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. And don’t push prospects to where they don’t want to go.

Contract 117

Contract Trust Price Up-sell 117

Iannarino

JULY 6, 2021

Even though these things are important, their value can only be recognized (not to mention realized) after the client signs a contract. Now, that path has a greater likelihood of generating a “no-decision” than a signed contract. Here are four characteristics of value creation that tip the scales in your direction.

Clients 324

Clients Contract Contact Conversion 324

Iannarino

JULY 4, 2021

The first thing you need to do is to create value for your prospective client. Many salespeople, though, launch the sales conversation with a firm intention to secure a signed contract and an agreement to install their “solution.” But let’s assume your prospective client is well aware of their situation. Too Little Value.

Contract 337

Contract Contact Clients Prospecting 337

Partners in Excellence

FEBRUARY 12, 2025

Even when he was talking to a prospect, he would hang up at 5 minutes, then call the person back. As I dove in, I discovered the sellers were not entering opportunities into the pipeline until they were actually in the contract negotiation stage. ” Their focus and the deals they cared about were in the contracting stage.

Gaming 121

Gaming Contract Pipeline CRM 121

Martech

AUGUST 10, 2022

Contracts are complex for a reason. I’ve seen and heard of my share of contract gotchas. When you decide to churn from the vendor, does your contract allow you to keep and use the data you’ve pulled into your CRM or other systems after the relationship ends? Don’t let contract gotchas catch you off-guard.

Contract 113

Contract Contact Price Legal 113

SaaStr

FEBRUARY 27, 2023

So we’ve done a few good posts on SaaStr about how to steal a customer / prospect from a competitor on SaaStr here: How to Steal a Customer From the Competition (a good one) Want to Steal a Customer From the Competition? It’s that simple: A customer 6 months into a 12-month contract? Buy-out contracts.

Contract 130

Contract Commission Price Sales 130

Iannarino

JULY 28, 2021

Asynchronous prospecting does not provide the experience necessary to become a great salesperson. Many communication mediums are available to you as a salesperson, but few allow synchronous communication with your prospective client. The reason some salespeople prefer email is because they fear their prospective clients.

Cold Call 352

Cold Call Clients Contract Meeting 352

Martech

JANUARY 8, 2025

Tools like Calendly or HubSpots meeting scheduler let prospects see when youre available and book a time instantly. The easier prospects can book, the faster sales can move. Why it works Streamlining scheduling isnt just about convenience; it shows prospects youre organized and respectful of their time. But then silence.

CRM 119

CRM Follow-up Sales Prospecting 119

Veloxy

DECEMBER 21, 2021

For example, this could be entering in the contact information of a new prospect at one moment, and manually prioritizing outreach at another. signNow – Get it now here : Non-selling activity tied to proposals and contracts account for over 180 hours every year per salesperson. The contract was signed?

Tradeshows 348

Tradeshows Contract Sales Contact 348

Martech

AUGUST 13, 2024

State privacy laws now emphasize accountability, requiring businesses to ensure partners handle personal information lawfully, with mandatory audit provisions in contracts,” said Michael Hahn, EVP, general counsel, IAB and IAB Tech Lab, in a release. And that’s where a solution for all these parties comes in. Comprehensive compliance.

Contract 112

Contract Launch Campaign Meeting 112

SaaStr

JANUARY 15, 2025

She outsells reps who came from very high volume SaaS companies due to her industry knowledge creates instant credibility with prospects and customer.Michelle advises: “Take a look at your sales team and if you don’t have anybody that worked in the industry – go find that person. Find the one that has felt the pain.”

Contract 109

Contract Sales Cold Call Trust 109

Hubspot

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. 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. Wondering how to achieve this lofty goal?

Closing 80

Closing Contract Technique Sales 80

Sales Gravy

FEBRUARY 4, 2025

Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. 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.

Sell 80

Sell Customers Contract Construction 80

Iannarino

AUGUST 7, 2023

You have a signed contract, your operations team is executing, and you are pursuing your next prospective client. After a long pursuit, you have won your dream client. You have heard nothing from your team or your client, so you assume everything is going as planned—until your client calls to tell you they are having problems.

Follow-up 240

Follow-up Clients B2B Contract 240

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

Sales Gravy

JANUARY 1, 2025

For instance, a lead might take 20 months to convert into a customer due to factors like contract timing or budget availability. Patience allows salespeople to build meaningful relationships with prospects over time, which often leads to successful outcomes.

Follow-up 98

Follow-up CRM Contract Customer Relationship Management 98

Iannarino

JULY 19, 2021

The idea is that small talk at the beginning of the conversation would help the salesperson connect with their prospective client , making clients more likely to buy. 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.

Conversion 333

Conversion Clients Sales Presentation 333

Veloxy

AUGUST 6, 2021

These are calls where the deal gets moved across the line, contracts get signed and reps earn their commissions. Round one of almost all sales pits you against a prospect in the ring by way of discovery call. Once a lead surrenders their contact info to your website, they’re officially entered into your sales funnel as prospects.

