SaaStr

MARCH 16, 2024

Dear SaaStr: I Have Some Shares in a Successful Start-Up I Worked At, But the Company Won’t Let Me Sell Them. And while it mainly impacts ex-employees, it also impacts angel and seed investors who are often blocked from selling as well. Costs — Hard and Soft It can cost $5k-$10k to process a transfer. No CEO, CFO, etc.

Start-ups 90

Start-ups Up-sell Sell Legal 90

SaaStr

APRIL 7, 2024

Don’t be swayed solely by impressive resumes or acronyms; instead, seek out those individuals who you would personally buy your product from. Try to close the first 10-20 customers yourself beyond you hire 1-2 reps, so you know how to do it. Make sure your VP of Sales actually wants to sell, not just manage.

Sales 103

Sales Quota Closing Up-sell 103

Martech

MARCH 1, 2024

As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. I see three drivers behind this stunning change: COVID-19, where personal selling was crippled and “retention is the new acquisition” became the latest catchphrase.

B2B 122

B2B Cross-sell Pharmaceutical Account management 122

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. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. What Is Permission Based Selling?

Technique 134

Technique Sell Presentation Clients 134

Partners in Excellence

JANUARY 29, 2024

Let’s imagine we had a game show, a group of CROs and we are giving them the choice to select what’s behind Door # 1 or Door # 2. Our host, Monty Hall, yells, “CROs come on down… ” Then Monty says, “Johnny, tell our contestants what’s behind Door #1 and Door #2!”

GTM 79

GTM Quota Presentation Up-sell 79

The 5% Institute

JUNE 23, 2022

In this article, we’ll uncover five powerful critical selling skills to help you consistently close more sales. Read on to learn our recommended critical selling skills, and how and why you should implement this into your sales strategy. Critical Selling Skills – 5 x Must Haves. Critical Selling Skills – 5 x Must Haves.

Sell 142

Sell Consult Presentation Clients 142

Salesforce

SEPTEMBER 26, 2023

But do they really want to buy, or are they just window shopping? Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris , sales coach and founder of The Harris Consulting Group.

Contract 119

Contract Negotiate Follow-up Contact 119

The 5% Institute

APRIL 11, 2022

In this article, we’ll uncover five powerful virtual selling skills to help you consistently close more sales. Read on to learn our recommended virtual selling skills, and how and why you should implement this into your sales strategy. Virtual Selling Skills – 5 x To Close More Sales. Qualifying questions. Finding pain.

Closing 138

Closing Sell Consult Presentation 138

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling.

Customers 103

Customers Contract Consult Electrical Engineering 103

Partners in Excellence

DECEMBER 4, 2023

If you don’t know/follow Brian, you should, he’s one of the best thinkers/practitioners I’ve met in selling. His research showed those being customer focused outperformed those being more product focused by more than 2-1. As a result, the selling becomes product focused, “ours checks more boxes.”

Customers 106

Customers Pitch Meeting Sell 106

The 5% Institute

JANUARY 24, 2022

In this article, we’ll explore eight tips that’ll exactly show you how to increase your selling ability; which are used by the top five percent of sales performers all around the world. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your overall selling ability. Pain points.

Sell 144

Sell Presentation Clients Up-sell 144

Search Engine Land

FEBRUARY 14, 2024

From B2B to ecommerce: Navigating the customer journey The customer’s buying journey begins with recognizing a gap in the customer’s daily experience, such as a missing item, a lifestyle upgrade, or a solution to a workplace challenge. Creating this map provides insights into customer behavior, preferences, and challenges.

Customers 103

Customers User Experience Referrals B2B 103

The 5% Institute

OCTOBER 11, 2021

Gap selling discovery questions are a crucial part of the sales process and can be the difference winning the sale, or getting another “I need to think about it” objection. There are various kinds of gap selling discovery questions; from learning how they buy, to handling sales objections early and finding pain points and desire.

