Hubspot

FEBRUARY 7, 2018

SDRs (also commonly called business development reps, or BDRs) are responsible for the first part of the sales process: Researching, prospecting, and qualifying leads. Once an SDR has determined the lead is qualified, they pass the opportunity to a sales rep. But account managers also look for upsell and cross-sell opportunities.

Territory 101

Territory Commission Outside Sales Account management 101

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

B2B 105

B2B E-commerce Cold Call Sales 105

The 5% Institute

JUNE 19, 2023

In the world of business, the terms “sales” and “selling” are often used interchangeably. So what is sales vs selling? While they are closely related, understanding the difference between sales and selling can have a profound impact on the success of your business. What is Sales?

Sell 52

Sell Objectives and Key Results Technique Customer Relationship Management 52

PandaDoc

AUGUST 9, 2023

Your LinkedIn profile is where you sell yourself to other professionals and prospects. It’s another channel to sell your message to prospects. Use this space to write a summary selling your unique skills and experience to industry leaders, peers, and prospects. You can choose up to 50 skills on LinkedIn. And guess what?

Networking 83

Networking Legal Cross-sell Prospecting 83

The 5% Institute

JUNE 8, 2023

When clients raise concerns or express doubts, it’s crucial to address their objections effectively to move forward with the buying or selling process. Timing objections: “It’s not the right time for me to buy/sell.” Handling objections is an essential skill for any real estate professional.

Real Estate 52

Real Estate Objection handling Transportation Finance 52

PandaDoc

MARCH 26, 2024

A sales pipeline is a roadmap that shows the customer journey from the moment they first hear about your product or service until after they buy it, similar to — but not exactly the same as — a sales funnel. Try PandaDoc The stages of a sales pipeline Here’s what each step of the sales pipeline entails: 1.

Pipeline 52

Pipeline Contract CRM Customer Relationship Management 52

Sales Hacker

JUNE 12, 2020

How to overcome limited sales support. How to overcome limited sales support (06:15). ? What I’m going to do today is look at each of these challenges — and those of you out there watching this that have sold or are selling from startups, you know how tough these challenges are to overcome. What You’ll Learn.

Closing 79

Closing Contract Pipeline Meeting 79

ConversionXL

AUGUST 2, 2017

Are their clients matching up with ours? Often you will find that a lot of internal negotiation and positioning of the partner program is needed to make sure your organization is willing to work with the partners. How can I help them sell something that I don’t understand how it even works?”. Sales Training.

Strategic partnership 84

Strategic partnership Objectives and Key Results Cross-sell Pitch 84

ConversionXL

AUGUST 2, 2017

Are their clients matching up with ours? Often you will find that a lot of internal negotiation and positioning of the partner program is needed to make sure your organization is willing to work with the partners. How can I help them sell something that I don’t understand how it even works?”. Sales Training.

Strategic partnership 77

Strategic partnership Objectives and Key Results Cross-sell Pitch 77

criteria for success

DECEMBER 31, 2019

A sales process is to selling as a recipe is to a cake. Without the proper steps in a particular and strategic order, you will fail at both selling and baking a cake. This depends on the type of solution you sell and who you sell it to. The Value of a B2B Sales Process. Building a Sales Process.

Process 59

Process B2B Territory CRM 59

PandaDoc

SEPTEMBER 21, 2022

A sales pipeline software is a digital tool for structuring your selling process so you can close deals quicker and expand your firm faster. In short, pipelines are a method of visualizing all of the options available to you at a specific moment in your sales cycle. Often (but not always!),

CRM 52

CRM Pipeline Sales Territory 52

The 5% Institute

JUNE 8, 2023

What is a sales process, and why is it important? Whether you’re selling products or services, having an effective sales process in place is crucial for driving revenue and achieving business growth. It encompasses everything from prospecting and lead generation to follow-up and after-sales service.

Process 52

Process Objectives and Key Results Represent Sales 52

Hubspot

JANUARY 14, 2025

Trust a Sales Champion Ultimately, a sales champion isnt just a stellar deal-closer for your sales team. Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. Sales champions take crushing it to a whole new level.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. Every industry needs sales so the education you receive working in this role can be immense. The expectation is that we can “do it all.”

Sales 136

Sales Up-sell Start-ups Cross-sell 136

SaaStr

AUGUST 13, 2019

So most of the SaaS organizations really find it pretty difficult to scale up. Why is it very difficult to actually scale up? When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. You’re trying to figure out how to sell to them.

Cross-sell 67

Cross-sell Sales Support Growth Up-sell 67

Hubspot

AUGUST 21, 2023

Distribution: Through what mediums will you sell the product or service? These people make up what is called the "buying center." First up is the attract phase. Negotiation: Both sales reps and decision-makers discuss pricing details and feature needs. A website, an app, or a third-party distributor?

Go To Market 69

Go To Market Process GTM Launch 69

PandaDoc

MARCH 7, 2023

Many that work in sales choose the field because of the flexibility and edge-of-your-seat experience that implementing a sales strategy involves. Salespeople quickly adapt to consumer needs and switch up tactics whenever necessary. What is a sales workflow? Wondering how to streamline the sales process ?

Process 52

Process Objectives and Key Results Pitch Sales 52

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. As the kids like to say: What’s up with that? We will never have the lowest cost of labor or raw materials, so we must continue to exploit advantages further up the value chain.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52