PandaDoc

OCTOBER 15, 2024

Deal desks can incorporate large teams of relevant stakeholders within sales, finance, product marketing, product management, legal, customer success, and more as needed. Services such as investing, insurance, or any type of financial product or service can benefit from deal desk software. hpc saw a 20% increase in close rate.

Legal 52

Legal Contract Cross-sell Finance 52

Salesmate

JULY 8, 2020

If you’re serious about applying this approach, I recommend you buy the book Sell Like Crazy , by Sabri Suby. Webchat, perhaps with a live demo of your product, are other options. Whichever method you choose, this is the stage where you’ll explain your product or service in detail, and highlight the benefits of purchasing it.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

Martech

APRIL 22, 2025

Data hygiene and enrichment are non-negotiable Data is the heart of every ABM strategy, which is why bad data can wreak havoc on campaigns. Cross-department collaboration ensures that sales and marketing work toward the same targets. Extend the use of ABM strategies to cross-sell and retain current customers. Processing.

Cross-sell 96

Cross-sell Government B2B Pipeline 96

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. What qualifies as a “product bundle”? The definition of “product bundling” varies. Cross-sells.

Product 107

Product Non-Profits Price Cross-sell 107

Martech

FEBRUARY 24, 2025

Building blocks exist, from recommendation engines that serve personalized product listings to chatbots that drive automated customer engagement. Picture an AI solution provider coming in with a robust platform but little understanding of your specific market, your brand’s unique selling propositions or your internal data structures.

Objectives and Key Results 101

Objectives and Key Results Government Technology Technology 101

SaaStr

NOVEMBER 15, 2020

resellers) that sold its product into the enterprise , and a lot of internal resources that supported the channel. But it’s just third party selling instead of first party. Then to sell Dropbox Enterprise, it added several. But it always had a very large channel (i.e., With, and through, a sales team. Hybrid models can be great.

Cross-sell 135

Cross-sell Negotiate Sales Outside Sales 135

Sales Hacker

APRIL 25, 2025

acquisition and later scaling Cartas revenue from $20M to $450M, Jeff has seen every kind of market cycle, product pivot, and team evolution. They orchestrate deals, bringing in execs, solution engineers, and cross-functional allies. Cartas move into fund administration and private equity made technical expertise non-negotiable.

Growth 69

Growth GTM Cross-sell Negotiate 69

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 137

Sell Cross-sell Finance B2C 137

Sales Hacker

DECEMBER 9, 2019

Sadly, the tools and resources that are supposed to help us sell more don’t always deliver as they should. Which is why I dedicated 5 years to interviewing top sales professionals and researching 50 books on business, behavior change, and selling. Use Tactile Negotiation Strategy. There is no silver bullet to selling.

Technique 106

Technique B2B Negotiate Cross-sell 106

Partners in Excellence

APRIL 5, 2024

For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” Some have had long careers in selling, some are relatively new. They come from all over the world, they represent B2B, technology , basic materials, SaaS, industrial products, professional services, B2B2C and B2C.

Sell 143

Sell Cross-sell Drivers/motivators Education 143

Partners in Excellence

OCTOBER 30, 2013

Selling and Order Taking are sometimes confusing. Where the negotiation is fairly simple. Some of the skills we use in selling are critical to order taking. We need to be able to probe the customer to verify their need and product selection. We want to look for upsell, cross sell kinds of opportunities.

Sell 117

Sell Cross-sell Negotiate Education 117

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 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Anthony Cole Training

SEPTEMBER 21, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Why Arent Your Salespeople Selling? 3 Lessons for Effective Communication in Selling. How to Sell (21). Negotiating (2). Selling (45). Selling Attitude (22).

Objectives and Key Results 157

Objectives and Key Results Cross-sell Appointment Sales 157

Highspot

OCTOBER 23, 2023

You’ve put months of hard work into developing your new product, and now it’s time for its much-awaited debut. However, launching your product is not just another item on your to-do list; it’s a defining moment that can make or break your business. Nearly 30,000 new products are released into the market every year.

Launch 59

Launch Negotiate Product GTM 59

Anthony Cole Training

FEBRUARY 24, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Why Arent Your Salespeople Selling? 3 Lessons for Effective Communication in Selling. How to Sell (21). Negotiating (2). Selling (45). Selling Attitude (22).

Objectives and Key Results 150

Objectives and Key Results Cross-sell Drivers/motivators Sales 150

Sales Hacker

OCTOBER 11, 2021

Sales teams that are stuck manually toggling between different technology solutions are taking precious hours away from actually selling. Further, leaders can help increase their team’s productivity, efficiency, and accuracy by automating repetitive manual tasks. To improve cross-team collaboration and reduce silos.

Process 110

Process Cross-sell Contract Negotiate 110

Veloxy

OCTOBER 26, 2023

Build trust with customers through product knowledge & customer care while staying organized & informed of advancements in the field. The Role of a Medical Device Sales Rep Medical device sales representatives play a critical role in the healthcare industry, selling and promoting medical devices to healthcare professionals.

Healthcare 130

Healthcare Hospitality Networking Negotiate 130

Hubspot

APRIL 3, 2019

Understanding the price elasticity of your product/service and how it impacts your sales and business strategy is crucial to building a responsive, successful company. If people still buy a product/service when the price is raised, that product/service is inelastic. Cable television, however, is a very elastic product.

Price 98

Price Cross-sell Negotiate Service 98

Hubspot

DECEMBER 13, 2023

Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made. You'll provide a brief overview of your product or service and try to gain their interest. You negotiate to find a mutually beneficial agreement that satisfies both parties.

