Salesforce

OCTOBER 8, 2021

Overestimate, and you’ll be trying to explain to management why shelves are full of obsolete inventory no one can sell. But new technologies are changing the game. If those predictions fall through, inventory piles up, raising costs. They’re enabling manufacturers to understand future demand better than ever before.

Manufacturing 98

Manufacturing Gaming Technology Technology 98

Iannarino

JULY 15, 2021

In a zero-sum game, you need to create a competitive advantage. How you sell—not what you sell or who you work for—is your most important competitive advantage. The more unfair advantages you can stack up, the greater the odds that your prospective client will decide to buy from you. Greater Mindshare.

Gaming 284

Gaming Clients Contract Up-sell 284

Veloxy

DECEMBER 21, 2021

One of the most popular sales resolutions for 2022 will be a commitment to reduce non-selling activity. Did you know that most salespeople spend over 60% of their time not selling. How much more could one of your reps sell with an additional 300+ selling hours a year? How Does Salesforce Automation Development Work?

Tradeshows 348

Tradeshows Contract Sales Territory 348

Iannarino

AUGUST 1, 2021

It’s unlikely that a more recent lead is automatically better than an older lead, or even than a target that is already locked into a contract with your competitor —even if the new contact devoted two minutes to filling out a form on your website. But in more cases than not, you’ll still need to sell. Occasionally, this is true.

Intrinsic 313

Intrinsic Clients Contact Contract 313

Iannarino

JUNE 17, 2021

One of the most significant changes in the way that we sell involves who we choose to engage in the sales conversation. At one time, as a salesperson, you would be told to find “the decision-maker,” the single individual who could sign a contract. He was gruff and direct, and I was fearless and game. Do Good Work.

Contract 171

Contract Government Sales Clients 171

Veloxy

JUNE 21, 2021

If you sell telecommunications, your cold calls could and should be different than a salesperson selling software. If you sell IT services, your cold calls could and should be different than a financial services consultant. You can use these scripts, tips, and tricks to up your cold call game. Prospect: Yes!

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Veloxy

DECEMBER 28, 2023

However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place. and embark on this journey to master the art of field selling together! Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

PandaDoc

MARCH 26, 2024

Imagine you’re playing a video game where your goal is to guide a character through different levels until they reach the final stage. Here, your sales team needs to gather a list of prospects that are potentially interested in what you’re selling.

Pipeline 52

Pipeline Contract CRM Customer Relationship Management 52

PandaDoc

SEPTEMBER 28, 2022

Sales negotiations through the lens of game theory: Win-Win vs Zero-Sum vs No-Win explained. Game theory is a mathematical framework for modeling different social situations among competing parties or “players” in the “game.”. A cooperative type of game is a type of game in which both parties benefit from the result.

Negotiate 98

Negotiate Price Gaming Contract 98

Salesforce

JUNE 15, 2022

With Salesforce’s NFT Cloud pilot, businesses can create deeper loyalty with customers and their community while setting up secure marketplaces. People can buy or earn NFTs to hold in a digital wallet or to sell or trade. For example, NFTs contain smart contracts that govern their use and can be set to execute at a certain point.

Customers 98

Customers Intrinsic Contract Represent 98

PandaDoc

MAY 9, 2024

Competitions can bring fun and games into your sales department. This could be anything from a cash bonus for selling a particular item to a reward for meeting a specific sales target or even non-monetary incentives like a paid vacation or fancy dinner. They’re like a game and can encourage friendly competition among your sales agents.

Drivers/motivators 52

Drivers/motivators Commission Objectives and Key Results Launch 52

SaaStr

APRIL 8, 2020

In the last year we’ve been leveling up a lot of our systems at SaaStr, and as part of that, moving from a lot of self-service and simple products to more robust ones. And one thing I’ve been shocked about is how few sales processes have kept up. Now, it’s time to overhaul how we sell it as well. Such is the way as you grow.

Product 133

Product Contract Construction Negotiate 133

SaaStr

AUGUST 5, 2019

Rajesh is going to walk you through the key elements of winning the long game in SaaS – how to win customers, how to create long-term relationships, and how to avoid churn. We go after two market segments, and I think this is important because when you’re a young SaaS company, we would be happy to sell to anybody who had a pulse.

