Salesforce

JANUARY 31, 2023

Prioritizing proactive field service can help you not only reduce operating costs but also keep your customers happier — and coming back. That’s a lot of pressure — especially when you’re trying to do more with less, deliver great service, and scale your business. First, let’s define our terms.

Service 98

Service Manufacturing Contract Electricity 98

SaaStr

JANUARY 22, 2021

But there’s one thing I can tell you in SaaS, at least: Almost Everything Except the Product Itself is Sort of the Same at a Given ACV (Annual Contract Value) Level. By that I mean: If your deal size is say $5k per year, there’s a certain way you sell. But the skills it takes to sell to a $10k customer?

Contract 105

Contract Engineering Account management Up-sell 105

Partners in Excellence

MARCH 4, 2024

I first met Pete when he was running North American Sales at a small technology/professional services company. and contract negotiations (given what they need and I need, how can we introduce a creative commercial term to that serves both?). Preface: Pete Tapley has been a friend and client for about 12 years. Fine idea.

Sell 73

Sell Construction Consult Negotiate 73

Anthony Cole Training

SEPTEMBER 2, 2022

Negotiate by definition is to deal or bargain with others in preparation of a contract or business deal. In the world of selling, both of those definitions are relevant and important. Oftentimes, sales negotiation tactics seem to be related to price – giving or getting the best rate or fees for a product or service.

Negotiate 242

Negotiate Contract Price Sales 242

Martech

JUNE 3, 2024

Buy, sell, or share PI of 100,000+ consumers or households. Gets 50%+ of annual revenues from selling or sharing consumers’ PI.

Contract 114

Contract Up-sell Service Process 114

Miller Heiman Group

JUNE 4, 2019

One way that sellers can work on improving buyer perception and exceeding those expectations is to consider the role that service plays in B2B sales. Their stated purpose is “to live and deliver WOW,” and they prioritize delivering superior service on every call to its contact center. Take Zappos, for example.

Service 96

Service Customers Repeat business Referrals 96

PandaDoc

MAY 28, 2024

Consultative selling offers a less pushy, customer-centric approach to the buyer’s journey. Consultative selling requires empathy, active listening, and problem-solving. Solution selling is pitching products and solutions to leads. Consultative selling pitches education and authenticity. What is consultative sales?

Consult 52

Consult Process Sell Pitch 52

SaaStr

MAY 22, 2024

But — it’s one that is very important to many of us that sell into the enterprise. So while not SaaS, it is “Research as a Service” Or something like that. Given how critical its research is in selling to the enterprise, I wanted to take a look at its business.

Cross-sell 95

Cross-sell Quota Contract Price 95

Salesforce

JULY 19, 2023

Table of contents What is AI in customer service? What are the benefits of AI in customer service? ” With budgets in flux and customers expecting more, service teams are constantly figuring out how to answer an important question: how do you actually do more with less? The answer is AI in customer service.

Service 52

Service Customers CRM Technology 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

Salesforce

MAY 31, 2024

Free messaging apps like WhatsApp have taken away from wholesale telecoms’ core voice service business. Plus, data service has become increasingly commoditized. But with a myriad of potential offerings and rapidly changing market dynamics , this makes the selling process increasingly complex.

Negotiate 52

Negotiate Contract Price Networking 52

Salesforce

SEPTEMBER 26, 2023

Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris , sales coach and founder of The Harris Consulting Group. But how do you know if they are interested in what you’re selling?

Contract 119

Contract Negotiate Follow-up Contact 119

A Sales Guy

DECEMBER 21, 2019

I love the success stories I get from people who’ve read Gap Selling. I never expected the level of success Gap Selling would have or the impact it would have on readers sales careers, it’s been amazing to read about. Eric got an early copy of Gap Selling and has had just about a year to measure it’s effects.

Sell 88

Sell Cross-sell Hospitality Contract 88

Partners in Excellence

MAY 25, 2024

SaaS has invented this metric that represents a contracted future revenues. This represents contracted orders for future delivery. Perhaps the product hasn’t been built or shipped, perhaps it was contracted to be delivered at a certain time. Perhaps the services have not been delivered. That’s fair.

Assembly Line 73

Assembly Line Manufacturing Contract Represent 73

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling.

Customers 112

Customers Contract Consult Electrical Engineering 112

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

PandaDoc

APRIL 17, 2024

Well, are you a SaaS company or an organization that deals with yearly or multiyear subscriptions and/or contracts? Key takeaways ACV stands for “annual contract value.” It’s a metric that tells you about the yearly revenue generated by individual contracts. It goes hand-in-hand with total contract value (TCV).

Contract 52

Contract Non-Profits Legal Clients 52

Martech

MAY 6, 2024

While the focus of lead scoring is typically on identifying and prioritizing new leads, it can also be applied to existing customers to determine their level of engagement, satisfaction, and potential for upselling or cross-selling opportunities. Context) You head lead generation for a national B2B financial services firm.

Cross-sell 95

Cross-sell Customers Referrals Lead generation 95

Martech

OCTOBER 19, 2023

It encompasses income generated from first-time customers, upsells, cross-sells and new product or service launches. To find it, do these calculations: Revenue = Sales amount × Average order value (or sales price) For example, you have signed 21 new contracts during the last year, with an average value of $7,500.

