Salesmate

JULY 8, 2020

Successful entrepreneurs understand the importance of generating a continuous stream of leads and turning those leads into customers. The amount of time it takes to turn a lead into a customer will depend on the service you are offering, and the price of that service. Sell their goals. This is how your business grows.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

Martech

FEBRUARY 24, 2025

Integrate with new platforms quickly, thanks to plug-and-play architectures rather than relying on months of custom API work. Building blocks exist, from recommendation engines that serve personalized product listings to chatbots that drive automated customer engagement. We’re already seeing early signs of these capabilities.

Objectives and Key Results 101

Objectives and Key Results Government Technology Technology 101

SaaStr

NOVEMBER 15, 2020

Customers try and buy all on their own. But it’s just third party selling instead of first party. Then to sell Dropbox Enterprise, it added several. Many of Twilio’s bigger customers go through sales, but then a huge amount of the downstream revenue is “automatic” as customers use more. No headaches. Like magic.

Cross-sell 135

Cross-sell Negotiate Sales Outside Sales 135

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 137

Sell Cross-sell Finance B2C 137

Sales Hacker

APRIL 25, 2025

They orchestrate deals, bringing in execs, solution engineers, and cross-functional allies. Every customer interaction is a chance to build trust, deliver value, and create loyalty that no automation can replicate. Cartas move into fund administration and private equity made technical expertise non-negotiable.

Growth 69

Growth GTM Cross-sell Negotiate 69

Partners in Excellence

OCTOBER 30, 2013

Selling and Order Taking are sometimes confusing. Order taking is very important and effective in many customer engagement scenarios. When we can count on customers finding us. When the customer can, for the most part, educate themselves and make good decisions. Where the negotiation is fairly simple.

Sell 117

Sell Cross-sell Negotiate Education 117

Sales Hacker

DECEMBER 9, 2019

Sadly, the tools and resources that are supposed to help us sell more don’t always deliver as they should. Which is why I dedicated 5 years to interviewing top sales professionals and researching 50 books on business, behavior change, and selling. Use Tactile Negotiation Strategy. There is no silver bullet to selling.

Technique 106

Technique B2B Negotiate Cross-sell 106

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . The goal of prospecting is to sell the meeting. Speaking of Gong Data.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Sales Hacker

OCTOBER 11, 2021

Sales teams that are stuck manually toggling between different technology solutions are taking precious hours away from actually selling. When leaders automate key areas in the sales process , they will gain visibility into the customer journey so improvements can be made to enhance the customer experience.

Process 110

Process Cross-sell Contract Negotiate 110

Partners in Excellence

APRIL 5, 2024

For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” Some have had long careers in selling, some are relatively new. I think these unique themes highlight the diverse motivations and experiences that can draw people into selling and sustain their interest over time.

Sell 143

Sell Cross-sell Drivers/motivators Education 143

Veloxy

OCTOBER 26, 2023

Build trust with customers through product knowledge & customer care while staying organized & informed of advancements in the field. The Role of a Medical Device Sales Rep Medical device sales representatives play a critical role in the healthcare industry, selling and promoting medical devices to healthcare professionals.

Healthcare 130

Healthcare Hospitality Networking Negotiate 130

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. Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made.

Objection handling 87

Objection handling Negotiate Cross-sell Contract 87

Sales Gravy

FEBRUARY 25, 2020

Projecting, which is all too common for salespeople, will cost you dearly at the sales negotiation table. Jeb's New Book INKED Teaches You to Become a Master Sales Negotiator The last stop was the bathroom in our master bedroom. As he did, a worried look crossed his face, and he shook his head.

Negotiate 78

Negotiate Cross-sell Represent Price 78

Openview

APRIL 11, 2018

So much of what they do, particularly fundraising, is selling. But if you scale this function with intention, a sales org will enrich your company’s existing culture, help you build better product, and sell it too. . Discuss your company’s non-negotiables. We value a positive customer experience above all else.

Product 100

Product Negotiate Quota Cross-sell 100

Hubspot

AUGUST 10, 2020

Having foundational sales knowledge means understanding each step of the sales process used by your organization to convert customers. You must know what steps an individual takes to go from lead to customer, and what your role is in supporting that process. Communication Skills. What does that mean? Prospecting.

Cross-sell 100

Cross-sell Sales Negotiate Contact 100

Salesmate

DECEMBER 8, 2020

Yes, you’ll find many hurdles on the path while selling to enterprises, but a firm determination and constant hard work can lead you to success. A different and long pathway while selling to enterprises. Selling to a large enterprise is a different game. One must expect a long journey while selling to a large enterprise.

Sell 103

Sell Cold Call Negotiate Cross-sell 103

Hubspot

APRIL 3, 2019

If you sell 10,000 reams of paper at $100/ream and then raise the price to $150 per ream and sell 7,000 reams, your elasticity of demand would be -0.88. Ideally, you want your offering to be a must-have (inelastic) that consumers consider non-negotiable during price fluctuation, not a nice-to-have (elastic). and elastic.

Price 98

Price Cross-sell Negotiate Service 98

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. So what’s the secret to building lasting relationships and negotiating the deal? Why is Sales Negotiation Important? You’ll have to read on.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Hubspot

APRIL 2, 2021

Gelb continued,"Now, let's say you're a CEO who wants to promote a 'letter to our customers.' Nowadays, media buying is done in one of two ways: Direct buy – Media buyers forge relationships with publishers to negotiate ad inventory, e.g., working with a newspaper to have an ad placed in the upcoming issue. Media Buying Tips.

