The 5% Institute

JUNE 9, 2023

To excel in this position, a sales manager must possess a combination of leadership skills, industry knowledge, and a deep understanding of sales processes. This includes identifying target markets, determining pricing strategies, and creating sales campaigns. They play a vital role in driving business growth and profitability.

Objectives and Key Results 52

Objectives and Key Results Finance Drivers/motivators Sales 52

ConversionXL

OCTOBER 23, 2015

Instead, responses tell you that your prices are too high or your value proposition was too confusing. A few tweaks to your value proposition or adding a price anchor could have produced much more significant results… if you had only known. As a result, it’s very difficult for you to make objective, high impact UX improvements.

UX 122

UX Objectives and Key Results Conversion High impact 122

ConversionXL

MARCH 13, 2019

But if your B2B ecommerce site differs on any of those elements—high prices, large quantities, or a need to serve B2C and B2B buyers—things change. In the example below, Walmart uses scarcity to suggest that a laptop is in high demand and may not be available later: (Image source). So what changes? And what works best?

B2B 130

B2B B2C Retail X-functional 130

Partners in Excellence

MARCH 26, 2013

A critical element of any high impact sales process is “creating business justified solutions.” For too many, sales people provide a price, and maybe a list of features and benefits that might be translated to business value–but we encumber the customer with the job of justifying the solution themselves.

Price 94

Price High impact Presentation Strategize 94

Partners in Excellence

JUNE 25, 2015

Whether we are looking at sales, marketing, customer service or any type of sustained levels of high performance, more often than not, it seems we know what we should be doing–yet we consistently fail to execute. Now just do it (with due respect to Nike). No related posts.

Consult 93

Consult High impact Price Technology 93

Partners in Excellence

NOVEMBER 3, 2017

Currently, we see only the tip of the iceberg of potential and already they are having amazing impacts in healthcare, financial services, retail, technology, transportation, consumer products and other sectors. Over time, we have applied different labels to the strategies, methods, processes through which we engage our customers.

Customers 48

Customers Transportation Healthcare Sales 48

Sales Hacker

NOVEMBER 18, 2020

Now, imagine how your prospect feels when, after the barest of discovery , you pull out a full battery of high-priced solutions and long-term binding contracts. In your discovery process, you need to go beyond surface problems to understand the impact those problems have on your customer. What’s the personal impact?

Process 120

Process Customers Prospecting Up-sell 120

SaaStr

DECEMBER 20, 2019

Befofe that Manny was a Senior Product Manager @ Amazon where he engineered the compensation system for Amazon Associates and Web-Services which accounts for 15% of Amazon’s traffic. And people would immediately stop and be like, “I don’t want to buy your service. You can increase prices.

Territory 56

Territory Quota Cross-sell Pipeline 56

SaaStr

OCTOBER 29, 2019

We’re going to talk about matching price to value, and I’m going to share some lessons from my time as both an operator and an investor. This is an interesting study that was done by the folks from Price Intelligently. In my time as an advisor and now an investor, I often ask folks, how did you decide on your pricing?

Price 40

Price X-functional Cross-sell Growth 40

Salesforce

FEBRUARY 12, 2024

Consultative sales vs. solution sales 5 principles of consultative sales Consultative sales process Level up your game with AI conversation insights Sell smarter using Einstein Conversation Insights — with customer signals and next-step guidance to help you close. What is the impact on them, professionally or personally?

Consult 59

Consult Objectives and Key Results Cross-sell High impact 59

SBI

NOVEMBER 13, 2019

During the ConversationAI beta period, in which automatically generated insights were gleaned from millions of conversations and sales outcomes on the ringDNA platform, customers experienced unparalleled success in streamlining their sales coaching processes. Industry News. Account Planning. Hear Pat Gregory, Sr. Pat will walk.

