Veloxy

OCTOBER 29, 2021

This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. This includes tools designed to reduce the administrative burden on revenue operations and reps by automating non-selling activities. How is AI Changing Sales?

Sales 223

Sales Non-Profits CRM Pipeline 223

Highspot

JANUARY 23, 2025

In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects. These challenges compound when teams are spread across different regions and may only meet in person once or twice a year. All of these consultative selling factors contribute to stronger client relationships.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Salesforce

OCTOBER 29, 2024

Like other sales approaches, the goal of door-to-door sales is to establish a relationship with a customer, upsell , cross-sell, and close more deals. You also need to convey excitement about the product or service you’re selling and help prospects understand its benefits in a way that feels personal to them.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

Partners in Excellence

FEBRUARY 16, 2012

It’s supposed to help them better manage their opportunities, territories, and time. But managing our deals, pipelines and territories are much more complex. Do I have upsell, cross sell opportunities? Has someone moved, are there new people to meet, who’s there that I should be meeting, who are they?

CRM 113

CRM Territory Cross-sell Sports 113

Veloxy

MAY 3, 2022

Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more. In addition to helping sales team’s accelerate sales, Veloxy also helps optimize sales enablement by maximizing selling efficiency. Helps perfect your sales process in order to sell more.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Salesforce

NOVEMBER 19, 2024

Your business will have to set firm red lines that cannot be crossed, no matter how badly the sales team wants to close a deal. As the name implies, it’s just matching the prices of your competition, a move preceded by price benchmarking, in which you evaluate and then meet a competitor’s pricing.

Price 52

Price Profit margin Territory Cross-sell 52

SaaStr

SEPTEMBER 11, 2024

You’ll want someone internally who can handle those queries initially, who you can lean on to attend customer meetings and help develop pattern recognition. They had to invest a lot upfront to make sure they were ready to meet the needs of a global user. They should be highly cross-functional and know how to navigate your sales motion.

Territory 121

Territory GTM Price Cross-sell 121

SaaStr

JANUARY 31, 2022

Adding C-level engagements and cross-departmental selling will lengthen your sales cycle but it will provide you with customers who stick and an increased average transaction size. I love the feeling within the first five minutes of meeting someone when you know you’ve found the perfect match. . Territory Development.

Territory 98

Territory Cross-sell Quota Networking 98

Hubspot

FEBRUARY 7, 2018

According to The Bridge Group’s 2016 Sales Development Metrics and Compensation report , it’s most common for companies to base an SDR’s commission on the number of meetings or opportunities they pass to their partner reps and the number of meetings or opportunities accepted by those reps. Regional Sales Manager.

Territory 101

Territory Commission Outside Sales Account management 101

Salesforce

SEPTEMBER 28, 2023

Create sales plans that save reps time and maximize sales impact Get your targets, budget, and headcount aligned with just a few clicks so you can sell more efficiently. These targets are used to guide the quota-setting, territory mapping , and sales team strategies. Is additional product or sales training needed before teams can sell?

Quota 116

Quota Territory Pipeline Sales 116

Salesmate

MARCH 23, 2021

Bottlenecks may arise when your team chases the wrong customers, or neglect the right ones at the right time, delays in-process activities, and letting go of upselling and cross-selling opportunities once the sale has been completed. Manual labor is nothing but a distraction from selling for your team. Cut down on manual work .

CRM 116

CRM Cross-sell Tradeshows Up-sell 116

Sales Hacker

MARCH 7, 2022

He has so much sales and management knowledge he could write a book on it — and, in fact, he’s written seven, including “Sales Management That Works: How to Sell in a World That Never Stops Changing.” Sales is cross-disciplinary. In the past, it was enough for sellers to simply meet or exceed their quotas.

Cross-sell 108

Cross-sell Territory Finance Sales 108

Heinz Marketing

FEBRUARY 17, 2022

It will help you meet your target account where they prefer to engage the most. If you don’t see a jump in win rate over time, you can adjust your approach for selling. Average deal size is the average $ value of closed won business in a territory within a given timeframe. Top account-based (ABM) metrics to track.

Pipeline 121

Pipeline Click Through Rate Cross-sell Territory 121

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. Sample Product Training Plan: New Sales Reps.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Hacker

APRIL 1, 2021

If you’re an OEM or selling physical products, this one’s for you (sorry, SaaS folks). Expansion to new territories is never easy, but the coronavirus is providing a wakeup call for enterprises and established companies to start looking at how customers say they prefer you to sell to them.

E-commerce 86

E-commerce Territory Transportation B2C 86

Salesforce

NOVEMBER 18, 2024

Meet Agentforce , Salesforce’s set of tools designed to create and customize agents — along with a suite of preconfigured agents that help you extend your teams and get work done faster. Agentforce enables the financial services industry to meet the evolving demands of customers, ensuring a high level of service and operational efficiency.

Service 52

Service Non-Profits Territory Trust 52

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. Your account plan should include very strong cross sell and upsell plans. These activities are the critical interim metrics that will help you stay on track to meet your wallet share goal.

Territory 108

Territory Cross-sell Negotiate Account management 108

Hubspot

APRIL 4, 2019

Recent studies show 5% of meeting attendees remember statistics and 63% remember stories. If one of your goals is for 5% of monthly revenue to come from upsells or cross-sells , make this goal specific by identifying what types of clients you’ll target. Some people believe the best pitch isn’t a pitch at all , but a story.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

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 136

Pipeline Cross-sell CRM Sales 136

Partners in Excellence

JULY 8, 2015

Too often, I sit in meetings of top executives and it seems each is speaking a different language. Yet when taken together, too often, the organization isn’t meeting their goals. Yet when taken together, too often, the organization isn’t meeting their goals.

