Partners in Excellence

MAY 30, 2023

We may have “invented” a customer buying process that aligns with our desired process–Defining Problems, Identifying Alternatives, Identifying Needs, Assessing Alternatives, Choosing A Vendor. It hasn’t changed since I started selling, despite all the data showing us customers don’t buy that way.

Objection handling 114

Objection handling Quota Entertainment Up-sell 114

Sales Hacker

MARCH 8, 2024

Candid, off-the-record conversations — no recordings here. A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. Data from Crossbeam shows that ELG is the third-most cost-effective strategy behind customer referrals and inbound sales. Austin’s F1 track.

GTM 94

GTM Growth Cross-sell Referrals 94

PandaDoc

MAY 9, 2024

Businesses that work on a subscription basis may prefer average customer lifetime value (CLV) instead of average deal value. Win rate Win rate is the percentage of opportunities that your sales team converts. The higher the conversion rate, the higher the sales velocity. In other words, where do they spend their time?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Martech

JANUARY 10, 2024

I’m second-most-comfortable in a panel conversation. If you were marketing a high-tech MRI machine or CT scanner, and you were selling to a technical, medical audience, you had to be conversant with the engineering team. I wanted to get as close as possible to the customer. And I thought, “That’s where the action is.”

Electrical Engineering 99

Electrical Engineering Healthcare Electricity Technology 99

Partners in Excellence

MAY 27, 2021

Much of the discussion is around improving alignment and collaboration across marketing, sales, customer experience. There are countless examples of alignment and collaboration problems within sales itself, or marketing, or customer experience. Why does this mean anything to the customer?”

Strategic planning 127

Strategic planning Manufacturing Legal Finance 127

Salesmate

MARCH 6, 2021

It helps you drive sales by getting new customers to contact you. A CRM software allows you to store all the customer data into one place, and integrating it with Live Chat helps you manage data of the customers that you’ve been chatting with on your website. Hence, knowing your customers should be your top priority.

CRM 116

CRM Pipeline Contact Conversion 116

Salesmate

JULY 9, 2020

Your sales pipeline covers every stage of the customer acquisition process from leads to after-sales support to repeat business. To be successful in sales, you need to track specific sales pipeline metrics. Any improvement in your conversion rate will lead to a direct increase in revenue.

Pipeline 121

Pipeline Contract Sales Territory 121

Heinz Marketing

JANUARY 7, 2022

So, does that mean a product-led company can nix its sales team? In place of individual teams – marketing, sales, and customer success – working on separate pieces of the strategy, the teams work in unison to support users throughout the product life cycle. What’s the point of customer activation for your product?

Growth 114

Growth Product Intrinsic Referrals 114

The 5% Institute

JUNE 19, 2023

Selling, on the other hand, is a broader concept that encompasses the entire process of influencing and persuading potential customers to make a purchase. It involves building relationships, understanding customer needs, and addressing their pain points. Sales is focused on closing deals, while selling is about building relationships.

Sell 52

Sell Objectives and Key Results Technique Customer Relationship Management 52

Partners in Excellence

APRIL 28, 2021

We all know virtual will play an increased role in how sellers engage customers, but the more interesting perspective is how customers want to engage sellers and each other. We are learning customers prefer no sales engagement at all, preferring digital alternatives to sales people (virtual or otherwise).

Sell 97

Sell Cross-sell Up-sell Technology 97

Hubspot

MARCH 16, 2012

And if you're a customer using the HubSpot software , your HubSpot dashboard will create this graph for you automatically using either a custom goal that you can set, the last month, the month 12 months ago, or a 3-month average as the goal you track against. You should also consider your sales cycle in this calculation.

Sales Support 57

Sales Support CRM Sales Closing 57

The 5% Institute

JUNE 7, 2023

Sales methodologies play a crucial role in the success of any business (which you’ll learn about in this Spiced Sales Methodology guide). They provide a structured approach to selling products or services, ensuring that sales teams are equipped with the necessary skills and strategies to convert leads into customers.

Objectives and Key Results 52

Objectives and Key Results Strategic planning B2C Relationship building 52

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Sales has limited access to prospects and customers. We know the facts. Processing.Please wait.

B2B 102

B2B GTM Cross-sell High impact 102

Sales Pop!

