PandaDoc

OCTOBER 15, 2024

Richard Gosler, Creative Director PIXELHAUS Enterprise software : large companies that sell intricate software to other enterprise-level companies (B2B, Saas) need a high level of flexibility, customization, and have several steps within their sales cycles. It allows us to respond quicker to quotation requests and track the client’s activity.

Legal 52

Legal Contract Cross-sell Finance 52

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

APRIL 25, 2025

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. Design around how customers want to buy, not how you want to sell Internal convenience should never beat customer experience.

Growth 69

Growth GTM Cross-sell Negotiate 69

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. This includes the strategic aspect of navigating sales processes and the rush of finalizing a deal.

Sell 143

Sell Cross-sell Drivers/motivators Education 143

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. It’s not getting them to share their “top strategic priorities.”. 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. Speaking of Gong Data.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Hubspot

APRIL 3, 2019

It goes a step or two beyond identifying the going rate for your offer and is a more strategic approach to pricing. If you sell 10,000 reams of paper at $100/ream and then raise the price to $150 per ream and sell 7,000 reams, your elasticity of demand would be -0.88. Cross Price Elasticity. Price Elasticity of Demand.

Price 98

Price Cross-sell Negotiate Service 98

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

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. Recruiting and interviewing strategic candidates and attending case-study interviews for individual contributors.

B2C 118

B2C Pipeline SQL Strategize 118

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

AUGUST 10, 2020

For example, if you work for a company that sells audio editing software and you have a prospect who does not create audio content and is looking for photo editing support, listening to their needs can disqualify those who are not in need of your offer, freeing you up to engage with customers who are. Upselling and Cross-selling.

Cross-sell 100

Cross-sell Sales Negotiate Contact 100

Sales Hacker

JULY 25, 2022

How to pivot, strategize, and coach. 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. Where you stand in relation to business goals. Where your problem areas lie. What are their individual responsibilities?

Engineering 114

Engineering Objectives and Key Results Cross-sell Pipeline 114

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. This can include negotiations, compliance checks, and/or deciding on a timeline for implementation with your customer. Identifying upsell and cross-sell opportunities to drive continued revenue growth. Take buying a CRM, for example.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

SaaStr

JANUARY 25, 2021

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. Lower tiers often have less back and forth negotiation and can create buy-in and proof for your customer to expand their use to the rest of their team.

Cross-sell 94

Cross-sell GTM Sales Territory 94

Partners in Excellence

OCTOBER 20, 2011

It’s also used as a negotiating tactic for both vendors. In capital equipment, software, or major services agreements, it may be possible to attain 100% wallet share, becoming major strategic vendors or partners to the customer. Your account plan should include very strong cross sell and upsell plans.

Territory 104

Territory Cross-sell Negotiate Account management 104

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

Veloxy

FEBRUARY 22, 2023

Field sales, also known as outside sales , is a method of selling that involves sales representatives who engage with potential customers in person, typically outside of an office setting. Closing deals : Field sales reps negotiate pricing and terms, and ultimately close deals with clients. Schedule your free workshop NOW!

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. Through the mini case studies below, you will see how sales and marketing teams need more strategic focus and strategic intention behind their ABM content, messaging, prospecting, and nurturing.

GTM 106

GTM E-commerce B2B Profit margin 106

Highspot

OCTOBER 23, 2023

It starts with strategic actions, teamwork, and market understanding. Five Ways a Successful Product Launch Can Benefit Your Business A well-orchestrated product launch is a strategic move that can ripple benefits across the company. A strategic product launch targets the needs and desires of its audience.

Launch 59

Launch Negotiate Product GTM 59

SaaStr

OCTOBER 10, 2023

Founder-led Sales Cons: It can make it difficult to sell to larger clients. At some point, you have product market fit, and you’re ready to scale and cross that chasm into the longer tail of customers. When going through the founder-led sales era, you learn so much and have the adaptability and flexibility to negotiate things.

GTM 108

GTM Cross-sell Price Sales 108

Heinz Marketing

APRIL 5, 2021

” We were able to talk him into slowing things down and letting us think about it more strategically. I mean, do you have to negotiate with the player or their agent for how much time they’ll spend on this? That’s all negotiated. So, that is something that we negotiated upfront.

