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

SaaStr

NOVEMBER 30, 2024

When you find the right person, you’ll know it—because they’ll start delivering results from day one. When it doesn’t, it’s potentially catastrophic. The 90-Day Revenue Test While 30 days is enough to evaluate their hiring decisions, you should see clear revenue improvements within 90 days (or one full sales cycle).

Pipeline 120

Pipeline Contract Sales Growth 120

Iannarino

APRIL 14, 2023

I was preparing to share my company’s slide deck, but before I could start, he told me to put it away. He also mentioned that getting the questions right would end up with him signing my contract. My client in Cincinnati stopped me from turning on my laptop. He had a list of questions for me.

Meeting 274

Meeting Contract Sales Clients 274

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.” They may or may not have started to explore ideas or partners, and they’ve probably already started to make some early decisions. Too Committed to Identifying a Problem.

Contract 337

Contract Contact Clients Prospecting 337

SaaStr

JANUARY 15, 2025

So literally showing up with food, that made sense to them. ” The make-up of Marchelle’s sales team isn’t just domain experts however, she tries to keep a 50/50 mix of industry veterans and SaaS professionals. Ditch Long-Term Contracts So how does Mangomint maintain 110% NRR without any traditional sales contracts?

Contract 109

Contract Sales Cold Call Niche 109

Sales Hacker

OCTOBER 11, 2024

Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. With Vanta Questionnaire Automation, go-to-market teams can complete security reviews up to 5 times faster, helping you close deals in less time than ever.

GTM 115

GTM X-functional Pipeline Construction 115

Martech

OCTOBER 15, 2024

Marketers must: Ensure that contracts include essential features. Dig deeper: The art of martech vendor negotiations Questions to help marketers get started Do the capabilities of martech platforms align with the organization’s objectives? Determining how they fit within the overall marketing technology stack and architecture.

Contract 108

Contract Negotiate Strategize Technology 108

Salesforce

SEPTEMBER 19, 2024

They can use SMS to renew a customer’s contract and onboard them to the latest features with Service in the loop. These new features are just the start when it comes to the innovations we are building out in Growth and Advanced Editions. Be sure to check out our release resources for the most up to date information.

Territory 126

Territory Launch Growth Contract 126

SaaStr

APRIL 2, 2025

So Freshworks started off as a low-end Zendesk competitor (Freshdesk), but relatively early expanded into a whole suite of related products for service and support, and most of its growth today is fueled by its lower-end competitor to ServiceNow, it’s “EX” products. You really have to earn it in SaaS these days. #4.

Drivers/motivators 105

Drivers/motivators Contract B2B Growth 105

Veloxy

DECEMBER 21, 2021

It’s also common to leverage Salesforce Developers to clean up and optimize Salesforce dashboards, however, most automation solutions already come with developer-approved dashboards. signNow – Get it now here : Non-selling activity tied to proposals and contracts account for over 180 hours every year per salesperson.

Tradeshows 348

Tradeshows Contract Sales Contact 348

Martech

FEBRUARY 7, 2025

Contract timing My team once negotiated a contract with a new vendor where timing was critical. However, we knew we couldn’t start the implementation for a few months. By collaborating with our procurement team, we negotiated a delayed contract start date while signing in time to secure the incentives.

Contract 102

Contract Non-Profits Hospitality Negotiate 102

Tibor Shanto

SEPTEMBER 21, 2021

They not only do things differently and better, but start with a different vision, view if you will. Assuming we can make them become Aware, they will start the Consideration of how to address their new awareness? At this point they may consider contracting a duct cleaner, or go ductless, (geese only).

Cross-sell 287

Cross-sell Territory Contract Start-ups 287

Hubspot

NOVEMBER 12, 2024

Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. In the end, it became one of the biggest contracts we had ever secured at that time. "As It's a tactic that stands out in a sea of follow-up emails and voicemails.

Prospecting 81

Prospecting Contract Follow-up Pitch 81

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

SaaStr

AUGUST 15, 2023

How are CEO contracts typically structured? I’ll answer this from a start-up perspective, and assume you mean bringing in an outside CEO to run your start-up. Most “outside” CEOs, that are brought in to run a start-up, will be looking for 6-8% equity in the company.

Contract 98

Contract Start-ups Up-sell Sell 98

Martech

JANUARY 14, 2025

Her team stopped hiding behind automation and started engaging in real customer conversations. When marketing helps close eight-figure contracts, budget conversations become much easier. Here’s how to start. Email: Business email address Sign me up! Or you can use this moment to change the conversation completely.

Pipeline 121

Pipeline Contract Growth Campaign 121

Iannarino

JULY 19, 2021

Starting with your company is designed to do two things: prove that your client can trust the company, and provide you (the salesperson) with some level of credibility. Starting with the conversations that explain your client’s world helps them understand the forces behind many of their current (or near-future) problems.

Conversion 333

Conversion Clients Sales Presentation 333

Iannarino

JULY 28, 2021

Make enough calls, and you will bump into people are grouchy enough to say something rude or just hang up on you. Your experience with small bouts of conflict will help you build up an immunity, one you will need later. When you are just starting, it’s easy to believe that the prospective client rejected you personally.

Cold Call 352

Cold Call Clients Contract Meeting 352

Martech

JANUARY 8, 2025

Because no one knows whos supposed to follow up, the lead just sits there. 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. ” These unanswered doubts can stall or even kill a deal before it really gets started.

