Hubspot

FEBRUARY 8, 2022

From the results, you’ll learn which leads are still interested in further nurturing, and you’ll also learn why certain leads lost interest and left, helping you focus on high-impact strategies that are more likely to drive a sale. Use trigger events to reconnect with lost leads. Share relevant content with lost leads.

CRM 71

CRM Contact High impact Pitch 71

Partners in Excellence

OCTOBER 6, 2022

Recently, I had the privilege to have lunch with two close friends–and great thinkers on Sales Enablement, Sheevaun Thatcher and Kelly Griffith (Kelly and I actually had a few chuckles around how I pronounce things so incorrectly, but she’s Australian… ). We even talk about money differently.

Conversion 86

Conversion Customers Drivers/motivators Construction 86

PandaDoc

DECEMBER 19, 2022

Prospecting isn’t the same as lead generation, though it is quite close. At a high level, all prospecting methods can be divided into two buckets: inbound and outbound. Though the closing ratio is highly impacted by the seller’s skills and insights, the quality of the prospecting list is paramount.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Salesforce

JANUARY 24, 2022

or “Homepage>pricing>trial?” Close more sales in less time, build a more efficient sales funnel, enjoy shorter sales cycles, and ultimately, drive more revenue. Create high-impact marketing campaigns on a limited budget. Is it “Homepage>product page>trial?” A basic channel report to track conversion.

Campaign 98

Campaign Customer Relationship Management CRM Prospecting 98

Gong.io

JULY 31, 2019

The key to masterful discovery is leveraging high-impact sales questions. Do : Can you walk me through your sales process from first contact to close? These questions will uncover details that boost your close rates. Now that your deal is on the line, it’s time to close. . Advanced Sales Questions for Pro Sellers.

Contract 128

Contract Sales Trust Closing 128

SalesLoft

JUNE 27, 2016

And to close out the playlist celebration before tomorrow’s can’t-miss blooper reel , we’ve compiled a playlist featuring none other than the fearless AE leader, closer extraordinaire, and (M) VP of Sales Tips — DG! And how you consume content will highly impact your success as a sales leader.

Negotiate 52

Negotiate High impact Up-sell Sales 52

Partners in Excellence

MARCH 26, 2013

A critical element of any high impact sales process is “creating business justified solutions.” For too many, sales people provide a price, and maybe a list of features and benefits that might be translated to business value–but we encumber the customer with the job of justifying the solution themselves.

Price 93

Price High impact Presentation Strategize 93

Sales Hacker

JUNE 30, 2020

Habits that create high-impact behaviors [17:25]. The lowdown on high-impact habit virtual masterclasses [35:08]. And we set up a research lab to study how humans think, feel, and act, and how to help people create high-impact habits or quit the ones that are getting in our way. Are all habits changeable? [28:04].

High impact 78

High impact Meeting Drivers/motivators Conversion 78

SaaStr

DECEMBER 20, 2019

So you can see that the oscillation from closing back down to prospecting again. And then you’re back to closing and forgetting that you have to build funnel. You need to be able to store your pipeline as well as close it. But you stop minding the building of the funnel again. And so on and so forth. Does that makes sense?

Territory 58

Territory Quota Cross-sell Pipeline 58

Partners in Excellence

NOVEMBER 3, 2017

Too often, I think we distract ourselves from understanding the true impact of Digital Sales Transformation by being distracted by technology, sales stacks, social selling, and the shiny toys being promoted. Ironically, we get to the heart of Digital Sales Transformation by going to the basics of high impact selling and sales management.

Customers 48

Customers Transportation Healthcare Sales 48

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

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

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? I like to call these high-impact questions. Ask high-impact questions. Learn more What is consultative sales?

Consult 59

Consult Objectives and Key Results Cross-sell High impact 59

SaaStr

MARCH 26, 2019

Hopefully people aren’t getting hurt, but you’re losing a sales deal, you have a bad press event, you lose a candidate that you wanted to close, and what happens to companies when something breaks or there’s a mistake is they over correct usually. So know that, and then know how high impact it is.

