Martech

MARCH 1, 2024

I see three drivers behind this stunning change: COVID-19, where personal selling was crippled and “retention is the new acquisition” became the latest catchphrase. A classic example of up-selling can be seen in McDonald’s familiar “SuperSize that for you?” Cross-selling : Offering customers related or complementary products.

B2B

Partners in Excellence

APRIL 28, 2021

I was involved in a fascinating Clubhouse discussion on the future of selling. As we see more organizations move to permanent work from home or other more flexible workplaces, how we want to sell/engage becomes less important than the pragmatic, how does the customer want to engage. How do we help them recognize these challenges?

Sell

Partners in Excellence

JULY 8, 2013

The role of the sales person is changing–we all know that. My posts, Sales Role Agility and Separating The Challenger Sales Person From Insight Deliv ery, stimulated many comments and conversations. Expecting the sales person to have personal credibility in each area is unrealistic.

Territory

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 is the same reason why having a B2B sales process is so important. What is a Sales Process? Let’s break this down.

Process

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. The B2B buying process has gone primarily digital; most B2B sellers and teams have not.

B2B

SaaStr

JANUARY 30, 2023

To tap into this revenue potential, Deel grew the account management team so managers could reach out to clients, share products, upsell, and cross-sell. Trust the process. You’ll test and build processes as you grow. Once onboard, get regular input from your sales, support, and customer success teams.

Cross-sell

ConversionXL

NOVEMBER 29, 2018

Will you still need sales support for some enterprise accounts? Despite the benefits, getting unpaid users to become paid users—”crossing the penny gap”—is hard. The penny gap is the transition point from unpaid to paid customer, and both freemium and free-trial options must convince users to cross it. Cross-sells.

Customers

The 5% Institute

JUNE 8, 2023

What is a sales process, and why is it important? Whether you’re selling products or services, having an effective sales process in place is crucial for driving revenue and achieving business growth. What Is A Sales Process? So, let’s get started! So, let’s get started!

Process

Hubspot

AUGUST 1, 2022

A sales operator works to enable your salespeople to focus on selling. Therefore, hiring the right person for the role is crucial, as such a hire will handle ‘backend’ stuff like lead management, data analysis, process optimization, and even sales strategy. 30 Interview Questions and Answers for Sales Ops.

Technique

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. For you, what was your decision process and why’d you move forward with the marketplace that you moved forward with?

Cross-sell

ConversionXL

JUNE 26, 2017

Websites selling different things are different and even if they sell the same products, their target audience might be different. Organize growth into a cross-functional team. Teach your sales & customer support team to send helpful content from the blog. Sales/support follow up with useful content.

UX

Hubspot

FEBRUARY 7, 2018

VP of Sales. Common Sales Job Types. Sales development rep (SDR). SDRs (also commonly called business development reps, or BDRs) are responsible for the first part of the sales process: Researching, prospecting, and qualifying leads. When they have non-support questions, they’ll go to you. Sales Engineer.

Territory

Hubspot

JUNE 8, 2021

Once the SDR has determined the prospect is ready to be contacted by the sales team, they send the person over to a closing rep. This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. Nearly half of their time is spent selling remotely (i.e.

Commission

Sales Hacker

APRIL 24, 2018

I observed that companies tend to hire mostly ESFJ personality types as sales reps. Those with ESFJ personalities are typically individuals with great human interaction skills but are less process oriented and data-driven. Additional reading: The 30+ Most Desirable Sales Skills You MUST Develop. 2) Streamline Your Sales Process.

A/B testing

The 5% Institute

JUNE 19, 2023

In the world of business, the terms “sales” and “selling” are often used interchangeably. So what is sales vs selling? While they are closely related, understanding the difference between sales and selling can have a profound impact on the success of your business. What is Sales?

Sell

ConversionXL

AUGUST 2, 2017

With the buyer’s journey becoming digital, partners are increasingly offering a mix of services that cross cloud platforms and apps. This post takes you step-by-step through the process of building lasting and profitable relationships with channel partners. How can I help them sell something that I don’t understand how it even works?”.

