Highspot

MAY 16, 2019

If that’s the case, your reps will be able to perform various functions seamlessly, instead of having to switch back and forth, export data manually, and engage in other time-wasting activities. Sales Enablement Tools. Say one of your reps sends your buyer an email, for example, and the buyer goes radio silent. Social Selling Tools.

Product 81

Product X-functional Lead generation Sales 81

PandaDoc

MARCH 7, 2023

Pitching a sale is the most time-consuming part of the sales process. Improved customer experience Whether B2C or B2B, different customers will have different needs and expectations. Prospectors will know when to move on to qualification or when to pass on a buyer to pitching specialists.

Process 52

Process Objectives and Key Results Pitch Legal 52

PandaDoc

FEBRUARY 27, 2023

Do you need this functionality or that? Discussing functionality is especially important if you’re a SaaS business or offer IT solutions. Now here comes the kicker; you’ve given them a choice and they’ll answer with the most preferred functionality. In B2B sales , you might be offering a competitive advantage or cost savings.

Closing 52

Closing Contract Technique Objectives and Key Results 52

Hubspot

DECEMBER 23, 2022

For more advanced functionality, HubSpot offers premium features in the Starter, Professional, and Enterprise versions of Sales Hub. What we love: LinkedIn Sales Navigator has the ability to tap the most important social media platform for B2B businesses. Prospect monitoring functionality. Pricing: Available upon request.

Prospecting 76

Prospecting X-functional CRM Contact 76

Partners in Excellence

JUNE 14, 2016

Sales people, can go on forever about features, functions, feeds, and speeds for each of the products they sell. In most cases in complex B2B sales, we have to be engaging multiple customers in differing roles who care about this issue and want to do something about it.

X-functional 56

X-functional Customers Manufacturing Sales 56

Sales Hacker

MARCH 2, 2020

B2B Is Really P2P. Pitching and Closing. Pitch Anything. It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal. Based on an in-depth analysis of more than 700 B2B purchases amounting to $3.1

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SalesHandy

MAY 28, 2021

In B2B sales, SDRs make cold calls in hopes to qualify a lead for their need and intent for their product or service(or educate them), so they can then be passed on to AEs and Managers. Once you’ve got the lead on the other end of the call engaged with your pitch, it’s time to qualify them a level deeper. What is a cold call?

Cold Call 98

Cold Call Closing Contact Follow-up 98

SalesHandy

MAY 15, 2020

All of this will naturally lead to making it easier for you to scale your sales function and increase revenues for your organization. In B2B sales, your ICP has to have the characteristics of an account or organization. For example, if the lead is from the ‘X’ industry, they get 30 (out of 100) added to their score. And so on.

X-functional 98

X-functional Pipeline Sales CRM 98

Heinz Marketing

JULY 13, 2020

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We are featuring every week, some of the best and brightest minds in B2B sales and marketing. We need to be able to talk to people, not pitch, et cetera, like that.

Pipeline 83

Pipeline Referrals Cold Call Sales 83

PandaDoc

OCTOBER 3, 2023

Online B2B platforms employing sales enablement software can score leads not just based on interaction metrics like page views or downloads. Sales managers then organize training sessions focused on these features, improving the teams’ pitches. Tool-specific training covers functionality, workflows, data inputs etc.

Process 52

Process Objectives and Key Results X-functional Sales 52

SalesHandy

MAY 1, 2020

After finding the right decision-maker, it is time to make your first pitch. It should not be a salesy pitch to sell your product at the first attempt, rather it should be an interactive session for building relationships. Follow-up should not be restricted only to remind them about the previous pitch. Cold calls.

Prospecting 87

Prospecting Cold Call Technique Sales 87

ConversionXL

MARCH 21, 2017

I heard he had a new movie out—a biopic of Malcolm X—so I sent him a sweatshirt with a meticulously painted portrait of Malcolm X on it. As Marc Ecko put it, if you’re not getting through, it’s the message, not where you’re pitching: Marc Ecko: “The same goes for email addresses. Find their public email and make your pitch.

B2C 78

B2C Trust X-functional Pitch 78

SalesHandy

MAY 15, 2020

All of this will naturally lead to making it easier for you to scale your sales function and increase revenues for your organization. In B2B sales, your ICP has to have the characteristics of an account or organization. For example, if the lead is from the ‘X’ industry, they get 30 (out of 100) added to their score. And so on.

X-functional 52

X-functional Pipeline Sales Lead generation 52

Heinz Marketing

FEBRUARY 24, 2020

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We continue to be very humbled by the listenership we get across the B2B sales and marketing world. We’re featuring every week some of the best and brightest minds in B2B.

Pipeline 62

Pipeline Sales Cross-sell Up-sell 62

SaaStr

APRIL 23, 2019

Brex Co-Founder and CEO Henrique Dubugras will talk about what he’s learned building the fastest-growing B2B company. Learn what he did differently the second time around and the specific decisions he made to drive growth among B2B companies with Brex. Building the basic functionality. We go in a lot of directions.