Launch 63

Launch Engineering Product Start-ups 63

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

SaaStr

MARCH 18, 2019

Hopefully people aren’t getting hurt, but you’re losing a sales deal, you have a bad press event, you lose a candidate that you wanted to close, and what happens to companies when something breaks or there’s a mistake is they over correct usually. So know that, and then know how high impact it is.

Launch 48

Launch Engineering Start-ups Finance 48

SaaStr

OCTOBER 3, 2022

What is the pricing? Knowing GTM segmentation requires understanding the potential impact on the market and how much of that market can be captured. Prioritize those accounts that can match high impact with a high ability to capture the potential market. How close are you to the customers? Platform or app?

GTM 89

GTM Strategize Government Inside sales 89

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 120

Non-Profits Objectives and Key Results Government Retail 120

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

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 62

Territory Quota Cross-sell Pipeline 62

Gong.io

DECEMBER 22, 2021

They have natural abilities, are motivated, and usually come close to quota… say 80-90% of it most of the time. It has everything you need to move past “random acts of coaching” and zero in on high-impact coaching – the kind that motivates your team AND shows up in dashboards. Are they having issues with pricing?

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

Gong.io

AUGUST 2, 2021

But t op sales managers drive maximum impact by focusing their coaching on high-leverage areas. Here’s how to cut bad coaching habits and deliver the high-impact coaching your team are craving. Bringing up pricing early? Coaching opportunities are everywhere, you just need to know where to look. Coaching 101.

Pipeline 62

Pipeline Strategize Territory Sales 62

Outreach

FEBRUARY 7, 2022

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. Specific positive feedback is often better than a general “good job” when deals close.

Objectives and Key Results 52

Objectives and Key Results Commission Pitch Referrals 52

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

SaaStr

JUNE 4, 2021

Olivier : So we had a closed alpha, we hand-picked the people that would actually be on the alpha, we tried to pick the best companies, the best people at the best companies. The other thing that we’re still doing is was that we wanted to make sure that the whole company was as close to the customer as possible.

Product 110

Product Customers Sell Engineering 110

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. There is no better starting point for a career than close to the customer in sales.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

AUGUST 15, 2020

So I think you’re going to have this combination of low friction, but high impact, which is a real difference from where we are today, right? Jay Snyder: We think about low touch to some degree as low impact and I think that paradigm shift can change. Because they had to close the stores and that was their only line.

Retail 81

Retail Start-ups Drivers/motivators Up-sell 81

Sales Hacker

FEBRUARY 3, 2020

You’ll make close friendships that benefit you throughout the rest of your career. This is a full week of actionable, high-impact training — 100% free and accessible from your computer or mobile device. With such an intimate, small scale atmosphere, Surf and Sales can ensure that level of transformation. Just come and enjoy.

Networking 92

Networking Sales B2B Growth 92

SaaStr

JULY 11, 2019

I’ve seen the value in just making sure that as soon as something is done, you can bring it to market and immediately get feedback, and that is so much better than holding something internally, holding it close and waiting for it to be perfect. The punchline is it’s never going to be perfect because the market is always changing.

Product 48

Product Launch Growth Start-ups 48

Hubspot

NOVEMBER 7, 2023

Below is a view of how a CRM dashboard displays deal forecasts, sales pipeline, and deals closed against quota for a given month. A CRM tracks quota attainment and activity metrics such as emails sent, calls made, meetings booked, opportunities created, and deals closed. Compare prices and focus on getting the features you need.

CRM 75

CRM Contact Contract Objectives and Key Results 75

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

ConversionXL

SEPTEMBER 10, 2021

The costs associated with building or buying software go deeper than resources and price tags. For instance, you might build a tool for sales reps that reduces the time it takes to conduct high-impact activities. The more they use your tools, the more deals they’ll close in less time. You see an existing differentiation.

Technology 96

Technology Technology Launch Transportation 96

ConversionXL

APRIL 12, 2017

Make it is as close to the final version as possible. Top-align labels, put labels close to fields, avoid all caps. Momoko Price: How to Listen to Customers Effectively. Impact of the right goals. How do you achieve high impact goals? Wil Reynolds: Closing Keynote. Only change what needs to be fixed.

Growth 86

Growth X-functional A/B testing Objectives and Key Results 86