Salesforce

FEBRUARY 19, 2024

Benefits of a playbook Sales plays to include in your playbook How to write an effective playbook How to keep your playbook up to date 7 sales playbook types and examples Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM. What are sales plays?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Highspot

FEBRUARY 25, 2024

Shifting Customer Expectations Digitized selling has changed customer-business interactions. Maintaining communication cohesion across all touchpoints is a struggle without proper solutions. This constant evolution requires sales ops teams to endlessly evaluate and modify their tech stack to secure the most innovative solutions.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Sales Strategize 52

Partners in Excellence

APRIL 16, 2021

Years ago, we thought of customers leveraging digital channels primarily early in their buying journey, relying on sales people once they were serious about looking at new solutions. What does this mean for our selling processes and engagement strategies? The sales intervention may be helping the customer bridge that gap.

Process 101

Process Sales Sales Support Sell 101

SalesLoft

AUGUST 25, 2022

You’ll get tangible solutions related to technology – from definition and methodology, to assessment and forecast. . Implementation vs. Adoption: What’s the Difference? . Close the Adoption Gap to Increase Revenue . But what about reliable, data-backed results that prove tech adopters sell more? .

Technology 52

Technology Technology Closing Promote 52

Heinz Marketing

MAY 4, 2019

Goals vs Objectives: The Simple Breakdown. How Do You Sell In The Gap? Great video on gap selling. Fall in Love With Your Customer’s Pain Points—Not With Your Solutions. A look at how focusing on your solutions isn’t always the right thing to do. Thanks for the tips, Julia McCoy. Chris Edmonds.

B2B 71

B2B Customers Up-sell Sell 71

Search Engine Land

OCTOBER 26, 2023

It positions your business as a trusted authority, which can help you gain visibility online and attract potential customers seeking solutions or insights. Building trust and credibility DIY content helps display transparency and a willingness to help your audience solve their problems, even when you won’t directly profit from the solutions.

Trust 109

Trust Education Service Entertainment 109

Gong.io

AUGUST 10, 2022

Adopting a consultative selling approach that takes a genuine interest in your customers will blow your competitors out of the water. . If you’re ready to become a customer-centric salesperson, then read on to discover how consultative selling works. . Consultative selling definition: What is consultative selling?

Consult 62

Consult Sell Cold Call Up-sell 62

Search Engine Land

NOVEMBER 2, 2023

It’s what behavioral scientists call the intention-action gap. Goal-setting frameworks As best-selling author James Clear insightfully points out, merely setting goals is insufficient; it’s the systems and processes we establish for achieving these goals that set us apart. If you’ve experienced this, you’re not alone.

Objectives and Key Results 110

Objectives and Key Results Drivers/motivators X-functional Clients 110

Highspot

JANUARY 2, 2023

This will help you understand where gaps exist in order to build a more holistic and effective sales enablement plan. This allows you to see gaps in content coverage or flag irrelevant or outdated content for review. Buyer engagement by channel (LinkedIn vs. email vs. sales call) and content. Average deal size.

Sales 75

Sales Quota Cross-sell Pitch 75

The 5% Institute

NOVEMBER 28, 2019

Value based selling (AKA value selling) is an important mindset and approach if you’re involved in consultative selling, because it can be the difference between positioning yourself as a specialist or looking like another commodity. Value Based Selling – Your Ultimate Guide. What Is Value Based Selling?

Sell 98

Sell Drivers/motivators Price Presentation 98

SaaStr

JANUARY 12, 2022

Another top mistake SMB folks make trying to sell enterprise. We all underresource customer success vs. sales. “A harbinger of internal product gap ranking needing a re-rank.” Because you’ll lose another, and/or not close enough key prospect, due to that gap. Come up with an interim, partial solutions.

Customers 110

Customers UX Closing Up-sell 110

ConversionXL

NOVEMBER 23, 2022

This also includes understanding the segments you will sell to, and aligning your whole company on these things. Weak messaging strategies are hard to sell and market, with no differentiation and getting the wrong perception. Strong messaging, on the other hand, is differentiating and easier to sell and market. Gaetano DiNardi.

