Gong.io

DECEMBER 3, 2019

Here at Gong Labs, we capture sales interactions from our product users – web conference meetings, phone calls, and emails. Or, in response to a net 60 payment request, “Sorry, all contracts require net 30.”. The post The One Word to Avoid in Your Next Sales Pitch appeared first on Gong. The price is the price.

Pitch 99

Pitch Negotiate Price Trust 99

Search Engine Land

NOVEMBER 30, 2023

One person from a private equity team told me that we won their business because we led off the pitch meeting by saying that we didn’t want to scale their account until tracking was in really good shape, even though that could take months. Similarly, there’s been software that seemed great, but we found it didn’t meet our needs.

Contract 104

Contract Clients Pitch Growth 104

The 5% Institute

AUGUST 10, 2023

Remote closing sales involve finalizing deals, agreements, and contracts through digital means, eliminating the need for face-to-face interactions. Unlike traditional sales, where in-person meetings were the norm, remote closing sales rely on building meaningful connections in a virtual environment.

Closing 52

Closing Contract Technique Clients 52

Gong.io

DECEMBER 3, 2019

Here at Gong Labs, we capture sales interactions from our product users – web conference meetings, phone calls, and emails. Or, in response to a net 60 payment request, “Sorry, all contracts require net 30.”. The post The One Word to Avoid in Your Next Sales Pitch appeared first on Gong. The price is the price.

Pitch 62

Pitch Negotiate Price Trust 62

Cerebral Selling

AUGUST 8, 2022

According to my good friend (and fellow sales nerd) Todd Caponi, author of The Transparency Sale and the upcoming The Transparent Sales Leader , economic expansion and contraction is normal. Has your pitch? Assure them, this is normal. History tells us massive inflation and uncertainty follows explosive economic growth.

Sales 199

Sales Contract Clients Quota 199

Veloxy

JUNE 8, 2022

For instance, you could have a pipeline worth a million dollars in contract value. For all companies, meeting existing sales targets and forecasting sales and revenue is crucial to organizational success. But since your conversion rate from leads to sales is 10%, then you can expect to close only $100,000 worth of new business.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Salesmate

JULY 8, 2020

A simplified email drip sequence would look something like this: Introduce who you are and what you offer Explain how your product or service can benefit the lead Give a case study that proves the quality of your product or service Pitch for a consultation. Meeting Prospects. Some people like to meet face-to-face.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

Salesforce

NOVEMBER 20, 2023

This isn’t just a quick pitch, however. How to start a sales call How to close a sales call 13 tips for making a successful sales call Sell faster by connecting with buyers wherever they are Learn how Sales Engagement helps you meet buyers on their preferred channels, whether by phone, email, and web. Market research done?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Sales Hacker

JUNE 1, 2022

But the reality is traditional rapport in sales began to shift even before the pandemic began , with reports showing buyers only spent about 17% of their time meeting with potential suppliers. Related community discussion: Sick of Zoom meetings? Use pre-meeting agendas. Start by sending a pre-meeting agenda. Pitch decks.

Pitch 93

Pitch Contract Trust Follow-up 93

Hubspot

DECEMBER 13, 2023

These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more. In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs.

Objection handling 69

Objection handling Negotiate Cross-sell Contract 69

SaaStr

SEPTEMBER 12, 2023

While cold emails face long odds, these examples show that a great pitch tailored to the recipient that indicates the potential opportunity can succeed in getting a founder an initial meeting and potential funding. Long-Term Contracts 8. No Contract At All Some good ones! And why you have to do it, 9 times out of 10.

Price 93

Price Contract Territory Growth 93

PandaDoc

AUGUST 29, 2022

An average deal negotiation process typically consists of these steps: Submission of a proposal Promotion to the shortlist Becoming a preferred vendor Scope approval Quote sending Contract sending Contract signing. And the higher your annual contract value, the longer your average sales cycle. Contract sending.

Negotiate 98

Negotiate Contract Objectives and Key Results Legal 98

Lead Fuze

JULY 18, 2023

You can’t just wing it during a cold calling session or meeting with prospects. Could contract terms potentially create friction? Simplifying your sales pitch could help overcome these common objections. No, it extends beyond that moment and into the planning phase for a follow-up call or meeting.

