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

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. A gentle approach and the option to end the conversation often encourage a response. “In

Prospecting 81

Prospecting Contract Follow-up Pitch 81

Sales Hacker

OCTOBER 11, 2024

For example: Revenue is driven by metrics like win rate, ACV (average contract value), and number of deals closed. Sustained success demands a strategic approach backed by powerful technology. You can’t change what’s already happened. What you can do is focus on metrics that lead to those results.

GTM 115

GTM X-functional Pipeline Construction 115

Hubspot

JANUARY 14, 2025

When it comes to B2B sales, relationships, strategic alignment, and trust determine the success of everything, from initial prospecting to long-term client retention. Instead, they should be recognized as strategic thinkers, relationship builders, and growth drivers. Sales champions take crushing it to a whole new level.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

Salesforce

AUGUST 15, 2024

This provides a single source of truth for your business and allows for more strategic decision-making and personalized engagement. The reports generated from analytics are used by organizations to understand performance, optimize processes, and guide strategic planning. CRMs offer a comprehensive view of customer data. Back to top.)

Product 88

Product E-commerce CRM A/B testing 88

Sales Hacker

AUGUST 4, 2022

I’m going to share my two biggest secrets for doing just that: listening and strategic gifting. Through strategic gifting, you are practicing how to actually get to know your prospects. Make sending contracts easier. And strategic gifting can be a game-changer. So the team got strategic. Make using LinkedIn easier.

Strategize 107

Strategize Sports Quota Gaming 107

Iannarino

JUNE 17, 2021

At one time, as a salesperson, you would be told to find “the decision-maker,” the single individual who could sign a contract. The task force usually included a person with the authority to say yes and sign a contract. You are still going to need a person with the formal authority to sign a contract. Do Good Work.

Contract 195

Contract Sales Clients Government 195

Iannarino

MARCH 2, 2023

Imagine you are an executive responsible for improving some strategic outcome that causes a productivity pain point. Unless root causes are addressed, the ink on the contract won't be dry before the client fires the company and starts over. The last time the company made a significant change was almost 11 years ago.

B2B 284

B2B Contact Clients Entertainment 284

Search Engine Land

JULY 22, 2024

Reserve the following now, get contracts with partners signed and get budgets approved as soon as possible: Influencer dates for promotions and products in their hands. Most of the year, a good affiliate manager works on building evergreen content that brings top-funnel traffic to the site. This year’s space is limited.

Niche 98

Niche Retail Promote Follow-up 98

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. Optimizing your budget and being strategic about your priorities is essential. That’s great. Customers’ spending habits often change, and you may have to go against your instincts.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

SaaStr

OCTOBER 23, 2024

So at BILL’s scale, you have to put programs into place across the company to connect employees to customers, to help you focus on all the different stakeholders vs just the contract signer. “It does start at the top,” René explained. “I will go into any roadmap discussion and I will be talking about the product.

Customers 124

Customers Networking UX Engineering 124

Veloxy

NOVEMBER 15, 2022

Businesses that implement advanced ABSD strategies stand to see a range of benefits, including but not limited to: A 171% increase in the average annual contract value from each account. Crucially, it ensures that strategic and target accounts gain the personalized touch that 56% of marketers feel is key to the success of this method.

Sell 246

Sell Objectives and Key Results SQL B2B 246

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

PandaDoc

OCTOBER 15, 2024

Key Features: Workflow automation : set up who is on your team, what their role is, and hook integrations with your CRM, proposal management system, and contract management software. Professional services : consulting firms and other large, complex professional services with many moving parts in the contract process.

Legal 52

Legal Contract Cross-sell Finance 52

Sales Hacker

MARCH 21, 2025

Many make this shift reactively rather than strategically. Inbound requests for larger contracts and enterprise agreements. Every great Product-Led Growth (PLG) company eventually faces a crossroads: When and how to introduce a Sales-Led Growth (SLG) motion. PLG and SLG arent competitors, theyre partners in growth.

Growth 79

Growth GTM Product Government 79

Sales Pop!

JULY 14, 2022

Strategizing how to keep large clients is seen as a long-term initiative while the short-term focus is chasing the numbers – “What have you sold today?”. Holding Long-Term Contracts. Given the crushing impacts of these losses, you’d think all selling organizations would focus intensely on retaining these valuable assets.

Clients 213

Clients Contract Up-sell Growth 213

Sales Pop!

SEPTEMBER 23, 2021

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. You must know, for example, what actual level of authority purchasing has and how actively involved in the decision the actual users of the product or service will be.

Legal 213

Legal Finance Contract Networking 213

Search Engine Land

AUGUST 5, 2024

Expertly documenting your strategy could be the difference between getting more budget or a canceled contract. Keeping those two questions in mind means you should convey enough strategic insight upfront for your leadership while going into specifics for your implementers.

Objectives and Key Results 85

Objectives and Key Results Clients Strategize Contract 85

Sales Pop!

NOVEMBER 18, 2022

Because strategizing about market changes will not only benefit your future planning but could actually create competitive advantage to help close deals right now. And what of the impact of virtual alliance, channel and delivery partnering and the streamlining of contract vehicles? Knowledge, as they say, is power. And market patterns.

Real Estate 212

Real Estate Healthcare Government Objectives and Key Results 212

Sales Pop!

AUGUST 24, 2021

Because strategizing about market changes will not only help future planning but create competitive advantage to help win deals in your pipeline right now. And what of the impact of seamless virtual alliance, channel, and delivery partnering and the streamlining of contract vehicles? Truthfully, though, such sessions have their merits.

