Gong.io

NOVEMBER 9, 2020

He would drive around the LA area, visiting doctors’ offices, hoping to sell them medical equipment. There’s a long list of the changes we’ve all experienced in 2020, but one thing remains: building relationships is a top priority. . But Gong can pick up on anything and everything. Follow me to read upcoming research.

Commission 118

Commission Trust Sports Territory 118

Hubspot

MARCH 18, 2020

They're relatively easy to automate in 2020. As a result, reps spend more time communicating with and closing more leads. In this post, you'll find the 9 best sales automation tools for generating, researching, and closing leads in 2020. Best for: Follow-up and closing. Benefits of Sales Automation.

Closing 88

Closing Price Contact Sales 88

Sales Hacker

NOVEMBER 23, 2020

Customers are distracted trying to close out their own year. Sell as a team. If you’ve got a room full of reps trying to close those final deals and executives juggling end-of-year priorities, you need to ensure you’re delivering maximum value without taking too much time away from selling activities. Teams are tired.

Closing 131

Closing Cross-sell Contact CRM 131

Salesmate

MARCH 17, 2020

You are gearing up to launch your product’s sales process. Or maybe you are planning to expand your startup and are gearing up to explore the unknown territory. In this article, I am going to tell you how you can equip yourself better for handling potential customers by creating a winning sales process for your startup in 2020.

Process 125

Process Objectives and Key Results CRM Sales 125

Gong.io

FEBRUARY 23, 2023

We analyzed three years of data, across 184 companies, and hundreds of thousands of deals to identify key shifts in buying behavior since 2020. Factoring both, on average reps saw a 36% decrease in the total number of interactions with buyers compared to 2020. The second is closing deals in less time.

Closing 121

Closing Price Finance Negotiate 121

SaaStr

NOVEMBER 23, 2019

Hopefully you are closing the year out strong. Even if you are coming up a bit short, there’s one thing I do know. They will rest up over the holiday. But the fact that the Closed/Won dials in Salesforce will roll all the way back to $0 for the year on Jan 1 … that’s tough. Have sane quotas for 2020.

Quota 103

Quota Sales Contract Closing 103

Hubspot

AUGUST 24, 2020

But if you’re considering setting up an online store, or changing your focus in response to the current climate, you might be wondering what you should sell. The State of Ecommerce in 2020. And this trend is set to continue, with ecommerce penetration rates set to rise from 15% in 2020 to 25% in 2025.

Niche 100

Niche Entertainment Retail Gaming 100

Hubspot

DECEMBER 8, 2020

Now that 2020's global pandemic has taught most of the world how to live and work completely from home, marketers planning their 2021 strategy are asking one big question: “Will this uncertain time change the way people spend money?”. How Purchasing Behaviors are Changing in 2020. Brand loyalty is being tested.

Entertainment 101

Entertainment Gambling Price Campaign 101

Sales Hacker

JUNE 24, 2021

Adding insult to injury, that imbalance means all that time and money it takes to get prospects to the closing phase goes to waste. But like all other aspects of sales, closing is a process. Radio silence from your prospects at the close stage could be caused by the fact that they haven’t seen the documents your reps sent.

Closing 129

Closing Contact Sales Follow-up 129

Gong.io

SEPTEMBER 17, 2021

Sales cliche: Top sales pros could sell ice to eskimos. Your job isn’t to use closing techniques, it’s to lead. Here are 8 sales closing questions that are 0% closing gimmicks and 100% effective. The reason most deals don’t close is misalignment. This is where asking the right sales closing questions comes in.

Closing 118

Closing Sales Cold Call Legal 118

SaaStr

JULY 4, 2019

After the 1000+ attendee, 1-day S aaStrScale.com in SF on Aug 29, we’ll be gearing up full-time for the 2020 SaaStr Annual. 2019 was our best Annual yet, and we loved the changes to the format (venue, mentorship, stages, AMAs), so 2020 will be a series of big and small additions, and refinements. Sponsor Workshops.

Promote 98

Promote Up-sell Start-ups Closing 98

Salesmate

AUGUST 18, 2020

The sales podcast offers a wealth of information that can help you level up your sales game. Sales podcast 1 – The advanced selling podcast. They covered almost everything from cold calling to sales forecasting and even provided helpful tips to handle prospects and close more deals. Are you one of them too? Host: Donald C.

