Highspot

FEBRUARY 4, 2024

Guided selling. It tailors the buying experience using AI and extensive data, guiding customers as they compare products, understand pricing, and select add-ons while preventing the frustration and abandonment that often come from being overwhelmed by options. What is Guided Selling? How Does Guided Selling Work?

Sell 52

Sell Cross-sell B2C Manufacturing 52

SaaStr

DECEMBER 5, 2023

Challenge #1: Starting with Product-Led Growth and Deciding If It’s Worth It If you start with PLG and want to move your customer base and prospects to Enterprise deals, you might ask yourself: Should I go for it? You have to expand your focus on how you sell and make it strategic to the C-suite. Let’s look at Miro as an example.

GTM 75

GTM Cross-sell Government Legal 75

Hubspot

JANUARY 23, 2024

It's not enough to jump right into the upselling pitch without building a foundation of trust first. When you know what your customers value and where they want to go, you can identify areas where additional products and services can help down the line. 10 Upselling Strategies for 2024 1. Set and track measurable goals.

Customers 64

Customers Pitch Price Trust 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

Hubspot

AUGUST 25, 2022

When your conversion rate was highest, what was the pitch you used? Reasons can include: They don't need the product. They already have the product. The goal, of course, isn’t to sell them anything, but to see how things are going and if there’s anything you can do to help. Creating a pitch deck?

Cold Call 83

Cold Call Drivers/motivators Pitch Cross-sell 83

Salesforce

NOVEMBER 7, 2023

Sales kickoff tips and best practices Learn 8 sales productivity pitfalls (and steps to avoid them) Get the free Sales Productivity Workbook to discover how leading sales experts are side-stepping pitfalls by consolidating their tech stacks, redefining their pipeline stages, and automating approvals. SKOs are all about: Camaraderie.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

Highspot

MARCH 13, 2024

It is commonly used for content creation, designing new products, and even finding solutions to complex problems. AI is a game-changer for everything sales does, from lead generation to customer engagement and closing deals. The benefits of AI include: Boost Sales Productivity Generative AI automates repetitive tasks.

Cross-sell 52

Cross-sell Sales Pipeline Follow-up 52

SaaStr

MAY 27, 2023

We kicked off a new series that productized something we’ve been doing for 10+ years at SaaStr … getting top leaders to share their mistakes. We did some serious product building. When the customer loved the product — or told us so anyway — we thought our work was done. Several, we closed while I was on a cross-country flight.

Gaming 70

Gaming Trust Cross-sell Closing 70

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

Martech

MARCH 25, 2022

If I’m buying vegan products, don’t blast me about pork chops. If I obviously live in the Northeast, stop trying to sell me tickets to minor league baseball games in Florida. I understand about cross-pollination of product lines and showing customers things they might not discover.

Real Estate 127

Real Estate Cross-sell Appointment Start-ups 127

Highspot

JANUARY 2, 2023

Training and Coaching = Salespeople must be onboarded, trained, and continuously coached with the right sales skills, product messaging, and events like sales kickoffs. Streamline sales processes cross-functionally across marketing, sales, and sales operations. What sources do they use to research new products?

Sales 75

Sales Quota Cross-sell Pitch 75

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. Once a lead has been deemed qualified (a good fit for the product), they enter the pipeline as a prospect and reps track progress as sales conversations unfold. Why is a sales pipeline important?

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

Martech

OCTOBER 23, 2023

Justice Department claims Google, which owns a 90% market share in search, paid massive sums to companies like Apple to make it the default search engine on products like the iPhone. 12 John Schmidtlein, lead lawyer for Google, claims the company dominates the search market due to being a superior product.

Trust 81

Trust Objectives and Key Results Engineering Negotiate 81

Hubspot

MAY 6, 2016

Productivity" has a much wider definition than many of us give it credit for. We tend to equate productivity with doing things, rather than with taking time to think, reflect, and rest. But busyness is not the same as productivity. So, what are some ways you can make your weekends more productive, in every sense of the word?

Product 78

Product Non-Profits Hospitality Cross-sell 78

Search Engine Land

FEBRUARY 21, 2023

Google Search Console adds Products to enhancements reporting section 2019: This section helped you see how well your product markup was performing in Google’s search results. Waiting Game Begins On Google Book Search Settlement 2010: 21 of the 26 speakers during the hearing were against the settlement.

Launch 93

Launch Engineering Retail UX 93

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 117

Pipeline Go To Market Cross-sell Sales 117

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. Datasheets: For use cases and specific product results.

Objectives and Key Results 52

Objectives and Key Results Sales Cross-sell CRM 52

Highspot

JANUARY 2, 2023

Training and Coaching = Salespeople must be onboarded, trained, and continuously coached with the right sales skills, product messaging, and events like sales kickoffs. Streamline sales processes cross-functionally across marketing, sales, and sales operations. What sources do they use to research new products?

Sales 52

Sales Quota Cross-sell Pitch 52

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.). In every profession, not just sales, confidence is the name of the game. Some common examples include: Hand gestures.

