Gong.io

AUGUST 10, 2022

Adopting a consultative selling approach that takes a genuine interest in your customers will blow your competitors out of the water. . If you’re ready to become a customer-centric salesperson, then read on to discover how consultative selling works. . Consultative selling definition: What is consultative selling?

Consult 62

Consult Sell Cold Call Up-sell 62

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

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

Search Engine Land

JUNE 13, 2024

Consider reviewing the contract that the client just signed. Meet with your business development team, which has just put in blood, sweat and tears to pitch that client to your company. Are you clear on what they do or sell? The client will not forget an analyst who comes to their first meeting underprepared.

Clients 97

Clients Meeting Contract Start-ups 97

Search Engine Land

SEPTEMBER 29, 2023

Microsoft claims its attempts to sell Bing to Apple were blocked by Google. Tinter went on to reveal that Microsoft had also tried to pitch Samsung about making Bing the default search engine on its products. ” Samsung also shut down potential sale. Get the daily newsletter search marketers rely on. SUBSCRIBE See terms.

Territory 139

Territory Negotiate Contract Engineering 139

Gong.io

DECEMBER 3, 2019

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. Don’t apologize for your price. . When to use : Any time you have a tough negotiation, and need to stand your ground. They’ll thank you for it.

Pitch 99

Pitch Negotiate Price Trust 99

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? The post 5 Strategies for Leading Sales Teams Through Times of Uncertainty appeared first on Cerebral Selling.

Sales 204

Sales Contract Clients Quota 204

Veloxy

JUNE 8, 2022

For instance, you could have a pipeline worth a million dollars in contract value. So if you can save on time spent doing repetitive tasks, then your reps will be able to focus on a singular goal of selling and closing deals more effectively. For B2B sales in particular, a healthy pipeline comes with a lot of benefits. Conclusion.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Search Engine Land

MARCH 21, 2024

Here are some of the points you’ll want to cover when educating your new agency about your business: Company overview Give the 30-second elevator pitch of your business to the people at your new agency. Value proposition What sets you apart from others in your industry selling a similar product or service? Then go deeper.

Contract 106

Contract Education Clients Trust 106

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. People will remember how you made them feel in the pitch, weekly meetings, and daily interactions.

Contract 106

Contract Clients Pitch Growth 106

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. I like to use a contracts and compliance manager for this critical responsibility. Plus, enterprise customers usually spend more—on support, seats, usage, integrations, etc.

Product 93

Product Customers Sell Contract 93

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. Advantages of Remote Selling The advantages of remote closing sales are manifold. This broader reach translates to increased opportunities and a more diverse client base.

Closing 52

Closing Contract Technique Clients 52

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

Gong.io

DECEMBER 3, 2019

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. Don’t apologize for your price. . When to use : Any time you have a tough negotiation, and need to stand your ground. They’ll thank you for it.

Pitch 62

Pitch Negotiate Price Trust 62

Search Engine Land

JUNE 13, 2024

Many people hate hiring agencies and seek freelance support because they won’t be tied into a contract. But if it is and you are struggling with offers, head over to an AI tool and use a prompt like this: “I’m trying to launch my own freelancer business selling websites and SEO services. Today, you have work. Tomorrow you don’t.

Government 86

Government Pitch Start-ups Clients 86

SaaStr

FEBRUARY 8, 2022

You’re not the only SMB asking this question as you navigate perpetual pitches, closing clients, and growth. . Waze defines value as the deal size or amount of the contract. What is your average deal size pitched vs. closed? The key to closing bigger deals is to pitch bigger amounts. Let’s look at them: Value.

Objectives and Key Results 91

Objectives and Key Results Pitch GTM Cold Call 91

Salesmate

JULY 8, 2020

If you’re serious about applying this approach, I recommend you buy the book Sell Like Crazy , by Sabri Suby. Sell their goals. Your proposal can double as a contract. Having a contract protects both you and your new client by ensuring that you are both aware of your obligations and bound by them. Set the agenda.

Pipeline 126

Pipeline Negotiate Contract Objectives and Key Results 126

The 5% Institute

SEPTEMBER 14, 2021

A common, old school mindset that a lot of Sales Professionals and Business Owners have, is to come in with the hard sell. They present or pitch too soon , or they use the ‘always be closing’ mantra. To learn why you should avoid the old way of selling, read the linked article directly below. The Soft Close Example #4.

Closing 144

Closing Technique Consult Pitch 144

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. For example, if you sell CRM software, you might conduct a demo call to show the prospect how your system can streamline their sales processes and improve customer relationships.

Objection handling 72

Objection handling Negotiate Cross-sell Contract 72

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. Why Should You Sell Into Startups? While selling to startups is an evergreen opportunity, it’s important to understand the risks as well.

