Hubspot

FEBRUARY 12, 2025

The idea is to target industries where AI can deliver significant value, such as healthcare, education, or retail. This functionality of the tool became our unique selling point (USP) and users started outputting personalized content. Healthcare. I get it pinpointing the right problem to solve can be tough. Regulations.

Minimum Viable Product

Salesforce

MARCH 3, 2025

You have a complex, high-end prospect, and you know it will take finesse to close the deal. A Deal Desk is a cross-functional team that streamlines the closing of sales complex and non-standard deals, handling everything from quote to cash. How do you manage it while keeping track of all the moving parts?

Legal

Heinz Marketing

MARCH 10, 2021

If you are selling a product or a service, make sure it is user-friendly. How quickly does your team respond to the inquiry up to the closed deal and beyond? These tools will help you understand your target audience’s motivators, their pain points and most importantly the problems you need to solve in order to close a sale.

B2B

Hubspot

AUGUST 14, 2023

Value leaks undermine a buyer’s confidence in your solution, reducing your likelihood of closing — and even if you do win, you’ll have a harder time charging full price. For instance, let‘s say a salesperson is selling a product that isn’t backed by 24/7 support — and once upon a time, that factor held up a deal or two.

Closing

Veloxy

JULY 23, 2024

Stop Guesswork & Close More Deals Automatically prioritize leads based on their likelihood to buy. By prioritizing high-value leads, you can allocate resources more effectively and enhance your chances of closing deals. Another example might be a technology company that sells software solutions.

Technology

Veloxy

MAY 24, 2023

Win Rate : The win rate measures the percentage of opportunities that your sales team successfully converts into closed deals. It reflects the effectiveness of your sales strategy and the ability to close deals. This efficiency translates into a higher volume of closed deals and a greater return on investment.

Objectives and Key Results

Martech

FEBRUARY 25, 2022

This includes cross-channel, multi-touch and multi-wave campaigns. Marketo Engage is designed for SMB to enterprise-level B2B marketers and some B2C considered-purchase marketers in a variety of industries, including technology, business services, healthcare, financial services, education, manufacturing, and telco. Product overview.

E-commerce

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. Companies operating in less-digitized industries (construction, healthcare, real estate, etc.). Companies in very close proximity to the end-user. Rifiniti: $150k ACV and $3M ARR.

Inside sales

Sales Hacker

JUNE 11, 2018

What factors will guide sales team transformation in the future as technology, consumer behavior, and new market realities re-shape the contours of selling? Industries [Retail & Consumer Goods, Financial Services, Manufacturing, Healthcare & Life Sciences, Telecommunications & Media]. Cross-Team Collaboration.

Gaming

Sales Hacker

FEBRUARY 7, 2018

One of the key shortcuts is to use automated forms of outbound to identify leads that want to have a meeting and use low-cost sales resources to run those meetings in an effort to close. In 2016 Randy was on track to grow the business from $4M to $6M with a big deal that could take it close to $7M. Originally this worked well.

Growth

Martech

AUGUST 29, 2023

Think of the waste when teams across similar European markets are selling identical products within families of brands and planning their campaigns in isolation. Without close collaboration between all three groups throughout the campaign lifecycle, truly effective creative analytics will not be possible.

A/B testing

The 5% Institute

AUGUST 15, 2023

For businesses, it enhances customer loyalty, reduces churn, and opens doors to cross-selling and upselling opportunities. Cross-functional Collaboration SAM necessitates collaboration across departments to ensure seamless service delivery. Want To Close Sales Easier?

Account management

Heinz Marketing

MAY 14, 2019

How should companies measure ABM performance & success early on (when those long sales cycle deals haven’t closed yet)? As we discuss in the book, the golden metrics of ABM success are an increase in close rates, funnel velocity and average deal size. The last two years, about 25% of our new business came from tech companies.

Manufacturing

Openview

NOVEMBER 20, 2017

Often, it’s not until the end of the process that companies ask a candidate to demonstrate their ability to sell something. Maybe, instead of all revenue-based objectives, you include some training and ramping or pipeline-building objectives to help people cross the chasm from newbie to being able to see the light at the end of the tunnel.

Territory

The 5% Institute

AUGUST 1, 2023

Business development professionals work closely with the sales team to develop effective strategies that address customer needs, address pain points, and create compelling value propositions. Want To Close Sales Easier? Are you committed to closing sales a lot easier, and consistently?

Strategic partnership

SBI

FEBRUARY 27, 2018

This has been proven to help accelerate the sales process and close more business. RO Innovation’s prescriptive selling Quick Plays module helps new sales people ramp up faster and disseminate tribal knowledge of top sellers at scale. The CMO’s Guide to Peer to Peer Selling. No database searching or guessing.

Gaming

PandaDoc

JUNE 20, 2018

Be it account-based sales, SPIN or SNAP selling, or some other approach, the methodology you choose can create the strategy and training behind all sales plays. Be sure to include all major stakeholders in this discussion, as cross-departmental involvement works best right out of the gate rather than down the line. Keep it short.

Cross-sell

SaaStr

JULY 17, 2020

And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things. Keith Rabois: There is in another tale two cities is most of the people that were most affected by the March and April shutdowns were not the people that buy and sell houses.