DECEMBER 17, 2021

From keeping track of customers to generating marketing content to communicating with clients, technology is starting to free up human employees for other tasks. Chatbots are now widely used as both customer service and sales automation channels. Moreover, chatbots are increasingly being used to automate sales processes.

A/B testing 52

A/B testing Sales Contact User Experience 52

Salesforce

OCTOBER 4, 2022

In a recent conversation with my retired cousin, I noticed she still referred to tech companies as “dot-coms.” While my cousin quickly adjusted and added “tech” to her lexicon, I noticed how many of us on Salesforce’s marketing and sales teams aren’t as nimble. The umbrella term has moved to “tech,” short for technology.

Government 98

Government Technology Technology Sales Support 98

Highspot

JANUARY 22, 2024

It encompasses a set of strategic actions designed to position the offering in a way that resonates with the potential customers, creates differentiation, and ultimately drives successful market penetration. Establishes a unique value proposition that resonates with target customers.

Go To Market 52

Go To Market GTM Promote Technique 52

Highspot

JANUARY 22, 2024

It encompasses a set of strategic actions designed to position the offering in a way that resonates with the potential customers, creates differentiation, and ultimately drives successful market penetration. Establishes a unique value proposition that resonates with target customers.

Go To Market 52

Go To Market GTM Promote Technique 52

Accent Technologies

SEPTEMBER 30, 2023

This isn't just about answering customer queries. The New Age of Sales and Marketing We’ve moved beyond the age of manual data sifting. Enterprise ChatGPT: "In your previous meetings, Mr. Smith emphasized concerns about software integration and post-sales support. But here’s the game-changer: Enterprise ChatGPT.

B2B 52

B2B Sales Technology Technology 52

Highspot

OCTOBER 11, 2023

It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals. The primary goal of sales management is to maximize sales revenue while maintaining customer satisfaction and loyalty. Encourage collaboration and knowledge sharing.

Objectives and Key Results 59

Objectives and Key Results Quota Technique Construction 59

Heinz Marketing

MARCH 28, 2022

This week’s show is called “ The New Rules for Managing Remote & Hybrid Sales Teams “ My guest is Robert Gitell , VP of Global Sales at LawVu. Join in on our conversation to learn about how to navigate the transition between pre-COVID and post-COVID sales leadership, management and organization.

Pipeline 111

Pipeline Territory Legal Sales 111

Partners in Excellence

AUGUST 21, 2020

So many of the discussions on sales and business performance focus on strategies, competitive positioning, product/service superiority, and even customer satisfaction/loyalty. Average tenure for sales people and managers is down to 16.5 And executives always gave it lip service in customer, analyst, and employee meetings.

Quota 98

Quota Technology Technology Launch 98

The 5% Institute

JUNE 8, 2023

To address this objection, engage in a conversation to understand their reasons for waiting. Highlight its unique features, architectural details, or potential for customization. Phone conversations: Tone of voice and clarity of speech: Since non-verbal cues are absent in phone conversations, your tone of voice becomes crucial.

Real Estate 52

Real Estate Objection handling Transportation Finance 52

ConversionXL

OCTOBER 23, 2015

That’s where qualitative conversion research comes into play. Anyone who is familiar with the ResearchXL model will know that the two go hand-in-hand to deliver insights… Let’s say your problem is customer acquisition (you’ve seen the numbers). Conversion research, qualitative or quantitative, is vital. What gives?

UX 122

UX Objectives and Key Results Conversion High impact 122

The 5% Institute

MAY 22, 2023

Introduction In today’s competitive business landscape, companies rely on sales consultants to provide expert guidance and support to maximize their sales potential. A consultant acts as a bridge between a company and its customers, understanding their needs, and offering suitable solutions.

Consult 52

Consult Negotiate Real Estate Technique 52

The 5% Institute

JUNE 7, 2023

In today’s digital age, where online transactions and virtual interactions are becoming increasingly common, the value of in-person sales cannot be overstated. In this article, we will explore the benefits of in-person sales, strategies for success, the role of technology, challenges, and solutions in the field. Introduction A.

