Sales Hacker

JANUARY 5, 2023

For instance: How do you define a duplicate lead if you sell to separate accounts who are part of the same franchise ? Do you need to automate the process? Scenario 1: You sell ERP (Enterprise Resource Planning) software to Fortune 100 companies. Scenario 2: You sell POS (Point of Sale) systems to individual franchises.

Objectives and Key Results 76

Objectives and Key Results Cross-sell Electricity Contact 76

Highspot

OCTOBER 11, 2023

Performance Monitoring Sales managers closely monitor the sales performance of their team members, identifying areas for improvement and providing constructive feedback, particularly during sales calls. Provide constructive feedback and offer support where needed. Sales managers are responsible for forecasting future sales trends.

Objectives and Key Results 59

Objectives and Key Results Quota Technique Construction 59

The 5% Institute

JULY 4, 2023

Key metrics such as conversion rate, average deal size, sales velocity, customer acquisition cost, and sales growth provide valuable insights into the efficiency and profitability of the sales process. By analysing sales velocity, businesses can identify bottlenecks in the sales process and streamline their operations.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Construction Sales 52

Highspot

JANUARY 29, 2024

There are certain strategies that many successful salespeople use to move the sales process forward and close more deals. Sales negotiation is a process that occurs between a seller and a potential buyer with the goal of reaching a mutually beneficial agreement on the terms of a deal. You’ll have to read on.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

The 5% Institute

MAY 23, 2023

They motivate their sales professionals by recognizing their achievements, providing constructive feedback, and offering incentives. A skilled sales manager provides constructive feedback to help team members improve their skills and performance. They study the specifications, functionalities, and unique selling points.

Objectives and Key Results 52

Objectives and Key Results Construction Drivers/motivators Sales 52

Hubspot

MAY 9, 2022

That starts with you being involved and thoughtful in the hiring process. The structure you choose will rest on several factors — like the roles you're managing, the size of your team, and the nature of your sales process. And when that happens, make sure you help guide them through those processes without doing their jobs for them.

Assembly Line 71

Assembly Line Objectives and Key Results Construction Commission 71

Veloxy

FEBRUARY 22, 2023

Field sales, also known as outside sales , is a method of selling that involves sales representatives who engage with potential customers in person, typically outside of an office setting. Some companies also offer training in business processes, such as CRM and sales forecasting. Schedule your free workshop NOW! What is field sales?

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Hubspot

APRIL 4, 2023

Explain your thought process and decision-making. I enjoy the process of analyzing complex data, identifying patterns and trends, and using that data to make informed recommendations. It's also when you really need to sell yourself and your skills. I did this by [Describe Process]. What obstacles did you face?

Consult 69

Consult Objectives and Key Results X-functional Construction 69

Highspot

OCTOBER 21, 2022

44% of millennial purchasers prefer not to deal with a seller throughout the entire buying process. Sales enablement – the process of providing reps with the necessary training, content, coaching, plays, practices, etc., in order to help them sell… well – covers a lot of ground. So, what’s contributing to these numbers?

Quota 75

Quota Construction Sales Pitch 75

Salesforce

FEBRUARY 22, 2024

Prioritizing customer experience and then seeking feedback about your work will provide constructive input that can help you (and your business) improve. For example, help drive revenue for your company by upselling or cross-selling after a successful field service appointment.

Service 52

Service Appointment Networking Consult 52

Sales Hacker

MARCH 17, 2021

Strict sales volume does go a long way in achieving long-term revenue growth, but processes and cross-department alignment are what allow sales volumes to scale in the first place. Maintaining the same processes. The same can be said about technology, CRM usage, and the overall process. The problem?

Growth 93

Growth Assembly Line Cross-sell Engineering 93

Search Engine Land

SEPTEMBER 14, 2023

No matter what you sell, you probably have customers who: Truly care about your company, products or services and content. You might operate in what’s classically considered a “boring” vertical such as law, cybersecurity, construction or insurance. Who loves your brand the most? See their own sense of being reflected in your brand.

Niche 138

Niche Intrinsic Campaign B2B 138

Salesforce

OCTOBER 5, 2022

They were also expected to upsell and cross-sell to these unhappy customers. And the issue extends beyond new construction. Ian Golding, founder of Customer Experience Consultancy, recommends including the voice of the employee and the voice of the process. How telecom innovations give your employees what they need.

Electrical Engineering 52

Electrical Engineering Transportation Electricity Retail 52

Hubspot

APRIL 1, 2020

The figure is one of the most straightforward, definitive metrics for understanding whether your sales processes, methodologies, and overall strategy are actually worthwhile. Having appropriate KPIs to serve as benchmarks for how your reps are selling and what's expected from them. Have a clear picture of who you're selling to.

Objectives and Key Results 65

Objectives and Key Results Construction Inside sales Cross-sell 65

The 5% Institute

JUNE 9, 2023

To excel in this position, a sales manager must possess a combination of leadership skills, industry knowledge, and a deep understanding of sales processes. By analysing sales data, identifying trends, and providing constructive feedback, sales managers can help their team members enhance their selling skills and achieve better results.

