Salesforce

SEPTEMBER 13, 2021

While you, as an individual, do not need to reflect the diversity of the world … — it is your responsibility to hire for your blind spots by making sure your team is reflective of the world. There’s no way to do your work in the world and not integrate what matters most to you. Especially as a leader.

Represent 98

Represent Appointment Negotiate Follow-up 98

Hubspot

JANUARY 17, 2023

If you have an interest in tech — and an even greater interest in helping people — a career in tech sales could be a smart move. However, there are a few things you should know before diving in. Should you work in tech sales? This is because the type of tech you'll sell varies depending on the kind of company you work for.

Networking 80

Networking Sales Commission Up-sell 80

Sales Hacker

NOVEMBER 29, 2021

If your business approaches cold calling like most companies, you likely have your sales reps dialing unverified, unvetted numbers off a list you got from a data vendor or database. So why are you still using the same old approach with how you generate and manage leads? Find your swimlane. Too big – not in your swimlane.

Lead generation 107

Lead generation Cold Call Appointment Technique 107

SaaStr

FEBRUARY 12, 2019

On the flip side, a strategic transaction can give a speed to market advantage over rivals or potentially let you run away with a new market. Always always always check to make sure you have clean rights to an acquisition target’s technology. You’re about to make millions off of the investment you wrote off years ago.

Negotiate 63

Negotiate Contract Technology Technology 63

The Lost Book of Sales

JANUARY 31, 2024

If you think it's time to ease down and take a back seat immediately after the deal is closed, think again because you're wrong! Implementation stage Just as you’d think you’d be safe to decrease your effort, there’s another critical stage right there ready to bite you.

Sports 59

Sports Drivers/motivators Clients Sales 59

Sales Hacker

FEBRUARY 2, 2021

How Do You Get Into Enterprise Level Sales? With all these factors in mind, let’s look at some of the strategies you can apply when venturing into Enterprise Level Sales. This will give you the annual contract value. The role chart makes it easier for you to identify areas to improve and optimize. Transactional sales.

Niche 96

Niche Closing Process Government 96

Sales Hacker

NOVEMBER 5, 2020

You don’t get the benefit of reading body language, and you miss out on the responsiveness of other mediums, like a phone call. You’re flying blind. Don’t let the desperation of Q4 get to you. Here are some sales email tips for Q4 and beyond to help you close out your year strong.

Meeting 99

Meeting Closing Commission Pipeline 99

Hubspot

OCTOBER 14, 2020

Having a feel for what to expect, what can go wrong, and what you need to do better makes literally any situation run more smoothly — and sales calls are no exception. As a salesperson, you don't want to go into a call blindly — especially if you're newer to the game. Who are you supposed to be? What's your position?

Cold Call 84

Cold Call Objectives and Key Results Objection handling Construction 84

Lead Fuze

NOVEMBER 30, 2021

You miss out on body language and the responsiveness of other mediums like a phone call. You miss out on body language and the responsiveness of other mediums like a phone call. You’re flying blind. LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Commission 52

Commission Sales Negotiate Up-sell 52

Partners in Excellence

MAY 26, 2023

It’s come up with some great ideas and approaches for programs that would be self guided through ChatGPT (By the way, if you are interesting in piloting some of the approaches ChatGPT and I are developing, just reach out. They can simulate sales conversations, negotiate deals, handle objections, or provide product recommendations.

Pitch 112

Pitch Manufacturing Objectives and Key Results Launch 112

Sales Hacker

AUGUST 23, 2018

One of the reasons why B2B sales is so complicated is because of the many blind spots it involves that can ambush sales deals. You might optimize your prices and meet compliance regulations or you might have the best sales tools at your disposal. And in those times, they should detach themselves and walk away from the deal.

B2B 56

B2B Cross-sell Negotiate Pitch 56

Lead Fuze

FEBRUARY 14, 2022

Understanding their problems and struggles can help you tweak your approach, messaging, timelines, and even product, so they’re not stressed out. You don’t have to be one of those pushy salespeople who does nothing but badmouth the competition. There’s a common misconception that vendors struggle to sell.

