Highspot

JANUARY 29, 2024

Additionally, negotiation serves as a catalyst for salespeople to cultivate enduring relationships with their customers, providing a platform for constructive communication. Consider price concessions you might be willing to make, what objections might be made, a timeline of deliverables, and even cross-sell or upsell opportunities.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Openview

FEBRUARY 7, 2018

In order to host QBRs that are viewed as invaluable, it all comes down to preparation and constructing just the right agenda that packs quantitative and qualitative data points into a succinct time period. And while the sales professional’s job is extensive and takes away from selling time, your output as a sales leader is even greater.

Construction 78

Construction Pipeline Cross-sell Quota 78

Hubspot

APRIL 4, 2023

It's also when you really need to sell yourself and your skills. I think it presents a huge opportunity to optimize marketing campaigns — especially with customer segmentation and targeting. I worked with the HR team to develop and implement these changes, and I presented the new strategy to the senior leadership team.

Consult 69

Consult Objectives and Key Results X-functional Construction 69

Sales Hacker

JUNE 9, 2020

Ability to present to a group. Common examples include presentations and speeches. The way you stand (arms crossed, arms at your side, legs relaxed, etc.). Ability to Present to a Group of People. Some people excel in a one-on-one setting but struggle to communicate when presenting to a group of people. Confidence.

Presentation 98

Presentation Sales Cross-sell Construction 98

Hubspot

APRIL 1, 2020

According to Tomasz Tunguz of Redpoint Ventures , "When sales efficiency figures fall below one and elongate payback periods, it’s likely time to revisit sales and marketing techniques or explore up-sell and cross-sell. Having appropriate KPIs to serve as benchmarks for how your reps are selling and what's expected from them.

Objectives and Key Results 65

Objectives and Key Results Construction Inside sales Cross-sell 65

ConversionXL

NOVEMBER 4, 2021

Specifically, according to Leo Castro , previously at PayPal and currently product marketing executive at Decisive Moment Marketing: “ They’ve got to have a mix of traits tied to strategic thinking, cross-functional execution, and of course, messaging acumen.”. As Fritz Shoemaker puts it, strategy is circular, not linear.

Product 127

Product E-commerce Strategize B2B 127

Highspot

JUNE 11, 2020

Cross-functional input into go-to-market strategies. Sales’ responsibility is, of course, to sell. Further, building your plan of attack together ensures that you have cross-team buy-in, eliminates confusion, and guarantees your teams are working towards the shared goals you outlined previously. Building brand awareness.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Highspot

JANUARY 19, 2022

Clicking mindlessly through an agonizingly slow video presentation or sitting in a hot, stuffy conference room with dozens of other people listening to a presenter drone on about things you already know. We’ve all been there. Sales training programs are often like that — but they don’t have to be.

Technique 92

Technique Negotiate Pitch Inside sales 92

Highspot

OCTOBER 23, 2023

A product launch is a company’s meticulous process to present its new or updated product to the market. This cross-departmental collaboration ensures all team members align with the product launch and company goals. Equip them with knowledge about the product, its unique selling points, and the challenges they might face.

Launch 59

Launch Negotiate Product GTM 59

The Lost Book of Sales

FEBRUARY 1, 2021

Additionally, in the greater picture there is a mind-boggling lack of cross-disciplinarity in academia. ” When faithfully adhered to, these traits result in one of the best-known Munger characteristics: not buying or selling often! Bias from contrast caused distortions of sensation, perception, and cognition.

Intrinsic 105

Intrinsic Price Construction Government 105

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.

Cross-sell 93

Cross-sell Sales Construction Referrals 93

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. Always exciting to see our numbers continue to grow. As we see more A.I.

Pipeline 69

Pipeline Cross-sell Sales Up-sell 69

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 57

Territory Quota Cross-sell Pipeline 57

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

ConversionXL

MARCH 29, 2016

If you take a critical look at your typical presentation, website, or even your brochures, you will find that a lot of content relates to your business, your people, your history, your values, and your mission statement – none of which is of any particular interest to the survival brain of your audience.”. The Beginning and the End.

Cross-sell 82

Cross-sell Construction B2B Up-sell 82

ConversionXL

NOVEMBER 18, 2014

Researchers at the USC Marshall School of Business describe the ‘endowed progress effect,’ whereby individuals put greater effort into completing a task they think they have already begun, even if that process is constructed artificially. They simply aren’t built to create repeat engagement.

Click Through Rate 124

Click Through Rate E-commerce Retail Cross-sell 124

Salesforce

FEBRUARY 21, 2024

Back to top ) Why sales performance reviews are important Data from Gartner notes that almost 90% of sellers feel burned out at work, 54% are actively looking for a new job, and 67% think sales leadership is overly optimistic and disconnected from selling realities. Be present and check your distractions at the door. ” 5. .”

Objectives and Key Results 105

Objectives and Key Results Construction Sales Clients 105

Salesforce

JANUARY 18, 2024

Business growth expert Tiffani Bova said it best: “How you sell matters. The best sales processes make selling easy by helping you optimize sales conversations, delivering the right value at the right time. Build product knowledge Today, clients expect sales reps to know every detail about the product they’re selling.

