SaaStr

NOVEMBER 23, 2021

They had incredible ROI from this year’s SaaStr Annual, including a brand re-launch on-site and meeting hundreds of new prospects, but some things didn’t go according to plan. Live events are a forcing function for your entire team, not just sales, and marketing. Your prospects, your customers. Think Zapier.

Technique 96

Technique X-functional Launch Pitch 96

Lead Fuze

AUGUST 12, 2021

Let me point out one important fact — We are all human beings, and our minds function in a similar way. Segment your prospects and send them emails that will help them stay on track with the necessary knowledge. When you are talking to your leads or prospects , appoint them genuinely positive labels. Teach them what you know.

Sell 98

Sell X-functional Sales Follow-up 98

Sales Hacker

MARCH 22, 2018

Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Assigning sales functions to other departments (we’ve seen R&D doing sourcing). Sales outsourcing agencies tend to outperform your own team with: Proven experience in exactly the sales functions they offer. Some functions (e.g.

B2B 81

B2B X-functional Cold Call SQL 81

SalesHandy

MARCH 21, 2023

Personalization makes the prospect feels valued and special and makes you more trustworthy. When you send a prospect a follow-up email ensure an adequate amount of time has passed between each email. The second subject line creates more curiosity and entices the prospect to open it. Which one of these two emails would you open?

Closing 98

Closing X-functional Sales Follow-up 98

SalesLoft

SEPTEMBER 7, 2022

Where a prospective client may not respond to your initial email, they may do so after the second, third, or fourth follow-up email. The best time to send a follow-up email depends on your prospective clients’ habits and location. Unanswered follow-up: Not every prospect will get back to you after the first email.

Follow-up 52

Follow-up X-functional Prospecting Sales 52

Partners in Excellence

JUNE 14, 2016

Sales people, can go on forever about features, functions, feeds, and speeds for each of the products they sell. We know this qualitatively and quantitatively by the disinterest customers have in our marketing and prospecting programs touting our products. Open rates, click throughs are plummeting.

X-functional 57

X-functional Customers Manufacturing Sales 57

Partners in Excellence

APRIL 4, 2013

” There may be functional levels of insight, “Manufacturing/Engineering/Finance/HR/Sales/Marketing (pick one) executives are seeing these issues as critical to the performance of their organizations in the next 18 months. It’s not just a teaching pitch, it’s specific and actionable.

X-functional 95

X-functional Manufacturing Drivers/motivators Finance 95

PandaDoc

OCTOBER 3, 2023

Sales managers then organize training sessions focused on these features, improving the teams’ pitches. For example, many sales teams spend several hours each day manually qualifying leads, which takes time away from engaging with high-value prospects. Tool-specific training covers functionality, workflows, data inputs etc.

Process 52

Process Objectives and Key Results X-functional Sales 52

Lead Fuze

DECEMBER 1, 2021

Let’s get started… Need Help Automating Your Sales Prospecting Process? Velocity Filter: Use the COUNTIF function to count how many times a row has duplicate values. You can filter by job function, management level, or location.

Meeting 40

Meeting Territory X-functional Objectives and Key Results 40

InsightSquared

JANUARY 16, 2019

Before you get to your product or any thoughts of prospecting, you need to teach incoming BDRs about who their target audience will be. At InsightSquared, we take a consultative approach so we teach our BDRs about identifying a pain versus product pitching. This helps lead to value selling, rather than feature function selling.

X-functional 70

X-functional Objection handling Pipeline Growth 70

Hubspot

DECEMBER 22, 2011

A more personalized experience for your prospects and customers that caters to their individual problems, interests, needs, and wants is a sure-fire way to keep people coming back for more. Instead of having the sender/from name be Company X, make it the name of a living, breathing member of your marketing team.

X-functional 60

X-functional Campaign Pitch B2C 60

Sales Hacker

JUNE 9, 2020

Leveraging the next generation of artificial intelligence, the platform allows sales reps to deliver consistent, relevant, and responsible communications for each prospect, every time enabling personalization at scale, previously unthinkable. Check them out at outreach.io. Some have caught on. Some teach marketing.