Pipeline 120

Pipeline Negotiate Sales Cross-sell 120

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 material often deals with topics like relationship building, consultative selling , technology, remote communication with management, and more. Why Sales Training Is Important.

Technique 92

Technique Negotiate Pitch Inside sales 92

Hubspot

SEPTEMBER 12, 2018

But what is a sales pipeline and why is it so instrumental to selling success? If your forecast anticipates you’re going to miss your quota, you should double down on selling activities. If you sell a premium product, it might take several months to a year to build up a list of key contacts and accounts.

Pipeline 101

Pipeline Sales Negotiate Objectives and Key Results 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. Why does MR function this way when used in theory?

Price 52

Price Manufacturing Cross-sell Up-sell 52

Martech

SEPTEMBER 29, 2023

Prospecting data: Have a look at the integrated prospecting data platform called Anteriad Data Cloud, for self-service or managed data across B2B markets, buying groups, and intent, for content syndication, programmatic advertising and cross-channel communications. Your reps can spend more time selling and less time writing.

B2B 97

B2B Teamwork Referrals Cross-sell 97

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. It’s not getting them to share their “top strategic priorities.”. 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. Speaking of Gong Data.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Hubspot

FEBRUARY 7, 2018

As an AE, they’ve got a brand-new set of responsibilities: Running demos or giving presentations; identifying, surfacing, and addressing potential buying obstacles; crafting personalized value propositions; getting the commitment to purchase; and negotiating the actual terms. AEs are held to quotas. The main metrics you’ll be measured by?

Territory 101

Territory Commission Outside Sales Account management 101

PandaDoc

APRIL 8, 2024

Their cross-functional expertise enables them to create proposals tailored to customers’ needs. A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates. Try now Automating communication and negotiation using digital tools.

Negotiate 52

Negotiate Cross-sell Contract Legal 52

Miller Heiman Group

JULY 8, 2019

Sales leaders that collaborate closely with service leaders will find more opportunities for cross-selling and upselling. This helps sales leaders narrow in on gaps like product knowledge or negotiation skills, create tailored learning paths and ensure that coaching opportunities are focused on a seller’s true weaknesses.

Cross-sell 82

Cross-sell Sales Negotiate Quota 82

Sales Hacker

MAY 26, 2021

If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. 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.

Territory 68

Territory Objectives and Key Results Finance Cross-sell 68

APACSMA

DECEMBER 14, 2023

In negotiations, a resourceful mindset involves trying different approaches or seeking guidance from experienced colleagues. Achieving Success Through Strategic Training Sales Training and Certifications play a pivotal role in empowering professionals to navigate the dynamic landscape of the sales profession.

Cross-sell 52

Cross-sell Inside sales Account management Strategize 52

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 100

Sell Minimum Viable Product Objectives and Key Results Cross-sell 100

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? The combination of tools and features saves time and adds strategic value, improving the number of deals closed.

Contract 52

Contract Cross-sell Legal Drivers/motivators 52

Sales Hacker

OCTOBER 28, 2019

They have to create strategies for customer acquisition and negotiate deals that will keep everyone happy. Team Selling Playbooks. Additionally, don’t forget that you and your SDRs should strategize together. Strategize with them. However, their role reaches farther. All of you are fighting the same fight.

Sell 71

Sell Teamwork Objectives and Key Results Consult 71

Salesforce

APRIL 28, 2025

Successful SMBs on Instagram dont just sell their products they create immersive brand experiences that keep followers coming back. Research popular hashtags within your industry and use them strategically in your posts. Here’s what works well for SMBs. Make the process simple for them.

Follow-up 59

Follow-up CRM Contract Trust 59

Sales Hacker

MAY 14, 2018

It has become a key sales function that top sales organizations recognize as a strategic advantage. 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. What Does a Good Sales Enablement Program Look Like?

Objectives and Key Results 72

Objectives and Key Results Cross-sell Objection handling Sales 72

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? Selling skills matter just as much for account management, just in a more subtle way. Selling Skills and Account Management. Then all the negotiation skills that you learn in sales carry through to the renewal process. Key Points to Remember.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

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. You must be strategic and continue to improve throughout the process.

Go To Market 101

Go To Market Process GTM Education 101