Partners in Excellence

OCTOBER 28, 2018

The answers are varied, but generally fall into very specific, and classic selling skills: Qualifying, questioning, listening, prospecting, objection handling, closing, call planning, deal planning, account planning, time/territory management, establishing rapport, communications styles, and so on. Then there’s the 5%.

Cross-sell 72

Cross-sell Objection handling Territory Up-sell 72

Salesforce

SEPTEMBER 21, 2021

That’s really the whole point: Nobody can bring these algorithms and processes to the table but Accenture and no one can digest them and do something with it but Salesforce. Reimagine customer experience with Salesforce and Accenture. Learn more, do more. “It When combined, it should be market making.”.

B2B 96

B2B Territory Manufacturing Sales 96

Sales Hacker

DECEMBER 27, 2018

Call it “social selling” if you want, but it’s simple: the best sales reps today just understand that they need to be where the buyer is. Call it “social selling” if you want, but it’s simple: the best sales reps today just understand that they need to be where the buyer is. It’s that time of the year again! Trend #1: Relevance.

Cross-sell 104

Cross-sell Angle Sales B2C 104

Partners in Excellence

JUNE 9, 2019

As a result, our organizational strategies, our engagement strategies, the skills, competencies, tools, content, processes will have to change to be aligned with the part of the organization we choose to target. This post is the tenth post in my series on Sensemaking. Likewise, at all levels, things change over time.

Cross-sell 75

Cross-sell Account management Education Sell 75

Partners in Excellence

JANUARY 16, 2020

Let’s face it, Hot Products Sell!! Geoffrey Moore characterized much of this in his classic books line Crossing The Chasm. The world goes through constant cycles. Lately, there have been a lot of “Aha, we’ve discovered the secret” posts and eBooks on Product Led Growth and the role of sales people.

Growth 83

Growth Product Sales Cross-sell 83

Partners in Excellence

JUNE 4, 2019

In this post, I’ll do a deep dive into how we sell into organizations operating in the Complex Quadrant. It builds on the previous discussion of selling in the Simple Quadrant. This post is the sixth in my series on Sensemaking. In the first article of this series, I introduced the concept of “turbulence.”

Sell 73

Sell Customers Cross-sell Up-sell 73

Partners in Excellence

OCTOBER 29, 2015

Likewise manufacturing could be process, discrete, consumer products, electronica components, automotive, aerospace, basic materials, technology, medical devices, and on and on and on. I’ve written quite a bit about the importance of defining our “sweet spots.” But any of these are huge. Each of which are very different.

Manufacturing 90

Manufacturing Cross-sell Territory Finance 90

SalesLoft

JUNE 3, 2019

How does like-ability matter in the sales process? This week we are very excited to announce the launch of Hey Sale speople , a podcast hosted by the one-and-only Jeremy Donovan, SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd. Episode one is with Trish Bertuzzi, CEO of The Bridge Group. Plus, everyone has a cell phone.

Conversion 81

Conversion Real Estate Cross-sell Niche 81

Partners in Excellence

OCTOBER 26, 2016

Geoffrey Moore’s work in Crossing The Chasm gives us one model to look at at how customer maturity impacts our success in engaging customers. We are treating customers as a homogenous group, we are segmenting our customers based on industry and markets. We may further be segmenting the buyers within enterprises by persona.

Customers 91

Customers Minimum Viable Product Cross-sell Launch 91

Gong.io

JUNE 15, 2018

Selling is a zero-sum game. While you’re popping a champagne bottle because you know how to sell against the competition, your competitor is downing cheap whiskey to mourn their loss. To do that, you have to understand the first principle of competitive selling: Different strategies win in different competitive scenarios.

Sell 78

Sell Cross-sell Education Gaming 78

Gong.io

JUNE 15, 2018

Selling is a zero-sum game. While you’re popping a champagne bottle because you know how to sell against the competition, your competitor is downing cheap whiskey to mourn their loss. To do that, you have to understand the first principle of competitive selling: Different strategies win in different competitive scenarios.

Sell 48

Sell Cross-sell Education Gaming 48

Partners in Excellence

SEPTEMBER 10, 2012

Managers asking sales people to commit time selling outside the sweet spot must recognize this, They must adjust their performance expectations. There really are a few core strategies that companies look at: How do we find more stuff to sell within our current sweet spot? It’s a fundamental to sales success.

Non-Profits 87

Non-Profits Manufacturing Cross-sell Education 87

SaaStr

DECEMBER 20, 2019

Does Manny believe that the founder should always be responsible for selling their product at one moment in time? How did Manny sell the first $1m in ARR simply through walking the streets of SOMA and selling door-to-door? Loving our podcast content? Listen to the start of the episode for a promo code to our upcoming events!

Territory 58

Territory Quota Cross-sell Pipeline 58

Hubspot

APRIL 1, 2019

It saves everyone time and kicks the sales process off to a quick start. An effective presentation tells a compelling story, highlights your value proposition, and aligns with your audience's needs and desires. It ends with a strong call-to-action. Hate the thought of doing sales presentations ? You’re not alone. Am I right? When the Gong.io

Presentation 100

Presentation Technique Closing Sales 100

SaaStr

SEPTEMBER 26, 2019

Laura Bilazarian | SaaStr Venture Partner @ SaaStr and Former CEO @Teamable. Gaetan Gachet | SVP of Sales @Algolia. FULL TRANSCRIPT BELOW. Laura Bilazarian : Good morning. It’s an honor to be here with this mythical creature, this sales leader that goes from zero to 50 million in the same job. So Gaetan, pleasure to be here with you.

