Salesforce

FEBRUARY 3, 2025

Using the right sales terms can make your prospect feel secure instead of defensive, as if they’re investing in an answer rather than being pressured into a decision. You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Quantify the benefit with stats wherever possible.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Pipeline SQL 52

Salesforce

OCTOBER 4, 2024

Instead, let’s point out common warning signs to look out for, which may signal that it’s finally time to invest in RevOps: Your go-to-market teams are misaligned Your company can’t effectively upsell, cross-sell, manage renewals, or reduce churn unless your sales, marketing, and customer success teams are all on the same page.

GTM 98

GTM Territory Finance E-commerce 98

Salesforce

MARCH 3, 2025

You have a complex, high-end prospect, and you know it will take finesse to close the deal. 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. How do you manage it while keeping track of all the moving parts?

Legal 59

Legal Contract Finance Non-Profits 59

Salesforce

MARCH 11, 2024

You decide to go for it… This is what account-based selling (ABS) is like. Read on to learn how to grow your business with account-based selling. What you’ll learn: What is account-based selling? Watch the demo What is account-based selling?

Sell 59

Sell Cross-sell Territory CRM 59

Salesforce

FEBRUARY 17, 2025

Let’s explore the most effective sales tactics that help you sell smarter and grow faster. Craft a compelling value proposition Effective messaging is central to how to sell better and creating a strong value proposition starts with focusing on your customer. The S.M.A.R.T. Content also nurtures relationships at scale.

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

Salesforce

MARCH 12, 2024

As noted earlier, using social media and other public-facing touchpoints is a chance to connect with prospects on a personal level and humanize the interaction. And to get more of them, you need opportunities to connect with prospects. That might man getting out of the office and heading to an event or prospecting on social media.

Territory 64

Territory E-commerce Pipeline Sales 64

Heinz Marketing

APRIL 19, 2021

I’m recording this from the basement of world headquarters here in the beautiful Pacific Northwest in Kirkland, Washington. I actually learned the hard way when I was working at a startup company, working a booth at a trade show that, as an engineer, I thought my product would sell itself, but you really do need sales and marketing.

Pipeline 77

Pipeline Sales Cross-sell Up-sell 77

Salesforce

DECEMBER 13, 2024

The time you spend interfacing with clients and prospects, especially during important moments like presentations, is crucial. Sales presentations give you a chance to address your prospect’s needs in a way that shows you care. Poorly prepared presentations can push prospects away, so it’s crucial to use that time wisely.

Presentation 52

Presentation Closing Territory E-commerce 52

Heinz Marketing

MARCH 4, 2019

Well usually, so I went to the University of Washington as a basketball school. I think what I’ve also noticed is a lot of teams do these very siloed handoff approaches, and what gathers respect from those that are on the front lines dealing with customers and prospects is more of a follow-through. Matt: That’s fine.

Pipeline 69

Pipeline Sales Healthcare Start-ups 69

Salesforce

MARCH 7, 2024

This provision is particularly critical for companies that sell SaaS products. When sales reps know their commission is at risk of being clawed back, they’ll pursue high-quality deals and be more diligent when it comes to qualifying prospects. For example, let’s say a sales rep earns 5% commission up to $450,000 in sales per quarter.

Commission 52

Commission Finance Quota Legal 52

Heinz Marketing

MAY 7, 2018

Mike will touch on: Current focus: Cross channel orchestration is a focus for us (usermind, lytics). Process, cross department accountability, how I’d prepare if I were starting today with the experience I now have. Recording today live, from Heinz Marketing World Headquarters in Redmond, Washington. It is a beautiful day.

Pipeline 42

Pipeline Sales Cross-sell Pitch 42

Heinz Marketing

DECEMBER 30, 2019

Maybe you just want to beat your cross town rival. Matt Heinz: Well, I look at historically for my University of Washington Huskies. Beating the Washington State Cougars was at least as big of a big deal. Matt Heinz: It’s going to be played here in Redmond, Washington in the high school football stadium.

Pipeline 48

Pipeline Sales Objectives and Key Results Start-ups 48

Sales Hacker

JANUARY 8, 2020

Though many pundits make it seem like they can predict when the next recession will hit, the truth is, not even economists can: “Historically, the best that forecasters have been able to do consistently is to recognize that we’re in a recession once we’re in one,” said Tara Sinclair, an economist at George Washington University.

Networking 78

Networking Cross-sell Sales Start-ups 78

Heinz Marketing

JUNE 1, 2020

Best Practices from Lisa McLe od” Lisa is the founder of McLeod & More as well as the Author of Selling with Noble Purpose. We know what we want to get done, sometimes we happen to think about what the prospect wants out of this as well, but that’s different than having a noble selling purpose.

Pipeline 67

Pipeline Sales Up-sell Cross-sell 67

Heinz Marketing

AUGUST 26, 2019

And our better clients, whether they’re selling big web projects or they’re selling consistent marketing services have usually something to that effect that’s kind of specific to their industry. Sponsor: Sales teams, is your website helping you turn prospects into customers? Maybe, we’ll see.

Pipeline 12

Pipeline Sales Start-ups Up-sell 12

Salesforce

SEPTEMBER 13, 2024

A typical day for a territory sales manager may include calling prospects, qualifying leads, and working on established accounts. Territory sales managers are always on the hunt for new leads and may prospect using third-party tools such as LinkedIn to connect with potential customers.

Territory 59

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

Salesforce

SEPTEMBER 25, 2024

Omnichannel sales incentives: The Salesforce State of Sales report found that reps interact with prospects across an average of 10 different channels. Some people love the game, but everybody likes the prospect of extra money or rewards. Encourage cross-org collaboration with real-time comments and notifications for quicker alignment.

Commission 97

Commission Drivers/motivators Territory Sales 97

Sales Hacker

MARCH 11, 2025

We’re talking about organizations like the Washington Post sending breaking news alerts, right? Customers to sell for you, uh, or get your founders to sell your you actually also asked this question of, like, how did we know right where things were going off the rails or on the rails? Sense of it. Scott Barker: Yeah.

GTM 78

GTM Growth X-functional Referrals 78