Understanding the Sales Force

MAY 15, 2025

When I was growing up there was a well-traveled road with eight gas stations next to each other, and there were non-stop price wars with prices ranging from 17.9 Wouldnt it be easier for everyone if the prices were rounded up to the next full cent? Then he took a think-it-over and arranged to follow up by e-tablet. cents to 19.9

Engineering 127

Engineering Price Follow-up Pitch 127

Sales Gravy

FEBRUARY 20, 2025

And the more you learn, the faster and easier it is to close a deal. Silence shutting up and listening is your secret weapon. When you can get them to articulate those issues in their own words, you close deals. If you just wait, if youll just shut up, what comes next is where the real magic lies.

Up-sell 48

Up-sell Sell Pitch Trust 48

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. Dont underestimate the power of showing up.

Closing 66

Closing Contract Pitch Finance 66

Salesforce

DECEMBER 2, 2024

Marketing and sales alignment is a big key to engaging accounts and closing B2B deals. The first initiative I have taken at every company I’ve worked at is to develop, design and implement a lead to opportunity process (ensuring leads end up on the opportunities they belong to). This is step one to coordinated growth. Efficiency.

Closing 59

Closing Objectives and Key Results Manufacturing B2B 59

Salesforce

AUGUST 6, 2024

Sell more, and faster, with AI With interested buyers lined up, now it’s up to the sales team to close deals. Generative AI for sales , when integrated into CRM, can speed up and personalize the sales process for Sandstone in a number of ways. For example, service reps might be empowered to sell ancillary products.

Real Estate 128

Real Estate Non-Profits Click Through Rate CRM 128

Veloxy

JANUARY 19, 2022

Rather, let the results, numbers, and value do what most mere names cannot—close the deal! When a B2B buyer picks up a cold call, they instantly think you got their name and number from a list. In fact, three years ago I helped a similar sized telecom company close $120,000 worth of new deals last year. Don’t exaggerate.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Sales Gravy

MAY 1, 2025

We obsess over skills like closing techniques, objection handling, and prospecting cadence. When you dont know how best to connect with your prospect because youre not listeningthats a dangerous place to sell from. Close a few deals, and suddenly you stop prepping, shortcut discovery, and assume you know the buyer.

Objection handling 87

Objection handling Consult Sales Technique 87

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

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. Breaking Up with Prospects: One challenge for sellers is recognizing when to disengage from prospects who show little progress.

Pipeline 98

Pipeline Launch Sales Up-sell 98

SaaStr

MAY 1, 2025

Selling a $100/month product is very different from selling a $100,000/year solution. Do They Know How to Sell Without a Big Brand? Selling for a startup is a completely different gameits scrappier, harder, and requires more creativity. And selling at the #4 player in a space is so much different from selling at #1.

Trust 106

Trust Sales Up-sell Price 106

Martech

JULY 25, 2024

Each member may have up to 15 interactions with each vendor under evaluation. Influencers may not be the right person to sign off on the final agreement, but more often than not, the C-suite isn’t close enough to the pain points to decide which vendor is best positioned to solve a problem. Here are a few examples.

B2B 132

B2B Legal CRM Lead generation 132

SaaStr

NOVEMBER 3, 2024

I’m not talking about any close friends in sales here. The other day someone who used to be an A+ sales leader emailed me about a position I’d introduced to him as a super hot start-up. Maybe not epic, but really a sales leader I looked up to. He’s done selling, and probably, being curious. And the talk.

Sell 116

Sell Up-sell Sales Start-ups 116

Sales Gravy

JANUARY 14, 2025

Consider: Conversion Rates from Inbound Leads Speed to Lead (How fast are you following up?) Maybe you need to tighten up your proposals so more of them convert. Choose a CRM that matches your current size and selling process. Maybe you need to tighten up your proposals so more of them convert. The rule of thumb?

Appointment 98

Appointment Cross-sell CRM Pipeline 98

Understanding the Sales Force

APRIL 11, 2025

When I was in the hospital for a week in February, my discharge was delayed by two days because each time they asked me to walk up a flight of stairs, my blood pressure crashed. What have you personally had to give up? Have you thought about selling your business? The same thing can happen to salespeople.

