Hubspot

OCTOBER 15, 2024

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. To help you out on that front, we connected with some sales leaders for the strategies they leverage to establish themselves as credible, consultative resources for prospects.

Prospecting 74

Prospecting Trust Consult Pitch 74

Sales Pop!

JUNE 17, 2025

That’s where they start building trust, checking if you understand their problems, and sizing up your product against others. It’s doing real sales work, whether you’ve set it up that way or not. Show Your Entire Process Up Front One of the biggest reasons prospects hesitate is uncertainty. They do that on your website.

B2C 130

B2C Objectives and Key Results Manufacturing Real Estate 130

Iannarino

JUNE 29, 2021

But there’s good (and mounting) evidence that a single strategy will consistently help you win deals: creating greater value for your prospective clients than your competitors. You might still start this pitch by sharing information about your company, but follow up by extolling the tremendous value in your products and services.

Clients 344

Clients Price Prospecting Service 344

ClickFunnels

JUNE 24, 2021

The post Creating A Sales Prospecting Process That Works appeared first on ClickFunnels. That’s exactly what we are going to discuss today: What is sales prospecting? How to create a sales prospecting process that works? How can you go beyond sales prospecting to grow your business explosively? What Is Sales Prospecting?

Prospecting 214

Prospecting Process Cold Call Customer Relationship Management 214

Understanding the Sales Force

APRIL 11, 2025

When I was in the hospital for a week in February, my discharge was delayed by two days because each time they asked me to walk up a flight of stairs, my blood pressure crashed. Good salespeople know that the key to a sales process that will result in a sale, is uncovering their prospects compelling reason to buy. Easy (to state).

Hospitality 126

Hospitality Sales Prospecting Up-sell 126

Iannarino

JULY 5, 2021

Moving these conversations up improves the value you create for your contacts and improves your ability to win their business. The Investment: Don’t let your formal presentation and proposal be the first time your client learns about your pricing options. Increasingly, how you sell is the primary variable to your success.

Contact 342

Contact Clients Territory Conversion 342

Hubspot

APRIL 30, 2025

Most salespeople face the same persistent challenge: Their prospects lack urgency. Often, they end up offering huge discounts with expiration dates. Once other potential customers learn the businesss salespeople are willing to discount heavily, its difficult to sell at full price. The solution?

Prospecting 69

Prospecting Objectives and Key Results Sales Follow-up 69

Martech

OCTOBER 22, 2024

Lead scoring is crucial for tackling this challenge by ranking and assessing prospects’ readiness to buy. Incorporate engagement data for real-time insights Understanding engagement data is key to gauging a prospect’s interest and readiness to purchase. Consider tracking the following engagement data points.

Cross-sell 124

Cross-sell Lead generation GTM Territory 124

Salesforce

NOVEMBER 19, 2024

Enter competitive pricing. There are cases in which a business brings an entirely new product or service to the marketplace and is able to set prices as high as customers will tolerate. However, most companies are up against established rivals who compete on price. What you’ll learn: What is competitive pricing?

Price 52

Price Profit margin Territory Cross-sell 52

PandaDoc

MAY 2, 2025

Your pricing and quoting strategy. Pricing isnt just a number you stick on a product or service. The structure and logic behind your pricing can nudge buyers toward larger deals, reinforce your value, and streamline the path to yes. One of the most overlooked levers? Its a narrative. A positioning tool.

Price 52

Price Drivers/motivators Legal Contract 52

Tibor Shanto

AUGUST 10, 2021

Questions are the weapon of choice for consistently successful salespeople, so listen up the half that aren’t making quota. But done right, there are dimensions to questions that can help in prospecting and lead to a more meaningful Discovery. As I have probably mentioned a million times, prospecting is different than selling.

Appointment 274

Appointment Quota Prospecting Education 274

Partners in Excellence

JULY 13, 2023

Since the earliest days of selling, our vision is to free up sellers time to sell! Ideally, we’d like them to spend 100% of their time working with prospects and customers, helping them navigate their buying processes. There are some necessary things–training and development to improve our ability to sell.

Up-sell 118

Up-sell Sell Legal CRM 118

Partners in Excellence

JUNE 16, 2023

It’s around pricing and discounting. This doesn’t mean price. Yet, sellers don’t understand this, instead of balancing each of the elements outlined, sellers make it all about the price of their solution. Sellers make it about the price, not the deal. Let me dive into this.

