Veloxy

DECEMBER 14, 2022

Back in 2018, Salesforce discovered that sales reps were only spending 34% of their time selling (707 hours a year). Not surprisingly, only 42% of these sales reps expected to meet (not crush) quota. Salesforce just found that salespeople are only spending 28% of their time selling. Click below to listen to the blog post.

Quota 246

Quota Sell CRM Contact 246

Sales Gravy

FEBRUARY 20, 2025

Silence shutting up and listening is your secret weapon. If you just wait, if youll just shut up, what comes next is where the real magic lies. Now, Im not saying you should clam up entirely. Six Strategies For Leveraging Silence to Sell More Plan Your Questions: Before any meeting, plan the key questions you want to ask.

Up-sell 47

Up-sell Sell Pitch Trust 47

Anthony Cole Training

AUGUST 9, 2024

In selling, you should have various rules of engagement when it comes to cultivating a prospect. If the prospect will meet with them, talk with them, reply to their emails, many salespeople will just go all in. When they do that, they commit one of the cardinal sins of selling. They wind up wasting their time.

Prospecting 334

Prospecting Up-sell Follow-up Start-ups 334

Martech

JULY 25, 2024

Meetings often involve stakeholders from different departments, so focusing only on key decision-makers may overlook the broader buyer group journey. Each member may have up to 15 interactions with each vendor under evaluation. Does your selling team understand the value of inputting those additional buyers into your CRM?

B2B 135

B2B Legal CRM Lead generation 135

Martech

AUGUST 26, 2024

And they don’t want to take a meeting with a salesperson if they can help it. And smooth our selling process — their buying process — to its digital best. But B2B companies have been experimenting for decades with lower cost methods to reduce selling expense. It’s hard to keep up! So, we marketers need to get on board.

B2B 137

B2B X-functional Cross-sell B2C 137

SaaStr

DECEMBER 27, 2024

SaaStr CEO and Founder Jason Lemkin recently sat down with HubSpot Chairman and co-founder Brian Halligan , who shared valuable insights on the current state of SaaS, evolving board meeting formats, and how AI is reshaping the industry. Now it’s flashing back up.” Here are the key takeaways from part 1 of this interview.

Meeting 116

Meeting B2B Growth Engineering 116

Veloxy

JANUARY 7, 2025

Presenting: Showing the value of what you sell. How to Remove Salesforce CRM Friction Learn how to remove friction points tied to Salesforce, helping your sales team sell easier and faster. Regularly meeting and communicating openly with your sales and marketing teams will encourage collaboration. There's more, read today!

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Hubspot

MARCH 13, 2025

And even with revenue up in 2024 , reps are still struggling to meet their sales goals. In addition, I reached out to other sales experts to hear what they had to say about setting and meeting revenue goals so you can take home some best practices from their experience. Table of Contents What are revenue targets?

Meeting 66

Meeting Pipeline Quota Sales 66

Salesforce

AUGUST 6, 2024

To aid in this, the company developed a tool called Penny, an AI agent that’s automatically invited to all meetings. It can do this by comparing meeting summaries against the company’s broader objectives. Sell more, and faster, with AI With interested buyers lined up, now it’s up to the sales team to close deals.

Real Estate 128

Real Estate Non-Profits Click Through Rate CRM 128

Partners in Excellence

JANUARY 23, 2025

Anyone entering into selling immediately sees the obsession we have with numbers. How many emails, how many calls, how many meetings, how many demos how many proposals, how many bathroom breaks……… And the gurus reinforce and intensify this. Despite ramping up the numbers, increasingly we are not achieving our goals.

Gaming 123

Gaming Up-sell Quota Pitch 123

Partners in Excellence

NOVEMBER 21, 2024

How we reduce our selling cycle. And AI has amped it up to another level. It will schedule a meeting for us and provide us the notes before we go into the meeting. We are even seeing AI Agents conducting the meetings for us, so we don’t even have to show up. Are you selling more?”

Objection handling 127

Objection handling Up-sell Technology Technology 127

Veloxy

JANUARY 19, 2022

Get ready to impress more buyers and get more meetings. When a B2B buyer picks up a cold call, they instantly think you got their name and number from a list. But, if they’re still stubborn or hesitant to commit to a meeting, here are a few other tips to get the evasive, “Yes!”: Demonstrate that you know their business.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Sales Pop!

