Highspot

OCTOBER 23, 2023

A product launch is a company’s meticulous process to present its new or updated product to the market. Central to this process is focusing on the customer experience, leveraging product data to shape marketing and sales strategy, and adhering to a comprehensive product launch checklist.

Launch 59

Launch Negotiate Product GTM 59

The 5% Institute

MAY 16, 2023

A great coach can articulate concepts clearly, actively listen, and provide constructive feedback that resonates with the salesperson. This approach can provide valuable insights and save you time in the selection process. They provide constructive feedback, highlighting strengths and areas for improvement.

Objectives and Key Results 52

Objectives and Key Results Technique Sales Objection handling 52

Partners in Excellence

MAY 28, 2014

I wrote the Not So New Principles of Sales , where I identified the second not so new principle as: “Selling is about exchanges in value between people. The concept of value is tossed around a lot in any conversation about selling, but everyone has a different context or meaning for value. We create value in the process.

Cross-sell 98

Cross-sell Sales Construction Referrals 98

Sales Hacker

DECEMBER 10, 2018

This week on the Sales Hacker podcast , we talk to Brent Adamson , who co-authored the foundational sales book, The Challenger Sale, and who has recently released The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. . Finding and identifying a Mobilizer to help you sell within a large enterprise.

Cross-sell 55

Cross-sell Sales Up-sell Pitch 55

Heinz Marketing

APRIL 8, 2019

This week, Liz Michaud joins me in an episode I entitled “The power of relationship selling: New research, insights and opportunities for B2B organizations” Matt: Well thank you everyone for joining us on another episode of Sales Pipeline Radio. As we see more A.I. Matt: You bring up a number of really important points.

Pipeline 69

Pipeline Cross-sell Sales Up-sell 69

Hubspot

APRIL 1, 2019

It saves everyone time and kicks the sales process off to a quick start. If your solution relates back to those problems, you can sell to the C-suite. Here are two presentations for constructing a new city. It’s called solution mapping, and it’s going to change your sales presentation process forever. So much talking.

Presentation 100

Presentation Technique Closing Sales 100

SaaStr

DECEMBER 20, 2019

How does Manny think about quota construction today? Does Manny believe that the founder should always be responsible for selling their product at one moment in time? How did Manny sell the first $1m in ARR simply through walking the streets of SOMA and selling door-to-door? What is sufficient? What is excessive?

Territory 56

Territory Quota Cross-sell Pipeline 56

Sales Hacker

JUNE 22, 2021

Today’s virtual selling environment demands a new kind of approach, one that prioritizes the buyer above all else. We are also announcing that we’ve officially crossed 5,000 members. And that’s why from the beginning, it was always it’s not about a theoretical construct of what a salesperson might be.

Finance 59

Finance Cross-sell Negotiate Service 59

Lead Fuze

DECEMBER 31, 2021

If you believe its simple, I have a bridge in San Francisco to sell you. Need Help Automating Your Sales Prospecting Process? The primary goal of any salesperson should be to help guide their customers through the process and show them how they can transition from being viewed as a trainer, to becoming an integral part of the company.

Process 52

Process Sales Cross-sell Prospecting 52

Martech

AUGUST 15, 2022

I also included a five-point plan for auditing your email marketing program before starting the strategic planning process. This gave you a foundation and direction for your planning process. Reviewing and recalibrating your automations should get built into the construction process. How well does it hold up?

Strategic planning 91

Strategic planning E-commerce Strategize Campaign 91

Highspot

JUNE 6, 2023

And from an efficiency perspective, it’s all about how sellers apply their talent, tools, resources, and processes without putting in endless hours to meet targets and sales quotas. Establishing shared goals begins with defining common objectives and expected results to foster cross-team collaboration and understanding.

