Salesforce

OCTOBER 22, 2024

Your sales pitch for each of these prospects should highlight different features and case studies to cater to their priorities. Be prepared to navigate discussions and sales pitches with multiple parties to close the deal. A lead’s criteria may not neatly line up with what you consider the product’s main selling point.

E-commerce 87

E-commerce Territory Pitch Sales 87

SaaStr

APRIL 14, 2025

Your pitch should focus on the critical business issues theyre facing and how your solution delivers measurable ROI. Document clear business cases and tailor your proposal to their specific needsgeneric pitches wont cut it. For example, a $25k pilot can grow into a $1M+ enterprise-wide contract over time. Embrace them.

Closing 61

Closing Contract Pitch Finance 61

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. These ups and downs are a normal part of business (and the human experience). Has your pitch? Practice ‘extreme firmographic focus’.

Sales 220

Sales Contract Clients Quota 220

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

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

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. Sell their goals.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

SaaStr

DECEMBER 9, 2019

Let me list a few: Why do customers buy a ton of seats up front , when they could start with a few and buy more later? Leads dry up at the end of the year, for natural reasons. It’s not the slick pitch. It’s not the hard sell. (Note this is an update / refresh of our classic 2014 post). I mean, c’mon? >>

Intrinsic 135

Intrinsic Pitch Contract Quota 135

The 5% Institute

SEPTEMBER 14, 2021

The magic of succeeding with the soft close, is all the work you do prior, leading up to asking for the sale. 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.

Closing 144

Closing Technique Consult Pitch 144

Adaptive Business Services

DECEMBER 18, 2019

You’ve built up your book of business, your marketing is a fine-tuned lead generating machine, but are your pitches closing as many deals as they should be? In this guide we’ll explore simple yet effective “hacks” to increase your pitch acceptance rate, close more deals and grow your book of business. #1

Pitch 62

Pitch Objectives and Key Results Follow-up B2B 62

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Identifying upsell and cross-sell opportunities to drive continued revenue growth. Theyre also armed with up-to-date information whenever they speak with a prospect, enabling them to provide the best experience and customer service.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

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 116

Objectives and Key Results Pitch GTM Cold Call 116

SaaStr

DECEMBER 1, 2021

So with the end of the year coming up again, it’s time to update a classic SaaStr post. Let me list a few: Why do customers buy a ton of seats up front , when they could start with a few and buy more later? Leads dry up at the end of the year, for natural reasons. It’s not the slick pitch. Not really.

Intrinsic 134

Intrinsic Pitch Contract Quota 134

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 131

Sell Contract Pitch Up-sell 131

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 133

Territory Negotiate Contract Engineering 133

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

PandaDoc

JUNE 2, 2025

That way, pitches and messaging can be further refined to align with their unique business perspective. This stage is critical, because it represents a narrowing of the sales pitch to only the product features and benefits that are most likely to serve the prospective buyer. High-cost contracts and long sales cycles.

Objectives and Key Results 52

Objectives and Key Results Sales Legal Finance 52

Salesforce

MARCH 7, 2024

To successfully negotiate a contract in today’s sales climate, you need to prioritize relationship building over persuasion, practice active listening, and empathize with your customers’ challenges. What you’ll learn: What is contract negotiation? Why is contract negotiation important?

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

The 5% Institute

AUGUST 12, 2021

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. This is a low resistance, open ended question that also opens up the opportunity for more conversation. The Sales Process – A Step By Step Guide.

Technique 145

Technique Consult Closing Contract 145

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. This is a low resistance, open ended question that also opens up the opportunity for more conversation. The Sales Process – A Step By Step Guide.

Closing 143

Closing Consult Technique Sales 143

PandaDoc

AUGUST 17, 2020

You can tactfully adjust your approach according to the prospect’s reaction to your pitch. Sharing and explaining videos, infographics, datasheets, and presentations could make your sales pitch more effective. Setting Up Meetings With Decision-Makers. Setting Up Meetings With Decision-Makers.

Closing 105

Closing Contract Negotiate Clients 105

Hubspot

APRIL 4, 2019

Pull up a chair and stay awhile, I’m diving into that and more below. Craft your elevator pitch. Craft your elevator pitch. Keeping your elevator pitch at the forefront of all strategic planning will remind everyone what you’re working toward and why. Some people believe the best pitch isn’t a pitch at all , but a story.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

SaaStr

MAY 25, 2020

In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “Sell to the next step not jumping to the close” — Jason Hamilton, Co-Ceo, TestLauncher. “E contract” — Julie Grieve, CEO CritonHQ. “Simplicity.

