SaaStr

FEBRUARY 27, 2023

You Gotta Do the Work (Of Course) Your Competition is Trying to Sell To, And Steal, Your Customers And yet, I still see so few SaaS companies doing even the most basic steps here. To buy potential customers out from long-term contracts they’ve already signed and paid for with the competition. Buy-out contracts.

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Contract Commission Price Sales 129

SaaStr

MAY 1, 2021

In scaling the cash-flow side of SaaS, there’s almost nothing more powerful than a nnual contracts combined with prepaid cash. At Adobe Sign / EchoSign, half the reason we went cash-flow positive at about $5m in ARR was prepaid annual and multiyear contracts. But … to go to annual pricing or not … .

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Contract Trust Price Up-sell 116

PandaDoc

MARCH 27, 2025

If youre looking to increase revenue without acquiring new customers, cross-selling is one of the best ways you can do that. Effective cross-selling helps customers find new products they genuinely need, so theyll leave more satisfied with your business and remain more loyal, too. What is cross-selling in sales? Lets dive in.

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Cross-sell Sell Customers Legal 52

SaaStr

APRIL 30, 2021

And it’s been a vivid reminder of what I hate so much about buying software: Vendors selling you software you never use or deploy. Salespeople pushing you to sign multi-year contracts you don’t want. And MongoDB found they closed more when they stopped have their sales team push annual contracts! The list goes on.

Contract 112

Contract Price Closing Gaming 112

Hubspot

SEPTEMBER 12, 2024

I bought a new car in 2021, when the pandemic had virtually eliminated the gap between new and used prices. B2B buyers view their providers as potential partners, and as such, they’ll perform a much more thorough evaluation of all the pros and cons before they commit to a potentially lengthy contract. My suggestion?

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B2B B2C Tradeshows Contract 81

SaaStr

OCTOBER 25, 2021

Q: What billing or pricing tactic have you found in the end just wasn’t worth it? ” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. .” Jason, ed. :

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Price Contract Referrals Contact 127

SaaStr

JANUARY 25, 2025

Flexible Payment Terms Are Your New Secret Weapon The old way of rigid annual contracts isn’t cutting it anymore. But here’s what’s working now for top SaaS companies maximizing revenue in 2025: 1. A fascinating case study: One $160M ARR company implemented flexible payment terms and saw: 50% jump in conversion rates $2.5M

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Contract Growth Pipeline CRM 93

Search Engine Land

JULY 25, 2024

When sales decline, businesses begin to reduce expenses, lower prices and delay making new investments. Pricing pressures : As consumers go through times of economic uncertainty, consumer confidence and priorities in spending disposable income change. Essential products are often price-sensitive during a downturn. That’s great.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

Martech

SEPTEMBER 26, 2024

With these agencies, you pay a monthly fee but choose the services included a la carte, with each service priced individually. Hire local PR representation in every major market you sell in If you ask an agency if they can cover a geographical market outside their home territory, they will likely say yes.

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Territory Contact Pitch Cross-sell 129

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. There are review meetings-ideally to help improve their selling performance.

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Sell CRM Technique Up-sell 152

SaaStr

MARCH 21, 2022

Q: Dear SaaStr: When should a SaaS Company allow Month-to-Month contracts vs requiring 12-month commitments? Annual contracts combined with prepaid cash are a huge benefit. Bigger companies want to sign annual contracts, especially in exchange for discounts. This is probably the most important thing on pricing terms.

Contract 103

Contract Price Trust Up-sell 103

Iannarino

JULY 19, 2021

Generally, after you agreed with your client on a solution, you would present it and provide a formal proposal and pricing. At this point, you may or may not need to provide a presentation, but you will eventually have to provide your client with a proposal and a contract. Presentation and Proposal. ” You need to make sales.

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Conversion Clients Sales Presentation 333

SaaStr

JULY 25, 2022

SaaS pricing can be overwhelming when there are unlimited paths and opportunities that exist. Even though most companies acknowledge its importance, SaaS founders often choose a simplistic approach to pricing—that is, if they don’t choose to ignore it altogether. Making pricing work for your business.

