SaaStr

JUNE 7, 2021

If a sales rep closed a deal, A customer success manager should take it over. An open question around smaller customers is how do you staff up Customer Success for them — if at all. I’d suggest a few basic thoughts and rules: If you have sales involved, then you need customer success, too.

Customers 132

Customers Sales Service Sales Support 132

Spiro Technologies

OCTOBER 13, 2022

The key to closing a lot of deals is to always have a pipeline filled with opportunities. Follow-up . Frequent touch-points correlate with higher close rates, so it’s critical that you stay in touch with prospects you’ve pitched, lest they forget about you or decide work with someone who followed up at the right time.

Pipeline 98

Pipeline Drivers/motivators CRM Sales 98

Salesmate

JULY 9, 2020

Your sales pipeline covers every stage of the customer acquisition process from leads to after-sales support to repeat business. To be successful in sales, you need to track specific sales pipeline metrics. Let’s get started. Sales Cycle Length. How long does it take you to close a sale?

Pipeline 121

Pipeline Contract Sales Territory 121

Hubspot

MARCH 16, 2012

But if your business is mature or you feel that you’re starting to saturate your market, you may want to get more advanced with your SLA and measure the quality in addition to the quantity of your leads. In your SLA, you should get credit for the quantity, but also more importantly, the quality of the leads you hand over to Sales.

Sales Support 56

Sales Support CRM Sales Closing 56

Salesmate

JANUARY 19, 2021

When it comes to Enterprise Sales, nurturing relationships is everything. And nurturing one’s relations starts with building a rapport with your clients first. I have met many salespeople who wish to excel at Enterprise sales but aren’t able to. So let’s start with the basic ones. What is Enterprise Sales?

Represent 124

Represent Referrals Clients CRM 124

Salesforce

OCTOBER 4, 2022

Imagine your company has individual departments that generate content around sales, support, technical documentation, training, and pricing. Before teams across your company begin simultaneously to come up with similar classification systems, do yourself a favor by developing a taxonomy first. But it goes deeper.

Government 98

Government Technology Technology Sales Support 98

The 5% Institute

JUNE 8, 2023

In this article, we will delve into the concept of a sales process , its importance, and the key steps involved in creating a successful sales process. So, let’s get started! Introduction Sales process refers to a systematic approach that organizations follow to convert leads into customers and close deals.

Process 52

Process Objectives and Key Results Represent Sales 52

SaaStr

JANUARY 30, 2023

Overcoming challenges by optimizing for success In the early stages of setting up your SaaS business, it’s always a good idea to invest time thinking about the direction you want to take. Identifying a direction is just the starting point. Once onboard, get regular input from your sales, support, and customer success teams.

Cross-sell 95

Cross-sell Account management Clients Growth 95

InsightSquared

MARCH 6, 2018

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. Where to Start: CRM. You can add a more formal sales enablement role later.

Contract 119

Contract CRM Territory Sales 119

PandaDoc

AUGUST 9, 2023

What makes a good LinkedIn profile If you know how to write a CV , then you know a LinkedIn profile starts with the basics. A job title like Marketing Manager or Copywriter is a good place to start. You also list hard skills like “Account Management” or “B2B Software Sales” in your header. Keep everything fully authentic.

Networking 83

Networking Legal Cross-sell Teamwork 83

Sales Hacker

NOVEMBER 26, 2019

WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. Sales Hacker Success Summit: Level Up for 2020. So, start clearing your schedule, and get ready for the best week of your sales career! Monday, December 9: Modern Sales. WHEN : December 9–13, 2019.

Gaming 103

Gaming Objectives and Key Results Sales Up-sell 103

Salesforce

DECEMBER 12, 2023

How to build a customer-obsessed culture in 7 steps Unleash growth now with the #1 CRM See how Sales Cloud speeds up the sales cycle with data and AI, making you more efficient at every step. Research your customers Customer obsession starts with understanding your customers’ pain points and their goals.

Teamwork 59

Teamwork Customers Cross-sell Strategic planning 59

criteria for success

DECEMBER 31, 2019

What is a Sales Process? To put it simply, a sales process is a set of repeatable, best practice steps your reps should take in order to close business for your company as efficiently and effectively as possible. Busy often equates with lots of sales activity which results in more closed business. Time Management.

