The Sales Hunter

AUGUST 1, 2017

Selling to the C-Suite requires a completely different way of thinking. The last thing the C-Suite wants to discuss are tactical ideas. It’s not about price. It’s not about specs, performance standards, budgets or any of the other items that might be discussed on a typical sales call.

Sell 52

Sell Strategize Price Sales 52

Gong.io

AUGUST 1, 2018

They were transcribed and analyzed with AI to isolate successful and unsuccessful selling behaviors. “Just stop,” s pat the COO from across the table. “I I don’t have time for this generic line of questioning.”. I was two years into my first tech sales job, thinking I was doing everything right. I asked open-ended questions to unearth pain.

Sell 75

Sell Entertainment Education Up-sell 75

SalesLoft

SEPTEMBER 18, 2019

A young rep should ask themselves how to best prepare for selling to the C-Suite. Selling to the C-Suite: Improving Executive Presence in New Sales Reps. Selling to the C-Suite: Improving Executive Presence in New Sales Reps. Time is a luxury that most C-Level executives aren’t afforded.

Sell 58

Sell Construction Cross-sell Presentation 58

Anthony Cole Training

JULY 21, 2022

While there are many differences between elite salespeople and average salespeople, two of the more important distinctions are the ability to sell value (they can sell at a slight premium on price) and the ability to reach the top levels of the prospect’s decision-making team (typically the C-Suite).

Price 282

Price Sell Sales 282

Veloxy

NOVEMBER 22, 2022

These are BIG challenges—ones that could affect your chances of demonstrating Salesforce’s return on investment to the C-suite. As you sit there and do the mental math, you quickly realize how devastating low login and usage rates can be when you send Salesforce reporting to the C-suite. Use it or lose it. ”.

Non-Profits 264

Non-Profits CRM Contact Consult 264

The Sales Hunter

AUGUST 8, 2017

One of the most difficult things you can find yourself having to do is to connect with the CEO or any other senior level person in an organization. Thinking you can use the same approach you use with others in a company is simply not going to work. In my book, High-Profit Prospecting, I devote several […].

Sell 69

Sell Prospecting Consult 69

Gong.io

FEBRUARY 23, 2023

This article is part of the Gong Labs series, where we publish findings from our data research team. We analyze sales conversations and deals using the Gong Reality Platform’s proprietary AI, then share the results to help you win more deals. Subscribe here to read upcoming research. A global pandemic. A new generation of decision makers.

Closing 121

Closing Price Finance Negotiate 121

Veloxy

NOVEMBER 29, 2021

Start here: Speed up your selling activities in a few clicks If you’re using another sales acceleration software, most of the principles will still apply. Sales acceleration isn’t merely selling faster to sell more. Salesforce is arguably the best customer relationship management system for B2B companies.

Sales 290

Sales Quota Up-sell B2B 290

Heinz Marketing

MAY 8, 2021

Best-Practices for Reaching and Marketing to the C-Suite Audience. Standing out to the C-suite is vital, because the executives there hold much of the decision-making power in an organization. So, how can marketers successfully market to the C-suite? But how can you get it just right?

B2B 120

B2B A/B testing Sell Inside sales 120

Closing Bigger

JUNE 9, 2022

How do we sell to senior executives, CEO’s, COO’s and other business leaders? Selling to senior decision makers or the “C-Suite” requires that we truly understand how our solution can impact their business. Senior executives and business decision makers are results-orientated.

B2B 98

B2B Sell Government Presentation 98

Understanding the Sales Force

APRIL 15, 2024

Whether or not it’s an economic crisis like 2008-2009, the four things I shared tell us that selling is quickly becoming much more difficult. The Covid crisis was short lived as most selling transitioned to virtual and most companies that weren’t directly impacted continued to buy. More importantly, it was short lived.

Sales 73

Sales Up-sell Consult Pitch 73

Heinz Marketing

MARCH 2, 2022

The purpose of the study is to gain insights into what high performing Best-in-Class (BIC) Marketing organizations do better, and differently, from their counterparts to earn high marks from the C-suite. By Laura Patterson, President of VisionEdge Marketing. Does that sound like a lament from decades ago? Sadly no.

Objectives and Key Results 103

Objectives and Key Results Campaign Strategize Construction 103

SaaStr

JANUARY 24, 2024

How should you handle presenting challenges to your C-suite team when you’ve just joined the company? Lattice had a product-led growth flow on the website while the sales team was still trying to sell the PLG companies The good news is Lattice had a lot of activity and initiatives at play.

