SaaStr

NOVEMBER 30, 2024

Here’s an uncomfortable truth about SaaS companies: the majority of first-time VPs of Sales don’t make it past 12 months. The 30-Day Evaluation Framework Test #1: Did They Bring in 1-2 Great Sales Reps in the First Month? The 30-Day Evaluation Framework Test #1: Did They Bring in 1-2 Great Sales Reps in the First Month?

Pipeline 122

Pipeline Contract Sales Growth 122

Veloxy

DECEMBER 21, 2021

The new year is upon us, and along with it comes new sales resolutions. One of the most popular sales resolutions for 2022 will be a commitment to reduce non-selling activity. Imagine how much revenue those sales orgs are losing every single year. Streamline sales processes tied to Salesforce, and save time.

Tradeshows 348

Tradeshows Contract Sales Contact 348

Salesforce

JANUARY 8, 2024

” to close a sale. Sales contracts are vital to completing any business transaction. They detail the scope of work/product and the conditions of the sale to prevent misunderstandings between the buyer and seller. This guide will teach you how to draft a bulletproof sales contract.

Contract 109

Contract Process Legal Real Estate 109

SaaStr

MARCH 13, 2025

Because the market is moving too fast for traditional enterprise sales cycles. Build Multiple Growth Engines Don’t wait to layer in enterprise sales on top of PLG, or partnerships on top of direct. Contract Length Progression: Are you seeing movement from 3 to 6 to 12-month contracts?

Growth 111

Growth Strategic partnership Contract GTM 111

SaaStr

MAY 7, 2024

Dear SaaStr: What’s a Resonable Discount for an Annual Contract? How About a 3 Year Contract? Later, when you implement a CPQ and other more sophisticated systems to manage pricing for a large sales team, these processes and systems will be designed to help you do just that, at least in part. How About a 3 Year Contract?

Contract 115

Contract Price Commission Closing 115

Sales Hacker

OCTOBER 11, 2024

The Sales Leadership Framework Behind Multiple $100MM ARR Orgs Whether on the podcast, a one-to-one conversation, in GTMfund’s Slack, in a digital live event… the same pattern surfaces: the best leaders develop and leverage systems. But when done right, it can transform your sales organization into a high-performing revenue machine.

GTM 115

GTM X-functional Pipeline Construction 115

Anthony Cole Training

MARCH 25, 2021

When you get to the offer step in your hiring process, it can be tempting to rush ahead and get your candidate contracted. However, this is a critical point in your system that cannot go overlooked.

Contract 315

Contract Sales Process 315

SaaStr

MAY 12, 2023

Annual Contracts Didn’t Boost NRR, And Even Multi-Year Contracts Only Had a Modest Impact on NRR. We tend to intuitively think annual contracts help combat churn, but they really don’t — they just defer it. You can download it here. And as time goes on, that doesn’t really help you much.

Contract 145

Contract Closing Customers Sales 145

SaaStr

OCTOBER 16, 2024

Dear SaaStr: Should I Fire a Sales Rep That Lied To Several Customers? I think most sales execs lie, at least a little bit. But I’ve come to accept that you have to put gates and process around most sales execs, or most will lie, at least a little, to close the deal. Put in a system to control contracting. Unfortunately.

Customers 124

Customers Contract Sales Closing 124

Iannarino

MARCH 13, 2024

It is common for large, mature sales organizations to have several salespeople who once acquired new logos, but haven’t signed a new major client in ages. Since the contract was signed, these clients have been generating enough commissions that the senior salespeople are comfortable with their income and become complacent.

Commission 271

Commission Contract Represent Clients 271

SaaStr

FEBRUARY 27, 2023

I get that most sales teams aren’t structured to really put in the work here, to steal a customer. 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? What about sales commissions?

Contract 131

Contract Commission Price Sales 131

Iannarino

APRIL 14, 2023

He also mentioned that getting the questions right would end up with him signing my contract. With that, I was forced into the world of conversational sales. I was preparing to share my company’s slide deck, but before I could start, he told me to put it away. He had a list of questions for me.

Meeting 274

Meeting Contract Sales Clients 274

Martech

SEPTEMBER 12, 2024

The keynote of Oracle’s Fusion offerings has been to fuse new and better relationships between marketing and sales teams. That’s reflected here in the presentation of unified account views, based on data from marketing, sales and service clouds. Sales is focused on accounts and marketing is focused on contacts.

Assembly Line 112

Assembly Line Contract B2C GTM 112

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

Iannarino

JULY 19, 2021

The Gist: The legacy approaches to the sales conversation have created a form of commoditization. For salespeople who want to be treated as partners, there is a new sales conversation that creates greater value. Here is the order in which sales conversations were (and mostly still are) conducted in legacy approaches to B2B sales.

Conversion 333

Conversion Clients Sales Presentation 333

Iannarino

APRIL 1, 2022

To the client, they’re afraid, these words sound like, "I know you have no authority to make this decision and I need to know who is going to sign my contract.". For example, some salespeople cringe at asking "Who is going to need to approve and sign off this initiative?"

Contract 273

Contract Clients Sales 273

Sales Pop!

