Cerebral Selling

AUGUST 16, 2021

In a selling context, there are many ways the labeling approach can be used to align your product or service with the behaviors, beliefs, and values of your customers. We believe when it comes to your investment, the experience is the product, so we focus just as much on post-sale support as we do on our solutions.”

Customers 249

Customers Government Sales Support Education 249

Salesforce

FEBRUARY 13, 2024

Ideally, reps would spend more time with prospects and customers, but unless they have sales support to handle the 72% of non-direct-selling work, that face time won’t happen. Learn how sales support can help free your sellers up to focus on relationships, turning your sales team into a closing powerhouse.

Sales Support 59

Sales Support CRM Represent Strategize 59

STAR Results

APRIL 20, 2021

Annually spending by companies: Sales training $20 billion on sales training. Sales and marketing automation tools $20 billion. Sales support materials billions of dollars. Sales management training a few $100 million. The same goes for the use of sales support materials. Don’t train leaders.

Sales 271

Sales Sales Support CRM Networking 271

SaaStr

DECEMBER 4, 2022

Customers can like an old product that is no longer competitive. (“You’re never getting that copy of ACT! I saw Big Companies celebrate their NPS scores, even knowing their products were on the way to obsolescence as new entrants were displacing them. Sales thinks we need 3-4 more features to win deals.

Cross-sell 114

Cross-sell Engineering Sales Support Promote 114

Search Engine Land

JANUARY 23, 2024

.” Support explained Support, also referred to as Google Technical Services or gTech, is tasked with assisting customers in troubleshooting technical issues related to Google Ads products or services. This approach may explain why your sales rep seems to change so often.

Commission 116

Commission Construction Represent Contact 116

Martech

MAY 7, 2024

This year, we only removed 263 products from the landscape. In our data, we detected that genAI-based martech tools offer sales use cases, such as sales support, i.e., client meetings, notes, supporting material (n=137), lead sourcing and outreach (n=65), lead scoring (n=27) and pitch decks (n=18). That’s only a 2.1%

Legal 105

Legal Growth Pitch Technology 105

Anthony Cole Training

JANUARY 5, 2018

Of course you have sales problems. If it’s not a production problem, it’s a productivity problem. If it’s not a productivity problem, it’s a servicing problem. If It’s not a service problem, it’s a sales/sales support turnover problem. In the words of Rosanne Rosannadana, “It’s Always Something”.

Pipeline 120

Pipeline Growth Sales Support Sales 120

SaaStr

JANUARY 16, 2023

Let’s list the reasons why a successful sales rep might still fail at your startup, even one with a great product: They’ve only sold with a strong brand behind them. And the strong brands tend to also have a ton of support behind them. They’ve only sold a product somewhat easier to sell.

Up-sell 103

Up-sell Sales Support Price Start-ups 103

Martech

MARCH 1, 2024

Any dissatisfaction in product, service or overall experience creates an unbridgeable gap in retention efforts. So, the first step in crafting a retention plan is to ensure that the product is robust and competitive and all facets of product marketing are in place. Without this, any investment in retention programs is a waste.

B2B 115

B2B Cross-sell Pharmaceutical Account management 115

Zoho SalesIQ

MAY 5, 2021

With today’s customers able to choose from many product and service providers, product quality or brand value alone won’t keep your business running. And simply providing the best after-sales support won’t make you stand out either. So, what can you really do?

B2C 92

B2C B2B Customers Sales Support 92

Sales Hacker

MARCH 8, 2024

Data from Crossbeam shows that ELG is the third-most cost-effective strategy behind customer referrals and inbound sales. Support on pipeline movement. Partner data (or second-party data) provides additional intel on customers and prospects, and can also inform your product and feature roadmap. Access to more data.

GTM 94

GTM Growth Cross-sell Referrals 94

Accent Technologies

SEPTEMBER 30, 2023

Remember the time when understanding your company's product portfolio felt like prepping for a big exam? It's about understanding your business, your products, and even your brand's voice. It’s because it’s trained on the details of your company, your products, services—whatever you need. But the enterprise version?