Cold Call 113

Cold Call Sales Pipeline Technique 113

SaaStr

FEBRUARY 2, 2020

I thought it might be helpful and fun to share some of the demographic data of who’s coming to the 2020 SaaStrAnnual.com on March 10-11-12 in the SF Bay Area. Right now we’re tracking to somewhere close to 15,000 attendees. But who comes? Yes, Reinvent and Dreamforce are bigger (for sure).

Cross-sell 105

Cross-sell Represent Meeting Gaming 105

Sales Hacker

MAY 22, 2020

Fortunately, there’s a way to make the entire process of getting, nurturing, and closing leads simple, and it only uses one type of lead — Sales Accepted Leads (SALs). How to close SALs. If you’re ready to improve your percentage of closed deals in 2020, stick with me. Catch their attention with timing and pop-ups.

Closing 127

Closing Education Sales Follow-up 127

Salesmate

JULY 28, 2020

So, take the help of various sales books to enhance your knowledge and brush up your skills. Learn various strategies to effectively manage sales and close deals faster. 25 sales books you must-read in 2020. Unbreakable Laws of Selling. Unbreakable Laws of Selling. Unbreakable Laws of Selling.

Objectives and Key Results 103

Objectives and Key Results Sales Pitch Quota 103

PandaDoc

NOVEMBER 12, 2020

But can you save time and still close more deals? At HubSpot, we hear this question all the time: “How can I increase my close rates?” ” If you’re wondering how to increase your close rates, you need to look beyond the closing call. Yes — by investing in the right processes, activities, and skills.

Presentation 98

Presentation Prospecting Closing Objection handling 98

Salesmate

MAY 12, 2020

Market the features, sell the benefits. Important note: As a startup owner, selling your product/service will be way different than how you market the same. In simple words, selling is about highlighting your product’s benefit to the prospect and closing the deal on the basis of features. This is simple economics.

E-commerce 103

E-commerce Retail Angle Sales 103

Sales Hacker

FEBRUARY 3, 2020

Here are the 26 sales events in 2020 (organized by the season of the year) that we’re most excited about. Best 26 Sales Conferences in 2020. SaaStr Annual 2020. SiriusDecisions 2020 Summit. Sales Assembly Annual 2020. Seismic Shift 2020. G2’s Reach 2020. Less is more in 2020. We’ll wait!

Networking 91

Networking Sales B2B Growth 91

PandaDoc

AUGUST 17, 2020

When you are a part of a sales team, your main priority is closing deals faster and meeting your monthly quotas. However, you have to be fully prepared before you can close a deal through a sales meeting. Keep reading as we discuss the benefits of video meetings when it comes to closing deals.

Closing 105

Closing Contract Negotiate Clients 105

Veloxy

OCTOBER 29, 2021

These include accelerating lead volumes, closing rates, and overall sales performance. This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. The power of selling will never move away from human interaction. What is Sales AI?

Sales 223

Sales Non-Profits CRM Pipeline 223

SaaStr

SEPTEMBER 19, 2023

So I’ve been doing SaaS for a while, and the costs of doing business have just gone up. Salaries have gone up. Marketing expenses have gone up. And expectations for OTE have gone way up. These all sprung up as more cost-effective centers of excellence for SMB and even some mid-market sales reps. customers?

Sales 125

Sales Price Up-sell Start-ups 125

A Sales Guy

APRIL 28, 2020

We created a virtual Gap Selling training course for salespeople. We are doing our LAST virtual Gap Selling Training this May 5th and 6th at 10:00 MST. The post The Last Gap Selling Virtual Training appeared first on A Sales Guy. Due to the Coronavirus and the shelter in place, we made a quick pivot at A Sales Guy.

Sell 131

Sell Price Pipeline Gaming 131

SaaStr

SEPTEMBER 9, 2022

Traditional software had 90% gross margins, and the classic enterprise sales reps, the best ones, could close a million or more dollars a year. Paying them 20% all-in on what they closed was easy, a 5:1 ratio ratio. Close a million, make $200k. Close two million, make $400k. More or less. This wrecks the unit economics.

Commission 138

Commission Quota Sales Closing 138

Gong.io

MARCH 12, 2020

Back then, salesmen – I mean sales people (glad that’s changed) – would button up their best suits, court prospective clients in-person with bone-in steaks, and discuss business over a handful of dirty martinis. . Today’s technology means some sales pros never even shake hands with clients or look them in the eye before closing a deal. .

Sales 153

Sales Gaming Trust Up-sell 153

SaaStr

APRIL 15, 2022

Once you are running a Calendly, a Canva, a whatever, you can’t even keep up with all the in-bounds from investors. Until then, though, you’re in sales — selling stock — and the VCs are prospects. Or when you don’t end up having the product they actually need. Just treat them that way: Follow up.

