Salesforce

SEPTEMBER 19, 2023

Sellers love the close. But focusing solely on the close is like a marathon runner trying to take a shortcut — you might get ahead, but you’ll be kicked out of the race. A sales pipeline is a visual representation of where each prospect is in the sales process. That’s where a healthy pipeline comes in.

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

Hubspot

JUNE 21, 2023

An objection is a legitimate concern that could threaten a deal, while a brush-off comes from a less genuine place — it's a knee-jerk reaction prospects raise when they want to quickly and abruptly end a sales call. And if you want to consistently engage in meaningful conversations with prospects, you need to know how to work past them.

Contract 78

Contract Cross-sell Prospecting Follow-up 78

Salesmate

JULY 8, 2020

Prospecting. Prospecting is the first stage of a sales pipeline. During the prospecting stage, you collect leads and record their contact information. Below is a basic overview of an effective funnel for the prospecting stage. Meeting Prospects. Meeting prospects is an important step on the path to a conversion.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

Martech

NOVEMBER 8, 2023

This last group consists of those prospects that need super deep price discounts during the sales cycle, are more challenging to onboard, complain and want refunds and suck the life out of your customer success and account teams. The key takeaway? All customers are not created equal, and all revenue isn’t necessarily profitable.

Customers 114

Customers Construction B2B Cross-sell 114

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". I’m looking forward to working with you [prospect].". Great to meet you [prospect]! You’re working with a prospect. I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon.

Prospecting 96

Prospecting X-functional Contract Cross-sell 96

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. Speed up rep success.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Hubspot

AUGUST 2, 2022

SaaS selling — and SaaS revenue — are distinctly different from traditional sales and require a new approach to maximize their potential. SaaS businesses should also make a concerted effort to establish reliable contracts, identify and convert new customers, and increase monthly revenue generation through both upselling and cross-selling.

Contract 70

Contract Cross-sell Up-sell Clients 70

Sales Hacker

JULY 25, 2022

Before a new customer deal can close, an SDR has to find that customer. Finding ideal prospects means your SDRs must be experts on your products and services, and be able to communicate how they can solve your potential customers’ problems. Related: The Definitive Guide to Sales Prospecting With Proven Outreach Methods.

Engineering 100

Engineering Objectives and Key Results Cross-sell Pipeline 100

PandaDoc

APRIL 20, 2022

Engage in social selling. To clear this up: Outbound sales refers to the process of reaching out to prospects who haven’t indicated a direct interest in buying the product or service you want to sell. Outside sales refers to the process of sending an actual salesperson into the field to meet with prospective customers.

Technique 98

Technique Cold Call Contract Cross-sell 98

SalesLoft

JULY 10, 2023

Outbound and inbound teams need technology that: Weaves AI and automation into prospecting workflows so that prospects receive the right messages at the right time. Accommodates large buying committees and account-based selling. Customer growth What do retention, upselling, and cross-selling have in common?

Cross-sell 40

Cross-sell Technology Technology Account management 40

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

SaaStr

DECEMBER 5, 2023

You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. Challenge #1: Starting with Product-Led Growth and Deciding If It’s Worth It If you start with PLG and want to move your customer base and prospects to Enterprise deals, you might ask yourself: Should I go for it?

GTM 75

GTM Cross-sell Government Legal 75

Salesforce

JUNE 2, 2022

Because it’s the greatest indicator of future sales bookings, or annual contract value (ACV). This is where sales teams manage all the details, like contacts at the account, what products the customer is interested in, the size of the deal, next steps, deal status, and when the opportunity is projected to close. Why pipeline?

Pipeline 98

Pipeline Engineering Growth Territory 98

Sales Hacker

JUNE 13, 2023

Company founders do a lot of the selling in the early days. Then there’s a logistics stage covering contract details. If you sell cars, what decisions does a buyer need to make before they are ready to buy? At the top, write “What decisions must a prospect make to buy from us?” (If It often comes about like this.

