Hubspot

MARCH 6, 2018

Sales process” most often refers to a repeatable set of steps your sales team takes with a prospect to move them from early stage to a closed customer. A good sales process helps your reps consistently close deals by giving them a framework to follow. The close is what every salesperson works toward. What is a sales process?

Process 101

Process Objectives and Key Results Sales Negotiate 101

Sales Hacker

OCTOBER 10, 2019

This is a non-negotiable requirement for any sales organization that intends to maintain a usable database. In order for the lead-to-cash cycle to close, the following stages of data transfer need to be managed: Campaign > Lead. Order > Commissions. How This Works for Account-Based Sales.

Government 58

Government Process Objectives and Key Results Commission 58

Sales Hacker

SEPTEMBER 16, 2019

Close Rate. Another big difference is in their close rates. Outside salespeople, on average, boast a much higher close rate than inside salespeople. With a high account value and a high CAC, it’s more economical to work with a difficult client for as long as it takes to win them over. Account management.

Outside Sales 82

Outside Sales Inside sales Profit margin Sales 82

Sales Hacker

MAY 8, 2020

In it, Strategic Account Manager and top 1% performer at Oracle, Jamal Reimer, shows you how to think big and close on mega deals. It’s my playbook on all the steps that I take from beginning to end, how to find a mega deal, how to work it, and how to close it, within 12 months when the conditions are right.

Consult 61

Consult Contract Closing Up-sell 61

Sales Hacker

OCTOBER 23, 2018

It was a close call. As you go over the numbers with your team you realize that trying to close a sale with XYZ Industries cost you a ton of time, almost made you missed your quota and almost cost you your job (maybe – you never know, but you suspect it). “It’s Like Deja Vu All Over Again”.

Negotiate 103

Negotiate Quota Closing Price 103

Hubspot

FEBRUARY 7, 2018

Sales compensation ranges from zero-commission (retail salespeople, for example) to pure commission (your salary is completely determined by performance.) For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management.

Territory 93

Territory Commission Outside Sales Account management 93

Engage Selling

FEBRUARY 25, 2017

This is the fourth of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… So far in this … Read More »

Sales 48

Sales Objection handling Commission Presentation 48

SaaStr

APRIL 16, 2023

” What we have, we call them account managers, and there’s no outbound. It’s almost like midwifing the sale, as opposed to being a salesperson, so we can… Jason : No one’s on commission today. Stewart : I believe we can have no commissions forever. Jason : Forever.

Start-ups 135

Start-ups Real Estate Product Networking 135

SaaStr

AUGUST 27, 2019

This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. First step, we have who has worked with a number of SAAS companies in New York City as a CFO, and is now CEO of Concert Finance, a sales commission platform. And how about you?

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

Sales Hacker

OCTOBER 7, 2021

Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. You’ll learn a lot if you listen closely. Remember this when you are negotiating your pay. Cassie Young. Be curious. Own your power.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Cience

JULY 9, 2020

In the past, the aim of cold calling was closing deals. Velocify found that the average number of cold calls to a single prospect to close a deal is six. Cold calls that turn into sales on the spot (the 1-call close) are incredibly rare, if not extinct entirely. It’s only the beginning of the sales journey.

Cold Call 79

Cold Call Appointment Objectives and Key Results Prospecting 79

Sales Hacker

NOVEMBER 10, 2020

AJ Bruno: QuotaPath is a dead simple sales compensation tool for sales teams, for ops, for finance, anyone that’s ever struggled with comp plans, struggled with the ins and outs, explaining it, what if I close these deals, we built a tool for you. But I had a really close family friend that I looked up to. How much are these?”

Growth 75

Growth Finance Start-ups Drivers/motivators 75

Sales Hacker

OCTOBER 21, 2019

There are obviously minor cultural differences and different ways of selling between the US and UK, and being a born and bred NYer, I needed to be cognizant of my aggressive closing techniques. I love the autonomy, the ability to make uncapped commissions, and the feeling of winning when I close a deal. Slowing down.

Sales 90

Sales Up-sell Start-ups Cross-sell 90

Sales Hacker

JANUARY 13, 2020

Our total community is approaching 1,200 and it’ll be close to 3,000 to 4,000 by the end of the year. ” That feeling is as motivating as the commission check I find. And we’re exclusively focused on career development, so we’re helping our members not just be better at their job but find new jobs.

Cross-sell 54

Cross-sell Territory Growth Up-sell 54

SBI

NOVEMBER 7, 2019

Qstream can be used for sales onboarding or ongoing reinforcement and can test and reinforce sales qualification skills, sales negotiation, & product knowledge. This year's Top Sales Tools guide provides detailed information and videos on solutions that will help you; Target Accounts, Engage Prospects, Enable Salespeople, Close.

Customers 20

Customers Tradeshows Technology Technology 20