B2B 94

B2B Objectives and Key Results Relationship building Growth 94

SaaStr

MARCH 26, 2019

The best sales reps solve my problems: They listen to my actual problems and show me the best solution using their product — and other products. They are honest about product gaps and weaknesses so I know up front. There is nothing worse than having to discover an important product gap after you’ve bought and deployed an app.

Customers 74

Customers Gaming Price Start-ups 74

Sales Hacker

JULY 25, 2022

It’s your SDRs’ job to make a stellar first impression, start the relationship, and convince potential buyers that they need your solution. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline. New vs. existing accounts.

Engineering 100

Engineering Objectives and Key Results Cross-sell Pipeline 100

Hubspot

NOVEMBER 16, 2023

The only way companies can succeed is to proactively provide solutions by understanding not just customer intention, but the context of their pain points and goals. The Age of Intelligence Selling is more challenging than ever. In old-school selling methods, the more sales reps you hire, the more revenue you drive.

GTM 57

GTM Trust Cross-sell CRM 57

A Sales Guy

OCTOBER 1, 2012

Deals get stuck for lots of reasons, one of the big ones is because no one is finding the gap or measuring the gap. The gap is the space between where the client is today vs where they want to be tomorrow. The gap influences everything. The bigger the gap the greater the return. There’s your gap. .

Prospecting 115

Prospecting Clients Sell Closing 115

Lead Fuze

JUNE 27, 2023

Influencer marketing agencies are entities that bridge the gap between brands and online influencers – individuals with a significant following on social media platforms. We also differentiate between full-service vs specialized agencies and provide insights into deciding factors when choosing an agency. But how do they do it?

Negotiate 52

Negotiate Contract Campaign Contact 52

Accent Technologies

APRIL 17, 2019

Now, the first data gap mentioned (concerning metadata of a deal) has been addressed through 3 rd party data providers (Zoom Info, DiscoverOrg, etc.). These solutions integrate into the CRM and help cleanse and govern account profile data (industry, company size, etc.). but it still leaves the second gap: Prospect engagement data.

Closing 40

Closing CRM Territory Government 40

Sales Hacker

AUGUST 28, 2018

How and when do buyers want to engage with providers of goods and services, and are there unique preferences for B2B vs. B2C purchase scenarios? Still Thinking B2B vs. B2C? It’s Time for H2H: Human to Human Selling. Could you imagine a potential customer visiting your web site and saying, “Sell to me!,” Is Anybody Home?

B2B 80

B2B Appointment B2C Cross-sell 80

ConversionXL

JANUARY 18, 2022

Brand vs product marketing: Friends or foe? The marketing platform has a specific and unique selling position : “The only marketing platform built for creators, by creators.”. Founder Nathan Barry launched in 2013 to help creators sell their books and courses but failed to meet revenue goals and eventually stalled. Image source.

Product 110

Product GTM Construction Launch 110

Pointclear

MARCH 22, 2018

Unless you are the low-price leader, value selling is essential to the success of your business. It's a rather straightforward proposition to sell on price only. Value selling is PointClear's bread and butter. The challenge is that some companies and some roles do not lend themselves to selling value.

Sell 63

Sell Objectives and Key Results Cross-sell Price 63

Hubspot

DECEMBER 22, 2017

But how do you spot an influencer from a stop-gap? Other options include selling to or working with the gatekeeper. The assistant is likely aware of their boss’ pain points, and your solution might also benefit them. The Influencer vs. the Decision Maker. Salespeople can’t ignore the influencer or “call above” them.

Prospecting 101

Prospecting Finance Sales Contact 101

Gong.io

AUGUST 12, 2022

Conversation intelligence vs. revenue intelligence: What are the differences? As the AI landscape has developed, vendors have taken different approaches to solving data gaps in their business. . The power of this is that it understands what people are saying and delivers insights into your products or services’ effectiveness. .

Conversion 62

Conversion Prospecting Pipeline Strategize 62

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. The approach should also be one of continuous learning and probing.

Objectives and Key Results 75

Objectives and Key Results Technical Sales Engineering Sales 75

Highspot

JANUARY 2, 2023

This will help you understand where gaps exist in order to build a more holistic and effective sales enablement plan. This allows you to see gaps in content coverage or flag irrelevant or outdated content for review. Buyer engagement by channel (LinkedIn vs. email vs. sales call) and content. Average deal size.

