Partners in Excellence

OCTOBER 5, 2015

In this case, the customer was growing faster than their ability to bring people on board supporting the growth. Bill’s solution enabled the customer to support their anticipated growth with their current workforce. You need to hit this price target.” As a result the business case was stunning.

Price 104

Price Finance Negotiate Contract 104

SaaStr

SEPTEMBER 29, 2022

Dear SaaStr: How Do I Do My Retention Negotiation in an Acquisition? Third, know it may be that negotiating the sticks is both more lucrative on a net basis, and often also easier (because it’s not new/additional money). The thing is, the sticks are harder to negotiate up than the carrots down. What are the sticks?

Negotiate 116

Negotiate Drivers/motivators Closing Price 116

SaaStr

MARCH 5, 2025

Maintain Financial Stability – A healthy balance sheet gives you the option to walk awayyour most powerful negotiating tool. When there’s deep trust between CEOs, direct negotiations can sometimes work better. Competition Creates Better Outcomes Having multiple bidders dramatically changes your leverage in negotiations.

Sell 82

Sell Negotiate Healthcare Drivers/motivators 82

ConversionXL

JANUARY 23, 2019

But that’s not why raising prices is so difficult. Instead, poor planning is to blame: Companies neglect to plan a price increase until there’s a financial squeeze or, for the thirtieth time, a customer confides that, “You know, you really ought to charge more.”. What’s at stake: The exponential impact of a price increase.

Price 121

Price Customers Contract Clients 121

ConversionXL

MARCH 19, 2020

An article on growth and marketing in the middle of a crisis—the current one or any other—can seem tone deaf. And getting it right during the lean years, Bain reports , has a massive impact on companies’ growth rate after things improve: ( Image source ). Novel pricing strategies beyond the $0.99 Tim Stewart, trsdigital.

Growth 121

Growth Non-Profits Price Promote 121

SaaStr

MAY 29, 2019

We’ve talked quite a bit about the pros and many cons of raising prices on existing customers on SaaStr. Our general view, and experience, is that until you are fairly mature, raising prices on existing customer isn’t worth it. Raising prices on a small group of customers today won’t move the long-term needle.

Price 97

Price Negotiate Growth Account management 97

Cerebral Selling

JANUARY 18, 2021

But the reason customers like you choose us is because you have big growth plans. One of the most important aspects of dealing with objections in any negotiation is understanding how much authority each side has to grant commitments or concessions. A VP of Sales may have the authority to grant large price discounts.

Objection handling 197

Objection handling Negotiate Strategize Presentation 197

Highspot

JANUARY 23, 2025

Leaders can also track real-time progress through data analysis, guiding reps to build the confidence they need to handle challenging conversations and negotiations. Emotional Intelligence Managing emotions, both your own and the customer’s, is key to resolving objections and de-escalating tense negotiations.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

ConversionXL

APRIL 4, 2017

Okay, so it’s important to capitalize on effective channels that are conducive to growth at scale. First, let’s lay the landscape for the marketing channels most companies are using for growth, as well as which companies are capitalizing on these channels. The Intersection of SEO and CRO (and How to Maximize Long Term Growth).

Growth 118

Growth Referrals Niche Strategic partnership 118

Salesmate

JULY 8, 2020

The amount of time it takes to turn a lead into a customer will depend on the service you are offering, and the price of that service. There are some obvious levers for growth in this stage of the sales pipeline. Making a proposal is more than just sending the prospect your standard product menu and price list. Negotiation.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

Salesforce

JANUARY 15, 2025

Highly technical product details, bulk reorders, and pre-negotiated pricing and entitlements have historically made it difficult to provide cohesive, consumer-like ecommerce experiences for B2B buyers. For manufacturers, ecommerce comes with added complexity. Ready to get started? Ready to build your own Agentforce?

Manufacturing 59

Manufacturing Negotiate B2B Price 59

Highspot

APRIL 1, 2025

Instead of generic practice sessions, you focus on what truly needs improvement, resulting in faster skill development and more authentic leadership growth. You can experiment with negotiation tactics and tackle tough conversations without worrying about peers or clients observing every misstep.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Hubspot

OCTOBER 3, 2022

Plus, how you can leverage BATNA's key negotiation tactics to ensure your business and your customers are both benefitting from a deal. BATNA stands for Best Alternative to a Negotiated Agreement. When you're negotiating, you need to ask yourself, 'What are the concessions I'm willing to make? What does BATNA stand for?

