Hubspot

MARCH 25, 2024

The Prospect Who's Afraid to “Sell in” When we asked Patty Radford Henderson , CEO & Founder of Annum , about some of the most frustrating prospects she deals with, she referenced buyers who were a little sheepish about bringing potential offerings to company leadership. How to Handle Them: Shift the focus from price to value.

Prospecting 73

Prospecting Price Presentation Pipeline 73

ConversionXL

JANUARY 16, 2014

Most people shop online to find lower prices, right? A study from eMarketer.com suggests that 38% of people shop online because of lower prices. If competitor’s prices have been dropping & your cart abandonment rates have been getting higher, don’t panic. Financing Options. ” yet. Social Proof.

Price 117

Price Retail E-commerce Drivers/motivators 117

Salesforce

OCTOBER 10, 2023

The goal of a sales cycle is to ensure reps are uncovering customer needs and resources they can map to product solutions before ever making a pitch. When you’ve really got the stages in the right order in your sales cycle down, it frees you up to be connected with your prospect in the moment,” said Elyse Archer, CEO and founder of She Sells.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Salesforce

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Not only will this help you build trust, which makes it easier to sell , but it will open the door to long-term relationships that can lead to upsells and cross-sells. As a test, they added our pop-up banners to their home page.

Gaming 95

Gaming Cross-sell Referrals CRM 95

SaaStr

FEBRUARY 26, 2021

Hiring folks from Oracle and SAP who do million dollar deals selling 100% into their installed base probably aren’t going to be a fit for you. Make your pricing plan simple. Make your pitch/presentation/messaging simple. Understand where your strengths are and sell to your strengths. Set them up to be successful.

Commission 114

Commission Finance Sales Engineering 114

Lead Fuze

JUNE 27, 2023

You’ll learn about market dynamics and how to determine unique selling points that set your agency apart. You’ll also discover tips on sourcing new clients via LinkedIn by presenting engaging pitch decks and fostering connections through networking. Understand the market dynamics and determine your unique selling points.

Niche 52

Niche Pitch Objectives and Key Results Clients 52

Hubspot

FEBRUARY 23, 2018

Entrepreneurial Finance from MIT OpenCourseWare. Price: Free ($49 for certificate). Price: Free ($49 for certificate). Anyone who wants to quickly get a grasp on the financial elements of starting a company should enroll in this finance course. Price: Free. How to pitch and sell to buyers.

Finance 100

Finance Price Launch Entertainment 100

VanillaSoft

JUNE 28, 2021

2020 was a hell of a year for everyone, especially homebuyers, owners wanting to sell, real estate agents, and mortgage loan officers. You can stand out by guiding them through it rather than focusing on selling them the loan. Corner the market Understand your customers Niche up Reviews and referrals Build a quality database ??

Real Estate 52

Real Estate Niche Finance Referrals 52

Highspot

DECEMBER 5, 2023

This step focuses on gathering insights to inform your sales pitch. Give an Effective Sales Pitch Delivering an effective sales pitch involves presenting your product or service in a way that resonates with the customer’s needs. Who are you selling to? Clear objectives give direction to your sales process design.

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

Salesforce

OCTOBER 11, 2023

You’re on a discovery call with a prospect, searching for a justification to pitch your product, when all of a sudden, there it is: a bright, expensive problem that only you can solve. Every conversation brings new changes in an opportunity, and sellers need to stay curious and keep verifying and digging as they sell.

Pitch 59

Pitch Trust Transportation Objectives and Key Results 59

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. Why Should You Sell Into Startups? While selling to startups is an evergreen opportunity, it’s important to understand the risks as well.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

Hubspot

JUNE 18, 2019

You might sell a product that genuinely makes conducting business easier, but this doesn't grant you a simple sales process. Selling to businesses often means proving to multiple decision makers that your product can make their jobs more efficient, provide a significant return on investment ,and outdo competitors in functionality and price.

Process 86

Process Price Territory Sales 86

PandaDoc

OCTOBER 3, 2023

Do you feel like your selling job is becoming harder and harder over time? As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. So hurry up and learn how to stop wasting your time on inefficient routines and redirect your efforts to selling!

