Highspot

JUNE 6, 2023

Imagine if not just a few, but the majority of your sellers exceeded quota and contributed to a higher number of closed-won deals in the same amount of time. Most importantly, when reps are more productive, the time and budget it takes to close deals and drive revenue decreases. That’s when you know they are working productively.

Closing 52

Closing Product Objectives and Key Results Quota 52

Salesforce

FEBRUARY 12, 2024

Here’s the number one thing I ask sales reps who are having trouble closing a deal: “Have you asked the right questions?” What is the impact on them, professionally or personally? If you can uncover that value, you can add it to your pitch. I like to call these high-impact questions.

Consult 59

Consult Objectives and Key Results Cross-sell High impact 59

SaaStr

OCTOBER 29, 2019

We’re going to talk about matching price to value, and I’m going to share some lessons from my time as both an operator and an investor. This is an interesting study that was done by the folks from Price Intelligently. In my time as an advisor and now an investor, I often ask folks, how did you decide on your pricing?

Price 40

Price X-functional Cross-sell Growth 40

Sales Hacker

NOVEMBER 18, 2020

Shifting your focus and phrasing to your customers’ needs rather than your own will have a direct impact on your close rates. Now, imagine how your prospect feels when, after the barest of discovery , you pull out a full battery of high-priced solutions and long-term binding contracts. Research, Research, Research.

Process 120

Process Customers Prospecting Up-sell 120

Search Engine Land

OCTOBER 16, 2023

These answers largely depend on several factors, but there are a number of methods to consider and avoid as we close out 2023. The appeal of guest posting for links is strong – sourcing links from “relevant” content & websites at an attractive price point is an easy sell. Which stakeholders should be involved? Let’s start here.

Non-Profits 119

Non-Profits Objectives and Key Results Government Retail 119

SaaStr

MARCH 26, 2019

And at the risk of giving you a full Stripe sales pitch, don’t worry, that’s in my other talk. I think hiring a very senior leader can be a bit of a trap door just because they have such an impact on your culture that you can unmake that it just can be messy. So know that, and then know how high impact it is.

Launch 60

Launch Engineering Product Start-ups 60

SaaStr

MARCH 18, 2019

And at the risk of giving you a full Stripe sales pitch, don’t worry, that’s in my other talk. I think hiring a very senior leader can be a bit of a trap door just because they have such an impact on your culture that you can unmake that it just can be messy. So know that, and then know how high impact it is.

Launch 46

Launch Engineering Start-ups Finance 46

Sales Hacker

APRIL 17, 2019

Price: Workspace, Free; Standard, $6.67/month/user; Price: Free. Price: Free. Price: Free. Price: Free. Price: Free; Silver, $2.99/month; Price: $1.99. App for tracking expenses. Travel apps. Canvassing and door-to-door sales apps. Productivity and goal apps. Apps to help you look your best.

Drivers/motivators 110

Drivers/motivators Price Teamwork CRM 110

Outreach

FEBRUARY 7, 2022

Managers want their reps to deliver the best pitch possible and exceptional customer service, even when they aren’t around to provide guidance. For example, a buyer might have a price objection. Employee recognition is a low-cost, high-impact way to improve company culture and retain top performers. Micromanagement.

Objectives and Key Results 52

Objectives and Key Results Commission Pitch Referrals 52

SaaStr

MAY 3, 2019

Manny Medina: When you are a rep, you begin your life building funnel and then as the funnel gets build you start switching your attention from building funnel to closing that funnel that you built. You need to be able to store your pipeline as well as close it. Does that make sense? Harry Stebbings: It does absolutely make sense.

Territory 58

Territory Quota Cross-sell Pipeline 58

Sales Hacker

JULY 23, 2018

Newly appointed executives need to make a big impact in the first few months of their tenure. That typically means setting up big, radical initiatives; restructuring teams; and spending their new-found budget on high-impact products. Especially if they’ve just viewed your pricing page or downloaded a product case study.

Sales 59

Sales Government Pitch Prospecting 59

Sales Hacker

OCTOBER 7, 2021

Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. You’ll learn a lot if you listen closely. And to always keep in mind it is about the client, not the product you are pitching.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

JULY 8, 2020

If you missed episode 116, check it out here: How to Form Great Habits and High Impact Behaviors at Work? But then also realizing that your job today may not look anything close to the job that you think you want in the future. Michael talks about how he does that at scale and how he thinks about scale. with Andrew Sykes.

Real Estate 113

Real Estate Strategize Launch Commission 113