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The Secret of Successful Account-Based Selling? Going After the Big Fish

Salesforce

When it’s time for you to pitch, your solution should be so targeted to their specific needs and pain points that they feel like your product or service was tailor-made for them. Here are four best practices to follow to launch a successful ABS strategy: 1. Go after accounts that can feasibly buy what you’re selling.

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Customer Pain Points: How to Identify Them and Solve Common Problems

Salesforce

You could also ask about an internal process that works really well for them — discovery interviews or launching new initiatives, for example. This information helps you pinpoint specific areas where a service or product is falling short so you can tailor your pitch and recommend a better solution.

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How to Negotiate Your Next Sales Contract: 9 Tips for Success

Salesforce

When to negotiate a contract The contract creation and negotiation process How to improve contract negotiation core skills 9 contract negotiation tips Learn 3 ways to sell faster with Salesforce CPQ See how Salesforce CPQ helps sellers close faster, and companies launch new revenue models in days, not months.