SaaStr

OCTOBER 25, 2024

For the subsequent ten years in software, we’ve optimized every little bit of how we sell it. But today, it’s different because the kinds of software we sell aren’t the same. In 2020, we transitioned from a physical selling universe to a virtual selling universe. So how much business has it closed?

Go To Market 132

Go To Market Quota GTM Price 132

Heinz Marketing

MAY 15, 2025

Knowing who you’re selling toand how they make buying decisionsis key to building effective campaigns, aligning sales and marketing, and accelerating pipeline. It includes job responsibilities, goals, pain points, buying motivations, and how that person evaluates vendors. Who makes up the buying committee?

Drivers/motivators 89

Drivers/motivators B2C Cross-sell B2B 89

SaaStr

DECEMBER 18, 2024

But close enough for purposes of this post. The meta point is after a tough late 2023 and into 2024, SaaS, Cloud and more is back: In some cases, AI is the driver (Databricks, Palantir). Will Be Cash-Flow Positive Next Quarter This is pretty impressive, and sets Databricks up for a strong IPO whenever it’s ready.

Cross-sell 113

Cross-sell Drivers/motivators Up-sell Growth 113

Cerebral Selling

FEBRUARY 23, 2025

The issue with these questions is that they fail to provide a sense of depth and insight into arguably the most important motivation behind the customers decision to even look at solutions; their problems! But the truth is customers dont wake up thinking about products or processes. What type of solution are you looking for?

Customers 130

Customers Objection handling Strategize Drivers/motivators 130

SalesPop

SEPTEMBER 9, 2024

We are constantly dealing with happy emotions that come from closing deals , and painful moments of near-close-but-never-closed deals. I have collated here 101 motivational quotes that can help you withstand various life and business punches. This approach not only closes deals but fosters long-term client loyalty.

Drivers/motivators 52

Drivers/motivators Sales Up-sell Manufacturing 52

Sales Gravy

DECEMBER 25, 2024

Relentless Prospecting Wins Deals: The deals you close tomorrow start with the work you do today. Showing up daily, sticking to your routines, and doing the small things consistently makes a big difference over time. Success in 2025 will be about maintaining that focus, even when motivation dips.

Conversion 95

Conversion Pitch Sales Trust 95

Sales Gravy

OCTOBER 24, 2024

Moving deals through the pipeline quickly while maintaining high standards, avoiding the pitfall of focusing solely on speed without closing quality deals. Breaking Up with Prospects: One challenge for sellers is recognizing when to disengage from prospects who show little progress.

Pipeline 98

Pipeline Launch Sales Up-sell 98

Martech

APRIL 30, 2025

Profit is the long-term metric Im signing up for. Email: Business email address Sign me up! The best marketers sell every day of their lives. Dig deeper: How B2B marketing is becoming a strategic growth driver How does marketing become a stronger partner in martech? Not even close. Whats our goal? Thats the future.

B2B 112

B2B GTM Strategize Commission 112

Search Engine Land

JULY 16, 2024

The prospect of earning rewards motivates customers to choose a particular brand over competitors, especially when they are close to reaching a reward threshold. Cross-selling and upselling Loyalty programs serve as powerful tools for enhancing upsell and cross-sell initiatives through the invaluable data they collect from members.

Cross-sell 72

Cross-sell Drivers/motivators Strategize Promote 72

The 5% Institute

MAY 7, 2021

Trial closing questions are an excellent question type to add to your overall sales conversations and sales strategy ; because when used right – they work! Good trial closing questions open up dialogue with your potential clients and help them sell themselves on whatever product or service you may be selling.

Closing 139

Closing Clients Sales Presentation 139

Salesforce

DECEMBER 19, 2024

But when you treat every loss as a failure, youre missing out on a chance to build a more motivated, productive, and effective sales team. Make your enablement about results, not effort Close your revenue gaps and get more out of every rep with Sales Programs delivered in your CRM. Sign up now Thanks, you’re subscribed!

Territory 97

Territory E-commerce Sales Drivers/motivators 97

SaaStr

APRIL 14, 2025

Dear SaaStr: How Do I Learn to Close Big Enterprise Deals Better? Closing high-ticket enterprise deals is a different beast compared to SMB or mid-market sales. Identify and map out all the key players and their motivations early in the process. Dont underestimate the power of showing up. Read the opportunity correctly.