JUNE 19, 2024

Mindful Selling No one knows what a prospective client may want unless we ask, and the asking evolves into a growing Q&A session upfront. Question Examples include: ‘You must be so busy; why did you agree to meet with me today?’ ‘Who Conclusion: My Story: the bullying-type salesmen were desperate to meet their quotas.

Sell 173

Sell Appointment Account management Represent 173

Sales Gravy

NOVEMBER 7, 2024

In this episode of The Sales Gravy Podcast, Jeb Blount sits down with Andy Matheou from RHM Staffing to dive deep into the challenges and triumphs of selling in the staffing industry. Early in a sales career, working weekends, making countless cold calls, and attending numerous meetings is essential.

Cold Call 101

Cold Call Clients Trust Up-sell 101

Iannarino

JULY 3, 2021

Do not target the companies that already buy what you sell or are highly likely to start doing so. The primary ingredient in phone spam is the fact that what you sell has no relevance for the person receiving the call. Make sure you tell them exactly what you sell and how you 100% guarantee that they need this product.

Cold Call 325

Cold Call Pitch Retail Clients 325

Iannarino

JUNE 30, 2021

An aversion to prospecting is often caused by horrible approaches to asking for a meeting. The gist, I think, was something about having a discovery call to see how her solutions could help me book more meetings with my prospective clients. First, only salespeople call them discovery calls—prospects just call them meetings.

Prospecting 315

Prospecting Cold Call Pitch Clients 315

Martech

SEPTEMBER 20, 2024

This approach meets multiple customer needs with integrated solutions while allowing the company to grow efficiently across its products. Source: GTM Partners, 3Ps GTM Maturity Model It’s not just about selling more products. This sharpens the team’s upsell and cross-sell strategies, improving retention.

GTM 117

GTM Product Cross-sell Profit margin 117

Hubspot

MARCH 12, 2025

SNAP Selling is designed to help you cut through the noise and make buying easier for prospects. Table of Contents What is SNAP selling? The 3 Decisions SNAP Selling Terms to Know How to Start SNAP Selling What is SNAP selling? I dont go there so their team can sell me random tools. So, the first hurdle?

Sell 61

Sell Objectives and Key Results Pitch Sales 61

Iannarino

JULY 21, 2021

The first reason that message would fail to gain a meeting is that mature businesspeople understand that their partners will have some challenges producing the results they need. His main goal, though, was to sell his solution, something his email made perfectly clear. There is nothing wrong with being an expert on what you sell.

Cold Call 306

Cold Call Cross-sell Gaming Clients 306

Partners in Excellence

JANUARY 6, 2025

Most of our selling activities are driven by our customers. We end up waiting for them to be ready to talk to us. And, somehow, organizations seem to meet their growth goals, we have to change! Afterword: The foundation for this is our Business Focused Selling program. We have to stop waiting for our customers!

Customers 134

Customers Pitch Represent Up-sell 134

Partners in Excellence

FEBRUARY 12, 2025

The leader held this individual up as a high performer. But when I started looking at the performance, I realized, despite consistently meeting the goals, the number of qualified leads this person was developing was about the same as his peers. At the 5 minute mark, he would hang up, then call the buddy back.

Gaming 123

Gaming Contract Pipeline CRM 123

SaaStr

MARCH 5, 2025

With decades of experience as both a founder and investor, David brings a unique perspective to the often-misunderstood process of selling a company. He joined SaaStr Workshop Wednesday LIVE to do a deep dive with Jason Lemkin on his 10 Point Checklist when you sell your startup.

Sell 80

Sell Negotiate Healthcare Drivers/motivators 80

Martech

SEPTEMBER 11, 2024

Product management is in charge of anticipating and meeting customer’s emerging needs. When many people are responsible for upselling and cross-selling, the customer can be, at best, confused and, at worst, feel badgered by multiple people from the same company. By fine-tuning these, you can better meet customer needs.

Cross-sell 116

Cross-sell Customers UX A/B testing 116

Partners in Excellence

JUNE 5, 2025

We sell change, yet we don’t change what we are doing. And because we aren’t changing, the people we want to sell change to want to change, but don’t want our help. Just look at our tech stack, we are leveraging technology to change the way we sell.” We sell and implement change! Aahh, the irony!