Price 26

Price Gaming Negotiate Represent 26

Understanding the Sales Force

JUNE 8, 2025

Some show up only for Christmas and Easter. Everyone who uses Baseline Selling or another sales process believes in sales processes. They can do both by using the phone to prospect those prospects who are closest to the ideal customer profile. * Everyone who attends believes in God. Some believe in God but do not attend.

Sell 93

Sell Territory Gaming Follow-up 93

Understanding the Sales Force

NOVEMBER 15, 2021

I came up with the following: Water - you can get an unlimited amount of drinking water from the tap but we not only buy bottled spring water, we buy FIJI, one of the most expensive brands, because it tastes so much better. When prospects tell you that they're going with the lowest price, it's total crap. What's the point?

Price 126

Price Up-sell Follow-up Prospecting 126

Sales Gravy

DECEMBER 29, 2024

Whether its a house, a new car, or building up your savings, to-have goals are about acquiring something that enhances your life. Maybe you want to be a Presidents club winner or be recognized as an expert in your industrywhatever it is, to-be goals help you level up as a person and a professional. Its loaded with rejection.

Commission 98

Commission Sales Follow-up CRM 98

Sales Gravy

MAY 14, 2025

Brian Kemski wants to know how to stop prospects from ghosting him. He asks question that plagues salespeople everywhere: "What can I do about prospects who go through the process, seem interested, and then disappear into the witness protection program after I give them my information?" He wasn't interested.

Prospecting 55

Prospecting Meeting Price Presentation 55

Iannarino

JUNE 18, 2021

Some of the challenges of selling effectively grow more difficult over time—a natural outcome of greater complexity and its impact on our contacts and clients. The following quote is from General Motors’ textbook Selling Chevrolets: A Book of General Information for Chevrolet Retail Salesmen , published circa 1926.

Objectives and Key Results 236

Objectives and Key Results Clients Price Sales 236

SaaStr

MAY 1, 2025

Have They Sold at Your Price Point? Selling a $100/month product is very different from selling a $100,000/year solution. Make sure theyve sold at a similar price point before. Do They Know How to Sell Without a Big Brand? And selling at the #4 player in a space is so much different from selling at #1.

Trust 102

Trust Sales Up-sell Price 102

Iannarino

JULY 2, 2021

We are going to look at these sources of power to explore their value to us as salespeople, as well as the value each source creates for our clients and prospects. I have a friend who asked me to help him understand why his team was losing deals after being invited to present to their prospective clients.

Sales 296

Sales Clients Price Presentation 296

Veloxy

MARCH 23, 2023

Understanding why one prospect became a customer while another went elsewhere will be key if you expect to make your sales process stronger for future bids. But more importantly, the answer you get will allow you to identify and round up all relevant parties in this or any other similar company next time.

Process 244

Process Objectives and Key Results Sales Up-sell 244

SaaStr

JUNE 17, 2025

A bit more on that here : How to Cope With Long Sales Cycles But there are plenty of things that help : Hire a VP of Sales with Enterprise Experience : A great VP of Sales who’s closed deals at your price point can shave months off your sales cycle. And Sell Them, Too. If you also sell to them, the deal progresses faster.

Quota 68

Quota Sales Trust Up-sell 68

Iannarino

JULY 19, 2021

The idea is that small talk at the beginning of the conversation would help the salesperson connect with their prospective client , making clients more likely to buy. Having established that your company was a perfect fit for the prospective client, the next step is to inform your prospective client about your products or services.

Conversion 334

Conversion Clients Sales Presentation 334

Hubspot

SEPTEMBER 12, 2024

I bought a new car in 2021, when the pandemic had virtually eliminated the gap between new and used prices. Car buyers 30 years ago might have shown up at the dealership wanting a truck, a sedan, or something as vague as a “good family car,” and the salesperson’s job was to help steer them in the right direction based on their needs.

B2B 81

B2B B2C Tradeshows Contract 81

Sales Pop!

AUGUST 24, 2021

Now, the sun is shining again and we’ve resumed normal selling activities, as best we can. And rightfully so, we’re primarily concerned with our clients and prospects. In selling, it’s all about questions. Can you sell and deliver remotely? How about your team selling assets – your SME’s? Market Patterns.

