Force Management

APRIL 22, 2021

How can you grow sales revenue when you’re selling a product that simply isn’t a line item in most buyer budgets? Selling a product that represents a new way of doing business demands that salespeople are equipped to be relevant to their buyers’ business-level challenges.

Technical Sales 130

Technical Sales Technology Technology Sell 130

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). Everything from hiring on the GTM side to layering in a sales-led motion into PLG. Product Maturity.

Go To Market 126

Go To Market Growth GTM Product 126

Veloxy

JUNE 15, 2023

As the business landscape evolves, so does the role of outside sales reps, who must adapt to new technologies and industry trends to stay ahead of the competition and achieve success in their field. Essential Skills for Outside Sales Professionals To excel in outside sales, professionals must possess a diverse skill set.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Technique 264

SaaStr

JANUARY 8, 2022

Get them to ideally sell you first by video, at least to share some passion for the product. Or at least, get them to respond in writing about how they’d sell your product. Instead, try to find someone great who can sell at your price point and type of sale (transactional vs. solution). That’s true.

Technical Sales 113

Technical Sales Niche Price Sales 113

SalesProInsider

SEPTEMBER 20, 2023

Well, in looking at these “blocks,” and from our experience, it could be you.

Sports 155

Sports Drivers/motivators Finance Technical Sales 155

SaaStr

NOVEMBER 12, 2020

Keeping the marketing team aligned with the sales team and product team is imperative before going upstream. . Also, keep in mind that Enterprise sales are done as a team where SMB can be accomplished with a single salesperson. #3 Design a product roadmap and invest in support, building, investing, and scaling.

Sell 117

Sell Cross-sell Drivers/motivators Technical Sales 117

Sales Pop!

MARCH 19, 2025

As with any evolution this represents both challenges and opportunities for mining sales professionals. From Transactional to Consultative Selling The biggest shift is moving beyond a transactional model that is product-focused and adopting instead consultative selling methodologies.

Consult 130

Consult Relationship building Sales Technology 130

Sales Hacker

SEPTEMBER 16, 2021

Sales POC: “A prospect taking a test drive” It’s common for a buyer to “test drive” a product in their environment before committing to a purchase. Sellers rely on pre-sales professionals to manage this evaluation process from beginning to end. Sales Profile: SMB to Commercial. Guided trial. POC and POV.

Objectives and Key Results 101

Objectives and Key Results Technical Sales Engineering Sales 101

Sales Hacker

JANUARY 8, 2021

Gain agreement from everyone involved on market status, product, marketing, customer success investments, success metrics, and timeline. The hard questions: No plan is without its faults, and no sales expansion is without its fair share of roadblocks. How much market share can you capture with your existing product and resources?

Territory 112

Territory Pipeline Launch Technical Sales 112

Partners in Excellence

MAY 6, 2024

Find a great mentor to help you throughout your career journey, and soak up the learning – there’s so much information and so many resources out there now to help you grow as a sales professional. And if you’re in a technical sales role, don’t be too intimidated by your product.

Sell 116

Sell Up-sell Technical Sales Technology 116

Gong.io

APRIL 19, 2022

Sometimes a flashy sales presentation will not get the job done. Depending on your product/service or who you are speaking with, you may need to get more technical in your sales approach. This is where a sales engineer becomes a huge asset to your team. You sell a technical product. Guess what?

Engineering 118

Engineering Sales Cold Call Up-sell 118

Sales Hacker

MARCH 15, 2022

He launched a division specializing in technical sales and sales engineering. We went from sales to the entire go-to-market org, practices, technical sales, and executive search. Product marketing, customer success, etc. The ones that end up doing well are thoughtful about product-market fit.

GTM 103

GTM Technical Sales Quota Growth 103

The 5% Institute

JULY 1, 2020

The second reason why people may use the I need to speak to sales objection, is because they’re not interested – but don’t want to offend you by telling you plainly that they don’t find value in your product or service. How To Handle The ‘I Need To Speak To’ Sales Objection. Put simply – they make it about them.

