Partners in Excellence

FEBRUARY 12, 2025

As I started doing the analysis, I noticed they had unusually short selling cycles. It was a professional services company selling complex service offerings. This company was getting win rates above 60% and their selling cycles were 20% that of their competitors. This didn’t make sense to me.

Gaming 122

Gaming Contract Pipeline CRM 122

Salesforce

JANUARY 8, 2024

” A written sales contract should accurately reflect the verbal agreements made — or else you risk the buyer backing out of the deal or having a very unhappy or potentially litigious client after the deal is done. Sales contracts are vital to completing any business transaction. What you’ll learn What is a sales contract?

Contract 108

Contract Process Legal Real Estate 108

Veloxy

DECEMBER 21, 2021

One of the most popular sales resolutions for 2022 will be a commitment to reduce non-selling activity. Did you know that most salespeople spend over 60% of their time not selling. How much more could one of your reps sell with an additional 300+ selling hours a year? The contract was signed?

Tradeshows 348

Tradeshows Contract Sales Contact 348

SaaStr

FEBRUARY 27, 2023

You Gotta Do the Work (Of Course) Your Competition is Trying to Sell To, And Steal, Your Customers And yet, I still see so few SaaS companies doing even the most basic steps here. To buy potential customers out from long-term contracts they’ve already signed and paid for with the competition. Buy-out contracts.

Contract 130

Contract Commission Price Sales 130

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

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

Martech

NOVEMBER 7, 2024

The not-so-hidden high costs and long contracts ABM platforms are expensive. Many providers require long minimum contracts, often locking companies into a year or more of service with six-figure annual fees. They unlock an account-based approach to marketing, which is the right GTM for any business selling to an account.

B2B 125

B2B Contract GTM CRM 125

Iannarino

DECEMBER 28, 2022

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

Contract 272

Contract Contact Clients Sell 272

Veloxy

FEBRUARY 15, 2024

Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff. Other notable mentions include Stay Paid and Sell or Die, which offer relevant advice to salespeople and marketers.

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 115

B2B Contract Consult Price 115

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

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 110

Contract Sales Cold Call Trust 110

Anthony Cole Training

SEPTEMBER 2, 2022

Negotiate by definition is to deal or bargain with others in preparation of a contract or business deal. In the world of selling, both of those definitions are relevant and important. As a verb, negotiate means to move through in a satisfactory manner.

Negotiate 261

Negotiate Contract Price Sales 261

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

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

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.

Contract 337

Contract Contact Clients Prospecting 337

Iannarino

JULY 28, 2021

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. How much has selling improved your grit and your determination? Hearing the Word No. No more pushy sales tactics.

Cold Call 352

Cold Call Clients Contract Meeting 352

Partners in Excellence

APRIL 5, 2024

As you will see, Martin has a fascinating and rich career an selling. Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all.

Sell 139

Sell Territory Consult Contract 139

Tibor Shanto

SEPTEMBER 21, 2021

At this point they may consider contracting a duct cleaner, or go ductless, (geese only). The 20% who are recognized as eagles continue to sell the future, but future is not singular. They want to understand climate change’s impact of on their plants, they are nowhere near ready to buy duct cleaning. Birds Of A Feather.

Cross-sell 287

Cross-sell Territory Contract Start-ups 287

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? My suggestion?

B2B 81

B2B B2C Tradeshows Contract 81

SaaStr

AUGUST 15, 2023

How are CEO contracts typically structured? If the company is almost out of money and I have to go sell 30% of the company to keep it afloat, why should I be diluted by that raise? How are CEO Contracts Typically Structured? Dear SaaStr: What are the typical components of a CEO’s compensation? In terms of cash, it varies.

Contract 98

Contract Start-ups Up-sell Sell 98

Iannarino

JULY 15, 2021

How you sell—not what you sell or who you work for—is your most important competitive advantage. To win a deal , you are going to need someone who can sign a contract. Most salespeople sell as if their company and their solution are their advantages. In a zero-sum game, you need to create a competitive advantage.

Gaming 299

Gaming Clients Contract Up-sell 299

Martech

SEPTEMBER 12, 2024

Oracle Cloud CX enhances personalization and improves upsell and cross-sell conversions. 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

NOVEMBER 27, 2024

How to Make Onboarding Work for SMBs While in some cases, selling to SMBs is easier than Enterprise in many ways, one way in which it’s fundamentally harder is onboarding. 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.

Appointment 103

Appointment Contract Commission Niche 103

SaaStr

JANUARY 25, 2025

Flexible Payment Terms Are Your New Secret Weapon The old way of rigid annual contracts isn’t cutting it anymore. But here’s what’s working now for top SaaS companies maximizing revenue in 2025: 1. A fascinating case study: One $160M ARR company implemented flexible payment terms and saw: 50% jump in conversion rates $2.5M

Contract 93

Contract Growth Pipeline CRM 93

Partners in Excellence

MARCH 7, 2025

It’s amazing how we, unconsciously, start robbing selling time. That not only adversely impacted their selling time, but those unhappy customers would be unlikely to do business in the future. At the end of the study, we found the “time available for selling” was 9%. Some of it is just not paying attention.

Contract 62

Contract Legal Represent Meeting 62

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.

Territory 129

Territory Contact Pitch Cross-sell 129

Highspot

APRIL 1, 2025

Increase in average deal size: AI simulations that refine negotiation tactics and objection handling often result in larger contract values, improving revenue without adding headcount. This resulted in a 23% increase in quota attainmentproof that when managers use AI sales coaching, their teams sell better.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

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 98

GTM Territory Pipeline Growth 98

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). Step 3: Developing and testing your unique selling proposition.

Sell 158

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

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

Iannarino

MARCH 2, 2023

But by rushing the deal to get to the pain points, you break B2B selling and buying. Your Buyer's Lack of Experience Because you sell your company's offerings every day, you have the experience that your B2B buyer is missing. In one industry I spent time selling in, the presenting problem wasn't always the client's real problem.

B2B 284

B2B Contact Clients Entertainment 284

Iannarino

JULY 19, 2021

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. It is impossible to sell every day and not recognize the things that your clients struggle with, especially if you’ve been making traditional discovery calls for years—or decades.

Conversion 333

Conversion Clients Sales Presentation 333

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. You know this.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

SaaStr

DECEMBER 12, 2023

Keybanc and Sapphire have some great overall metrics here : Overall, the media AE closes $750,000 a year, and that’s actually up from 2022 — mainly due to hiring freezes and contractions. The post Salesforce: Your Job’s at Risk If You Sell Less Than $400k a Year appeared first on SaaStr.

Sell 134

Sell Quota Commission Contract 134

SaaStr

FEBRUARY 7, 2025

With AI Agents that do work for people, from coding to reviewing contracts, these are brand new dollars in software spend that didnt exist before. Those still basically selling the same products as in 2021 are falling far behind. #7. link] — Aaron Levie (@levie) January 16, 2025 #5. Not all, but many. #6.

Legal 93

Legal Contract B2B Growth 93

Martech

NOVEMBER 19, 2024

Key proposals : Force Google to sell Chrome browser. Ban exclusive search contracts. 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. Between the lines.

Cross-sell 69

Cross-sell Legal Contract Sales 69