Hubspot

SEPTEMBER 6, 2024

With so many different initiatives competing for your prospects’ limited attention, it’s essential to close deals quickly and efficiently while the problem they want to solve is fresh in their minds. No matter how compelling your product or service, each closed deal could be preceded by a dozen or more that never result in new business.

Closing 80

Closing Contract Technique Sales 80

Hubspot

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Closing email statements are a moment of truth for your prospect to feel valued and motivated. Calls-to-action shouldn’t be up to interpretation.

Closing 85

Closing Quota Healthcare Tradeshows 85

Iannarino

FEBRUARY 27, 2023

You always have open loops you need to close, like sending a new contact the case study they requested. It's important to be organized in sales. Or perhaps you owe another client an edited contract for a new offering they are interested in buying.

Meeting 286

Meeting Prospecting Contract Contact 286

Iannarino

APRIL 18, 2023

These large clients have greater needs, spend more money, and meet with multiple sales organizations. The strategies you might use when pursuing a small or average-sized company cannot help you win large clients. These competitive sales scenarios are difficult to win, but they are game changers.

Closing 278

Closing Quota Gaming Clients 278

Partners in Excellence

OCTOBER 2, 2024

O Meetings are critical to achieving our performance goals! It is through these meeting, whether F2F, virtual, phone, that we engage our customers, helping them navigate their buying/problem solving process. So it stands to reason, that more meetings would drive higher levels of performance.

Meeting 139

Meeting High impact Quota Start-ups 139

Martech

JULY 10, 2024

Having said that, excluding solutions from consideration because they don’t meet the definition of a CDP is not wise. Real time” can be a tricky concept (see: “ The limitations of ‘real-time’ CDP use cases ”) but if you need to adapt to customer actions and behavior as close to “real time” as you can get, you need a CDP.

Closing 73

Closing Customer Relationship Management Relationship Management Technology 73

Understanding the Sales Force

JANUARY 18, 2025

You should have a plan that identifies the number of attempts, conversations and new meetings you must schedule each day in order to meet your new business goals based on your current win rate. To close 1 per week, with a 50% win rate, you need 2 qualified opportunities, 4 prospects, and 8 new suspects per week.

Quota 132

Quota Appointment Meeting Sales 132

Hubspot

AUGUST 7, 2024

Benefits of Using Sales Demo Environments How to Create a Demo Environment That Closes Deals I like to think of it like this: it’s common knowledge that Super Bowl halftime performances are mostly pre-recorded. How to Create a Demo Environment That Closes Deals Step 1: Formulate a narrative. How closely were you able to follow it?

Closing 72

Closing Pitch Sales Prospecting 72

Hubspot

MARCH 13, 2025

And even with revenue up in 2024 , reps are still struggling to meet their sales goals. In addition, I reached out to other sales experts to hear what they had to say about setting and meeting revenue goals so you can take home some best practices from their experience. Table of Contents What are revenue targets?

Meeting 66

Meeting Pipeline Quota Sales 66

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. Sometimes, you have to close the whole org, or someone bigger will go around your little pilot and close everything. Read the opportunity correctly.

Closing 66

Closing Contract Pitch Finance 66

Veloxy

JANUARY 7, 2025

The quicker you can close a deal, the faster you can move on to the next one. It can help you close deals faster, increase your sales volume, and improve your bottom line. A sales cycle is the process your sales team goes through in order to close a sale with a customer. Closing: Locking in the sale and getting commitment.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Heinz Marketing

SEPTEMBER 24, 2024

Tasks and Tools In this section, we’ll go through several everyday SDR tasks that can be automated and/or streamlined along with the AI tools to help do the trick. Appointment Scheduling Challenge : Coordinating calendars and booking meetings with prospects is often a time-consuming back-and-forth process.

Objectives and Key Results 105

Objectives and Key Results GTM CRM Follow-up 105

Martech

AUGUST 29, 2024

If you’re spending that much cash, be sure you’re getting results, whether it’s acquiring new leads, closing deals, or starting new partnerships. Book meetings ahead of time Reach out to prospects, connections and customers to connect with during the event. Conference season is in full swing. Let’s stay connected.”

CRM 124

CRM Contact Networking Follow-up 124

Veloxy

JANUARY 19, 2022

Rather, let the results, numbers, and value do what most mere names cannot—close the deal! Get ready to impress more buyers and get more meetings. In fact, three years ago I helped a similar sized telecom company close $120,000 worth of new deals last year. Don’t exaggerate. Don’t create acronyms or use hyperbole.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Salesforce

DECEMBER 2, 2024

Marketing and sales alignment is a big key to engaging accounts and closing B2B deals. If no one owns lead management, then no one is paying close attention to which leads are actually working and why. It allocates time, budget and efforts toward closing deals. I challenge marketers to rethink how they align with the sales team.

Closing 59

Closing Objectives and Key Results Manufacturing B2B 59

Veloxy

OCTOBER 22, 2024

Start for free The Role of AI in Sales Strategy As someone who’s spent years working closely with sales teams, I’ve seen firsthand how time-consuming and inconsistent traditional sales methods can be. With traditional methods, it’s easy to focus on the wrong ones, wasting time on leads that will never close.

Prospecting 130

Prospecting Technique Pipeline Sales 130

Martech

JANUARY 8, 2025

Tools like Calendly or HubSpots meeting scheduler let prospects see when youre available and book a time instantly. For group meetings, these tools can combine everyones availability to find the perfect slot no emails, no hassle. Pro tip : Dont forget to include automated reminders for the meeting. But then silence.

