Martech

SEPTEMBER 20, 2024

Review the contract There are times in business when a lawyer is called for. Go over the contract with a legal expert. The contract should have a data breach notification requirement and possibly what remediation is required of the vendor. In the end, all companies sell the same product: trust. Processing.

Government 117

Government Legal Contract Commission 117

Martech

AUGUST 19, 2024

Robinson described the churn problem as a result of being “in a high churn product category with a high churn buyer persona.” I knew about high-churn products. They tend to be relatively inexpensive and easy to deploy, usually project-based tools or products that are relatively easy for competitors to replicate.

B2B 114

B2B Contract Consult Price 114

SaaStr

FEBRUARY 8, 2025

Their unique contract structure, where additional seats came at no extra cost during the contract term, meant CS could focus entirely on driving valuable adoption that would translate into massive expansion revenue at renewal time. Just ask Matt O’Connor, who led success teams at both Slack and Tableau.

Customers 109

Customers Government Contract Strategize 109

Hubspot

JULY 10, 2024

As someone who makes a lot of in-person and online transactions, I’m amazed at how much payment processing has evolved. If I’m scrolling Instagram and see a skincare product I’m interested in, I can go to the brand’s shop and make a purchase without even leaving the app. Table of Contents: What is Payment Processing?

Process 74

Process Retail Appointment Price 74

SaaStr

NOVEMBER 30, 2024

A related post here: The 1 Simple Test to Know if You’ve Actually Hired a Real VP of Product or Customer Success … Or Not (note: an updated SaaStr Classic post) The post The 30-Day Test: How to Know if Your VP of Sales Will Succeed appeared first on SaaStr. While you shouldn’t expect miracles, you should see meaningful progress.

Pipeline 122

Pipeline Contract Sales Growth 122

SaaStr

OCTOBER 14, 2024

A few bits of advice you hear a lot in SaaS that I think often don’t really work in practice: Move to annual contracts to generate more cash. But if your product is cheap, many will prefer to pay monthly. Force them to go annual, and you are just adding friction to the sales process. Focus, focus, focus on 1 core product.

Contract 121

Contract Engineering Product Customers 121

SaaStr

JANUARY 15, 2025

She loved the product so much, that she offered to work for free in sales in the beginning until she could earn her own slot. Every team member must be a product expert. Everyone needs to know the product. ” From growth teams, to support teams, Mangomint’s standard it turning its own employees into product experts.

Contract 111

Contract Sales Cold Call Trust 111

Martech

AUGUST 10, 2022

Contracts are complex for a reason. That’s why martech practitioners are wise to lean on lawyers and buyers during the procurement process. I’ve seen and heard of my share of contract gotchas. Further, while annoying, processing fees aren’t unheard of. Remember, all relationships end. Pricing factors.

Contract 112

Contract Contact Price Legal 112

Sales Hacker

OCTOBER 11, 2024

Product : Vanta Your deal is almost closed, and all that’s left is the security review. For example: Revenue is driven by metrics like win rate, ACV (average contract value), and number of deals closed. Churn is influenced by metrics like product usage, QBR frequency, and expansion opportunities. Are they actually using it?

GTM 115

GTM X-functional Pipeline Construction 115

Iannarino

JULY 6, 2021

This post may be a bitter pill for those who believe their clients buy from them because they like their company, their products, or both. Even though these things are important, their value can only be recognized (not to mention realized) after the client signs a contract. You Facilitate Their Buyer’s Journey.

Clients 324

Clients Contract Contact Conversion 324

Salesforce

SEPTEMBER 19, 2024

Earlier this year, Salesforce launched the Marketing Cloud Growth Edition , a version of our product that is designed with the challenges and goals of small businesses in mind. They are the same product but with different tiers of functionality. However, maintaining scoring rubrics can be a highly manual process. Also, check.

