Hubspot

MARCH 25, 2024

So to help you get a sense of the kinds of buyers you need to look out for (and what to do when you‘re dealing with them), we asked some sales leaders for their takes on the most difficult types of prospects to work with and how to engage with them effectively. 8 of the Most Difficult Types of Prospects (& How to Deal With Them) 1.

Prospecting 73

Prospecting Price Presentation Pipeline 73

Cerebral Selling

DECEMBER 20, 2021

In fact, in his bestselling book Never Split the Difference , author Chris Voss cites research that says people getting concessions often feel better about the bargaining process than those who are given a single firm, “fair” offer. Many of my newer reps were actually giving away FEWER discounts than my experienced reps!

Negotiate 173

Negotiate Entertainment Represent Price 173

Hubspot

AUGUST 14, 2023

Value leaks undermine a buyer’s confidence in your solution, reducing your likelihood of closing — and even if you do win, you’ll have a harder time charging full price. For instance, let‘s say a salesperson is selling a product that isn’t backed by 24/7 support — and once upon a time, that factor held up a deal or two.

Closing 87

Closing Hospitality Negotiate Price 87

Gong.io

NOVEMBER 12, 2021

and hope “sales skills osmosis” works. Let Gong’s AI do the work and rely on data, not guesses and assumptions. #3 The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 Great salespeople never pitch for more than 9 minutes. Shadow them for a few weeks (months?)

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

SaaStr

MAY 10, 2023

So we’ve covered HubSpot on our 5 Interesting Learning series more than any other SaaS leader, but it’s for a reason. And second, it’s similar to the apps many of us build, sell, and market ourselves. So NRR is likely never going to be 130%, 140%+. But when it works, it’s magical.

Growth 100

Growth B2B Up-sell Price 100

ClickFunnels

JULY 21, 2021

The post How To Create An Elevator Pitch That Works (With Examples) appeared first on ClickFunnels. How do you sell someone something in 90 seconds or less? For obvious reasons, then, crafting your own elevator pitch is useful — not just for elevator rides, but for sales calls, webinars, stage presentations, and even sales pages.

Pitch 246

Pitch Appointment E-commerce Real Estate 246

ClickFunnels

NOVEMBER 17, 2021

However, if you want to learn more about sales prospecting, here’s a helpful guide: “Creating A Sales Prospecting Process That Works”. Keep in mind that collecting the email addresses of random people who are never going to buy from you can cost you a ton of money. As an online entrepreneur, you are always selling.

Lead generation 201

Lead generation Process Contact Up-sell 201

Sales Pop!

OCTOBER 18, 2021

People ‘buy yours’ first before they seriously consider the products and services you are selling. Emotions never work well. Instead, inquire about the reasons for the delay. Ask how you may potentially work together to move forward down the road. Put the Client’s Perspective First. Be Personable.

Referrals 97

Referrals Sales Repeat business Drivers/motivators 97

Gong.io

JANUARY 25, 2022

Cold calling never works. The goal: Moving a deal through the sales funnel — cold call to booked meeting and meeting to negotiation and proposal & pricing conversation to a new logo. My buddy has been working with Cal to move from “Hi, my name is Cal” to “Hi, my name is Cal Waldow.” You work for a real company. .

Cold Call 118

Cold Call Meeting Pitch Negotiate 118

ConversionXL

JUNE 16, 2022

It’s called cross-selling; a tactic that drives 35% of sales for Amazon and helps leading SaaS companies reduce churn. In this post, we’ll show how to put it into practice by breaking down examples of cross-selling done well. What is cross-selling? Cross-selling is something you’ll be familiar with.

Cross-sell 129

Cross-sell Sell Up-sell Real Estate 129

SaaStr

JUNE 24, 2022

The best VPs of Sales design comp plans so the team never wants to leave. More here: If Your VP Sales Isn’t Going to Work Out — You’ll Know in 30 Days. #4. It never works out. There is a lot more elasticity in pricing than one might expect. More here: 5 Reasons Not To Raise Prices on Existing Customers.