Closing 60

Closing Contract Pitch Finance 60

Veloxy

JANUARY 2, 2024

While you may want your sales team to focus on selling, they also spend much time on administrative tasks. In doing so, you can give your reps more time to sell while helping them reach more qualified leads. Invest in Quality Sales Training and Coaching A crucial part of selling is reaching the right people with a great offer.

Product 246

Product Territory Objectives and Key Results Sales 246

Understanding the Sales Force

FEBRUARY 1, 2025

If you are driving in your car, looking at your phone, fiddling with your radio, looking at people on the sidewalk, weaving in and out of traffic or speeding because you’re in a hurry, you are probably not a very good driver and bad things will happen. Pretty amazing, isn’t it? The same concept derails salespeople too.

Drivers/motivators 117

Drivers/motivators Sales Quota Pipeline 117

Sales Gravy

MAY 1, 2025

We obsess over skills like closing techniques, objection handling, and prospecting cadence. When you dont know how best to connect with your prospect because youre not listeningthats a dangerous place to sell from. Close a few deals, and suddenly you stop prepping, shortcut discovery, and assume you know the buyer.

Objection handling 82

Objection handling Consult Sales Technique 82

Hubspot

JANUARY 8, 2025

Youre selling something to someone who just wouldnt budge. If I just described a familiar struggle one you might know all too well Im here to share a solution that might be the answer to your prayers: Gap selling. Truthfully, gap selling takes patience, practice, and persistence to master.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

Sales Gravy

MARCH 9, 2025

No matter if you've had a great month, closed a big deal, or made it to the winner's circle at President's club, winning makes you more vulnerable to losing. They are already motivated. Close a big deal. Confident, I walked right up to my second shota short pitch into the greentasting a birdie and then. It was fun!

Pitch 96

Pitch Drivers/motivators Up-sell Engineering 96

Sales Pop!

MARCH 17, 2023

Sales enablement is a process that helps businesses equip their sales teams with the resources, tools, and information they need to improve their performance and close more deals. Sales enablement refers to a set of processes and tools that are designed to help salespeople sell more effectively. What is Sales Enablement?

Cross-sell 244

Cross-sell Technique Sales Pipeline 244

Veloxy

JUNE 23, 2021

What Positions Make Up an Inside Sales Team? How to Empower, Develop, and Motivate Your Inside Sales Team. This is often why many companies don’t end up with rockstars and new teams miss the mark. One way to select between outside and inside sales hires is by analyzing the type of product you’re selling.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Hubspot

AUGUST 7, 2024

SaaS startups need to choose a CRM that meets them where they're at now and can keep up with projected growth over the next five and 10 years. This can be big-picture, like revenue planning, or in the minutia of your day-to-day, like letting you know that a lead opened your email and telling you when to follow up. Growth Potential.

CRM 81

CRM Price User Experience Customer Relationship Management 81

Sales Hacker

MARCH 23, 2023

Related: 3 Steps to Transform Your Mindset in Sales and Overcome Any Challenge How I know: My first 70,000 hours of selling Malcolm Gladwell famously said it takes 10,000 hours of practice to attain mastery. I’ve been selling to B2B for over 35 years — that’s more than 70,000 hours of practice. Buyers will pick up on your attitude.

Closing 119

Closing Up-sell Gaming Follow-up 119

Veloxy

MARCH 23, 2023

Encourages salespeople to perform better Sales quotas provide salespeople with a specific target to hit, motivating them to perform better. By setting achievable targets and motivating sales teams to hit these targets, businesses can increase their sales revenue and profitability.

Quota 246

Quota Profit margin Non-Profits Teamwork 246

Veloxy

DECEMBER 28, 2023

However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place. and embark on this journey to master the art of field selling together! Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Sales Pop!

AUGUST 20, 2021

These can be a unique selling proposition, recommendations, business launch questions, success stories, demonstrations, and presentations. B2B companies sell their products or services to other companies instead of selling them to customers. selling a different product or upgrading their current product to a new version).

Inside sales 246

Inside sales B2B CRM Price 246

Hubspot

DECEMBER 2, 2024

That‘s why I’ve put together this handy guide that covers some key strategies to help on both of those fronts — a resource that will help ensure your team sells effectively through the remainder of the year and that your business remains top-of-mind with buyers as Q4 comes to a close. Q4 Sales Strategies 1. NONE AT ALL!

