSAL] Also, I just sent an invite for us to connect on [DATE AND TIME] to go over the contract and answer any final questions that you may have.

A/B testing 52

A/B testing Territory Prospecting Referrals 52