Search Engine Land

SEPTEMBER 14, 2023

No matter what you sell, you probably have customers who: Truly care about your company, products or services and content. Find your products valuable and also see your business as an extension of themselves. But most businesses stop long before those efforts could truly realize their potential. Sounds great, doesn’t it?

Niche 137

Niche Intrinsic Campaign B2B 137

Salesmate

DECEMBER 1, 2020

All she could hear was self-centric sales pitches. Prospects tend to avoid salespeople who talk at length about their company and product. So sales reps need to stop being salesy and start thinking about the clients. So sales reps need to stop being salesy and start thinking about the clients. Salesy meaning.

Trust 112

Trust Referrals Prospecting Clients 112

Veloxy

FEBRUARY 13, 2023

Five examples of close ended sales questions Have you used a similar [product/service] before? Are you interested in purchasing this [product/service] in the near future? On a scale of 1 to 10, how likely are you to recommend this [product/service] to a friend? Gone are the days of selling one to one.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

A Sales Guy

NOVEMBER 19, 2018

It’s time we change the way we sell. The old, tired, product-centric, sales techniques and methods have had their time. They are tired of the seller’s company-centric pitch that talks about how long they’ve been on the Inc. We’ve lost sight of the fact that we still have to sell.

Sell 135

Sell Cold Call Commission Pitch 135

SaaStr

DECEMBER 7, 2020

” The last thing I want, as a web-centric small customer/user, is some sales rep selling me on some product I just want to try for 20 minutes and see if it works for me. If you continue to sell to the 15% of the world that is like you, you may decelerate on the way to $10m+ ARR. You can always stop later.

Contact 144

Contact Price Up-sell Service 144

A Sales Guy

APRIL 24, 2019

Too Product-Centric. Too much reliance on selling tools. But rather, a productive opportunity to develop and support their salespeople. Let’s elevate our coaching games and stop treating each other like cogs in a wheel, but rather like the valuable assets we are. Lack of Coaching. . Not enough humility.

Angle 124

Angle Quota Gaming Sales 124

A Sales Guy

JULY 30, 2019

Too Product-Centric and Not Problem Centric. Too much reliance on selling tools. They think selling is about them. They think selling is about their product. They think selling is about competition. They think selling is about quota. Gap Selling Truth Bomb #2. Lack of Coaching.

Sports 85

Sports Gaming Pitch Commission 85

Lead Fuze

NOVEMBER 30, 2021

7 Steps to Building Stronger Sales Relationships with Human Centric Approach of Problem Solving. Traditional selling doesn†t work anymore. It†s all about building strong relationships and showing how your product will make the customer†s life better. What is human centric approach in problem solving?

Trust 52

Trust Angle Sales Price 52

Sales Hacker

FEBRUARY 1, 2022

What buyer-centric revenue really means. The vision for buyer-centric revenue [15:38]. We’re also brought to you by Vidyard — the best way to sell in a virtual world, whether you need to connect with more leads, qualify more opportunities, or close more deals. The vision for buyer-centric revenue [15:38].

Commission 90

Commission Quota Assembly Line Sales 90

Martech

JUNE 23, 2022

The whole premise of agile marketing is exactly that: To be agile in our delivery of marketing assets, campaigns, educational content and product launches. It talks about the “4Ps” — product, price, promotion and place — instead of focusing on the customer, their needs, and the fantastic way we are going to solve them.

Process 92

Process Launch Education Promote 92

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Breakthrough moments and experiences can be done through: Product-led growth (PLG).

B2B 106

B2B GTM Cross-sell High impact 106

Martech

MARCH 15, 2022

It streamlines the increasingly complex processes of buying and selling digital advertisements and enables brands to make the best use of their budget, maximizing their ROI. By automating the process of selling ads, SSPs increase the functional efficiency of the process in two ways. Demand-side platforms.

Technology 115

Technology Technology E-commerce Campaign 115

Salesforce

DECEMBER 12, 2023

When you’re customer-obsessed, you build your products, pricing structure, payment options — your entire organization — around your customer. Don’t stop there, though — communicate directly with potential and current customers. They also follow up on feedback and follow through with related solutions. ” 4.