E-commerce

Heinz Marketing

MARCH 4, 2019

And I really get focused on pipeline, and then pipeline to close. And I really get focused on pipeline, and then pipeline to close. And then, where are those MQLs coming from, so it’s really kind of a diagnosis process of when we get closed deals and we get good pipeline, how are we getting that there?

Pipeline

Sales Hacker

JANUARY 13, 2020

Jay has spent 30 years in the financial services industry; holding various roles in sales, direct marketing, online marketing and cross-selling strategies. Why you should offer value first when selling. The upsell approach vs. value-sell approach [7:33]. The blessing and curse of selling an amorphous product [12:51].

Cross-sell

Highspot

FEBRUARY 4, 2024

Guided selling. In this comprehensive guide, you’ll discover the essentials of guided selling, industry examples, and how it can transform your sales process. What is Guided Selling? How Does Guided Selling Work? Guided Selling Technology Features to Look For The Future of Guided Selling What is Guided Selling?

Sell

SaaStr

AUGUST 7, 2020

We’ve invested in over 300 companies at Salesforce Ventures and have partnered with both of you closely and it’s been amazing to see this story up close and personal over the years. I wouldn’t expect that to be the typical process, but it was pretty straightforward for us.

Price

Sales Hacker

JANUARY 19, 2021

Best practices for asynchronous selling [15:38]. Guided selling with Revenue Grid allows you to guide reps step by step through every deal, reducing guesswork and increasing consistency, so your teams have the best odds with every opportunity in the pipeline. I’m not here to sell you anything, but I am here to share good ideas.

Cross-sell

SaaStr

JULY 8, 2020

Look, okay, let’s say half your business sells to eCommerce, but 20% sells to live events. So, it’s like in healthcare, one of my friends who’s a doctor says she feels like she fell asleep in 2020 and woke up in 2030 in terms of … Jason Lemkin: Yeah, I bet. Well, do the math in your head.

Pitch

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Anita Nielsen.

Sales

Sales Hacker

MARCH 18, 2020

Without options to keep in touch and exchange important information within mere seconds, many businesses would have been forced to either close down or stay at their workplace, ultimately contracting the virus and contributing to its spread. At this point, your goal is not to sell but to show your support.

B2B

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales

Sales Hacker

AUGUST 24, 2021

The ISS is a nonprofit organization that specializes in complex cross-border case management to protect migrant children. And of course, sales is part of that, because Jean is selling by virtue of storytelling and telling people about the organization. It’s very specialized in cross-border case-by-case management.

Service

Salesmate

APRIL 7, 2020

COVID-19 cases include: Imported cases in travelers Cases among close contacts of a known case Community-acquired cases where the source of the infection is unknown. Such cross-platform functionality ensures that users do not have any compatibility issues. All 50 states have now reported cases of COVID-19 to the CDC. Calendly allows.

Product

Sales Hacker

OCTOBER 21, 2019

My advisor said the idea was great but that it wouldn’t work unless I learned how to sell. However, my plans changed once I discovered the unique challenges of selling. I’d have to say it’s either SNAP Selling or More Sales Less Time. . SNAP Selling focuses on how to deal with today’s overwhelmed buyers. Fail Fast!”

Sales

SaaStr

JULY 11, 2019

You go from the leanest organization and very small SMB, to closing seven figure TCVLs for enterprise. It took us a couple of years to even get close to that. Jason Lemkin: That’s what drove these last four months as you’re crossing the million in revenue. Why will the partners sell you? Tiago Paiva: Oh yeah.

Launch

SaaStr

AUGUST 13, 2019

In almost any other industry, whether it is healthcare or consumer or manufacturing, 20% growth is phenomenal. When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. You’re trying to figure out how to sell to them. The first one.

Cross-sell

SaaStr

MAY 8, 2020

How have you seen the best engage with offering pilots, and what’s the structure of the pilots that you tend to advise when selling to enterprise? So, our company, Arthur, an explainable AI company, realized that the regulated industries they sell into also want their solution on prem, even during a pilot phase.

Cross-sell

SaaStr

JULY 30, 2018

When I talk to banks, insurance companies, healthcare, their biggest challenges…IT for the longest time has been plugging this stuff in as best they can in silos. They’re trying to cross?sell sell products. I actually ended up staying very close to sales, even though I’m a technology founder.

Cross-sell

SaaStr

JULY 15, 2020

And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something. People are buying and selling houses. Right now if you look on the other side, an area I know a fair amount about, look at US real estate.

X-functional

SaaStr

MAY 27, 2020

What the CDC and the US is worried about is that the flu, the normal flu, comes out at the same time as COVID-19 makes the resurgence in the winter and that overwhelms our healthcare system. It doesn’t mean these companies are yet out of cash, but they’re getting pretty close. Because that’s at the moment.

Finance

Sales Hacker

AUGUST 31, 2021

In 2008, a year after graduating from my undergrad college, I read the book, Crossing the Chasm , and that really got me excited about Silicon Valley. I came to Stanford, I was lucky after Stanford to get a job at Medallia, which is now a post-IPO company with close to 5B in valuation. Sam Jacobs: That makes a lot of sense.

Product