Negotiate 74

Negotiate Customers Contract Non-Profits 74

Heinz Marketing

SEPTEMBER 1, 2023

By Maria Geokezas , Chief Operating Officer at Heinz Marketing When it comes to effective customer-led growth (CLG) strategies, most efforts focus on customer service and support. Effective customer-led growth encompasses more than service and support. This transparency fosters trust and streamlines the negotiation process.

Gaming 116

Gaming Negotiate Technique Account management 116

PandaDoc

MARCH 25, 2025

You choose a price based on size, add any extras, and send your customers on their way. You need to evaluate pricing, implementation, features, integrations, and ongoing support. Because of the hefty price tag, complex sales lead to a longer sales cycle than transactional sales. Take buying a CRM, for example.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Sales Hacker

MARCH 12, 2021

Negotiation: What are your levers to proactively share to help ensure your new partner is getting a fair deal for their team? Closing: This isn’t the end, but it is a fluid transition to onboarding and future growth and expansion. Pricing structure. Negotiation. The goal of negotiation is to find common ground.

Pipeline 122

Pipeline Negotiate Contract Sales 122

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. Our commercial negotiators use the pricing insights from our database to then go and negotiate on our client’s behalf.

Negotiate 107

Negotiate Contract Price Strategize 107

Sales Hacker

JANUARY 23, 2018

I actually negotiated to buy SalesHacker.com from someone who was writing a sales book and scooped up a bunch of domains. Who better than a conversational intelligence company to tell us, with data, what the best time to bring up pricing is on a discovery call? This would prove to be crucial for our 2017 growth.

Growth 108

Growth Sales Education Networking 108

SaaStr

OCTOBER 10, 2022

From a venture capital perspective, there’s now a premium on driving efficient growth rather than growth at any cost. . “Sales and marketing alignment is a terrific place to figure out and improve efficient growth.” . How do you go about driving efficient growth? . Align marketing and sales goals.

Quota 129

Quota Construction Negotiate Growth 129

Anthony Cole Training

MAY 16, 2011

Negotiating (2). Introducing the ACTG Learning Center which offers a full curriculum of sales courses at a price you can afford and 24/7 access for your convenience. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3).

Objectives and Key Results 184

Objectives and Key Results Drivers/motivators Sales Clients 184

SaaStr

APRIL 8, 2020

Pressure tactics, exploding discounts, 48-hour trials that end on you, us-vs-them pricing, are all still alive and well. Make pricing < $50,000 at least as simple and transparent as possible. Your customers should know pricing isn’t a rip-off. And price it that way. Such is the way as you grow. Especially now.

Product 145

Product Contract Construction Negotiate 145

Sales Pop!

JANUARY 8, 2024

Precision in data management empowers businesses to base decisions on facts, optimize operations, and unearth avenues for growth and innovation. Scalability: Assess if the solution can accommodate your organization’s future growth in data volume, variety, and velocity.

Government 130

Government Contract Negotiate Legal 130

SaaStr

JULY 27, 2022

So how did PayFit achieve such explosive growth? Secret 1: A Self-Serve Product is Non-Negotiable For SMBs. Smaller organizations don’t typically respond to the long sales cycle or constant conversations and negotiations that an enterprise needs. Secret 4: Be Transparent About Pricing and Keep It Simple. .

Go To Market 97

Go To Market GTM B2C Price 97

Anthony Cole Training

APRIL 27, 2011

Negotiating (2). In order to succeed at accomplishing your passionate desires, your desires must be non-negotiable to the extent that you overcome the distracting and pleasing behaviors that are keeping you from doing what you must do. Leadership Training (2). major performance factors (2). managing sales (4). mentoring (2).

Objectives and Key Results 174

Objectives and Key Results Sales Drivers/motivators Negotiate 174

Anthony Cole Training

AUGUST 17, 2010

Negotiating (2). In other words, when a prospective new sales hire tells me that they are the top sales person in their district in year over year growth, that doesnt tell me much. Introducing the ACTG Learning Center which offers a full curriculum of sales courses at a price you can afford and 24/7 access for your convenience.