Sales 69

Sales Closing Strategize Up-sell 69

Sales Gravy

MARCH 30, 2025

Its not unusual to work hard to close so many deals at the end of the quarter that you start off in a weak position at the beginning of the quarter. On Track If you hit your quota in Q1 and ended up right where you should be, nice job! On Track If you hit your quota in Q1 and ended up right where you should be, nice job!

Quota 98

Quota Pipeline Sales Up-sell 98

Salesforce

NOVEMBER 12, 2024

CVPs should not be confused with unique selling propositions (USPs). So, when you meet with a potential customer, you must be prepared to sell them on your product or service — and position yourself as a trusted advisor. Truck drivers would pull up to a truck stop, go inside, get a cup of coffee and come back out.

Transportation 52

Transportation Drivers/motivators Customers Territory 52

SaaStr

MARCH 23, 2025

I really liked this one and wanted to write up a few more learnings. Balance Structure with Founder Knowledge When Graham joined, he discovered the founders had “unconscious competence” in selling to certain customer segments (particularly financial services). It’s a commission-driven role.

GTM 85

GTM Territory Pipeline Growth 85

Veloxy

APRIL 12, 2023

But selling solar isn’t easy – it requires knowledge, skill, and persistence to convince customers to invest in this renewable energy source. In this article, we’ll share 20 solar sales tips to help you close more deals and become a successful solar salesperson. Speed up the process. Let’s get started!

Referrals 246

Referrals Finance Objectives and Key Results Sales 246

Sales Pop!

JANUARY 3, 2023

Some people are better at generating a high volume of sales from people who buy middle-tiered products and they are just as valuable as the people who can sell the top product. To get your ceremony going, come up with creative awards that are personal to each person’s strength. Who wins over the hard sells?

Sales 235

Sales Price Retail Up-sell 235

Sales Hacker

SEPTEMBER 6, 2022

But I urge you to think of a third aspect — motivation. Make sure it’s something you can measure (for example, increase revenue by $50K, close 30 new deals, etc.). Example: Sell $10,000 monthly, calculated from the first to the last day of the month. Closing a sale will be much easier with staff that knows what they’re selling.

Retail 124

Retail Gaming Drivers/motivators Commission 124

Cerebral Selling

SEPTEMBER 12, 2022

One of the biggest reasons salespeople fail to create a sense of urgency in the mind of their customers is because they mistakenly focus too heavily on business cases and not nearly enough on their customer’s emotional motivators (i.e. As a result, they suffer with low close rates and poor forecast accuracy. the real reason they buy).

Customers 213

Customers Objectives and Key Results Objection handling Drivers/motivators 213

Cerebral Selling

JANUARY 14, 2023

You could also be well behind your quota, struggling to stay motivated and worried about job security. And when reps struggle to see the path to their number they may slowly give up, blaming things outside of their control. That means that across your team, the levels of individual motivation and satisfaction is variable.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

PandaDoc

MAY 2, 2025

Sometimes, all it takes is rethinking how you present, package, and position what youre already selling. When buyers see that committing to a larger quantity or a longer-term contract earns them a better price, theyre more likely to scale up their purchase. Its a simple psychological lever: customers are motivated by value.

Price 52

Price Drivers/motivators Legal Strategize 52

Sales Pop!

OCTOBER 18, 2021

By the way, the average selling company uses about 10 tools (and still wants more). A well-defined sales process allows salespeople to close deals predictably. Among sales teams who use sales analytics tools, 74% said they are extremely important for closing deals. Price: the free version is up to 50 queries per month.

Prospecting 243

Prospecting Price CRM Lead generation 243

Understanding the Sales Force

APRIL 16, 2025

For example, if you sell capital equipment to the C Suite and you have a 2-year sales cycle for a 7 to 8 figure sale, the rate of conversion from dials to conversations to meetings could be 15 dials to 1 conversation and 10 conversations to 1 new meeting. There is no rocket science to this – only math. Sure its difficult.

Pipeline 77

Pipeline Hospitality Drivers/motivators Sales 77

Partners in Excellence

APRIL 8, 2022

It’s just fascinating to watch, learn about the teams, drivers, cars. The ability to provide data to the drivers to help them understand their own performance and how they might improve was a critical aspect of what they sought to discover. No driver is favored. No driver was “unprepared.”

Drivers/motivators 133

Drivers/motivators Hospitality Engineering Up-sell 133