SaaStr

JANUARY 8, 2022

We’ve talked a lot on SaaStr about how to hire a Great VP of Sales, and how you have to close the first 10 or so customers yourself, and how when you do go to hire your first sales rep — make sure you hire two. Get them to ideally sell you first by video, at least to share some passion for the product.

Technical Sales 108

Technical Sales Niche Price Sales 108

Salesmate

OCTOBER 22, 2020

As a first-time sales rep, you need to develop your sales skill and follow proven sales strategies to make you better at selling. In this article, we would be looking at ten best selling tips for first-time sales reps. These tips would serve as a foundation to help you build a successful sales career.

Sell 59

Sell Sales Up-sell Follow-up 59

PandaDoc

APRIL 29, 2024

Q2C includes subprocesses and tools facilitating quote generation, delivery, negotiation, deal closing, invoicing, and receipt of payment. See also Overcoming 5 sales challenges with CPQ software The most important thing, however, is that the CPQ process at any given company typically has massive optimization and automation potential.

Cross-sell 52

Cross-sell Contract Legal Negotiate 52

Gong.io

APRIL 19, 2022

They must possess extensive, often technical, product or service knowledge. Typically, this is a role in the B2B world… selling more complex products to other businesses.??. Here are 3 signs indicating the need for a sales engineer on your team: . You sell a technical product. Don’t sell a technical product?

Engineering 118

Engineering Cold Call Up-sell Sales 118

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. First, we’ve talked about this a lot at SaaStr: product-led or sales-led, which is right? Some say sales if you don’t have a product that lends itself to being self-service. Simply put the product does the selling.

Go To Market 103

Go To Market Growth GTM Product 103

SBI

FEBRUARY 3, 2021

B2B [1] Enterprise [2] Not primarily meant for marketers Primarily meant for sales organizations [3] Are software solutions – not services Eliminating the apples-to-oranges comparisons Category Definitions We’ve also taken care to give the categories names that are easily understood. For one, we no longer have a Sales Enablement category.

Cross-sell 72

Cross-sell Objectives and Key Results Technical Sales CRM 72

SBI

JUNE 22, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Essentially “buyer enablement”.

Sell 37

Sell Engineering Non-Profits Retail 37

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. Sales Profile: SMB to Commercial.

Objectives and Key Results 74

Objectives and Key Results Technical Sales Engineering Sales 74

Gong.io

OCTOBER 27, 2021

Here’s a freebie from us: It’s a sales tracking template that makes it easy as pie to enter your data and pull out amazing insights that keep your deals on track to closing.). Altogether, sales ops should speed up the sales cycle, boost the number and size of closed-won deals, and send your annual revenue skyward.

Quota 62

Quota Pipeline Sales Contract 62

Sales Hacker

AUGUST 18, 2023

Alon Waks , former VP Market @ Kustomer @ Bizzabo now fractional CMO They will likely need investments in a surrounding sales ecosystem – technical sales, services scoping, POC/pilot expectations are massively different at that deal size. Sales…SDR motion is also different and may end up be more “research intensive”.

GTM 68

GTM Up-sell Price Start-ups 68

Lead Fuze

AUGUST 5, 2021

From the best sales blogs to the online course (many free), it’s the place to see all of the best sales minds in the world — all in one place. One of the best resources on the internet for anyone who sells stuff. Sales Hacker accepts guest contributors as well as sponsored content from relevant folks. The Gist: .

Negotiate 98

Negotiate Sales Retail B2B 98

Sales Hacker

SEPTEMBER 16, 2019

What Is Inside Sales? Inside sales is remote sales, meaning, it’s done entirely in the office, from the sales rep’s desk. Instead of selling face-to-face, inside sales utilizes all the communication tools that modern salespeople have at their disposal: Phone. Should You Use Inside Or Outside Sales?

Outside Sales 81

Outside Sales Inside sales Profit margin Sales 81

Sales Hacker

DECEMBER 3, 2020

If you’re looking to train and retain top sales talent, this is one area you don’t want to fall behind in. Curious if sales compensation stacks up? Ask yourself these questions: Are the right people being credited and compensated for closing a deal? Are your sales forecasting and quota expectations realistic?

Sales 80

Sales Cross-sell Education Conversion 80

SaaStr

JUNE 27, 2019

Your sales organization may go from being primarily hub based or inside sales based to having more of a field presence as we did. We also invested around those field account executives, more technical sales, pre-sales and eventually, customer success and post sales. Okay, number four, stop selling products.

Cross-sell 69

Cross-sell Technology Technology Pitch 69

Closing Bigger

FEBRUARY 11, 2009

Make sure there is something of substance that you can sell. 3. Does the company have a solid infrastructure, quality control, technical standards, and sufficient resources for customer support? The reality is they were great sales people who worked for companies of no substance. This is not a formula for large commissions.

Commission 52

Commission Technology Technology Sales 52

Closing Bigger

FEBRUARY 11, 2009

Make sure there is something of substance that you can sell. 3. Does the company have a solid infrastructure, quality control, technical standards, and sufficient resources for customer support? Too many start-ups lack this infrastructure and back-office support. This is not a formula for large commissions.

Commission 40

Commission Technology Technology Clients 40