SBI

FEBRUARY 3, 2021

For one, we no longer have a Sales Enablement category. It’s been great to see new solutions come to market specifically aimed at Presales – often called Technical Sales or Sales Engineers. 3] Marketers may pay for the solution, but Sales will be the primary user. [4] That role is Presales.

Cross-sell 72

Cross-sell Objectives and Key Results Technical Sales CRM 72

Sales Hacker

MARCH 30, 2021

The power of your network is now more important than ever before – knowing innovative people who can deal with a very technical sale in a very technical environment, is really important. My goal was to always keep it simple and then compensate the sales reps quickly. It’s a bad place to be.

Sell 113

Sell CRM Appointment Up-sell 113

Sales Hacker

SEPTEMBER 16, 2019

If you trust the salesperson , you’ll probably trust their recommendation to buy the product. This is where outside sales shines. Outside sales, meanwhile, tackles big customers where ACV is higher. This, plus the cost of travel, results in a very high CAC for outside sales relative to inside sales.

Outside Sales 97

Outside Sales Inside sales Profit margin Sales 97

Outreach

APRIL 5, 2019

A B2B sales representative is a professional who seeks and builds relationships with corporate decision makers to sell a product or service. Most B2B sales reps use sales calling, email, video conferencing, and social media messaging to encourage prospects to discover the value of their solution.

Represent 49

Represent B2B Pipeline Technical Sales 49

SalesBlog!

DECEMBER 9, 2021

Selling to them is based upon credibility and trust. Who would have an easier time building credibility and trust… a new fresh from college sales person or established professional consultant? They are also writing technical sales books and becoming experts and mentors (credibility) in their fields.

Sales 52

Sales Technical Sales Trust Technology 52

SaaStr

OCTOBER 30, 2021

You cannot hack your way to 7,000 customers and you need to make sure everything you do revolves around a process that you trust. Many of the points above are all part of the machine. To build the machine, there are a few key components you will need.

Closing 116

Closing E-commerce Customers Quota 116

Salesmate

OCTOBER 22, 2020

Inbound sales is a personalized sales methodology where salespeople focus on each prospect’s pain points. Instead of trying to close the deal as quickly as possible, they act as trusted consultants. In this sales strategy, the salesperson helps guide the prospect through each stage of the buyer’s journey.

Sell 59

Sell Sales Up-sell Follow-up 59

Gong.io

OCTOBER 27, 2021

Why it matters : You want to generate trust and respect from the word go. When new tools are implemented, they’re often maintained by technical team members , such as a Salesforce administrator. That keeps administrative tasks out of the hands of your sales reps, who would rather be selling anyway.

Quota 62

Quota Pipeline Sales Contract 62

SaaStr

JUNE 27, 2019

Your sales organization may go from being primarily hub based or inside sales based to having more of a field presence as we did. We also invested around those field account executives, more technical sales, pre-sales and eventually, customer success and post sales. So that changed a lot.

Cross-sell 96

Cross-sell Technology Technology Pitch 96

Sales Hacker

AUGUST 18, 2023

Alon Waks , former VP Market @ Kustomer @ Bizzabo now fractional CMO They will likely need investments in a surrounding sales ecosystem – technical sales, services scoping, POC/pilot expectations are massively different at that deal size. The sales motions are different. The buying cycles are different.

GTM 88

GTM Up-sell Price Start-ups 88

SaaStr

AUGUST 28, 2020

” Or, “I don’t trust that data.” ” Data as defense I think is one of the early signs that I’ve found in companies where people just don’t trust the numbers, and they want to align around facts, but really it’s around feelings. Or, “Where did you get your data?”

Sales 86

Sales Start-ups Meeting Follow-up 86