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 When it comes to prospecting follow-up emails, it’s perfectly fine (actually, preferred) to send a longer — personalized, direct, and intentional — email. #4

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Highspot

JANUARY 19, 2022

This includes teaching them how to best engage with prospects, build relationships with customers, close deals, upsell and cross-sell, and much more. The market is evolving faster than ever, and sales reps need high-quality ongoing training to keep up. Why Sales Training Is Important. or a 353% ROI.

Technique 92

Technique Negotiate Pitch Inside sales 92

SaaStr

JANUARY 5, 2021

It’s been a fun experience being on Quora for … a decade We’ve crossed 60,000,000 views of our answers there, so let’s take a look at the Top 50 most viewed SaaStr Answers on Quora in 2020: Why do many startup owners sell their firm and move on instead of planning on making it a big player like Google, Microsoft, etc.?

Cross-sell 114

Cross-sell Commission Legal Negotiate 114

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. He told the judge: “You get up in the morning, you brush your teeth and you search on Google.”

Trust 77

Trust Objectives and Key Results Engineering Negotiate 77

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. Start learning +200 points Module Sales Pipeline Basics What are the stages of a sales pipeline? Before you pitch your product, you need to make sure it’s a good fit for the prospects you’ve identified.

Pipeline 59

Pipeline Objectives and Key Results Contract Cross-sell 59

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. . Silence, followed by phone hanging up sound. Open up your next cold call with the following question: . Confession: Guilty as charged. Time is finite.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Sales Hacker

FEBRUARY 2, 2021

A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale. Companies start prospecting by formulating an Ideal Customer Profile. Cross-selling and up-selling are sometimes used during this stage.

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Gong.io

FEBRUARY 9, 2019

Starting Meetings 3. Pitching 5. Let’s get started. Let’s start with PROSPECTING! If they do, I’m willing to bet that your respect for them jumps up a notch. SECOND, you control the conversation when you state your name and your company’s name up front. Quick Links 1. Prospecting 2. Discovery 4.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

Highspot

JUNE 6, 2023

What exactly do you stand to gain from ramping up sales productivity and increasing quota attainment across your team? Establishing shared goals begins with defining common objectives and expected results to foster cross-team collaboration and understanding.

Closing 52

Closing Product Objectives and Key Results Quota 52

PandaDoc

AUGUST 9, 2023

Your LinkedIn profile is where you sell yourself to other professionals and prospects. It’s another channel to sell your message to prospects. What makes a good LinkedIn profile If you know how to write a CV , then you know a LinkedIn profile starts with the basics. You can choose up to 50 skills on LinkedIn.

Networking 83

Networking Legal Cross-sell Teamwork 83

PandaDoc

MARCH 7, 2023

Salespeople quickly adapt to consumer needs and switch up tactics whenever necessary. Sales workflows provide flexible and adaptable roadmaps that can be continually improved to keep up with evolving consumer needs and preferences. This visual aid gives every member of your sales team a big-picture view of the entire selling process.

Process 52

Process Objectives and Key Results Pitch Legal 52

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. 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

Sales Hacker

AUGUST 23, 2018

And no matter how much it’s drummed up about, I don’t believe there are any shortcuts to accelerating your sales funnel. There’s a general tendency among most frontline sales teams to sell to enterprises and become the next Salesforce. Starting off with SMB sales can be an advantage. Be hyper-focused in your sales approach.

B2B 55

B2B Cross-sell Negotiate Pitch 55

Lead Fuze

JANUARY 1, 2022

It can be defined as the steps, beginning with identifying clients and following up after closing deals. Prospecting starts with a company formulating an Ideal Customer Profile. This includes research and gathering vital information about your customer so that you can make a strong pitch guaranteed to close the deal.

Commission 52

Commission Sales Cross-sell Pipeline 52

Sales Hacker

MAY 26, 2021

Sales ops is responsible for supporting and enabling sales reps to sell efficiently and effectively. Sales operations teams bring a system of selling and structure to a sales organization. These teams focus on converting leads into customers by tailoring their pitches to address prospects’ specific needs. How to get started.

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

Gong.io

MAY 31, 2021

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. Round up your corporate-approved, top-notch sales decks. Best-selling author, Hal Elrod, once said: . Sales enablement materials.

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. What would you tell a woman just starting a career in sales? You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anything less is failure.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

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 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. 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. A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Lead Fuze

NOVEMBER 30, 2021

The push tactics we’ve been using are not working, so here’s why: Sales and marketing teams are more aware of who they’re selling to, rather than just focusing on revenue growth. In order for them to keep up with trends, they need more people who can go into C-suite positions.

E-commerce 52

E-commerce B2B Healthcare Profit margin 52

Sales Hacker

JUNE 22, 2021

Today’s virtual selling environment demands a new kind of approach, one that prioritizes the buyer above all else. I finagled through a complex negotiation with you and the team at Sales Hacker, an opportunity where I could basically be the guest for once and not just be the interviewer. Sam Jacobs: How did that all get started?