Customers 52

Customers Price Negotiate Referrals 52

Partners in Excellence

NOVEMBER 29, 2011

It’s somehow unnatural calling on someone you may not know, trying to introduce yourself, determining a need, getting them interested in talking to you. Somehow, as well prepared as you are, it seems intrusive. I hate negotiating—well that’s not true, there are large parts of negotiating that I really like.

Sell 87

Sell Negotiate Quota CRM 87

Partners in Excellence

DECEMBER 2, 2015

We can never anticipate everything a sales person will face in developing and executing a deal strategy, in making a prospecting call, in questioning/probing, in handling objections, in negotiating and moving to agreement. Are you being thoughtfully prescriptive or overly prescriptive?

Drivers/motivators 51

Drivers/motivators Negotiate Quota Trust 51

Lead Fuze

DECEMBER 1, 2021

When you think about the number of sales that a person can make in one day, they seem to be more finite than when we just use numbers. LeadFuze gives you all the data you need to find ideal leads, including full contact information. Go through a variety of filters to zero in on the leads you want to reach.

Sales 52

Sales Teamwork Follow-up Closing 52

Sales Hacker

JULY 10, 2020

“ You can double your income with this. That methodology is what I’m going to teach you today — MEDDPICC. It may sound like nonsense now, but I promise you, by the end of this article, you’ll want these eight letters tattooed on your arm, so you don’t forget them. For those of you interested, his name was Gregory Donovan.

Legal 116

Legal X-functional Contract Presentation 116

Partners in Excellence

JUNE 4, 2012

If we don’t understand and haven’t quantified the value we create, then we can only talk about price–we leave purchasing with nothing else to discuss or negotiate. Are you leveraging this opportunity to collaborate with procurement? (As We do everything we can to avoid them or work around them.

Price 89

Price Cross-sell Sales Negotiate 89

Sales Hacker

MAY 23, 2019

But when you express those numbers as minutes in the day, they suddenly become a more visibly finite resource: Just 1,440 minutes in the day. How most sales reps spend their day may surprise you. RELATED: You Can’t Sell into the Enterprise Overnight. Sales will always be a numbers game. Still, fewer minutes in a workday.

Sales 68

Sales Follow-up Closing Territory 68

ConversionXL

AUGUST 23, 2017

Customer journey mapping is a widely used and impactful technique that can help you make better product, marketing, UX, and merchandising decisions. This article will draw processes and customer journey mapping examples from experts in the field, and you’ll hopefully walk away with a real and clear picture of how to do it on your own.

UX 130

UX Customers Drivers/motivators Construction 130

Hubspot

MARCH 16, 2016

Everyone from CEOs to Directors to entry level associates understand the need and importance of determining just how much you can expect to “get back” from an expenditure of time, money or resources of any kind. On their homepage, right above their phone number is the following message: "No Charge Unless You Receive Funds.

Strategic partnership 51

Strategic partnership Negotiate A/B testing Clients 51

Hubspot

FEBRUARY 2, 2022

Sales negotiation is a delicate art. You can quote a price, send over a contract, bank on landing a deal, and start celebrating — only to receive the dreaded email: "I'd like to talk about some of the details of this contract before I sign.". That's why every salesperson needs to have a solid grip on how to negotiate effectively.

Negotiate 74

Negotiate Contract Price Prospecting 74

Hubspot

AUGUST 20, 2014

but even if that’s true, how successful do you think you’d be if you approached a total stranger and said, “Hey, I saw you. I am now in love with you. You’ll find out soon enough. Doing so can help you get what you want: more business. Wanna tie the knot?”

Construction 74

Construction Prospecting Gaming Negotiate 74

Heinz Marketing

JULY 13, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts!

Pipeline 85

Pipeline Referrals Cold Call Sales 85

ClickFunnels

JANUARY 13, 2022

How can you use it to engage your leads, build rapport, and sell your products or services? That’s what we’re going to show you how to do in this guide. Now you might be thinking, Soap Operas are ridiculous! If you relate to the characters, you can’t help but get sucked into the drama and want to know what’s coming next.

Sell 263

Sell Up-sell Education Follow-up 263

Salesforce

MAY 2, 2022

You can offer flex team agreements so your people know who is working from where and when. Giving employees this level of flexibility is non-negotiable in today’s tight labor market. What I would say to that is: you can show a ROI (return on investment) on technology. Use customer success to define your business success.