Strategic partnership

Salesforce

DECEMBER 12, 2023

From there you can automate account-based research within Sales Cloud, using built-in AI that pulls in relevant data from the web. You can also ask your sales support people to research industry trends that will help your sales team understand the challenges their customers face. ” 4.

Teamwork

Highspot

NOVEMBER 9, 2023

A digital sales room, often referred to as a virtual sales room, buyer microsite, or a sales enablement platform , is a technology-driven solution that combines various digital tools and resources to streamline and enhance the sales process.

Objectives and Key Results

ConversionXL

AUGUST 2, 2017

With the buyer’s journey becoming digital, partners are increasingly offering a mix of services that cross cloud platforms and apps. This post takes you step-by-step through the process of building lasting and profitable relationships with channel partners. How can I help them sell something that I don’t understand how it even works?”.

Strategic partnership

PandaDoc

MARCH 26, 2024

In the world of sales, salespeople are engaging with potential clients to guide them from the top of the sales pipeline, when they first discover a product or a service (level 1) to the bottom of it, the post-purchase stage (the final level). What is a sales pipeline? Proposal Next comes the fun part: crafting a proposal.

Pipeline

PandaDoc

AUGUST 9, 2023

Optimizing your LinkedIn profile should be a continuous process which involves everything from your URL and images on your profile to effectively displaying your core skills. Your LinkedIn profile is where you sell yourself to other professionals and prospects. It’s another channel to sell your message to prospects.

Networking

Highspot

OCTOBER 11, 2023

Goal Setting Clearly communicate sales targets and expectations to your team. Sales Process Optimization Implement efficient sales processes that streamline workflows, reduce bottlenecks, and improve customer experience. Sales readiness: Ensure reps aren’t just trained but are also ready to sell.

Objectives and Key Results

Highspot

JANUARY 22, 2024

Here are the key differences between the two: Scope and Focus Go-to-Market Strategy (GTM): Encompasses the entire process of bringing a product to market, including product development, pricing, distribution, sales, and customer support. Addresses broader business aspects beyond marketing alone, emphasizing a holistic approach.

Go To Market

Highspot

JANUARY 22, 2024

Here are the key differences between the two: Scope and Focus Go-to-Market Strategy (GTM): Encompasses the entire process of bringing a product to market, including product development, pricing, distribution, sales, and customer support. Addresses broader business aspects beyond marketing alone, emphasizing a holistic approach.

Go To Market

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Why is sales velocity important? What is an example of sales velocity?

Pipeline

PandaDoc

MAY 8, 2023

Try now Helpdesk software For many support teams, dedicated helpdesk software provides all the essential infrastructure required to tackle customer issues and provide great support. These software platforms have tools to process requests through a variety of channels (phone calls, email, live chat, etc.)

Service

Sales Hacker

OCTOBER 7, 2021

After spending a couple of years in a sales role, that knowledge will assist you throughout your life in business and elsewhere. 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. Anita Nielsen.

Sales

Hubspot

AUGUST 21, 2023

To make the process easier to navigate, I’m going to walk you through everything you need to know to build a killer go-to-market strategy in this article. Critics attribute the failure to Lisa’s misleading ads and high price, despite its low processing power. Distribution: Through what mediums will you sell the product or service?

Go To Market

Lead Fuze

JUNE 2, 2021

Negative comments can drag down the success of a sale, so it’s important to eliminate them. They believe in what they sell. 7 Techniques on How to Close a Sales Deal. Once you understand their core problem, selling can really begin. Once you understand their core problem, selling yourself will become easy.

Technique

PandaDoc

MARCH 7, 2023

While this is a good thing, it doesn’t mean your sales cycle should be completely unstructured, without any roadmap. What is a sales workflow? A sales workflow is a sequence of necessary processes that your team can follow to complete a sale. Wondering how to streamline the sales process ?

Process

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. Some of them work, some didn’t work.

Cross-sell

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