Teamwork 59

Teamwork Customers Cross-sell Strategic planning 59

ConversionXL

AUGUST 12, 2020

Then, you turn up to people’s desks like an unwelcome door-to-door salesperson, trying to convince them of the virtues of customer-centricity. Enabling our teams to hear directly from the customer, to gain insights on how our product is impacting their work and life, is the key to aligning the teams. So how can data help you?

Customers 74

Customers Cross-sell Objectives and Key Results UX 74

Salesforce

AUGUST 15, 2023

Now the moment has finally come for the sales reps to go out and sell. Maximize sales opportunities with efficient territory management Learn how map-centric territory management, powered by real-time customer and rep data, can help you stay on top of your sales opportunities. But not all territory management is created equal.

Territory 52

Territory Healthcare Quota Pipeline 52

Partners in Excellence

OCTOBER 19, 2020

Several things struck me: The approach for most of these, regardless of how politely the suppliers phrase them, tends to be: “Here are the things we do to the customer… ” They focused on our selling activities and less on the customer buying process. Many methodologies actually only address a subset of the selling process.

Objection handling 103

Objection handling Sales Retail Up-sell 103

Highspot

SEPTEMBER 28, 2023

The Sandler Sales Training Method, or Sandler Selling System, offers a consultative way to build strong customer connections and demonstrate tangible value. Traditional Sales Traditional sales involves cold-calling a prospect and diving straight into a product-centric sales pitch. What is the Sandler Sales Method?

Repeat business 52

Repeat business Consult Contract Relationship building 52

A Sales Guy

JUNE 24, 2017

Our incessant compunction to talk about ourselves, our products and our accolades is crushing our ability to connect with our prospects and deliver valuable customer-centric information. We need to stop thinking about ourselves and our needs when selling. Ego is a silent killer of sales and marketing teams.

Sales 108

Sales Prospecting Presentation Customers 108

Salesforce

DECEMBER 7, 2022

It takes practice to craft stories that sell a vision to potential customers. We use personas and storytelling to help potential customers understand the products we sell and how they might serve as solutions. Personas are crucial to just about any role—sales, marketing, product, design, and more. Get into storytelling.

Customers 98

Customers UX Represent Cross-sell 98

Hubspot

SEPTEMBER 6, 2023

They started looking for software that would help manage the client side of the business, but the product they were looking for didn’t exist. The original product is now part of a comprehensive project management platform. But, that OG product still exists today as Teamwork.com (formally known as "Teamwork Projects").

Teamwork 79

Teamwork Up-sell Sales Pipeline 79

Sales Hacker

DECEMBER 30, 2020

Meanwhile, 64% of sales leaders who doubled down on remote selling reported meeting and/or exceeding their revenue targets in 2020. We’re all sick of hearing it, but COVID-19 did change the way consumers purchased products this year. READ THIS: Selling From Home? 40% of businesses did not meet revenue targets in 2020.

CRM 125

CRM B2B Referrals Sales 125

Sales Pop!

OCTOBER 27, 2021

Flogging products is disgusting pretty well sums up how I feel about salespeople who try to push the wares of their organization down my throat when I’m looking to get my needs satisfied. The flogging process is a one-way street where the sales person’s sole objective is to sell the product or service inventory they’ve got.

Product 95

Product Relationship building Launch Strategize 95

Gong.io

JULY 25, 2022

It sounds nice, but that doesn’t really solve our dilemma as salespeople because, obviously, it’s our job to sell to people. So, this leaves a pretty big question on the table: How can we sell to a prospect without them feeling like they’re being sold to? “People love to buy, but hate to be sold to.”. Upfront contract. Fulfillment.

Consult 117

Consult Pitch Up-sell Follow-up 117

Miller Heiman Group

DECEMBER 2, 2019

While sellers focus on the first two phases of the customer journey, awareness and purchase, they stop short of the implementation phase—the phase that matters most to their buyers—and the phase where customer success takes over. That means sellers who stop focusing on their buyers after the sale risk losing significant income.

Customers 70

Customers Cross-sell Sales Contact 70

Sales Hacker

JULY 19, 2022

When we launched a new product in September 2020, our go-to-market team was determined to do so in a data-driven, highly iterative manner. By every conversational intelligence measure, I shouldn’t have been selling anything : I was talking too much (I speak for over 60% of the talk time). What we learned came as a big surprise.

