Sales Hacker

JULY 21, 2021

Account-based selling and marketing is a strategy that creates hyper-focus and personalized resources for your ideal customers. Unfortunately, optimize is not a magic word that you wave like a wand over complicated systems, hoping that they start functioning perfectly. By mapping out the steps, you can optimize any function.

X-functional 125

X-functional Sales Strategize Cold Call 125

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. Do you need this functionality or that?

Closing 52

Closing Contract Technique Objectives and Key Results 52

Hubspot

APRIL 2, 2018

We’d already agreed on X price. If we can come down to X price, would you sign today?”. You might be interested in our newest Feature X. ". If a prospect sends an email saying, “ I’m not sure I can sell this internally, ” reply with, “ I can help with that -- I’ll give you a call and we can discuss. ” Negotiations.

Prospecting 95

Prospecting X-functional Contract Cross-sell 95

SaaStr

JULY 5, 2021

So delegating these functions will for sure have the highest success rate. On the x-axis is things that you love to do, and things that you hate doing. There can be many functions you either outsource or honestly just not do at all. But most of these terms are win-lose, and they’re very contentious to negotiate.

X-functional 101

X-functional Negotiate Legal Engineering 101

PandaDoc

OCTOBER 3, 2023

Do you feel like your selling job is becoming harder and harder over time? As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. So hurry up and learn how to stop wasting your time on inefficient routines and redirect your efforts to selling!

Process 52

Process Objectives and Key Results X-functional Sales 52

Salesforce

NOVEMBER 20, 2023

As celebrated entrepreneur Siva Devaki noted, “Sales is not about selling, but about building trust and educating.” Let’s say you sell travel insurance and are talking to a prospect about insuring an upcoming trip to Europe. What you’ll learn: What is a sales call? How do you prepare for a sales call?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Sales Hacker

SEPTEMBER 29, 2020

They sell that product to general councils, operations teams, and deal desks. They sell that product to general councils, operations teams, and deal desks. Companies can use it for document drafting, versioning in a negotiation and also workflow to get it approved. What’s it like selling to general counsels?

Contract 108

Contract X-functional Objectives and Key Results Legal 108

Sales Hacker

JULY 10, 2020

This stage is all about understanding the feature functionality your buyer is looking for and how closely your solution aligns with it. If the salesperson tried to sell the V8 to my wife, she would have gotten scared. You need to understand their priorities and non-negotiables. Decision criteria. Identify pain.

Legal 116

Legal X-functional Contract Presentation 116

Heinz Marketing

SEPTEMBER 17, 2018

Melissa: Yeah, so I’d say that sales enablement, I fell into it, I think like a lot of folks do, they fall into sales enablement through a function of necessity and accident, happy accident. Melissa: My strong opinion is that the sales enablement function should report up into sales. What is this thing you keep talking about?”

Pipeline 57

Pipeline X-functional Sales CRM 57

PandaDoc

MARCH 7, 2023

This visual aid gives every member of your sales team a big-picture view of the entire selling process. What’s more, it makes it easy to ensure you have enough personalization to show the lead that you understand their needs (and what you’re selling!). How can a business benefit from a good sales process flowchart?

Process 52

Process Objectives and Key Results Pitch Legal 52

ConversionXL

NOVEMBER 3, 2016

So while many usability heuristics remain the same in B2B website design and functionality , much of what goes into lead gen, sales, and analysis is different. In other words, you’ll answer questions like: Where in the buyer journey is the person that downloads [X] whitepaper? What are you trying to sell? Don’t Forget Emotions.

B2B 110

B2B Conversion B2C SQL 110

Heinz Marketing

JULY 13, 2020

I was heavily involved in negotiations to get the season going. Can you talk a little bit about though, in this pandemic, in a time when you’ve got your buyers are working from home, we don’t have in-person offices as often, you would think that this would be the time for digital selling strategies to really shine.

Pipeline 83

Pipeline Referrals Cold Call Sales 83

SaaStr

JULY 17, 2020

And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things. Keith Rabois: There is in another tale two cities is most of the people that were most affected by the March and April shutdowns were not the people that buy and sell houses.

