The 5% Institute

JULY 1, 2020

Then just as you think you have the sale; you’re delivered the I need to speak to sales objection. In this article, you’ll learn how to handle the I need to speak to sales objection with ease, so that it doesn’t come up later in your future sales conversations. Remove The ‘I Need To Speak To’ Sales Objection.

Up-sell 98

Up-sell Presentation Technical Sales Clients 98

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. Given this, you must understand the role that each facet of the business plays in promoting that product, from marketing and sales to customer service. First, we’ve talked about this a lot at SaaStr: product-led or sales-led, which is right?

Go To Market 126

Go To Market Growth GTM Product 126

SaaStr

OCTOBER 30, 2021

We came up with a list of 30 companies that I felt had potential, and I wrote targeted emails to each of the founders. I sent cold emails and LinkedIn messages and ended up with nine interviews. I had also worked in customer service and e-commerce in the past and knew this market was prime for disruption.

Closing 113

Closing E-commerce Customers Quota 113

SBI

FEBRUARY 3, 2021

B2B [1] Enterprise [2] Not primarily meant for marketers Primarily meant for sales organizations [3] Are software solutions – not services Eliminating the apples-to-oranges comparisons Category Definitions We’ve also taken care to give the categories names that are easily understood. Be sure to follow me on LinkedIn to stay up-to-date.

Cross-sell 72

Cross-sell Objectives and Key Results Technical Sales CRM 72

Sales Hacker

MARCH 30, 2021

They’ve built a new process of guided selling, which Neil discusses during the show. If you missed episode 153, check it out here: Learning Drives Sales Effectiveness with Paul Fifield?. How Revenue Grid enables smarter selling. Guided selling and engagement. Scaling sales during the pandemic.

Sell 111

Sell CRM Appointment Up-sell 111

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. Sales Profile: SMB to Commercial. POC and POV.

Objectives and Key Results 101

Objectives and Key Results Technical Sales Engineering Sales 101

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. I was working for a company that chalked that up to charm and communication skills (of which, I had neither) but that’s not what I was seeing. I built strong relationships.

Sell 78

Sell Manufacturing Engineering Technical Sales 78

Hubspot

JULY 14, 2015

There were far too many things to sum up in one blog post, but we compiled some of their top tips for designing a great experience that, you know, converts people into leads and customers. 2) Don’t Sell It If You Can’t Solve It. We don't have a typical sales team, but this would be the most sales-like focus we have.

Conversion 78

Conversion Launch Education Campaign 78

Sales Hacker

SEPTEMBER 16, 2019

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity. Compensation.

Outside Sales 98

Outside Sales Inside sales Profit margin Sales 98

PandaDoc

APRIL 29, 2024

It is very important to understand the boundaries of Q2C, as it does not cover the entire scope of a typical sales funnel. Q2C starts exactly when a potential customer requests a quote for a product or service and ends when payment (full or partial) for said service or product is received.

Cross-sell 52

Cross-sell Contract Legal Negotiate 52

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? Why are B2B sales reps important?

Represent 49

Represent B2B Pipeline Technical Sales 49

Salesmate

OCTOBER 22, 2020

As a first-time sales rep, you need to develop your sales skill and follow proven sales strategies to make you better at selling. In this article, we would be looking at ten best selling tips for first-time sales reps. These tips would serve as a foundation to help you build a successful sales career.

Sell 59

Sell Sales Up-sell Follow-up 59

SaaStr

JUNE 27, 2019

Today, we have more than 17,000 customers, including 50% of the Fortune 100, and the 17,000 customers are broken up into what we would call about 2,000 enterprises and you see a lot of our current customers up there. When we were SMB focused in the early years, our sales cycles were quick. And 15,000 disruptors.

Cross-sell 95

Cross-sell Technology Technology Pitch 95

Closing Bigger

FEBRUARY 11, 2009

Do they have something proprietary or innovative that will allow me to build up a client base? Many organizations make grand claims about their latest invention but cannot back it up. Make sure there is something of substance that you can sell. Too many start-ups lack this infrastructure and back-office support.

Commission 52

Commission Technology Technology Sales 52

Closing Bigger

FEBRUARY 11, 2009

Do they have something proprietary or innovative that will allow me to build up a client base? Many organizations make grand claims about their latest invention but cannot back it up. Make sure there is something of substance that you can sell. Too many start-ups lack this infrastructure and back-office support.

Commission 40

Commission Technology Technology Sales 40

Veloxy

FEBRUARY 15, 2024

Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game. Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff.

Gaming 233

Gaming Sell GTM Technique 233

Sales Hacker

AUGUST 18, 2023

Share It seems like every second start-up founder and revenue leader I talk to these days is trying to move upmarket or ‘break into the enterprise’. On top of this, the sale cycle is longer, more bureaucracy and more legal scrutiny up there. Sales…SDR motion is also different and may end up be more “research intensive”.

GTM 89

GTM Up-sell Price Start-ups 89

SaaStr

AUGUST 28, 2020

Where can you pick up small wins? And it ended up that they were starting on having an ACV, or an annual contract value, and that’s where I first started to understand that type of repeatable business. And ended up reaching out to a gentleman that I knew and said, “Hey, is this really for real?”

Sales 82

Sales Start-ups Meeting Follow-up 82

Lead Fuze

AUGUST 5, 2021

From the best sales blogs to the online course (many free), it’s the place to see all of the best sales minds in the world — all in one place. One of the best resources on the internet for anyone who sells stuff. Sales Hacker accepts guest contributors as well as sponsored content from relevant folks. The Gist: .

Negotiate 98

Negotiate Sales Retail B2B 98