Territory 56

Territory Cross-sell Sales Cold Call 56

SaaStr

MARCH 22, 2023

Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Of course, we all know how that turned out. All of which were disruptors when they first came on the scene. Is it particularly inefficient?

Growth 93

Growth Cross-sell GTM Up-sell 93

Heinz Marketing

MAY 6, 2019

Yet another great episode this time of Sales Pipeline Radio , live every Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Check out the great guests we’ve had so far! The show is growing like crazy. I ask John how Seismic sees that.

Pipeline 54

Pipeline Sales Cross-sell B2B 54

SaaStr

NOVEMBER 16, 2020

How can one determine a closer in the interview process? 395: Andy MacMillan is the CEO @ UserTesting, the company that provides real-time feedback, from real customers, wherever you work. To date, they have raised over $200M in funding from the likes of Accel, Greenspring, Openview and Insight to name a few. What are the downsides of it?

Pipeline 92

Pipeline Territory Price Product 92

SaaStr

SEPTEMBER 4, 2020

370: As organizations race to achieve relevance and a competitive edge in the digital era, automation is fueling the fight. Join PagerDuty’s CEO, Jennifer Tejada, as she discusses the need for agility and innovation and how automation is aiding adaptability and allowing enterprises to surge ahead. This episode is sponsored by Linode. Ben Chestnut.

E-commerce 66

E-commerce Cross-sell Start-ups Up-sell 66

The Lost Book of Sales

JULY 12, 2021

What is the "Chasm"? Chasm as the single biggest challenge. 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. Here are some previous issues of the newsletter. Table of Contents.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Pointclear

APRIL 18, 2012

My guest today for this third PowerViews interview is Trip Kucera, Senior Research Analyst at Aberdeen Group. His focus in the Marketing Effectiveness and Strategy practice helps his clients achieve extraordinary results. Trip is also an author, a speaker, and a blogger. Video Marketing - A Surprising Trend. ” The Role of Social Media.

Objectives and Key Results 63

Objectives and Key Results Education Cross-sell B2B 63

ConversionXL

APRIL 7, 2021

When sales made a list of logos they wanted to sell, or the list of ‘dream customers’ to close. The concept remains the same today with modern ABM—we want to sell to a list of ‘dream customers’ more commonly referred to as target accounts. Account-Based Marketing (ABM) isn’t new. Image source ).

GTM 98

GTM CRM Cross-sell Cold Call 98

Gong.io

SEPTEMBER 14, 2022

Because a go-to-market strategy carefully defines the challenges the product solves and the target audiences who will buy it, there is far less chance of it failing. Whether you’re launching a new business or a new product, competition is fierce, resources are limited, and market preferences can change in a moment. . It minimizes risk.

Go To Market 62

Go To Market GTM Launch Promote 62

SaaStr

MAY 3, 2019

Does Manny believe that the founder should always be responsible for selling their product at one moment in time? How did Manny sell the first $1m in ARR simply through walking the streets of SOMA and selling door-to-door? How does Manny fundamentally approach managing top of funnel? What is sufficient? What is excessive?

Territory 61

Territory Quota Cross-sell Pipeline 61

Partners in Excellence

FEBRUARY 4, 2015

Anthony Iannarino wrote a post, “Trust The Sales Process.” Sales people shouldn’t trust the sales process–they should challenge it and try to prove that it’s wrong! The first thing is, “Why should sales managers trust the process?”

Trust 93

Trust Process Cross-sell Construction 93

Openview

NOVEMBER 20, 2017

What’s your process for hiring a lot of people to scale an organization? First, define a hiring process focused on finding strong candidates fast and ensure everyone in your organization understands your expectations of velocity and quality. Scaling a sales organization is both exciting and a little terrifying.

Territory 72

Territory Healthcare Retail Sales 72

SaaStr

AUGUST 15, 2020

362: The Future of the Customer with Bernadette Nixon, CEO @ Algolia, Jay Snyder, Chief Customer Officer @ New Relic, and Nick Mehta, CEO @ Gainsight. Customers’ expectations are higher than ever with more access to information and options. This episode is sponsored by Linode. Bernadette Nixon. Jay Snyder. Nick Mehta. Loren Padelford.

Retail 93

Retail Start-ups Drivers/motivators Up-sell 93

Sales Hacker

JANUARY 6, 2020

Our second sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best. What You’ll Learn. What the agreement cloud is.

Contract 53

Contract Gaming Cross-sell Growth 53

Heinz Marketing

AUGUST 26, 2019

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. We cover a wide range of topics, with a focus on sales development and inside sales priorities. Like a whole lot more deals fast.

Pipeline 11

Pipeline Sales Start-ups Up-sell 11

Gong.io

FEBRUARY 9, 2019

Buy as much time as possible. Looking for a rich list of sales techniques and tips you can use to close more deals? Look no further. We’ve pulled together a list of 55 sales techniques, tips, and best practices. Many of which we’ve proven with data. Use the quick links on the left to jump to each section. It’s all important.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

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. 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. Congratulations. There you go.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63