Sales Hacker

MARCH 12, 2019

A list of features and functionality is easy to forget, because it lacks context. It really is as simple as “our product can do X for you.”. If all goes well, there will be additional meetings later in the sales process , and you can pitch these extra features then. Why Storytelling is So Effective in Product Demos.

Product 98

Product Sell Pitch X-functional 98

Sales Hacker

JULY 18, 2019

For most sales reps and leaders, this is an important part of your role — and yet pipeline reviews are one of the most dreaded meetings on the calendar. Having well-defined and accurate sales stages for your business is critical, particularly if you plan to leverage the weighted pipeline functionality. 75% Contract Negotiation.

X-functional 73

X-functional Pipeline Contract Quota 73

The 5% Institute

AUGUST 7, 2023

Effective time management and organizational skills are vital for prioritizing responsibilities, meeting deadlines, and consistently delivering top-notch service. The Art of Negotiation Negotiation skills are indispensable when managing contracts, pricing, and terms. How can account managers enhance their negotiation skills?

Account management 52

Account management Negotiate X-functional Cross-sell 52

Hubspot

MAY 17, 2018

Hourly freelancers get paid for the time they work so you negotiate an hourly rate (Rate x Hours Worked = Pay). If you’re trying to save a buck, don’t be surprised if the final project doesn’t meet expectations or if the freelancer takes on a higher paying project in addition to yours. It looks and functions great.

Contract 78

Contract X-functional Negotiate Start-ups 78

Sales Hacker

SEPTEMBER 29, 2020

More sales meetings, start creating better sequences faster, go to go.regie.io We have thousands of these customer agreements that have been redlined and negotiated, there might be a third party paper, we just don’t have the precision we need to answer questions like which contracts have termination for convenience?

Contract 119

Contract X-functional Objectives and Key Results Legal 119

Hubspot

JUNE 29, 2021

For Diversity, Inclusion, and Belonging Team Manager at HubSpot Ashley Ladd , it started by volunteering for presentation slides on diversity and inclusion during quarterly meetings. Your first step is identifying what those projects are, through company meetings and conversations with your managers and other leaders. says LeValley.

X-functional 92

X-functional Start-ups Meeting Conversion 92

Sales Hacker

JUNE 9, 2020

With limits on in-person meetings, it’s even more important to double down on your digital selling strategy. I just decided that it’s the sales function that grows companies and drives the economy, quite frankly. Sam Jacobs: Any specific types of meetings that you found yourself deleting? Some have caught on.

Finance 100

Finance X-functional Pipeline Territory 100

SalesLoft

SEPTEMBER 12, 2023

Simply put, it’s technology that assists you in meetings. Unlike other virtual meeting software (i.e. It records and transcribes for you: During virtual calls and meetings, Conversation Intelligence tools capture audio recordings for you. To start off, let’s get to know what Conversation Intelligence really is.

Conversion 52

Conversion Objectives and Key Results X-functional Negotiate 52

SalesLoft

SEPTEMBER 12, 2023

Simply put, it’s technology that assists you in meetings. Unlike other virtual meeting software (i.e. It records and transcribes for you: During virtual calls and meetings, Conversation Intelligence tools capture audio recordings for you. To start off, let’s get to know what Conversation Intelligence really is.

Conversion 52

Conversion Objectives and Key Results X-functional Negotiate 52

PandaDoc

FEBRUARY 27, 2023

Sales closing questions are phrases asked near the end of a sales negotiation. And closing questions help initiate the final negotiating process to reach an agreement for a sale. That process of negotiating with a prospect is one PandaDoc can help you streamline and speed up. What are closing questions in sales?

Closing 52

Closing Contract Technique Referrals 52

Salesforce

JANUARY 31, 2024

As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. The key is meeting the customers where they want to engage — and that may mean using multiple channels. • SDRs/BDRs also book meetings and demonstrations. Manage customer relationships.

