Hubspot

SEPTEMBER 6, 2024

No matter how compelling your product or service, each closed deal could be preceded by a dozen or more that never result in new business. When you have an expansive, complex product or one with a wide variety of use cases, it makes sense that different prospects will be interested in different functionalities.

Closing 80

Closing Contract Technique Sales 80

Highspot

JANUARY 23, 2025

Sales reps often juggle multiple demandsmeeting quotas, showcasing product value, and forming authentic customer connectionswhich require a healthy mix of soft and hard skills. Knowing a product’s technical details is important, but actively listening and caring about what ails the client builds the trust that ultimately closes deals.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Hubspot

JANUARY 14, 2025

Instead, they should be recognized as strategic thinkers, relationship builders, and growth drivers. From the initial discovery email or phone call to the final contract negotiation conversation, they ensure every touchpoint adds value for the prospect. Heres my list of reasons why I think everyone should view them in this light: 1.

Negotiate 78

Negotiate Cross-sell Drivers/motivators B2B 78

PandaDoc

MAY 12, 2025

Its a core concept of pricing analytics and a key variable in how businesses ultimately set prices, forecast demand, and position products in competitive markets. Its something that each brand has to handle on a case-by-case basis for every product and service on offer. Delay or avoid purchases if prices increase.

Price 52

Price A/B testing Non-Profits Legal 52

PandaDoc

JUNE 16, 2025

For employers, it’s a tool for motivating teams and projecting costs. Well-designed OTE plans can motivate reps to perform while helping leadership forecast compensation expenses with greater accuracy. Compensation plans also need to factor for ramp time, especially for new hires who may need several months to reach full productivity.

Commission 52

Commission Quota Represent Sales 52

PandaDoc

JUNE 2, 2025

Their sales conversations revolve around aligning company products and services with a customers business in a way that helps the buyer realize what they actually need. The approach makes Challenger a strong fit for long sales cycles, high-stakes purchases, and enterprise industries where differentiation goes beyond product features.

Process 52

Process Objectives and Key Results Sales Angle 52

PandaDoc

MARCH 25, 2025

Complex sales typically involve high-value products or services, which are often highly customizable. Here is an overview of the sales process for complex sales: Discovery/needs analysis: Understanding your customers needs and challenges is key to demonstrating how your product or service can help. What is considered a complex sale?

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

SaaStr

JUNE 27, 2025

Too much time thinking about product, not enough time talking to customers and finding out what they really need built. Spend 20%+ of Your Time Recruiting : If you’re a founder, this is non-negotiable. It’s the best way to stay grounded in what matters and to keep your product aligned with their needs. Consistency wins.

Negotiate 75

Negotiate Drivers/motivators Contact Start-ups 75

SaaStr

JULY 9, 2025

The Evidence: Owner sees 3-4x productivity gains, but only from AI-native reps At Windsurf, 7 out of 10 seasoned reps quickly shot over their annual quota , with one rep closing $1.6 ” – Kyle Norton, CRO, Owner The brutal reality: AI isn’t making average salespeople better. What do you know about it?

Technical Sales 71

Technical Sales Commission Pipeline Negotiate 71

Sales Pop!

DECEMBER 17, 2024

This younger generation is more inclined to express their opinions, passions, skills, and talents digitally, as well as seek inspiration and motivation from other creators in finding their purpose. This partnership can include product mentions and placement, sponsored content, and more.

Negotiate 130

Negotiate Entertainment B2C Niche 130

Hubspot

FEBRUARY 20, 2025

Meanwhile, Snack Brands, a snack food supplier, cut its weekly SKU runs by 62% , using AI to streamline production. The Extra Gear, Not the Driver. By letting AI study search queries from within your ecommerce website, you will also discover opportunities to widen your stock with new products. So, should you invest in AI?

Drivers/motivators 36

Drivers/motivators Price Clients Follow-up 36

Sales Hacker

FEBRUARY 11, 2025

Uh, it helps me and the team be so much more productive. And he was like, our product just released this brand new, amazing feature, a contact waterfall. And so we have a problem because we target multiple personas in multiple industries that use multiple versions of our product. The number was pretty terrifying.

GTM 86

GTM Pitch Up-sell Contact 86

Sales Hacker

JUNE 10, 2025

That didn’t have a driver in it. If that switch from competition is high, like it’s a pricing negotiating, tam’s maxed out. When people express wonderment or excitement about your product, like engage those people when people give you great feedback, like capture that feedback. So a lot of it is.