Gaming 66

Gaming Customers Construction Contract 66

Sales Hacker

JANUARY 9, 2023

At that point in my life, “huge paychecks” was all I needed to hear: I wanted to sell to enterprise clients. Selling to SMB. Selling to mid-market. Selling to enterprise. But if you’re like I was and are wondering why your tech company is getting into the car rental game, here’s a quick rundown. Table of contents.

Referrals 92

Referrals Contract Sales Up-sell 92

SaaStr

MAY 27, 2021

For larger customers, make annual contracts the default, once you’ve gotten a few under your belt. Companies like Smartsheet sell to SMBs but have many annual contracts a standard practice because deploying invovles some business process change. Annual puts more skin in the deployment game. Now, there are exceptions.

Contract 66

Contract Customers Commission Price 66

ClickFunnels

SEPTEMBER 27, 2021

So think about what issues come up again and again when dealing with clients: Are there any laws that could benefit potential clients that they might be unaware of? Pick the issue that comes up most often and provide a free solution to it in a format that makes the most sense. Keep in mind that networking is a long game.

Referrals 237

Referrals Legal Lead generation Non-Profits 237

Closing Bigger

DECEMBER 14, 2022

3) Improve your lead nurturing game More contact More variety Better context Better timing More relationship More discrimination 4) Expand while your competitors and contracting. Your competitors are hunkering down and hatching, take advantage of this. Your competitors are hunkering down and hatching, take advantage of this. *

B2B 52

B2B Contract Finance Territory 52

Closing Bigger

DECEMBER 14, 2022

3) Improve your lead nurturing game. 4) Expand while your competitors and contracting. Proposal follow-ups. The post 9 B2B Sales Kick-Off Strategies for 2023 and Beyond – Podcast appeared first on Shane Gibson's Podcast – Social Selling – B2B Sales and Influence. 3) Improve your lead nurturing game.

B2B 52

B2B Contract Finance Territory 52

PandaDoc

APRIL 23, 2024

Understanding sales pipeline management Every pipeline is made up of consecutive steps, like a chain consists of separate links. Boost your sales team efficiency Simplify the sales doc process and give your reps time back in their day to sell more. Here are a few things to think about while executing on your sales strategy.

Pipeline 52

Pipeline CRM Negotiate Legal 52

SaaStr

JULY 13, 2023

But ahead of that, I wanted to write up my top learnings while they were top of mind: #1. NRR is the NorthStar metric in SaaS, but we all agreed it can be gamed, to some extent. Long-term contracts can boost NRR, without adding long term value. #6. It was great and will be released soon on their podcast and ours.

Cross-sell 74

Cross-sell Contract Gaming Up-sell 74

SaaStr

APRIL 27, 2022

Category creation involves dreaming up a new suite of products that can sell via traditional channels or methods. It’s a process that demands more than a game-changing product, as it takes having the right talent on your team and a consistent vision that drives all aspects of your business.

CRM 92

CRM Price Contract Gaming 92

Salesforce

FEBRUARY 16, 2024

About 69% of sales professionals say selling is more difficult now than in previous years, according to Salesforce’s State of Sales report. Even though it’s harder to sell, reps still need to hit their numbers. If they sell just one of those products, their net pay is $100,00 + (.1 The pressure is on.

Commission 104

Commission Territory Quota Drivers/motivators 104

Salesforce

MARCH 13, 2023

Skill up your sales team, fast Our new four-part video series, Simply Put, pulls back the curtain on the rock-star sales team at manufacturer Armstrong Steel. Watch now At Armstrong Steel — where we sell and manufacture steel buildings — we’re doing everything we can to get ready for new kinds of selling.

Manufacturing 98

Manufacturing Cold Call Sales Contract 98

Sales Hacker

APRIL 15, 2021

We had just seen Machu Picchu (a place which lives up to EVERY ounce of the hype. One of my wife’s work colleagues challenged me to a game of chess. We’ll likely pick up another 10-20% this month, but the majority comes from that first call. Giving a trial shows that you’re willing to put some skin in the game.