Up-sell 98

Up-sell Presentation Technical Sales Clients 98

SBI

FEBRUARY 3, 2021

The purpose of our graphic is to show products that have the following focus. It’s been great to see new solutions come to market specifically aimed at Presales – often called Technical Sales or Sales Engineers. 3] Marketers may pay for the solution, but Sales will be the primary user. [4]

Cross-sell 72

Cross-sell Objectives and Key Results Technical Sales CRM 72

SaaStr

OCTOBER 30, 2021

Companies often underestimate the size of the market they are selling to and try to define a broad scope of businesses that can use their product. However, when you are selling and trying to find a product-market fit, you need to be laser-focused on one market. Show how your product can really improve the process on those 2-3 problems.

Closing 113

Closing E-commerce Customers Quota 113

Sales Hacker

SEPTEMBER 16, 2019

Inside sales is sales done by a skilled salesperson, remotely. RELATED: How To Build An Inside Sales Team From Scratch. What Is Outside Sales? Outside sales is the sales of products and services through in-person, face-to-face interactions. The Product. Products with a small ACV.

Outside Sales 98

Outside Sales Inside sales Profit margin Sales 98

Sales Hacker

DECEMBER 3, 2020

“Prior to becoming a Director, I would go to my manager, in part to respect the ‘chain of command’ but also to ensure I would see both sides of what was causing the conflict,” says Jake Bernstein , Director of Sales at ClearCut Analytics. How to facilitate productive conversations .

Sales 100

Sales Cross-sell Education Conversion 100

Hubspot

JULY 14, 2015

You have a website, a customer acquisition team, and a really great product -- but people aren’t getting on board. One of my favourite takeaways that I always come back to (with product marketing specifically) is from Joanna Wiebe. Is is technically sales? We've all been there. But it doesn't have to be this way.

Conversion 78

Conversion Launch Education Campaign 78

Partners in Excellence

MARCH 2, 2024

But about 7 years into that work, I took role in technical service helping customers solve problems and use our products in the best possible ways. So I found a particularly technical sales role and evolved my way into it. I built strong relationships.

Sell 77

Sell Manufacturing Engineering Technical Sales 77

SalesBlog!

FEBRUARY 22, 2022

Why not Sales Chunking? Sales Chunking. Let’s face it, there is a lot to know to become a successful sales professional, sales engineer, and sales manager today. Our products and solutions are complicated. Our competitors products and solutions are complicated. ” – Albert Einstein.

Technique 52

Technique Presentation Sales Technical Sales 52

SaaStr

JUNE 27, 2019

Growing a company’s revenues, customer base, team, process, and product doesn’t just happen without major work and strategy. Your sales organization may go from being primarily hub based or inside sales based to having more of a field presence as we did. When we were SMB focused in the early years, our sales cycles were quick.

Cross-sell 95

Cross-sell Technology Technology Pitch 95

Outreach

APRIL 5, 2019

Keep reading to learn everything you need to know about the world of B2B sales reps, including best practices for training, hiring, and the daily challenges associated with the role. What is a B2B sales representative?

Represent 49

Represent B2B Pipeline Technical Sales 49

SalesLoft

JANUARY 12, 2016

The third element is comprised of what tools your sales development team is using for each of those roles, along with tools for coaching, organizational health, and productivity. High Sales DNA. The best sales development reps are the ones with innate sales DNA and an energy built for high velocity sales.

Technical Sales 52

Technical Sales Sales Gaming Process 52

PandaDoc

APRIL 29, 2024

CPQ is part of the Q2C framework; it starts immediately upon receiving a quote request and focuses on heavily automated product configuration and quote generation. It is very important to understand the boundaries of Q2C, as it does not cover the entire scope of a typical sales funnel. Q2C is much wider, and CPQ is its integral part.