GTM 66

GTM Networking Growth Go To Market 66

Sales Hacker

FEBRUARY 18, 2025

Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit. But prior to that, you were an operating partner at Fractal Software, uh, where you helped launch dozens of vertical software companies, which is super cool and helps them kind of find product market fit.

GTM 99

GTM Quota Drivers/motivators Sales 99

SaaStr

JULY 14, 2025

Microsoft’s GitHub Copilot reportedly generates over $500 million annually, while Anthropic’s Claude Code has become a significant revenue driver. This isn’t just about productivity tools—it’s about controlling the future of software development. This dependency likely influenced valuation discussions.

Sell 98

Sell Negotiate Price Represent 98

SaaStr

MAY 19, 2025

If you are going to do it anyway, it is big move, and structuring their compensation correctly is critical to aligning incentives and ensuring theyre motivated to drive growth. In some cases, they may negotiate anti-dilution protection if a fundraising round is imminent. But make sure this change … really makes sense.

Drivers/motivators 67

Drivers/motivators Negotiate Growth Product 67

Salesforce

APRIL 8, 2025

No matter how small your business is, some teams are non-negotiable. To grow your sales and bring in more customers, heres what your team needs to focus on: Figure out who needs your product or service and where to find them. Even if you have the best product or service, it wont matter if no one knows about it.

Growth 94

Growth Finance Non-Profits Repeat business 94

Martech

MARCH 31, 2025

Suddenly, Nike is your personal cheerleader, rekindling that initial spark of motivation and inspiration. They used purchase data to predict a teenage girls pregnancy before her family knew, sending her coupons for baby products. Within the next five years, memory-driven CX could be non-negotiable for any brand serious about loyalty.

B2C 124

B2C B2B Drivers/motivators Negotiate 124

Martech

MAY 30, 2025

Platforms like Upwork give them the ability to have a say in the work they choose, which is also a driver for many side giggers. Passion Passion is a big motivator for creative talent. One even negotiated her side projects into her employment contract when she took the job. Good work is rewarded with more opportunities.

Drivers/motivators 60

Drivers/motivators Contract Negotiate Account management 60

Salesforce

FEBRUARY 17, 2025

Are they motivated more by emotional needs or physical ones? The key is aligning the reward with what motivates your audience. Tools like Agentforce provide personalized sales role-plays that help reps refine their pitching, objection handling, and negotiation skills. I can unsubscribe at any time.

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

Hubspot

MARCH 7, 2025

negotiating rates, and signing contracts it was a massive learning curve. According to Stifel's Sustainability Survey , 73% of Gen Z would pay more for products made by active/casual lifestyle apparel brands with leading sustainability practices. When I started my freelance writing business, I had no idea what I was doing.

Government 31

Government Finance B2B Service 31

SaaStr

FEBRUARY 25, 2025

Speakers share their playbooks on everything from achieving product-market fit to optimizing CAC:LTV ratios and scaling go-to-market strategies. SaaStr Annual attracts thousands of high-quality SaaS professionals across functions like engineering, product, marketing, sales, and customer success.

Pitch 73

Pitch B2B Strategize Strategic planning 73

Salesforce

APRIL 16, 2025

Not only do you need to know the rules of the sport, but you also need to learn how to motivate your players. Some training programs cover essential management skills like coaching, sales performance management , motivation, conflict resolution, and strategic planning. The ones who win get inside their players and motivate them.”

Technique 89

Technique Territory Sales Price 89

Veloxy

JUNE 15, 2023

The Role of Outside Sales Reps An outside sales representative’s primary responsibilities include generating leads, cultivating relationships, providing product information, and closing sales. One of the greatest challenges faced by outside sales reps is prospecting for leads, which involves identifying potential customers.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Technique 264

Women Sales Pros

MAY 17, 2019

By the time two parties to a negotiation are sitting across the table from each other, the negotiation may already be over. Ask questions before it’s time to negotiate. If you wait until the negotiation begins, you’re going to get answers that are intentionally limited. During the negotiation, people withhold information.