CRM 119

CRM Follow-up Sales Prospecting 119

Sales Pop!

JULY 14, 2021

A lot of small business owners start with little knowledge of business, and that’s a big handicap. As a result, they often end up making costly mistakes. If you don’t want to become another statistic, here are some of the mistakes you should avoid when first getting started. Profits do not tell the whole picture.

Profit margin 246

Profit margin Finance Negotiate Contract 246

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. AI lead scoring tools can help you tell the difference up front, before you’ve committed too much of your most valuable resource: time.

Closing 80

Closing Contract Technique Sales 80

SaaStr

FEBRUARY 7, 2025

Competition is Way, Way Up. Did you step up? 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. The Ones That Cant Keep Up Are Being Left Behind The pace of innovation has accelerated. Start moving faster.

Legal 93

Legal Contract B2B Growth 93

Salesforce

AUGUST 15, 2024

Let’s say you start your workday by checking your email and going over your sales stats. 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. Back to top. )

Product 89

Product E-commerce CRM A/B testing 89

Hubspot

SEPTEMBER 12, 2024

Car buyers 30 years ago might have shown up at the dealership wanting a truck, a sedan, or something as vague as a “good family car,” and the salesperson’s job was to help steer them in the right direction based on their needs. We’ll dig into the findings and see what we can learn from the study, but let’s start with some definitions.

B2B 81

B2B B2C Tradeshows Contract 81

Search Engine Land

JULY 22, 2024

On top of that: Hanukkah starts on Christmas, and Kwanzaa is on the day after. Media will matter and markups haven’t started because many people haven’t realized it’s a short year yet, so you can get solid deals by reserving space now. 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

Salesforce

OCTOBER 14, 2024

Get started The evolution from Einstein Copilot to Agentforce Earlier this year we released Einstein Copilot, which has now evolved into an Agentforce Agent for customer relationship management (CRM). Now, users can ask for clarifications and ask follow-up questions to prior outputs, leading to an overall higher goal-fulfillment rate.

Engineering 128

Engineering Represent CRM Follow-up 128

Iannarino

JUNE 17, 2021

Part 2 | The Starting Question. At one time, as a salesperson, you would be told to find “the decision-maker,” the single individual who could sign a contract. As the legacy laggard era started to wind down in the 80s, larger groups started showing up to sales meetings. Part 3 | Information.

Contract 195

Contract Sales Clients Government 195

SaaStr

NOVEMBER 27, 2024

You’re going up against companies like Gusto who already handle payroll extremely well. They don’t have a dedicated person to set up the new software or an IT team. 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

Iannarino

MARCH 2, 2023

We describe this idea as being One-Up , meaning you have greater knowledge and experience than your buyers. Because you already know what your potential B2B customer needs to do to improve their results, you can easily start a conversation about the problems and pain points. Hope your competitors’ discovery is weak.

B2B 284

B2B Contact Clients Entertainment 284

Sales Pop!

OCTOBER 29, 2021

This is why we’re starting a new series of articles detailing why, when it comes to CRM, you need not have such worries with Pipeliner. Within your company you should also ask, are your employees who handle data restricted by contracts and confidentiality agreements? We will be taking up each of these topics in detail.

CRM 245

CRM Pipeline Legal Government 245

SaaStr

MARCH 13, 2025

Are there more demos, more contracts being drafted, and more deals in the works? Team Building : Have they started hiring and onboarding new reps that you think are at least good ? A great VP of Sales should free you up to focus on other areas of the business. If your pipeline hasnt improved, thats a red flag.

Pipeline 67

Pipeline Contract Quota Growth 67

SaaStr

OCTOBER 23, 2024

Jason starts with the meta-question we’ve been asking a lot of SaaS leaders lately ( Klaviyo , ZoomInfo ) — ‘are we in a downturn?’ “It does start at the top,” René explained. If you screw up one payment, customers are going to be angry. in revenue. Are We In a Downturn? acquisition.

Customers 123

Customers Networking UX Engineering 123

Martech

DECEMBER 6, 2024

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. Dig deeper: Role of a marketing technology manager: Best of the MarTechBot Email: Business email address Sign me up!

Technology 108

Technology Technology Legal Contract 108

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. For a very long time, we have trained salespeople to start the conversation with “the decision-maker,” an approach that provides a partial truth. Or better still, several unfair advantages.

Gaming 299

Gaming Clients Contract Up-sell 299

Partners in Excellence

MARCH 7, 2025

It’s amazing how we, unconsciously, start robbing selling time. I suppose I am, afterall, this is post is focused on freeing up people’s time to do their jobs. They sold very complex configurable systems, so time had to be spent with experts configuring them, pricing them, developing contracts.

Contract 62

Contract Legal Represent Meeting 62

Veloxy

AUGUST 6, 2021

These are calls where the deal gets moved across the line, contracts get signed and reps earn their commissions. So you’ll either come out on top by establishing an authoritative relationship, or you’re stuck playing catch up the entire time. Time wasted on unqualified leads quickly adds up to hours in dead calls.

Cold Call 328

Cold Call Pipeline Prospecting Follow-up 328

Sales Hacker

JANUARY 7, 2025

But since I started using Superhuman last quarter, I was able to get back to inbox zero within minutes. I dont know how I didnt start on Superhuman sooner. So if I look at a month or a quarter, you start and you say, okay, do we have enough pipeline? So I think I’m going to start with what is the same.

GTM 117

GTM Sell Customers Cold Call 117