MAY 30, 2023

Contract job boards can be a fantastic resource to connect with employers and secure exciting contract positions. To help you make the most of contract job boards, we’ve put together a comprehensive guide with valuable tips and tricks. Contract jobs on the Quality Contracts site for example.

Contract 130

Contract Negotiate Referrals Networking 130

Sales Pop!

FEBRUARY 18, 2025

The first sale, of course, is great. 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. But its after the contract is signed and when the wedding day has ended that the real work begins.

Customers 178

Customers Contract Networking Up-sell 178

Martech

JANUARY 8, 2025

The faster the sales process, the faster the revenue growth. This isnt just a sales problem, either. This isnt just a sales problem, either. Marketing teams play a crucial role in optimizing tools, content and communication throughout the sales process. The easier prospects can book, the faster sales can move.

CRM 120

CRM Follow-up Sales Prospecting 120

Sales Hacker

SEPTEMBER 17, 2024

Discussed in this Episode: The current state of MarTech and RevTech, and why we’re headed for a “great contraction” after years of expansion. The post GTM 112: The Ultimate MarTech Guide and the Great Contraction with Austin Hay appeared first on GTMnow.

GTM 123

GTM Contract CRM Technology 123

Martech

NOVEMBER 7, 2024

They unlocked digital marketing superpowers at the company level, helping marketers communicate more effectively with executive leaders and colleagues in sales. The result is supposed to be a finely tuned list of accounts, giving sales and marketing teams clarity on where to focus their time and resources.

B2B 126

B2B Contract GTM CRM 126

Partners in Excellence

FEBRUARY 12, 2025

What were they doing that drove such high win rates and short sales cycles? 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.

Gaming 121

Gaming Contract Pipeline CRM 121

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. By using HubSpot’s AI chatbot builder, we enabled our prospects to get answers to their questions 24/7/365, regardless of sales rep availability.

Closing 80

Closing Contract Technique Quota 80

Iannarino

JULY 6, 2021

The Gist: A modern approach to sales calls for a new sales conversation. 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.

Clients 324

Clients Contract Contact Conversion 324

SaaStr

MARCH 23, 2025

5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. Create Compelling Economic Incentives For sales talent, compensation is critical.

GTM 96

GTM Territory Pipeline Growth 96

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

Iannarino

NOVEMBER 19, 2023

The most desirable clients have not been waiting for you to show up in their world, as they have signed a contract with one of your many competitors. To win your dream client, you will need patience and persistence.

Contract 251

Contract B2B Clients Sales 251

Martech

AUGUST 19, 2024

Dig deeper: 22 must-have reports for measuring CRM health The 6 high-churn personas marketers need to watch closely There are at least six high-churn personas marketers and sales teams need to watch closely. That means there’s an increased likelihood of terminating the contract because the tool is no longer needed and/or its champion is gone.

B2B 116

B2B Contract Consult Price 116

Hubspot

AUGUST 26, 2024

I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target. 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.

Follow-up 85

Follow-up Contract Sales Technology 85

Iannarino

FEBRUARY 27, 2023

It's important to be organized in sales. Or perhaps you owe another client an edited contract for a new offering they are interested in buying. You always have open loops you need to close, like sending a new contact the case study they requested.

Meeting 286

Meeting Prospecting Contract Contact 286

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.” No more pushy sales tactics. No more pushy sales tactics. The Lost Art of Closing shows you how to proactively lead your customer and close your sales.

Contract 337

Contract Contact Clients Prospecting 337

Iannarino

MARCH 2, 2023

This sales strategy has been part of B2B sales processes and is practiced by sales reps in many sales organizations. This strategy is still effective, as recognizing the prospective buyer's pain points allows for a good and effective sales conversation. Hope your competitors’ discovery is weak.

B2B 284

B2B Contact Clients Entertainment 284

Iannarino

DECEMBER 28, 2022

Every sales leader or sales manager is responsible for growing their company's revenue. This is a good starting point because you already have contacts and contracts, making this strategy fast. To grow, you need net new business. There are two ways to do this. One is to sell more to your existing clients.

Contract 272

Contract Contact Clients Sell 272

Iannarino

JUNE 17, 2021

The modern sales approach seeks organizational consensus. One of the most significant changes in the way that we sell involves who we choose to engage in the sales conversation. From Legacy to Modern Sales Approaches Parts 1-4: Part 1 | Approaches. No more pushy sales tactics. Part 2 | The Starting Question. He signed.

Contract 195

Contract Sales Clients Government 195

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

Sales Gravy

FEBRUARY 4, 2025

Ask Jeb: How to Sell When Your Customer Has to Sell First Welcome to another Ask Jeb segment on the Sales Gravy Podcast! Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. Identify these patterns.

Sell 84

Sell Customers Contract Construction 84

Martech

NOVEMBER 19, 2024

Department of Justice (DOJ) is preparing aggressive remedies in the wake of its antitrust victory against Google, including a potential forced sale of the Chrome browser, Bloomberg reports. A forced sale of the Chrome browser and limits on Google’s product connections could change how your ads are delivered, measured and optimized.

Cross-sell 70

Cross-sell Legal Contract Sales 70