Hospitality 125

Hospitality Sales Prospecting Up-sell 125

Veloxy

JUNE 23, 2021

For most companies, selling virtually has become the new norm. And although some have taken to virtual selling like a fish to water, more and more businesses are struggling to adjust. So, how can we work on fixing a lot of these virtual selling challenges? 10 Steps to Building a Virtual Selling Team. Stop waiting.

Sell 317

Sell Education CRM Up-sell 317

Veloxy

JUNE 21, 2021

If you sell telecommunications, your cold calls could and should be different than a salesperson selling software. If you sell IT services, your cold calls could and should be different than a financial services consultant. You can use these scripts, tips, and tricks to up your cold call game. Close the Sale.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

SaaStr

JANUARY 9, 2025

But it had and has a very large channel that sells its product into the enterprise, and a lot of internal resources that support the channel. But its just third party selling instead of first party. And it staffed up a very big sales team. Then to sell Dropbox Enterprise, it added several. Its the law of large numbers.

Cross-sell 111

Cross-sell Outside Sales Sales Up-sell 111

Martech

SEPTEMBER 20, 2024

Source: GTM Partners, 3Ps GTM Maturity Model It’s not just about selling more products. He’s not just selling individual products; he’s bundling solutions that solve pain points across multiple areas of a client’s business, increasing cross-product value and making the platform more attractive and sticky for customers.

GTM 112

GTM Product Cross-sell Profit margin 112

Sales Gravy

APRIL 24, 2025

Are you hesitating at the close? Inconsistent follow-ups? Soft closes? The ultra-high performers Ive seen who get coaching consistently shorten deal cycles, multiply referrals, and close with precision. The ego stays in check, the mindset stays sharp, and the momentum stays up. Are you hesitating at the close?

Sports 98

Sports Referrals Sales Pipeline 98

Sales Pop!

OCTOBER 21, 2024

Regular trips to the supermarket can quickly add up, no matter how carefully you plan. Sign up for your favorite store’s loyalty program or download their app, and you can unlock discounts that aren’t available to the general public. 3) Stock Up on Non-Perishables When non-perishable goods go on sale, it’s the perfect time to stock up.

Price 130

Price Sales Promote Up-sell 130

Sales Gravy

DECEMBER 29, 2024

Whether its a house, a new car, or building up your savings, to-have goals are about acquiring something that enhances your life. Maybe you want to be a Presidents club winner or be recognized as an expert in your industrywhatever it is, to-be goals help you level up as a person and a professional. Its loaded with rejection.

Commission 98

Commission Sales Follow-up CRM 98

SaaStr

NOVEMBER 13, 2024

Outside of a pre-IPO phase, Klaviyo has been cash-flow positive or close for most of its history. Today, it’s steadily driving its margins up, now up to 14% non-GAAP operating margins. New Customer Count Growing 16% If you keep this as close to 20% as possible at scale, it’s the key to unlocking years of growth.

Cross-sell 122

Cross-sell Growth Price Up-sell 122

Understanding the Sales Force

NOVEMBER 1, 2024

This year, much like when I was growing up, the leaves turned in mid-October and had mostly fallen from the trees by the end of October. A lot of sales leaders and their salespeople believe that sales cycles are determined by their industry, or are specific to the industries they sell to. Long Foliage Cycle. Short Foliage Cycle.

Objectives and Key Results 140

Objectives and Key Results Consult Sales Government 140

Partners in Excellence

NOVEMBER 21, 2024

How we reduce our selling cycle. Closing techniques, discovery hacks, objection handling gimmicks, proposal generation in 5 minutes, and more. Closing techniques, discovery hacks, objection handling gimmicks, proposal generation in 5 minutes, and more. And AI has amped it up to another level. Are you selling more?”

Objection handling 126

Objection handling Technology Technology Up-sell 126

Partners in Excellence

FEBRUARY 12, 2025

The leader held this individual up as a high performer. At the 5 minute mark, he would hang up, then call the buddy back. Even when he was talking to a prospect, he would hang up at 5 minutes, then call the person back. As I started doing the analysis, I noticed they had unusually short selling cycles.