Negotiate 94

Negotiate Contract Growth Technology 94

Veloxy

SEPTEMBER 5, 2023

If you don’t keep up with the changes, it’s easy to get left behind. If you don’t keep up with the changes, it’s easy to get left behind. Good thing you found your way here! It’s this discomfort that will get in the way and cost you the sale. As such, you have to be comfortable being uncomfortable.

Inside sales 130

Inside sales Pipeline Quota Cold Call 130

Sales Coach Dew

JULY 13, 2020

I believe that by simply starting to move, and keeping it up, you can change your life. You can turn it around in just 10 minutes a day. I believe the very best therapy is the ground in front of you. You were starving for some sunshine, weren’t you? And this doesn’t apply just to you.

Negotiate 83

Negotiate Start-ups Up-sell Meeting 83

Sales Hacker

OCTOBER 21, 2021

All of this works toward gaining a clearer perspective on the people using your service and the ways in which you can help them effectively and efficiently. As much as we like to pretend they’re not there, humans have inherent biases. Essentially, it all comes down to doing good business.

Represent 92

Represent Education Sales Up-sell 92

Sales Hacker

APRIL 2, 2018

While an earlier post talked about automating the sales process with bots , this article shows you how you can take control of your sales data, documentation process, and contracts to get started with sales automation. You want to speed up your sales process. You know you need to do something to shorten the sales cycle.

Process 49

Process Contract Legal CRM 49

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. Sales templates. Product demo flows.

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

OCTOBER 7, 2021

Let’s flip the script: Your intellect, emotion, instinct, and empathy as a woman are what make you both a valuable human and invaluable company asset. If you do something constructive with your doubt, and use it to advance yourself, it can be an asset. You can take more risks. The expectation is that we can “do it all.”

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Anthony Cole Training

DECEMBER 7, 2011

Negotiating (2). Several years ago, I heard Mark Victor Hansen say that there is normally one person between you and your greatest success. That person is you. What if we became blinded to outside influences and our own internal beliefs? Instead of focusing on "Did you hit the numbers?", Leadership Training (2).

Objectives and Key Results 150

Objectives and Key Results Drivers/motivators Sales Represent 150

Outreach

MARCH 25, 2019

Common B2B sales pipeline stages: Prospecting Qualification Needs Analysis Value Proposition Identification of Decision Makers Perception Analysis Proposal/Price Quote Negotiation/Objection Handling Closing/Deal Signing Referrals/Upselling. This is why you need to Marie Kondo your sales pipeline regularly. Do these leads bring you joy?

Pipeline 65

Pipeline A/B testing Non-Profits Sales 65

SaaStr

SEPTEMBER 30, 2020

What elements can founders negotiate on to get the best pricing? * If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. It is so great to have you on the show today. So, thank you so much for joining me. Harry Stebbings: Totally get you.

Price 49

Price Up-sell Start-ups Product 49

Spiro Technologies

APRIL 21, 2023

I used to practice it, you know, a bunch of times before every podcast, and now I’m just like, all right, whatever. Martin Lew: Thank you, Adam. Thank you for having me on the show today. Hey, just tell us a little bit about Commtrex and you know, kind of how you got there. Welcome to the show Martin.

Transportation 52

Transportation Manufacturing Territory Education 52

Sales Hacker

OCTOBER 13, 2020

Today on the show we’ve got Ryan Walsh, founder and CEO of a company called RepVue, a place where you can get objective third-party information. You can access that data set once you contribute your own information on a blinded basis. Using RepVue, you can figure out exactly what people are making.

Quota 96

Quota Campaign Start-ups Consult 96

Sales Hacker

AUGUST 18, 2020

This week on the Sales Hacker podcast, we’ve got a fantastic episode for you. If you missed episode 122, check it out here: Tips for Building a Diverse Team of High-Quality Salespeople with Wesley Ulysse. Today, we’ve got a fantastic episode for you. Sam Jacobs : We’re happy to have you. We’re on iTunes.

Start-ups 107

Start-ups Consult Campaign Conversion 107