Closing 137

Closing Process Contract Price 137

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

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

Hubspot

JUNE 29, 2018

Scour LinkedIn, check for relevant news stories, and dig up referrals. When your prospect is interested in learning more, it’s time to set up a discovery or qualifying call. This is usually built around a pitch template your sales team uses and customizes for each prospect’s unique business needs. Want to freshen up your pitch?

Pitch 101

Pitch Legal Referrals Contract 101

The 5% Institute

OCTOBER 24, 2021

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. This is a low resistance, open ended question that also opens up the opportunity for more conversation. The Sales Process – A Step By Step Guide. Question #4.

Objectives and Key Results 144

Objectives and Key Results Consult Technique Closing 144

Hubspot

MARCH 6, 2025

My first job out of college was one I made up. Sales Whether youre trying to convince a company to sign a seven-figure contract or you want your CTO to scrap a half-baked feature, so many outcomes are determined by your ability to sell. How to Build This Skill Work on selling your product or service to the people closest to you.

Cold Call 50

Cold Call Networking Territory Up-sell 50

PandaDoc

JANUARY 27, 2020

If you’re looking to level up your sales career in 2020 but don’t know where to start, we suggest checking out one, two, or all three of the must-read books listed below to get you equal parts inspired and fired-up to crush your quotas this year. Maybe you’ve set some goals, but they lean more professional than, uh, sweaty. Learn more.

Cold Call 121

Cold Call Quota Sales Negotiate 121

Sales Hacker

JANUARY 28, 2021

With the shift to remote work and more new products hitting the market every day, it’s no surprise that social selling has risen in popularity. Social selling is a way for sales professionals to use social media platforms to connect with prospects and start building relationships. Review your LinkedIn Social Selling Index (SSI) score.

Pitch 129

Pitch Networking Up-sell Prospecting 129

Sales Hacker

DECEMBER 9, 2019

How to pitch ‘category creation’ to your CEO or CFO [30:17]. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. Sam’s Corner [43:34].

Pitch 58

Pitch B2C Contract Up-sell 58

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. That makes your pitch personal. Elmer Wheeler pointed it out in 1920: Don’t sell the steak — sell the sizzle ! Words and Phrases to Avoid in Sales.

Contract 106

Contract Up-sell Prospecting High impact 106

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Round up your corporate-approved, top-notch sales decks. Best-selling author, Hal Elrod, once said: . Contracting. Process: Trust it.

Territory 118

Territory Objectives and Key Results Contract Price 118

CloserIQ

JANUARY 3, 2019

If you’re still doing these things, you’re not offering real value to your customers: 1) Trying to sell to everyone. Sales pitches are most likely to land when they’re targeted appropriately. Only target companies that are good fits for what you’re selling. By adding some personalization, response rate goes up to.27%,

Contract 102

Contract Sales Consult Prospecting 102

Sales Hacker

DECEMBER 6, 2019

You are still selling at this stage in the process. . Don’t negotiate before the prospect is sold, and don’t revert to “selling” when you’re in negotiations. If you continue to try to sell your client on your product, you may end up losing the sale because you come off as over-eager. 3 – Stop Putting up Speed Bumps.

Objection handling 112

Objection handling Negotiate Drivers/motivators Technique 112

Sales Hacker

OCTOBER 22, 2017

Many companies are revving up their branding and marketing strategies and by adopting technology enablers such as CRMs, sales automations, and data analytics. Relationship-building leads to relationship selling , so don’t think it’s just a bunch of fluff. Shut up and listen ! That’s right. Time Management.

Negotiate 107

Negotiate Teamwork Referrals Relationship building 107

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. Have you given up trying to deal with this problem?

Consult 117

Consult Up-sell Pitch Follow-up 117

Score More Sales

JANUARY 31, 2012

Suggest you move forward with the contract or agreement. We know that most deals are lost (STILL) because sales reps do not follow-up enough and at the right times, with the offer of perceived business value to the buyer. If so, follow-up and engage until you get an answer. Book Review of High Profit Selling by Mark Hunter.

Pipeline 110

Pipeline Sales Consult B2B 110