InsightSquared

NOVEMBER 5, 2018

Other comparisons such as region-to-region, product-to-product, or customer segment-to-customer segment are relevant too. Train our teams to negotiate better to keep deal value higher. Teach reps to trade instead of negotiate to keep ACV higher. It could be that the sales team is over-selling, or possibly a mix of both.

SQL 94

SQL Territory Negotiate Cross-sell 94

SaaStr

JANUARY 25, 2021

Prior to the pandemic, many companies knew which vertical channels were doing well, but COVID caused a change in territory planning overnight. 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.

Cross-sell 87

Cross-sell GTM Sales Territory 87

Salesforce

MARCH 3, 2025

A Deal Desk is a cross-functional team that streamlines the closing of sales complex and non-standard deals, handling everything from quote to cash. These teams work closely with experts from sales, marketing, accounting, operations, and legal, serving as liaisons between these groups.

Legal 59

Legal Contract Finance Non-Profits 59

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. Best-selling author, Hal Elrod, once said: . Territories. What defines a territory (zip code, country, state, region, country, etc.)?

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

JULY 25, 2022

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. Accounts by region. Once an SDR has secured a qualified lead, they tap an account executive (AE) to give demos, negotiate contracts, and drive the deal home.

Engineering 114

Engineering Objectives and Key Results Cross-sell Pipeline 114

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. The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals.

Territory 68

Territory Objectives and Key Results Finance Cross-sell 68

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

Highspot

OCTOBER 23, 2023

This cross-departmental collaboration ensures all team members align with the product launch and company goals. Soft Launch A soft launch is a strategic release targeting a limited audience, often in a specific region or demographic. The post The 8 Non-Negotiables for a Winning Product Launch appeared first on Highspot.

Launch 59

Launch Negotiate Product GTM 59

Lead Fuze

JUNE 28, 2021

Affiliate marketing is a form of performance-based marketing where the affiliate earns commissions by selling or advertising products from their own site. Some of the best programs are offered directly from the companies selling the products and services. You can negotiate rates if you sell leads directly to the end-buyer.

Lead generation 97

Lead generation E-commerce Commission Real Estate 97

Hubspot

APRIL 2, 2018

It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over. If a prospect sends an email saying, “ I’m not sure I can sell this internally, ” reply with, “ I can help with that -- I’ll give you a call and we can discuss. ” Negotiations.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

InsightSquared

NOVEMBER 5, 2018

Other comparisons such as region-to-region, product-to-product, or customer segment-to-customer segment are relevant too. Train our teams to negotiate better to keep deal value higher. Teach reps to trade instead of negotiate to keep ACV higher. It could be that the sales team is over-selling, or possibly a mix of both.

SQL 59

SQL Territory Negotiate Cross-sell 59

criteria for success

DECEMBER 31, 2019

A sales process is to selling as a recipe is to a cake. Without the proper steps in a particular and strategic order, you will fail at both selling and baking a cake. This depends on the type of solution you sell and who you sell it to. Instead, it’s about what works for those that are out selling each and every day.

Process 59

Process B2B Territory CRM 59

Sales Hacker

OCTOBER 28, 2019

They have to create strategies for customer acquisition and negotiate deals that will keep everyone happy. Team Selling Playbooks. Work with marketing on planning events in your territory. AEs may be mean negotiators, but SCs have the technical expertise you need for the offer to be truly waterproof. It Takes a Village.

Sell 70

Sell Teamwork Objectives and Key Results Consult 70

SaaStr

AUGUST 27, 2019

I think that we would probably all agree that there is no one more motivated than the founder in the founder led sales stage to get sales, cross the line, and when it comes to comp design, there’s really no big comp design to be had if the founder’s the one closing the deals. Meghan Gill: Yeah, building on that. It will pay off.

Territory 56

Territory Cross-sell Contract Drivers/motivators 56

Sales Hacker

APRIL 16, 2018

9) Territory planning and territory creation [33:30]. The sales team is set up in two teams, we’ve got a team that’s responsible for selling into the buy side and sell side, and a team responsible for selling into big corporations. Sales management at Global Crossing. Show Agenda and Timestamps.

Territory 42

Territory Cross-sell Up-sell Objection handling 42

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. When I moved from a dance career to sales, I had zero experience selling a product. Get the free report What is tech sales?

Networking 59

Networking Cross-sell B2C Negotiate 59

The 5% Institute

JUNE 9, 2023

Effective sales team management involves assigning territories, setting clear expectations, monitoring performance, and fostering a collaborative and motivated work environment. This includes product knowledge training, sales techniques , negotiation skills, and staying updated with industry trends.