Finance 59

Finance Cross-sell Negotiate Service 59

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

Sales Hacker

OCTOBER 11, 2019

6:00 am : Wake up. I’ve figured out a way to do so without screwing up my rigid daily routine: . I flag some messages to read in my post-work hours, delete unimportant emails (like reply-alls which should be outlawed), and just focus on those that are vital to selling. . About Ruthie Nissim . Title: Senior Account Executive .

Technology 52

Technology Technology Contract Cross-sell 52

Heinz Marketing

JULY 13, 2020

” I ask Joanne why she thinks it’s coming up more often now and how has her answer changed or evolved over time? It’s time to grab your board, swim out into that sea of ideas that’s churning up all the time, and see if you can catch a wave. I was heavily involved in negotiations to get the season going.

Pipeline 82

Pipeline Referrals Cold Call Sales 82

Lead Fuze

DECEMBER 31, 2021

If you believe its simple, I have a bridge in San Francisco to sell you. There are a lot of different ways to set up sales enablement teams. 2) Creating structure around interactions between different teams within a company- this includes things like creating schedules for follow up calls or setting up meetings.

Process 52

Process Sales Cross-sell Prospecting 52

SaaStr

AUGUST 13, 2019

So most of the SaaS organizations really find it pretty difficult to scale up. Why is it very difficult to actually scale up? When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. You’re trying to figure out how to sell to them.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

SaaStr

MAY 8, 2020

Listen to the start of the episode for a promo code to our upcoming events! But I do want to start today with a bit about you. Harry Stebbings: I do want to dive in straight though because it’s such a pressing and interesting environment right now, and I want to start on the lifeblood of any business, which is the sales.

Cross-sell 72

Cross-sell Contract Start-ups Up-sell 72

SaaStr

MAY 27, 2020

We woke up February 2020 with a shock to the system and no idea what it would mean for our business. If you look on the left hand side of the slide, by December 12th, we started to seek cases in Wuhan China. That’s the week that the CARES Act was signed into law and created some market stability that drove the Dow Jones back up.

Finance 79

Finance Government Price Contract 79

SaaStr

JULY 15, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in any way, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks a ball is up to.

X-functional 62

X-functional E-commerce Growth Retail 62

SaaStr

MARCH 20, 2020

Listen to the start of the episode for a promo code to our upcoming events! I’d had a variety of truly random but slightly interesting jobs, including selling cheese. And so went back and started to actually focus much more on customer development and product marketing rather than demand gen. Loving our podcast content?

Growth 74

Growth Engineering Referrals Start-ups 74

Salesforce

FEBRUARY 15, 2024

Start small with weekly or monthly goals, and build up your confidence to work towards bigger and more lucrative goals down the road. We’ll show you how to get started. However, I understand the power of outbound selling so I set a goal for myself to bring in $250,000 each quarter — driven in part by outbound efforts.

Cross-sell 64

Cross-sell Non-Profits Quota Drivers/motivators 64

SaaStr

JUNE 10, 2020

Think about what was happening five weeks ago, we were starting to shut down travel to Asia as a start and trying to figure out what does that mean. And then it started to spread and it started to spread over to certain countries in Europe, all of Europe, UK, and went on from there. So I’m going to go into that.

Launch 72

Launch Start-ups Drivers/motivators Pipeline 72

Salesforce

JANUARY 11, 2024

But before you start dreaming of the commission that comes with big-ticket business sales, there’s a lot you need to know about connecting with buyers and influencing their decision to purchase products or services for their companies. In B2B (business-to-business) sales, one business sells goods or services to another.

B2B 59

B2B B2C Manufacturing Government 59

ConversionXL

AUGUST 2, 2017

So we started building out the partner program.”. With the buyer’s journey becoming digital, partners are increasingly offering a mix of services that cross cloud platforms and apps. It all starts with choosing the right partners. Are their clients matching up with ours? The benefits are significant: accelerated growth.

Strategic partnership 84

Strategic partnership Objectives and Key Results Strategize Cross-sell 84

ConversionXL

AUGUST 2, 2017

So we started building out the partner program.”. With the buyer’s journey becoming digital, partners are increasingly offering a mix of services that cross cloud platforms and apps. It all starts with choosing the right partners. Are their clients matching up with ours? The benefits are significant: accelerated growth.

Strategic partnership 77

Strategic partnership Objectives and Key Results Strategize Cross-sell 77

Heinz Marketing

APRIL 19, 2021

Maybe they could start doing two masters a year as well. Russell: You bring up a good point, because I was in product marketing before I got in sales enablement, and we were creating pitch decks, which I hate that phrase now. You’re an hour and a half from Estes park and the Rocky mountains from Denver.

Pipeline 71

Pipeline Sales Cross-sell Up-sell 71

Heinz Marketing

APRIL 5, 2021

We start with the backstory of how representing Xander Schauffele came to be and how this became part of the marketing mix for Highland. We also talk about something that comes up a lot when we talk to CMOs and marketing leaders, especially with fast growing companies, and it’s marketing’s role in M&A.

Pipeline 95

Pipeline Negotiate Sales Cross-sell 95