Process 89

Process Cross-sell Sales Finance 89

Hubspot

NOVEMBER 20, 2023

In the ever-evolving world of sales, account executives play a crucial role in nurturing leads and closing deals. AI-powered lead scoring systems utilize machine learning algorithms to analyze prospect data and predict their likelihood of converting into paying customers. Enhance prospecting with AI-driven research tools.

Cross-sell 57

Cross-sell Contract Contact Prospecting 57

Martech

JULY 14, 2022

It changes depending on the type of product you’re selling and the market you are pursuing. Canare says that while there are elements common to all campaigns, there are significant differences depending on what you sell and who you’re selling it to. You have to sell to them differently. They buy differently.”.

E-commerce 108

E-commerce Cross-sell Contract Up-sell 108

Salesforce

JULY 14, 2021

Personalized content advances your prospects from curious to qualified faster. Return on investment (ROI) calculators help prospects dynamically understand the value of your products. Workflows that automate contract reviews and approvals accelerate deal cycle times. Upsell and cross-sell rates. Close rates.

Sales Experience 98

Sales Experience Cross-sell Sales B2B 98

InsightSquared

APRIL 14, 2021

Did the prospect stall on a specific page of the proposal? Average Annual Contract Value. Because of this, we tend to overlook the individual value customer contracts are bringing us each year. Knowing this key sales metric offers an opportunity to assess high-value customers for up-sell and cross-sell potential.

Contract 62

Contract Territory Cross-sell Pipeline 62

Salesmate

OCTOBER 15, 2020

In this detailed guide, you will get to know various aspects of the sales pipeline to develop a more disciplined and structured approach for closing more deals. A pipeline visualizes the lifecycle of potential buyers from the initial contact to the closing stage. A list of prospects. Prospecting. A clear buyer persona.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

Sales Hacker

FEBRUARY 2, 2021

A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale. Prospecting. Sales prospecting is to find qualified leads that are close to being ready to buy the advertised business or service. What Is a Sales Cycle?

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Hubspot

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. As the end of the year approaches, prospects will divert excess money to priorities that are now financially feasible to tackle. Take advantage of team selling.

Quota 85

Quota Strategize B2C Transportation 85

Smart Calling

MAY 14, 2018

The old school, tactical methods of selling say that you should “assume the sale as soon as the prospect shows some interest.”. Or consider the sales rep who uses the old “Assumptive Close” and says, “Where will we be delivering this to?”, to which the prospect responds, “I never said I even wanted it yet!”. I disagree.

Cross-sell 76

Cross-sell Contract Closing Technique 76

A Sales Guy

DECEMBER 21, 2019

I love the success stories I get from people who’ve read Gap Selling. I never expected the level of success Gap Selling would have or the impact it would have on readers sales careers, it’s been amazing to read about. Eric got an early copy of Gap Selling and has had just about a year to measure it’s effects.

Sell 88

Sell Cross-sell Hospitality Contract 88

Salesmate

DECEMBER 8, 2020

Yes, you’ll find many hurdles on the path while selling to enterprises, but a firm determination and constant hard work can lead you to success. A different and long pathway while selling to enterprises. Selling to a large enterprise is a different game. One must expect a long journey while selling to a large enterprise.

Sell 103

Sell Cold Call Negotiate Cross-sell 103

Hubspot

AUGUST 25, 2022

After countless attempts to connect with prospects and land a meeting to no avail, you’ve hit a wall. When a sales slump hits and your quota is on the line, the first thing you want to do is jump on the phones and contact every prospect and lead you know. Put down your phone, close your laptop, and take a long, deep breath.

Cold Call 83

Cold Call Drivers/motivators Pitch Cross-sell 83

Salesforce

SEPTEMBER 19, 2023

Get AI-driven insights that help you boost revenue Sell smarter with a revenue intelligence platform built into Sales Cloud. Revenue intelligence is a data-driven way to sell. For sellers, that means guidance at every stage of the deal — who to reach out to, what to say, and what to sell.