Cross-sell 52

Cross-sell Contract Legal Negotiate 52

Sales Hacker

MARCH 30, 2021

Neil Ringers: Our product evolved out of integration to email and calendar, pulls data from those sources of truth, and puts it into Salesforce. The power of your network is now more important than ever before – knowing innovative people who can deal with a very technical sale in a very technical environment, is really important.

Sell 111

Sell CRM Appointment Up-sell 111

SalesBlog!

MARCH 24, 2022

As I have been in the technical sales world most of my career I’m always asked by the company I work for to offer some goals not only for myself to them but to have my sales teams do so as well. To be honest, my years with focused targets and objectives always seem to be the more productive ones. Some goals?

Education 52

Education Technical Sales Represent Follow-up 52

Salesmate

OCTOBER 22, 2020

Sales representatives are critical to the growth of any business. Sales reps ensure that current customers have the right products, identify new sales leads, and pitch to prospects. For being a successful sales rep, there are certain skills you need to develop over time. Let’s get started.

Sell 59

Sell Sales Up-sell Follow-up 59

Gong.io

OCTOBER 27, 2021

Oh, what to measure… Let’s go a step beyond “What is sales ops” to give you clarity on which numbers they’ll watch on your team and across the customer journey. The big ones are named below, but they’ll vary from org to org, depending on your product and sales process. but pay attention to your average deal size.

Quota 62

Quota Pipeline Sales Contract 62

Lead Fuze

NOVEMBER 30, 2021

Gain agreement from everyone involved on the current state of the market, product features and benefits, marketing plan for customer acquisition or retention rates depending on your business model (retailer vs. wholesaler), timeline for success metricsgoals set by management team. What if you have a plan but it doesn†t work out?

Territory 52

Territory Sales Pipeline Launch 52

SBI

JUNE 22, 2021

Would you engage with a sales rep if you didn’t have to? I’m not saying that Sales isn’t useful, it’s just the role of sales needs to shift from selling to providing the right kind of product and solution education at the right moments in the buying process. That effectively means they want Sales Engineering content.

Sell 42

Sell Engineering Non-Profits Retail 42

Closing Bigger

FEBRUARY 11, 2009

What occurs is as we land larger clients and sell multiple instances of our software or solution, and the production side of the company fails to keep up. Too many start-ups lack this infrastructure and back-office support. This results in delayed projects, poor customer service, and loss of clients, market share, and opportunity.

Commission 52

Commission Technology Technology Sales 52

Closing Bigger

FEBRUARY 11, 2009

What occurs is as we land larger clients and sell multiple instances of our software or solution, and the production side of the company fails to keep up. Too many start-ups lack this infrastructure and back-office support. This results in delayed projects, poor customer service, and loss of clients, market share, and opportunity.

Commission 40

Commission Technology Technology Sales 40

Veloxy

FEBRUARY 15, 2024

The Sales Evangelist Podcast Donald's podcast features interviews with top sales experts and entrepreneurs, sharing strategies and insights to elevate your sales career to six figures.

Gaming 233

Gaming Sell GTM Technique 233

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. Needs more pre sales support.

GTM 89

GTM Up-sell Price Start-ups 89

SaaStr

AUGUST 28, 2020

367: Hilary Headlee is Head of Global Sales Operations and Enablement @ Zoom. Prior to joining Zoom, Hilary was VP of Global Sales Operations and Productivity @ MindBody and before that enjoyed similar roles with Alteryx, Invoca and Lynda.com. I loved the product, I loved what I was able to do with Zoom.

Sales 84

Sales Start-ups Meeting Follow-up 84

Lead Fuze

AUGUST 5, 2021

” This goal is seen thoroughly in their products and best sales blogs content. What some may not know is that they also have the best sales blogs to help those tech founders grow their business. While you’re there, you can also benefit from the other organized topics from marketing to productivity and more. .

Negotiate 98

Negotiate Sales Retail B2B 98