Process 52

Process Objectives and Key Results X-functional Sales 52

CloserIQ

APRIL 23, 2019

Some possible sales metrics to look into could be: contact ratios, connection rates, sales growth, sales targets, sales to date, lead conversion, product performance, cannibalization, sell-through, sales per rep and average purchase value. Remember, the more segmented your audience is the easier they will be to target and sell to.

Sales Support 88

Sales Support Negotiate A/B testing Technology 88

Lead Fuze

JANUARY 1, 2022

It includes a variety of perspectives from buy-side and sell-side employees as well as personal experience, in order to provide an array of ideas. Understanding OEM software Pricing Models. These companies usually sell to channel partners or consultants who then provide services around that product for an added value.

Negotiate 52

Negotiate Profit margin Contract GTM 52

SaaStr

JULY 24, 2020

There is a ton of capital committed to the seed asset class, and because we’re investing at the earliest stages of the market, there’s only so much price compression that investors can expect. There’s so much subtle communication that gets lost over video, you need to make it up with energy.

Finance 55

Finance Pitch Government Start-ups 55

Hubspot

APRIL 7, 2020

I can't count how many times I've come up with an idea and immediately said to my friends, "I should start a business!" I could use online management systems to execute business functions and set up an ecommerce website to take the place of a brick-and-mortar shop. When you explain your selling points, stick to simplicity.

Legal 93

Legal Finance Lead generation Up-sell 93

Lead Fuze

AUGUST 12, 2021

Sales Success Stories is a sales podcasts site that focuses on the people who are still picking up the phone and calling leads —not those who’ve since left the ranks of SDR and BDR. The people interviewed are actively in a sales role and offer up tips to those who are still “pounding the pavement” Best 3 Episodes: .

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

Heinz Marketing

JULY 12, 2021

We will bring up your questions and comments right on the screen. It can be something very simple that as long as you have practiced the process of coming up with an idea that is great and being able to understand it, you can put into play very quickly. They do need to fill in the blank with any excuse you can come up with.”

Pipeline 107

Pipeline Sales B2B Pitch 107

Hubspot

SEPTEMBER 19, 2018

Women were starting 40% of all new businesses, and persons of color made up 40% of entrepreneurs in 2016. LLC (limited liability company): An LLC is more costly and complex to set up, but it comes with a number of tax advantages and protects its owner(s) from personal liability (hence its name). If you sell “tangible property” (i.e.,

Minimum Viable Product 77

Minimum Viable Product Legal Finance Government 77

Partners in Excellence

APRIL 21, 2016

These executives fully invest in other parts of the organization: Development, engineering, manufacturing, operations, services, finance, HR, admin, and even marketing. They aren’t as profitable as they should be, usually winning on price because the sales people can’t present and win on value.

Manufacturing 55

Manufacturing Finance Sales Appointment 55

Lead Fuze

DECEMBER 1, 2021

And then the pitch. When she tried to apply the product on my hand, I said “No thanks” and that was when her first objection came up. The woman said, “You know it’s hard to put a price on healthy skin. A good way to do this is with a pre-call script or sales pitch. What’s your skincare routine?”. Why not?”.

Prospecting 52

Prospecting Objectives and Key Results Negotiate Commission 52

Hubspot

AUGUST 27, 2020

For instance, say you're a rep selling a conversational intelligence platform for sales reps. Your prospect represents a company that sells an ecommerce platform to small to midsize businesses. In your conversation, you could plan on bringing up Lola during any initial small talk. That becomes your endgame.

Process 79

Process Contact Cross-sell Prospecting 79

SaaStr

JULY 25, 2021

As we gear up for 2021 SaaStr Annual, I wanted to highlight some of my very favorite Annual sessions from the past you may have missed. Also, don’t miss out on SaaStr Annual 2021 coming up FAST Sep 27-29 in SF Bay Area! And I feel like a talk show host in this kind of set up. This was certainly one of them.

Up-sell 96

Up-sell SQL Product Start-ups 96

SaaStr

JANUARY 17, 2020

To date, Automation Anywhere has raised over $840m in financing from Salesforce Ventures, Workday, General Atlantic and NEA, to name a few. What are the biggest green lights for CIOs when startups are pitching them? Why does Yousuf believe now more than ever, the buyer experience is more important than the price?