Launch 62

Launch Pitch Niche Negotiate 62

InsightSquared

JANUARY 16, 2019

At InsightSquared, we take a consultative approach so we teach our BDRs about identifying a pain versus product pitching. This helps lead to value selling, rather than feature function selling. The challenges they are going to come across are often going to be the X vs Y type.

X-functional 70

X-functional Objection handling Pipeline Growth 70

Sales Hacker

JUNE 12, 2018

”Tito, how do I go about building a sales team (especially the sales development function) from scratch?” During onboarding, your SDRs learns about most of the features, they see the product in action and listen to the AE give a pitch. The reason that’s a problem is that the SDRs will start pitching product features.

Objectives and Key Results 75

Objectives and Key Results Sales CRM Pitch 75

Sales Hacker

AUGUST 30, 2018

CR(t) —The conversion rate as a function of time to get to a single SQL. However, most B2B businesses sell in a relatively small market. In this approach, it’s paramount to understand that you cannot reach out to all three at the same time with the same “pitch” or “value proposition.”. Four Prospecting Approaches.

Prospecting 47

Prospecting SQL GTM X-functional 47

SaaStr

FEBRUARY 21, 2020

What does David believe is the crucial step missing in B2B when it comes to finding product market fit? What is the most common mistake B2B companies make in the hunt for PMF? Is PR just pitching and getting articles? But you said before there’s an important step missing when it comes to B2B. Take a listen for more.

Non-Profits 74

Non-Profits Up-sell Start-ups Product 74

SaaStr

JULY 8, 2020

I think whether it’s doing portfolio triage or learning to take pitches over Zoom or whatever people are doing, it’s hard as human beings. Jason Lemkin: So, traditionally in normal and good times, there is a sort of very slow-paced pressure as a VC, which is to do X deals a year. The rate of change, right?

Pitch 63

Pitch Start-ups Up-sell Technology 63

SaaStr

OCTOBER 24, 2019

Tradeshift now… I’ll let Christian introduce himself but Tradeshift now is one of the biggest, if not the biggest, B2B SaaS company out of Europe, valuation well above a billion dollars. There’s a lot of design function. What we do, if you’re not going to look at the biggest scale is B2B commerce.

Growth 41

Growth Launch B2B Networking 41

SaaStr

OCTOBER 30, 2020

And so what we’ll see people come in and do is they’ll say, Hey, we want to acquire name, email, company size, function, or department, and then the consent and all these fields, right? The salesperson now isn’t just getting a name and email and this guy or girl wants to talk at X time. They know everything.

A/B testing 77

A/B testing X-functional Launch Start-ups 77

Hubspot

JUNE 13, 2018

If you’re a B2B salesperson, you’ve probably heard about SPIN Sales. Explicit needs are specific features or functions. Features and benefits are the most common ways to pitch a product to the buyer. Do you have a strategy in place for X? Who’s responsible for X? What happens if you’re not successful with X?

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

SaaStr

AUGUST 9, 2019

I think if you’ve pitched that early on and you don’t suddenly show up one day with $10 million quotas, people understand that that is a journey that they are going to be part of. So one of the things that I did, pretty early on here as we knew we were going to scale the team, was I set up an enablement function.

Finance 52

Finance X-functional CRM Engineering 52

SaaStr

JANUARY 10, 2020

Bob Moore: And I was t nerdy engineer in college, so getting the opportunity to have to pitch, it’s really a sales job at the end of the day. Bob Moore: At that 50 plus era, there’s a function for this. And in that world, you better believe that the partnerships function was a very first function.

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

Heinz Marketing

FEBRUARY 5, 2018

It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We’ll talk about Ryan’s approach to B2B PR, how that impacts sales pipeline (directly and indirectly). More about Ryan: ? Today is no different. He is the new CMO at G2 Crowd.

Pipeline 50

Pipeline B2B Sales Pitch 50

Heinz Marketing

APRIL 26, 2021

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. In a modern environment, what are the best ways to lock down on a design that is functional, efficient, and sort of your control variable? What’s sort of the pitch and benefit to them?

Pipeline 122

Pipeline Sales Quota Up-sell 122

Heinz Marketing

APRIL 2, 2018

It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales and marketing professionals. Every week we are featuring some of the best and brightest minds and thinkers in B2B sales and marketing. You’re more likely to close deals by x percent when you use this product.”

Pipeline 48

Pipeline Sales Presentation B2B 48

Hubspot

NOVEMBER 9, 2023

Despite dating all the way back to the MySpace era , marketing on X (formerly called Twitter) is still untouched for many businesses. Compared to other platforms, X has an intimidation factor. Behind its mysterious gestalt lies an enormous sea of opportunity for brands who learn to use X for marketing and sales.

X-functional 72

X-functional Sell Networking Follow-up 72

Hubspot

SEPTEMBER 11, 2018

Business pain points affect a company's bottom line and must be solved in order for them to grow and function successfully. Examples of business problems include making a fully functional product slightly prettier, slightly decreasing a product’s price, or small work-life balance issues. Business pain points, on the other hand, do.

X-functional 101

X-functional Cross-sell Angle Prospecting 101