Negotiate 131

Negotiate Contract Price Start-ups 131

Sales Hacker

DECEMBER 6, 2019

If you confuse objection handling and negotiating , you could be losing sales. . In this article, we’ll look at what objection handling and negotiating are (and what they aren’t). Then we’ll go in-depth to look at 5 techniques for handling objections and sales negotiation, so you always walk away with a win. Negotiation.

Objection handling 111

Objection handling Negotiate Drivers/motivators Technique 111

Hubspot

MARCH 22, 2022

A lot of time and effort is spent creating them, and this happens through a process called contract negotiation. In this post, learn about the key stages of contract negotiation, strategies for running a smooth negotiation, and scenarios where it makes sense to negotiate your contracts. Contract Negotiation Examples.

Contract 88

Contract Negotiate Real Estate Manufacturing 88

Sales Pop!

FEBRUARY 13, 2022

Team meetings are the perfect place to practice listening, seriously consider differing viewpoints and ideas, plus negotiate an agreeable outcome. The sales process transforms from hardcore to a relaxed and friendly negotiated conversation. It is the actual practice from which teams will benefit back in the office.

Negotiate 246

Negotiate Appointment Meeting Represent 246

Closing Bigger

SEPTEMBER 13, 2023

This sales podcast is focused on 12 Non-Negotiable Sales Truths. As a sales trainer and keynote speaker I come across people often who want to short-cut and negotiate the price of sales success. This person was eager to learn, thoroughly studied the products and market, and was receptive to innovative sales techniques.

Negotiate 116

Negotiate Sales Territory Clients 116

Anthony Cole Training

OCTOBER 13, 2014

Or, if you want to use incentive travel/excursions to motivate people to higher levels of performance, you raise the bar required for people to qualify for the “President’s Club” trip. I have inquired about incentives and changes in overall production of a sales team. What motivates them?

X-functional 231

X-functional Drivers/motivators Sales Negotiate 231

Hubspot

FEBRUARY 1, 2018

Like most skills, your ability to negotiate improves with practice. There’s a lot on the line during a negotiation with the buyer. Enter negotiation role play exercises. Once you’ve successfully negotiated in an extreme situation, you’ll be mentally and emotionally prepared for a straightforward one. The prospect.

Negotiate 101

Negotiate Technique Contract Sales 101

The Lost Book of Sales

OCTOBER 18, 2021

As we'll see in a moment, understanding the power of reciprocation is not only a valuable instrument in controlling the outcome of a negotiation, but when deployed skillfully, the party you negotiate with will feel more engaged and responsible in carrying out their fair share of the agreement. A win-win-win. What gives?

Negotiate 96

Negotiate Contract Angle Drivers/motivators 96

Veloxy

DECEMBER 28, 2023

Download Now: The Big Blue Book of Field Sales Outside Sales Reps — flip to the chapters on outside sales productivity, mastering the art of in-person selling, and how to shorten your sales cycle. However, managing autonomy effectively can be challenging, as it requires a high level of self-discipline, time management, and self-motivation.

Outside Sales 243

Outside Sales Cold Call Represent Objectives and Key Results 243

Sales Hacker

APRIL 11, 2019

Clearly, new strategies alone aren’t enough to motivate a sales team. According to behavioral intelligence (BQ), it’s all about how you motivate your team. You see, BQ has found that motivation is a trigger for thoughts… which cause feelings… which yield action. Sure, these are all key motivators for your sales reps.

Extrinsic 106

Extrinsic Drivers/motivators Intrinsic Commission 106

Anthony Cole Training

FEBRUARY 25, 2011

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). Negotiating (2). Business issues are important to people, not products.

Objectives and Key Results 214

Objectives and Key Results Sales Drivers/motivators Up-sell 214

Anthony Cole Training

APRIL 11, 2011

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. motivating sales people (15). Motivation (3). Motivational (8). Motivational Speaker (6). Negotiating (2). Does Your Team Need a Wake Up Call? Why Arent Your Salespeople Selling?

Objectives and Key Results 217

Objectives and Key Results Drivers/motivators Sales Represent 217

Cerebral Selling

JANUARY 18, 2021

In a selling context, the tactic may sound like this: Buyer : “I really like your product but it’s too expensive.”. Source: Motivating voter turnout by invoking the self; Christopher J. For example: Buyer : “We like your product but we’re just a small business and we’re not sure we need a solution as fancy as yours.”.

Objection handling 204

Objection handling Negotiate Strategize Presentation 204