Veloxy

DECEMBER 14, 2022

Back in 2018, Salesforce discovered that sales reps were only spending 34% of their time selling (707 hours a year). What do you think happened? Salesforce just found that salespeople are only spending 28% of their time selling. That’s a stunning 125 hours of less selling time than in 2018 ! Imagine this.

Quota 246

Quota Sell CRM Contact 246

Partners in Excellence

MAY 7, 2024

Like many other contributors to the series, Lori didn’t start in selling, She found herself moving to sales to support her family. Why I’m So Interested in Selling By Lori Richardson, CEO, Score More Sales President, Women Sales Pros When I was young I wanted to be a teacher, because I loved school and I loved to read.

Sell 117

Sell Commission Sports Promote 117

Martech

MAY 6, 2024

See more about how marketers are using MarTechBot here. The editors of MarTech selected this response for its usefulness and have supplemented it with additional relevant content. Prompt: Can I use lead scoring for existing customers? Answer: Yes, lead scoring can be used not only for new leads but also for existing customers.

Cross-sell 101

Cross-sell Customers Referrals Lead generation 101

SaaStr

APRIL 27, 2024

Acquirers use 3 incentives to get founders to stay: Sticks. If you leave, you lose X% of the consideration. If you stay, you make Y% More. This works well oftentimes, but you can end up in a weird situation where what if the CEO tries hard but doesn’t hit the goals? But if you leave — they don’t.

Up-sell 119

Up-sell Sell 119

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. There are review meetings-ideally to help improve their selling performance.

Sell 139

Sell CRM Technique Territory 139

Partners in Excellence

APRIL 8, 2024

” Why I’m Interested in Selling — Shari Levitin I grew up with a father, mother, and brother who seized every chance to read and teach themselves something new, playing “quiz time” every Sunday night. I used to think that a salesperson, or any sort of person who became a seller, was an outcast or a career criminal.

Sell 127

Sell Up-sell Pitch Education 127

Partners in Excellence

APRIL 11, 2024

Preface : Jill Konrath is one of the most well respected author, speaker, teacher on all things selling. She’s written 4 masterpieces on selling. In the past year, Jill has shifted her focus to a very important mission: What’s Really Possible? What did I love about it? I detail my process in Agile Selling ).

Sell 116

Sell Manufacturing Up-sell Launch 116

Partners in Excellence

MARCH 12, 2024

” Another thing struck me: “And I love what professional selling is not. It isn’t the smarmy, pushy approach using sleazy tricks and gimmicks that unfortunately is how it’s still perceived by many. What I like most about the sales profession is that it is similar to managing your own little business.

Sell 122

Sell Assembly Line Territory Sports 122

Partners in Excellence

MAY 6, 2024

Curious, she came to the US to participate in strategy and other workshops, adapting what we were putting in place to her strategies in EMEA. ” Why I’m so interested in selling: Cassi Roper, CRO, Redgate How did you find yourself in a selling role? What’s your experience been as you’ve grown in your career?

Sell 87

Sell Technical Sales Up-sell Technology 87

SaaStr

MAY 15, 2024

A lot of you reading SaaStr are probably more B2B SaaS oriented and may not be paying attention to the consumer market, but it’s already massive and is continuing to grow quickly. In this week’s Workshop Wednesday, RevenueCat CEO Jacob Eiting and Growth Advocate David Barnard share their annual State of Subscription Apps report with us.

Growth 105

Growth B2B UX B2C 105

Partners in Excellence

MARCH 5, 2024

Some of you may be reading my series, “ Why I’m So Interested In Selling.” Some have run multi-billion sales organizations and companies, some are managing their own territories selling millions a year. But as you read through their individual stories, some common themes start to emerge.

Territory 117

Territory Sports Technique Represent 117

SaaStr

MAY 5, 2024

Dear SaaStr: what are your thoughts on incentivizing reps to handle repeat business vs focusing solely on new business with an account management team for repeats (when you are still under $10m)? if you put sales on it, they will sell less net new and spend more time on renewals. in the end, usually not best use of time.

Finance 77

Finance Repeat business Account management Sales 77

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. In it, you’ll learn the basics of channel sales and how it can work for you. For those already well-versed in working with partners, feel free to skip ahead to the sections most helpful to you. Distributors. Franchisees.

