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 118

Government Legal Contract Commission 118

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. No matter what kind of purchase I’m making or whether it’s being made online or off, I know that the payment process is taken care of. As a result, more payment processing companies and gateways have emerged.

Process 74

Process Retail Appointment Price 74

Sales Hacker

JANUARY 7, 2025

One of my questions right away was just, you made this transition, at least at Aircall, from APAC and running that to now overseeing you know global what are some of the differences between selling in apac and selling in in north america hmm. If I look at one thing, we all think about consultative selling, about active listening.

GTM 117

GTM Sell Customers Cold Call 117

Martech

NOVEMBER 7, 2024

This process involves using machine learning models to analyze thousands of data points, which help marketers predict which accounts are showing buying signals and are ready to be targeted. This process is far from simple. The not-so-hidden high costs and long contracts ABM platforms are expensive. Processing.

B2B 126

B2B Contract GTM CRM 126

Veloxy

FEBRUARY 15, 2024

Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff. They provide a platform for insights into the sales process and strategies, offering the convenience of learning anytime, anywhere.

Gaming 233

Gaming Sell GTM Technique 233

Martech

AUGUST 19, 2024

That means there’s an increased likelihood of terminating the contract because the tool is no longer needed and/or its champion is gone. The cost-conscious decision-maker As with many other types of selling, some areas of tech appear to be a race to the bottom. Flexible contract terms and proactive support can help too.

B2B 116

B2B Contract Consult Price 116

Partners in Excellence

JULY 17, 2024

It’s useful to pause to reflect on the reality that selling is a job that is 100% reliant on the support of others. Perhaps it’s trite, but selling is the ultimate team sport. We count on the systems and infrastructure that enables all that to synchronize in a way that allows us to sell, retain, expand, grow.

Sports 149

Sports Sell Legal Contract 149

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.

Cross-sell 52

Cross-sell Sell Customers Legal 52

Partners in Excellence

OCTOBER 3, 2022

Yesterday, I published a rather long article on the Selling Process. It’s part of my series of articles about “Things We Thought We Understood About Selling But Really Didn’t.” ” Apologies, the article was rather long, but the selling process is so important.

Process 133

Process Manufacturing Legal Contract 133

SaaStr

JANUARY 15, 2025

She’s still seeing great performance from people with prior SaaS experience vs domain expertise but it means re-training them out of ‘feature selling’ or ‘feature dumping’ and turning them into product experts who can build trust with those they are selling to now.

Contract 108

Contract Sales Cold Call Trust 108

Iannarino

JULY 4, 2021

Many salespeople, though, launch the sales conversation with a firm intention to secure a signed contract and an agreement to install their “solution.” If you believe your job is to sell a solution, you can have too great an intention to push it on your client. Too Great an Intention to Provide a Solution. Too Afraid of Losing a Deal.

Contract 337

Contract Contact Clients Prospecting 337

Iannarino

AUGUST 1, 2021

It’s unlikely that a more recent lead is automatically better than an older lead, or even than a target that is already locked into a contract with your competitor —even if the new contact devoted two minutes to filling out a form on your website. But in more cases than not, you’ll still need to sell. Occasionally, this is true.

Intrinsic 336

Intrinsic Clients Contact Contract 336

Martech

SEPTEMBER 12, 2024

Wix.com’s AI theme assistant is designed to streamline and enhance the website design process. AI agents in Oracle Fusion Applications automate business processes and provide personalized insights. Oracle Cloud CX enhances personalization and improves upsell and cross-sell conversions. Processing.

Cross-sell 111

Cross-sell Construction Legal Contract 111

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. The largest age group (38%) of B2B buyers is 35-44. Some 36% of buyers are at the very top of leadership in the C-suite.

B2B 81

B2B B2C Tradeshows Contract 81

Iannarino

JULY 28, 2021

Your dream client expects you to know how to help them and what that process should look like. When you ask for a meeting, a signature on a contract, a signature on a check, or just to take the next necessary step, sometimes the answer is no. Selling is much more like mixed martial arts than boxing. Combating Conflict-Aversion.

Cold Call 352

Cold Call Clients Contract Meeting 352

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.

Sell 152

Sell CRM Technique Up-sell 152

Sales Hacker

OCTOBER 11, 2021

To help take some of the pressure off, companies focus on technology investments to help their sales teams increase win rates and accelerate revenue while automating a lot of the tedious, manual processes that prove to be a bottleneck in the sales cycle. 7 sales processes you can automate now. Modernize the proposal and quote process.

Process 114

Process Cross-sell Contract Negotiate 114

Iannarino

MARCH 2, 2023

This sales strategy has been part of B2B sales processes and is practiced by sales reps in many sales organizations. But by rushing the deal to get to the pain points, you break B2B selling and buying. If you fail to address the pain points related to the buying process, you can forget about closing deals.

B2B 284

B2B Contact Clients Entertainment 284

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. It’s how big company procurement and budgeting processes work.

Contract 103

Contract Price Trust Up-sell 103

SaaStr

MARCH 23, 2025

When Graham joined in February of last year, Codeium had approximately 200 customers generating low single-digit millions in revenue, combining self-service and enterprise annual contracts. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1. They understood patterns of behavior that led to positive outcomes.