A/B testing 138

A/B testing Contract Sales Closing 138

Anthony Cole Training

JANUARY 14, 2015

Years ago, I contacted David Kurlan, President of Objective Management Group, to discuss contracting with his company to become a distributor of his sales evaluation product. So, Dave, on our initial call did not want to contract with me because he already had a distributor in Cincinnati… and that person had an exclusive contract.

Sell 168

Sell Contract Drivers/motivators Sales 168

Gong.io

OCTOBER 24, 2022

And just because your team is good enough to sell to small businesses doesn’t mean they can cut it with enterprise buyers. . Also known as complex sales, enterprise sales is simply the process of selling products and services to large corporations. What makes enterprise selling worth the effort? What is enterprise sales?

Contract 62

Contract Sales Clients Up-sell 62

Gong.io

NOVEMBER 17, 2021

The ultimate holiday selling guide. . More specifically, it’s a holiday selling calendar , with hot spots and cold dates for scheduling meetings and collecting signatures. Prospects sign 27% FEWER contracts during the week of Thanksgiving. . And you can forget about a signed contract in your stocking. The result?

Sell 62

Sell Contract Quota Up-sell 62

Martech

JULY 14, 2022

It changes depending on the type of product you’re selling and the market you are pursuing. Canare says that while there are elements common to all campaigns, there are significant differences depending on what you sell and who you’re selling it to. You have to sell to them differently. They buy differently.”.

E-commerce 109

E-commerce Cross-sell Contract Up-sell 109

Search Engine Land

SEPTEMBER 11, 2023

After you build up some traction and reputation, you can start investing in SEO, as people will search for your solution independently. Advanced tools like Ahrefs are available for under $100 per month to level up your game. What’s more, they don’t sell their products directly to customers.

Niche 142

Niche Engineering Promote Territory 142

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. They sell that product to general councils, operations teams, and deal desks. They sell that product to general councils, operations teams, and deal desks. What is LinkSquares?

Contract 108

Contract X-functional Objectives and Key Results Legal 108

SaaStr

DECEMBER 1, 2023

It’s not all about process, joining calls, talking about contracts, and giving a bigger discount. You can get up to speed by diving into the content. Hiring a VP of Sales with No One Lined Up to Follow Them You have to do the work here as a VP of Sales. The truth is that the cynics need to get out of the game.

Quota 58

Quota Gaming Sales Up-sell 58

ClickFunnels

OCTOBER 12, 2021

Here at ClickFunnels, we believe that the most effective way to sell online is the Value Ladder sales funnel. Remember that just because someone signed up for your email list to get the freebie doesn’t mean that they are going to buy something from you. Create a simple 6-email follow-up sequence. Create your first lead magnet.

Lead generation 244

Lead generation Contact Contract Price 244

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. A lot of sales reps end up competing on who sold the most or what product is selling faster. Maybe you’re selling the right products to the wrong audience in the wrong market.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

CloserIQ

JANUARY 28, 2019

By introducing your new reps to the right sales tools, you can speed up the training process and set your new team members up for success. This class of tools can speed up the research process. Hubspot Sales (its chrome extension sends live notifications and has a contact information pop-up that displays contact history).

Contract 94

Contract Represent CRM Presentation 94

Sales Pop!

MAY 16, 2022

It seems a long time since the world of selling has been normal. But there’s definitely light now at the end of the tunnel and big deals with major accounts are being pursued and won – deals that could be game-changers for organizations, especially after two years in the COVID Valley. The decision’s been made – you won the deal!

Contract 52

Contract Negotiate Legal Clients 52

SaaStr

DECEMBER 5, 2023

You don’t want to end up in The Valley of Death, where you can’t get the big dollar contracts. You have to expand your focus on how you sell and make it strategic to the C-suite. When you get to the phase of wanting to sell to Enterprise, it often breaks down at Enterprise needs. The warning — You have to be patient.

GTM 75

GTM Cross-sell Government Legal 75

Sales Pop!

SEPTEMBER 23, 2021

But the irony is that in selling to large accounts , sales cycles are typically long and drawn out. And as the calendar pages turn in major account pursuits, doubt, uncertainty, risk, and costs add up. And you must also be able to gauge the extent of the power of the legal and contracts teams in the process and strategize accordingly.

Legal 97

Legal Finance Contract Networking 97