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Selling online isnt what it used to be. Theyre looking for something anything that sets one product apart from the rest. This is where product differentiation comes in to save the day. Done right, it positions your product as the clear choice in a sea of alternatives. And if they dont see it, they move on.
Jason, director of product marketing at a global cybersecurity company, celebrates a big win. His product ranks as the third-fastest growing in the company. But there’s a problem — the company operates in silos, treating all products as separate cost centers. Product-market fit. “We need a scalable platform.
Our conversation ranged from the impact of AI to the growing importance of a consultativeselling mindset in modern selling. Below, youll discover practical insights you can leverage to sharpen your competitive edgeregardless of what industry or region you sell intoand take advantage of these emerging trends.
As we wind down 2025’s second selling quarter, we can check our performance versus our YTD quota to see exactly where we stand. That’s the beauty of selling and the pay-for-performance lifestyle, isn’t it? Time to maximize strengths, shore up weaknesses, take advantage of opportunities and minimize threats.
I’m not bringing it up to judge Robinson on his turn at this unfortunate ritual. Robinson described the churn problem as a result of being “in a high churn product category with a high churn buyer persona.” I knew about high-churn products. When a consultant or project manager moves on, someone is usually left with the project.
Presenting: Showing the value of what you sell. How to Remove Salesforce CRM Friction Learn how to remove friction points tied to Salesforce, helping your sales team sell easier and faster. Automation is key, the right tools will ensure that nothing gets missed with proper follow-ups. There's more, read today!
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.
The Fancy Stuff Is Failing You We see it all the timesalespeople hiding behind automation tools, social selling gimmicks, and relationship-building fluff. Youre hoping your sequence will nurture your prospect into buying without you having to actually sell. Most salespeople would rather look productive than be productive.
To help you out on that front, we connected with some sales leaders for the strategies they leverage to establish themselves as credible, consultative resources for prospects. Exhibit thorough product knowledge. says, "Knowing your product inside and out is a game-changer for any sales rep. Check out what they had to say!
Even those who offer physical products, like food or gas retailers, can benefit from digital expansion and marketing tactics. Our vision for MOL Group is to evolve our service station from a place where you just fill up your car to a place where you want to go on your journey,” says István Mag, Head of Digital Factory, MOL Group.
Car buyers 30 years ago might have shown up at the dealership wanting a truck, a sedan, or something as vague as a “good family car,” and the salesperson’s job was to help steer them in the right direction based on their needs. That process has changed dramatically. A 2024 HubSpot Blog Survey of 422 B2B professionals in the U.S.
Building ‘opinionated products’ and the importance of customer intimacy Lessons learned from scaling Twitter’s ad business from zero to $650 million in three years. Highlights: (5:22) The power of customer intimacy in product development. (15:41) The consulting mindset was quite helpful there.
CPSP – Certified Professional Sales Person The Certified Professional Sales Person (CPSP) program from the National Association of Sales Professionals (NASP) is designed for reps at any stage of their career looking to build a strong foundation in modern selling. It’s especially valuable for reps selling high-value, consultative solutions.
Growing up, my parents constantly reminded me to finish things, “Eat everything on your plate…… Make sure you finish your homework… You haven’t finished putting things away… ” That bad habit has persisted for decades. I look at the books piled on my desk, over a dozen–half finished.
Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultativeselling. Research shows that simply sending people to training without one-on-one follow-up leads to a big dip in retention and performance.
How to Build a Lead List My Tips for Building a Sales Lead List A prospect may have shown interest in a product or service by responding to an online offer, visiting your company’s booth at a conference, or engaging with social media posts. MQLs that your sales team has vetted and identified as worthy of direct follow-up. Opportunity.
You can use them to promote events, keep leads engaged, follow up with customers and much more. Instead, set up a sequence to do it for you, making sure people don’t forget about your event and increasing attendance. Then, follow up with a recording link and a quick survey to get feedback.
By Win Dean-Salyards , Senior Marketing Consultant at Heinz Marketing With B2B growth increasingly powered by customers—not just marketing and sales—traditional funnel models are falling short. One member of your target audience may even be trialing the free version of your product (if applicable) on their own. Users help other users.
Youre selling something to someone who just wouldnt budge. If I just described a familiar struggle one you might know all too well Im here to share a solution that might be the answer to your prayers: Gap selling. Truthfully, gap selling takes patience, practice, and persistence to master.
The key is understanding which methodology—or combination—fits your buyers, your product, and your team. Consultativeselling Full guide: Consultative sales This method is all about building trust and uncovering the deeper needs of the customer. Instead of pitching a product, you act like an advisor.
Just look at Salesforce — they’re hiring 2,000 new salespeople just for their AI products, according to CEO Marc Benioff. A strong salesperson with great communication skills, resilience, and coachability can learn the product and industry quickly,” Wickett says. Media companies are in hiring mode, too.
Author Robert Louis Stevenson once stated that “everyone lives by selling something.” ” No matter the products or services you’re selling, sell them better and you’re likely to live better. If you have a complex product and you’re selling to a business, gear up for a long sales cycle.