Cold Call 328

Cold Call Pipeline Prospecting Follow-up 328

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

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. When it comes to B2B sales, relationships, strategic alignment, and trust determine the success of everything, from initial prospecting to long-term client retention.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

Iannarino

MARCH 2, 2023

—The Earl of Chesterfield For as long as anyone can remember, salespeople have been trained to identify their prospective clients’ problems and their implications. This strategy is still effective, as recognizing the prospective buyer's pain points allows for a good and effective sales conversation.

B2B 284

B2B Contact Clients Entertainment 284

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. Who Are Your B2B Buyers? The largest age group (38%) of B2B buyers is 35-44.

B2B 81

B2B B2C Tradeshows Contract 81

Partners in Excellence

MARCH 7, 2025

Where are they struggling with their prospecting?” As we reviewed it, their teams were doing pretty good jobs, there were some areas of improvement, but it seemed they weren’t doing enough prospecting. . “What are they doing to find and qualify new opportunities? ” I asked.

Contract 62

Contract Legal Represent Meeting 62

SaaStr

FEBRUARY 7, 2022

Second, assume your competitor has a database of when your contracts are up for renewals, and does campaigns around those dates. They may be willing to subsidize the cost of switching now, even if they are on annual+ contracts. They just bought out even 3 year WebEx contracts. And even buy-out deals.

Cold Call 116

Cold Call Prospecting Contract Customers 116

Iannarino

JULY 15, 2021

The more unfair advantages you can stack up, the greater the odds that your prospective client will decide to buy from you. To win a deal , you are going to need someone who can sign a contract. Most things that provide an unfair advantage are within your control, including some elements of your overall approach to sales.

Gaming 299

Gaming Clients Contract Up-sell 299

Salesforce

AUGUST 15, 2024

Clearbit : By enriching prospect data inside your CRM, this tool organizes potential customers’ contact information, including social media handles. Drift : Using prospect engagement data directly from your website, this tool helps craft conversational messaging and hyper-personal chat functions. Efficiency 8.

Product 82

Product E-commerce CRM A/B testing 82

Iannarino

JUNE 17, 2021

Resisting this reality, however, causes many problems for legacy laggard and legacy solution salespeople—and even more problems for their prospective clients. At one time, as a salesperson, you would be told to find “the decision-maker,” the single individual who could sign a contract. Part 2 | The Starting Question.

Contract 195

Contract Sales Clients Government 195

Veloxy

JUNE 21, 2021

Prospect: Hi, who’s this? Prospect: I was just heading out the door… Sales Rep: Not a problem. If the customer is a business, this may include new clients, new hires, new contracts, etc. Prospect: Yes! Prospect: Most definitely! Prospect: Yes. Prospect: It’s fine, I guess.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

SaaStr

NOVEMBER 27, 2024

Mangomint has one onboarding manager for every two sales reps, but with no contracts and a 30-day free trial, onboarding starts during the trial. Mangomint has managed such a high NRR despite having no long-term contracts. What’s worked is going deep on the product experience. The impact is so much greater, and there’s no substitute.

Appointment 103

Appointment Contract Commission Niche 103

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. Many things have changed in our environment over the last two decades, but none of those changes have given our clients and prospective clients fewer problems or challenges.

Intrinsic 321

Intrinsic Quota Clients B2B 321

Sales Pop!

SEPTEMBER 23, 2021

Because, as we all know, every action you take in a major pursuit is evaluated by the prospect organization, giving the buying team a keen view of your responsiveness, follow-up, and attention to detail. And you must also be able to gauge the extent of the power of the legal and contracts teams in the process and strategize accordingly.

Legal 213

Legal Finance Contract Networking 213

Tibor Shanto

SEPTEMBER 21, 2021

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. Assuming we can make them become Aware, they will start the Consideration of how to address their new awareness? Birds Of A Feather.

Cross-sell 287

Cross-sell Territory Contract Start-ups 287

PandaDoc

MARCH 25, 2025

Identifying product/customer fit: Once youve learned more about your prospects goals, challenges, budget, and timeline, you can use this information to decide if theyre a good fit for your business. Customize the solution: You know your prospects needs, so now its time to put together a package that will work for their needs and budget.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Sales Pop!

JULY 19, 2024

Second Story Cheryl could not be with us on vacation due to contracting a bad episode of COVID. Moreover, prospective clients enjoy the surprise experience of our sharing by showing empathy to realize the motivation and share their related experiences. They accepted the explanation and backed off and walked away.

Government 204

Government Referrals Contract Technique 204

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. Turn these into a competitive advantage to create a conversation with new prospects. That’s great.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

PandaDoc

MARCH 25, 2025

Your team spends days manually creating proposals, tracking contracts, and managing documents while large enterprises use automated systems that zoom through these tasks in minutes. Smaller teams with heavier workloads Enterprise teams have dedicated proposal writers, contract specialists, and sales engineers. The result?

E-commerce 52

E-commerce Contract Legal Price 52

Veloxy

NOVEMBER 15, 2022

It focuses on utilizing prospecting processes, which enables Sales Development Representatives (SDRs) to screen multiple pre-qualified business accounts, and subsequently guides their future sales decisions. First and foremost, it allows organizations to shift away from the idea of implementing the same strategies for all prospects.

Sell 246

Sell Objectives and Key Results SQL B2B 246