The 5% Institute

JUNE 18, 2020

If you’re selling complex products or services , the chances are high that you’ll be regularly involved in the technical sale. The question to ask however, is if you keep the conversation technical – can it impact your closing rate? The Technical Sale – How It Can Work Against You.

Technical Sales 98

Technical Sales Technique X-functional Consult 98

PandaDoc

APRIL 29, 2024

It is very important to understand the boundaries of Q2C, as it does not cover the entire scope of a typical sales funnel. Q2C starts exactly when a potential customer requests a quote for a product or service and ends when payment (full or partial) for said service or product is received.

Cross-sell 52

Cross-sell Contract Legal Negotiate 52

Sales Hacker

SEPTEMBER 16, 2021

Sellers rely on pre-sales professionals to manage this evaluation process from beginning to end. Application of this evaluation is typically applied to more transaction-oriented sales. Sales Profile: SMB to Commercial. Sales Profile: SMB to Commercial. Duration: 15 to 30 Days. Seller’s Cost: Low. Deal Size: Low.

Objectives and Key Results 74

Objectives and Key Results Technical Sales Engineering Sales 74

Lead Fuze

AUGUST 5, 2021

Blogger Blurb: Practically a million sales pros and many others. This huge blog site yields contributions on a massive list of topics including Sales, Marketing, Customer service, IT and Small Business. 3 Sales Trends to Watch in 2018. Owning Mondays from a Sales Development Perspective. Adaptive Business Services.

Negotiate 98

Negotiate Sales Retail B2B 98

Sales Hacker

AUGUST 18, 2023

Tread carefully revenue pros… To help you sidestep some of the potential growing pains, here are 15 mistakes GTM teams often make when moving upmarket (and how to avoid them): One big flag would be shifting the conversation to consultative vs. transactional, which many reps don’t understand how to do.

GTM 68

GTM Up-sell Price Start-ups 68

Salesmate

OCTOBER 22, 2020

If the prospects you approach do not have any pain points, they have no need for your product or service. It’s then up to the sales rep to learn how they can quickly uncover the customer’s pain points. Inbound sales is a personalized sales methodology where salespeople focus on each prospect’s pain points.

Sell 59

Sell Sales Up-sell Follow-up 59

SaaStr

JUNE 27, 2019

Your sales organization may go from being primarily hub based or inside sales based to having more of a field presence as we did. We also invested around those field account executives, more technical sales, pre-sales and eventually, customer success and post sales. So that changed a lot.

Cross-sell 68

Cross-sell Technology Technology Pitch 68