Technique 24

Technique Sales Strategize Conversion 24

SaaStr

MARCH 26, 2019

Stripe today has more than 1,400 employees and processes billions of dollars for millions of users worldwide. Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. Manual processes first.

Launch 61

Launch Engineering Product Start-ups 61

Search Engine Land

SEPTEMBER 21, 2023

Keyword audit: Understand how your target audience searches for your products or services and how that aligns with your website’s content strategy. “> “> “> “> “> “> Processing…Please wait. This is a great example of a recommendation with both high impact and low effort.

Objectives and Key Results 108

Objectives and Key Results Engineering High impact Networking 108

SaaStr

MARCH 18, 2019

Stripe today has more than 1,400 employees and processes billions of dollars for millions of users worldwide. Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. I think process is good.

Launch 46

Launch Engineering Start-ups Finance 46

ConversionXL

AUGUST 5, 2021

It’s critical that you start this process with the customer journey itself. This means having a complete understanding of how potential customers consider, evaluate, and buy your products or services in the first place. As Smart Panda Labs says, getting other teams involved in this process is critical to get right.

CRM 143

CRM Contact Consult X-functional 143

Sales Hacker

APRIL 17, 2019

Price: Workspace, Free; Standard, $6.67/month/user; Price: Free. Price: Free. Price: Free. Price: Free. Price: Free; Silver, $2.99/month; RELATED: Your Sales Appointment Scheduling Process is Hijacking Productivity. Price: $1.99. App for tracking expenses. Travel apps. Best Social Media Tools.

Drivers/motivators 110

Drivers/motivators Price Teamwork CRM 110

SaaStr

OCTOBER 3, 2022

Celonis’ COO, Arsenio Otero, discusses this as a three-stage process with actionable steps. What is the pricing? Knowing GTM segmentation requires understanding the potential impact on the market and how much of that market can be captured. Support the professional services and customer managers who guide your clients.

GTM 86

GTM Strategize Government Inside sales 86

Hubspot

NOVEMBER 16, 2018

Companies who excel with a low-cost strategy have extreme operational efficiency and use low-cost materials and resources to reduce the overall price of their product or service. With a differentiation strategy, the competitive advantage is gained by offering a unique or highly specialized product or service. Differentiation.

Profit margin 87

Profit margin Price Legal Niche 87

SaaStr

FEBRUARY 1, 2019

* How does Amanda like to run the interview process? What does Amanda mean when she says “pricing is made up of 3 components?” * What does Amanda mean when she says “pricing is made up of 3 components?” Where does Amanda believe most people go wrong with pricing? Is there such thing as no man’s land in SaaS pricing?

Customers 42

Customers Price Cross-sell Start-ups 42

Hubspot

NOVEMBER 25, 2019

So let’s say your department produced a huge, data-driven report and you want to create a few high-impact social shares from it. While Lately pricing may vary, the company says that it starts at $129 per dashboard per month when billed annually. Sprout Social's pricing starts at $99 per month for its Standard plan.

Price 101

Price High impact Follow-up Technology 101

ConversionXL

JUNE 10, 2020

Should you change your prices? ” Without setting the right context, your products and services can be difficult to understand: When customers encounter a product they have never seen before, they will look for contextual clues to help them figure out what it is, who it’s for, and why they should care. .” Zen Proverb.

Product 80

Product E-commerce Price Service 80

SaaStr

MAY 3, 2019

Before that Manny was a Senior Product Manager @ Amazon where he engineered the compensation system for Amazon Associates and Web-Services which accounts for 15% of Amazon’s traffic. People would immediately stop and be like, “I don’t want to buy your service. I want to buy that tool that you built internally.”

Territory 59

Territory Quota Cross-sell Pipeline 59

Outreach

APRIL 25, 2019

Over the years, businesses have used many selling techniques to reframe their sales process and improve performance. Pros: Makes a good fit for complex B2B sales cycles, longer decision processes, and multiple shareholder engagements. To build a custom solution, practitioners of this technique rarely sell off-the-shelf products.