B2B 52

B2B Sales Technology Technology 52

Hubspot

MARCH 16, 2012

For example, when leads request a product demo (more of a middle-of-the-funnel offer ), they're probably more likely to become customers than leads who download a whitepaper from your website, which is more of a top-of-the-funnel offer. You should also consider your sales cycle in this calculation.

Sales Support 57

Sales Support CRM Sales Closing 57

SaaStr

JUNE 7, 2021

And as startups scale, many try to automate away support and success for the smaller accounts. Generally speaking, most self-service products supply very limited dedicated Customer Success. And all enterprise and mid-market products do. And they almost all have both customer success and post-sales support.

Customers 126

Customers Sales Service Sales Support 126

Partners in Excellence

AUGUST 12, 2021

For example, sales people can make back to back sales calls through the whole day. That improved productivity data is always accompanied by cost of selling data. Customers are buying differently–and they are reducing their need/preference to use sales people in that process. We get more done with the same resources.

Sell 126

Sell Sales Up-sell Sales Support 126

Partners in Excellence

MAY 30, 2023

We still train our people the way we always have, providing them endless product training and sales skills training (prospecting, qualifying, need identification, proposing, objection handling, closing). We have to reorganize everything we do around a digitally led, sales supported customer engagement process.

Objection handling 114

Objection handling Quota Entertainment Up-sell 114

SaaStr

JANUARY 30, 2023

Deel overcame these challenges by taking care of these four things: Finding a product focus When Deel got accepted by Y Combinator in 2019, everyone loved the idea but hated the product. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up.

Cross-sell 89

Cross-sell Account management Clients Growth 89

SaaStr

MAY 16, 2024

But if you know what success looks like in sales, support, engineering, etc., How to Keep the Culture Tight and Maximize Productivity When Wade started a fully remote team, it did lead to employee happiness to some extent. and your people are hitting the bar, it doesn’t matter if they have a side hustle. That’s huge!

B2B 78

B2B Angle X-functional Trust 78

Tibor Shanto

SEPTEMBER 23, 2021

In essence he delivers the building blocks of Sales Enablement. Mike shares the 12 building blocks, tied together with systems thinking and communication management, sitting on a base of (optional) sales support services. Everyone wants better sales onboarding with faster ramp times and better new-hire production.

GTM 167

GTM Sales Consult Quota 167

SaaStr

MARCH 26, 2024

Trust is a big deal with customer support. 95% of the folks I talk to don’t understand the product themselves,” Jason says. We don’t need mediocre CSMs making $100k a year who don’t know the product or take forever to get back to you. As a founder, you need to be more involved in functional areas like sales support and success.

Price 93

Price X-functional Growth B2B 93

The 5% Institute

JUNE 19, 2023

In this article, we will explore the nuances of sales and selling, their unique characteristics, and how they contribute to the overall growth of an organization. What is Sales? Sales can be defined as the activity of exchanging products or services for monetary value. What is Selling?

Sell 52

Sell Objectives and Key Results Technique Customer Relationship Management 52

SaaStr

AUGUST 6, 2022

And some of its most successful product expansion has come from acquisitions. Is your product “important enough” to charge at least $20,000 a year today, at least for your largest customers? Today, it’s the default system of record for sales, support, and much more. It’s at $30 Billion in ARR!

UX 112

UX Niche Start-ups Sales Support 112

Partners in Excellence

NOVEMBER 2, 2021

Engagement with sales people represent the smallest part of their time investment. I’ve written about this transformation suggesting we are going through a transformation of sales led, digitally supported to digitally led, sales supported. We continue to focus on our products, strategies, and our goals.

Represent 115

Represent Sales Support Sell Customers 115

Partners in Excellence

AUGUST 16, 2023

We may have very simple/transactional sets of activities for certain product lines, and other more complex product lines that require a completely different engagement strategy and Selling Process. Even within a product line, we may have different Selling Processes. So where do Sales Methodologies come in?

Process 98

Process Sell Sales B2C 98

Sales Pop!

FEBRUARY 23, 2024

Customers now expect consistent and personalized experiences, whether interacting with a salesperson, navigating a website, or using a product. It’s built on the understanding that every department, from product development to marketing, contributes to customer’s brand perception and engagement.

