Sales Hacker

AUGUST 12, 2021

Do your sales reps know who they’re supposed to be targeting? Recent research indicates that at smaller sales organizations, the inability to identify decision-makers is still a major deal killer. Involving decision-makers is a major part of successful sales. Not involving the decision-maker. Equally as important?

Objectives and Key Results 119

Objectives and Key Results Price Sales Up-sell 119

SaaStr

OCTOBER 23, 2021

………………… Hiring a VP of Sales in a startup is an incredibly hard thing. Even if you hire the right person there is no guarantee your startup is going to make it. Experience selling deals in your price range and whatever the next level is after tilting upmarket. And just stop.

Inside sales 126

Inside sales Sales Price Closing 126

SaaStr

SEPTEMBER 12, 2023

You Have to Train Sales Reps 3–10. You have to start formal sales training by rep #3. 10 Crystal Clear Signs Your VP of Sales Just Isn’t Going to Work Out Read this post if you aren’t sure if your VP of Sales is doing to make it. “Jason lists 10 warning signs that a VP of Sales may not work out at a startup.

Price 96

Price Contract Territory Growth 96

SaaStr

MARCH 20, 2021

And the faster people jump to new roles, and jump around, the higher the odds they may a mis-jump. Don’t join a company of less than 100 or maybe even 200 employees if you need this infrastructure. Pick a price point you know how to sell a t. Pick a sales process you are comfortable with. Often, they simply pick wrong.

Quota 135

Quota Niche Price Up-sell 135

SalesBlog!

AUGUST 3, 2022

Let’s face it… products and service offerings all start to look alike and my guess is yours, and your sales pitch, is no exception. While most customers will tell you price is their driving reason my experience has been it’s always more than just that. The post Stop Using a Sales Pitch! How did that happen?

Pitch 52

Pitch Sales Price Contact 52

SaaStr

MAY 4, 2020

Q: How do you structure a sales team when you’ve got zero experience doing sales? Well, first go get some experience with sales ??. And the odds your first rep succeeds goes way, way down. A few thoughts: First, make sure your sales reps can “eat”, that they can make enough money if they close deals.

Sales 95

Sales Closing Price Up-sell 95

Search Engine Land

DECEMBER 6, 2022

Odds are good that you would U-turn and make the drive to a store where things were better organized. The following tips for organizing your ecommerce site and promoting your products will help you get more traffic and sales. Do people search by price? Perhaps categories for pricing? So, where do you start?

UX 87

UX Manufacturing User Experience Cross-sell 87

Sales Pop!

APRIL 17, 2024

Ineffective Pricing Setting the right pricing for your vacation rental is crucial for maximizing revenue and staying competitive. Conduct thorough market research to understand pricing trends in your area and adjust your rates accordingly based on factors such as seasonality and local events.

Commission 52

Commission Hospitality Price Manufacturing 52

Martech

JUNE 27, 2022

A subscription price increase earlier this year led to a loss of about 200,000 subscribers. So, even though its revenue continues to grow, it is looking to bolster them with a lower-priced, ad-supported subscription option. The NBCUniversal sales team would help to sell the ads across Europe and the US. Why we care.

Price 91

Price Technology Technology Service 91

SaaStr

NOVEMBER 30, 2020

Then a month or so to make the decision, negotiate price, and sign. And then, as the deal size gets bigger — add even more time here for procurement in many cases. This often adds 2-4 weeks at the end of any bigger deal, as procurement negotiates price down once again. Almost everyone waits too long to specialize the sales team.

Closing 113

Closing Negotiate Drivers/motivators Price 113

SaaStr

MARCH 27, 2021

There can be nothing more frustrating in the middle-early days than when sales closes some great deal for say $125,000 a year … but you “knew” they could have gotten $200,000 if they just held the line on discounting. And odds are, you were actually wrong. It can extend sales cycles.

Commission 118

Commission Price Quota Negotiate 118

PandaDoc

APRIL 5, 2023

There’s a simple reason behind automating sales processes — less time spent on low-value-added activities results in more time spent on actual selling. That goes for the rest of your sales team stuck following established steps — how much of that time could they have spent doing something more productive than administering routine tasks?