Prospecting 139

Prospecting Follow-up Up-sell Pipeline 139

SaaStr

MARCH 28, 2025

Sell only direct and you’ll often fall way behind your competitors that do both. Treat this like a sales pipelinetrack leads, co-selling efforts, and revenue generated from these partnership. Distribution Partners : These partners help you sell, such as resellers or channel partners. Make It Personal Show up.

Drivers/motivators 55

Drivers/motivators High impact Trust CRM 55

Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. That’s why the team at Sales Hacker decided to put together a statistics round-up showcasing how things changed in this year and where they’re likely headed in the future. Best Sales Statistics to Know in 2021.

CRM 133

CRM B2B Referrals Sales 133

Martech

AUGUST 17, 2021

We’re still selling, but we’re changing our approaches to recognise how, when and what people want to buy. But the sudden economic and cultural shifts, reversals and shutdowns throughout 2020 forced many marketers to remake everything from their marketing plans for the year to the mechanics of getting emails out the door.

Territory 145

Territory Government Campaign Education 145

SaaStr

FEBRUARY 13, 2021

Probably, or at least, close enough. Its definitely at least a Cloud infrastructure and applications company for SMBs: And its also a great case study of learning how to sell and market to SMBs at scale. Million More Customers in 2020. in marketing/ads in 2020. SMB growth in Cloud and SaaS is still going strong!

E-commerce 127

E-commerce Cross-sell CRM Up-sell 127

SalesHandy

MAY 22, 2020

In 2020, outbound sales is not just restricted to selling your product, rather it’s also about designing a robust sales process and predicting the revenue for your organization. Inbound sales is focussed on pull selling whereas outbound sales is more of a push selling. What is outbound sales? Easy targeting.

Cold Call 84

Cold Call B2C Technique Appointment 84

SalesHandy

SEPTEMBER 3, 2020

You need to stay updated with the latest sales statistics for setting up your goals, defining the KPIs, and measuring the performance metrics of your sales team. The Best Sales Statistics of 2020. They use cold emails, cold calls, and frequent follow-ups to achieve consistent growth. Follow-up statistics.

Product 131

Product Cold Call Referrals Sales 131

Martech

AUGUST 24, 2021

This partnership boosts the social commerce landscape, a market projected to bring in up to $36 billion in revenue this year in the U.S. While the TikTok Shopping experience provides a new channel for Shopify merchants to sell, it also gives creators an opportunity to monetize their content on TikTok.

E-commerce 127

E-commerce Entertainment Drivers/motivators Pitch 127

SalesHandy

APRIL 14, 2020

These processes will make your sales cycle smoother automatically scaling up your business. These tools will help you with managing your email campaigns from one place, scheduling follow-up stages and in making smooth closures. Always follow-up. Follow-up is one of the most important parts of the sales engagement process.

Sales 98

Sales Follow-up Campaign Represent 98

SaaStr

APRIL 8, 2020

In the last year we’ve been leveling up a lot of our systems at SaaStr, and as part of that, moving from a lot of self-service and simple products to more robust ones. And one thing I’ve been shocked about is how few sales processes have kept up. Now, it’s time to overhaul how we sell it as well. Such is the way as you grow.

Product 145

Product Contract Construction Negotiate 145

SaaStr

JANUARY 16, 2021

Love email mktg at scale – Sr AE: Make real $$ selling to CMOs – Head Digital Events: love ‘em now? So after a crazy 2020 — including being the first major SaaS event to be cancelled due to Covid in March — SaaStr is stronger than ever. Our podcast is up, we’ve crossed 1.2m Want a chance to close $2m-$5m a year?

Cross-sell 114

Cross-sell Up-sell Start-ups Follow-up 114

SaaStr

MAY 31, 2024

1: How Sales and Marketing Have Shifted Since 2020 Expectations and the types of people working in SaaS have shifted over the past few years, and much more in sales, marketing, and customer success. He asked each of them to do one tiny bit of follow-up, and none of them did. Then 2020 hit and forced a reset. It was all organic.

Drivers/motivators 120

Drivers/motivators B2C Pipeline Follow-up 120

SaaStr

DECEMBER 1, 2021

So with the end of the year coming up again, it’s time to update a classic SaaStr post. On why the best sales teams just close so much on the last day of the year (be it Dec 31 for many of you, Jan 31 for others). Leads dry up at the end of the year, for natural reasons. It’s not the hard sell. Not really.

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Intrinsic Pitch Contract Quota 134