Sales Hacker

MARCH 21, 2025

Every great Product-Led Growth (PLG) company eventually faces a crossroads: When and how to introduce a Sales-Led Growth (SLG) motion. Inbound requests for larger contracts and enterprise agreements. Product & engineering trade-offs: PLG requires simplicity, while enterprise customers demand customization.

Growth 79

Growth GTM Product Government 79

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 27, 2023

To buy potential customers out from long-term contracts they’ve already signed and paid for with the competition. It’s that simple: A customer 6 months into a 12-month contract? Buy-out contracts. Zoom had to do more than just offer a better product. In fact, in many cases, you should. What did it do?

Contract 131

Contract Commission Price Sales 131

Sales Pop!

FEBRUARY 18, 2025

But its after the contract is signed and when the wedding day has ended that the real work begins. Similarly, in pursuing a prospect, sales teams work diligently to show responsiveness, attention to detail and follow-up in every transaction, hoping to enhance their reputation.

Customers 183

Customers Contract Networking Up-sell 183

Partners in Excellence

FEBRUARY 12, 2025

As I dove in, I discovered the sellers were not entering opportunities into the pipeline until they were actually in the contract negotiation stage. They had won the business, the losses were only because in the contracting process, the project got derailed. Each of us constantly looks for shortcuts or productivity hacks.

Gaming 121

Gaming Contract Pipeline CRM 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

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

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. Dig deeper: U.S.

Government 117

Government Legal Contract Commission 117

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.

Clients 324

Clients Contract Contact Conversion 324

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. Focus, focus, focus on 1 core product. But after that, sometimes you really do need to be working on a big second product.

Contract 121

Contract Engineering Product Customers 121

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.

Pipeline 122

Pipeline Contract Sales Growth 122

Anthony Cole Training

SEPTEMBER 2, 2022

Negotiate by definition is to deal or bargain with others in preparation of a contract or business deal. Oftentimes, sales negotiation tactics seem to be related to price – giving or getting the best rate or fees for a product or service. As a verb, negotiate means to move through in a satisfactory manner.

Negotiate 261

Negotiate Contract Price Sales 261

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. It encompasses income generated from first-time customers, upsells, cross-sells and new product or service launches.

Product 128

Product Contract Drivers/motivators SQL 128

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. Fewer employees, tighter budgets? Sky-high expectations and stiff competition? Also, check.

Territory 126

Territory Launch Growth Contract 126

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

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.

GTM 115

GTM X-functional Pipeline Construction 115

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 Contract 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

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. 10-12 products make Toast work. When you add a product like payroll or payments, it’s not enough to just integrate it. It’s a fallacy.

Appointment 104

Appointment Contract Commission Niche 104

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

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 99

GTM Territory Pipeline Growth 99

Hubspot

NOVEMBER 12, 2024

In the end, it became one of the biggest contracts we had ever secured at that time. "As In one case, this approach reengaged a prospect who had gone silent for three months, leading to a signed contract within two weeks. 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

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. It also signaled that we valued them as partners.

Contract 101

Contract Non-Profits Hospitality Negotiate 101

Hubspot

SEPTEMBER 12, 2024

B2B buyers will look at their business requirements and a product’s technical specifications to determine the initial fit, and they’ll sign contracts based on potential ROI, provider reliability and post-sale support, and the flexibility of pricing terms. Table of Contents What Is a B2B Buyer?

B2B 81

B2B B2C Tradeshows Contract 81

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

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

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.

Finance 115

Finance Drivers/motivators Technique Contract 115

Tibor Shanto

SEPTEMBER 21, 2021

They are out to make you Aware, not of your product, but things they, the buyers are thinking about. At this point they may consider contracting a duct cleaner, or go ductless, (geese only). They want to understand climate change’s impact of on their plants, they are nowhere near ready to buy duct cleaning.

Cross-sell 287

Cross-sell Territory Contract Start-ups 287

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. That’s great.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

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. Assisted authoring capabilities provide sales teams with AI-generated responses to contract questions, emails and summaries for quotes and proposals.

Cross-sell 110

Cross-sell Construction Legal Contract 110

SaaStr

JANUARY 25, 2025

Flexible Payment Terms Are Your New Secret Weapon The old way of rigid annual contracts isn’t cutting it anymore. in new pipeline Same product, same value prop – just different payment structure The learning? It wasn’t their solution that was the problem.

Contract 93

Contract Growth Pipeline CRM 93

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. This includes furniture, made-to-order gifts and print-on-demand products. 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

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. Big picture.

Cross-sell 68

Cross-sell Legal Contract Sales 68

Martech

JANUARY 8, 2025

Set up rules so leads are routed to the right person immediately based on location, deal size, product interest or any other criteria that make sense for your business. Create a killer FAQ page, add in-depth product demo videos and sprinkle case studies or testimonials throughout your website.

CRM 118

CRM Follow-up Sales Prospecting 118

Sales Pop!

NOVEMBER 5, 2021

We needed multiple contracts with hardware and software vendors. I contracted with the Austrian government to explore open source’s possibilities. Today, we have our production infrastructure running in 4 AWS regions: Toronto, Sydney, Northern Virginia and Frankfurt. It was quite impressive.

Pipeline 241

Pipeline Territory CRM Contract 241

Martech

JANUARY 14, 2025

Another cut content production in half yet doubled its effectiveness by focusing on what customers actually need. When marketing helps close eight-figure contracts, budget conversations become much easier. One CMO reduced her martech spend by 40% and saw lead quality improve.

Pipeline 120

Pipeline Contract Growth Campaign 120

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. In sales, recency bias often influences how we evaluate leads.

Intrinsic 336

Intrinsic Clients Contact Contract 336