Salesforce

DECEMBER 17, 2024

Identify patterns and shared characteristics among your top customers by reviewing CRM data and lead scoring analytics dashboards. Use real CRM customer data things like revenue, sales cycles, product usage, and analytics to inform your ICP. What do your customers have in common? What are the trends in your industry?

Prospecting 52

Prospecting Customers Territory E-commerce 52

Salesforce

APRIL 2, 2025

These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities. Fewer touchpoints to conversion imply that the product is able to sell itself, reducing reliance on heavy sales efforts. The data may also reveal areas for product or service improvement.

Product 86

Product Territory Sales Price 86

Salesforce

NOVEMBER 8, 2024

Sales burnout: prevention vs. intervention How to solve sales burnout once and for all Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM. Recent research suggests that salespeople only spend 28% of their time selling.

Commission 94

Commission Territory Quota Sales 94

Salesforce

MAY 12, 2025

Difference between net retention rate and gross revenue retention Tips to improve your net retention rate Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. Increase cross-selling and upselling. How to calculate NRR What is a good NRR?

Cross-sell 59

Cross-sell Territory Finance Contract 59

Salesforce

FEBRUARY 17, 2025

Let’s explore the most effective sales tactics that help you sell smarter and grow faster. Craft a compelling value proposition Effective messaging is central to how to sell better and creating a strong value proposition starts with focusing on your customer. The S.M.A.R.T.

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

Salesforce

MARCH 3, 2025

Step 1: Take in requests The Deal Desk process starts with sales reps submitting requests, usually through sales technology such as a Customer Relationship Management (CRM) or Configure, Price, Quote (CPQ) system. While CRM and CPQ systems are ideal for Deal Desk workflows, processes often depend on a company’s setup and resources.

Legal 59

Legal Contract Finance Non-Profits 59

Salesforce

APRIL 16, 2025

There’s even sales training software that can be purchased with a variety of training modules and integrates into your CRM. Training emphasizes data-driven decision-making and leveraging CRM insights to refine strategies. They believe the path to developing a great sales coach is by uniting emotional selling with logical selling.

Technique 89

Technique Territory Sales Price 89

Salesforce

JUNE 12, 2024

At the core, buying and selling are social activities. Social selling lets you reach buyers everywhere, from your favorite social media accounts. What you’ll learn: What is social selling? Why is social selling important? Learn more What is social selling? Back to top ) Why is social selling important?

Sell 111

Sell E-commerce Territory Pitch 111

Salesforce

OCTOBER 8, 2024

According to the Salesforce State of Sales report, organizations use an average of 10 channels to sell to customers. Sales channels are all the places you sell to your customers. Partner selling is a popular indirect sales channel for many businesses. It launches a company online store to sell speakers to its customers.

Territory 93

Territory E-commerce Profit margin Sales 93

Salesforce

MARCH 11, 2024

You decide to go for it… This is what account-based selling (ABS) is like. Read on to learn how to grow your business with account-based selling. What you’ll learn: What is account-based selling? Watch the demo What is account-based selling?

Sell 59

Sell Cross-sell Territory CRM 59

Salesforce

OCTOBER 4, 2024

Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. When sales reps forget to update their deals in the CRM, for instance, marketing has limited visibility into which programs are working, while customer success can’t tap previous deal activity during handoffs.

GTM 98

GTM Territory Finance E-commerce 98

Salesforce

DECEMBER 11, 2024

Keeping lead and prospect data updated in your customer relationship management (CRM) system and synced with your lead scoring method is vital to ensuring a useful lead scoring system. Back to top ) How to score leads in 4 steps Easily score your leads with a CRM using AI-powered lead management. Get the latest articles in your inbox.

Prospecting 92

Prospecting Hospitality CRM Territory 92

Spiro Technologies

JANUARY 26, 2023

combines automated CRM capabilities, sales enablement, analytics, and integrated voice-over-IP all into one powerful platform, driven by an AI Engine which makes proactive recommendations to decision makers in real-time. I thought to myself: salespeople don’t need CRM. First, you need to develop your differentiation.

Territory 52

Territory Customers CRM Relationship Management 52

Spiro Technologies

SEPTEMBER 26, 2022

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving and selling products and of course, having fun along the way. So beyond the core CRM and the ERP, what am I looking at for things like talent and incentive comp, for example, which may not be in the core of the ERP system.

Sell 59

Sell Technology Technology Manufacturing 59

Salesforce

OCTOBER 16, 2024

Probably a lot, since sales reps spend 70% of their week on non-selling tasks, according to the Salesforce State of Sales Report. The information is used for call summaries, which can be automatically entered into a customer relationship management (CRM) system and shared with sales leadership and other teams.

Conversion 59

Conversion Customers Territory CRM 59

Salesforce

MARCH 6, 2024

All of this can serve future selling efforts by your team. Use configure, price, quote ( CPQ) software Just a third of a salesperson’s time is spent selling each week, according to the State of Sales report. Want to take the #1 CRM for a test drive? You’ll also likely hear about competitors and the markets you serve.

Negotiate 91

Negotiate Price Territory E-commerce 91

Salesforce

MARCH 12, 2024

If you’re using a CRM like Salesforce, these metrics are tracked automatically and are readily available. Instead, think about upselling or cross-selling. Instead of focusing on just selling a product or service, think of yourself as a problem solver who can alleviate challenges in your customers’ lives.

Territory 64

Territory E-commerce Pipeline Sales 64

Salesforce

OCTOBER 14, 2024

Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM. Or maybe there’s a feature missing from the products and services you sell that prospects constantly ask for. This eats into reps’ selling time and dramatically impacts productivity.