Transportation 242

Transportation Real Estate Healthcare Government 242

Sales Pop!

OCTOBER 18, 2021

Time and again, we witness people cutting off others as they speak, making assumptions that have no bearing, and focusing on the sale while ignoring the prospective customer staring them in the face. But upon speaking with your prospective client, put your desires aside. Put the Client’s Perspective First. Build Your Unique Brand.

Referrals 244

Referrals Sales Repeat business Drivers/motivators 244

Sales Pop!

AUGUST 20, 2021

These can be a unique selling proposition, recommendations, business launch questions, success stories, demonstrations, and presentations. B2B companies sell their products or services to other companies instead of selling them to customers. selling a different product or upgrading their current product to a new version).

Inside sales 246

Inside sales B2B CRM Price 246

Sales Pop!

JANUARY 3, 2023

Whether they’re meeting prospects in person, making phone calls, or taking Zoom calls, salespeople are constantly busy and working pretty hard. Some people are better at generating a high volume of sales from people who buy middle-tiered products and they are just as valuable as the people who can sell the top product.

Sales 235

Sales Price Retail Up-sell 235

Search Engine Land

JULY 25, 2024

When sales decline, businesses begin to reduce expenses, lower prices and delay making new investments. Pricing pressures : As consumers go through times of economic uncertainty, consumer confidence and priorities in spending disposable income change. Essential products are often price-sensitive during a downturn. Processing.

Campaign 108

Campaign Objectives and Key Results Price Service 108

Veloxy

SEPTEMBER 29, 2021

Salesforce Adoption Pain Point #1 : Sales representatives report spending 66% of their day performing tedious, non-selling activity in Salesforce. This is a conundrum for most sales managers, as sales productivity is one of the common selling points of the Salesforce CRM platform. The key is Salesforce automation. Table of Contents.

Territory 342

Territory Represent Sales Lead generation 342

Iannarino

JUNE 25, 2021

The Gist: When we focus on selling, we can lose sight of our obligation to create value for our prospective clients. You must provide your prospective clients with the ability to improve their results. You are little help to your prospective clients if you only offer to help them after they’ve become dissatisfied.

Contact 240

Contact Clients Prospecting Up-sell 240

SaaStr

OCTOBER 25, 2021

Q: What billing or pricing tactic have you found in the end just wasn’t worth it? You should stand behind your product and sign up for those until you have a real brand in the space. If not, it’s better to charge but smother your prospects with attention … and make 100% sure they are successful. Jason, ed. :

Price 126

Price Contract Referrals Contact 126

Veloxy

MARCH 8, 2021

It determines just how qualified a prospect is so that reps can focus on selling to fit prospects. In other words, BANT can be viewed as the fundamental checkboxes you need to confirm with your prospects at the beginning of the sales process to ensure a lead properly aligns with your company. What is BANT? 2: Authority.

Sales 242

Sales Prospecting Contact Drivers/motivators 242

Hubspot

AUGUST 26, 2024

I woke up to my alarm clock shattering that fantasy. For the other 98%, you’ll need to follow up again and again, communicating key selling points and differentiators, overcoming objections, and most critically, delivering as much value as possible to the prospect.

Follow-up 85

Follow-up Contract Sales Technology 85

Understanding the Sales Force

FEBRUARY 1, 2025

In the 4-minute video below, which you must watch to understand the concept, I explain how the indecisiveness of a sales leader prevents them from being able to develop, coach up and grow their sales team. When appearing as a negative, those three attributes prevent salespeople from selling value. Pretty amazing, isn’t it?

Drivers/motivators 117

Drivers/motivators Sales Quota Pipeline 117

Salesforce

APRIL 2, 2025

The rep for the SaaS product sees that a major airline has signed up and is using their software. ” The prospect is now in a sales cycle without realizing it. Faster sales cycles : When prospects can tactically engage with your product or service, they understand its value and impact immediately.

Product 86

Product Territory Sales Price 86

Sales Pop!

NOVEMBER 18, 2022

As the selling year draws to a close, we’re captivated by Q4 activities focused on closing the year strong in terms of winning business and, hopefully, also delivering as much value as possible to our clients. In selling, it’s all about questions. How about your team selling assets – your SME’s? Service Structure and Deployment.

Real Estate 242

Real Estate Healthcare Objectives and Key Results Government 242