GTM 95

GTM Territory Pipeline Growth 95

SaaStr

NOVEMBER 27, 2024

Now, there’s payroll processing, payments online or in person, recurring billing, and so on — effectively expanding the market and TAM. Toast didn’t just add payroll processing. The user just leaves if it’s too hard, and yet you can’t have a 4-second onboarding process with complex software. Mangomint doesn’t have that.

Appointment 102

Appointment Contract Commission Niche 102

Iannarino

AUGUST 8, 2021

The manuscript is due to the publisher in three days: my contract calls for 65,000 words, a good length for the publisher based on what people will spend on a book. Instead, we stick with a linear sales process intrinsically at odds with what would benefit our clients now. The deadline for my fourth book is looming. Same old approach.

Intrinsic 321

Intrinsic Quota Clients B2B 321

Iannarino

JULY 19, 2021

Don’t think of this as a step in a process. 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. Consensus-Building. Instead, think of it as an outcome that you need to obtain as early as possible. Presentation and Proposal.

Conversion 333

Conversion Clients Sales Presentation 333

Salesforce

AUGUST 15, 2024

By automating routine tasks such as invoicing, inventory management, and email marketing, businesses can reduce their teams’ time and effort, freeing up their days for more important tasks like strategy and selling. Customization Ideally, tools should be flexible enough to customize dashboards, reports, and workflow processes.

Product 89

Product E-commerce CRM A/B testing 89

Martech

SEPTEMBER 26, 2024

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. To encourage open communication, ensure a strong non-disclosure agreement remains in effect even after the contract ends. Processing.

Territory 130

Territory Contact Pitch Cross-sell 130

SaaStr

MAY 25, 2020

I recently put out a call on Twitter and LinkedIn on folks’ top tip to take friction out of their sales processes. In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “E contract” — Julie Grieve, CEO CritonHQ.

Closing 137

Closing Process Contract Price 137

Hubspot

JANUARY 14, 2025

Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. And, just as I mentioned, thats exactly where sales champions shine theyre not just deal-closers but dynamic professionals who go far beyond the basics of selling.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

Veloxy

AUGUST 6, 2021

These are calls where the deal gets moved across the line, contracts get signed and reps earn their commissions. Unfortunately, closing calls depend on who you’re selling to and could take you tens of hours. That’s why the first call after connecting with a prospect is actually the most important action in the process.

Cold Call 328

Cold Call Pipeline Prospecting Follow-up 328

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

Iannarino

JUNE 17, 2021

One of the most significant changes in the way that we sell involves who we choose to engage in the sales conversation. At one time, as a salesperson, you would be told to find “the decision-maker,” the single individual who could sign a contract. The legacy laggard approach seeks the decision-maker. Part 4 | Discovery.

Contract 195

Contract Sales Clients Government 195

Martech

NOVEMBER 19, 2024

Key proposals : Force Google to sell Chrome browser. Ban exclusive search contracts. Processing. Following the landmark ruling that Google maintained an illegal search monopoly, the DOJ is crafting a comprehensive set of requirements to increase competition in the digital marketplace. Expand advertiser control and transparency.

Cross-sell 70

Cross-sell Legal Contract Sales 70

Sales Pop!

FEBRUARY 15, 2022

In consulting with organizations selling into the enterprise space, I’ve often encountered start-up organizations that lack healthy lists of current accounts. The process for answering that question begins with gaining a clear understanding of what your organization does well and what a truly aligned opportunity is. That’s key.

Contract 227

Contract Up-sell Represent Clients 227

ConversionXL

JUNE 14, 2021

In this guide, you’ll learn how to differentiate your business and attract your ideal customers by creating a unique selling proposition. How a unique selling proposition (USP) attracts better customers and builds your brand (and where marketers get it wrong). Without a purpose, this USP wouldn’t exist. What about churned customers?

Sell 158

Sell Objectives and Key Results Up-sell Drivers/motivators 158

Sales Hacker

FEBRUARY 17, 2021

analyzing how often Directors and Executives are involved in the sales process. 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. What is the “ham and egg” method?

Sell 131

Sell Contract Pitch Up-sell 131

Search Engine Land

JULY 22, 2024

Which niches or industries take more time to ship, as free shipping is a huge part of the consumer decision process. Processing. Let’s pretend you sell water heaters. SEO Search engines have entered the shopping process. With fewer days until free shipping and time to publish, now is the time to line up the lists.

Niche 98

Niche Retail Promote Follow-up 98

Search Engine Land

JULY 16, 2024

While some authors and news media are fighting back with lawsuits against AI, others are establishing contract agreements for fair use of content. They still make money by selling courses and books to the naïve public on “how to make easy money by mass-producing content with AI.” Business email address Subscribe Processing.

Click Through Rate 110

Click Through Rate User Experience Promote Technology 110

Sales Pop!

DECEMBER 23, 2021

Simplify the Sales Process. Revamp your sales process to accommodate your hybrid team. If you streamline your sales process, team members can quickly and easily close deals. For instance, digital contracts, invoices, and bills of sales can help team members speed up the sales process.

Sales 234

Sales Contract Drivers/motivators Growth 234