Objectives and Key Results 101

Objectives and Key Results Cross-sell Negotiate Campaign 101

Hubspot

JULY 7, 2019

If the answer is “Yes,” chances are you understand your customers want partners, not vendors. To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape. Section 3: Customer Relationship Landscape.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. You choose a price based on size, add any extras, and send your customers on their way. Transactional sales typically involve minimal customer relationship development and focus on brief, individual purchaseslike movie tickets or coffee.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Hubspot

OCTOBER 19, 2017

Take a look at your pay structure to see if you’re pulling the right levers to get reps to sell. If you’re trying to land more SMB customers, you want this number to go down (and your overall revenue and number of customers to go up). And if 10% of your leads become customers, you need 8,000 leads per month.

Quota 101

Quota Cross-sell Contract Negotiate 101

Hubspot

DECEMBER 28, 2017

What is relationship selling? Relationship sellers prioritize their connection with the customer over all other aspects of the sale. Relationship selling is essential if you have a high average selling price (ASP),” explains VidScale COO Adam Rizika. What is transactional and relationship selling?

Sell 101

Sell Cross-sell Negotiate Technique 101

Hubspot

OCTOBER 11, 2019

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. Personal selling is most commonly used for business-to-business (B2B) selling, although it’s also used in retail and trade selling, too.

Sell 98

Sell Cross-sell Negotiate Up-sell 98

ConversionXL

AUGUST 12, 2020

Then, you turn up to people’s desks like an unwelcome door-to-door salesperson, trying to convince them of the virtues of customer-centricity. So how do you convince people with little motivation—throughout the entire business—to focus more on your customers? So how can data help you? Challenge opinions. Show the financial impact.

Customers 74

Customers Cross-sell Objectives and Key Results UX 74

Salesmate

NOVEMBER 25, 2020

So, your sales approach needs to effective enough to convert modern prospects into paying customers. Do not hesitate to ask referrals from friends, family, and satisfied customers. However, make sure you do not cross the line. The consultative selling sales approach. Get close than ever to your customers.

B2B 111

B2B Cross-sell Referrals Networking 111

Partners in Excellence

JUNE 4, 2012

Selling is tough enough as it is, but throw in purchasing and it becomes hopeless. Yet so often, we seem to be working at cross purposes. We have no idea the impact our solutions provide the customer. How does our solution improve their ability to serve customers? Our Customers Need To Do A Better Job Of Buying!

Price 103

Price Cross-sell Sales Negotiate 103

Sales Hacker

JUNE 26, 2020

Our smarketing evolution began with our customers. We interviewed our customers with a mix of customer development and Jobs to be Done (JTBD) questions in order to create detailed buyer personas and define our buyer. Meanwhile, the sales team set about finding customers to conduct JTBD interviews with. Consideration.

Referrals 131

Referrals CTR CRM Cross-sell 131

SaaStr

SEPTEMBER 11, 2024

Lucid launched in 2010 (before PLG was a term), and their team had an intense focus on product early on, so much so that the COO at the time read through hundreds of thousands of customer support tickets to hear directly from customers. In their first year, they had their first paying customer.

Territory 120

Territory GTM Price Cross-sell 120

SaaStr

JANUARY 25, 2021

Because your traditional or ideal customer could be a bit different post-2020, companies should apply a combination of firmographic objective data points such as mapping stock tickers to Salesforce, look at firmographic data, and also look at subjective feedback based on sales intelligence experience by industry. Optimize your touchpoints.

Cross-sell 94

Cross-sell GTM Sales Territory 94

Partners in Excellence

OCTOBER 20, 2011

For those of you with broad territories and dozens to hundreds of customers, this metric is probably of secondary importance. Today, the term wallet share generally refers to the share of the customer’s purchases in your category you are obtaining. It’s also used as a negotiating tactic for both vendors.

Territory 101

Territory Cross-sell Negotiate Account management 101

PandaDoc

MAY 12, 2025

Selling additional products or services usually sounds like a good thing, but thats only true when every extra sale contributes to your overall bottom line. Marginal revenue can help by showing exactly how much additional income your business brings in from selling one more unit. All buyers wont pay the same rate to acquire a product.

Price 52

Price Manufacturing Cross-sell Up-sell 52

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? How can you increase long-term customer retention? Selling skills matter just as much for account management, just in a more subtle way. You and the customer need to have a mutual understanding of their goals and expectations. The AE is dating the customer.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

Sales Hacker

JULY 25, 2022

The beauty of a sales performance dashboard is your ability to customize it. Metrics that depend on employee performance and customer behavior. May include: customer retention rate, win rate, and new customers acquired. Before a new customer deal can close, an SDR has to find that customer.

Engineering 114

Engineering Objectives and Key Results Cross-sell Pipeline 114

Sales Hacker

FEBRUARY 2, 2021

A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale. Companies start prospecting by formulating an Ideal Customer Profile. It focuses on the sales and marketing teams and helps gain important insight such as customer needs.

Sales 111

Sales Cross-sell Pipeline Negotiate 111

Sales Hacker

MAY 6, 2021

They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them. This includes roles that are complementary to sales like renewals, customer success, and solution engineering. Their peers.

B2C 118

B2C Pipeline SQL Strategize 118

Salesforce

MARCH 3, 2025

A Deal Desk is a cross-functional team that streamlines the closing of sales complex and non-standard deals, handling everything from quote to cash. Deal desks are essential in industries with complex sales cycles , custom solutions, or strict regulatory requirements.

Legal 59

Legal Contract Finance Non-Profits 59