Objection handling 52

Objection handling Cold Call Contract Pitch 52

Veloxy

DECEMBER 28, 2023

Inside sales focuses on volume, targeting SMB and mid-market buyers with products that are typically more cost-effective and require less consideration from customers, while outside sales emphasizes securing high-value, high-quality accounts and targeting major customers with a higher average contract value. Is outside sales a hard job?

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

A Sales Guy

FEBRUARY 10, 2021

———————– The Pitch: So, we signed the contract paid our 20k dollars upfront fee, and met the creative team. ” It was positioned similar to an AA meeting talking about how bad a salesperson they were and how it was negatively affecting their life. Their one big idea?

Pitch 107

Pitch Up-sell Contract Promote 107

Veloxy

AUGUST 6, 2021

These are calls where the deal gets moved across the line, contracts get signed and reps earn their commissions. What’s more, it’ll most likely be followed up by more calls or a face to face meeting with additional people. It’s also up to you to customize your opener and tweak your pitch according to the prospect you’re calling.

Cold Call 328

Cold Call Pipeline Follow-up Prospecting 328

Sales Hacker

FEBRUARY 17, 2021

In part, my shift in thinking could pertain to not being the “front man” handling the pitch. Seller (Ham): I’ll help build rapport, set the upfront contract and handle next steps towards the end of the call. In many instances, Ham may need to manage the energy for his/her own team while Egg makes the pitch.

Sell 121

Sell Contract Pitch Up-sell 121

Salesforce

SEPTEMBER 19, 2023

A prospect lingering in the negotiation stage, for example, may need a change to product price to move them to the contract stage. When the prospect meets specific exit criteria (requirements needed to complete a pipeline stage), they move to the next stage in the pipeline. This is where lead qualification comes in.

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

Veloxy

AUGUST 31, 2023

From long-lasting client relationships to face-to-face meetings , field reps can make all the difference in innovation by continually supporting customer needs. If you’ve been meeting quota attainment for the past few months in a row, then you’re clearly underplaying your real potential.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Spiro Technologies

NOVEMBER 3, 2022

And yes, sometimes, you may need to meet with someone face-to-face. This is often easier said than done, since we get so used to making the same pitch repeatedly until it becomes almost involuntary. The prospect is the one whose needs should be met in sufficient fashion to get to a signed contract.

Prospecting 59

Prospecting Pitch Commission Contract 59

Hubspot

AUGUST 25, 2022

After countless attempts to connect with prospects and land a meeting to no avail, you’ve hit a wall. Number of meetings scheduled. When your conversion rate was highest, what was the pitch you used? They’re under contract with another vendor. Leading a sales meeting? Creating a pitch deck?

Cold Call 79

Cold Call Drivers/motivators Pitch Cross-sell 79

Highspot

JANUARY 14, 2024

These platforms offer a centralized and accessible hub for hands-on practice, role play simulations, and on-demand learning resources to ensure sales teams stay ahead of the curve and meet the demands of the ever-changing market. Virtual selling extends beyond email and video meetings. What Does Virtual Selling Look Like?

Quota 52

Quota Sell Sales Contract 52

The 5% Institute

JUNE 12, 2023

They serve as the main point of contact, understanding clients’ needs, addressing their concerns, and providing appropriate solutions to meet their requirements. They identify new business opportunities, pitch products or services, negotiate contracts, and close deals to achieve sales targets.

Negotiate 52

Negotiate Relationship Management Contract Clients 52

PandaDoc

APRIL 20, 2022

Outside sales refers to the process of sending an actual salesperson into the field to meet with prospective customers. Sales are usually conducted through face-to-face meetings, at conferences and trade fairs, and similar events. PandaDoc can help with electronic signature capture, contract lifecycle management, and much more.

Technique 98

Technique Cold Call Contract Cross-sell 98

Hubspot

JANUARY 4, 2019

Pitch the solution, not the product. Pitch the solution, not the product. Finalize the signing of the contract and any additional paperwork. article , Geoffrey James pointed out that if the prospect answers "no" to this question, the rep has indirectly gotten them to agree to the contract. How to Close a Sale.