Transportation 209

Transportation Real Estate Healthcare Government 209

Cerebral Selling

AUGUST 8, 2022

According to my good friend (and fellow sales nerd) Todd Caponi, author of The Transparency Sale and the upcoming The Transparent Sales Leader , economic expansion and contraction is normal. Assure them, this is normal. History tells us massive inflation and uncertainty follows explosive economic growth.

Sales 220

Sales Contract Clients Quota 220

PandaDoc

MARCH 27, 2025

Another example: Say youre already utilizing PandaDoc for contract management , allowing you to create, manage, and sign contracts digitally and all in one place. You might also benefit from a complementary solution like CPQ software , which can help make your quoting process seamless.

Cross-sell 52

Cross-sell Sell Customers Legal 52

Highspot

JANUARY 19, 2024

For instance, measuring annual contract value by sales rep can reveal insights into team performance. Strategic programs utilize leading indicators to predict success and correlate these signals with lagging indicators to prove impact. Enablement programs without tangible metrics are merely collections of activities.

Strategize 64

Strategize Growth Quota Sports 64

Sales Hacker

OCTOBER 20, 2021

??. Contracts are the lifeblood of modern companies. In fact, contracts govern most B2B business deals. There’s no denying that contracts are an absolute necessity for conducting business. There’s no denying that contracts are an absolute necessity for conducting business. Sales teams are focused on speed.

Legal 121

Legal Contract Negotiate Government 121

Sales Pop!

DECEMBER 3, 2023

A fractional CMO is a marketing expert who is hired on a part-time or contract basis. This is a great option for companies that need high-level marketing expertise but don’t have the budget to hire a full-time CMO. In this blog post, we’ll discuss how a fractional CMO can improve your company’s bottom line.

Contract 147

Contract Campaign Strategize Sell 147

PandaDoc

MARCH 25, 2025

This means you will be working with a technical buyer who will handle the implementation, a financial buyer who wants to only know contracting details and the why, and an end user who only cares about the how. When creating enterprise contracts, I have sat down for upwards of 45 minutes just double-checking the math on the many line items.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Sales Hacker

DECEMBER 3, 2021

Deciding which market will suit you best takes time and strategizing. Form strategic partnerships or joint ventures. Attempting to form a strategic partnership or joint venture with a complementary company is a great way to support both businesses, fostering collective growth. You may have some idea of where you want to expand.

Strategic partnership 118

Strategic partnership Profit margin Manufacturing Contract 118

ClickFunnels

OCTOBER 12, 2021

However, as your company grows, it pays to become less tactical and more strategic. That’s why before you sign a contract, you should make sure that the agency in question has a proven track record, meaning, that they have successfully executed lead generation campaigns in the past. 2 Create a Super Valuable Lead Magnet.

Lead generation 244

Lead generation Contact Contract Price 244

SaaStr

OCTOBER 25, 2021

” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. “1 year contracts for enterprise software. 9/10 times they don’t work otherwise.” Jason, ed. :

Price 130

Price Contract Referrals Contact 130

Martech

APRIL 25, 2024

This can change many things, including price, customer service, contract enforcement and more. It’s always use-case driven and we all need that reminder even if we know it,” said Milton Hwang , a strategic consultant and program leader for Kellogg’s Graduate School of Management. Know what you need and why.

Contract 106

Contract Legal Price Technology 106

SaaStr

JANUARY 24, 2022

Anita Kutlesa is a senior financial executive with nearly two decades of expertise driving performance through cash management, process improvement and strategic planning in start-up, high growth and restructuring environments. I’ve contracted accounting help. The same is true for taxes, US GAAP, contracts, HR… Don’t panic.

Finance 133

Finance Contract X-functional Start-ups 133

Partners in Excellence

APRIL 26, 2021

We assume they know how to get approval, how to contract, how to issue an order. Related to the previous point, how does this initiative support the corporate strategic objectives. They don’t know how to work with legal and contracting. We tend to take for granted that our customers know how to buy.

Customers 131

Customers Contract Legal Negotiate 131

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. In 2022 Sean made the switch from operator to investor, currently serving as Managing Partner at Perkins Cove Partners.

GTM 122

GTM Growth Referrals Contract 122

SaaStr

OCTOBER 22, 2021

One tactical, one strategic. My strategic answer is this: Whatever you do, make your first 10, 20, 30, 100 customers happy. Adobe Sign and DocuSign and similar esignature apps are somewhat collaborative, in that when I send you a contract to sign, it goes from one org to another. And probably 10 more. One company to another.

B2C 119

B2C Contract Strategize Gaming 119

SaaStr

MARCH 30, 2023

PSG is a growth equity firm that partners with software and technology-enabled service companies to help them navigate transformational growth, capitalize on strategic opportunities and build strong teams. Join these incredible companies to experience all the value of SaaStr!

Negotiate 110

Negotiate Contract Price Strategize 110

Martech

JANUARY 9, 2024

It’s a pivot that’s tipping the scales from social ad spend to more influencer marketing investment — where genuine, community-focused engagement means richer content, more strategic partnerships and deeper market penetration as the creator economy barrels ahead. Why pay attention to the creator economy? Be prepared for negotiation.

Niche 132

Niche Negotiate Contract Legal 132

SaaStr

NOVEMBER 20, 2020

First, at a strategic level, the founder/CEO has to see the future, a positive future, that is 100x bigger than today. There are two reasons to kill your competition, one strategic, one tactical. IMHO and experience, most SaaS CEOs/founders aren’t Killers. They can’t be. They’re Builders. Because it pays.

Real Estate 137

Real Estate X-functional Contract Healthcare 137