Territory 126

Territory Launch Growth Contract 126

SaaStr

MARCH 23, 2025

Their product is generating an impressive 45% of developers’ code on average. Beyond their code assistant, they’ve developed Windsurf AI, an agentic IDE allowing non-technical users to build applications – accelerating productivity even further. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1.

GTM 96

GTM Territory Pipeline Growth 96

Sales Gravy

FEBRUARY 4, 2025

Recognize the Real-World Obstacles Whether your customer has to bid on government contracts, secure large client projects, or get internal buy-in from multiple stakeholders, their success dictates your sale. Your product or service is secondaryimportant, but not top of mind until theyre assured of a win.

Sell 84

Sell Customers Contract Construction 84

Martech

JANUARY 8, 2025

The faster the sales process, the faster the revenue growth. Whether thats adding complexity to a simple process or frustrating customers with needless back and forth, friction is bad news for deal velocity. Marketing teams play a crucial role in optimizing tools, content and communication throughout the sales process.

CRM 118

CRM Follow-up Sales Prospecting 118

SaaStr

NOVEMBER 27, 2024

Its product provides software to spas and salons but it’s not new (the first salon software came out in the 80s), and neither is a lot of the vertical software getting hot today. Now, there’s payroll processing, payments online or in person, recurring billing, and so on — effectively expanding the market and TAM.

Appointment 104

Appointment Contract Commission Niche 104

Hubspot

SEPTEMBER 12, 2024

That process has changed dramatically. Very rarely did a sale require just a single signature, which meant the sales process and accompanying assets needed to be built around a variety of personas. What the B2B Buying Journey Looks Like in 2024 B2B buyers are looking for new software solutions for predictable reasons.

B2B 81

B2B B2C Tradeshows Contract 81

Martech

OCTOBER 19, 2023

While businesses value the synergy between marketing, sales and product teams in theory, they often struggle to create a cohesive atmosphere and deliver seamless customer experiences in practice. Yet, nine in 10 also say they are misaligned across strategy, process, content and culture.

Product 128

Product Contract Drivers/motivators SQL 128

Martech

SEPTEMBER 12, 2024

77% of all workers using AI say the technology is doing more work for them, and that it’s contributing to burnout and making it harder to be productive, according to a study by Upwork. Wix.com’s AI theme assistant is designed to streamline and enhance the website design process. Processing.

Cross-sell 109

Cross-sell Construction Legal Contract 109

Martech

JULY 29, 2022

There are a range of ABM technology solutions available to support this strategy, but selecting and implementing one can be a fraught and expensive process. Decide whether or not you need to engage in a formal RFI/RFP process. What are the long-term product roadmap and launch dates? How easy was the set-up process and how long?

Contract 117

Contract B2B Technology Technology 117

Hubspot

NOVEMBER 12, 2024

In the end, it became one of the biggest contracts we had ever secured at that time. "As As our sales team grew, we formalized a follow-up process that focused on non-aggressive tactics and creative subject lines. I kept it casual, even including a bit of humor about my amateur video-production skills.

Prospecting 81

Prospecting Contract Follow-up Pitch 81

Martech

SEPTEMBER 26, 2024

They also require information from various internal stakeholders, such as: The product team for product launches. You must be honest with your agency regarding company news, product developments and more. To encourage open communication, ensure a strong non-disclosure agreement remains in effect even after the contract ends.

Territory 128

Territory Contact Pitch Cross-sell 128

Highspot

FEBRUARY 20, 2025

Key Takeaways Product training is essential for anyone responsible for taking a product to market. 77% of B2B buyers found their most recent purchase very complex or difficult, emphasizing the need for in-depth product knowledge. Product training techniques like gamification keep teams motivated. What is Product Training?

Product 52

Product GTM Objectives and Key Results Cross-sell 52

SaaStr

JANUARY 11, 2024

So somehow, “Product Led Growth” became a seemingly magic savior for many struggling SaaS companies. It will make your product better and easier to use, if nothing else. But with everyone discussing PLG, there just isn’t enough discussion in B2B of Product-Led Retention. Make your product self-deployable.

