Veloxy

JUNE 8, 2022

For instance, you could have a pipeline worth a million dollars in contract value. And in these tough times, it also opens up avenues for working remotely so sales teams can concentrate on closing deals and boosting lead conversions. Great sales CRM software has automating functions that schedule follow up emails to leads overtime.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

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 102

Contract Clients Pitch Growth 102

Veloxy

AUGUST 6, 2021

These are calls where the deal gets moved across the line, contracts get signed and reps earn their commissions. Unfortunately, closing calls depend on who you’re selling to and could take you tens of hours. So you’ll either come out on top by establishing an authoritative relationship, or you’re stuck playing catch up the entire time.

Cold Call 328

Cold Call Pipeline Follow-up Prospecting 328

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

Salesmate

JULY 8, 2020

You can take this approach to the next level by setting up retargeting ads across FB, Google Ads, or Youtube, that pushes these prospects to a landing page where you offer a content upgrade. If you’re serious about applying this approach, I recommend you buy the book Sell Like Crazy , by Sabri Suby. Meeting Prospects.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

Sales Hacker

JUNE 1, 2022

Sales professionals have been selling over the phone and video for years. 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?

Pitch 93

Pitch Contract Trust Follow-up 93

SaaStr

NOVEMBER 19, 2021

I’m a sales professional wrapped up in a marketer’s body, I’m maniacally focused on all things go to market and I’m basically free go to market consulting for our portfolio companies. Because when we have it as a stage, because what we do, we set ourselves up just to do a checklist of questions.

Pitch 96

Pitch Conversion Sales Territory 96

Salesforce

NOVEMBER 20, 2023

This isn’t just a quick pitch, however. As celebrated entrepreneur Siva Devaki noted, “Sales is not about selling, but about building trust and educating.” Speed up your sales Wait, what is a sales call? Also, keep your prospect’s communication and engagement preferences in mind as you prepare your pitch.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

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 73

Objection handling Negotiate Cross-sell Contract 73

PandaDoc

MAY 9, 2024

Let’s look at the elements that make up the sales velocity definition. Qualified leads meet criteria such as having the budget or buying authority for your product or service. You may find out that you need to speed up the pace of deals for SMBs, while a longer sales cycle is optimal for enterprises.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

A Sales Guy

FEBRUARY 10, 2021

———————– The Pitch: So, we signed the contract paid our 20k dollars upfront fee, and met the creative team. If you’re not up to speed on what’s going on, see Part I of this calamity here. After review, we had an alternative idea that we had come up with.

Pitch 107

Pitch Up-sell Contract Promote 107

Lead Fuze

JULY 18, 2023

We will explore common objections you might encounter during prospecting or follow-up calls such as price, budget, competitor comparisons, and timing issues. Finally, setting up a solid follow-up plan after addressing objections and continuously improving your skills are essential aspects that we’ll cover extensively.

Objection handling 52

Objection handling Cold Call Contract Pitch 52

Highspot

JANUARY 14, 2024

In turn, businesses have to adapt and innovate in virtual selling. What Is Virtual Selling? What Does Virtual Selling Look Like? Ways Virtual Selling Can Benefit Your Business Virtual Selling Best Practices and Tips Virtual Selling Tools Virtual Selling Challenges What Is Virtual Selling?

Quota 52

Quota Sell Sales Contract 52

Sales Hacker

FEBRUARY 17, 2021

Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side. In part, my shift in thinking could pertain to not being the “front man” handling the pitch. What is the “ham and egg” method?

Sell 121

Sell Contract Pitch Up-sell 121

Hubspot

AUGUST 25, 2022

You pick up the phone and no one is answering your calls. 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.

Cold Call 83

Cold Call Drivers/motivators Pitch Cross-sell 83

PandaDoc

APRIL 20, 2022

Engage in social selling. To clear this up: Outbound sales refers to the process of reaching out to prospects who haven’t indicated a direct interest in buying the product or service you want to sell. Outside sales refers to the process of sending an actual salesperson into the field to meet with prospective customers.

Technique 98

Technique Cold Call Contract Cross-sell 98

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. Closing the deal faster.

Negotiate 98

Negotiate Contract Objectives and Key Results Legal 98

SaaStr

JUNE 21, 2023

He didn’t like to sell to developers, so he quit. The best piece of wisdom Harbaugh received during this time was, “Everything is up and to the right if you zoom out.” VCs can be fickle about what they fund, but if you have revenue, you have more leeway for when you take an investment. because they needed to rebuild the sales team.

Price 103

Price Real Estate A/B testing Pitch 103

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

Gong.io

AUGUST 10, 2022

A product-focused, target-oriented mindset may have worked 30 years ago, but today’s buyers are much better informed and far less willing to put up with an unsatisfactory sales experience. . Adopting a consultative selling approach that takes a genuine interest in your customers will blow your competitors out of the water. .