Networking 59

Networking B2C Cross-sell Negotiate 59

Heinz Marketing

JULY 13, 2020

I was heavily involved in negotiations to get the season going. And with a referral, you get every meeting in one call and it’s pre-qualified because the person’s agreed to meet with you and you’ve described who you want to meet. They don’t know who we want to meet. And they have that issue.

Pipeline 90

Pipeline Referrals Cold Call Sales 90

SaaStr

APRIL 23, 2019

Building the basic functionality. You need to go in the first presentation that you meet them, you already need to have thought of all the problems that they might have. And I think we did two X what we thought we were going to do. We actually went functionally into all these areas. And really good at negotiation.

Launch 87

Launch Pitch Niche Negotiate 87

SaaStr

JULY 17, 2020

But I think that was when everybody had the proverbial partner meeting discussions about what are we funding, why are we funding, what price are we funding. Then it takes a while to get through the process of negotiation, real documents, wiring money, [crosstalk 00:16:38]. X and it’s not [inaudible 00:20:29].

E-commerce 90

E-commerce Retail Real Estate X-functional 90

PandaDoc

OCTOBER 3, 2023

AI-powered CRM systems like Salesforce can automatically log details, adjust inventory, and set strategic follow-ups, which is simply impossible within a strict meeting schedule. Comparing the current tech stack with the desired AI functionalities, the IT team identified that: The current CRM system could not integrate AI plugins.

Process 52

Process Objectives and Key Results X-functional Sales 52

PandaDoc

NOVEMBER 15, 2021

Consider organizing a competition to see who can arrange the most team meetings in the first month. For example, you could set a goal for your entire team to meet for your latest product launch or increase activity by a certain percentage. Then, the next day, reward the person who has the shortest average sales cycle.

Sales 52

Sales Quota Trust Promote 52

SaaStr

MARCH 17, 2020

Either in a new business deal or in a renewal engagement, there’s always that negotiation that’s happening. Rather than saying to the customer, “If you do this reference call, then you will get X,” you ask the customer for the reference call. We don’t have an account management function.

Clients 70

Clients Service Customers Start-ups 70

Salesforce

OCTOBER 29, 2024

Get the free report What Crestron does At Crestron , we manufacture technology that provides a seamlessly integrated experience for our customers when they host meetings from their offices or homes. Our tiger team created a competitive matrix with the requirements for our new platform: Functionality. Implementation.

Service 69

Service Customers X-functional Pharmaceutical 69

Sales Hacker

MARCH 2, 2020

How to Get a Meeting with Anyone. Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. Setting up meetings with corporate decision makers has never been harder. Top of Mind.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Salesforce

JULY 28, 2021

I have a group of women I’ve been meeting with on a regular basis for about 12 years. I basically meet with six or seven women a week. I have a group of individuals, of women who I’ve been meeting with on a regular basis for about 12 years now. That’s how it functions in a really healthy way.

Sports 98

Sports Follow-up Meeting Networking 98

Salesforce

NOVEMBER 20, 2023

How to start a sales call How to close a sales call 13 tips for making a successful sales call Sell faster by connecting with buyers wherever they are Learn how Sales Engagement helps you meet buyers on their preferred channels, whether by phone, email, and web. Are you going to meet again to discuss things? If so, with whom?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

SaaStr

JULY 15, 2020

But I think that was when everybody had the proverbial partner meeting discussions about what are we funding, why are we funding, what price are we funding. Then it takes a while to get through the process of negotiation, real documents, wiring money, [crosstalk 00:16:38]. X and it’s not [inaudible 00:20:29].

X-functional 76

X-functional E-commerce Retail Growth 76

SaaStr

DECEMBER 10, 2019

And so it was this thousand X increase in terms of the size of the company. It was the number of required trainings we had to take went up by 10 X. So because I know we sort of were talking about that right at the negotiation phases. Now I’m traveling eight times a year to really kind of meet these other VCs.