Growth 89

Growth GTM Up-sell Legal 89

RAIN Group

JANUARY 16, 2023

Sometimes, talking to the C-suite is easy. But sometimes, it isn’t easy—even if you’ve been following the tips for selling to the C-suite. Conversation flows. You find common areas personally and professionally. Ideas bounce back and forth. Before you know it, work is underway.

Trust 57

Trust Follow-up Conversion Up-sell 57

Gong.io

FEBRUARY 14, 2022

John has been selling for 20+ years. The best salespeople do everything in their power to create an unfair advantage. Chris Orlob, John Barrows, and Mark Roberge know a thing or two about how to create this unfair advantage and dominate sales. He’s now the Multi-Product Lead. He’s been in pretty much every sales role over those 2+ decades.

Cold Call 121

Cold Call Objectives and Key Results Sales Pitch 121

Highspot

OCTOBER 31, 2023

Enablement is vital to acclimate to changes in the business climate. By embracing innovation and aligning your enablement programs with business initiatives, you can embody what good looks like and achieve your organization’s goals. By embracing AI, you can empower your revenue teams with the tools and newfound time to be more buyer-centric.

Strategize 72

Strategize CRM Government Closing 72

Search Engine Land

MARCH 22, 2023

Most C-level executives find sitting through an enterprise SEO strategy presentation comparable to being on hold with an automated system. Most C-level executives find sitting through an enterprise SEO strategy presentation comparable to being on hold with an automated system. For her, it was less about right and wrong.

Pitch 94

Pitch Territory Presentation Follow-up 94

Sales Hacker

JUNE 12, 2019

The post Advice from the C-Suite: 10 Tips for Selling to Executives appeared first on Sales Hacker. We’ve all sat through at least one cringe-worthy presentation and it can be a painful waste of time. As a sales rep, your livelihood depends on your ability to deliver a compelling presentation.

Sell 12

Sell Presentation Sales Process 12

Salesforce

SEPTEMBER 19, 2023

Chief revenue officers (CROs) are one of the newest animals in the C-suite jungle, and they’re adapting to a unique set of tasks with a unique set of traits. They spend a lot of their time getting everyone to row in the same direction, from their peers in the C-suite to teams across the company. Plan for the future.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

Heinz Marketing

APRIL 14, 2022

These listen to us – “transmission” messages were neither what prospects or customers wanted to hear, nor what the sales folks and channels needed to sell. These listen to us – “transmission” messages were neither what prospects or customers wanted to hear, nor what the sales folks and channels needed to sell. More on that below.

B2B 111

B2B Cross-sell Education Strategize 111

Martech

JANUARY 26, 2024

Key decision-makers are founders, heads of sales or heads of marketing and C-level executives in the same fields. Generating revenue growth is the ultimate goal for any B2B founder. While many other metrics matter, revenue is what enables success. Do you know what drives revenue growth? Focusing deeply on the customers you serve.

B2B 121

B2B Customers Appointment Objectives and Key Results 121

Sales Hacker

JANUARY 4, 2023

Best practices for personalized outreach that’ll make selling fun. The post Get to the C-Suite Faster: How to Navigate Unpredictable Sales Cycles in 2023 appeared first on Sales Hacker. Mid-Market & Growth Expansion Sales at Drift. You’ll learn: How to take a multithreaded approach to consensus-driven sale cycles.

Sales 75

Sales Growth Sell 75

CloserIQ

AUGUST 5, 2019

When you’re selling to a mid- or lower-level buyer, it’s usually a multi-step process to get to the real decision-maker. But, if you sell directly to an executive, your sale can get closed faster – and better. . But selling to C-level buyers requires a different approach than with typical buyers. Do your research.

Sell 89

Sell Trust Territory Price 89

Sales Hacker

MAY 23, 2023

This makes selling to founders a bit more nuanced than other personas. But founders are the final decision-makers at their company — so working directly with founders is a great way to cut through the noise and sell directly to the person who will be signing the check. I’ll go over some ways to communicate and sell to founders.

Sell 94

Sell GTM Quota Up-sell 94

SaaStr

DECEMBER 5, 2023

You have to expand your focus on how you sell and make it strategic to the C-suite. When you get to the phase of wanting to sell to Enterprise, it often breaks down at Enterprise needs. Most founders want to expand their TAM. By going upmarket, you can land bigger deals with more opportunities to upsell and lower churn.