Launch 115

Launch Manufacturing Cross-sell Finance 115

Sales Hacker

JULY 16, 2020

But three things have changed: There are new sets of tools such as partner ecosystem platforms that automate the co-selling and cross-selling process. Tech integrations make for a very natural narrative about why and how solutions should be co-sold together or cross-sold into each other’s customer bases.

Pipeline 121

Pipeline E-commerce Cross-sell Referrals 121

Partners in Excellence

AUGUST 14, 2015

I learned the importance of putting together a plan, whether it was for my account, territory, or for the year. Or rather than scraping through with crossed fingers and a few prayers, I could now aim for overachieving my numbers (that’s where the real money started kicking in.).

Territory 106

Territory Cross-sell Manufacturing Finance 106

Gong.io

MAY 31, 2021

Meet Exceed sales goals. It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Best-selling author, Hal Elrod, once said: . Territories. How are territories divided up by rep?

Territory 118

Territory Objectives and Key Results Contract Price 118

Highspot

MAY 15, 2020

Sales enablement technology enables cross-regional revenue teams to work together more efficiently and effectively in the face of change by combining intelligent content management, clear sales guidance, and better buyer engagement data. What’s more, marketers can rest assured knowing their time and resources are well spent.

Cross-sell 98

Cross-sell Territory Technology Technology 98

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Half of the meeting is spent validating data across three different team reports. Unified data problems.

Finance 115

Finance Cross-sell GTM SQL 115

Partners in Excellence

JANUARY 31, 2018

Account Based Marketing/Selling is all the rage today. But having played in this space for more than a few years, a lot of what I see is deja-vu all over again, echoing concepts from the 80’s, 90’s, even before (look at some of the original books on account based selling and when they were published.

Sell 77

Sell Territory Cross-sell Strategize 77

Hubspot

JUNE 8, 2021

They rely on email, phone calls, videos, and virtual meetings—instead of face-to-face interaction—to build relationships and move people through the sales funnel. People in this position typically spend their time traveling from place to place to give demos, attend conferences, and meet with buyers. Regional Sales Manager.

Commission 94

Commission Territory Finance Inside sales 94

SaaStr

DECEMBER 14, 2023

At the time, they were less than a billion or two in revenue, and now, they just crossed over a $30B revenue run rate. They’re selling from SMBs, especially with Workspace, all the way through some of the largest Enterprises in the world. Under her purview, Alison is responsible for Google Workspace and the Google Cloud Platform.

GTM 122

GTM Cross-sell Territory Retail 122

Veloxy

AUGUST 31, 2023

From long-lasting client relationships to face-to-face meetings , field reps can make all the difference in innovation by continually supporting customer needs. If you’ve been meeting quota attainment for the past few months in a row, then you’re clearly underplaying your real potential.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account A business, customer, lead, or prospect a company engages with to sell products or services to. Business-to-business (B2B) A model in which businesses sell products or services directly to other businesses.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Openview

NOVEMBER 20, 2017

Often, it’s not until the end of the process that companies ask a candidate to demonstrate their ability to sell something. How do you manage year-to-year territory adjustments as your company grows? Eventually, people will catch on that if their territories are getting bigger, that’s bad. It can’t change overnight.

Territory 72

Territory Healthcare Sales Retail 72

Sales Hacker

JULY 25, 2022

Everyone on your team must meet their specific goals in order for your engine to operate efficiently. Future meetings. If your reps don’t meet their quota, you have a record of their activity — which means you can dig into the numbers to figure out why they’re behind and coach them accordingly. Accounts by region.

Engineering 115

Engineering Objectives and Key Results Cross-sell Pipeline 115

Salesforce

SEPTEMBER 21, 2021

Berumen believes that many customers would actually prefer to be able to buy enterprise products and solutions completely online, but that has proven to be an elusive feature in B2B selling. And if I sell mobile phones, maybe that’s a good reason I should call this company because I know they’re about to hire 1,000 people.”.

B2B 96

B2B Territory Manufacturing Sales 96

Partners in Excellence

JUNE 7, 2012

38% of those using the process can sell value and avoid discounting, where only 4% of those who have no sales process do the same! So we go into calls unprepared, we don’t know what are the most important next steps in the deal, we don’t take the time to analyze our pipelines, we don’t have territory or account plans.

Territory 111

Territory Sales Manufacturing Objectives and Key Results 111

Partners in Excellence

OCTOBER 28, 2018

Every time I meet sales enablement and sales executives, I ask, “What are the critical skills you are focusing on training and developing your people on? By now, about 70% of the people are looking at me cross-eyed, inevitably thinking, “Those aren’t selling skills, what’s this guy talking about?

Cross-sell 81

Cross-sell Objection handling Territory Up-sell 81

InsightSquared

NOVEMBER 5, 2018

Other comparisons such as region-to-region, product-to-product, or customer segment-to-customer segment are relevant too. In all these cases, it may very well be appropriate that you set up more, but less qualified, meetings for your field sales team. Scenario 2: Will this company meet their numbers?

SQL 94

SQL Territory Negotiate Cross-sell 94

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. Let’s take a closer look at each word: Configure: Configuration of products and services ensures that what you provide is actually available, meets the buyer’s needs and specifications, and can be delivered according to the agreed-upon contract terms.

Cross-sell 108

Cross-sell Contract Price Finance 108