Service 59

Service Customers CRM Campaign 59

Salesmate

JULY 9, 2020

Your sales pipeline covers every stage of the customer acquisition process from leads to after-sales support to repeat business. To be successful in sales, you need to track specific sales pipeline metrics. For B2B businesses, the sales cycle can take anything from 1 to 12 months. Revenue By Product Line.

Pipeline 121

Pipeline Contract Sales Territory 121

Martech

JANUARY 10, 2024

GE Healthcare was an extremely high-technology product — all the marketers had an extremely technical background. Q: What aspects of product development carried over to the customer? I’ve been in sales support for 25 of my 30 years in marketing. I got into marketing because somebody took a chance and gave me a shot.

Electrical Engineering 99

Electrical Engineering Healthcare Electricity Technology 99

Sales Pop!

SEPTEMBER 20, 2021

There are lots of marketing tools that companies use to offer products to their customers. The sales portal remains one of the most popular. A sales portal is an interface that contains useful information and the necessary tools to increase the awareness of sellers about products, which leads to an increase in the number of sales.

CRM 94

CRM Pipeline Sales Campaign 94

Martech

AUGUST 16, 2023

They expect ease in their interactions In the B2B environment , customers are often dealing with complex products and services, and that’s after dealing with difficult buying journeys. This includes intuitive user interfaces, clear communication, and responsive support. It starts with knowing what the customers want.

B2B 95

B2B Customers CRM Contact 95

Salesmate

JANUARY 19, 2021

The SaaS product that I sell, as mentioned above, provides top-class security to my clients. Post-sales Support. Your role does not end when a sale is made. In fact, providing proper post-sales support to your clients is an important part of maintaining good relationships with them. Sale is a process.

Represent 124

Represent Referrals Clients CRM 124

Hubspot

MARCH 8, 2023

While the position is in high demand, this type of salesperson has to have extensive technical knowledge to sell a product or service B2B to prospective customers.

Pharmaceutical 72

Pharmaceutical Manufacturing Transportation Finance 72

PandaDoc

MARCH 26, 2024

In the world of sales, salespeople are engaging with potential clients to guide them from the top of the sales pipeline, when they first discover a product or a service (level 1) to the bottom of it, the post-purchase stage (the final level). What is a sales pipeline? Proposal Next comes the fun part: crafting a proposal.

Pipeline 52

Pipeline Contract CRM Customer Relationship Management 52

Salesforce

OCTOBER 4, 2022

Imagine your company has individual departments that generate content around sales, support, technical documentation, training, and pricing. Now imagine if each department used a different name for industries or products at the company. We never want to send mixed messages, and using a common language helps prevent that.

Government 98

Government Technology Technology Sales Support 98

Sales Pop!

OCTOBER 18, 2021

About 73% of salespeople use software to increase their productivity, according to the Linkedin survey. For instance, training platforms that offer courses in various sales training topics might empower salespeople and boost their performance. What Is a Sales Setup? Prospect.io Price: starting at $39 per month (Start).

Prospecting 97

Prospecting Price CRM Lead generation 97

SaaStr

OCTOBER 3, 2022

What is the product strategy? Single-product or multi-product? Sales Cycle. This includes everything from inside sales to account executives to strategic asset allocation. Post Sales. Support the professional services and customer managers who guide your clients. Platform or app? What is the pricing?

GTM 84

GTM Strategize Government Inside sales 84

Partners in Excellence

MARCH 30, 2023

Sales used to be the primary purveyors if information about products, solutions, market changes, trends. As the web exploded, digital content, search and other digital capabilities enabled buyers to educate themselves through these channels, reducing the need for sales people performing that function.

Drivers/motivators 68

Drivers/motivators Education Sales Support Start-ups 68

Sales Pop!

NOVEMBER 19, 2021

We had long instituted technology that would keep the company productive no matter where in the world employees were located. That data is used to service the customer from any point in the organization, and the customer doesn’t care if that point is customer success, sales, support, accounts receivable or anywhere else.

CRM 98

CRM Manufacturing Government Technology 98