Miller Heiman Group

JULY 8, 2019

Nearly half of American CFOs indicated they believed a recession would hit by mid-year 2020 in a Duke University/CFO Global Business Outlook survey released in June 2019. Sales leaders that collaborate closely with service leaders will find more opportunities for cross-selling and upselling. Conclusion.

Cross-sell 82

Cross-sell Sales Negotiate Quota 82

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 96

Trust Objectives and Key Results Engineering Negotiate 96

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? Selling skills matter just as much for account management, just in a more subtle way. Selling Skills and Account Management. Then all the negotiation skills that you learn in sales carry through to the renewal process. Key Points to Remember.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

SaaStr

JULY 17, 2020

353: Keith Rabois (Paypal, Linkedin, Square) and SaaStr Founder Jason Lemkin talk about the landscape of SaaS & Cloud fundraising and valuation in 2020. And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things. That’s a fair caveat.

E-commerce 94

E-commerce Retail Real Estate X-functional 94

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. Best-selling author, Hal Elrod, once said: . What happens if a company has franchises that cross into multiple territories?

Territory 118

Territory Objectives and Key Results Contract Price 118

Miller Heiman Group

JULY 18, 2019

But diving deeper into what drives these top-performing salespeople to succeed requires a closer look at selling behaviors: what sellers say and do that helps them win deals. For example, you may determine that individuals (or whole teams) lack specific product knowledge or need a refresher on negotiation skills.

Sales 55

Sales Cross-sell Quota Negotiate 55

Sales Hacker

JANUARY 13, 2020

Jay has spent 30 years in the financial services industry; holding various roles in sales, direct marketing, online marketing and cross-selling strategies. Why you should offer value first when selling. The upsell approach vs. value-sell approach [7:33]. The blessing and curse of selling an amorphous product [12:51].

Cross-sell 58

Cross-sell Territory Up-sell Growth 58

SaaStr

AUGUST 27, 2019

Join us at SaaStr Annual 2020. I think that we would probably all agree that there is no one more motivated than the founder in the founder led sales stage to get sales, cross the line, and when it comes to comp design, there’s really no big comp design to be had if the founder’s the one closing the deals. It will pay off.

Territory 62

Territory Cross-sell Contract Drivers/motivators 62

PandaDoc

APRIL 11, 2023

Brand Knowing all the nuances of the brand you’re selling is extremely important for sales efficiency. Complementary products Selling smartphones, you must have substantial knowledge about the cases, memory cards, headphones, etc., Today’s customers are often interested not only in the product or service itself but also in your brand.

Education 52

Education Product Customers Sales 52

Sales Hacker

MARCH 2, 2020

Here they are… The 97 Best Sales Books in 2020. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Anita Nielsen.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Hubspot

MARCH 8, 2015

million B2B salespeople in existence today, " we believe one million jobs will be net displaced by 2020 ," Hoar said. Order takers are in the cross hairs, because if [a buyer] knows what they want and they''re ready to buy it, just give it to them," he said. However, not all types of B2B salespeople will be impacted equally.

B2B 78

B2B Cross-sell Consult Negotiate 78

Heinz Marketing

FEBRUARY 4, 2021

12 months ago at the beginning of 2020, in late January of 2020, we definitely had some different ideas of what we might be facing for the year. If I would’ve sat here 12 months ago, this time 2020 and said, “I’m going to describe for you the seven key areas of growth and success for marketers in 2020.”

Negotiate 140

Negotiate Cross-sell Prospecting Up-sell 140

Martech

OCTOBER 19, 2022

It requires RFPs, tenders, quotes and negotiations. Simply put, it’s the automated buying and selling of digital advertising space. Programmatic advertising is now being used to sell ad space for CTV, digital radio and digital out of home (DOOH). Without this there’s no way to optimize the ad and try out different iterations.

Retail 128

Retail CTR Networking Campaign 128

SaaStr

JULY 15, 2020

And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something. People are buying and selling houses. Right now if you look on the other side, an area I know a fair amount about, look at US real estate.

X-functional 80

X-functional E-commerce Retail Growth 80

Gong.io

JUNE 25, 2021

We crunched the stats, and it turns out the “Interest CTA” is the highest performing call to action for cold emails: The Interest CTA sells the conversation, not the meeting. . Spend the time talking, trying to sell that first meeting, NOT asking probing questions and listening. Sales Stat #11: Use these words that sell.

Sell 93

Sell Cold Call Objectives and Key Results Negotiate 93

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 94

Cross-sell Contract Up-sell Start-ups 94

Sales Hacker

OCTOBER 21, 2019

My advisor said the idea was great but that it wouldn’t work unless I learned how to sell. However, my plans changed once I discovered the unique challenges of selling. I’d have to say it’s either SNAP Selling or More Sales Less Time. . SNAP Selling focuses on how to deal with today’s overwhelmed buyers. Fail Fast!”

Sales 98

Sales Up-sell Start-ups Cross-sell 98

SaaStr

JUNE 10, 2020

And I’ve gone through and crossed out a few things. So as long as it doesn’t say 2020 on it, we may change our dates on things. They’re negotiating and they’re doing different things. This is not the first time companies have gone through recessions or negotiations during tough times.

Launch 94

Launch Start-ups Drivers/motivators Pipeline 94

SaaStr

MAY 27, 2020

We woke up February 2020 with a shock to the system and no idea what it would mean for our business. If you look at this graph, it simply plots out how many people filed in the weeks before 2016, 2017, 2018, 2019, 2020. This is an example just of the oil market compared just from April 2019 to April 2020. FULL TRANSCRIPT BELOW.

Finance 108

Finance Government Price Contract 108

SaaStr

AUGUST 13, 2019

Join us at SaaStr Annual 2020. 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. Good afternoon.

Cross-sell 69

Cross-sell Sales Support Growth Up-sell 69

Hubspot

AUGUST 21, 2023

Distribution: Through what mediums will you sell the product or service? Negotiation: Both sales reps and decision-makers discuss pricing details and feature needs. The Channel Model Lastly, in the channel model , an outside agency or partner sells your product for you. How will you use content to sell them?

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

MARCH 20, 2020

I’d had a variety of truly random but slightly interesting jobs, including selling cheese. We weren’t selling anything and it was a pretty incredible learning experience, but probably not one that I’d really want to repeat anytime soon. But basically about 15 years ago, I was out of school.

Growth 89

Growth Engineering Referrals Up-sell 89

SaaStr

MAY 1, 2020

Harry Stebbings: However, to the show today, and it’s been far too long since we crossed the side of the table to the world of venture, and I’m thrilled to be joined by an individual who’s been on the Forbes Midas list no less than 12 times. You can do that on Instagram at hstebbings1996 with two Bs.

Growth 89

Growth Price Trust B2C 89