Consult 62

Consult Sell Cold Call Pitch 62

Spiro Technologies

MAY 20, 2021

Here are some tips to help you do just that — before picking up the phone or typing up an email to your next prospect, do these five things first: 1. Do you want them to commit to a second meeting? Do you expect them to sign a contract at the end of the call? Customize your positioning . Know your ask .

Contact 96

Contact Prospecting Pipeline Contract 96

Salesforce

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Not only will this help you build trust, which makes it easier to sell , but it will open the door to long-term relationships that can lead to upsells and cross-sells. As a test, they added our pop-up banners to their home page.

Gaming 95

Gaming Cross-sell Referrals CRM 95

Sales Hacker

JUNE 13, 2023

Company founders do a lot of the selling in the early days. Then there’s a logistics stage covering contract details. And businesses tend to think of each stage as a meeting or call. If you sell cars, what decisions does a buyer need to make before they are ready to buy? Next up is budget. Owners know what I mean.

Process 87

Process Cross-sell Sales Finance 87

Hubspot

APRIL 27, 2023

They make initial contact with people whom they think are qualified and ready to use the product they're trying to sell. Account Executive When sales reps show potential for growth and get enough experience creating sales, they often take up the role of an Account Executive (AE). SDRs are responsible for outbound prospecting.

Account management 77

Account management Commission Contract Sales 77

Gong.io

DECEMBER 14, 2022

It’s time to talk about target account selling, or TAS. Target account selling is a highly personalized, targeted approach to sales that sees your sales reps focus only on the very best accounts. With that in mind, let’s examine what exactly target account selling is and how you can start executing it in your sales strategy today.

Sell 62

Sell Cold Call Contract GTM 62

Hubspot

AUGUST 2, 2021

Now that the world is opening back up, it’s time to get out there and meet your customers face-to-face. Planning the perfect customer visit will ensure that you meet your goals and that your customer meeting will be successful. Are they constantly printing out reports to pin up on a wall? Why plan a customer visit?

Customers 92

Customers Cross-sell Referrals Clients 92

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 136

Closing Process Contract Price 136

Sales Hacker

FEBRUARY 2, 2021

A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale. It entails carrying out research and gathering vital information regarding your customer so that you can make a good pitch guaranteed to close the deal.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

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. And set your new customer up for success with resources and information about implementation. This is the closing line espoused by Dave Kurlan in his book Baseline Selling.

Closing 101

Closing Contract Technique Drivers/motivators 101

Salesforce

NOVEMBER 19, 2021

Sign up now. Tracking this carefully can help you determine how each lead should be approached, which products/services are best for a sales pitch, and what messaging you should use to close the deal. “Today, my definition of selling is helping [people],” Bosworth said. Discover timely insights and useful sales tips.

Pitch 98

Pitch Sales Customer Relationship Management Prospecting 98

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

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. Who are you selling to?

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

Openview

MAY 29, 2019

But as wonderful as selling into enterprise accounts is, it can pull you in a million different directions with new types of requests and requirements. And as data breaches continue to cause massive headaches for brands around the globe, meeting rigorous security requirements is also crucial. Integration options.

Product 93

Product Customers Sell Contract 93

Gong.io

JANUARY 5, 2019

A full commercial teaching pitch has six phases: The Warmer: Describe the problem to your buyer in a way that gets them to nod in agreement. Commercial teaching pitches lead to your strengths, not with them. Your pitch should teach your buyer to value your differentiators. Solution Selling Methodology.

Pitch 131

Pitch Sales Up-sell Contract 131

Hubspot

AUGUST 23, 2022

These included: Following up on sent contracts 35.92%. Pitching to prospects 35.50%. Following up cold prospects 33.25%. Preparing contracts and agreements 33.25%. Turn up with a slick, digital demo, and leads become customers. Prospecting 34.75%. Product demos 33.50%. In sales, context is everything.

Contract 60

Contract Pipeline Cold Call Pitch 60

Hubspot

MARCH 25, 2024

As a result, meetings are always either postponed or no-shows.” The Prospect Who's Afraid to “Sell in” When we asked Patty Radford Henderson , CEO & Founder of Annum , about some of the most frustrating prospects she deals with, she referenced buyers who were a little sheepish about bringing potential offerings to company leadership.

Prospecting 74

Prospecting Price Presentation Pipeline 74

Sales Hacker

AUGUST 21, 2019

The right words have the power to overcome most of the objections faced by every salesperson , and the best salespeople know the words that sell. I appreciate how hard it is for you to meet that goal.”. That makes your pitch personal. Elmer Wheeler pointed it out in 1920: Don’t sell the steak — sell the sizzle !

Contract 90

Contract Up-sell Prospecting High impact 90