Sell 62

Sell GTM Up-sell Follow-up 62

Iannarino

JULY 30, 2021

The same trend has made many best practices so prevalent that entire swaths of selling are now fully commoditized, making many sales conversations transactional rather than consultative. I understand the sentiment behind “that meeting should have been an email,” but you will find me firmly ensconced on the pro-meeting side.

Technology 306

Technology Technology Clients Meeting 306

Sales Gravy

OCTOBER 24, 2024

Breaking Up with Prospects: One challenge for sellers is recognizing when to disengage from prospects who show little progress. Find strategies for professionally and respectfully "breaking up" with prospects to avoid wasting time on deals that are unlikely to close.

Pipeline 98

Pipeline Launch Sales Up-sell 98

SaaStr

JANUARY 4, 2025

You cant get folks used to working from home to embrace coming to the office You cant get folks used to selling 1520 hours a week to start working 5060. You have to start with a certain set of expectations, and hire folks that want to meet them. You cant get sales reps used to only doing inbox to magically start cold calling for real.

Cold Call 111

Cold Call Customers Start-ups Meeting 111

Iannarino

AUGUST 6, 2021

and their solutions, then asking them to click a link to book a meeting. Notably, starting by providing information about your company, your clients, and your solutions projects one thing: you have something to sell and you believe this person should buy it. Then listen up. Instead of attracting clients, you repel them.

Campaign 325

Campaign Pitch Clients Prospecting 325

SaaStr

JUNE 5, 2025

Meet potential candidates even before youre ready to hire. The best ones are often not actively looking, so you need to sell them on your vision and opportunity. If theyre not willing to roll up their sleeves and sell, theyre not the right fit for an early-stage startup. Start building relationships early.

Quota 97

Quota Sales Up-sell Closing 97

ClickFunnels

MAY 6, 2025

Whether launching a new course, selling physical products, or building a membership community, the funnel is your path to sustainable growth. A video sales letter funnel (VSL) uses long-form video to sell products or services. Sell smarter. Incorporating obnoxious pop-ups or forms on your homepage can distract consumers.

Growth 130

Growth Strategize Sales Contact 130

Understanding the Sales Force

JUNE 8, 2025

I know what you’re thinking from my title: Baseball Gods meet in the Garden of Eden. Some show up only for Christmas and Easter. Some show up only for Christmas and Easter. Everyone who uses Baseline Selling or another sales process believes in sales processes. Thankfully, no. It’s about Faith. Some are there every week.

62

62

Veloxy

JUNE 24, 2021

If you don’t, your audience will pick up on it and won’t trust or value what you’re saying. Use These Body Techniques to Sell More. This means that body language makes up more than half of business communication , and an increase in email and text messaging is getting in the way of good business. Facial Expressions. Eye Contact.

Cross-sell 287

Cross-sell Technique Pitch Contact 287

Veloxy

JUNE 21, 2021

If you sell telecommunications, your cold calls could and should be different than a salesperson selling software. If you sell IT services, your cold calls could and should be different than a financial services consultant. You can use these scripts, tips, and tricks to up your cold call game. Prospect: Yes!

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Tibor Shanto

JULY 20, 2021

I’ll follow up by asking “for prospecting and selling?” Unless you have a one call sale, you will need to secure the second meeting even if you have success on call 1. This makes the “getting the appointment” the primary goal of a meeting. It is at this point that I need to remind them of the much-loved 80/20 rule.

Appointment 321

Appointment Education Prospecting Meeting 321

Martech

OCTOBER 22, 2024

Existing customers Take note of existing customers to identify opportunities for up-selling and cross-selling, which can be beneficial for improving lead scoring. Have you ever noticed how some leads just don’t quite match up with what your ideal customer looks like? Negative scoring can help with that. Processing.

Cross-sell 127

Cross-sell Lead generation GTM Territory 127

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. ” But coaching, at least in selling and GTM is very focused and specific.

Objectives and Key Results 126

Objectives and Key Results Objection handling GTM Pipeline 126

Sales Gravy

MAY 28, 2025

The tighter your route planning, the more selling time you create and the less windshield time you waste. You can also set up your phone so contact numbers are easily accessible with voice commands. Hands-free follow-up calls: Use voice-to-text features to send follow-up messages to prospects or customers.

Territory 91

Territory Appointment Legal CRM 91