Partners in Excellence

MARCH 2, 2016

Value in it’s simplest form is price. They provide the customer with their best price, crossing their fingers, hoping to win. Since, inevitably, all the alternative will meet their requirements, the only differentiator becomes the vendor offering the lowest price. This challenge also applies to outright purchases.

Cross-sell 51

Cross-sell Contract Price Commission 51

Sales Hacker

APRIL 6, 2022

Sales teams often struggle with configuration of price quotes when dealing with complex products or services or large product catalogs. And these manual processes take sales reps away from their most important activity: selling. Whether purposefully or by accident, sales reps often deviate from pricing and discounting guidelines.

Cross-sell 95

Cross-sell Contract Price Finance 95

Salesforce

DECEMBER 4, 2023

Here’s an example: Joy’s Toys, a toy manufacturer, is focused on growth but doesn’t have a clear target KPI for lead generation that incentivizes reps to keep their pipelines full. Annual contract value (ACV) What it measures: The average sales amount of a customer contract over the course of a year.

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

PandaDoc

JUNE 1, 2023

Sales reps face a variety of challenges in their day-to-day work, from managing customer expectations and navigating complex pricing structures to juggling multiple deals at once. But that would not happen if you effectively use a configure price quote (CPQ) solution. See also What is CPQ (Configure, Price, Quote)?

E-commerce 52

E-commerce Profit margin Legal Price 52

Salesforce

JANUARY 11, 2024

In B2B (business-to-business) sales, one business sells goods or services to another. Common traits of B2B sales High-cost and/or recurring contract pricing. B2B sales is when a business sells a product or service to another business. B2C sales is when a business sells a product or service directly to a consumer.

B2B 59

B2B B2C Manufacturing Government 59

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

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. Talk about a relationship.

Inside sales 110

Inside sales Cold Call Contract Price 110

Partners in Excellence

SEPTEMBER 20, 2022

” Per the dictionary it is, “…a prediction or estimation about a future event… ” Consequently, in complex B2B selling, it becomes a prediction about a specific deal or opportunity. What inventory do they need, what manufacturing capability is needed, what delivery capabilities are needed, and so forth.

Pipeline 68

Pipeline Manufacturing Cross-sell Represent 68

Hubspot

AUGUST 21, 2023

Critics attribute the failure to Lisa’s misleading ads and high price, despite its low processing power. Distribution: Through what mediums will you sell the product or service? Negotiation: Both sales reps and decision-makers discuss pricing details and feature needs. A website, an app, or a third-party distributor?

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

AUGUST 13, 2019

In almost any other industry, whether it is healthcare or consumer or manufacturing, 20% growth is phenomenal. When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. You’re trying to figure out how to sell to them. Why is that the case? The first one.

Cross-sell 64

Cross-sell Sales Support Growth Up-sell 64

PandaDoc

APRIL 12, 2023

Whether you’re selling a physical product or a service, you need to find the best ways to reach your target audience. The definition of sales channels Sales channels are the methods or pathways businesses use for selling their products and services to consumers. The right sales channels can help you do this.

B2C 52

B2C Cross-sell Retail Sales 52

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. I’m not great at it, but most folks they’re aggressive without crossing the line. Especially in the manufacturing side of things.

Quota 81

Quota Growth Product Closing 81