Spiro Technologies

MARCH 13, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving and selling products, and of course, having fun along the way. Maybe just tell us a little bit about SEF and what you guys are up to. Transcript Adam Honig: Hello and welcome to Make it. Welcome to the show Tim.

Manufacturing 52

Manufacturing Technology Technology Engineering 52

Heinz Marketing

MARCH 4, 2019

What I’ve been focused on in the first six weeks as well as leading up to joining PandaDoc is trying to understand where is all the revenue coming from? What is the ideal customer profile, like just the traditional foundational items. We are a happy customer of PandaDoc, as well. And I get less concerned with leads.

Pipeline 63

Pipeline Healthcare Sales Start-ups 63

Score More Sales

AUGUST 5, 2011

Social Selling and Brand Building Dogs and Winners From a Cross-Country Drive. How could selling, customer service, cold calling, brand-building, and sales strategies have anything to do with our recent drive across the U.S.? We don’t want to pay more than someone else walking up to the desk. Consulting.

Cross-sell 64

Cross-sell Sell Cold Call Non-Profits 64

Hubspot

MARCH 8, 2012

Sure, maybe you can finagle a big sale or trick a Russian spy or two, but one day you'll wake up and have no idea how your company got from A-to-Q -- it’s supposed to go from A-to-B, remember? Let's clear up the biggest misconception about brand strategy right now. Tie Your Brand to Your Business Model. Play the word game.

Campaign 78

Campaign Up-sell Start-ups Service 78

SaaStr

JULY 26, 2019

Prior to founding Zylo, Eric was the VP of Sales @ Sprout Social leading the revenue operations for over 11,000 customers. How does Eric think about the importance of quantity vs quality of logos when acquiring your first few customers? Maybe first start with, why are founders successful in the beginning to sell?

Contract 54

Contract Start-ups Up-sell Growth 54

Sales Hacker

DECEMBER 1, 2020

If you missed episode 137, check it out here: Team Selling: A Comeback Story for 2021 with Trish Bertuzzi. Outreach revolutionizes customer engagement by moving away from siloed conversations where different people in your company are talking to different people at the prospect, to a streamlined and customer-centric journey.

Growth 63

Growth Contract Pipeline B2B 63

Hubspot

APRIL 8, 2013

An 85-person agency, Digital Relevance (formerly Slingshot SEO) was named the fastest growing private company in central Indiana by the Indianapolis Business Journal in 2012. If you''re staying up to date on SEO , you know that the Caffeine, Panda, and Penguin updates radically altered how Google’s algorithms determine search results.

Clients 69

Clients Non-Profits Price Healthcare 69

Salesforce

MAY 13, 2024

And it’s good to assume that unexpected expenses will pop up along the way — especially in your first year of business. Inventory : If you’re selling a product, you’ll need goods to keep up with customer demand. Obviously, both businesses are going to have wildly different expenses.

Legal 52

Legal Government Launch Finance 52

SaaStr

AUGUST 20, 2019

We were split up into groups. I think others in the room, all of us are well-informed to remember that those who are closest to the work and the customers actually are the ones who often have the greatest insights. We were signing up hundreds of new paying customers every month with five sales reps.

Growth 51

Growth X-functional Start-ups Conversion 51

Hubspot

DECEMBER 5, 2016

But you still have to pick up their poop. 1) Harlow, Indiana and Reese: @harlowandsage. This adorably photogenic trio consists of one very tolerant Weimaraner (Harlow) and two rambunctious Miniature Dachshunds (Indiana and Reese). Animal influencers are undeniably on the rise. 11 Famous Animal Influencers. Because why not.

Promote 77

Promote Gambling Follow-up Campaign 77

Salesforce

FEBRUARY 29, 2024

If my years in sales have taught me one thing, it’s to never assume I know what’s really keeping a customer up at night. Customers are diverse, and their pain points are more varied than you’d think. To overcome these obstacles, customers come to sales professionals for solutions.

Customers 52

Customers Territory E-commerce Pharmaceutical 52

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

MARCH 6, 2024

12 ways to prepare for an effective price negotiation Best practices for negotiating effectively Tee up for success See how Sales Programs from Sales Cloud helps reps win more — and win bigger — within the flow of work. All of this can serve future selling efforts by your team. What you’ll learn: What is price negotiation?

Negotiate 91

Negotiate Price Territory E-commerce 91

Salesforce

MARCH 8, 2024

Each one of your reps has consistently demonstrated product knowledge in meetings and built strong relationships with clients, leading 100% of your customer base to renew their contracts. Sign up now Thanks, you’re subscribed! It’s nearing the end of Q4, and your team has met their sales quotas — maybe even exceeded them.

Commission 64

Commission Quota Territory E-commerce 64

Salesforce

MARCH 12, 2024

And analyzing how quickly customers move through the sales pipeline — or where they stall — can identify things that are working well and areas that need improvement. Below, we explore how to track sales velocity and rev up your sales team’s productivity for faster conversions. Then, divide that sum by the total number of deals.

Territory 64

Territory E-commerce Pipeline Sales 64

Salesforce

MARCH 12, 2024

Let’s take a closer look at how you can use this pricing strategy to attract customers. Customers often equate price with value, so meeting pricing expectations is important. If you price your products too high or too low, you can create unrealistic value expectations in customers’ minds.

Price 52

Price Profit margin Territory E-commerce 52

Salesforce

MARCH 1, 2024

Now is the time to reveal the ace up your sleeve — sales SPIFFs. For example, you might tell your sales team they can earn a bonus on top of their salary and commission, for selling [X] products above quota by the end of the month or for booking [X] demos in a quarter that lead to a sale. Your reps just need a push to stay motivated.

Commission 52

Commission Teamwork Objectives and Key Results Territory 52

Salesforce

MARCH 7, 2024

To successfully negotiate a contract in today’s sales climate, you need to prioritize relationship building over persuasion, practice active listening, and empathize with your customers’ challenges. During contract negotiation, a range of challenges may pop up. What are the challenges of contract negotiation?

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

Salesforce

MARCH 5, 2024

Reps spend only 28% of their week actually selling, according to the State of Sales Report. Lead qualification helps you determine whether a prospective customer is a good fit for your product(s). Whether marketing or sales follows up with them is a strategic decision for managers at your company.

Territory 52

Territory SQL E-commerce Contact 52

Salesforce

MARCH 7, 2024

Most clawbacks require a salesperson to return previously paid commission when a customer churns or cancels their purchase within a designated time period. This provision is particularly critical for companies that sell SaaS products. Likewise, a clawback clause encourages sales reps to play a role in improving customer experience.

Commission 52

Commission Finance Legal Quota 52