Objection handling 87

Objection handling Negotiate Cross-sell Contract 87

Salesmate

DECEMBER 8, 2020

Yes, you’ll find many hurdles on the path while selling to enterprises, but a firm determination and constant hard work can lead you to success. A different and long pathway while selling to enterprises. Selling to a large enterprise is a different game. One must expect a long journey while selling to a large enterprise.

Sell 103

Sell Cold Call Negotiate Cross-sell 103

Hubspot

AUGUST 10, 2020

When you are able to actively listen to your potential customers, you can pick up on key information that can help you adequately solve their problem with your product. For those who typically sell face-to-face, this could present unique communication challenges. Product Knowledge. How does your product differ from competitors?

Cross-sell 100

Cross-sell Sales Negotiate Contact 100

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. So what’s the secret to building lasting relationships and negotiating the deal? Why is Sales Negotiation Important? You’ll have to read on.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Complex sales typically involve high-value products or services, which are often highly customizable. Product demos, proof of concept (POC), or pilot programs can be helpful to show customers exactly what your product or service can do for them.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Hubspot

JULY 7, 2019

By using a strategic account plan to target your top key accounts , you can align your focus to become your customer’s trusted partner, solving problems instead of selling products. As former FBI hostage negotiator Chris Voss outlines in his book Never Split the Difference , all successful negotiations begin with listening.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

SaaStr

SEPTEMBER 11, 2024

As we know today, a strong product-led motion starts with a strong product. Lucid launched in 2010 (before PLG was a term), and their team had an intense focus on product early on, so much so that the COO at the time read through hundreds of thousands of customer support tickets to hear directly from customers.

Territory 120

Territory GTM Price Cross-sell 120

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. Without this faith, prospects are unlikely to take the leap on an expensive product. What is transactional and relationship selling? Relationship selling examples.

Sell 101

Sell Cross-sell Negotiate Technique 101

Hubspot

OCTOBER 11, 2019

Salespeople make critical prospect connections, communicate the value of your product or service, and directly impact your bottom line. This is where personal selling comes into play. Personal selling is the key to a well-balanced sales organization, and, in this guide, we’re going to explain why that’s the case. Prospecting.

Sell 98

Sell Cross-sell Negotiate Up-sell 98

Salesmate

NOVEMBER 25, 2020

They find new ways to persuade a prospect to purchases a product. Approach your networks who can acquaint you with a potential prospect who needs your product. You need to convince them that your product is the best for their business. However, make sure you do not cross the line. The consultative selling sales approach.

B2B 111

B2B Cross-sell Referrals Networking 111

Hubspot

APRIL 2, 2021

Nowadays, media buying is done in one of two ways: Direct buy – Media buyers forge relationships with publishers to negotiate ad inventory, e.g., working with a newspaper to have an ad placed in the upcoming issue. The negotiation still technically happens but it's done at a much quicker rate through open and private marketplaces.

Objectives and Key Results 101

Objectives and Key Results Cross-sell Negotiate Campaign 101

Hubspot

OCTOBER 19, 2017

Take a look at your pay structure to see if you’re pulling the right levers to get reps to sell. If you get approximately 500 leads per month, and on average 50 buy your product, your conversion rate is 10%. Or maybe you’re trying to improve your cross-sell rates. The last potential culprit? Your sales compensation plan.

Quota 101

Quota Cross-sell Contract Negotiate 101

PandaDoc

MAY 12, 2025

Selling additional products or services usually sounds like a good thing, but thats only true when every extra sale contributes to your overall bottom line. Marginal revenue can help by showing exactly how much additional income your business brings in from selling one more unit. What is marginal revenue?

Price 52

Price Manufacturing Cross-sell Up-sell 52

Sales Hacker

JUNE 26, 2020

And it will depend on factors such as industry, business model, product, pricing, and audience. The JTBD interviews helped us create our content strategy around questions we found customers were most likely to ask before they bought a product. Here, prospects spend a lot of time looking at product reviews and feedback.

Referrals 131

Referrals CTR CRM Cross-sell 131

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

SaaStr

JANUARY 25, 2021

Tie your deal to a corporate objective such as a digital transformation, or a cloud-first initiative, or a new product line. Secure the deal through the use of all available resources such as executive relationships or board relationships in order to provide the most cross-functional attention possible. Optimize your touchpoints.

Cross-sell 94

Cross-sell GTM Sales Territory 94

Sales Hacker

FEBRUARY 2, 2021

To put it simply, a sales cycle is the journey a potential client embarks on that begins when they develop an interest in a product to when they make a purchase. This process involves identifying potential clients who might be interested in your product or service. Cross-selling and up-selling are sometimes used during this stage.

Sales 111

Sales Cross-sell Pipeline Negotiate 111

Partners in Excellence

JUNE 4, 2012

Selling is tough enough as it is, but throw in purchasing and it becomes hopeless. Yet so often, we seem to be working at cross purposes. How does our solution improve their productivity? We do everything we can to avoid them or work around them. All they are interested in is hammering us for price. And I could go on.

Price 103

Price Cross-sell Sales Negotiate 103

SaaStr

OCTOBER 10, 2023

The Founder-Led Sales Era When you’re first starting out, and have that initial product-market fit and tight feedback loops with champions and customers, there are many pros to founder-led sales. Natural credibility when leading sales as a founder — particularly if it’s a more technical product with technical buyers.

GTM 108

GTM Cross-sell Price Sales 108