Salesforce

NOVEMBER 7, 2023

Team selling is more important than ever, and sales kickoffs help us sell faster and smarter when we learn more about each other’s working styles. Sellers begin their pitches by understanding the customer’s why. Maybe you’re launching a new product, selling into a new industry, or tweaking the sales process.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

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. When applied, salespeople don’t just make the sales pitch more compelling; they inspire conversations and reshape beliefs.

Cross-sell 52

Cross-sell Education Sales Technique 52

SaaStr

MAY 27, 2023

So, whether you’re hiring or you’re selling or you’re running a leadership meeting, a lot of the time you’re banking on your natural skills and experience to get you to a good result so you can move on to the next thing. You can learn how to run a better weekly tactical or quarterly strategic meetings. It’s called winging it.

Gaming 69

Gaming Trust Cross-sell Closing 69

Hubspot

JANUARY 23, 2024

It's not enough to jump right into the upselling pitch without building a foundation of trust first. Pro Tip To identify an upselling opportunity later in the customer's lifecycle, you need a way to recognize areas where the current game plan is falling short. Pitch ideas — not just upgrades. 10 Upselling Strategies for 2024 1.

Customers 63

Customers Pitch Price Trust 63

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. With so much to learn and little time to learn it, how can salespeople ensure they are always at the top of their game? Sell the Problem, Not the Solution.

Technique 82

Technique Negotiate Cross-sell Sales 82

Salesforce

SEPTEMBER 19, 2023

When the prospect meets specific exit criteria (requirements needed to complete a pipeline stage), they move to the next stage in the pipeline. For example, let’s say you noticed deals are getting stuck in the meeting/demo stage. In too many instances, prospects attend the meetings but don’t move forward, causing a bottleneck.

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

Highspot

MARCH 13, 2024

AI is a game-changer for everything sales does, from lead generation to customer engagement and closing deals. This signifies a shift in how products and services are discovered, evaluated, and chosen, emphasizing the necessity for sales reps to use AI to meet client needs. It helps sales reps work smarter, not harder.

Cross-sell 52

Cross-sell Sales Pipeline Follow-up 52

Highspot

JANUARY 2, 2023

Streamline sales processes cross-functionally across marketing, sales, and sales operations. In-person meetings?). viable positioning, elevator pitches, sales call templates, etc.). Once you gather this information, start defining goals around how your sales enablement team will: Help increase companywide KPIs.

Sales 75

Sales Quota Cross-sell Pitch 75

Gong.io

JUNE 25, 2021

Sales success = meeting booked in the next 10 days. Sales Stat #2: DON’T ask for time when booking meetings with cold emails. We crunched the stats, and it turns out the “Interest CTA” is the highest performing call to action for cold emails: The Interest CTA sells the conversation, not the meeting. . Provide context. .

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Hubspot

APRIL 4, 2023

This question is similar to an elevator pitch. It's also when you really need to sell yourself and your skills. Identify one or two relevant examples demonstrating your ability to meet the expectations outlined in the job description. In the world of consulting, problem-solving is the name of the game.

Consult 72

Consult Objectives and Key Results X-functional Construction 72

Sales Hacker

JUNE 9, 2020

Small group communication: This occurs when there are more than two people involved, such as when pitching your services to a small team. The way you stand (arms crossed, arms at your side, legs relaxed, etc.). Take, for example, a situation in which you’re meeting face-to-face with a prospect you’re dying to close. Confidence.

Presentation 99

Presentation Sales Cross-sell Construction 99

Hubspot

AUGUST 21, 2023

The following sentence could easily be a question to open a loop or a short elevator pitch to establish trust and authority. There's no point in selling yourself as a provider if they haven't decided on a type of solution yet. The key is immediately establishing your expertise and asking for the meeting reasonably early.