Pipeline 59

Pipeline Cross-sell Finance Electricity 59

Highspot

DECEMBER 5, 2023

Improved conversion rates: Structured sales tactics often result in better conversion rates as teams are more equipped to lead prospective customers through the buying process. Essential Steps of the Sales Process Navigating the sales process is a journey with a specific destination – closing the deal. Who are you selling to?

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Org Building Ideas for Cross-Border Companies. Having a leg in SV could help build a global team and work closely with customers. SV SaaS companies sell to other SV SaaS companies. It’s a close-knit buyer/seller group. Learnings on GTM.

GTM 86

GTM Cross-sell Niche Strategize 86

Sales Hacker

SEPTEMBER 25, 2019

5 tips to successfully cross the chasm to mass adoption. Then , leverage that success to sell to “early majority,” AKA pragmatists. For now, we need to move on to the 2 rules for boosting adoption and growth from day one, so you set a solid foundation for crossing the chasm. You’ve heard the “always be closing” mantra, right?

Growth 74

Growth Cross-sell Contract Education 74

Hubspot

OCTOBER 11, 2019

Salespeople make critical prospect connections, communicate the value of your product or service, and directly impact your bottom line. This is where personal selling comes into play. Personal selling is the key to a well-balanced sales organization, and, in this guide, we’re going to explain why that’s the case. Prospecting.

Sell 81

Sell Cross-sell Negotiate Up-sell 81

Hubspot

OCTOBER 19, 2017

Take a look at your pay structure to see if you’re pulling the right levers to get reps to sell. Looking at this metric on a monthly or quarterly basis tells you whether your contracts are getting larger, smaller, or staying the same. Not only is the probability of closing lower, but the sales process will likely take longer.

Quota 92

Quota Cross-sell Contract Negotiate 92

Hubspot

JULY 27, 2023

Moreover, 79% of salespeople using automation say they can now dedicate more time to actively selling. Prospect and Lead Management A steady stream of leads keeps businesses afloat. Even if one customer leaves, there are more prospects who can replace them. No wonder so many salespeople turn to AI to manage their lead pipeline.

CRM 52

CRM Sales Cross-sell Pipeline 52

SBI

NOVEMBER 2, 2017

For Sales teams, Model N solutions streamline the Quote to Cash process with smart selling solutions like CPQ and Contract Lifecycle Management, designed to shorten sales cycles and maximize deal value. Nancy: What are the symptoms that indicate an organization would benefit from your solution?

Cross-sell 52

Cross-sell Finance Contract Legal 52

Salesforce

NOVEMBER 2, 2023

That’s the beauty of effective cross-selling. What you’ll learn: What is cross-selling? See how it works What is cross-selling? Cross-selling is a sales strategy where a seller offers complementary products or services to existing customers, delivering more value while increasing revenue.

Cross-sell 69

Cross-sell Sell Quota Pitch 69

Lead Fuze

JANUARY 1, 2022

Need Help Automating Your Sales Prospecting Process? It can be defined as the steps, beginning with identifying clients and following up after closing deals. Prospecting. The process of sales prospecting is to identify potential clients who are interested in your product or service. And why is it relevant? Presentation.

Commission 52

Commission Sales Cross-sell Pipeline 52

Hubspot

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase average contract length. Increase upsell/cross-sell rate. This structure is relatively rare in selling organizations.

Commission 92

Commission Quota X-functional Non-Profits 92

Hubspot

SEPTEMBER 12, 2018

But what is a sales pipeline and why is it so instrumental to selling success? Certain prospects may even skip stages in your pipeline -- for example, if a buyer proactively introduces you to the budget authority before you’ve asked, you’d move the deal straight from “initial connect” to “meeting with decision maker.”.

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101