E-commerce 69

E-commerce Retail Real Estate Growth 69

PandaDoc

NOVEMBER 15, 2021

The quality of your sales culture determines how much your salespeople sell, how productive they are, how long they stay with your organization, and what benefits can your sales organization expect to reap from how you’ve structured your sales team. Make sure you’re giving your sales staff adequate time to learn how to sell.

Sales 52

Sales Quota Trust Promote 52

SaaStr

FEBRUARY 15, 2019

You know, how to find a way to upsell and cross-sell into their installed base. The first thing you realize with this is how do we sell something more to them? You can take your current product and have variable pricing axes so that even though they’re using the same product, you’re not selling them something different.

Price 43

Price Cross-sell X-functional Up-sell 43

Sales Hacker

JUNE 9, 2020

With limits on in-person meetings, it’s even more important to double down on your digital selling strategy. LinkedIn Sales Navigator is a relationship-based digital selling tool that is designed to help you do just that. I just decided that it’s the sales function that grows companies and drives the economy, quite frankly.

Finance 78

Finance X-functional Pipeline Territory 78

SaaStr

APRIL 23, 2019

Because if you’re launching a consumer company, or even B2B size product, you can pretty much sell, or have a product ready in those three to six months, and even have 10 customers. Building the basic functionality. And I think we did two X what we thought we were going to do. It was just literally us selling them.

Launch 62

Launch Pitch Niche Negotiate 62

SaaStr

MAY 10, 2019

Dave was CEO of Host Analytics from 2012 to 2018 where he quintupled ARR while halving customer acquisition costs in a highly competitive market, ultimately selling the company in a private equity transaction. That’s an internal function, but to the customer it shouldn’t be obvious that that’s their obligation, right?

X-functional 51

X-functional SQL Pipeline GTM 51

SaaStr

AUGUST 9, 2019

Prior to Kustomer, Vikas spent over 20 years implementing, consulting, marketing, and selling CRM and ContactCenter solutions with companies like LivePerson and Oracle. My approach is, look, we cannot as an early stage company, teach you how to sell. I really do so appreciate that. . I’ve taken a different approach. Number one.

Finance 52

Finance X-functional CRM Engineering 52

SaaStr

JULY 15, 2020

And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something. People are buying and selling houses. Right now if you look on the other side, an area I know a fair amount about, look at US real estate.

X-functional 60

X-functional E-commerce Growth Retail 60

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. When I moved from a dance career to sales, I had zero experience selling a product. Get the free report What is tech sales?

Networking 59

Networking B2C Cross-sell Negotiate 59

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 53

Pipeline Sales Drivers/motivators X-functional 53

SaaStr

JULY 2, 2020

Kurt Muehmel: We had an online vacation retailer, let’s say, selling package vacations. You’re telling me mathematically the answer is going to be X, but I can’t understand why. We’re, of course, a company that sells our software licenses. We think that’s really core to how we do things.

Customers 111

Customers Contract Price Education 111

Salesforce

JULY 28, 2021

If you’re going meet with your personal board of directors and you’re thinking, Ooh, I didn’t do X, Y or Z. That’s how it functions in a really healthy way. If you want to negotiate for a salary increase, you’re going to have to put that out into the universe. Ebony Beckwith: That’s right.

Sports 98

Sports Follow-up Meeting Networking 98

SaaStr

JUNE 21, 2019

What are Sara’s tips for creating this alignment between the marketing team that make the stories and the sales team that sell them? Whether it be, you know, the developers or the CMOs, the ones selling to you.” The softer skills and just the general selling skills are as important as how actually to sell your specific products.

Start-ups 54

Start-ups X-functional Drivers/motivators Up-sell 54

SaaStr

MARCH 17, 2020

I remember in my first week or two at Talkdesk I had one of the sales leaders come up to me and say, “Hey, we’re going to need a reference for this customer that we’re trying to close to help us help sell the deal.” So much of what Talkdesk sells on is innovation and trust. What am I going to give?

Clients 56

Clients Service Customers Start-ups 56

SaaStr

MARCH 15, 2019

What is key to a successful transition to this style of selling? We ended up merging my company with another business called Buddy Media and then ended up selling that to Salesforce. 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