Closing 52

Closing Product Objectives and Key Results Quota 52

Highspot

SEPTEMBER 30, 2020

Suddenly, your business has gone from a single salesperson to a team of hundreds, each of whom has a different approach to selling — and not all of them right for your business. Businesses use sales methodologies to codify their selling techniques and empower sellers to consistently achieve quota. Transactional Selling.

Cross-sell 85

Cross-sell Consult Sales Strategize 85

Sales Hacker

OCTOBER 7, 2021

Bring your feelings, gut instinct, experience, and constructive emotion into the boardroom and sit at the table. If you do something constructive with your doubt, and use it to advance yourself, it can be an asset. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Lead Fuze

OCTOBER 6, 2021

Outbound sales, as defined by the American Marketing Association, is the process by which the sales representatives make outbound sales calls or use other sales channels to contact prospects. . Finding the appropriate leads is a simple process. Your staff can now focus on what they do best: selling. Step 7: Analyze and optimize.

A/B testing 52

A/B testing Sales Contact Cold Call 52

SaaStr

MAY 3, 2019

How does Manny think about quota construction today? Does Manny believe that the founder should always be responsible for selling their product at one moment in time? How did Manny sell the first $1m in ARR simply through walking the streets of SOMA and selling door-to-door? We sell to tech people.

Territory 58

Territory Quota Cross-sell Pipeline 58

Salesmate

MARCH 27, 2020

These data sets allow businesses to derive reports that help in constructing a meaningful conversation between them and the customers. Finding or creating upsell or cross-sell opportunities becomes easier with the data that is stored and processed by your chosen CRM software. Customer’s present.

Customers 123

Customers CRM Contact Customer Relationship Management 123

The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. One of the most important lessons about crossing the chasm is that the task ultimately requires achieving an unusual degree of company unity during the crossing period.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

MARCH 12, 2019

With the scaling of departments and teams, what has Erica seen work really well when it comes to making cross-functional teams communicate really well? What are the inflection points where Erica often see communication or process begin to breakdown? How should compensation plans be altered with the move? Marketing changes quite a bit.

Contract 72

Contract Sports Cross-sell Start-ups 72

SaaStr

AUGUST 20, 2020

At what stage does culture and process really start to break? * Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was.

Sales 78

Sales Price Quota Start-ups 78

SaaStr

MARCH 5, 2019

The entire company was told about us selling our chat products Stride and Hipchat to our largest competitor in the space, Slack, four days before the news went out. We’ve got maybe 60 venture pitches coming back and others. Crossed a billion in revenue. He couldn’t physically, mentally process too much.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Trust Product 59

SaaStr

FEBRUARY 7, 2020

Which was my first exposure to pitching and seeing how the venture community took on entrepreneurs and their thinking and the questions that they asked and the way in which the opportunities were evaluated and considered. But you said, “Invest in people, not pitches.” Karen Page: Yeah, the pitch is just one of it.

Strategize 68

Strategize Pitch Growth Networking 68

SaaStr

MARCH 5, 2019

The entire company was told about us selling our chat products Stride and Hipchat to our largest competitor in the space, Slack, four days before the news went out. We’ve got maybe 60 venture pitches coming back and others. Crossed a billion in revenue. He couldn’t physically, mentally process too much.

Objectives and Key Results 54

Objectives and Key Results Cross-sell Trust Product 54

ConversionXL

MARCH 1, 2016

In regards to conversion optimization, we’re of the belief that UX is a big part of our process and that great UX leads to more conversions. Most believed it to be an emphasis on improving business metrics through a structured optimization process. It’s always fun to find out what others think about what you do. Gotta Find The Why.

UX 66

UX Conversion A/B testing User Experience 66

SaaStr

MARCH 20, 2019

And Jeff and I remember deeply, we had agreed with the conversation over my kitchen table at nine o’clock at night during the M&A process on culture, on values, on where we were similar. So come back to me when you figure out a real product that you can sell to a company. Developers don’t make any decisions.

Start-ups 52

Start-ups Product Minimum Viable Product Niche 52