Heinz Marketing

JULY 13, 2020

I can’t imagine a time when referrals or referrals and sales, referrals and business has been more important when channels are shrinking, budgets are shrinking. I’ve known Joanne for over 10 years. And Matt, I found this wonderful definition of culture: Culture is what happens when people aren’t looking.

Pipeline 82

Pipeline Referrals Cold Call Sales 82

Hubspot

OCTOBER 23, 2017

Do you sell to their industry? MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) was pioneered by Jack Napoli when he was at technology company PTC. From $100 million to $1 billion, we sold a shift in technology. Does the buyer match the demographics of a given persona?

Sales 101

Sales X-functional Contact Prospecting 101

ConversionXL

NOVEMBER 3, 2016

So while many usability heuristics remain the same in B2B website design and functionality , much of what goes into lead gen, sales, and analysis is different. In other words, you’ll answer questions like: Where in the buyer journey is the person that downloads [X] whitepaper? What are you trying to sell? Image Source.

B2B 110

B2B Conversion B2C SQL 110

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. Tech sellers typically offer technological solutions to customers’ problems in the form of software, hardware, or information technology (IT) services. When I moved from a dance career to sales, I had zero experience selling a product.

Networking 59

Networking B2C Cross-sell Negotiate 59

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Cost of selling as a percentage of revenue generated. You can’t control how much this salesperson sells -- but you can tell her to increase her daily email output. Number of referral requests.

X-functional 95

X-functional Quota Cross-sell Contract 95

PandaDoc

MARCH 7, 2023

This visual aid gives every member of your sales team a big-picture view of the entire selling process. Despite how rapidly technology and lifestyles are changing, the main steps remain the same. And don’t forget to use the technology tools available. How can a business benefit from a good sales process flowchart?

Process 52

Process Objectives and Key Results Pitch Legal 52