Hubspot

DECEMBER 28, 2017

What is relationship selling? Relationship selling is essential if you have a high average selling price (ASP),” explains VidScale COO Adam Rizika. What is transactional and relationship selling? Relationship selling, on the other hand, is effort- and research-intensive. Relationship selling examples.

Sell 101

Sell Cross-sell Negotiate Technique 101

Gong.io

AUGUST 30, 2021

I used to hate the waiting game. That was before I leveled up my email follow up game (no following up, circling back, or touching base). This reflects a new and highly effective approach to prospecting: selling the conversation, not the meeting. You need to get the DM caught up, back in the game. Negotiating emails.

Follow-up 107

Follow-up Referrals Cross-sell Gaming 107

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. And this is exactly why you hired them! Dissecting pipeline with mid-level leaders to ensure and maintain pipeline velocity and accuracy.

B2C 121

B2C Pipeline SQL Strategize 121

Sales Hacker

JULY 25, 2022

Considered lagging indicators — you can’t change their outcome, but you can use them to identify problem areas and develop a new game plan. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline. Efficiency metrics.

Engineering 117

Engineering Objectives and Key Results Cross-sell Pipeline 117

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. A lot of sales reps end up competing on who sold the most or what product is selling faster. Maybe you’re selling the right products to the wrong audience in the wrong market. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

ConversionXL

OCTOBER 31, 2018

Here’s what they knew: To boost subscriber fees, they needed to maximize the number of people who would pick up the phone and call the cable company if, during a tense negotiation, the provider threatened to drop ESPN. Cross-sells. If you sell 20 products, you have to market 20 products. Marketing simplicity.

Product 107

Product Non-Profits Price Cross-sell 107

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

Lead Fuze

AUGUST 19, 2021

Even if we’ve been “in the game” for a long time, selling the same products — our presentations can get stale after a while. Keep Your Arms Open – Did you know that crossing your arms not only makes you look unapproachable, but it also makes you retain less information? . Make sure you focus on these.

Presentation 98

Presentation Cross-sell Sales Clients 98

Sales Hacker

OCTOBER 28, 2019

They have to create strategies for customer acquisition and negotiate deals that will keep everyone happy. RELATED: Top Communities for Women in Sales & Revenue (And How They’re Changing the Game). Team Selling Playbooks. RELATED: Why The Sales World Sucks at Earning Referral Business and How You Can Change The Game.

Sell 75

Sell Teamwork Objectives and Key Results Consult 75

Sales Hacker

MAY 14, 2018

Because they know they can’t maintain growth and compete without a consistent, cross-functional strategy that does the following: Optimizes the onboarding process for new sales reps. They already know how to sell, so they don’t need sales training.” . Your reps know everything there is to know about selling? Didn’t think so.

Objectives and Key Results 75

Objectives and Key Results Cross-sell Objection handling Sales 75

Martech

OCTOBER 23, 2023

21) CEO of the privacy-focused search engine and internet browser company, Gabriel Weinberg, testified that his company had attempted to negotiate deals to become the default search engine on some products. It’s a hard game to make any breakthroughs, but no one can accuse us of not being persistent.”

Trust 93

Trust Objectives and Key Results Engineering Negotiate 93

Sales Hacker

AUGUST 2, 2019

Think relationship selling, sales prospecting, and lead nurturing all rolled into one. Granted, sales is a numbers game. If it used to take you 20 calls to find one prospect, how much more would you sell if it only took you 10 calls? When did you last negotiate your current contact for widgets? Do you as well?

Contact 79

Contact Referrals Appointment Cross-sell 79

Hubspot

NOVEMBER 21, 2018

These roles vary based on the product, industry, and vertical you’re selling to. Negotiation: Both sales rep and decision makers discuss pricing details and feature needs. Lastly, in the channel model , an outside agency or partner sells your product for you. Gatekeeper: Blocker in getting a product implemented or approved.

Go To Market 101

Go To Market Process GTM Education 101

PandaDoc

AUGUST 22, 2024

SaaS sales is the art of selling software-as-a-service (SaaS), focused on methods to obtain new customers while retaining/upselling existing ones. What makes selling SaaS products different from other types of sales? What does SaaS sales stand for?

Contract 52

Contract Cross-sell Legal Drivers/motivators 52

Sales Hacker

APRIL 2, 2018

2) Giving everyone access to the same detailed, cross-referenced, up-to-date customer and account data—for use in every call, quote, proposal, contract, upsell, and renewal. The result is that your team spends more time on mission-critical activities and actual selling. 1) Audit Your Current Data Management System.

Process 63

Process Contract Legal CRM 63

PandaDoc

MARCH 26, 2024

Imagine you’re playing a video game where your goal is to guide a character through different levels until they reach the final stage. Here, your sales team needs to gather a list of prospects that are potentially interested in what you’re selling.

Pipeline 52

Pipeline Contract CRM Customer Relationship Management 52

Salesforce

SEPTEMBER 19, 2023

A prospect lingering in the negotiation stage, for example, may need a change to product price to move them to the contract stage. Negotiation and commitment The prospect will likely have objections or additional inquiries that require renegotiating the initial proposal. Maintain relationships to win future cross-sells and upsells.