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Price Product Drivers/motivators Contract 108

Sales Pop!

JULY 14, 2021

You will then be able to take steps to increase your margins, whether it’s by negotiating a better deal with your suppliers, reorganizing your price structure, or reducing your overheads. Leasing will save you lots of headaches, put less pressure on your monthly finances, and allow you to pick up a new lease at the end of your contract.

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Profit margin Finance Negotiate Contract 246

Highspot

APRIL 1, 2025

Decision-Making Under Pressure A significant deal is teetering on the edge because of pricing or service concerns, and you must act fast. AI’s role: Challenges you to weigh data, such as customer lifetime value (CLV) and pricing benchmarks, against instinct. How do you balance short-term revenue with long-term relationships?

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

PandaDoc

OCTOBER 15, 2024

Key Features: Workflow automation : set up who is on your team, what their role is, and hook integrations with your CRM, proposal management system, and contract management software. 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

Sales Pop!

AUGUST 24, 2021

Now, the sun is shining again and we’ve resumed normal selling activities, as best we can. In selling, it’s all about questions. Can you sell and deliver remotely? While you may long to return to in-person selling, research shows your buyers feel differently. How about your team selling assets – your SME’s?

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Transportation Real Estate Healthcare Government 209

Sales Pop!

NOVEMBER 18, 2022

As the selling year draws to a close, we’re captivated by Q4 activities focused on closing the year strong in terms of winning business and, hopefully, also delivering as much value as possible to our clients. In selling, it’s all about questions. How about your team selling assets – your SME’s? Service Structure and Deployment.

Real Estate 212

Real Estate Healthcare Government Objectives and Key Results 212

PandaDoc

SEPTEMBER 28, 2022

A wide variety of possible price negotiation strategies exist but all of them have a common baseline. In this article, we’ll help you find answers to the most important questions that all business owners and salespeople should have in their arsenal when negotiating prices with their customers. Don’t focus on the price either.

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Negotiate Price Gaming Contract 98

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. You choose a price based on size, add any extras, and send your customers on their way. You need to evaluate pricing, implementation, features, integrations, and ongoing support. Identifying upsell and cross-sell opportunities to drive continued revenue growth.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

SaaStr

MAY 27, 2022

Should sales just disappear once the contract is signed? #5. 59% of you have raised prices this year. I think most of us have found our pricing is more elastic than we thought. The related question then becomes do you raise prices on existing customers — or just new customers? Cherish them. Never let them go. #33.

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Price Niche Up-sell Contract 135

Sales Hacker

FEBRUARY 17, 2021

Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side. After all, why make someone forcibly talk through budget and pricing if they clam up whenever the topic surfaces?

Sell 131

Sell Contract Pitch Up-sell 131

Hubspot

AUGUST 26, 2024

I identified a key stakeholder with purchasing authority, reached out with a simple yet elegant email pitch, and they responded asking me for a contract they could sign right away. No one is going to sign a contract on your first outreach, and they probably won’t even respond to your email or answer the phone.

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Follow-up Contract Sales Technology 85

Search Engine Land

JULY 22, 2024

With limited time to publish shopping lists, send email blasts and do social media posts, try increasing your pricing because you have to make up for the lack of quantity this year. Let’s pretend you sell water heaters. This includes furniture, made-to-order gifts and print-on-demand products. This year’s space is limited.

Niche 98

Niche Retail Promote Follow-up 98

Partners in Excellence

MARCH 7, 2025

It’s amazing how we, unconsciously, start robbing selling time. That not only adversely impacted their selling time, but those unhappy customers would be unlikely to do business in the future. At the end of the study, we found the “time available for selling” was 9%. Some of it is just not paying attention.

Contract 62

Contract Legal Represent Meeting 62

Lead Fuze

JULY 6, 2021

What is a Pricing Strategy? Pricing strategies don’t just come down to what you charge, it can come down to how you present your prices. And it’s not over yet; now comes the biggest hurdle… pricing up your offering. 13 Types of Pricing Strategies Examples. 3 Cost-Plus Pricing Strategy.