Clients 69

Clients Objectives and Key Results Prospecting Sales 69

Highspot

JANUARY 2, 2023

Streamline sales processes cross-functionally across marketing, sales, and sales operations. In-person meetings?). viable positioning, elevator pitches, sales call templates, etc.). Once you gather this information, start defining goals around how your sales enablement team will: Help increase companywide KPIs.

Sales 52

Sales Quota Cross-sell Pitch 52

SalesHandy

MARCH 21, 2023

Sales representatives, on the other hand, fail to establish a lasting impact with their sales introduction email and thereby lose the outreach game before it even began! Let’s connect over the phone or [Zoom/Google Meets] for a few minutes about how we can help? But, you can only get such outcomes if you use the proper strategy.

Closing 98

Closing X-functional Sales Follow-up 98

PandaDoc

APRIL 24, 2023

At its core, it means training your sales team to sell as effectively as possible. Sales enablement techniques include using coaching, relevant content, training, and technology to help sales agents onboard, improve their sales skills, and sell more and faster. This support helps the entire team to meet sales targets.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Martech

OCTOBER 23, 2023

During Weinberg’s cross-examination by Google, Google’s lawyer pointed out that DuckDuckGo’s market share is lower in Europe compared to the United States, even in countries where a default search engine choice screen has been introduced. It’s a hard game to make any breakthroughs, but no one can accuse us of not being persistent.”

Trust 92

Trust Objectives and Key Results Engineering Negotiate 92

Veloxy

NOVEMBER 30, 2023

In-person meetings create more space to read between the lines, interpret nuances, and establish bonds that last beyond a single transaction. Unlike inside sales, which rely on digital communication, field sales involve personal meetings, presentations, and relationship-building on the ground. Get to know your customers really well.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Heinz Marketing

OCTOBER 4, 2021

With Sangram’s new book, MOVE: The 4-question Go-to-Market Framework , he hopes to raise $10k for New Story to end global homelessness and do more than just sell a book. So, on its way to selling more and more copies and here to share more of it for free to you, Sangram , thank you so much for joining us today. We needed that.

Pipeline 120

Pipeline Go To Market Cross-sell Sales 120

SalesLoft

MARCH 8, 2016

the top analyst in the sales development game. But they forgot to figure out what was happening in the sales meeting. That’s how people have been selling for the last three years. Deep Selling, the “new” sales development approach, is actually an old one. The New Way of Selling for a New Generation.

Gambling 52

Gambling Cross-sell Pipeline Inside sales 52

Heinz Marketing

JULY 13, 2020

And I’m very excited that at least we’re going to hopefully get 60 games out of this, this season. But if social selling really was a be all end all, this is when it would prove itself. We need to be able to talk to people, not pitch, et cetera, like that. Matt: No, that’s right. I hope that they get to play.

Pipeline 85

Pipeline Referrals Cold Call Sales 85

SaaStr

JUNE 27, 2019

Fast forward to today, we’ve crossed the $400 million revenue mark. We announced tomorrow, but we’ve crossed that line and now we’re at about 55% of our revenues coming from the enterprise. You’re looking at creating more assets, selling assets, to enable your sales team. But that was really a big change.

Cross-sell 67

Cross-sell Technology Technology Retail 67

PandaDoc

FEBRUARY 5, 2024

Redefine how you manage your customer relationships Relationship selling is more efficient than traditional sales approaches, and CRM helps highlight that objective: building and enhancing relationships. In the traditional sales approach, a sales rep makes a pitch and addresses objections.

CRM 52

CRM Gaming Contract Objectives and Key Results 52

SaaStr

DECEMBER 20, 2019

Does Manny believe that the founder should always be responsible for selling their product at one moment in time? How did Manny sell the first $1m in ARR simply through walking the streets of SOMA and selling door-to-door? What is sufficient? What is excessive? What were his biggest lessons from doing this?

Territory 55

Territory Quota Cross-sell Pipeline 55

SaaStr

DECEMBER 3, 2020

How does this change when selling to SMBs vs enterprise? * And upon meeting the team, I was just blown away by the people. To keep my head in the startup game, I’d always been advising, engaging with early founders. I want to meet Joe.” When is the right time to hire the first sales rep?

