Force Management

MAY 30, 2024

Customer Success (CS) is a critical component of a successful customer engagement process. Growing revenue requires your organization to be cross-functionally aligned on buyer value and solution differentiation before and after the sale.

Customers 136

Customers Cross-sell B2B Sell 136

Sales Hacker

JANUARY 12, 2024

The enduring truth of the statement “ people buy from people they know, like, and trust” remains a constant in the realm of sales. This principle has stood the test of time and continues to be a significant factor in the sales decision-making process. Sales authenticity” resonates with people in different ways.

Sell 93

Sell GTM Sales Up-sell 93

ClickFunnels

JANUARY 30, 2022

The post The Top 5 Strategies To Sell Without Selling appeared first on ClickFunnels. You need to make sales if you want to stay in business. So how can you convey the value of what you offer without the potential customers getting their guards up? This is where the “selling without selling” comes in.

Sell 246

Sell Up-sell Networking Promote 246

Partners in Excellence

NOVEMBER 22, 2021

From my earliest days as a salesperson, I’ve been taught the “sales process,” and have tried to execute that process as effectively as possible. It’s always a structured approach to engaging the customer, working with them to make a buying decision. I’d try to get the customer to consider those issues.

Process 130

Process Sell Customers Up-sell 130

Partners in Excellence

MAY 21, 2024

I think George and I recognized similar passions with technology, business and selling. Two separate sentences lept out in George’s story: “There aren’t a lot of careers where you can do everything you can in sales.” ” Why Selling As a kid, my dream was to become a loudspeaker engineer.

Sell 112

Sell Drivers/motivators Technology Technology 112

Veloxy

NOVEMBER 15, 2022

Account based selling is a B2B concept that has gained a lot of interest in recent times, but implementing it can feel rather daunting. Studies show that at least 94% of B2B teams have adopted account based selling in a bid to deliver improved buying experiences that lead to increased conversions and loyalty. It doesn’t have to.

Sell 246

Sell Objectives and Key Results SQL B2B 246

Adaptive Business Services

JUNE 12, 2024

If you are in sales, you know that it’s crowded out there. Selling has also become more complex and this is largely due to changes in buyer behaviors. It’s easy and it has little to do with the conventional sales process. You may be in sales but you are also a customer. You made a sale but not a customer.

Sell 77

Sell CRM Repeat business Referrals 77

ClickFunnels

OCTOBER 6, 2021

The post How To Sell Anything – A Practical Guide To Better Sales appeared first on ClickFunnels. Jordan Belfort and his blockbuster movie, The Wolf of Wallstreet, popularized the idea of being able to sell anything to anyone, a la “sell me this pen.”. Of course, that’s an oversimplification of the sales process.

Sell 215

Sell Up-sell Negotiate Follow-up 215

Heinz Marketing

MAY 20, 2024

By Maria Geokezas , Chief Operating Officer at Heinz Marketing Do you ever feel like your sales, marketing, and customer success teams work from different playbooks? Imagine how your customer feels if they encounter inconsistent messaging, a clunky onboarding process, or a lack of post-purchase support.

B2B 119

B2B Cross-sell Customers GTM 119

SaaStr

NOVEMBER 18, 2023

Dear SaaStr: What are some best practices for selling a new product/service to your existing SaaS clients? Here’s the bottom line: if your NPS is say > 40 or so, a significant portion of your customers love you. If your NPS is say > 60 or so, a ton of your customers love you. Have customer success do a soft sell.

Product 97

Product Sell Customers CRM 97

Highspot

JANUARY 18, 2024

Customers crave fast, clear, and hassle-free buying experiences. Lengthy sales pitches often fall short. But with SNAP selling’s concise and customer-centric approach, you can enhance sales performance by reducing stress and focusing on needs. What Is SNAP Selling? What Is SNAP Selling?

Sell 52

Sell Real Estate Customers Healthcare 52

Partners in Excellence

APRIL 22, 2024

It was in the very early days of Decisionlink, we were solving the problems of business value selling. We were leaders driving competitive sales organizations. Jim and John, were out to reinvent (and succeed) in developing some of the most powerful customer-aligned value selling tools I have ever seen.

Teamwork 110

Teamwork Sell Strategize Launch 110

Partners in Excellence

DECEMBER 14, 2023

It’s interesting to see continued predictions of the death of selling. Some focus on PLG types of approaches, where the product sells itself–at least until one wants to scale that to the enterprise level. I never read procurement articles suggesting the death of sales. So what does this mean about selling?

Sell 121

Sell Retail Promote Up-sell 121

Partners in Excellence

MARCH 25, 2024

I first met him years ago as he was moving from sales leadership roles into establishing his own training and consulting company. I think what draws me to Keenan and his perspectives is his obsessive focus on the customer. With Keenan and his team, selling success is all about the customer, not what we sell.

Sell 117

Sell Up-sell Consult Drivers/motivators 117

Partners in Excellence

NOVEMBER 16, 2021

We’ve long known (whether we use it or not) about the “sales process.” ” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Customers abandon the project and don’t buy any solution.

Process 131

Process Customers Manufacturing Sales 131

Martech

JUNE 12, 2024

So, why don’t we consistently use those strategies on existing customers with a higher brand understanding? Many marketing teams neglect the opportunity to engage and upsell customers using proven, data-driven prospecting techniques. Customer marketing and prospecting are not the same. Watch for patterns in page path analysis.