Process 52

Process Legal Represent Sales 52

Adaptive Business Services

NOVEMBER 30, 2022

I had zero experience with anything even remotely like this. How I would price it was a big question mark. Was there ever even a willing market that would invest in this course at any price? My total sales, total sales, were under $200. I had absolutely no idea of how to market it. . I was not and could not.

Price 71

Price CRM Business Services Service 71

ClickFunnels

AUGUST 11, 2021

Your sales funnel. The Value Ladder Sales Funnel. Here at ClickFunnels, we believe that the most effective way to sell online is the Value Ladder sales funnel. The Value Ladder Sales Funnel. Here at ClickFunnels, we believe that the most effective way to sell online is the Value Ladder sales funnel.

Lead generation 246

Lead generation Niche Price Promote 246

TrackStreet

JULY 20, 2023

Best Practices for Amazon Marketplace Pricing Selling on Amazon.com? Whatever pricing strategies you use for your other channels, even if they’re successful, you’ll still want to create a standalone, well-thought-out approach to how you price your products on Amazon. There are two reasons for this.

Price 52

Price Retail Manufacturing Up-sell 52

Partners in Excellence

JULY 18, 2023

When things get tough, for instance the economy, or even you may be behind in your numbers, narrow your focus even more. The majority of customers in our ICP may not even recognize the need to change, that there may be a better way to do things, that they may be missing an opportunity. Tilt the odds in your favor.

Pipeline 87

Pipeline Price Strategize Up-sell 87

Hubspot

APRIL 26, 2023

And even if you manage to convince a poor-fit prospect to buy, you're setting yourself up for an unhappy customer relationship and a potential hit to your reputation. Sales requires some detective skills. Sales reps are used to hearing “We don’t have the budget,” and “I can’t afford that price.”

Prospecting 81

Prospecting Price Pipeline Negotiate 81

SaaStr

AUGUST 7, 2021

So if you take some of these issues off the table, maybe, it will increase the odds in your favor with fundraising in general. I take it as a given you know your existing customers — even if it’s just 2 or 3 of them (ideally 10 for me). You’re in sales. Telling Me the Price is Going Up. And/or Late.

Up-sell 133

Up-sell Pitch Represent Price 133

ClickFunnels

JULY 28, 2021

Continue reading… Table of Contents Here’s What You Need To Do Before You Start Marketing Your Online Business Marketing Idea #1: Paid Advertising Marketing Idea #2: Social Media Marketing Idea #3: Influencer Marketing Marketing Idea #4: YouTube Marketing Idea #5: Webinars Want Russell To Teach You How To Build a Sales Funnel?

Niche 246

Niche Promote Pitch Follow-up 246

SaaStr

DECEMBER 3, 2021

It shouldn’t take more than a week, or even just a few days, to negotiate a term sheet, once a VC decides they want to do a deal. There really aren’t many variables these days, really just price and how much you raising/selling. Some VCs will leave room to counter, say another 10% in pricing, sometimes more. But others won’t.

Negotiate 95

Negotiate Cross-sell Price Legal 95

Sales Hacker

JANUARY 23, 2018

Mistakes during your sales conversations cost you deals. That means you can’t afford to slip up during sales conversations. has analyzed sales conversations with machine learning and AI for nearly two years. We’ve analyzed over one million B2B sales call recordings to tease out what’s working and what’s not, based on hard data.

Conversion 102

Conversion Price Sales Gaming 102

Gong.io

APRIL 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. studied 67,149 sales call recordings from our database of over 1,000,000 recorded calls. We only included demos and sales presentations from screen-sharing platforms like Webex, GoToMeeting, and Zoom. Our team at Gong.io Very Matrix. The result?

Objection handling 110

Objection handling Technique Price Sales 110

SaaStr

AUGUST 13, 2021

But you can bend the odds. Fundraising is so fast and furious these days, you just bend the odds if you share the deck ahead of time. At least break out who is handling all the key functions, and how and when you are hiring to fill them: Sales lead, Marketing lead, Product lead, Engineering lead. Maybe even $1B in ARR.

Pitch 111

Pitch Meeting Networking Price 111

Gong.io

MAY 12, 2019

Google sales tactics and you’ll get plenty of articles with solid offerings. And a massive YES to specific sales tactics backed by data. They have precise sales tactics , right down to the words you should (and shouldn’t) use at each stage of your sales process. How did it get a toehold in sales?