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

Salesmate

OCTOBER 15, 2020

They focused on their strengths and used their selling point wisely to increase their profits. However, the rules of the game have changed. However, make sure you do not cross the line. Sales tactic #13 – Use the right negotiation tactics. Negotiation is the most important stage of the sales process.

Cold Call 59

Cold Call Appointment Negotiate Sales 59

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. Hardware like laptops, televisions, and gaming systems can be sold both B2B and B2C to fulfill various needs. Give presentations and demos.

Networking 59

Networking B2C Cross-sell Negotiate 59

Highspot

MAY 30, 2024

Enhance cross-department communication: Meet regularly to discuss strategies and challenges, share insights, and coordinate revenue-generating activities across the buyer journey. Optimize your sales process by mapping each step, from lead generation to negotiation and closing, and finding and removing bottlenecks.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Highspot

FEBRUARY 25, 2024

Shifting Customer Expectations Digitized selling has changed customer-business interactions. The company responds with a targeted sales training program to enhance negotiation skills and product differentiation. Sales reps can spend more time selling and less time searching for and entering data.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Sales Strategize 52

Heinz Marketing

APRIL 19, 2021

Matt: So, you are the proud new recipient, last minute, of an all-star game. An all-star game coming here, I know a little bit of contention there, but it’s a wonderful place to be. We need to articulate pain, talk about differentiated value and lead to the power of our solution, and then we can negotiate.

Pipeline 81

Pipeline Sales Cross-sell Up-sell 81

Highspot

JUNE 6, 2023

Establishing shared goals begins with defining common objectives and expected results to foster cross-team collaboration and understanding. Seller confidence surveys gauge seller confidence in areas such as pricing, differentiation, and negotiation.

Closing 52

Closing Product Objectives and Key Results Quota 52

Heinz Marketing

JULY 13, 2020

I was heavily involved in negotiations to get the season going. 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. Matt: No, that’s right. I hope that they get to play.

Pipeline 90

Pipeline Referrals Cold Call Sales 90

SaaStr

AUGUST 27, 2019

I think that we would probably all agree that there is no one more motivated than the founder in the founder led sales stage to get sales, cross the line, and when it comes to comp design, there’s really no big comp design to be had if the founder’s the one closing the deals. Meghan Gill: Yeah, building on that. It will pay off.

Territory 62

Territory Cross-sell Contract Drivers/motivators 62

PandaDoc

APRIL 11, 2023

Brand Knowing all the nuances of the brand you’re selling is extremely important for sales efficiency. Complementary products Selling smartphones, you must have substantial knowledge about the cases, memory cards, headphones, etc., Today’s customers are often interested not only in the product or service itself but also in your brand.

Education 52

Education Product Customers Sales 52

Lead Fuze

JANUARY 9, 2024

This could include everything from showcasing assembly instructions to highlighting unique selling points—all contributing towards driving conversion rates northward. Mastering SEO for Ecommerce Visibility If you’re in the ecommerce game, you know it’s not just about having great products anymore.

E-commerce 52

E-commerce Growth Retail Gaming 52

Hubspot

JANUARY 14, 2025

Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. And, just as I mentioned, thats exactly where sales champions shine theyre not just deal-closers but dynamic professionals who go far beyond the basics of selling.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Anita Nielsen.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Salesmate

OCTOBER 15, 2020

You cannot cast your net wide and sell to everyone, so lead qualification is necessary. Negotiation. Negotiation is the deciding stage of the sales pipeline. If handled smartly, the negotiation can be driven to a better outcome that’s beneficial for both. Negotiation is the make or break moment of the sales process.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

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 143

Sales Technique Objectives and Key Results Non-Profits 143

SaaStr

SEPTEMBER 27, 2024

If you train a new rep on every product, they should be able to sell each one as effectively as the last, right? Once they launched their finance suite, and they were directly competing with new and successful companies like Brex and Ramp, it was a different ball game. This was a painful learning at Rippling. They didn’t want a quota.

Growth 128

Growth Quota Account management Cold Call 128

Martech

OCTOBER 19, 2022

It requires RFPs, tenders, quotes and negotiations. Simply put, it’s the automated buying and selling of digital advertising space. Programmatic advertising is now being used to sell ad space for CTV, digital radio and digital out of home (DOOH). Without this there’s no way to optimize the ad and try out different iterations.

Retail 125

Retail CTR Networking Campaign 125

Gong.io

JUNE 25, 2021

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. . Spend the time talking, trying to sell that first meeting, NOT asking probing questions and listening. Sales Stat #11: Use these words that sell.

Sell 93

Sell Cold Call Objectives and Key Results Negotiate 93

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

Sales Hacker

OCTOBER 21, 2019

My advisor said the idea was great but that it wouldn’t work unless I learned how to sell. However, my plans changed once I discovered the unique challenges of selling. I’d have to say it’s either SNAP Selling or More Sales Less Time. . SNAP Selling focuses on how to deal with today’s overwhelmed buyers. Fail Fast!”

Sales 99

Sales Up-sell Start-ups Cross-sell 99

Salesforce

JULY 28, 2022

To ensure your company is recession ready, develop a game plan for your sales organization that focuses on investments in tools, training, and effective sales tactics. Upskill and cross-train your teams. Also be sure this training is cross-functional. Fortunately, sales leaders can work to avoid these hardships by acting now.

Cross-sell 98

Cross-sell GTM Quota Contract 98