Represent 52

Represent Technique Sales Objection handling 52

The 5% Institute

JUNE 8, 2023

Introduction Sales process refers to a systematic approach that organizations follow to convert leads into customers and close deals. It involves a series of steps designed to identify, engage, and convert potential buyers into paying customers. Steps in the Sales Process 1.

Process 52

Process Objectives and Key Results Represent Sales 52

Hubspot

FEBRUARY 5, 2019

Live chat in-and-of-itself wasn't a problem -- but, unfortunately, we weren't tailoring the conversations to the visitor and their problems. We knew sifting through each and every visitor's inquiry was the right thing to do, since it helped solve for the customer and answer any prospect's questions.

CRM 78

CRM Prospecting Start-ups Conversion 78

Lead Fuze

JUNE 2, 2021

For instance, a customer who wants to move out of their apartment might be more inclined to buy furniture as opposed to renting an efficiency with nothing in it. Some customers are on a timeline that must be met; they want to know when they can expect delivery of an item. One way to close a sale is by using the soft close.

Technique 98

Technique Closing Cross-sell Sales 98

Martech

DECEMBER 1, 2023

There are two extremes when it comes to driving better customer acquisition results: Expanding the team, hiring more salespeople or business development representatives (BDRs). Switch off those with poor conversion rates. And rather than hiring another sales rep or BDR, you can automate the process and set up CRM correctly.

Process 90

Process Customers Appointment Pharmaceutical 90

A Sales Guy

FEBRUARY 10, 2021

We also informed them we were targeting individual reps not company’s or sales leaders. With that direction and multiple conversations, they returned with ONE option. A salesperson in a “Low Sales Support Group.” Remember, we were originally promised at least 3 options. Their one big idea?

Pitch 107

Pitch Up-sell Contract Promote 107

Sales Hacker

APRIL 19, 2022

The “Great Resignation” has charged on in 2022, leaving sales teams especially vulnerable to higher attrition rates – and sales leaders scrambling to hire top talent. Dooly, a customer information sales enablement platform, found that 51 percent of sales professionals said they’d quit if they found an opportunity with higher pay.

Commission 87

Commission Product Quota Drivers/motivators 87

Closer's Coffee

JULY 18, 2019

Recently, while reflecting on my time as a parent, it occurred to me that being a good negotiator is also an absolute must in sales. It’s the same if you are in sales. Negotiation is part of the process as we seek to add value for our customers. The question is designed to reflect the customers’ statement.

Negotiate 58

Negotiate Drivers/motivators Sales Technique 58

Partners in Excellence

JULY 5, 2013

Sales organizations have been investing a lot in preparing sales people to go out and challenge, providing pitches and decks the sales person uses to “teach the customer.” The problem is, the customer started challenging the sales person, asking questions, drilling down, trying to learn more.

Pitch 95

Pitch Sales Manufacturing Represent 95

Hubspot

AUGUST 1, 2022

Here, candidates should prove that they have a clear view of the strategy they’ll use to improve the CLV of already existing customers. How can you optimize the sales process? The answer to this question indicates what the candidate prioritizes in the sales funnel. What is your vision for sales operations?

Cross-sell 80

Cross-sell Technique Sales Drivers/motivators 80

Spiro Technologies

DECEMBER 30, 2022

I feel like when we were doing a lot of implementation projects, it was kind of one of those things where it’d be great to build something, and it would be great to deliver what your customers are asking for. Adam Honig: Well it hasn’t come up, but I’m glad that we had an opportunity to bring it into the conversation.

Manufacturing 52

Manufacturing CRM Start-ups Technology 52

A Sales Guy

JULY 23, 2014

A more sophisticated approach adds in marketing expenses, corporate overhead, direct expenses paid to the salesperson and expenses related to sales support costs. But a newcomer to an existing market probably needs to offer higher compensation to attract top-performing salespeople who can build a strong customer base.

Commission 120

Commission Quota Cold Call Sales 120

Hubspot

MARCH 14, 2017

Whether you're a B2B or B2C business, videos can help you strengthen relationships with your customers, save time, and boost conversion rates. And perhaps best of all, one video can speak to thousands of customers. In fact, some of your customers might even start to feel like they know you. But that's just the beginning.

Objectives and Key Results 94

Objectives and Key Results Start-ups Follow-up B2C 94