Sell 145

Sell Clients Technique Closing 145

Understanding the Sales Force

MARCH 13, 2024

Option 1 is stupid and Option 2 is brilliant. But if option 2 is so brilliant and obvious, then why do so many salespeople become so defensive and remain dug in to option 1? But if option 2 is so brilliant and obvious, then why do so many salespeople become so defensive and remain dug in to option 1? Think Boeing.

Manufacturing 77

Manufacturing Territory Price Finance 77

Partners in Excellence

NOVEMBER 22, 2021

From my earliest days as a salesperson, I’ve been taught the “sales process,” and have tried to execute that process as effectively as possible. It’s always a structured approach to engaging the customer, working with them to make a buying decision. All perfectly linear and logical. What gives???”

Process 121

Process Sell Customers Up-sell 121

The 5% Institute

FEBRUARY 3, 2022

The sales discovery process is one of the most important parts of the sales process framework, because it can be the difference between starting a new relationship with a client or revisiting the process for a new potential client. But what is a sales discovery process? The Sales Discovery Process – Your Complete Guide.

Process 141

Process Sales Clients Presentation 141

The 5% Institute

MARCH 1, 2022

We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. Tip #2 To Drive Up Sales– Use A Pre-Frame/ Intent Statement. What obstacles are in the way to solve their problem and buy. Ask the right questions, and systematically dive deeper to help them sell themselves.

Sales 144

Sales Presentation Follow-up Clients 144

The 5% Institute

FEBRUARY 9, 2022

We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. Construction Sales Tip #2 – Use A Pre-Frame/ Intent Statement. What obstacles are in the way to solve their problem and buy. 8 x Construction Sales Tips To Close Easier. 4 – Use Closing Questions.

Construction 145

Construction Closing Presentation Sales 145

The 5% Institute

OCTOBER 20, 2022

Selling finance products can sometimes feel a bit harder than selling other product types. Generally, when selling finance products, you’re selling the invisible; an intangible outcome products and results that’ll benefit them financially. Selling Finance Products – 5 x Effective Tips.

Finance 138

Finance Product Sell Objectives and Key Results 138

The 5% Institute

AUGUST 4, 2021

In this article, we’ll explore eight modern selling techniques to help you close easier and more consistently. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. 8 x Modern Selling Techniques For Easier Sales. 8 x Modern Selling Techniques For Easier Sales.

Technique 145

Technique Sell Sales Presentation 145

Sales Pop!

OCTOBER 14, 2023

Mastering the Art of B2B Sales: A Conversation with Greg Nutter In the realm of B2B selling, the journey to success is often fraught with pitfalls. Mistake #1: Redefining the Essence of Selling The journey commences with the fundamental blunder of forgetting what selling truly means.

B2B 64

B2B Sell Management Consulting Pipeline 64

Martech

MARCH 20, 2024

Start by examining and then articulating your purpose because it’s the “why” that people actually buy. People are hardwired to take action — such as buying hardware and/or software — based on how they feel. People are hardwired to take action — such as buying hardware and/or software — based on how they feel. Hybrid names (e.g.,

Strategize 109

Strategize B2B Legal Launch 109

Partners in Excellence

JUNE 2, 2023

Brent Adamson and I were having one of our normal conversations, by which I mean, it wanders all over the place, a good part of this discussion is making each other the victim of our bad jokes, and we go deep on 2-3 issues about selling, thinking about new ideas and approaches.

Engineering 97

Engineering Manufacturing Sales Process 97

Sales Hacker

JUNE 13, 2023

I hear this a lot from business leaders — and it’s always kind of sheepish: “Chris, how do we actually make a sales process?” Sales processes don’t just happen. Company founders do a lot of the selling in the early days. And it results in a lot of backward sales processes. And I get it. It often comes about like this.

Process 87

Process Cross-sell Sales Finance 87

The 5% Institute

JANUARY 20, 2022

We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. How To Succeed In Sales Tip #2 – Use A Pre-Frame. What obstacles are in the way to solve their problem and buy. Ask the right questions, and systematically dive deeper to help them sell themselves.

