The 5% Institute

AUGUST 7, 2023

Such relationships not only lead to client loyalty but also open doors for potential upselling and cross-selling opportunities. The Art of Negotiation Negotiation skills are indispensable when managing contracts, pricing, and terms. How can account managers enhance their negotiation skills?

Account management 52

Account management Negotiate X-functional Cross-sell 52

Sales Hacker

OCTOBER 11, 2021

Sales teams that are stuck manually toggling between different technology solutions are taking precious hours away from actually selling. There are three major benefits your business can expect when you decide to automate the proposal process: Decrease manual tasks for sales reps to allow for more selling time. Signature execution.

Process 87

Process Cross-sell Contract Negotiate 87

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. said Batrawy.

Cross-sell 98

Cross-sell GTM Quota Contract 98

PandaDoc

OCTOBER 21, 2022

This means that there’s usually a lot of room for salespeople to negotiate and build trust or even a relationship. A CRM is a great addition to the sales process of any mid-sized and larger teams, alongside having contract management software like PandaDoc to facilitate the negotiation process. So is it….

Prospecting 52

Prospecting Objectives and Key Results Negotiate Contract 52

Salesforce

SEPTEMBER 19, 2023

A prospect lingering in the negotiation stage, for example, may need a change to product price to move them to the contract stage. Summarize how your company can help address the potential customer’s pain points, reiterate pricing information , and demonstrate how the business value of your product more than offsets its cost.

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

Salesmate

DECEMBER 8, 2020

Yes, you’ll find many hurdles on the path while selling to enterprises, but a firm determination and constant hard work can lead you to success. A different and long pathway while selling to enterprises. Selling to a large enterprise is a different game. One must expect a long journey while selling to a large enterprise.

Sell 103

Sell Cold Call Negotiate Cross-sell 103

Martech

OCTOBER 23, 2023

21) CEO of the privacy-focused search engine and internet browser company, Gabriel Weinberg, testified that his company had attempted to negotiate deals to become the default search engine on some products. When Google’s lawyer cross-examined Dijk, he was asked why he called a question “stupid and condescending” during his deposition.

Trust 83

Trust Objectives and Key Results Engineering Negotiate 83

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling.

Technique 82

Technique Negotiate Cross-sell Sales 82

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Pricing options. Best-selling author, Hal Elrod, once said: . Contracting. Contracting Process. Sales resources.

Territory 118

Territory Objectives and Key Results Contract Price 118

Highspot

DECEMBER 5, 2023

This step requires a blend of timing, negotiation skills, and the ability to commit to the agreement. Nurture and Crossell / Upsell Selling does not end with deal closure or hitting quarterly targets. Who are you selling to? Proposal: Send a tailored proposal with pricing and an implementation plan.

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. They may have a written statement with the price, variants, product details, services, and other information required to complete the transaction. Maybe you’re selling the right products to the wrong audience in the wrong market.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Sales Hacker

FEBRUARY 2, 2021

This information will help you when coming up with the perfect sales pitch that will appeal to your prospect and sell the value of whatever product/ service you might offer. In this stage of the selling cycles, sales teams get to meet the client, either in person or through video conferencing apps or even email. Handling objections.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". We’d already agreed on X price. If we can come down to X price, would you sign today?”. Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. Negotiations. Things to Say On the Phone. “I

Prospecting 95

Prospecting X-functional Contract Cross-sell 95

Hubspot

DECEMBER 28, 2017

What is relationship selling? Relationship selling is essential if you have a high average selling price (ASP),” explains VidScale COO Adam Rizika. What is transactional and relationship selling? Relationship selling, on the other hand, is effort- and research-intensive. Relationship selling examples.

