Highspot

SEPTEMBER 28, 2023

What is the Challenger Selling Methodology? Challenger sales reps excel in: Teaching : They offer valuable insights that may never have crossed a customer’s mind. Unlike traditional sales models, Challenger selling equips you with the tools and techniques to navigate sophisticated client interactions.

Cross-sell 52

Cross-sell Education Sales Technique 52

Hubspot

SEPTEMBER 27, 2023

This means entering your product or service details, pricing models , billing cycles, and other relevant information. Using the subscription management software, create new subscriptions for customers, specifying the pricing plan, duration, and any add-ons or upgrades. Set up your subscription management tools.

E-commerce 59

E-commerce Price Cross-sell Finance 59

Martech

SEPTEMBER 25, 2023

Finance departments have widely adopted this “leaked” funding approach in start-ups and established companies. Pricing customer service. Marketing must be constantly available to potential buyers when they become interested in your product — not necessarily when you want to sell it. I just don’t know which half.” Competition.

A/B testing 114

A/B testing Tradeshows Finance Cross-sell 114

The 5% Institute

JUNE 9, 2023

By analysing sales data, identifying trends, and providing constructive feedback, sales managers can help their team members enhance their selling skills and achieve better results. This includes identifying target markets, determining pricing strategies, and creating sales campaigns.

Objectives and Key Results 52

Objectives and Key Results Finance Drivers/motivators Sales 52

SaaStr

JUNE 13, 2021

All that matters is investing in great companies at a fair, stage-appropriate price, right? He canceled the stock option plan and outstanding grants to change the effective price. As a VC/investor, sometimes I can get a slightly better net deal on price at least. I mean, whatever, right? Accountability matters. Or whatever.

Legal 105

Legal Government Price Cross-sell 105

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Trisha Price. Trisha Price: nCino is a little bit different in its background.

Price 59

Price Retail X-functional Healthcare 59

Highspot

DECEMBER 5, 2023

Nurture and Crossell / Upsell Selling does not end with deal closure or hitting quarterly targets. Who are you selling to? Some example sales methodologies include: Consultative Selling Consultative selling is all about becoming a trusted advisor to your customers. Financing options: Discuss financing plans and options.

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. Why Should You Sell Into Startups? While selling to startups is an evergreen opportunity, it’s important to understand the risks as well.

Sell 77

Sell Minimum Viable Product Objectives and Key Results Cross-sell 77

SBI

DECEMBER 28, 2020

Additionally, there are a significant number of customers that currently only have relationships with either TechTarget or BrightTALK, providing an opportunity to cross-sell. The cash purchase price is $150 million, subject to working capital and other adjustments.

Closing 50

Closing Finance Contract Cross-sell 50

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Panel: Colleen Kapase, VP of WW Partner & Alliances, Snowflake. Jessica Alexander: Sure, absolutely.

Cross-sell 81

Cross-sell Finance Strategize Technology 81

The 5% Institute

OCTOBER 1, 2020

This gap may be needing more information about what you sell, finding solutions to their problems and pain points , and of course selling and serving new and current clients. Corporate finance and lending. An improved ability to cross sell. Related article: Sales Consulting – Your Ultimate Guide. Procurement.

Consult 105

Consult Cross-sell Sales Real Estate 105

The 5% Institute

FEBRUARY 12, 2020

This gap may be needing more information about what you sell, finding solutions to their problems and pain points , and of course selling and serving new and current clients. Corporate finance and lending. An improved ability to cross sell. Industry Examples. Procurement. Risk management. Litigation and legal.

Consult 98

Consult Cross-sell Sales Real Estate 98

PandaDoc

OCTOBER 3, 2023

Do you feel like your selling job is becoming harder and harder over time? As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. So hurry up and learn how to stop wasting your time on inefficient routines and redirect your efforts to selling!