Some, like scheduling follow-up emails or creating a repeatable framework for researching prospects, streamline your day without harming the quality of your work. Others save you time but damage your results meaning youll ultimately be less productive for using them. Plan follow-up strategies when, how, and what to say.
I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” There‘s no point in selling yourself as a provider if your prospect hasn’t decided on a type of solution yet.
A sales invoice is a document issued by a seller to a buyer, detailing the products or services sold, quantities, prices, and payment terms. The specific details vary depending on the use; it might include similar sections to a sales invoice without an itemized list of products. Learn how Revenue Cloud can help.
Did the salesperson build trust or just talk product? A sales debrief requires the same close-up look, minus the fancy camerasthough a good managers questions can be just as revealing. Were you consultative, or did you sound like a used-car ad? Without context, youre swinging blind, and nobody wins that way. Was the tag late?
Attracting qualified prospects — companies that are a good fit for your product or services — is more important in B2B (business-to-business) sales than earning a large number of leads. This provides insight into a prospect’s needs so you can zero in on qualified buyers who are a good fit for your product or service.
And even with revenue up in 2024 , reps are still struggling to meet their sales goals. This begins at the sales rep level but can become an enterprise-wide problem when sales staff, from reps up to SVPs, focus on their year-to-date (YTD) positions against quota. Few executives have the time or desire to go into details about products.
Pipedrive is a CRM centered on sales and built for pipeline visibility and productivity. Pipeline management Customizable pipelines with visual dashboards, multiple pipeline support, and activity-based selling. The setup is fast, and your team can be up and running in just a few days. Seems like a no-brainer, right?
The fact that the tool made me think about my offer's key selling points when I tested it was a big win. HubSpot's 2024 B2B buyer survey finds that 81% of B2B professionals are likelier to buy a B2B product from vendors offering self-service tools. To achieve this, they could look at updating their product offering, pricing, etc.
Inspirational sales quotes will fuel your drive, sharpen your mindset, and elevate how you lead and sell. But even as technology transforms how we sell, one truth remains: Great sales still depend on great people, meaningful conversations, and precise timing. RevOps Manager, Revenue.io “Slow down to speed up.
If youre looking to increase revenue without acquiring new customers, cross-selling is one of the best ways you can do that. Its all about offering complementary products or services so you can maximize every transactionall while improving the customer experience. What is cross-selling in sales? How does cross-selling work?
Prospect: Actually, this isn't a great time … Rep: Are you interested in a product demo of how we are in the magic quadrant? I found your information while searching for business consultants in Wichita, and I think you could be a great fit for our services. I know, I know, you'd rather just pick up the phone and call.
Or worst of all, customer follow-ups start falling through the cracks because there’s no system to remind you. If keeping up with your data feels like a challenge, it might be time for a CRM. You track how much you’re selling each month. These small automations add up to hours saved each week.
Deal desks can incorporate large teams of relevant stakeholders within sales, finance, product marketing, product management, legal, customer success, and more as needed. Missed follow ups, lost sales opportunities, time lost to manual processes , and more can be costing you revenue without even realizing it.
Ali Schwanke is founder of Simple Strat, a marketing and sales consultancy and a Diamond HubSpot Solutions partner. Creative and business came together when I got into the start-up community around 2012. My first lesson in product-market fit: The go-to-market was [aimed at] people who feel the pain; but they didn’t pay the check.
Pricing isnt just a number you stick on a product or service. Sometimes, all it takes is rethinking how you present, package, and position what youre already selling. When buyers see that committing to a larger quantity or a longer-term contract earns them a better price, theyre more likely to scale up their purchase.
Find patterns in sales performance and motivators, and use the data for follow-up discussions about compensation plans, prizes for sales contests, and more. Sign up now Thanks, you’re subscribed! Then, its up to you to show true leadership by accepting personal responsibility. I can unsubscribe at any time. Larry Long, Jr.
Over the last few years, I've watched AI live up to that potential, and its impact on business is undeniable. Whether you're just starting with an idea, refining a product, scaling operations, or exploring new markets, AI can provide significant value at every stage. The potential wasnt just exciting it felt limitless.
This setup works best if your company has a broad customer base, sellsproducts that require local support, or needs to navigate regional differences. When a rep owns all product lines across a region, its harder to go deep on a specific use case. Conflicts come up when industries and regions overlap.
Sales reps often juggle multiple demandsmeeting quotas, showcasing product value, and forming authentic customer connectionswhich require a healthy mix of soft and hard skills. In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects. Did you know?
So as an SDR manager, how can you ensure your team stays motivated, engaged, and productive in such a demanding and often thankless role? Sign up now Thanks, you’re subscribed! They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction.
Whether you’re a solopreneur with multiple product lines, a coach with several niche audiences, or a digital creator running multiple brands, choose a single funnel platform that can manage your entire portfolio. Create an automated sales funnel to handle the repetitive tasks that eat up your time. Swap out branding.
Regular updates tied to product changes, buyer feedback, and market shifts keep your deck sharp, relevant, and aligned with what your audience needs to hear. It helps you tell a story, highlights value, and guides the prospect to buy your product. This is the first step in building trust and sets the stage for a consultative approach.
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