Salesforce

NOVEMBER 20, 2023

As celebrated entrepreneur Siva Devaki noted, “Sales is not about selling, but about building trust and educating.” Speed up your sales Wait, what is a sales call? Make sure you mention the day and date as well as the method you’ll use to follow up. What you’ll learn: What is a sales call?

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

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. Build systems to make delegation easier, hire super talented people and work on up-leveling them. There can be many functions you either outsource or honestly just not do at all.

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

Sales Hacker

MARCH 12, 2019

If you’ve spent any amount of time researching sales strategies online, then you no doubt have heard this: | “Sell your benefits, not your features.”. Or maybe this: | “A great product demo sells your story, not your features.”. A list of features and functionality is easy to forget, because it lacks context. Every day, _.

Product 78

Product Sell Pitch X-functional 78

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling.

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. Regie uses AI to create inbound, outbound, and even follow-up sales campaigns faster using over a billion rows of performance data across 75 industries.

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

PandaDoc

MARCH 7, 2023

Salespeople quickly adapt to consumer needs and switch up tactics whenever necessary. Sales workflows provide flexible and adaptable roadmaps that can be continually improved to keep up with evolving consumer needs and preferences. This visual aid gives every member of your sales team a big-picture view of the entire selling process.

Process 52

Process Objectives and Key Results Pitch Legal 52

Heinz Marketing

SEPTEMBER 17, 2018

We are fortunate to have a line up of awesome content and special guests! 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. What is this thing you keep talking about?” Melissa: Yeah.

Pipeline 57

Pipeline X-functional Sales CRM 57

Heinz Marketing

JULY 13, 2020

” I ask Joanne why she thinks it’s coming up more often now and how has her answer changed or evolved over time? It’s time to grab your board, swim out into that sea of ideas that’s churning up all the time, and see if you can catch a wave. I was heavily involved in negotiations to get the season going.

Pipeline 83

Pipeline Referrals Cold Call Sales 83

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? Image Source.

B2B 110

B2B Conversion B2C SQL 110

SaaStr

JULY 17, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in anyway, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks it bubbles up to.

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. The role of congruence in sales. Conclusion. What is the definition of sales culture?

Sales 52

Sales Quota Trust Promote 52

SaaStr

FEBRUARY 15, 2019

What does Amanda mean when she says that successful pricing is broken up into 3 separate product features? 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’re selling them a reporting module.

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. And I ended up going far to the other end of the spectrum. But it made me stronger.

Finance 78

Finance X-functional Pipeline Territory 78

SaaStr

APRIL 23, 2019

How they came up with the idea of Brex, and product market fit. Anu : So, you mentioned that you came up with this whole idea during those three months. Anu: Can you talk a little bit … You came up with that idea during those three days, but by demo day, did you have any customer? Building the basic functionality.

Launch 62

Launch Pitch Niche Negotiate 62

SaaStr

JULY 2, 2020

Kurt Muehmel: And so I’d gone through, I’d done my stint in consulting, ended up at a big four consultancy, felt that I needed to get away from that for many of the reasons that people get away from that, just the work life balance and so on. And you know what I did is I actually did something I’d never done before.

Customers 111

Customers Contract Price Education 111

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. What about the changing tech stacks and infrastructures makes them vulnerable to up and comers? Does this not lead to a consolidatory environment?

Finance 52

Finance X-functional CRM Engineering 52

SaaStr

JULY 15, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in any way, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks a ball is up to.

X-functional 60

X-functional E-commerce Growth Retail 60

Salesforce

JULY 28, 2021

Setting up your personal board of directors doesn’t require a formal process, but does require some action. Unless, of course, they can be objective and hold you accountable, instead of just propping you up and telling you what you want to hear. That’s how it functions in a really healthy way. You need that, absolutely.

Sports 98

Sports Follow-up Meeting Networking 98

Heinz Marketing

JUNE 4, 2018

Start-up advisor. You have been in deep in B2B sales throughout the west coast, in the valley, up here in Seattle for a long time. Heading up sales of companies like Simply Measured, Extra Hop, LiveStories, and now recently joined the team at Skilljar, which continues. Leading sales teams that are metrics driven & efficient.

Pipeline 53

Pipeline Sales Drivers/motivators X-functional 53

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. Jason Reichl: So the reason I want to bring that up is because that’s the context in which we look to the world.

X-functional 51

X-functional SQL Pipeline GTM 51

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. Give presentations and demos.

Networking 59

Networking B2C Cross-sell Negotiate 59

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? Ended up at a company that wasn’t as well known at the time called SalesForce.com and things just went from there. What gets them up in the morning? What keeps them up at night?

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. Are you willing to sign up?”

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