Process 52

Process Objectives and Key Results X-functional Sales 52

Hubspot

MARCH 18, 2019

The difference between key account management and selling. Does your product have upsell and cross-sell potential? Key accounts require consultative selling techniques -- and it will be hard to teach your salespeople to adopt completely new processes for just a few clients. The benefits. How to identify key accounts.

Account management 86

Account management Objectives and Key Results Cross-sell Non-Profits 86

Hubspot

MARCH 27, 2015

The HBR publication itself comes out 10 times per year and focuses on topics such as business strategy, finance, operations, marketing, management, and leadership. This is definitely one of the groups you should keep HBR in your cross-check and with no barrier to entry, there’s no reason not to. Extra Credit: Want to understand prices?

Finance 77

Finance Cross-sell Start-ups Follow-up 77

Sales Hacker

SEPTEMBER 4, 2018

Here are some eye-opening facts: Customer experience will topple the product itself and its price tag as the key brand differentiator by 2020, according to a Walker study. Inspire new sales (upsell, cross-sell). Upsells and cross-sells can also be driven by a variety of roles and at moments throughout the cycle.

Customers 56

Customers Cross-sell Referrals Growth 56

Hubspot

JULY 19, 2022

McKinsey reports that instant payments are up globally since 2020 , from company-specific commerce platforms to embedded social media selling, and predicts that cross-border payments represent a huge growth opportunity for businesses. A localization department or team for new markets , including a legal or finance representative.

B2B 62

B2B E-commerce Territory CRM 62

Hubspot

AUGUST 27, 2020

For instance, say you're a rep selling a conversational intelligence platform for sales reps. Your prospect represents a company that sells an ecommerce platform to small to midsize businesses. That being said, if you plan your side of that dialogue and stick to it rigidly, you're crossing the line.

Process 78

Process Contact Cross-sell Prospecting 78

ConversionXL

APRIL 7, 2020

Libsyn pricing starts at $5/month for up to 50MB (about 50 minutes of show time), but I recommend the $20/month package for advanced reporting, which is essential for anyone interested in generating revenue from advertising or sponsorships. Other platforms have similar pricing and features. We often recommend Libsyn to our clients.

Objectives and Key Results 85

Objectives and Key Results Strategic partnership Promote Start-ups 85

Partners in Excellence

MARCH 8, 2015

It may be deceitful pricing or contracting processes. ” It may be high pressure selling techniques. A lot of the reluctance has been just bad selling. We sometimes, both on the buying and selling side, exaggerate our own importance in a decision or in our companies. It may be “bait and switch techniques.”

Cross-sell 90

Cross-sell Technique Entertainment Finance 90

Sales Hacker

APRIL 6, 2022

Sales teams often struggle with configuration of price quotes when dealing with complex products or services or large product catalogs. And these manual processes take sales reps away from their most important activity: selling. Whether purposefully or by accident, sales reps often deviate from pricing and discounting guidelines.

Cross-sell 93

Cross-sell Contract Price Finance 93

Sales Hacker

APRIL 16, 2018

The sales team is set up in two teams, we’ve got a team that’s responsible for selling into the buy side and sell side, and a team responsible for selling into big corporations. Sales management at Global Crossing. It was actually an interesting time to be at Global Crossing. What happened next?

Territory 40

Territory Cross-sell Up-sell Objection handling 40

Hubspot

JANUARY 14, 2015

The bag of stuff that I had to sell kept getting bigger. "By By the end of my run there, search had starting taking off and I was selling a bunch of it to advertisers and agencies. Learning about business and finance first and marketing second has served me well because marketing is really about driving business. Follow @ajdun.

Healthcare 71

Healthcare Hospitality Finance Consult 71

Martech

JUNE 27, 2023

Sell, close. Pricing details. Pricing is a glaring example: It’s a rare B2B company that operates with fixed, public pricing. Ecommerce is perfect for selling low-margin replacement parts, financing solutions and warranties. Generate a lead. What are your customers and prospects looking for?