Commission 98

Commission Drivers/motivators Sales Quota 98

Salesforce

JUNE 6, 2025

Not long ago, businesses could get by selling products through a linear sales process. Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. That means reps can focus their energy on the human side of selling. Learn how Revenue Cloud can help. It’s fragile.

Finance 52

Finance E-commerce Territory Price 52

Salesforce

MARCH 1, 2024

For example, you might tell your sales team they can earn a bonus on top of their salary and commission, for selling [X] products above quota by the end of the month or for booking [X] demos in a quarter that lead to a sale. You can integrate your SPIFF objectives into your CRM platform, so your team has the information at their fingertips.

Commission 52

Commission Teamwork Drivers/motivators Territory 52

Salesforce

DECEMBER 13, 2024

It can also serve as an opportunity to upsell or cross-sell. Some customer relationship management (CRM) tools use generative AI to help sales teams personalize their content. Handle objections like a conversation: Remember that you’re selling to real people, and it’s normal for them to raise objections.

Presentation 52

Presentation Closing Territory E-commerce 52

Salesforce

MARCH 12, 2024

Pros of competition based pricing Cons of competition based pricing 5 steps to build a competition based pricing strategy What competition based pricing looks like in practice Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. Want to take the #1 CRM for a test drive?

Price 52

Price Profit margin Territory E-commerce 52

Salesforce

MARCH 7, 2024

When to negotiate a contract The contract creation and negotiation process How to improve contract negotiation core skills 9 contract negotiation tips Learn 3 ways to sell faster with Salesforce CPQ See how Salesforce CPQ helps sellers close faster, and companies launch new revenue models in days, not months.

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

Heinz Marketing

OCTOBER 22, 2018

It integrates with CRM. He really led the negotiation with me as the executive sponsor, and, of course, one of things you have to think about when you’re doing this kind of migration is CRM vendors and Marketing Automation Vendors have gotten very smart on how to extract more money from all of us. They notify you immediately?

Pipeline 66

Pipeline Sales Campaign Presentation 66

Salesforce

MARCH 5, 2024

Reps spend only 28% of their week actually selling, according to the State of Sales Report. And don’t forget your CRM can help you with this research as well as lead qualification itself.) If you find yourself selling to a lead with a complex procurement process, this may be the best framework for you. Take the free tour

Territory 52

Territory SQL Contact E-commerce 52

Spiro Technologies

APRIL 12, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. And we service both OEM folks as well as larger distributors who ultimately then sell to OEMs. And when we sell new licenses software, we just turn them on.

E-commerce 52

E-commerce Manufacturing Education Cross-sell 52

Spiro Technologies

APRIL 12, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. And we service both OEM folks as well as larger distributors who ultimately then sell to OEMs. And when we sell new licenses software, we just turn them on.

E-commerce 52

E-commerce Manufacturing Customers Education 52

ConversionXL

SEPTEMBER 30, 2019

As Peter Drucker famously wrote, “The aim of marketing is to know the customer so well the product or service fits them, and sells itself.” But we rarely talk about the process of strategically segmenting our audience so that our products and services can sell themselves. ?????? els_aerts absolutely killing it at #cxllive.

Drivers/motivators 125

Drivers/motivators Strategize Education Start-ups 125

Heinz Marketing

JULY 20, 2020

I was born in Minnesota, lived in Wisconsin, and spent much of my life in Michigan. And I parlay that, pun intended, to this idea of selling. It’s not the products they sell, because they all sell the same products. It’s not the tools or technology, because they’re all using the same CRM.

Pipeline 110

Pipeline Sales Up-sell Presentation 110

SaaStr

APRIL 18, 2019

I sell highly engineered complex pumps and I can’t sell them like a book online.” Dell was selling configural PCs online. I wanted to help my father sell his pumps like you could sell Dell PCs on the internet. Once you’re selling and starting to scale and now you need a team.

Up-sell 92

Up-sell Hospitality Start-ups Pitch 92

Salesforce

SEPTEMBER 25, 2024

5: Team rewards: Selling isn’t a solitary activity, and many successful sales are the result of a team effort. If you have a central knowledge base the whole team uses, such as a CRM , that’s a good place to put it. 4: Extra paid time off Employees who work hard deserve time for rest and leisure.

Commission 97

Commission Drivers/motivators Territory Sales 97

Salesforce

SEPTEMBER 13, 2024

They use customer relationship management (CRM) software — typically equipped with AI and automation tools — to schedule calls, update customer and lead details, and keep track of outreach. Work on your confidence at selling, both in-person and online. As I said earlier, demonstrated leadership experience is a must. Watch the demo

Territory 59

Territory Objectives and Key Results Cross-sell E-commerce 59

Salesforce

SEPTEMBER 12, 2024

Above all, Challenger Selling focuses on teaching your customers rather than building relationships with them. Back to top ) Tips for training your team to use Challenger Selling Sellers often begin sales conversations talking about their product or service because it’s what makes them comfortable. How does Challenger Sales work?

Territory 52

Territory E-commerce Sales Technique 52

Salesforce

JANUARY 30, 2025

Get an assist from AI: Using data from your CRM platform, generative AI can help you draft personalized, contextually relevant emails. Cheers, [EMAIL SIGNATURE] Making connections Use this template to open doors with new leads and prospects without the hard sell. Back to top ) Get the latest articles in your inbox. Watch the demo

A/B testing 52

A/B testing Territory Prospecting Referrals 52