X-functional 66

X-functional Start-ups Negotiate Real Estate 66

Heinz Marketing

JUNE 4, 2018

I think your customer base grows by two X it seems like every month these days. So gone are the days of feature functionality, obviously have a great product to sell, but more important, it’s getting to know the buyer, right? Are you making adjustments to that approach based on millennials versus gen X versus Boomers?

Pipeline 60

Pipeline Sales Drivers/motivators X-functional 60

Lead Fuze

JANUARY 2, 2024

But don’t let the term ‘strategy’ intimidate you; think of it like plotting out a treasure map where X marks the spot for achieving greater visibility and connection with customers who are already searching for what you have up your sleeve. Think digital Swiss Army knife: all function, no fluff. Picking a CMS?

Sales 52

Sales Strategize Niche Lead generation 52

PandaDoc

MARCH 7, 2023

Typical actions that close a sale include final quotes, agreed negotiations, deposits, and the signing of contracts and other legal documents. Sales automation software or other solutions with eSignature functionality will help you close deals more quickly. For example, you’re having an issue with scheduling virtual meetings promptly.

Process 52

Process Objectives and Key Results Pitch Sales 52

SaaStr

JULY 2, 2020

You’re telling me mathematically the answer is going to be X, but I can’t understand why. And I know that myself, when I’m purchasing software in the negotiating phase, I say, “Oh yes, yes, sure, value, value, right, but let’s talk about the cost.” But then we do like to talk about value.

Customers 119

Customers Contract Price Education 119

SaaStr

FEBRUARY 15, 2019

These are discussions that are happening in board meetings today, and I think that there is a lot of companies realizing that there’s a better customer alignment if they move away from this per-seat model. I wish we lived in a world where I could just say, price x is what everybody pays. They already had a budget in place.

Price 51

Price Cross-sell X-functional Up-sell 51

SaaStr

MAY 10, 2019

Harry Stebbings: Can I ask, I had Ben Braverman and the CRO of Flexport on the show the other day and he said it’s wonderful to have SDRs and account managers and sales reps but it doesn’t create the best personalized buying experience when you’re continuously handed off to the separate specialized function.

X-functional 58

X-functional SQL Pipeline Go To Market 58

SaaStr

AUGUST 9, 2019

” Then driving that through the sales process and constantly coming back to that, that as we architect a solution, as we think about how we’re going to, which of our packages are you going to select, how are you going to integrate them, et cetera, constantly coming back to, are they going to meet the objectives of those KPIs?

Finance 61

Finance X-functional CRM Engineering 61

SaaStr

MARCH 15, 2019

You can’t have share holder meetings, can’t have investor meetings, and so what quickly happens is in order to drive those right KPIs, you first need to know what’s real. Dan Reich: I think with every new technology, people inevitably ask the question: “I could already do X, Y, and Z, right.”

Sales 40

Sales Up-sell Meeting Engineering 40

Martech

JANUARY 22, 2025

They were hoping for a quick, definitive answer, like X dollars for a basic site. If youre purchasing a vehicle, you start with the basic price and add X dollars for various options to arrive at a fixed price before negotiations. Instead, I asked a follow-up question, What do you need the website to do? Content only?

X-functional 122

X-functional Price Clients Education 122

Sales Hacker

FEBRUARY 18, 2025

Guest Speaker Links LinkedIn: [link] Host Speaker Links (Scott Barker): LinkedIn: [link] Newsletter: [link] Where to find GTMnow (GTMfunds media brand): Website: [link] LinkedIn: [link] Twitter/X: [link] YouTube: /@gtm_now Sponsor: Pursuit The best talent isnt actively job hunting. Scott Barker: Such a great point. Really, really great point.

GTM 94

GTM Quota Drivers/motivators Sales 94

Sales Hacker

FEBRUARY 4, 2025

18:13 The role of cross-functional communication. 18:13 The role of cross-functional communication. Um, but man, I, I do feel like we kind of clicked on our, our very first meeting and that’s why I’ve been excited to host you on this podcast. 26:59 The commoditization of funding. 26:59 The commoditization of funding.

GTM 84

GTM Finance Cross-sell X-functional 84