Finance 79

Finance X-functional Pipeline Territory 79

Heinz Marketing

FEBRUARY 24, 2020

I know what prospecting means. And so I could argue that as that technology continues to explode, as salespeople have a harder and harder time getting through to their customers and prospects, that those additional, those more varied approaches are going to become more and more valuable. I know what a sales pipeline is. Lisa: I agree.

Pipeline 64

Pipeline Sales Cross-sell Up-sell 64

Sales Hacker

MARCH 2, 2020

Sales Development and Prospecting. Fanatical Prospecting. Combo Prospecting. High-Profit Prospecting. Predictable Prospecting. Pitching and Closing. Pitch Anything. Prospects never control anyone who has mastered David Sandler’s 7-step program for top sales. Mastering the Complex Sale.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Sales Hacker

MAY 10, 2019

If you throw out a generic pitch, I probably won’t take the time to connect the dots for what that could mean to me. Ask me a thoughtful question about the function of my role or our sales process. Here’s the deal: If we take your call and you pitch before asking any discovery questions, you’ve already lost us.

Sell 17

Sell X-functional Pitch Drivers/motivators 17

PandaDoc

FEBRUARY 27, 2023

Closing questions also direct the prospect toward agreeing on the final terms of a deal. Closing questions in sales are important because they keep a prospect moving toward a sales conversion. That process of negotiating with a prospect is one PandaDoc can help you streamline and speed up. Why are closing questions important?

Closing 52

Closing Contract Technique Objectives and Key Results 52

Hubspot

JUNE 13, 2018

Explicit needs are specific features or functions. Features and benefits are the most common ways to pitch a product to the buyer. Don’t use conventional openings, i.e. providing benefits or relating to the prospect's personal interests. Do you have a strategy in place for X? Who’s responsible for X? Implication.

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

Sales Hacker

MARCH 12, 2019

9 Tips to make product demos productive, engaging and (dare I say it) enjoyable for your prospects. 1) It makes your product and your pitch easier to remember. A list of features and functionality is easy to forget, because it lacks context. 2) Good storytelling makes you more human and approachable to your prospect.

Product 79

Product Sell Pitch X-functional 79

SalesHandy

JUNE 29, 2021

B2B(Short for Business to Business) sales is a function of B2B product sales(i.e. Your sales function requires a certain volume of B2B Sales leads to pursue periodically, so a fraction of them can convert and buy from you towards the end. So any new activity on likes and comments are likely to get your prospects push notifications.

B2B 98

B2B Cross-sell X-functional Follow-up 98

SaaStr

JANUARY 10, 2020

297: Bob Moore is the Founder & CEO @ Crossbeam, the startup that helps companies find overlapping prospects and customers while keeping the rest of their data private and secure. Bob Moore: And I was t nerdy engineer in college, so getting the opportunity to have to pitch, it’s really a sales job at the end of the day.

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

PandaDoc

MARCH 7, 2023

The qualification process is a critical step after prospecting is completed. Pitching a sale is the most time-consuming part of the sales process. That just means your team will have more time for research and prospecting—and they’ll have more qualified leads in the long run. 7 Stages involved in a sales process 1.

Process 52

Process Objectives and Key Results Pitch Legal 52

SaaStr

FEBRUARY 11, 2021

Pitch scripts. And you want to get to $2m in ARR in the next X months. Create a real machine to monetize the prospects and leads that find their way to you. no guaranteed bonus for X months until you scale). Basically, we paid our VP Sales X% of every single dollar after we hit the plan for the year out.

X-functional 145

X-functional Quota Sales Up-sell 145

SalesHandy

MAY 15, 2020

Leads can be qualified through both inbound and outbound prospecting. It comes in as a next step in the sales process after prospecting. All of this will naturally lead to making it easier for you to scale your sales function and increase revenues for your organization. Why is Lead Qualification important? And so on.

X-functional 98

X-functional Pipeline Sales CRM 98

Highspot

MAY 16, 2019

With a lead generation tool, you can build a targeted list of prospective buyers by using a database of over 30 million business contacts worldwide, searching for specific companies and contacts, and downloading their contact information (verified in real time!) Sales Enablement Tools. A Final Word on Sales Productivity and Tools.

Product 81

Product X-functional Lead generation Sales 81

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. Prospecting is about having a conversation with a client. A prospect is a company or person who matches the profile of a client. CR(t) —The conversion rate as a function of time to get to a single SQL.