Objectives and Key Results 52

Objectives and Key Results Finance Drivers/motivators Sales 52

Sales Hacker

JANUARY 13, 2020

Jay has spent 30 years in the financial services industry; holding various roles in sales, direct marketing, online marketing and cross-selling strategies. Why you should offer value first when selling. The upsell approach vs. value-sell approach [7:33]. The blessing and curse of selling an amorphous product [12:51].

Cross-sell 57

Cross-sell Territory Up-sell Growth 57

Salesforce

DECEMBER 13, 2024

It can also serve as an opportunity to upsell or cross-sell. Handle objections like a conversation: Remember that you’re selling to real people, and it’s normal for them to raise objections. Whether your presentation is in-person or virtual, actively listening to your audience is non-negotiable.

Presentation 52

Presentation Closing Territory E-commerce 52

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

The 5% Institute

MAY 16, 2023

Role-playing and Simulations Role-playing and simulations allow salespeople to practice their pitch , objection handling, and negotiation skills in a safe and controlled environment. Resistance to Change Salespeople may resist changes in their selling approach or techniques. Here are some effective sales coaching techniques: 1.

Objectives and Key Results 52

Objectives and Key Results Technique Sales Objection handling 52

Hubspot

JANUARY 14, 2025

Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. And, just as I mentioned, thats exactly where sales champions shine theyre not just deal-closers but dynamic professionals who go far beyond the basics of selling.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Anita Nielsen.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Sales Hacker

OCTOBER 21, 2019

My advisor said the idea was great but that it wouldn’t work unless I learned how to sell. However, my plans changed once I discovered the unique challenges of selling. I’d have to say it’s either SNAP Selling or More Sales Less Time. . SNAP Selling focuses on how to deal with today’s overwhelmed buyers. Fail Fast!”

Sales 97

Sales Up-sell Start-ups Cross-sell 97

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Upskill and cross-train your teams. Also be sure this training is cross-functional. Be seen as the company that’s still there and ready to assist.”.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Highspot

MAY 8, 2020

This process of development allows reps to grow soft skills, such as communication or negotiation, which are difficult to master in a traditional classroom or online scenarios, but necessary to delivering a modern buying experience. Account or territory planning. Coach the Way Reps Actually Sell. Why Is Sales Coaching Important?

Sales 78

Sales Technique Negotiate Quota 78

Hubspot

JANUARY 14, 2015

The bag of stuff that I had to sell kept getting bigger. "By By the end of my run there, search had starting taking off and I was selling a bunch of it to advertisers and agencies. My first job was as a cashier and shelf stocker at a Brooks Pharmacy, a regional chain of retail pharmacies in New England. Follow @andrewteman.

Healthcare 78

Healthcare Hospitality Finance Consult 78

Hubspot

AUGUST 21, 2023

Distribution: Through what mediums will you sell the product or service? Negotiation: Both sales reps and decision-makers discuss pricing details and feature needs. The Channel Model Lastly, in the channel model , an outside agency or partner sells your product for you. How will you use content to sell them?

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

AUGUST 13, 2019

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. Also selling up market actually means that you can very easily have predictable revenue streams. The first one. The sales cycles were very lumpy.

Cross-sell 65

Cross-sell Sales Support Growth Up-sell 65

SaaStr

MAY 27, 2020

But the thing that I would really focus on is price reduction and harder term negotiations. It’s an important region. So they’d rather sell in a secondary at a loss to get rid of unfunded liabilities. Can they sell their assets to a company that actually does have a more productive future?

Finance 97

Finance Government Price Contract 97

SaaStr

JULY 15, 2020

And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something. People are buying and selling houses. Right now if you look on the other side, an area I know a fair amount about, look at US real estate.

X-functional 69

X-functional E-commerce Retail Growth 69

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. One of the most important lessons about crossing the chasm is that the task ultimately requires achieving an unusual degree of company unity during the crossing period.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Salesforce

SEPTEMBER 13, 2024

Wondering what it takes to be a territory sales manager? We’ll discuss what this career looks like, how to build your skills, a typical day for a territory sales manager, and metrics for success, so you can decide whether it’s the job for you. What you’ll learn What is a territory sales manager?

Territory 59

Territory Objectives and Key Results Cross-sell E-commerce 59

Veloxy

MAY 28, 2025

Reps are selling more with less friction, less guesswork, and zero downtime. Start Selling Smarter Today Try Veloxy free. AI-powered route optimization has made cross-city guesswork obsolete. Toward the bottom of the funnel, AI assists with forecasting and negotiation. Gut instinct is now guided by pattern recognition.

Territory 147

Territory Objectives and Key Results Cross-sell Sales 147

Sales Hacker

FEBRUARY 4, 2025

18:13 The role of cross-functional communication. And we’ve had conversations in the past where it’s like, you’ve got to build division, you’ve got to sell division, and then you’ve got to scale division. You know, we are the we don’t code and we don’t sell, right? It has to be.

GTM 80

GTM Finance Cross-sell X-functional 80