criteria for success

DECEMBER 31, 2019

Believe it or not, the sales process strategy extends far beyond just you and your sales team. When building out a sales process, get together a group of employees involved in different sales support functions. Engineering. This could include: Marketing. Operations. Executive Leadership. Customer Service.

Process 59

Process B2B Territory CRM 59

Sales Hacker

OCTOBER 7, 2021

A Vietnamese immigrant, dedicated mother, and seasoned technology executive, Hang Black has an extensive background in engineering, marketing, sales, and entrepreneurship. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Own your power.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

SaaStr

AUGUST 13, 2019

The sales cycle times were too long, sometimes nine months, sometimes 18 months. The sales cycles were very lumpy. And unfortunately by the time we got to the CIO’s, we were heavily price negotiated. And because of that our overall sales and marketing spin, when we compare it to our next competitor, is about 50%.

Cross-sell 70

Cross-sell Sales Support Growth Up-sell 70

Hubspot

AUGUST 21, 2023

A lead gets here by clicking on an ad, social media post, or a search engine result. Negotiation: Both sales reps and decision-makers discuss pricing details and feature needs. This model is easy to build, but harder to scale, because it takes time and money to hire and train a full sales organization.

Go To Market 69

Go To Market Process GTM Launch 69

PandaDoc

MARCH 7, 2023

The sales process workflow map will help guide sales pitch team members to rectify any difficult objections. This includes corresponding with engineering or IT for technical questions or CS for warranty concerns. Sales automation software or other solutions with eSignature functionality will help you close deals more quickly.

Process 52

Process Objectives and Key Results Pitch Sales 52

SBI

JANUARY 6, 2022

What sales practices do you condemn? What means of sales, etc. By answering these, and identifying the ones that matter most to you, you’ll be one step closer to embracing your sales support processes. Why sales enablement is so important? Then, you need to focus on defining what the potential customer wants.

Objectives and Key Results 60

Objectives and Key Results Sales Sales Support Negotiate 60

The Lost Book of Sales

JULY 12, 2021

Similarly, if I sell an oscilloscope to a doctor in Boston and then go next door and sell the same product to an engineer working on a sonar device, I am also dealing in two different markets. In the middle of the sales cycle, you need to be extremely flexible about commitments as you begin to adapt to the visionaries’ agenda.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52