Prospecting 48

Prospecting SQL GTM X-functional 48

Highspot

MAY 20, 2022

However, whereas sales plays are focused on telling reps what to know, say, show, and do, a sales kit narrows in on “what to know” and “what content to show” buyers – such as talking points, and email pitch templates. Prospecting: Tailored to your approach to prospecting.

Territory 52

Territory X-functional Cross-sell Sales 52

SalesHandy

MAY 15, 2020

Leads can be qualified through both inbound and outbound prospecting. It comes in as a next step in the sales process after prospecting. All of this will naturally lead to making it easier for you to scale your sales function and increase revenues for your organization. Why is Lead Qualification important? And so on.

X-functional 52

X-functional Pipeline Sales Lead generation 52

Heinz Marketing

FEBRUARY 5, 2018

Not so that we’re functioning as a curation and we’re positioning it in a different kind of segment than it would normally be on our site. Insert company name X did Y. Those kinds of pieces don’t often come from PR people sending out pitches. It functions similar to a case study or a customer success study.

Pipeline 53

Pipeline B2B Sales Pitch 53

ConversionXL

AUGUST 4, 2020

During this stage, you want to meet the people doing the main activities in each function, not the managers. . Can I sit in on customer demo calls/pitches/discovery calls? Is there any feedback collected from prospective candidates? cross-functional teams) or working practices (e.g., What happens to unqualified leads?

A/B testing 117

A/B testing Objectives and Key Results Education SQL 117

SaaStr

JULY 8, 2020

I think whether it’s doing portfolio triage or learning to take pitches over Zoom or whatever people are doing, it’s hard as human beings. Jason Lemkin: So, traditionally in normal and good times, there is a sort of very slow-paced pressure as a VC, which is to do X deals a year. The rate of change, right?

Pitch 64

Pitch Start-ups Up-sell Technology 64

SaaStr

MAY 14, 2023

That’s why for us, it’s so important to build that function of the company in the Bay Area. Every month we know we need X amount of sales reps, and we multiply the number of leads that each one needs, and that is also what marketing has to produce. We have them do a mock pitch. The forecast goes backwards.

Price 94

Price Start-ups Up-sell X-functional 94

Hubspot

SEPTEMBER 17, 2018

But video hasn’t only transformed how businesses market and consumers shop; it’s also revolutionized how salespeople connect with and convert prospects and how service teams support and delight customers. Your prospects want to know that your product can (and will) solve their specific problem. The Video Creation Process.

Angle 101

Angle Objectives and Key Results X-functional CTR 101

SaaStr

OCTOBER 29, 2019

I was on the product team and saw this opportunity for us to work more cross functionally across the company and focus heavily on retention and monetization. One prospective customer told us, you’re the Apple of your category. If you value speed, you might up in for an Uber X. That brings us to the third group.

Price 40

Price X-functional Cross-sell Growth 40

Heinz Marketing

APRIL 2, 2018

I mean, if you get the point where you are in the room with your prospect, where you’re even on the phone and have their attention, having it be a two way dialogue and more interactive seems to me to be a better approach, don’t you think? You’re more likely to close deals by x percent when you use this product.”

Pipeline 51

Pipeline Sales Presentation B2B 51

Hubspot

NOVEMBER 9, 2023

Despite dating all the way back to the MySpace era , marketing on X (formerly called Twitter) is still untouched for many businesses. Compared to other platforms, X has an intimidation factor. Behind its mysterious gestalt lies an enormous sea of opportunity for brands who learn to use X for marketing and sales.

X-functional 71

X-functional Sell Networking Follow-up 71

SaaStr

FEBRUARY 21, 2020

Is PR just pitching and getting articles? How are you going to find prospects and fill up the top of your funnel? How will you engage with those prospects? Are we seeing the blurring of lines between these functions, do you think? You can find the graphics David references here. Who actually gets into these outlets?

Non-Profits 76

Non-Profits Up-sell Start-ups Product 76

ConversionXL

JULY 6, 2021

Featuring a user’s name, LinkedIn profile photo, and job function, they’re eye-catching and stand out from a more generic newsfeed. They’re popular among sales development reps and recruiters for their ability to start a conversation directly with prospects and talent alike: Conversation ads. Message ads. Contact targeting.

CTR 129

CTR X-functional Campaign Price 129