CRM 123

CRM Follow-up Sales Prospecting 123

Veloxy

DECEMBER 9, 2024

Show your team how these features can do the following: Save time with AI for sales Close deals faster Improve their performance The more value they see, the more they’ll use it. How does it help them close more deals? Generate reports showing which team members are updating their records and meeting data-entry standards.

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

Salesforce

AUGUST 6, 2024

To aid in this, the company developed a tool called Penny, an AI agent that’s automatically invited to all meetings. It can do this by comparing meeting summaries against the company’s broader objectives. Sell more, and faster, with AI With interested buyers lined up, now it’s up to the sales team to close deals.

Real Estate 128

Real Estate Non-Profits Click Through Rate CRM 128

Iannarino

AUGUST 2, 2021

Likewise, while checklists can help you plan and move through meetings, few of the target outcomes could prove that the deal was real, that it was progressing, and that the salesperson had a high probability of winning the client’s business. The Lost Art of Closing shows you how to proactively lead your customer and close your sales.

Process 328

Process Sales Clients Conversion 328

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. Find strategies for professionally and respectfully "breaking up" with prospects to avoid wasting time on deals that are unlikely to close.

Pipeline 98

Pipeline Launch Sales Up-sell 98

Veloxy

JUNE 23, 2021

Wrap touchpoints around meetings. The main one is to treat video sales meetings like in-person calls. Would you show up to a serious meeting in a t-shirt and baseball cap? Hubspot explains how to set up video for sales meetings. Wrap TouchPoints Around Meetings. 10 Steps to Building a Virtual Selling Team.

Sell 317

Sell Education CRM Up-sell 317

SaaStr

JANUARY 5, 2025

2: Gong: $100k Deals Take About 70 Days to Close #3: Yes, You Need to Focus. 4: HubSpot Co-Founder and Chairman Brian Halligan on AI and SaaS, Board Meetings, and The Incumbent Advantage #5: Most SaaS Apps Are Just Getting Starting With AI. Top Posts: #1: Why The Greatest Sales Teams Just Kill It On Dec 31.

Growth 111

Growth Meeting Start-ups Closing 111

Salesforce

OCTOBER 3, 2024

This is in contrast to traditional inventory management methods, which involve keeping a large stock of unsold inventory, on hand in order to meet customer demand. If demand for a product increases, a company may not be able to produce enough of the product to meet demand. Can your suppliers meet your quality standards?

Manufacturing 111

Manufacturing Transportation Technique Meeting 111

Iannarino

JULY 19, 2021

After creating value for your client in any meeting, you can work on a personal relationship, something most people either overestimate or underestimate. I would argue that you should never call a client and ask them for a meeting unless you already have a strong theory about their problems and challenges. No more pushy sales tactics.

Conversion 334

Conversion Clients Sales Presentation 334

SaaStr

JANUARY 4, 2025

I think most agree, behind closed doors, theres only one answer: start over. You have to start with a certain set of expectations, and hire folks that want to meet them. Dear SaaStr: My Salesteam Doesnt Want to Do Outbound or Visit Customers in Person. How Can I Get Them To Work Harder Here? You have to start over.

Cold Call 111

Cold Call Customers Start-ups Meeting 111

SaaStr

JANUARY 8, 2025

So instead of just thinking about bookings targets and bookings attainment in meetings, she brought revenue focus into every cadence of running the business. That meant weekly business reviews, measuring it at each segment, the team level, the individual level, and looking at bookings to revenue conversion more closely.

Objectives and Key Results 119

Objectives and Key Results Growth Engineering Quota 119

SaaStr

DECEMBER 29, 2024

Top Posts of the Week: #1: Salesforce: Actually Were Going to Hire 2,000 Sales Execs Now To Sell AI #2: Gong: $100k Deals Take About 70 Days to Close #3: Why The Greatest Sales Teams Just Kill It On Dec 31. When Everyone Else Has Gone Home. #4: appeared first on SaaStr.

Price 116

Price Sell Engineering Growth 116

Partners in Excellence

FEBRUARY 12, 2025

But when I started looking at the performance, I realized, despite consistently meeting the goals, the number of qualified leads this person was developing was about the same as his peers. Managers were only interested in reviewing deals that were “close to closing.” But one person consistently beat the goals.

Gaming 122

Gaming Contract Pipeline CRM 122

Martech

JULY 10, 2024

To meet these demands, organizations are turning to modular content. the intro, visual, body copy, closing and call to action) and can be reassembled in various combinations to create customized, channel-agnostic content experiences. In regulated industries, close collaboration with compliance teams is essential.

Government 114

Government Legal Pipeline Technology 114

Iannarino

JULY 4, 2021

The Lost Art of Closing shows you how to proactively lead your customer and close your sales. The reason clients avoid booking a second meeting, whether by ghosting you or just politely asking that you call them next week to schedule, is because you didn’t create enough value in the first conversation. Too Little Value.

Contract 337

Contract Contact Clients Prospecting 337

Iannarino

JULY 22, 2021

In sales, the mounting evidence of one inflection point was mostly unrecognized around twenty years ago, except by those who noticed many more stakeholders in their sales meetings than they’d seen the year before. The Lost Art of Closing shows you how to proactively lead your customer and close your sales.

Technique 317

Technique Growth Clients Contact 317

Iannarino

JULY 24, 2021

It is proven to work, but it requires the discipline to close your email and your browser. Since the first conversation you are ever going to have with a future client is a request for a meeting, that is the kind of work you should do first each day. You can never close an opportunity that you haven’t created.

Sales 320

Sales Clients Prospecting Meeting 320