Manufacturing 111

Manufacturing Retail Territory Sales 111

Partners in Excellence

MARCH 31, 2024

While I haven’t met Daniel, it’s fascinating to read his perspective on selling. Like so many other participants, Daniel didn’t set out to be in sales, but found himself selling. Figuring out each situation and contributing to customers achieving great business outcomes is what excites most high performing sellers.

Sell 124

Sell Electricity Manufacturing Quota 124

SalesLoft

APRIL 18, 2024

This ultimately leaves you with an inflated tech spend, poor ROI, and an unhappy team. That’s why Salesloft’s partner ecosystem has all the tools you need for selling, in one single pane of glass. This helps you take action when it matters most, and ensures that deals don’t slip through the cracks.

GTM 98

GTM CRM Up-sell Technology 98

Search Engine Land

MARCH 7, 2024

What are Feed Labels? With Feed Labels, you can organize products from different feeds by using common traits like language or product category. For example, if you sell products in the UK, France, and Germany, you can create a label for all three feeds. What Microsoft is saying. How it works.

Cross-sell 118

Cross-sell Territory Retail Campaign 118

Partners in Excellence

MAY 7, 2024

They started by saying, “We sell solutions… ” “That’s interesting, tell me more. What do your solutions do?” They talked about the features and functions, they talked about the user interface and ease of use, they compared their solutions to competition, they even offered to give me a demo.

Start-ups 116

Start-ups Up-sell Conversion Product 116

Search Engine Land

MAY 10, 2024

What’s new. Conversion annotations like “best selling” or “1K shopped here recently” provide visual cues about a product’s sales performance directly in the ad unit. Google says the data allows it “to be more creative and innovative to help you stand out.” Why we care.

Conversion 97

Conversion Pitch Trust Product 97

Partners in Excellence

FEBRUARY 1, 2024

I wrote a post, “ Sellers, Are You Really Interested In Selling ? He did this asking, “Dave, why are you so interested in selling?” I’m obsessed with selling—all things selling. I’m excited by how selling is changing and the future of selling.

Sell 105

Sell Up-sell Start-ups Follow-up 105

The 5% Institute

DECEMBER 8, 2022

In this article, we’ll explore what is permission based selling, as well as tips to help you close easier and more consistently. These techniques are commonly used by the top five percent of sales performers all around the world. Many people think that what they’re able to achieve is from pure luck.

Technique 134

Technique Sell Presentation Clients 134

Martech

MAY 15, 2024

She tells us that the attention given to AI start-ups drove Silicon Foundry to start looking closely at marketing use cases. Q: Tell us about what you’re doing with Silicon Foundry. Q: One example of a startup you have worked with is Echo AI. Can you explain what was of interest there?

Retail 87

Retail Cross-sell Technology Technology 87

Partners in Excellence

APRIL 9, 2024

What if we tried simplifying, for ourselves, our people, our organizations, and our customers? What if we could accomplish more with greater satisfaction, better results, by being more purposeful? Define and execute a selling process aligned with your customer buying process. Be prepared! The Boy Scouts have it right.

CRM 126

CRM Technology Technology Pipeline 126

The 5% Institute

NOVEMBER 8, 2022

In this article, we’ll detail our consultative selling approach that work perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a sales process is one of the most important things you can learn in sales. Our Consultative Selling Approach – The Breakdown.

Consult 137

Consult Sell Technique Clients 137

Sales Pop!

MAY 12, 2024

And while his teachings provided countless gems of true wisdom for us all, there’s one quote that has always captivated me. What you think, you become. What you feel, you attract. What you imagine, you create”. What could have caused such a large statistical swing?

Sell 52

Sell Pharmaceutical Healthcare Up-sell 52

The 5% Institute

OCTOBER 9, 2022

In this article, you’ll learn how to have a selling advantage, by learning proven sales tips and techniques that you can start implementing straight away. These successful sales techniques are centred around consultative selling. Read on to learn how to have a selling advantage in a non-pushy way. 3 – Positioning.