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

A Sales Guy

OCTOBER 19, 2015

Or are you one of those people sitting on the sidelines still trying to figure out why social media even matters, because you have too much to do to be bothered with what someone is eating for lunch. Consider this a Sales Guy Public Service Announcement: Social media makes quota! Let me help you out. The argument is over.

Quota 121

Quota Price Closing Sell 121

SaaStr

MAY 3, 2021

In the past, we’ve touched on several different ideas to help you scale, to do Even Better: Imagine capital doesn’t matter. And if your team knows how to spend it, correctly — find a way to get them the capital they need to grow even faster than plan. Double your pricing for new customer, on the largest deals.

Finance 108

Finance Strategize Engineering Quota 108

The Sales Hunter

DECEMBER 15, 2012

Could an even price be hurting you? I think a better approach is going in with an odd price. If you go in with an odd number, it makes it feel like there has been more thought put into the price — that it truly is an accurate price. Copyright 2012, Mark Hunter “The Sales Hunter.”

Price 73

Price Drivers/motivators Sales Customers 73

Hubspot

JULY 1, 2020

The term can cover everything from haggling at a flea market to hashing out a fair price for a new car to finding common ground for billion-dollar deals. The process is a pillar of all things business, and sales efforts are no exception. This point is a mantra that applies to any kind of negotiation, including sales.

Negotiate 92

Negotiate Objectives and Key Results Angle Price 92

SaaStr

AUGUST 7, 2023

Jason Lemkin, Founder of SaaStr, and co-founders and CEOs, Eran Zinman and Roy Mann of the wildly successful monday.com chat with Startup For Startup about ARR, NRR, CAC, and what it takes to beat the odds in a tougher environment. For a quick recap on SaaS metrics: What is ARR in SaaS? This is where metrics can take you down.

Finance 82

Finance Manufacturing Niche Growth 82

Hubspot

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Even if you do get your prospect’s attention, you can’t expect them to read your long, fluffy emails filled with the buzzwords of the day when they have many other emails to open. No one wants to read a sales email.

Clients 69

Clients Objectives and Key Results Prospecting Sales 69

Salesforce

JUNE 7, 2022

Are your sales reps spending their time selling? Seems like an odd question to ask, but research shows why it’s relevant. According to our latest State of Sales report , sales reps only spend one-third of their time on revenue-generating tasks. It doesn’t have to be that way. Sign up now.

Sell 98

Sell Finance Contract Quota 98

Hubspot

MAY 26, 2023

You are greeted with a pitch from a pushy sales rep. Odds are, if you don’t want what they’re selling, you’ll hang up immediately. Even if you do, the pushiness is a turnoff and you might buy the product elsewhere or through a different sales rep. Call scripts ensure you and your fellow sales reps cover the key points.

Objectives and Key Results 72

Objectives and Key Results Cold Call Technique Appointment 72

Sales Pop!

FEBRUARY 16, 2023

Arbitrage opportunities – Arbitrage means capitalizing on price differences across various markets to make money. If a security, commodity, or currency is priced differently in two different markets, traders will purchase the cheaper version and then sell it at a higher price to make money.

Price 52

Price Networking Start-ups Follow-up 52

Sales Pop!

JANUARY 3, 2023

Owning a home makes the odds extremely high that someday you are going to sell it. If it is about relocating for a job or maybe because of going through a major life change then moving may become a need but even then you should weigh in all the pros and cons. Preparing The House Properly For Sale. The Worth Of Your House.

Real Estate 52

Real Estate Sell Commission Sports 52

SaaStr

APRIL 25, 2019

Don’t expect a sales magician. You ideally need to close the first 10–20 customers yourself, and then hire sales folks to help. Talk to as many customers as you can by voice, or even in person. Even if they are $5 a month. But even 10%-20% over time is a big boost. Don’t expect magic. At least once a month.

Gaming 80

Gaming Start-ups Price Closing 80

Sales Hacker

JULY 26, 2019

Even the most experienced of us. When a prospect downloads an ebook, opens a sales email , or views your pricing page, they’re raising their hand. The odds of connecting drop 400% if a rep responds in 10 minutes instead of 5 — and 1,000% if they wait an hour. We all make mistakes…. One of the most common?

Prospecting 92

Prospecting Pipeline Referrals Follow-up 92

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI. Equipping your reps to execute.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103