Objectives and Key Results 183

Objectives and Key Results Drivers/motivators Sales Represent 183

Search Engine Land

JUNE 26, 2023

Influencing decision-making Leadership support facilitates decision-making processes, obtaining approvals, securing partnerships, negotiating contracts, prioritizing SEO initiatives, and leveraging leadership influence to drive successful implementation and maximize SEO tool impact. Once both parties agree, sign the NDA.

Process 101

Process Negotiate Contract Legal 101

Sales Hacker

JANUARY 12, 2023

Popcorn pricing”. Most reps will focus on expanding companies to, “Make their growth your growth.” I hate to ask, but with demand cool off, how are you planning to sustain that growth?”. Avoid negotiating with “Popcorn Pricing”. This last one jumped out to me because I’m a horrible negotiator.

Negotiate 117

Negotiate Price Sales Up-sell 117

Anthony Cole Training

APRIL 19, 2011

Negotiating (2). More about pricing, value and purchasing process. Introducing the ACTG Learning Center which offers a full curriculum of sales courses at a price you can afford and 24/7 access for your convenience. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18).

Sell 180

Sell Objectives and Key Results Sales Drivers/motivators 180

Anthony Cole Training

DECEMBER 12, 2011

Negotiating (2). Understanding and coaching of the crucial elements that drive sales results and sales growth. Introducing the ACTG Learning Center which offers a full curriculum of sales courses at a price you can afford and 24/7 access for your convenience. Leadership Training (2). major performance factors (2). mentoring (2).

Objectives and Key Results 183

Objectives and Key Results Sales Drivers/motivators Up-sell 183

SaaStr

MAY 23, 2022

But public stock prices are way down, and venture capital is much tighter than it was just a few months ago. But you can’t cut your way to growth. They can negotiate themselves on where to spend incremental revenue and dollars. Without making any other real changes, and without impacting growth at all. And stick to it.

Contract 127

Contract Negotiate Growth Price 127

Sales Hacker

APRIL 22, 2020

Did you notice that I didn’t mention “revenue growth” as a priority right now? For most organizations, revenue growth has become a “nice-to-have.” If your messaging includes helping companies achieve or maximize revenue growth, take it out. Negotiate transparently. The counterintuitive part? The counterintuitive part?

Sell 126

Sell Negotiate Contract Prospecting 126

Force Management

DECEMBER 14, 2023

A channel program is an effective way to increase your capacity and expand market share, helping you reach your growth goals faster. To expand market share, you'll need Productivity x Capacity to drive growth. Position and negotiate value, preserving margin and avoiding price cuts 3.

Negotiate 134

Negotiate Education Market share Growth 134

Gong.io

FEBRUARY 23, 2023

(it’s well worth 8 minutes of your time) Handle pricing conversations with confidence As you might expect (and are probably already experiencing yourself) the past 6 months have made buyers more price-sensitive, to say the least. Handling pricing with confidence will be critical to a seller’s success this year.

Closing 121

Closing Price Finance Negotiate 121

Anthony Cole Training

APRIL 18, 2011

Negotiating (2). Not when your pricing goes down or your benefits to go up. Introducing the ACTG Learning Center which offers a full curriculum of sales courses at a price you can afford and 24/7 access for your convenience. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18).

Sell 174

Sell Objectives and Key Results Drivers/motivators Up-sell 174

PandaDoc

MARCH 19, 2025

Pricing can make or break a deal when it comes to making a sale in SaaS. This is when strategic pricing approaches come into play, a key one being ramp pricing. This article will break down everything you need to know about ramp pricing, including how it works and why its so important. What is ramp pricing?

Price 52

Price Contract Legal Negotiate 52

Anthony Cole Training

APRIL 19, 2011

Negotiating (2). Introducing the ACTG Learning Center which offers a full curriculum of sales courses at a price you can afford and 24/7 access for your convenience. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3).

Objectives and Key Results 167

Objectives and Key Results Drivers/motivators Pipeline Clients 167

Anthony Cole Training

JANUARY 16, 2012

Negotiating (2). Introducing the ACTG Learning Center which offers a full curriculum of sales courses at a price you can afford and 24/7 access for your convenience. Leadership Training (2). major performance factors (2). managing sales (4). managing sales teams (18). mentoring (2). motivating sales people (15). Motivation (3).

Objectives and Key Results 196

Objectives and Key Results Drivers/motivators Sales Up-sell 196