Sell 136

Sell Technique Up-sell Clients 136

The 5% Institute

JULY 29, 2022

In this article, you’ll learn how to sell in a recession, by using these simple yet highly effective sales tips to make the most of the sales conversations you have with your potential clients. These sales tips are centred around consultative selling. How To Sell In A Recession – Tips To Win More Sales.

Sell 141

Sell Clients Up-sell Presentation 141

SaaStr

APRIL 19, 2024

How do you reverse-engineer your first million as a SaaS startup founder? SaaStr founder and CEO Jason Lemkin chats with Sam Parr on the popular YouTube channel and podcast My First Million about what’s required to make it on the map for a $100M exit and then reverse engineers the steps to get there. That’s where you have to be.

Engineering 98

Engineering Price Cross-sell Niche 98

SaaStr

JANUARY 29, 2024

Dear SaaStr: How Do You Sell When They Ask for Critical Features You Don’t Have Yet? The key is simply to acknowledge the gap — and if you are willing, commit to building what the customer needs within X months. Enterprise customers are used to this. If you really commit. appeared first on SaaStr.

Sell 109

Sell Customers Sales 109

Partners in Excellence

MARCH 10, 2024

Preface: I’m departing from my normal process of introducing a new story about selling. Every once in a while you see something so special, moving, and important, you have to change things. Some with very distinguished leadership and selling careers. I hope it drives each of you to do the same. What saved me?

Sell 120

Sell Up-sell Start-ups Growth 120

Partners in Excellence

JANUARY 25, 2024

We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling. As a result we win by beating the competitor, not what we’ve done in helping the customer solve their problem. They have solved their problem, they have determined what they want to do.

Customers 117

Customers Objectives and Key Results Growth Objection handling 117

Partners in Excellence

FEBRUARY 27, 2024

AI is changing the world (“Wow, what an astute observation, Dave.”). The capabilities of the tools are evolving very quickly, our capabilities in using these tools are evolving much less quickly. It reduces what may have taken hours or even days to seconds. And it provides tremendous insight.” ” In 0.41

Cross-sell 126

Cross-sell Presentation Drivers/motivators Engineering 126

Salesforce

NOVEMBER 30, 2023

If you have a mobile device, you could take it out right now — from wherever you are — and buy anything from a carton of milk to a luxury car (yes, really). At least 79% of smartphone users have bought something using their mobile device in the last six months. What is mobile commerce?

Retail 119

Retail UX Trust Up-sell 119

Partners in Excellence

JANUARY 30, 2024

Can I show you what results you might realize…” Sometimes, the product pitches are thinly veiled by a problem: “Is lead/demand gen a problem for you? What would happen if we changed our outreach strategies to focus on problems? Some of you may react, “But Dave, we do this.

Product 98

Product Sell Pitch B2B 98

The 5% Institute

JUNE 23, 2022

In this article, we’ll uncover five powerful critical selling skills to help you consistently close more sales. Whether you’re a Sales Professional, Business Owner or Entrepreneur; these details will help you win more sales in a consultative way. Critical Selling Skills – 5 x Must Haves. Qualifying questions.

Sell 142

Sell Consult Presentation Clients 142

PandaDoc

MAY 13, 2024

You already know who your customers are — but do you know what makes them tick and drives their decision-making? There’s no doubt about it: understanding customer behaviors and the reasons behind them can not only help you close deals but is a surefire way to keep buyers happy and fulfill the dreams of every sales lead.

Closing 52

Closing Legal Real Estate Trust 52

The 5% Institute

AUGUST 28, 2022

In this guide, you’ll learn exactly how to sell high ticket services and their niches, by using a proven step by step formula we teach Sales Professionals, Business Owners and Consultants around the world. Read on to learn exactly how to sell high ticket services, and how you can implement it into your sales strategy.

Service 139

Service Sell Niche Consult 139

Partners in Excellence

MARCH 2, 2024

Dave, being obsessed with selling depends upon the story you tell yourself about ‘What is Selling’ If you imagine selling to be Herb Tarlek from WKRP or Vin Diesel as Chris Varick in Boiler Room, you should hate it. To be a great sales person, you have to connect with the customer.

Sell 73

Sell Up-sell Promote Meeting 73