Process 59

Process B2B Territory CRM 59

Heinz Marketing

JULY 11, 2022

The laptop was shut down three weeks ago today, and flipped it back up this past Tuesday. Because I think a lot of times, as you well know, when we think about sales support, sales enablement, it’s a lot about the structure or what I think you describe as the mechanics, right? So turn everything off.

Pipeline 103

Pipeline Sales Up-sell Sell 103

Hubspot

MAY 30, 2023

A Look at the Numbers: Sales Industry Attitudes Toward AI We asked more than 1,350 sales reps and leaders how they’re using and thinking about generative AI in sales. Adoption is ticking up, but skepticism remains. 74% of sales pros use some form of AI/automation tool. Typing up notes to add to their CRM?

Sell 74

Sell CRM Sales Price 74

Pointclear

JUNE 9, 2017

While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. We persevered—and then turned over a Sales Qualified Lead which closed for $1,000,000,000 five months later.

SQL 73

SQL Lead generation Clients B2B 73

Sales Pop!

DECEMBER 17, 2021

From keeping track of customers to generating marketing content to communicating with clients, technology is starting to free up human employees for other tasks. Chatbots are now widely used as both customer service and sales automation channels. As Proxy Sales Agents. In Closing.

A/B testing 52

A/B testing Sales Contact User Experience 52

Hubspot

JUNE 8, 2021

If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Sales seems like a fast-paced, hardball kind of career. So let's get started!

Commission 76

Commission Territory Finance Inside sales 76

Partners in Excellence

OCTOBER 3, 2022

So I’ll start from the point of view of sellers. ” Glad you noticed that, the jargon, at least ever since I’ve been selling, has been the “sales process.” ” Traditionally, it’s been focused on what sales people do to customers –oops, with customers. It focuses us on our ICP.

Process 87

Process Sell CRM Up-sell 87

Sales Hacker

APRIL 19, 2022

Because of that, compensation plans should be ready to go by the start of the new year and rolled out to reps in a timely manner. As for how you roll out these plans, I recommend a dedicated session with the sales team. This should be led by the sales leader and focus on any changes and the “whys” behind each adjustment.

Commission 86

Commission Product Quota Drivers/motivators 86

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. Tip: Read more about these evaluation attributes. Guided trial.

Objectives and Key Results 73

Objectives and Key Results Technical Sales Engineering Sales 73

SaaStr

MARCH 31, 2022

So we’ll start with the assess phase. And Jessica, I’ll start with you. As we’re all driving to marketplaces, customers already have marketplace agreements and also have already done a number of transactions, so it really accelerates that last mile, which can hang you up. The funnel is actually inverted.

Cross-sell 84

Cross-sell Finance Strategize Technology 84

Sales Hacker

JUNE 12, 2020

In it, Co-Founder and CRO of Kronologic, Aaron Bollinger, shows us how to close enterprise level deals when you’re a startup. How to overcome limited sales support. Download Aaron’s Checklist for Closing Enterprise Deals Here. How to overcome limited sales support (06:15). ? What You’ll Learn. 3% (24:26). ?

Closing 69

Closing Contract Pipeline Meeting 69

Hubspot

AUGUST 1, 2022

Sales ops will be responsible for keeping the company abreast of consumer and market trends, so how they respond to this question will tell hiring managers how suited candidates are for the role. Scope creep is common in the fast-paced sales environment and can take up valuable time and resources. How did you handle it?

Cross-sell 79

Cross-sell Technique Sales Drivers/motivators 79

A Sales Guy

DECEMBER 16, 2011

The Sales Prevention Department: Every company has a sales prevention department. The SPD gets in sales way. They are the group that holds up a 50 million dollar sale because the customer wants billing to commence in the middle of the month and your company requires billing to be at the beginning.