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

SaaStr

AUGUST 9, 2019

To date they have raised over $113m in financing from some of the best in the business including Tiger Global, Battery Ventures, Boldstart, Canaan, Cisco, and Redpoint, just to name a few. What about the changing tech stacks and infrastructures makes them vulnerable to up and comers? Does this not lead to a consolidatory environment?

Finance 52

Finance X-functional CRM Engineering 52

ConversionXL

SEPTEMBER 6, 2013

Turns out, product isn’t the most critical thing for starting a business, it’s having customers to buy what you’re selling. Phase 2 – The Pitch. In The Pitch phase, you essentially take what you learned about your market’s pain points from the exploration phase to create an offer in exchange for currency.

Conversion 126

Conversion Minimum Viable Product E-commerce Customers 126

Hubspot

DECEMBER 12, 2019

If you were then asked to draw up and deliver this written strategy and training plan, you would be considered a contractor (in addition to a consultant). This sector of management consulting works in corporate finance, financial restructuring, risk management, and even real estate. Consultants exist in practically every field.

Consult 79

Consult Healthcare Niche Management Consulting 79

Sales Hacker

NOVEMBER 6, 2019

Our goal isn’t to sell someone something they don’t need. Startups are great at selling a beautiful story, but don’t forget that over 90% of them fail within the first few years. You need to be on the defensive to make sure you don’t end up in a bad spot. Best Selling Author. Mark Roberge. Former CRO at Hubspot.

Sales 55

Sales Start-ups Up-sell Gaming 55

Salesforce

OCTOBER 24, 2023

That’s the heart of value selling. What you’ll learn: What is value selling? Why is value selling important? See how it works What is value selling? Value selling is a sales strategy that focuses on helping prospects solve problems while delivering positive economic and resource impact.

Sell 104

Sell Pitch Objectives and Key Results Cross-sell 104

Lead Fuze

JANUARY 1, 2022

Interviewers often ask this as one of the best sales interview questions to see how well you can sell yourself, not just because they want to get to know your personality. Example answers: Im from a family of driven entrepreneurs who taught me to go after what I want, and to never give up. Just to give you an idea. Click To Tweet.

Sales 52

Sales Drivers/motivators Commission Follow-up 52

SaaStr

JULY 15, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in any way, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks a ball is up to.

X-functional 60

X-functional E-commerce Growth Retail 60

Salesforce

NOVEMBER 17, 2023

As a sales leader, meetings with your whole team of reps can be a valuable health check for your business — but they can also waste salespeople’s valuable time selling. Speed up your sales What is a sales meeting agenda? Get articles selected just for you, in your inbox Sign up now 5.

Meeting 105

Meeting Drivers/motivators Sales Quota 105

SaaStr

JUNE 21, 2023

He didn’t like to sell to developers, so he quit. The best piece of wisdom Harbaugh received during this time was, “Everything is up and to the right if you zoom out.” For example, Harbaugh was invited to a meeting with a VC and was told it was just an informal meeting to learn about the company. A good recruiter is worth it.

Price 94

Price Real Estate A/B testing Pitch 94

PandaDoc

JUNE 21, 2022

Lean business plans tend to be geared toward early-stage businesses that don’t need any kind of outside investment and have no intention to seek financing in order to start their business. It’s often best to think of this as an elevator pitch for your business. What is a lean business plan? I’m an end-to-end travel consultant.

Non-Profits 98

Non-Profits Retail Finance Launch 98

ClickFunnels

NOVEMBER 10, 2021

Health —> Weight Loss, Strength Training, Nutrition Wealth —> Investing, Real Estate, Finance Relationships —> Dating Advice, Marriage Advice, Love. Health —> Weight Loss —> Personalized Meal Planning Wealth —> Finance —> Paying Off Debt Relationships —> Love —> Going Through Divorce. For instance….

Lead generation 239

Lead generation Follow-up Campaign Niche 239

Gong.io

NOVEMBER 12, 2021

The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 Another truth: Longer emails are significantly more effective in booking a meeting: More specifically, prospecting follow-up emails 4+ sentences long are 15x more effective in booking cold prospects than shorter emails. It’s a monster.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118