Price 85

Price Up-sell Start-ups Pipeline 85

Sales Hacker

APRIL 10, 2023

Price gap We were too expensive. The winning vendor came in at a much lower price. All of these are excuses, not reasons. Perhaps the customer never liked the Account Executive. We were weak on some key functionality areas where the winning vendor was strong. The gap was too big to bridge. Winning sellers own the outcome.

Process 92

Process Sales Price Drivers/motivators 92

SaaStr

JANUARY 27, 2024

Automattic and WordPress and is the classic, old-school, OG open-source leaders, and fun fact, as SaaStr runs on WordPress, we simply wouldn’t be here without Matt and the 2,000 folks who work with him. ? This is a result of the work and not what they work toward. That’s timeless and will never go out of style.

E-commerce 109

E-commerce Drivers/motivators Government Start-ups 109

SaaStr

MAY 12, 2023

We’ve done a ton of this content over the years, but never on a consistent basis. It made sense: Other hosting companies were successful at it, as were other WordPress companies, so it should work for us. I said it didn’t work, we already tried it. But you let VPs try things, and this time it worked. And we were right.

Engineering 91

Engineering Price Up-sell Product 91

ConversionXL

JUNE 2, 2020

Differentiation is about standing out from the noise and giving people a reason to choose you over others. They’re working on incremental improvements instead of differentiation. “We Never before have we had so many brands out there. The barrier of entry to starting new businesses has never been lower.

A/B testing 162

A/B testing X-functional Price Gaming 162

ClickFunnels

AUGUST 20, 2021

More specifically, how do you generate high-quality leads at a reasonable cost… over the short-term and the long-term? In this guide, we’ll share 15 lead generation techniques that have worked for thousands of online businesses (with examples). There’s bound to be something that works for you! You know that. The Dream 100.

Lead generation 237

Lead generation Technique Referrals Niche 237

PandaDoc

SEPTEMBER 28, 2022

A wide variety of possible price negotiation strategies exist but all of them have a common baseline. In this article, we’ll help you find answers to the most important questions that all business owners and salespeople should have in their arsenal when negotiating prices with their customers. How do I deal with difficult customers?

Negotiate 98

Negotiate Price Gaming Contract 98

Veloxy

APRIL 26, 2023

In this post, we’ll share the 20 key reasons why Salesforce is the best CRM for field sales and how it can benefit you and your field sales team. Why Salesforce is the Best CRM for Field Sales In this section, we will explore the 20 key reasons why Salesforce is considered the best CRM for field sales. What is a Field Sales CRM?

CRM 130

CRM Territory Appointment Sales 130

Gong.io

NOVEMBER 12, 2021

and hope “sales skills osmosis” works. Let Gong’s AI do the work and rely on data, not guesses and assumptions. #3 The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 Great salespeople never pitch for more than 9 minutes. Shadow them for a few weeks (months?)

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Lead Fuze

JULY 6, 2021

What is a Pricing Strategy? Pricing strategies don’t just come down to what you charge, it can come down to how you present your prices. And it’s not over yet; now comes the biggest hurdle… pricing up your offering. 13 Types of Pricing Strategies Examples. 3 Cost-Plus Pricing Strategy.

Price 98

Price Clients Technique Sales 98

Lead Fuze

JULY 13, 2021

So when your prospect says no to what you’re selling them on the phone or face-to-face, don’t be discouraged! 3 Reasons for Sales Rejection. There are three reasons why prospects reject your product. There are three reasons why prospects reject your product. Sales professionals eat rejection every day!

Objectives and Key Results 98

Objectives and Key Results Drivers/motivators Angle Pitch 98

ConversionXL

JANUARY 23, 2019

Your current customers will never be excited about paying more. 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.”.

Price 121

Price Customers Contract Clients 121

Veloxy

AUGUST 31, 2023

In other words, they’re proven to work. 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.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

The Sales Hunter

JANUARY 14, 2014

Sales are slow, the competition has never been tougher, and to top it off, customers are looking for a reason to buy. Problem is the reason customers are looking is because they want a low price. Here are 9 reasons why selling on a low price does not work: 1. Sound familiar? Can you relate?