Product 119

Product Contract Drivers/motivators SQL 119

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. This doesn't mean only reaching out when it's time to renew a contract. The goal is to become an indispensable partner rather than just another vendor.

Account management 90

Account management Objectives and Key Results Cross-sell Contract 90

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. Seller (Ham): I’ll help build rapport, set the upfront contract and handle next steps towards the end of the call.

Sell 121

Sell Contract Pitch Up-sell 121

PandaDoc

APRIL 8, 2024

A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates. A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents. This includes several action items.

Negotiate 52

Negotiate Cross-sell Contract Legal 52

Martech

NOVEMBER 2, 2023

As it stands, the ban cripples the company’s ability to sell personalized ads to the 258 million Europeans who use Facebook and Instagram each month. This will mean a huge loss of revenue for both those who sell it and those who rely on it to sell. Now it is about to vanish in the world’s second-largest consumer market.

Legal 114

Legal Contract Service Process 114

Salesforce

JUNE 7, 2022

Are your sales reps spending their time selling? The majority of their days get bogged down by housekeeping duties, such as logging customer information and manually building quotes and contracts. Sales operations can help automate those extra to-dos, getting your reps back to doing what they do best: selling. Sign up now.

Sell 98

Sell Finance Contract Quota 98

PandaDoc

NOVEMBER 25, 2022

Probably the most popular approach to complex B2B sales, solution selling has been around for decades. Read this article to discover how the solution-selling methodology fares now, how top performers adapt it to modern times, and where to learn more about this approach. Solution selling methodology in a nutshell. Close the deal.

Sell 52

Sell Legal Niche Up-sell 52

Salesmate

AUGUST 4, 2020

Suddenly everything changed; death rate surged, sales plummet, and the global economy plunged into severe contraction. Tips for selling successfully during a crisis. Here are a few tips for selling successfully in times of crisis. The post Business doesn’t stop: Selling during a crisis appeared first on Salesmate.

Sell 102

Sell CRM Pipeline Finance 102

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

Iannarino

MARCH 2, 2023

But by rushing the deal to get to the pain points, you break B2B selling and buying. The good news is, by helping your buyer with problems related to making a purchase decision and implementing change, you increase your chances of solving the other problems that cause a prospective client to buy your product or service.

B2B 250

B2B Contact Clients Entertainment 250

Search Engine Land

MARCH 21, 2024

Value proposition What sets you apart from others in your industry selling a similar product or service? History of marketing campaigns/service providers What digital marketing vendors have you used before? Here are some things to ponder: What are the details of the contract? What commitment to service do they make?

Contract 101

Contract Education Clients Trust 101

criteria for success

APRIL 1, 2020

Here’s a summary of the challenges we’re hearing from salespeople and some best practices for selling through uncertainty. Selling Through Uncertainty. Criteria for Success is hosting a series of group Q&A's about selling during COVID-19. For example, let’s say you sell analytics software. Social Selling.

Sell 97

Sell Prospecting Up-sell Territory 97

Partners in Excellence

AUGUST 25, 2023

This is where we sell components or materials that are embedded into the products our customers manufacture. We see the same in professional services. The initial contract may be for a certain project. We can look at most aspects of the financial services businesses as being recurring revenue models.

Manufacturing 86

Manufacturing Contract Represent Service 86

SaaStr

OCTOBER 18, 2023

They Don’t Lose Money on Professional Services. It’s always an interesting challenge on how to monetize professional services in enterprise SaaS companies. Domo makes a bit of money on services — only 10%, but by charging more than they cost to provide, they keep their blended gross margins at a healthy 76% #3.

Contract 98

Contract Price Growth Launch 98

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

Hubspot

OCTOBER 11, 2019

Salespeople make critical prospect connections, communicate the value of your product or service, and directly impact your bottom line. This is where personal selling comes into play. Personal selling is the key to a well-balanced sales organization, and, in this guide, we’re going to explain why that’s the case. Prospecting.

Sell 80

Sell Cross-sell Negotiate Up-sell 80

Hubspot

DECEMBER 13, 2023

You'll provide a brief overview of your product or service and try to gain their interest. You’ll ask open-ended questions to understand their pain points and determine if your product or service is a good fit. Are there any specific features, services, or terms that are of particular importance to you?

Objection handling 72

Objection handling Negotiate Cross-sell Contract 72

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into selling to enterprise. Those deals are large, with 3 year contracts and prestigious logos. I have seen organizations that were successful in selling to enterprise, but I’ve also worked with ones who failed to make the transition. That spend money on Adwords.

Sell 52

Sell Account management Contract Price 52

SBI

FEBRUARY 20, 2018

For example, our research shows that using Adobe Sign results in contracts being signed 21x faster than using paper-based signatures. Second, once contracts are in play, salespeople can monitor their status and stay on top of every step. Lastly and perhaps most important, reps gain more time to sell and ultimately, close more deals.

Contract 55

Contract Gaming Commission Legal 55