Sell 99

Sell Cross-sell Negotiate Technique 99

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. Why Should You Sell Into Startups? While selling to startups is an evergreen opportunity, it’s important to understand the risks as well.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. One of the most important lessons about crossing the chasm is that the task ultimately requires achieving an unusual degree of company unity during the crossing period.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Gong.io

FEBRUARY 9, 2019

Cold calling isn’t about discovery – it’s about selling the meeting. In fact, the talk-to-listen ratio for successful cold calls is HIGHER than unsuccessful ones: It’s your job to sell your buyer on why they should attend the meeting. Focus on selling the meeting, not on asking a probing question your sales manager would be proud of.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Lead Fuze

JANUARY 1, 2022

I know that this information will help you when coming up with the perfect sales pitch to appeal to your prospect and sell them on what they are buying. Salespeople will often try cross-selling or up-selling during this stage. The more information that is known, the better it will be in closing deals. Handling objections.

Commission 52

Commission Sales Cross-sell Pipeline 52

PandaDoc

APRIL 11, 2023

Pricing Cost is probably the first thing customers want to know about any product or service they come in contact with. For B2B products, the price is closely tied to potential return on investment (ROI): how fast the money spent on a product or service will return with the revenue it generates. What are the types of product knowledge?

Education 52

Education Product Customers Sales 52

Sales Hacker

AUGUST 23, 2018

You might optimize your prices and meet compliance regulations or you might have the best sales tools at your disposal. There’s a general tendency among most frontline sales teams to sell to enterprises and become the next Salesforce. Trying to sell to everyone and anyone is tempting, but it’s a fool’s errand.

B2B 55

B2B Cross-sell Negotiate Pitch 55

PandaDoc

MARCH 7, 2023

This visual aid gives every member of your sales team a big-picture view of the entire selling process. What’s more, it makes it easy to ensure you have enough personalization to show the lead that you understand their needs (and what you’re selling!). You can automate proposal and contract generation to help finalize sales in no time!

Process 52

Process Objectives and Key Results Pitch Legal 52

SaaStr

MAY 27, 2020

Anyone who studied economics will know when supply greatly exceeds demand, prices drop. Many of you may have noticed this past week, actually oil future prices went negative. So people were paying people to take their futures contracts. Deflation is when prices are dropping, that could be prices of real estate.

Finance 76

Finance Government Price Contract 76

SaaStr

AUGUST 27, 2019

I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. Either work or not work. Sanj Sanampudi: Great. You’re doing something that is brand new. So Michaela?

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

SaaStr

AUGUST 13, 2019

When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. You’re trying to figure out how to sell to them. Also selling up market actually means that you can very easily have predictable revenue streams. You may actually have to pricing differentiate.

Cross-sell 60

Cross-sell Sales Support Growth Up-sell 60

SaaStr

MAY 8, 2020

How have you seen the best engage with offering pilots, and what’s the structure of the pilots that you tend to advise when selling to enterprise? So, our company, Arthur, an explainable AI company, realized that the regulated industries they sell into also want their solution on prem, even during a pilot phase.

Cross-sell 69

Cross-sell Contract Start-ups Up-sell 69

Salesforce

JANUARY 11, 2024

In B2B (business-to-business) sales, one business sells goods or services to another. Because businesses typically require chains of approval, closing a B2B sales deal usually involves detailed touchpoints, presentations, product demos, and negotiations with decision-makers, leading to a long sales cycle. Negotiation.

B2B 59

B2B B2C Manufacturing Government 59

Hubspot

AUGUST 21, 2023

Critics attribute the failure to Lisa’s misleading ads and high price, despite its low processing power. Distribution: Through what mediums will you sell the product or service? Negotiation: Both sales reps and decision-makers discuss pricing details and feature needs. A website, an app, or a third-party distributor?

Go To Market 69

Go To Market Process GTM Launch 69

Hubspot

NOVEMBER 21, 2018

These roles vary based on the product, industry, and vertical you’re selling to. Negotiation: Both sales rep and decision makers discuss pricing details and feature needs. Renewal: Your customer renews their contract or subscription. This type of model works best with a product of medium complexity and price.

Go To Market 96

Go To Market Process GTM Education 96