Product 128

Product Growth B2C B2B 128

Martech

JANUARY 14, 2025

When money flows freely, its easy to spend your way around problems by: Hiding inefficient processes behind expensive martech tools. Another cut content production in half yet doubled its effectiveness by focusing on what customers actually need. Let them break rules, ignore processes and do whatever it takes to drive growth.

Pipeline 120

Pipeline Contract Growth Campaign 120

Search Engine Land

JULY 22, 2024

The ability to share specific products is limited as you only have so many videos that can be filmed and placements to publish without chasing fans away. Which niches or industries take more time to ship, as free shipping is a huge part of the consumer decision process. Processing. Line those up sooner in the season.

Niche 98

Niche Retail Promote Follow-up 98

Salesforce

OCTOBER 14, 2024

But Agentforce agents can also be triggered by data operations on CRM or business processes and rules, such as a case status update, an email received by a brand, or a meeting starting in five minutes. Product search and comparison, user-interface (web, mobile) browsing, troubleshooting, and issue resolution for field service.

Engineering 128

Engineering Represent CRM Follow-up 128

Iannarino

MARCH 2, 2023

This sales strategy has been part of B2B sales processes and is practiced by sales reps in many sales organizations. What if your B2B buyer has a set of pain points that needs your attention before you can process the pain points you are accustomed to resolving ? The first question was what they paid.

B2B 284

B2B Contact Clients Entertainment 284

Martech

DECEMBER 6, 2024

Where martech fits in the organization As a martech practitioner, I have sat in marketing, IT and on a product team. Since martech practitioners who sit in marketing are close to the stakeholders who fund projects and platforms, they are in a good place to work with procurement starting, renewing and sunsetting contracts.

Technology 108

Technology Technology Legal Contract 108

Search Engine Land

JUNE 26, 2023

Most corporations have strict procurement processes that could be easier to navigate. However, if you, as an SEO, understand this process and are prepared, then it can go smoother. I have been through this process for five different enterprise companies, and I have to say that it’s never easy.

Process 101

Process Negotiate Contract Legal 101

Iannarino

JULY 19, 2021

Having established that your company was a perfect fit for the prospective client, the next step is to inform your prospective client about your products or services. Don’t think of this as a step in a process. If the largest companies in the world trust this company, it must be a good choice. Our Solution. Discover a Problem.

Conversion 333

Conversion Clients Sales Presentation 333

Martech

FEBRUARY 21, 2025

If youre evaluating and selecting a marketing mix model solution, make sure to: Engage stakeholders across marketing, finance, data management, supply chain and executive partners to document data and output requirements, securing enterprise-wide buy-in before contract execution. Processing.

Finance 112

Finance Drivers/motivators Technique Contract 112

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. Sometimes, that process itself can lead to moments of brilliance. Processing.

Contract 94

Contract Non-Profits Hospitality Negotiate 94

Veloxy

AUGUST 6, 2021

These are calls where the deal gets moved across the line, contracts get signed and reps earn their commissions. That’s why the first call after connecting with a prospect is actually the most important action in the process. The aim is to be as productive as possible in the discovery call. 1: Do Your Homework.

Cold Call 328

Cold Call Pipeline Prospecting Follow-up 328

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.

Closing 80

Closing Contract Technique Sales 80

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.

Follow-up 85

Follow-up Contract Sales Technology 85

Search Engine Land

JULY 25, 2024

But when defending our retainer or contract renewal, businesses want to know how their SEO spend will tangibly impact the bottom line. The most common definition is the total number of people who could possibly use a product or service. Essential products are often price-sensitive during a downturn. Processing.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

Martech

NOVEMBER 19, 2024

A forced sale of the Chrome browser and limits on Google’s product connections could change how your ads are delivered, measured and optimized. Ban exclusive search contracts. The proposed remedies target Google’s ability to cross-promote its products and services, which officials argue has stifled competition. Processing.

Cross-sell 68

Cross-sell Legal Contract Sales 68