B2B 96

B2B Customers Cross-sell Price 96

SaaStr

OCTOBER 29, 2019

We’re going to talk about matching price to value, and I’m going to share some lessons from my time as both an operator and an investor. I was on the product team and saw this opportunity for us to work more cross functionally across the company and focus heavily on retention and monetization. Hi, everybody.

Price 40

Price X-functional Cross-sell Growth 40

ClickFunnels

SEPTEMBER 12, 2022

We have top-tier funnels from every industry (such as finance, eCommerce, coaching, info products, and more), and we’ll show you how to “ethically steal” the perfect funnel. Jamie Cross. She is a #1 best-selling author and 7-figure business owner… all thanks to the power of funnels. Stacey & Paul Martino.

E-commerce 244

E-commerce Niche Real Estate Launch 244

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 Note: The 11-14 recommendation does not hold when selling into the C-Suite. If you are selling to the C-Suite, you are going to want to watch this webinar. #7

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Salesforce

OCTOBER 24, 2023

That’s the heart of value selling. What you’ll learn: What is value selling? Why is value selling important? See how it works What is value selling? Value selling is a sales strategy that focuses on helping prospects solve problems while delivering positive economic and resource impact.

Sell 104

Sell Pitch Objectives and Key Results Cross-sell 104

PandaDoc

JUNE 1, 2023

Sales reps face a variety of challenges in their day-to-day work, from managing customer expectations and navigating complex pricing structures to juggling multiple deals at once. But that would not happen if you effectively use a configure price quote (CPQ) solution. See also What is CPQ (Configure, Price, Quote)?

E-commerce 52

E-commerce Profit margin Legal Price 52

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. Talvista: $199k ACV and $996k ARR.

Inside sales 108

Inside sales Cold Call Contract Price 108

Sales Hacker

DECEMBER 4, 2020

That’s what selling without a sales dashboard is like. This not only takes time away from selling, it can introduce a lot of opportunities for mistakes. Sales leaders can use a dashboard to understand the game their team is playing as they sell and identify where reps may need help or extra training. What is a Sales Dashboard?

Pipeline 124

Pipeline Cross-sell CRM Sales 124

SaaStr

JULY 15, 2020

And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something. People are buying and selling houses. Right now if you look on the other side, an area I know a fair amount about, look at US real estate.

X-functional 60

X-functional E-commerce Growth Retail 60

Lead Fuze

AUGUST 6, 2021

1 Improve Value Propositions and Price Points. By collecting and cross-referencing in sales data analysis, it’s possible to build highly-personalized value propositions tailored to the specific needs of each customer segment. Another challenge is setting the price of new products and services to ensure maximum sales and revenue.

Objectives and Key Results 64

Objectives and Key Results Click Through Rate CTR Cross-sell 64

Search Engine Land

FEBRUARY 18, 2023

Google Shopper: Scan Books, DVDs, Video Games, Bar Codes & Get Prices 2010: You could point the app at books, CDs, DVDs, and video games, and barcodes and it would fetch the details of that product and give you the prices, stores, reviews and more about that product. by Gord Hotchkiss 2010: What Do I Look At First?

Finance 98

Finance Engineering Campaign Cross-sell 98

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 Note: The 11-14 recommendation does not hold when selling into the C-Suite. If you are selling to the C-Suite, you are going to want to watch this webinar. #7

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

SalesHandy

JUNE 29, 2021

Selling products or services to businesses and professionals can be tough. Which is unlike selling to consumers, who have common needs and wants. The right B2B sales strategy optimizes your sales process around a few key principles, all of which allow you to make the most out of B2B selling efforts. B2B Sales Principles.

B2B 98

B2B Cross-sell X-functional Follow-up 98

SaaStr

AUGUST 16, 2019

258: Companies that have access to more accurate financial data have the ability to develop seamless exchanges of information, providing consumers with improved ways to manage their finances. ” Or, “I wasn’t aware that I needed to sell eight units in my first three months. Enter the platform company.

Drivers/motivators 56

Drivers/motivators Start-ups Growth Territory 56