Sales 52

Sales Quota Cross-sell Pitch 52

Gong.io

DECEMBER 7, 2022

Examples include sharing helpful content and focusing on educating rather than selling. Asking questions like, “Do you already have a solution in place?” can help you learn more about what prospects like or dislike about a competing solution. Leads vs prospects: What’s the difference? Uncovers competitive insights.

Prospecting 62

Prospecting Cold Call Pitch Pipeline 62

Outreach

APRIL 28, 2021

In today's world of ever-evolving technology, sales teams look to modern solutions that can help them sell more, and do so easier and faster. Your customers are looking for a solution that fits their individual challenge, not a one-size-fits-all fix-all. Sales Enablement vs. Sales Engagement Technology: Which Should You Choose?

CRM 52

CRM Customer Relationship Management Sales Relationship Management 52

SBI

MARCH 30, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? They are trying to identify the gaps and red flags.

Sell 40

Sell Finance Pipeline Negotiate 40

Salesmate

OCTOBER 15, 2020

Sales pipeline vs. sales funnel – what is the difference. You cannot cast your net wide and sell to everyone, so lead qualification is necessary. Timeline – Finding out what’s the solution implementation timeline. An up-to-date sales pipeline creates a systematic approach to selling. Lead qualification.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

SalesLoft

SEPTEMBER 19, 2022

Potential buyers have a problem or question but limited awareness of solutions. Leads know what solutions are available but require more information. A sales engagement platform can provide visibility into opportunities, surface deal gaps, and even warn sellers of potential issues. . Sales Funnel vs. Sales Pipeline.

Referrals 52

Referrals Pipeline Represent Sales 52

Hubspot

AUGUST 21, 2023

And the issues you're running into are less about your solution's soundness and more about how you can reach your potential base. They can bridge the gap between you and potential clients. The proposal helps you sell your product or service rather than your business itself. Propose a solution. Specificity is key here.

Objectives and Key Results 69

Objectives and Key Results Price Clients Legal 69

Sales Hacker

MARCH 12, 2021

Lead qualification: This is where you qualify the prospect and where you ask “is there a problem my solution can help with?”. Scope: This is what the current state is vs. what the future state could look like. Find the gap your solution can assist with and present how your solution improves upon this.

Pipeline 89

Pipeline Negotiate Contract Sales 89

InsightSquared

APRIL 14, 2021

Focus on Reactive vs Proactive. Tracking conversion rates earlier in the funnel can help sales leaders identify gaps in the enablement process and opportunities to step in earlier before deals stall. Knowing this key sales metric offers an opportunity to assess high-value customers for up-sell and cross-sell potential.

Contract 62

Contract Territory Cross-sell Pipeline 62

SalesHandy

MAY 1, 2020

The purpose of sales prospecting is to move the prospect into the sales funnel and eventually generate revenue for the company by selling the product or service. Prospecting in sales is the process of identifying new prospects with proper research, starting a conversation with them, and solving their problems by providing valuable solutions.

Prospecting 87

Prospecting Cold Call Technique Sales 87

Hubspot

SEPTEMBER 12, 2018

But what is a sales pipeline and why is it so instrumental to selling success? Sales Pipeline vs. Sales Forecast. If your forecast anticipates you’re going to miss your quota, you should double down on selling activities. Sales Pipeline vs. Sales Funnel. How to Build a Sales Pipeline. Common Sales Pipeline Mistakes.

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101

Lead Fuze

JUNE 22, 2023

An influencer marketing agency essentially bridges the gap between brands and content creators, leveraging social media platforms to effectively sell products and services. To sum up, if you haven’t already considered incorporating ecommerce solutions into your workflow, now would be the perfect time.

E-commerce 40

E-commerce Objectives and Key Results Niche Negotiate 40

SBI

DECEMBER 18, 2020

CHICAGO – December 16, 2020 : Mediafly , a provider of sales enablement technology, content management and advisory services that create interactive, value-based selling experiences, today announced its Winter product update. marketing-approved content) to understand what resonates with customers and improve future content strategy.

Product 26

Product X-functional Healthcare UX 26