Closing 101

Closing Contract Technique Drivers/motivators 101

Martech

JULY 25, 2023

Marketing work management platforms help marketing leaders and their teams structure their day-to-day work to meet their goals on deadline and within budget constraints, all while managing resources and facilitating communication and collaboration.

Territory 81

Territory Contract Clients Follow-up 81

SaaStr

MAY 25, 2020

In your contracts. Recap the meeting to ensure alignment. “Offer something of value at every interaction whether it is content or a meeting, and it needs to be something your prospect really does value not “learn how our solution that will help you.” — Kris Bondi, CMO. In your service offerings. In your proposals.

Closing 135

Closing Process Contract Price 135

Openview

MAY 29, 2019

And as data breaches continue to cause massive headaches for brands around the globe, meeting rigorous security requirements is also crucial. I like to use a contracts and compliance manager for this critical responsibility. Be prepared to receive 600-question security assessments routinely. Integration options.

Product 93

Product Customers Sell Contract 93

SaaStr

NOVEMBER 12, 2022

But then, once they get to say $1m+ ARR, growing 15%, 16, 20% a month — why isn’t every VC they meet offering a term sheet? I personally hate pilots, but will give you lots of credit for a closed, quality customer on a 1+ year contract … even if it just closed last week. Others will assume you’ll convert them.

Networking 135

Networking Growth Price Engineering 135

CloserIQ

JULY 1, 2019

It’s likely that some leads will fail to meet important criteria like revenue, size, or industry. . From here, you can move to book a pitch or product demonstration. . Conduct research and make the pitch. Once you have a solid list of sales-qualified leads, it’s time to conduct further research to pitch them. .

Process 89

Process Objectives and Key Results Contract Pitch 89

Gong.io

AUGUST 10, 2022

As a result, consultative selling involves tailoring your pitch to the buyer’s needs. Increased revenue is one of the biggest benefits of consultative selling, especially in terms of annual contract value (ACV). Consultative selling helps you meet the desires of buyers, too.

Consult 62

Consult Sell Cold Call Pitch 62

Hubspot

NOVEMBER 6, 2017

This makes listening to your pitch feel like an option, helping you get a firm date on the calendar and decreasing the likelihood your prospect flakes at the last minute or ghosts entirely. Start every deal by closing for a phone number, an intro, or a meeting. Instead of saying, “ What’s a good time for us to meet? ”

Contract 94

Contract Closing Price Follow-up 94

Highspot

DECEMBER 5, 2023

Benefits of a Well-Defined Sales Process The benefits of having a sales process extend far beyond meeting quarterly quotas. Researching the company allows you to tailor your approach, ensuring you meet their needs and challenges. This step focuses on gathering insights to inform your sales pitch.

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

Spiro Technologies

MAY 20, 2021

Do you want them to commit to a second meeting? Do you expect them to sign a contract at the end of the call? Before you pick up the phone to call, get yourself excited; it can actually make up for other drawbacks in your pitch. This is a bad approach. Before every call, you should know exactly what you want the prospect to do.

Contact 96

Contact Prospecting Pipeline Contract 96

Sales Hacker

JUNE 13, 2023

Then there’s a logistics stage covering contract details. And businesses tend to think of each stage as a meeting or call. If your product is way outside what they’re looking to spend, even the best sales pitch is not going to land. Not every decision point needs to be handled in a separate meeting. Next up is budget.

Process 87

Process Cross-sell Sales Finance 87

Hubspot

APRIL 27, 2023

While it is important for account executives to have great communication skills — verbal and written — they also need to know how to negotiate new contracts and renew existing contracts. Post-sales account managers also work to renew client contracts and upsell existing contracts.

Account management 74

Account management Commission Contract Sales 74

Gong.io

DECEMBER 14, 2022

Sales reps don’t waste time chasing low-quality leads that won’t close or whose annual contracts are barely worth their time. Achieve higher annual contract value (ACV). You’ll generate fewer deals when you use target account selling, but those deals will have a significantly higher annual contract value than previous deals.

Sell 62

Sell Cold Call Contract GTM 62