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

Veloxy

AUGUST 10, 2021

But not to worry, the additional free time will allow your employees to spend more time actually selling and connecting with prospects. These tools will pull valuable information based on the buying trends to arm your teams with tactics and data for upselling and cross-selling. 8: AI Assisted Web Design.

Process 328

Process Sales Technique CRM 328

Hubspot

MARCH 2, 2015

Inventing the Ronald McDonald mascot, designing those golden arches, creating all those catchy jingles, teaming up with all those celebrities, and running all those cross-promotions with other big brands over the years … that’s what transformed McDonald’s from a California-based burger chain into a global icon, right? Nice touch!).

Electricity 78

Electricity Follow-up Cross-sell Market share 78

SaaStr

JUNE 14, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. What were his biggest lessons from being in the Sequoia boardroom when they presented “RIP Good Times”? Dave Kellogg.

Strategize 57

Strategize Quota Non-Profits Price 57

Beeketing

OCTOBER 28, 2021

More and more cross-border sellers are participating in the wave. For most cross-border sellers, SaaS website construction is the most preferred, because it saves time and effort and can focus on operations. Creating an online store has been hot in recent years. The store also contains a video on the front page.

E-commerce 52

E-commerce Niche Cross-sell Construction 52

Lead Fuze

AUGUST 6, 2021

By collecting and cross-referencing in sales data analysis, it’s possible to build highly-personalized value propositions tailored to the specific needs of each customer segment. If you want to increase revenue fast, start by reaching out to customers to cross-sell and up-sell products you think could also meet their needs.

Objectives and Key Results 64

Objectives and Key Results Click Through Rate CTR Cross-sell 64

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. Manny Medina.

Territory 60

Territory Quota Cross-sell Pipeline 60

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

Salesmate

MARCH 27, 2020

These data sets allow businesses to derive reports that help in constructing a meaningful conversation between them and the customers. Customer’s present. a complete view of the customers’ present requirements their position in the sales pipeline the activities that have been done or are being planned or have been scheduled.

Customers 123

Customers CRM Contact Customer Relationship Management 123

The Lost Book of Sales

JULY 12, 2021

High-level thoughts While some chapters and concepts presented in the book are stronger than others, I enjoyed it thoroughly while taking the time to properly digest all of my learnings. Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Rating: 9/10 See book on Amazon.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

APRIL 24, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Number one is they didn’t really have an enterprise software selling group when they bought Omniture, so that route to market was something they were very interested in creating. Harry Stebbings.

X-functional 87

X-functional Strategize Retail Technology 87

Hubspot

MAY 22, 2020

When Pepsi told him that they weren't going to sell him a military-grade fighter plane for less than 2% of its value, he took them to court. That's a factor to be mindful of when constructing your integrated marketing campaigns. Almost every channel presents some sort of potential for crossover. You always have to walk the walk.

Campaign 101

Campaign Promote Cross-sell Territory 101

Lead Fuze

OCTOBER 6, 2021

If you want to improve your marketing efforts, you need first determine who you are targeting and how you are focusing your marketing tactics in order to reach out to and sell to them. Your staff can now focus on what they do best: selling. List building is one of the selling process’s most time-consuming activities.

A/B testing 52

A/B testing Sales Contact Cold Call 52

Sales Hacker

FEBRUARY 5, 2019

We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. The Board and executive team need to understand that you can’t simply flip a switch and tell your existing reps to start selling to Enterprise customers. Do we need technical account managers?

Product 58

Product Contract Cross-sell Account management 58

Lead Fuze

DECEMBER 31, 2021

If you believe its simple, I have a bridge in San Francisco to sell you. It focuses on the early to middle parts of the sale, including discovery and mapping out custom solutions that are then presented by Sales Operations teams for negotiation or closing deals later in the cycle. What is the best way to present this information?

Process 52

Process Sales Cross-sell Prospecting 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? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr. Listen on Google Play Music.

Contract 73

Contract Sports Cross-sell Start-ups 73

Hubspot

OCTOBER 4, 2015

Without an outline, writers sometimes forget to include a crucial argument, or construct their paper in an illogical manner. Think of a defined sales process as the outline of selling. Upsell/Cross-Sell. With a defined outline, writers ensure they address each point in the correct order. Identify Pain and Needs.

Process 76

Process Cross-sell Construction Sales 76

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. So you came three years ago, I was writing the title for the presentation. Crossed a billion in revenue. But it can be risky. It seemed crazy. Jason Lemkin: Yeah.

Objectives and Key Results 61

Objectives and Key Results Cross-sell Trust Product 61

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. So you came three years ago, I was writing the title for the presentation. Crossed a billion in revenue. But it can be risky. It seemed crazy. Jason Lemkin: Yeah.

Objectives and Key Results 56

Objectives and Key Results Cross-sell Trust Product 56

SaaStr

AUGUST 20, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. So we were really selling on the intuitiveness of the design, and in tandem with that, we were hiring these kind of rockstar designers. Harry Stebbings. Kyle Parrish. Kyle Parrish: No, it really isn’t.

Sales 81

Sales Price Quota Start-ups 81