Education 91

Education Pipeline Follow-up Clients 91

Hubspot

MAY 12, 2020

If you work for a brand that is used to a strategy heavily geared toward push marketing , this is the time to start being more human than product-centric. If you work for a company that sells yoga pants, your marketing may not need to change as much as a restaurant or an airline. Stop being spammy.

Healthcare 96

Healthcare Entertainment Campaign Start-ups 96

ConversionXL

JANUARY 18, 2022

You’d think that no one could recreate a product so sophisticated and advanced as space rockets, right? With enough resources, products can always be copied. It’s tough to compete on product alone and you’re likely to see diminishing returns. Here we see the relationship between brand marketing and product marketing.

Non-Profits 109

Non-Profits Follow-up Education Trust 109

ConversionXL

JULY 16, 2021

A solid messaging strategy ensures you grab your target audience’s attention and build interest in what you’re selling. Gumroad , a software that allows content creators to easily sell digital products, gets straight to the point with their unique selling proposition (USP) : They state exactly who their target audience is: creators.

Niche 127

Niche User Experience Launch Transportation 127

Heinz Marketing

MARCH 7, 2022

The four pillars of selling: curiosity, connection, understanding and generosity. Sales author, speaker, influencer, super knowledgeable guy, recently published this book Sell Without Selling Out: A Guide to Success on Your Own Terms. Spotify , iTunes , Blubrry , Google Play , iHeartRADIO , Stitcher and now on Amazon music.

Pipeline 103

Pipeline Sales Up-sell B2B 103

Salesmate

JUNE 2, 2020

Well, according to most of the buyers, some sales reps don’t listen to others are self-centric as well as manipulative. Well, think about your approach while selling over the phone. Or straight away get to your product and waste your breath on bragging? Try shifting your focus from your product to the prospect’s problems.

Sell 119

Sell Up-sell CRM Prospecting 119

Gong.io

AUGUST 10, 2022

Being a pushy salesperson who only focuses on their product’s features and benefits won’t get you very far in today’s market. A product-focused, target-oriented mindset may have worked 30 years ago, but today’s buyers are much better informed and far less willing to put up with an unsatisfactory sales experience. .

Consult 62

Consult Sell Cold Call Up-sell 62

Hubspot

NOVEMBER 9, 2020

This kind of selling may have worked in the 1980s, when David Mamet penned the play the movie is based on, but fast-forward to today and things are very different. To effectively sell, modern salespeople need to follow a totally different mantra: Always Be Helping. Your job, of course, is still to sell. Not necessarily.

Closing 100

Closing Education Angle Quota 100

Hubspot

JUNE 9, 2023

If you have previous, people-centric job experience, you can leverage your prior roles to make your way into sales. Find companies with great products and training programs. To perform optimally in your sales role, you need to love what you sell. Look for a company with a product you believe in and want to represent.

Objectives and Key Results 77

Objectives and Key Results Networking Represent Sales 77

A Sales Guy

AUGUST 12, 2013

Nothing happened to the good sales people, and everything happened with the selling environment. The selling environment has and is changing yet the participants, the sales people themselves have not. Sales people have been awful, I mean straight up terrible at adopting social media and social selling. Social selling matters.

Quota 128

Quota Consult Sales Pitch 128

Hubspot

NOVEMBER 24, 2020

For example, when a prospect visits your website, why would they want to stick around to learn about your products or what your brand stands for if they don’t feel valued, understood, and heard? For example, when they visit your website, engage with your social posts, click on your ads, purchase your product or service, or provide feedback.

Customers 101

Customers User Experience Trust UX 101

ConversionXL

AUGUST 10, 2021

90% of Instagram users follow at least one business account and 83% of people discover new products through their Instagram feed. Spending $10-$25 to acquire 1,000 followers sounds good, but the benefits stop at perceived value. 7 principles to effectively grow your Instagram following. SaaS company BigCommerce does this well.

Niche 152

Niche Follow-up Intrinsic Cross-sell 152

Miller Heiman Group

NOVEMBER 4, 2019

Most sales managers arrived in their position because they’re outstanding at selling or at managerial skills like developing market share or driving revenue. Many sales managers harbor the misconception that sales coaching takes too much time away from selling. Listen to the Podcast. Why Sales Management Coaching Matters. Listen Now.

Construction 58

Construction Strategize Sell Market share 58