Sales 66

Sales Cross-sell Start-ups Growth 66

Salesforce

FEBRUARY 1, 2024

Let’s take a closer look at each one: Awareness stage Buyers at the awareness stage want something that solves a problem or meets a need, but they don’t know exactly what that is. Don’t pitch a product — solve a problem. Remember: Selling a solution rather than a product can help set you apart from competitors.

Sports 111

Sports Cross-sell Pitch Represent 111

Sales Hacker

MARCH 2, 2020

I’ve pulled together the top 97 books from a range of sales disciplines to give you the information you need to stay relevant, lead conversations, understand the trends — and of course, improve your game. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SaaStr

NOVEMBER 16, 2020

How does Andy structure the pipeline meetings? How are the meetings structured? Where do many people go wrong in pipeline meetings? But I have my CMO, for example, bring maybe the team that’s working on our web redesign to that meeting. That can’t just be in my staff meeting. It meets a need.

Pipeline 75

Pipeline Territory Price Product 75

SaaStr

MAY 8, 2020

How are your meetings progressing, who are they progressing with, are the right stakeholders in the room, what’s the next action step, how fast is the next followup meeting getting scheduled, how are pilots going, and what else can we be doing to get our clients onboarded as soon as possible?

Cross-sell 67

Cross-sell Contract Start-ups Up-sell 67

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. You landed the meeting.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Hubspot

JULY 17, 2023

For instance, Gong , a revenue intelligence platform, can discern winning and losing sales pitches among your team. In 2020, Silver Peak hired Aviso , an AI selling platform, to predict quarterly business. to enhance customer engagement and improve account-based selling. With this information, you can optimize sales performance.

Cross-sell 52

Cross-sell Objectives and Key Results CRM Price 52

Salesforce

FEBRUARY 6, 2024

Inside sales Inside sales involves selling to customers remotely, often through live chat, video conferencing, email, or by phone. For this type of selling, reps typically train on a specific product and can take a prospect through all of the product’s features and benefits.

E-commerce 64

E-commerce B2C Pharmaceutical Inside sales 64

Highspot

NOVEMBER 9, 2023

Remote Sales and Virtual Events In an era where remote sales and virtual selling have become increasingly prevalent, digital sales rooms offer an ideal platform for engaging with prospects and customers in a virtual environment, effectively replacing the traditional in-person meetings and trade shows.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

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. You landed the meeting.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Salesforce

FEBRUARY 12, 2024

Consultative sales vs. solution sales 5 principles of consultative sales Consultative sales process Level up your game with AI conversation insights Sell smarter using Einstein Conversation Insights — with customer signals and next-step guidance to help you close. If you can uncover that value, you can add it to your pitch.

Consult 59

Consult Objectives and Key Results Cross-sell High impact 59

Search Engine Land

NOVEMBER 17, 2023

Chicago Lewis explains her distaste for SEO because “the practice seems to have successfully destroyed the illusion that the internet was ever about anything other than selling stuff.” But SEOs are in the business of helping companies sell things, right? But that complaint is much larger in scope than search engine optimization.

Engineering 131

Engineering Niche Promote Up-sell 131

Gong.io

FEBRUARY 9, 2019

Starting Meetings 3. Pitching 5. Or making hundreds of dials a day hoping that someone agrees to meet with you. It’s more than a mindless numbers game. It’s PACKED with useful sales tips that will help you book more meetings: 1. Cold calling isn’t about discovery – it’s about selling the meeting.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Martech

JULY 25, 2023

Despite your polite “no thanks,” he makes another pitch, same blender, just minutes later. But when it comes to email marketing, we often find ourselves channeling Promoter A — blitzing our subscribers with emails and crossing our fingers for conversions. Send more, sell more was the mantra. Let’s dive into how.

Campaign 98

Campaign Conversion Click Through Rate Promote 98