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Price Clients Sales Technique 98

Sales Pop!

MAY 20, 2023

The book was by Daniel Pink and was entitled To Sell Is Human: The Surprising Truth about Moving Others. In To Sell Is Human , the author quotes playwright Arthur Miller from his famous play Death of a Salesman. This was certainly true at the time To Sell Is Human was published in 2012. Pink cited the U.S.

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Appointment Education Sales Contact 243

Hubspot

JULY 10, 2024

These processors make it easy for businesses of all sizes to accept payments from customers globally and in person, making them a critical component for anyone who sells goods or services. Sam’s Book Shop is a local brick-and-mortar store based in Austin that also sells goods online. Table of Contents: What is Payment Processing?

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Process Retail Appointment Price 74

SaaStr

APRIL 24, 2021

You pay a subscription for websites to help you sell stuff. It’s just only a minority is under a contract. And almost none is under a long-term contract. Wow! But almost none of its revenue is truly SaaS or provided under a fixed, recurring contract. And yes, it’s a software company. Example #3: Snowflake.

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Contract Price Contact B2B 144

PandaDoc

MARCH 25, 2025

Big-budget enterprise sales teams arent out-selling you because they have deeper pocketstheyre winning because they have better systems. Instead of building tools that fit your specific needs (and budget), they focus on enterprise-level solutions with sky-high price tags. While small and mid-market businesses (SMBs) represent 43.5%

E-commerce 52

E-commerce Contract Legal Price 52

Sales Pop!

OCTOBER 18, 2021

By the way, the average selling company uses about 10 tools (and still wants more). Price: from $132.30 Price: upon request. Price: $5.99 The price depends on a CRM that you want to integrate with. Price: the free version is up to 50 queries per month. But what is a sales setup anyway? Hubspot, Pipedrive).

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Prospecting Price CRM Lead generation 213

ClickFunnels

OCTOBER 12, 2021

The price itself also varies depending on the business type, company size, industry, and other factors that affect the cost per lead metric. What matters, though, isn’t the price tag itself, but whether the lead generation agency can bring in leads at a cost that allows you to stay profitable. It depends. And that costs money.

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Lead generation Contact Contract Price 244

SaaStr

APRIL 8, 2020

Pressure tactics, exploding discounts, 48-hour trials that end on you, us-vs-them pricing, are all still alive and well. Now, it’s time to overhaul how we sell it as well. Make pricing < $50,000 at least as simple and transparent as possible. Your customers should know pricing isn’t a rip-off. And price it that way.

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Product Contract Construction Negotiate 145

Sales Hacker

APRIL 22, 2020

Here goes… my three tips for selling in uncertain times. Keep selling! You thought consensus selling was hard before? Remove any 1-way terms from your contracts. If you have “auto-renewal” language, automatic price increases, or anything else that is all about you, take it out for now. Keep Selling!

Sell 126

Sell Negotiate Contract Prospecting 126

SaaStr

MARCH 26, 2024

In it, we cover the SaaS community’s most pressing questions about Artificial Intelligence (AI), pricing, efficiency, and funding. App contraction is still happening, and AI is absorbing all of the energy in the industry. Q: What’s The Best Advice for Overcoming Aggressive Renewals and Huge Price Increases? That’s $80M.

Price 118

Price X-functional B2B Growth 118

Veloxy

OCTOBER 24, 2022

Most sales reps spend over 175 hours every year on generating quotes and proposals, and waiting for contracts to be signed. When speed to close is essential in a competitive profession, you need the ability to generate and send contracts in one click, one minute. PandaDoc has four pricing levels. Highest Rated Feature.

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Quota Contract Account management Price 147

Salesmate

DECEMBER 8, 2020

Yes, you’ll find many hurdles on the path while selling to enterprises, but a firm determination and constant hard work can lead you to success. A different and long pathway while selling to enterprises. Selling to a large enterprise is a different game. One must expect a long journey while selling to a large enterprise.

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Sell Cold Call Negotiate Cross-sell 103