Objectives and Key Results 52

Objectives and Key Results Finance Drivers/motivators Sales 52

Sales Hacker

DECEMBER 12, 2018

For example, if they’re selling equipment leases in Massachusetts – a state with very different laws than the rest of the U.S. What it does best lies well beyond the onboarding process: continually providing the tools and support salespeople need, when they need it, and wherever they need it. What sales enablement isn’t.

Cross-sell 76

Cross-sell Objectives and Key Results Sales Construction 76

Veloxy

AUGUST 10, 2021

Below are all the different ways how machine learning can help revamp your sales and marketing processes. How to Improve Sales Processes with AI. But not to worry, the additional free time will allow your employees to spend more time actually selling and connecting with prospects. How to Improve Marketing Processes with AI.

Process 328

Process Sales Technique CRM 328

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

This linear process is no longer possible in today’s world. Simply put, it’s a way of approaching how you think about integrating sales and marketing, including which goals, processes, and communications overlap, and how you can optimize them together. Cross-functional input into go-to-market strategies.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Miller Heiman Group

SEPTEMBER 19, 2018

Advancements in sales technology, such as access to behavioral data and AI-augmented selling, as well as dramatic changes in buyer behaviors have sales leaders everywhere talking about transforming their sales force. However, according to CSO Insights’ newly released 2018 Sales Talent Study , only 16.4 Addressing the Talent Gap.

Territory 57

Territory Cross-sell Construction Sales 57

Miller Heiman Group

SEPTEMBER 20, 2018

Advancements in sales technology, such as access to behavioral data and AI-augmented selling, as well as dramatic changes in buyer behaviors have sales leaders everywhere talking about transforming their sales force. However, according to CSO Insights’ newly released 2018 Sales Talent Study , only 16.4 Addressing the Talent Gap.

Territory 55

Territory Cross-sell Construction Sales 55

Hubspot

OCTOBER 25, 2023

We had a constructive conversation, learned more about each other and ourselves, and contributed to its ever-expanding bank of insight that might ultimately doom humanity — so I'd say it was mostly productive. Last month, I debated ChatGPT about whether AI will replace conventional salespeople. Here's what we had to say.

Commission 64

Commission Teamwork Drivers/motivators Cross-sell 64

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

Salesforce

JANUARY 18, 2024

Business growth expert Tiffani Bova said it best: “How you sell matters. What your process is matters.” Think of your sales process like a map. The best sales processes make selling easy by helping you optimize sales conversations, delivering the right value at the right time. Why is a sales process important?

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

Highspot

JANUARY 19, 2022

Sales training is the process of developing and fine-tuning the skills of sales professionals and managers by increasing their understanding of their buyers, modernizing their approach to the sales process, and equipping them with strategies, techniques, and technology that top performers use to achieve sales success.

Technique 92

Technique Negotiate Pitch Inside sales 92

Lead Fuze

JULY 24, 2023

Incorporating these techniques into your operations could revolutionize not only your lead generation process but also transform how you engage with prospects throughout their buying journey. This process involves prioritizing leads based on their likelihood to convert – an aspect where buyer intent data shines brightly.

Technique 52

Technique Sales B2B Prospecting 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 93

Cross-sell Sales Construction Referrals 93

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

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. Liz: That’s our goal.

Pipeline 69

Pipeline Cross-sell Sales Up-sell 69

The Lost Book of Sales

FEBRUARY 1, 2021

Additionally, in the greater picture there is a mind-boggling lack of cross-disciplinarity in academia. Multiple mental models serve as a framework for gathering, processing and acting on information. ” When faithfully adhered to, these traits result in one of the best-known Munger characteristics: not buying or selling often!

Intrinsic 105

Intrinsic Price Construction Government 105

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

There’s a good reason so many copywriters tell you to sell benefits, not features. Selling add-ons and cross-sells. The old brain cannot process concepts like “a flexible solution,” “an integrated approach,” or “scalable architecture” without a great deal of effort and skepticism.” Tangible Input.

Cross-sell 82

Cross-sell Construction B2B Up-sell 82

ConversionXL

NOVEMBER 18, 2014

Depending on your sales process, a newsletter or other email sign-up confirmation can be the first one-on-one message you send, so it sets the tone and expectations for your relationship. Provide an info product that walks them through the process. Step 1: Use Sign-up Confirmations to Clarify the Terms of Your Customer Relationship.

Click Through Rate 124

Click Through Rate E-commerce Retail Cross-sell 124

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

Partners in Excellence

SEPTEMBER 10, 2015

You know the scene I’m talking about, it’s where Tom Cruise is cross examining Jack Nicholson as Col. I’ve been toying with the idea of customer readiness or customer maturity in delivering insight, but haven’t found a construct to explain it until reading Seth’s post today: “How Idea Adoption Works.”

Cross-sell 92

Cross-sell Construction Sales Launch 92

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.

Presentation 100

Presentation Technique Closing Sales 100

Spiro Technologies

FEBRUARY 24, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products and of course having fun along the way. Carissa Gudenkauf: Manufacturing, process engineer, working under the engineering department, which is very much detail-oriented, and structured.

Manufacturing 52

Manufacturing Engineering Start-ups Cross-sell 52