Technique 55

Technique B2B Sell Cross-sell 55

Sales Hacker

OCTOBER 7, 2021

The best products, services, and ideas are nothing without a way to turn them into currency, and sellers are a big part of making commerce happen. Mindest : Be a Student, not just of the product, but of the process. Moxie : Focus on action and impact and do not be humble about your accomplishments. Anita Nielsen. Alicia Murphy.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

ConversionXL

OCTOBER 23, 2012

Our goal here was to get more people to take a tour of their service (text message marketing software) and get to the pricing page. Results: With the shorter version, 97% more people went to their Tour & Features page and 21% more people landed on their pricing page. Case #2: DesignBoost. Why is that. The copy matrix.

A/B testing 128

A/B testing Drivers/motivators Price High impact 128

SaaStr

AUGUST 15, 2020

One, it starts high up in the sales process, right? You need to discover in the sales process. I mean, we can talk a lot about this, but that’s a little bit about where we’re headed on that, but it’s definitely a change in selling process, and then it’s definitely a change in the journey.

Retail 78

Retail Start-ups Drivers/motivators Up-sell 78

Sales Hacker

JULY 23, 2018

Newly appointed executives need to make a big impact in the first few months of their tenure. That typically means setting up big, radical initiatives; restructuring teams; and spending their new-found budget on high-impact products. Reach out to prospects when they’ve lodged a complaint or experienced service outages.

Sales 60

Sales Government Pitch Prospecting 60

Sales Hacker

FEBRUARY 3, 2020

We require an application process, and you need to be a senior decision maker, budget holder, or manage an actual sales team. You learn from the brightest in the industry and meet some incredible business-to-business software-as-a-service founders who share insights on how to scale your business faster. RevGen Insight Summit.

Networking 93

Networking Sales B2B Growth 93

SaaStr

JULY 11, 2019

We went through this test, measure, iterate and improve process. You would get to choose who you wanted to work with based on their profiles, based on the pricing, based on their availability. There’s a lot of competition in this service space, but I knew we’d be successful. Hey, I’ll do it for $10.

Product 46

Product Launch Growth Start-ups 46

Hubspot

NOVEMBER 7, 2023

Sales processes become time-consuming and frustrating. By organizing all lead and customer information in one place and automating data entry, CRM software makes it easy to run the sales process smoothly. Scaling a sales process. A repeatable sales process is key to testing new sales motions and strategies.

CRM 74

CRM Contact Contract Objectives and Key Results 74

ConversionXL

SEPTEMBER 10, 2021

In-house teams need the right project management systems and processes to ensure the build stays on schedule and within budget. The costs associated with building or buying software go deeper than resources and price tags. Use these to guide your customer support processes. Time-to-value also has a direct impact on ROI.

Technology 96

Technology Technology Launch Transportation 96

ConversionXL

APRIL 12, 2017

Day two was all about optimization / testing strategies and processes. Show the process, not just the result. You are the least important part of the process. Trust the process. 2008 process. Tools used: JIRA, SiteSpect, Apptimize, Adobe Analytics, Amazon Web Services. 2017 process. We need pictures.

Growth 86

Growth X-functional A/B testing Objectives and Key Results 86

ConversionXL

JUNE 19, 2018

You need high tempo testing and experimentation throughout the whole customer journey. A high impact teams needs top skills. Rockboost process of building up a skill set: Personal T-shape plans. What are the decision making moments in your growth process? Pricing is a rule. Prioritise impact over speed.

A/B testing 103

A/B testing Cross-sell X-functional Growth 103

ConversionXL

NOVEMBER 13, 2015

your product or service). What will life be like after your product or service is purchased? They back their claim and their value proposition (“Our software helps eCommerce stores turn their customer service into a money-making operation.”) High impact words and phrases triggering strong emotional responses.

Presentation 134

Presentation A/B testing CTR High impact 134