Commission 128

Commission Cross-sell Sales Up-sell 128

Sales Hacker

NOVEMBER 21, 2018

Some have even gone so far as to say that achieving equal rights starts with treating one another as equals. How can women in sales support each other despite a culture that promotes something drastically different? Here are six ways YOU can make a difference: How to Support Your Fellow Women in Sales. #1

Commission 74

Commission Referrals Sales Quota 74

Spiro Technologies

DECEMBER 30, 2022

Justin Kao : Sure, so besides Spiro, which we started about eight years ago, I’ve almost worked for Adam my entire career. But it’s one of those things where when you’re working with the actual people who end up using that software, they always hated it, you know? I mean, what was that like? Adam Honig: I know.

Manufacturing 52

Manufacturing CRM Start-ups Technology 52

Hubspot

MARCH 14, 2017

When it comes to the use cases for video, the possibilities are endless across your organization: Sales teams can close deals with personalized video voicemails , support teams can walk customers through frequently asked questions with engaging tutorials, and HR teams can onboard new teammates with ease. Why Use Wistia.

Objectives and Key Results 93

Objectives and Key Results Start-ups Follow-up B2C 93

Sales Hacker

APRIL 24, 2018

There needs to be a clear understanding of the sales goals and expected benefits across the organization. . According to Marketo, when sales and marketing teams are aligned, companies become 67 percent better at closing deals. 2) Streamline Your Sales Process. 3) Use Existing Data to Help Sales Conversations.

A/B testing 53

A/B testing CRM Cross-sell Sales 53

Understanding the Sales Force

JANUARY 28, 2013

After all, if you have a young, energetic group, there's nowhere to go but up and everyone knows that they need to improve. On the other hand, veteran salespeople believe that they know everything and everyone and probably could lead the sales training class. Then the formal sales process is introduced. Increase their income.

Sales 83

Sales Up-sell Pipeline Consult 83

Understanding the Sales Force

JANUARY 28, 2013

After all, if you have a young, energetic group, there is nowhere to go but up and everyone knows they need to improve. On the other hand, veteran salespeople believe they know everything there is to know, everyone they need to know, and could probably lead the sales training class. Then the formal sales process is introduced.

Sales 52

Sales Up-sell Pipeline Consult 52

Sales Hacker

AUGUST 22, 2018

In this article, we’re going to break down the key things you need to know before you start your customer success job search. How to Get Started if You Have No Background in CS. There are qualified candidates out there, so you need to bring yourself close to that level. DO take up additional training. Don’t panic.

Customers 51

Customers Strategize Start-ups Service 51

Sales Pop!

OCTOBER 18, 2021

We’ve broken them down by functionality: Lead generation tools ; Internal communication tools; Engagement and outreach; Analytics and automation tools; Document management; Marketing sales support. What Is a Sales Setup? Creating a sales setup is a little more complicated than simply buying a toolkit. VoilaNorbert.

Prospecting 97

Prospecting Price CRM Lead generation 97

SaaStr

FEBRUARY 11, 2021

It goes something like “You’ve Got to Get Past the Carcass of Your First VP of Sales” or “It’s The Second VP of Sales When You Really Start Selling” or variants thereof. Because in SaaS start-ups, it seems like the majority of first VP Sales fail. And totally screw things up as they fail.

X-functional 145

X-functional Quota Sales Up-sell 145

SaaStr

MARCH 26, 2024

Before diving into your questions, you’ll want to head over to the link below and sign up for an exciting event coming up this week. On Wednesday, March 27th, SaaStr is hosting AI Day, you can sign up for free at this link. Many folks in CS don’t want to hear that their outbound emails are horrific or that they don’t follow up.

Price 97

Price X-functional Growth B2B 97

Martech

DECEMBER 1, 2023

And rather than hiring another sales rep or BDR, you can automate the process and set up CRM correctly. Let’s explore tactics to make your customer acquisition efforts more efficient with improved sales and marketing processes. Check out what you can do to free up your sales execs. Up to 40% higher revenue.

Process 98

Process Customers Appointment Pharmaceutical 98

Hubspot

MARCH 21, 2012

Use these shortcuts to create new offer content, quickly build a new landing page (following these landing page best practices , of course), and start generating more qualified leads for your business! If you're a dedicated inbound marketer, you're probably blogging on a regular basis and have built up a great arsenal of short-form content.

Presentation 70

Presentation Lead generation Angle Follow-up 70