Presentation 136

Presentation Sales Clients Follow-up 136

The 5% Institute

NOVEMBER 18, 2021

You may be asking why can’t I sell if you’re going through a bit of a sales slump. If you find yourself asking why can’t I sell, it may be for a few reasons – and none to do with you as a person whatsoever. Why Can’t I Sell? – Why Can’t I Sell’ Reason #1 – Your Audience. Why Can’t I Sell’ Reason #2 – No Process.

Sell 145

Sell Objectives and Key Results Clients Up-sell 145

The 5% Institute

MAY 3, 2021

In this article, we’ll uncover five consultative selling tips you need to practice something known as the soft sell. Read on to learn how to practice a soft sell approach, and how and why you should implement this into your sales strategy. The Soft Sell – How To Do It Right. The Soft Sell – How To Do It Right.

Sell 145

Sell Consult Presentation Clients 145

The 5% Institute

MAY 6, 2021

In this article, we’ll explore how to sell any product, by focusing on these eight key selling tips. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. How To Sell Any Product – 8 x Selling Tips. Tip #3 – Keep It About Them.

Sell 145

Sell Product Objectives and Key Results Presentation 145

The 5% Institute

AUGUST 9, 2021

Top Sales Technique #2 – Ask Probing Questions. The types of questions we recommend you ask should be: Learning how they buy. Sales probing questions makes our top sales techniques list, because by using questions effectively, you can guide your potential client to sell themselves – rather than you having to do all the selling.

Technique 145

Technique Closing Presentation Sales 145

The 5% Institute

APRIL 30, 2021

In this article, we’ll explore 8 x consultative selling tips to help you close easier and more consistently. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. 8 x Consultative Selling Tips To Close More Sales. Tip #3 – Keep The Conversation Focused On Them.

Consult 145

Consult Closing Sell Presentation 145

Gong.io

JANUARY 2, 2023

We’ll also cover the different sales qualification frameworks you can use to streamline your qualifying process. Sales qualification is a key step in the sales process in which a salesperson determines whether a prospect is a good fit for a product or service. What are the steps in the sales qualification process?

Sales 149

Sales Prospecting Pipeline Pitch 149

Search Engine Land

SEPTEMBER 4, 2023

Their sweet spot is well-known brands, and their vetting process includes search volume (pulled from Google Ads) with aggressive volume minimums. “> “> “> “> “> “> Processing…Please wait. Get the daily newsletter search marketers rely on. SUBSCRIBE See terms.

Retail 142

Retail Price Start-ups Clients 142

The 5% Institute

JULY 7, 2022

In this article, we’ll detail how to succeed as an inbound closer; by following a simple yet highly effective step by step sales process. Learning, implementing and following a sales process is one of the most important things you can learn in sales. The Benefits Of Using This Inbound Closer Sales Process.

Technique 141

Technique Clients Closing Presentation 141

The 5% Institute

JANUARY 27, 2021

In this article, we’ll uncover the five selling basics you need to consistently close more sales. Read on to learn our recommended selling basics, and how and why you should implement this into your sales strategy. 5 x Selling Basics to Close More Sales. 5 x Selling Basics to Close More Sales. Qualifying questions.

Closing 145

Closing Sell Consult Presentation 145

SaaStr

MAY 9, 2023

In an in-depth workshop, Kellogg shares seven things that every founder should know about results-driven selling. 1 You Need to Get Out There And Sell Sometimes, the best way to learn is by doing. It feels more natural to sell an app since it solves a specific problem, while a platform has many features and uses. *A

Objectives and Key Results 107

Objectives and Key Results Sales Up-sell B2B 107

Understanding the Sales Force

AUGUST 16, 2023

The finished walkway would consist of around 30 such stones that measure an average of 3′ x 2′ x 4″ thick and will have grass around and between each step. It’s quite a process for the crew to complete this project. I was watching a crew install a walkway made up of very large stepping stones.

Process 90

Process Presentation Sales Follow-up 90

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