Customers 93

Customers Cross-sell Education Account management 93

Partners in Excellence

MARCH 2, 2024

I first met him years ago when he ran global sales for Tekelec (acquired by Oracle). He’s one of the most fascinating sales leaders I’ve worked with. My friend, Dave Brock challenged me to explore, “why I’m obsessed with selling.’ This does not reflect my conviction and passion for selling, not one bit.

Sell 106

Sell Negotiate Relationship building Up-sell 106

Partners in Excellence

MARCH 31, 2024

While I haven’t met Daniel, it’s fascinating to read his perspective on selling. Like so many other participants, Daniel didn’t set out to be in sales, but found himself selling. ” As Daniel describes, every day, every situation, every customer is different. Thanks for you contribution, Daniel!

Sell 123

Sell Electricity Manufacturing Quota 123

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. Sellers have responsibilities outside just engaging customers.

Sell 138

Sell CRM Technique Territory 138

Partners in Excellence

MARCH 7, 2024

Marketers sell! At least Carlos Hidalgo sells. Sometimes, “we” have mis-conceived notions about selling, thinking that only those in some sort of formal sales role sells. But selling goes far beyond the titles. And some of the very best have never had a selling title. Preface : Surprise!!

Sell 118

Sell Tradeshows Pitch Up-sell 118

Force Management

OCTOBER 26, 2023

In today's economic climate, cross-selling and upselling have become more challenging due to the budget constraints of customers. This can lead to disorganized sales behavior and increased discounts, creating unnecessary stress for managers and sales representatives alike as they try to close deals that are not yet fully developed.

Cross-sell 114

Cross-sell Sell Represent Sales 114

Closing Bigger

APRIL 22, 2024

AI for Sales – The Power of an Exponential Mindset in Sales Organizations Most of my sales keynotes have been focused on AI over the past six months. There’s a huge interest in investing in AI sales tools but many organizations are missing the exponential sales mindset and organizational DNA required to truly benefit.

Sell 59

Sell Networking Sales Technology 59

Partners in Excellence

MAY 6, 2024

She learned I was working with the North American teams in changing their approach to their markets and driving more aggressive sales growth. There has, often, been a stigma associated with sales people, nurtured by movies like Boiler Room and GLengarry Glen Ross. In Europe, the stigma with sales is, often, greater.

Sell 87

Sell Technical Sales Up-sell Technology 87

Partners in Excellence

MARCH 2, 2024

Preface: I first met Rene Voorhost years ago when he was the Nordics/Benelux sales manager for National Instruments. ” Since then, he’s become a thought partner in helping me develop tools and models on driving sales performance. Here’s his take: Why am I obsessed with Selling?

Sell 112

Sell Education Territory Engineering 112

Partners in Excellence

MARCH 12, 2024

.” Another thing struck me: “And I love what professional selling is not. Rather, it requires process, structure, discipline and collaboration with customers to help them improve their business outcomes. Why I Love Sales Dave, I found your question very thought provoking. Sales IS business. I HATE to lose!

Sell 122

Sell Assembly Line Territory Sports 122

Force Management

MARCH 14, 2024

If you’re leading an organization that’s selling a solution, whether in an established market or a new vertical, you’re competing for your buyers’ attention. The competition is high – we are all faced with hundreds of sales messages each day.

Conversion 154

Conversion Sell Market share Go To Market 154

Understanding the Sales Force

MARCH 25, 2024

While one of the sales lessons from this trip comes from baseball, the actual travel generated the other two sales lessons. There is a huge difference between the conditions for winning business with an existing customer that favors you, versus a potential customer who favors one of your competitors.

Sell 74

Sell Relationship building Sales Gaming 74

Partners in Excellence

APRIL 5, 2024

For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” Some have had long careers in selling, some are relatively new. This theme underscores the importance of human connection in sales, beyond mere transactions.

Sell 122

Sell Cross-sell Drivers/motivators Education 122

Partners in Excellence

APRIL 15, 2024

Preface : Barry Trailer has been a leader in researching/surveying sales performance and providing deep insights into that performance. A couple of things stand out–one the survey Barry cites stating that sales people are tied with politicians in how credible people believe they are. That’s why I’m interested in Sales!”

Sell 120

Sell Retail Commission Engineering 120

Partners in Excellence

OCTOBER 9, 2023

It was such a fun conversation, we focused on how we increase our effectiveness and impact through deeper understanding of our customers/prospects. ” The class is changing their prospecting approach, focusing first on understanding their prospects–not talking at all about what it is they are trying to sell. .”

Customers 115

Customers Prospecting Clients Up-sell 115

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 103

Sell Cross-sell Finance B2C 103

Hubspot

MAY 27, 2024

We all know the “obvious” traits high-performing sales reps exhibit. insight you can only find at a revolutionary publication that supplements an esteemed legacy with a funky, devil-may-care edge — in short, you're looking for what The HubSpot Sales Blog has to offer, baby! 7 "Under-the-Radar" Traits of Top-Selling Sales Reps 1.

Sell 67

Sell Pitch Sales Clients 67

Partners in Excellence

APRIL 11, 2024

Preface : Jill Konrath is one of the most well respected author, speaker, teacher on all things selling. She’s written 4 masterpieces on selling. Why I Love Sales Sales was never a career option I aspired to. Yet, if I wanted to start my own company it was necessary to learn how to sell.

Sell 115

Sell Manufacturing Up-sell Consult 115