SaaStr

MARCH 17, 2020

Learn from Talkdesk SVP of Client Services how to build a Customer Reference Program. Gillian Heltai | SVP, Client Services @ Talkdesk. I’m the senior vice president of client services at Talkdesk. Either in a new business deal or in a renewal engagement, there’s always that negotiation that’s happening.

Clients 56

Clients Service Customers Start-ups 56

Sales Hacker

JULY 10, 2020

What followed was almost a discovery session , similar to what we all put our clients through. This stage is all about understanding the feature functionality your buyer is looking for and how closely your solution aligns with it. If I asked you, When does your client want to be live, and why? Decision criteria. Identify pain.

Legal 116

Legal X-functional Contract Presentation 116

Salesmate

OCTOBER 28, 2020

Accurate forecasting can help a sales team function more efficiently and achieve as well as excel sales expectations. Lead Value = Sale value x Lead-to-sale conversion rate. 30 paid advertising x $600 lead value= $18000. 200 demo leads x $100 lead value= $20,000. Negotiation -80%. Lead Value Formula.

Territory 96

Territory X-functional Pipeline Appointment 96

PandaDoc

OCTOBER 3, 2023

Manual lead qualification often led to overlooking potential high-value clients. The sales and marketing teams listed down the functionalities they expected from AI integration, such as predictive lead scoring, automated customer communication, and data analytics. Tool-specific training covers functionality, workflows, data inputs etc.

Process 52

Process Objectives and Key Results X-functional Sales 52

Sales Hacker

MARCH 12, 2019

A list of features and functionality is easy to forget, because it lacks context. The first step in this process is to identify what value your product brings to your potential client. It really is as simple as “our product can do X for you.”. How to use the 7-sentence story structure to turn any product demo into a story.

Product 78

Product Sell Pitch X-functional 78

PandaDoc

MARCH 7, 2023

A sales process flowchart enables you to cater every step to each individual customer or client. Of course, you’d also combine this with other proven methods, such as email lists and cold-calling potential clients. Stick to the biggest benefits and most relevant use cases for your client and give them space to reply.

Process 52

Process Objectives and Key Results Pitch Legal 52

Heinz Marketing

JULY 13, 2020

I was heavily involved in negotiations to get the season going. So as an example, I was working with a client about a year ago and that’s how this all started. Somebody’s making them do it, and they’re accountable for making X number of calls a day. Matt: No, that’s right. It doesn’t matter.

Pipeline 83

Pipeline Referrals Cold Call Sales 83

Lead Fuze

JANUARY 2, 2024

But don’t let the term ‘strategy’ intimidate you; think of it like plotting out a treasure map where X marks the spot for achieving greater visibility and connection with customers who are already searching for what you have up your sleeve. Think digital Swiss Army knife: all function, no fluff. Picking a CMS?

Sales 52

Sales Strategize Niche Lead generation 52

ConversionXL

NOVEMBER 3, 2016

So while many usability heuristics remain the same in B2B website design and functionality , much of what goes into lead gen, sales, and analysis is different. In other words, you’ll answer questions like: Where in the buyer journey is the person that downloads [X] whitepaper? To what points in the customer journey do they correspond?

B2B 110

B2B Conversion B2C SQL 110

Heinz Marketing

SEPTEMBER 17, 2018

Melissa: Yeah, so I’d say that sales enablement, I fell into it, I think like a lot of folks do, they fall into sales enablement through a function of necessity and accident, happy accident. Melissa: My strong opinion is that the sales enablement function should report up into sales. Melissa: Yeah.

Pipeline 57

Pipeline X-functional Sales CRM 57

Sales Hacker

MARCH 2, 2020

Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. “Our business depends on delivering breakthrough thinking to our executive clients. The Little Red Book of Selling.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

PandaDoc

NOVEMBER 15, 2021

Salespeople should take risks, from trying a new prospecting sales strategy to experimenting with different negotiation strategies. For example, “Become the most successful team within the organization,” or “increase retention by X percentage.” Without adequate data, sound decisions are impossible to make.

Sales 52

Sales Quota Trust Promote 52

SaaStr

FEBRUARY 15, 2019

Salesforce’s strategy, as far as I could tell, was keep your price high and discount, and that helps customers, through a negotiation process, feel like they’re getting, these are my words, a pound of flesh. I wish we lived in a world where I could just say, price x is what everybody pays. Let me stop. It’s robust.

Price 43

Price Cross-sell X-functional Up-sell 43

Salesforce

JANUARY 31, 2024

As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. This skill shows that you can be counted on, which matters to your team, company, and clients. Lastly, they negotiate to get to an agreement and close the deal. Dependability.

Networking 59

Networking B2C Cross-sell Negotiate 59

Heinz Marketing

JUNE 4, 2018

I think your customer base grows by two X it seems like every month these days. So gone are the days of feature functionality, obviously have a great product to sell, but more important, it’s getting to know the buyer, right? Are you making adjustments to that approach based on millennials versus gen X versus Boomers?

Pipeline 53

Pipeline Sales Drivers/motivators X-functional 53

SaaStr

JULY 2, 2020

You’re telling me mathematically the answer is going to be X, but I can’t understand why. And I know that myself, when I’m purchasing software in the negotiating phase, I say, “Oh yes, yes, sure, value, value, right, but let’s talk about the cost.” But then we do like to talk about value.

Customers 111

Customers Contract Price Education 111

SaaStr

JUNE 21, 2019

You know, they act as grand building exercises if you can show that you’ve got an enterprise client using your product or service. So, you know, “I need a case study for the retail industry in the northeast and it needs to have X, Y, and Z thing.” And they take a lot of investment, they take a lot of care in feeding.

Start-ups 54

Start-ups X-functional Drivers/motivators Up-sell 54