Gaming 122

Gaming Contract Pipeline CRM 122

SaaStr

JANUARY 4, 2025

I think most agree, behind closed doors, theres only one answer: start over. You cant get folks used to working from home to embrace coming to the office You cant get folks used to selling 1520 hours a week to start working 5060. Ive discussed variants of this question with so many CEOs and also CROs and VPs of Sales.

Cold Call 111

Cold Call Customers Start-ups Meeting 111

Martech

JULY 19, 2024

It is often easier to sell something when no one has it but many people need it. The bad news is that growth in a mature market becomes more focused on a few strategies, including cross-sell, upsell and competitive displacement. When you change the apps at the center of the stack, you end up making changes throughout the stack.

Cross-sell 116

Cross-sell Growth CRM Up-sell 116

Iannarino

AUGUST 1, 2021

But if you find yourself gravitating toward new sales leads just because they’re new, it’s probably because a part of you believes that newer leads will be easier to close. But in more cases than not, you’ll still need to sell. Occasionally, this is true. Compelled to Change, or Not So Much. In fact, let me take that one step further.

Intrinsic 343

Intrinsic Clients Contact Contract 343

Martech

AUGUST 6, 2024

If you’re wondering why the judge ruled as he did, here is the Department of Justice’s case against the tech giant in 11 slides it used for the closing argument. Email: Business email address Sign me up! Google said it will appeal the ruling, so it will likely be years before we know the outcome. Processing.

Commission 122

Commission Market share Engineering Launch 122

ClickFunnels

JULY 27, 2021

The probability of selling to an existing customer is between 60% and 70%. Then over the next few weeks, you send emails (see “Follow-Up Funnels” below) to your new segment that guide them toward new content (i.e. This gives your launch day a bigger chance of success by allowing you to pre-sell people. According to Semrush ….

Promote 264

Promote Product Customers Launch 264

Martech

AUGUST 19, 2024

I’m not bringing it up to judge Robinson on his turn at this unfortunate ritual. Dig deeper: 22 must-have reports for measuring CRM health The 6 high-churn personas marketers need to watch closely There are at least six high-churn personas marketers and sales teams need to watch closely. Email: Business email address Sign me up!

B2B 120

B2B Contract Consult Price 120

Sales Gravy

DECEMBER 25, 2024

Relentless Prospecting Wins Deals: The deals you close tomorrow start with the work you do today. Showing up daily, sticking to your routines, and doing the small things consistently makes a big difference over time. Relentless Prospecting Wins Deals: The deals you close tomorrow start with the work you do today.

Conversion 96

Conversion Pitch Sales Trust 96

Martech

DECEMBER 4, 2024

If you’re selling CDPs, do you really care if the influencer also writes fluently about CRMs or AI? Also, look close to home. The LinkedIn research is clearly focused on B2B technology selling and buying, but the suggestions are relevant to B2B across the board. Diversity of content (49%). It looks like the audience does.

B2B 118

B2B B2C Entertainment Niche 118

SaaStr

OCTOBER 25, 2024

For the subsequent ten years in software, we’ve optimized every little bit of how we sell it. But today, it’s different because the kinds of software we sell aren’t the same. In 2020, we transitioned from a physical selling universe to a virtual selling universe. So how much business has it closed?

Go To Market 133

Go To Market Quota GTM Price 133

Martech

OCTOBER 22, 2024

Existing customers Take note of existing customers to identify opportunities for up-selling and cross-selling, which can be beneficial for improving lead scoring. Have you ever noticed how some leads just don’t quite match up with what your ideal customer looks like? Negative scoring can help with that. Processing.

Cross-sell 122

Cross-sell Lead generation GTM Territory 122

ClickFunnels

NOVEMBER 15, 2021

Want to get clarity on how to effectively sell online? That way, your leave magnet not only serves as an incentive for the potential customer to sign up to your email list but also gives them a free taste of the value that they can expect from your paid products. Stage #3: Close. We recommend sending at least six follow-ups.

Lead generation 289

Lead generation Process Cross-sell Up-sell 289