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

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 199

Sales Contract Clients Quota 199

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

Contract 106

Contract Clients Pitch Growth 106

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

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

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

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 69

Objection handling Negotiate Cross-sell Contract 69

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 Contract Objectives and Key Results 126

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

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

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. In addition, we’ll cover key follow-up strategies after initial contact has been made and discuss maintaining consistency across active social channels.

Pitch 52

Pitch Follow-up Contact Contract 52

Sales Hacker

JUNE 1, 2022

Sales professionals have been selling over the phone and video for years. No longer will sports banter cover up the fact that a particular seller’s product doesn’t offer the same level of ROI as their competitor’s solution. Here are 6 ways to build rapport and demonstrate value in a remote selling environment: 1.

Pitch 93

Pitch Contract Trust Follow-up 93

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 121

Intrinsic Pitch Contract Quota 121

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

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

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

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

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 Pitch Up-sell Follow-up 117

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. Target your email list.

Technique 98

Technique Cold Call Contract Cross-sell 98

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 129

Intrinsic Pitch Contract Quota 129

Highspot

SEPTEMBER 28, 2023

The Sandler Sales Training Method, or Sandler Selling System, offers a consultative way to build strong customer connections and demonstrate tangible value. Traditional Sales Traditional sales involves cold-calling a prospect and diving straight into a product-centric sales pitch. What is the Sandler Sales Method?

Repeat business 52

Repeat business Consult Contract Relationship building 52

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

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 74

Account management Commission Contract Sales 74

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

Hubspot

AUGUST 25, 2022

You pick up the phone and no one is answering your calls. When your conversion rate was highest, what was the pitch you used? They’re under contract with another vendor. Follow up with customers. Give them a quick call or send a follow-up email to check in. Take a look at those numbers again. Practice consistency.

Cold Call 79

Cold Call Drivers/motivators Pitch Cross-sell 79

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. With that comes business value assessments, where you put some numbers to the pitch in terms of ROI and the value it can bring your prospect.

GTM 75

GTM Cross-sell Government Legal 75

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 expect them to sign a contract at the end of the call? Few people take the time to research their prospects before making calls. Customize your positioning .

Contact 96

Contact Prospecting Pipeline Contract 96

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

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

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

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

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

Sales Hacker

DECEMBER 21, 2023

Contracted $ARR quadrupled, win rates doubled, and ACV increased by 150%. Establish credibility early, decrease trial length When selling to technical buyers, the ability to “speak developer” is an advantage over competitors. Over the past year at Stytch, we saw a meaningful acceleration in paid customers and revenue.

Engineering 97

Engineering Objectives and Key Results Drivers/motivators Teamwork 97

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

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. Before you pitch your product, you need to make sure it’s a good fit for the prospects you’ve identified. Contract signing Pop some bubbly because you just closed a deal.

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59