GTM 75

GTM Cross-sell Government Legal 75

Martech

NOVEMBER 30, 2021

Are you looking to increase upsell and cross-sell opportunities at key accounts to improve customer lifetime value? Do we have C-suite buy-in? Many B2B marketers find the C-suite is actively involved in ABM – so you’ll need senior executive buy-in before you get started. Have we identified our ABM goals?

Cross-sell 119

Cross-sell Territory B2B Technology 119

Martech

MARCH 12, 2024

For example, if you are in the business of selling expertise, like professional services, here’s a freebie: the answer is yes. This year marks the 20th anniversary of Facebook. For the last two decades, B2B marketers have tried to figure out how to use social media to reach buyers. Is it important? Can it impact our business? Is it strategic?

B2B 86

B2B Strategize Networking Promote 86

Sales Hacker

MARCH 31, 2023

Related: 7 ChatGPT Prompts for Selling to the C-Suite Related: How I Use Real-Time AI to Cut My Follow-Up Time by 67% and Accelerate Deals The post The Generative AI Landscape for Sales (April 2023) appeared first on Sales Hacker. Note: The available generative AI tools for sales are evolving insanely quickly.

Sales 90

Sales Launch Consult Follow-up 90

Miller Heiman Group

APRIL 16, 2019

But you lose the deal over an objection from a C-level executive. The needs of the C-suite buying influence are often quite different from other stakeholders; sellers need to tailor their messages to them accordingly. When selling to the C-suite, your solution needs to address long-term goals.

Technique 83

Technique Sell Objectives and Key Results Up-sell 83

Martech

DECEMBER 13, 2021

Does our C-suite support identity resolution initiatives? A Forrester study found that the majority of C-level executives overrate their marketing organization’s customer identity accuracy and persistence. An identity resolution platform may help connect these disparate systems to provide a more insightful view of customers.

Cross-sell 106

Cross-sell Government Legal Price 106

Martech

JULY 22, 2022

More broadly, however, truly understanding your customer and focusing on providing them with what they’re seeking for the duration of your relationship can pay dividends for the longer term, resulting in cross-sells, up-sells, repeat purchases and brand advocacy. The benefits of using CJO tools. Increased revenue.

Customers 94

Customers Cross-sell Service Education 94

Openview

FEBRUARY 13, 2018

When analysts asked how the company had been able to close such a mind-blowing volume of mega-deals, CEO Marc Benioff and President and COO Keith Block shared the secret to their success: they sell directly to CEOs. ” Over the years, Salesforce has developed and acquired a large suite of products. seven-figure plus transactions.

Sell 70

Sell Up-sell Follow-up Account management 70

Martech

OCTOBER 10, 2022

Dig deeper: Why B2B buyers now hate traditional B2B selling. Among C-suite respondents, updating the technology stack is the top priority (48%). More than 60% of B2B marketers say their martech stack is too complex, with one in five saying it’s “more complex than a black hole,” according to a new survey. More than 90% of U.K.

B2B 103

B2B Technology Technology Sell 103

Sales Hacker

JULY 3, 2020

We’ll look at each one, and identify how you can use it to successfully sell to multiple decision makers across departments. The company I work for primarily sells to marketing teams. Sellers are having to work harder, get more “yeses,” and get more company stakeholders on the same page about ” why you?” and ” why now ?” The Problem.

Cross-sell 120

Cross-sell Closing Service Conversion 120

Closing Bigger

JUNE 9, 2022

How do we sell to senior executives, CEO’s, COO’s and other business leaders? Selling to senior decision makers or the “C-Suite” requires that we truly understand how our solution can impact their business. Senior executives and business decision makers are results-orientated.

B2B 52

B2B Sell Government Advertising/ Marketing 52

Veloxy

AUGUST 17, 2022

Price: $49/month for Salesforce users, corporate plans available Automations: Non-selling activities, lead prioritization, lead capture Veloxy has several features to help you automate Salesforce, no matter how long you’ve been using the CRM platform. I love finding the latest and greatest Salesforce Automation tools on the AppExchange.

Appointment 147

Appointment Territory Cross-sell Contract 147

Understanding the Sales Force

NOVEMBER 10, 2023

The Example Salespeople (anyone, with any title, whose primary role is selling) don’t know about their own skill gaps and blind spots. The Analogy We heard the “Sound of Freedom” was a good movie and we loved it, but we were moved even more by the closing messages displayed on the screen. Contracts, agreements, and IP law?

Legal 85

Legal Sales Contract Outside Sales 85