The 5% Institute

JULY 1, 2020

Then just as you think you have the sale; you’re delivered the I need to speak to sales objection. In this article, you’ll learn how to handle the I need to speak to sales objection with ease, so that it doesn’t come up later in your future sales conversations. Put simply – they make it about them.

Up-sell 98

Up-sell Presentation Technical Sales Clients 98

Gong.io

APRIL 19, 2022

When your customer’s tech stack plays nicely with your tech, there is often a need for more technical minds to have some conversations. In other words … You need a sales engineer as part of your team. Your sales cycles get stuck in technical discussions. The sales process is humming along.

Engineering 118

Engineering Sales Cold Call Up-sell 118

Sales Hacker

SEPTEMBER 16, 2021

Sales Profile: SMB to Commercial. They are applied in technical sales use cases where the prospects require a much deeper understanding of the product and how it can meet both operational and business needs. POC/POV is typically applied in scenarios where proving technical value is more rigorous in the sales cycle.

Objectives and Key Results 96

Objectives and Key Results Technical Sales Engineering Sales 96

Sales Hacker

MARCH 15, 2022

In the 200th episode of the Sales Hacker Podcast, we have Asad Zaman , CEO of Sales Talent Agency (STA), where he rose through the ranks from AE to CEO, earning recognition as Toronto’s Young Professional of the Year (2019). He launched a division specializing in technical sales and sales engineering.

GTM 103

GTM Technical Sales Quota Growth 103

SBI

FEBRUARY 3, 2021

For those who hold a Sales Enablement role, I hope you welcome the change. Another change is the combining of Sales Call recording & Coaching (often referred to as Conversation Intelligence) and Video practice and role-play into a new Sales Coaching Software category. That role is Presales.

Cross-sell 72

Cross-sell Objectives and Key Results Technical Sales CRM 72

Sales Hacker

DECEMBER 3, 2020

How to facilitate productive conversations . Even sales leaders with decades of experience can learn more about communicating in times of conflict. Among our respondents were two senior sales leaders who shared their insights into how they facilitate tough conversations among their employees.

Sales 96

Sales Cross-sell Education Conversion 96

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. You’re logging every data point from the top of the funnel throughout your product — activation rates, product usage, and key conversion rates across the funnel. For PLG, the experience with the customer starts as soon as the user comes into the product.

Go To Market 128

Go To Market Growth GTM Product 128

Sales Hacker

MARCH 30, 2021

Today’s sponsor is Outreach , the number one sales engagement platform. Outreach revolutionizes customer engagement by moving away from solid conversations to a streamlined and customer-centric journey. I look forward to anyone reaching out and having a conversation. Save your seat at Unleash.Outreach.io. Sam’s Corner [29:37].

Sell 111

Sell CRM Appointment Up-sell 111

Women Sales Pros

AUGUST 30, 2018

Example: Engineering grads for technical sales positions. Fact: There are many places to find great sales talent outside of standard locations. Job ads for sales roles are often written with too many bullet points and use common words that show male bias. Get creative. Change happens collectively.

Technology 70

Technology Technology Manufacturing Niche 70

SaaStr

OCTOBER 30, 2021

The days of having to guess how to improve conversions are long gone. There are plenty of tools and data aggregators out there that can help you get insights into your sales process. Be cautious of giant deals that want to steal your focus and attention, the time will come for those kinds of deals — master your market first!

Closing 116

Closing E-commerce Customers Quota 116

SalesLoft

JANUARY 12, 2016

The third element is comprised of what tools your sales development team is using for each of those roles, along with tools for coaching, organizational health, and productivity. A few weeks ago, Kyle Porter had a conversation with Steven Broudy of MuleSoft to talk in depth about the first two elements: people and process.

Technical Sales 52

Technical Sales Sales Gaming Process 52

Heinz Marketing

JANUARY 11, 2018

Heather started at PFL ten years ago as a technical sales representative and has worked her way up to lead the customer success team. Look at results from the previous day and compile information for all the conversations I need to have throughout the day. This saves me from jumping into group conversations too early.

Customers 44

Customers Technical Sales Represent Gaming 44

PandaDoc

APRIL 29, 2024

Manual configuration of such products requires highly technical sales reps or, most often, detailed quote reviews by technical teams, resulting in very long sales cycles — something you want to avoid at all costs.

Cross-sell 52

Cross-sell Contract Legal Negotiate 52

Salesmate

OCTOBER 22, 2020

You can ask review questions like: Was the prospect actually interested in the conversation? For example, a prospect might lose interest after hearing the price of your product) How well did you deliver the sales pitch? There are several sales skills you would need to possess to become a successful salesperson.

Sell 59

Sell Sales Up-sell Follow-up 59

Sales Hacker

SEPTEMBER 16, 2019

Understanding how to position value to a particular persona you are about to jump on a call with can happen with a quick conversation while you wait for the person to join the meeting. As a result, the ideas reps like can spread and can be rolled out as sales enablement to outside reps after they reach a critical mass of efficacy.”.

Outside Sales 94

Outside Sales Inside sales Profit margin Sales 94

SBI

JUNE 22, 2021

Garin : Research shows that buyers spend only 17% of their time with vendors, so whether or not reps are remote during the live meetings, 83% of the time the reps are not in the conversation. We call it “Selling in the Gaps”, meaning the gaps between the live conversations. How does intelligent demo automation help? Linkedin.

Sell 42

Sell Engineering Non-Profits Retail 42

Veloxy

FEBRUARY 15, 2024

This podcast provides in-depth insights into modern B2B sales along with tangible, practical advice. It is hosted by sales veterans Scott Barker and Sam Jacobs, who bring a wealth of knowledge to the conversation, making it an invaluable resource.

Gaming 233

Gaming Sell GTM Technique 233

Sales Hacker

AUGUST 18, 2023

Tread carefully revenue pros… To help you sidestep some of the potential growing pains, here are 15 mistakes GTM teams often make when moving upmarket (and how to avoid them): One big flag would be shifting the conversation to consultative vs. transactional, which many reps don’t understand how to do.

GTM 84

GTM Up-sell Price Start-ups 84

SaaStr

AUGUST 28, 2020

Harry Stebbings: We are back for another week in the world of SaaStr with me, Harry Stebbings, and last week we had Kyle Parrish on the show from Figma, unpacking the world of scaling into enterprise sales. So I think that is the underlying theme of a lot of the pieces around rev ops or sales ops.

Sales 83

Sales Start-ups Meeting Follow-up 83

Lead Fuze

AUGUST 5, 2021

We plan on doing the best sales blogs punchy, to the point, easy-to-implement tactics, drenched with useful visuals. Informal, personal, conversational tone. 5 Best Sales Role Play Scenarios to Train Your New Hires. +24 24 Examples of Sales Follow Up Email Subject Line. 46 Best Sales Questions to Ask on a Sales Call.

Negotiate 98

Negotiate Sales Retail B2B 98