Presentation 99

Presentation Sales Cross-sell Construction 99

Hubspot

MARCH 27, 2018

More prospects means more opportunities to sell. For an individual blog writer, it's a critical tool to stay at the top of your game. You have some good ideas on who to pitch for your guest posting strategy. BrightEdge’s suite of AI-first products make content production a lot easier.

Cross-sell 98

Cross-sell Pitch Follow-up Gaming 98

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. I believe these elements create a positive and productive working environment." In the world of consulting, problem-solving is the name of the game. Accomplishments like that really motivate me to do my best."

Consult 73

Consult Objectives and Key Results X-functional Construction 73

SalesHandy

MARCH 21, 2023

You can also personalize your offerings in accordance with their pain points and the solutions your product/service can offer. Talk about benefits (instead of features) We don’t like it when a salesman keeps talking about features and how good a product is. Product/Service}} can help in {{Benefits}}.

Closing 98

Closing X-functional Sales Follow-up 98

The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. Tips on whole product management. R&D decisions: From products to whole products. A war analogy. Choosing the beachhead segment. Define the battle.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Gong.io

JUNE 25, 2021

” Our product gives sales leaders data-backed insights into their sales team. 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. . Sales Stat #11: Use these words that sell. Hard-hitting sales stats.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Search Engine Land

NOVEMBER 17, 2023

Give up on ever making money, sharing your work with others, or promoting your products or services. 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.” ” asks the first spam message in my in-box.

Engineering 126

Engineering Niche Promote Up-sell 126

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. After the Meeting: Sales Proposal Email to Client Consider this email a digital elevator pitch.

Clients 69

Clients Objectives and Key Results Prospecting Sales 69

Eliminate Your Competition

JULY 18, 2022

As AI becomes more advanced, it will become an increasingly valuable asset for salespeople seeking to boost their productivity. As a result, salespeople can spend less time on administrative work and more time selling. AI can help salespeople identify potential leads, understand customer needs, and recommend products accordingly.

Appointment 59

Appointment Quota Cross-sell Technology 59

Hubspot

APRIL 21, 2020

We recommend measuring success around your active install rate — this tells you retention rate, or the number of people who install your app and then don't uninstall it — the number of ratings you receive, your average rating in the app marketplace, and if you're selling your app, revenue generated from your app. Pitch Your App.

Launch 98

Launch UX Networking Cross-sell 98

Hubspot

MAY 7, 2020

Warm calling is connecting with a company that you’ve proactively identified as a good fit although they haven't demonstrated an interest in your product or service yet. They’ll have similar pain, which means they’ll be easier to sell to and have higher retention rates. This hyper-tailored opening changes the game. Call again.

Prospecting 91

Prospecting Follow-up Cold Call Cross-sell 91

SalesLoft

MARCH 8, 2016

the top analyst in the sales development game. New customer acquisition helps acquire new, high value target customers, pipeline velocity accelerates velocity of existing opportunities at target accounts, and (the most important objective) account expansion drives expansion (through upsells and cross-sells) on existing accounts.

Gambling 52

Gambling Cross-sell Pipeline Inside sales 52

Lead Fuze

AUGUST 24, 2021

However, a virtual summit can be a game-changer for your business. . Every participant can cross-promote each other to make the event more popular. If these registrants were interested in particular sessions, you can promote your business’s relevant products and services to them. Just to name a few drawbacks.

Niche 96

Niche Promote Lead generation Networking 96

SaaStr

JUNE 27, 2019

Growing a company’s revenues, customer base, team, process, and product doesn’t just happen without major work and strategy. 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.

Cross-sell 70

Cross-sell Technology Technology Retail 70

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 3, 2020

Thinking of Dropbox, how does Sam justify the role of sales in a world of product-led growth? How do product and sales work together most efficiently? How does this change when selling to SMBs vs enterprise? * To keep my head in the startup game, I’d always been advising, engaging with early founders.

Sales 71

Sales Cross-sell Start-ups Growth 71

SaaStr

NOVEMBER 19, 2019

From that point on, we built a product and we launched it in February of 2008 out of a back of a coffee shop with one employee. Nancy Ham : I had to cross idea number one off my list of rationalizing marketing. It was really now bringing on a new product within their clinic or organization. We started out true SaaS.

Closing 68

Closing Customers Niche Sports 68

SaaStr

DECEMBER 20, 2019

Befofe that Manny was a Senior Product Manager @ Amazon where he engineered the compensation system for Amazon Associates and Web-Services which accounts for 15% of Amazon’s traffic. How did Manny sell the first $1m in ARR simply through walking the streets of SOMA and selling door-to-door? Does that makes sense?

Territory 57

Territory Quota Cross-sell Pipeline 57

SaaStr

MAY 3, 2019

Before that Manny was a Senior Product Manager @ Amazon where he engineered the compensation system for Amazon Associates and Web-Services which accounts for 15% of Amazon’s traffic. Does Manny believe that the founder should always be responsible for selling their product at one moment in time? What is sufficient?

Territory 61

Territory Quota Cross-sell Pipeline 61