Price 99

Price Sell Drivers/motivators Up-sell 99

Gong.io

MAY 31, 2021

Pick any (or all) of the above, and you have the reason sales playbooks exist. 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:

Territory 118

Territory Objectives and Key Results Contract Price 118

ConversionXL

MAY 2, 2018

There’s nothing that always works and pretty much nothing that never works either. These are the test ideas that, while they don’t work 100% of the time, work more often than not. It’s the primary reason a prospect should buy from you. Websites are highly contextual.

UX 133

UX Cross-sell Up-sell Price 133

ConversionXL

APRIL 27, 2019

This method works across all categories; it doesn’t matter what business you’re in. sell boots, get subscribers). People see the world from where they are and think everybody else is like them—”But I never click on ads!”; We’ve had many, many years to test, try, and see what works online.

Sales 128

Sales Up-sell Price Follow-up 128

SaaStr

MARCH 31, 2024

With an honest assessment of what’s worked in their culture code, what’s changed, and what we all still need to work on. Also, don’t miss out on discounted prices for SaaStr Annual 2024 tickets. So, I’m Chief Technology Officer, and years ago I was volunteered by my co-founder to work on culture.

Teamwork 103

Teamwork Start-ups Engineering Up-sell 103

Gong.io

FEBRUARY 9, 2019

After all, you can’t close any deals if you don’t have a pipeline to work with. Two reasons. The reason this question works so well is that it’s a pattern interrupt. Immediately state your reason for calling. State the reason for your call as soon as your buyer responds to the previous sales technique.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

SalesHandy

OCTOBER 24, 2018

The benefits of a great selling closing technique are that it gives the prospect that last nudge, working on their minds to make them close the deal with you. If you’re struggling to find just the right sales closing technique for you, here are our top 20 best selling closing techniques of all time. The Now or Never Close.

Technique 88

Technique Closing Angle Price 88

Hubspot

APRIL 2, 2018

I’m looking forward to working with you [prospect].". Here are three reasons why this isn’t a problem for your company.”. We’d already agreed on X price. If we can come down to X price, would you sign today?”. You’re working with a prospect. Below are seven conversations you should never have over email.

Prospecting 95

Prospecting X-functional Contract Cross-sell 95

Salesmate

MARCH 16, 2021

Use of fresh copy “Just listed – best-priced home” The image is clean and appealing Use of sections that highlights unique aspects of the house Not so wordy content – crisp and clear message Use of words like “Quick” in the CTA . If a realtor is running low on inventory, it puts a bad image of their company. Why it makes the perfect ad?

Real Estate 98

Real Estate Referrals Price CRM 98

Sales Hacker

FEBRUARY 28, 2019

You want to do away with what won’t work, first, or kiss your leads re-engagement goodbye. Never try to reconnect with your old leads using both casual language and platforms: Don’t try to reconnect by posting on their social media pages or comment section. Never use click baits to get them to open your mail.

Technique 102

Technique Gaming Follow-up Sales 102

Gong.io

DECEMBER 31, 2020

Reason for the objection: Uncertainty. . Reason for the objection: They’re bought in, but they need to figure out how to sell it internally. . This is why using an interest CTA to pique a buyer’s curiosity tends to work better than asking for time or resources. The data tells us they really are just thinking about it.

Cross-sell 96

Cross-sell Sales Meeting Up-sell 96

Openview

FEBRUARY 20, 2018

What makes your top-performing reps so good at selling? That the best salespeople are born, not made — which is great news for them, but not so good for your B and C players (or for you, unless you have a never-ending pipeline of A players to hire.). The truth is, selling is far more about listening than talking.

Conversion 98

Conversion Sales Negotiate Up-sell 98

Hubspot

AUGUST 19, 2018

From their first call, great closers aim to discover the information that’ll tell them whether a prospect is worth working with or not. Great closers don’t just spew information and hope the prospect will bite; instead, they work with their prospects to make sure that a sale will be mutually beneficial. What Is a Sales Closer?

Negotiate 90

Negotiate Closing Government Legal 90

ConversionXL

JULY 7, 2019

If I had to pick one thing that would sell a product online, it’s images. It wouldn’t work vice versa, either.). If you sell stuff you don’t make, add a personal touch and recommendations—tell the customer why you personally recommend this product and how it will help them. Quality product images.

Conversion 105

Conversion Retail Price Territory 105