Sell 79

Sell Minimum Viable Product Objectives and Key Results Cross-sell 79

A Sales Guy

FEBRUARY 10, 2021

———————– The Pitch: So, we signed the contract paid our 20k dollars upfront fee, and met the creative team. Excited, we met with their creative team walked them through the Gap Selling methodology, gave them access to the online training, and answered all their questions.

Pitch 107

Pitch Up-sell Contract Promote 107

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.” Send an advance copy of the contract or a prepared quote so all decision-makers can review sales details before the call.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

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. Remember, you’re in the business of selling solutions. This is where discovery calls come to the rescue.

Cold Call 328

Cold Call Pipeline Follow-up Prospecting 328

The 5% Institute

APRIL 27, 2022

Positioning In Sales – How To Sell Effectively. Firstly, instead of pitching your services or offer – you’re coming at it from a position of serving and solving a problem. To learn how to do so, we recommend reading the three linked articles below for more detail. These will teach you key tips and techniques to close more consistently.

Closing 143

Closing Consult Technique Sales 143

Sales Hacker

JUNE 1, 2022

Sales professionals have been selling over the phone and video for years. Here are 6 ways to build rapport and demonstrate value in a remote selling environment: 1. Examples of sales collateral that showcase you and your brand include: Contracts/proposals. Pitch decks. Personalize outreach to make an impact.

Pitch 96

Pitch Contract Trust Follow-up 96

SaaStr

DECEMBER 1, 2021

It’s not the slick pitch. It’s not the hard sell. The ones that truly not only understand the product and the pitch — and not even just how to deliver incredible value during the sales process — but the magic of how to connect that value to a signed contract.

Intrinsic 120

Intrinsic Pitch Contract Quota 120

Lead Fuze

JULY 6, 2023

This comprehensive guide will provide you with the necessary tools and insights to successfully pitch brands and build meaningful connections. How to sell a brand’s products? Match these with your own to make your pitch genuine and increase the chances of a positive response. How can influencers approach brands?

Pitch 52

Pitch Follow-up Contact Contract 52

Lead Fuze

JULY 18, 2023

Could contract terms potentially create friction? Might they feel overwhelmed by what you’re selling because of its complexity? Simplifying your sales pitch could help overcome these common objections. Addressing Potential Obstacles Are there features that might not align perfectly with their operations?

Objection handling 52

Objection handling Cold Call Contract Pitch 52

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

NOVEMBER 30, 2021

Decision Intelligence Selling: Transform Your Sales Team for the Future With the Best Sales Intelligence Tool. This is when Decision Intelligence selling comes in the picture. Over the past few years, we’ve developed a new approach to sales that is called Decision Intelligence Selling. I hope that rubbed you the wrong way.

Sell 52

Sell Sales Up-sell Clients 52

Partners in Excellence

DECEMBER 23, 2022

He’s says most of the time people look at him quizzically, seeming to be thinking, “Why are you wasting my time with that question, I’ve got to pitch the products to the customer!” ” For years, I’ve been asking variants of these questions to sellers. The challenges they have in doing this.

Customers 62

Customers Territory Manufacturing Contract 62

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. Method 1: Engage in social selling. The power of social selling is relationship-based. But they aren’t actually selling!

Cold Call 98

Cold Call Technique Contract Cross-sell 98

SaaStr

DECEMBER 9, 2019

It’s not the slick pitch. It’s not the hard sell. The ones that truly not only understand the product and the pitch — and not even just how to deliver incredible value during the sales process — but the magic of how to connect that value to a signed contract.

Intrinsic 129

Intrinsic Pitch Contract Quota 129

Anthony Cole Training

FEBRUARY 14, 2014

pitches per at bat. I’m going to round the number to 4,000 pitches per season. Derek is contracted through 2014 - even though he only played in 7 games last year. What I do know is if I would intend to sell more, sell more quickly, be more effective, then I must: Practice, Practice, Practice.' Practicing.

Sports 169

Sports Pitch Gaming Contract 169

Martech

JANUARY 26, 2024

Short-term contracts. They encountered several challenges: Ineffective pitching due to the novelty of JourneyDXP’s product. Irrelevant titles and industries For example, if you are selling computers and targeting the financial department. But they often don’t even care whether their company might need this product or service.

B2B 117

B2B Customers Appointment Objectives and Key Results 117

Gong.io

JULY 25, 2022

It sounds nice, but that doesn’t really solve our dilemma as salespeople because, obviously, it’s our job to sell to people. So, this leaves a pretty big question on the table: How can we sell to a prospect without them feeling like they’re being sold to? Upfront contract. Fulfillment. Let’s find out. So, what’s next?

Consult 117

Consult Pitch Up-sell Follow-up 117

Score More Sales

SEPTEMBER 26, 2014

Because people who sell are all different and our buyers are also people who are all different. Roles vary in companies – what I say to an executive in the c-suite is different than what I say to the IT director or to the user of the services I could sell to a company. Based on geography and industry, buyers vary as well.

Sell 90

Sell Objection handling Pitch Contract 90