Xant

MAY 20, 2021

And we discovered we could do a lot of things on our own. The thing is, it’s not productive. But with the right kinds of automation, a reliable and compliant system, and with intelligence about your buyers’ behaviors, you can go beyond guessing at scale and start guiding your selling. They do their own research.

Sell 77

Sell Objectives and Key Results CRM Territory 77

Gong.io

JUNE 19, 2018

While building a sales process can seem complicated, we found it comes down to three things: Identifying the types of sales conversations that happen. While building a sales process can seem complicated, we found it comes down to three things: Identifying the types of sales conversations that happen.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Sales Hacker

MAY 23, 2019

But when you express those numbers as minutes in the day, they suddenly become a more visibly finite resource: Just 1,440 minutes in the day. Mistakes and setbacks abound when we don’t proactively manage the close of an important sale. Know how to work proactively with account mapping. Know when to spend your time on the sale.

Sales 67

Sales Follow-up Closing Territory 67

ConversionXL

JUNE 2, 2022

In this article, we’ll look at both disciplines, explaining what they are and when they’re best used. In this article, we’ll look at both disciplines, explaining what they are and when they’re best used. You’ll also learn how to approach ABM and lead generation to engage your ideal customer. The result?

Lead generation 94

Lead generation Strategize Campaign Profit margin 94

ConversionXL

JUNE 30, 2019

“Never interrupt your enemy when he is making a mistake.” When your competitors make mistakes, it makes winning so much easier. But what if it’s you who is making a mistake, while your competitors are off to the races? You won’t know until you figure out what your competitors are up to.

UX 126

UX X-functional A/B testing User Experience 126

Xant

MAY 20, 2021

And we discovered we could do a lot of things on our own. The thing is, it’s not productive. But with the right kinds of automation, a reliable and compliant system, and with intelligence about your buyers’ behaviors, you can go beyond guessing at scale and start guiding your selling. They do their own research.

Sell 52

Sell Objectives and Key Results CRM Territory 52

Sales Hacker

MAY 8, 2020

C-level insights(13:35). ? Leverage your executives (21:46). ? Pump up the deal size (31:15). ? Now, the biggest thing is going to be at the end — and it’s also something that I’ll leave you that you can download — which is what I call, How to Find and Close a Mega Deal in 12 Months When the Conditions are Right.

Consult 61

Consult Contract Closing Up-sell 61

Hubspot

OCTOBER 23, 2017

Here lies the proverbial fork in the road for you and your prospect. Either they’re a good fit for your product or service and you can move forward with the relationship, or it’s time to part ways. When to Disqualify. Why Disqualifying Isn’t a Bad Thing. Organization-Level Qualification. What Is BANT?

Sales 101

Sales X-functional Contact Prospecting 101

Hubspot

APRIL 1, 2019

An effective presentation tells a compelling story, highlights your value proposition, and aligns with your audience's needs and desires. The best sales reps know that when done right , sales presentations are a high-earning skill. Send your buyer the presentation deck before your call. When the Gong.io

Presentation 100

Presentation Technique Closing Sales 100

Gong.io

JUNE 19, 2018

While building a sales process can seem complicated, we found it comes down to three things: Identifying the types of sales conversations that happen. While building a sales process can seem complicated, we found it comes down to three things: Identifying the types of sales conversations that happen.

Process 48

Process Objectives and Key Results Cold Call Objection handling 48

ConversionXL

JUNE 8, 2017

Now, how are you doing with your personalization efforts? According to Clearhead’s Digital Optimization Benchmark Study : Similar to testing, we find that lack of technology isn’t the problem when it comes to personalization. The possibilities are virtually infinite but your time and budget are not. Image Source. Image Source.

A/B testing 97

A/B testing UX User Experience Cross-sell 97

Lead Fuze

JANUARY 1, 2022

The first thing we need to understand is what a sales cycle looks like and the different steps that it contains. Need Help Automating Your Sales Prospecting Process? The sales cycle is the journey a potential client embarks on that begins when they develop an interest in a product to when they make a purchase.

Commission 52

Commission Sales Cross-sell Pipeline 52

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Trisha Price. You can see the full video here , and read the podcast transcript below.

Price 60

Price Retail X-functional Healthcare 60

ConversionXL

FEBRUARY 18, 2016

As an optimizer, it’s your responsibility to understand the implementation and analysis of digital analytics. If you put in the work to understand the verbs and the nouns, Google Tag Manager will make your life much easier. Your business is likely to have less technology problem costs.

GTM 86

GTM A/B testing Objectives and Key Results Start-ups 86

Hubspot

JUNE 18, 2012

With over 2 billion searches a day, your customers are probably "Googling" something for which you want to show up. So in tandem with your SEO efforts , why not utilize the power of paid search to help drive more traffic to your website, and turn those Googlers into new leads and customers? But fear no more!

Campaign 76

Campaign CTR Networking Click Through Rate 76

Veloxy

OCTOBER 29, 2021

If you’re looking to increase the adoption of AI into your business, you can read all about it in our post, Getting Your Organization AI Ready. As you and I both know, there are thousands of professions that require a human touch. Sales is near the the top of that list. Does it really play a vital role in sales?

Non-Profits 223

Non-Profits Sales CRM Pipeline 223

ConversionXL

AUGUST 5, 2021

The purpose of app automation is to provide cohesiveness across your workflows. For example, when someone fills out a form on our landing page, those details are immediately passed to an email marketing platform and CRM. Otherwise, you’ll end up with automations that lack cohesiveness and are prone to error.

CRM 143

CRM Contact Consult X-functional 143

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. I’ve pulled together the top 97 books from a range of sales disciplines to give you the information you need to stay relevant, lead conversations, understand the trends — and of course, improve your game. Have been recommended by sales professionals.

Sales 141

Sales Objectives and Key Results Technique Non-Profits 141

ConversionXL

MAY 27, 2022

But when executed right, it pays dividends. Here’s an example of how engaging a lead traditionally worked: You give them 20% of your value up front (e.g., hoping to scoop up that small percentage of your audience who is ready to buy. hoping to scoop up that small percentage of your audience who is ready to buy.

B2B 124

B2B Cold Call Objectives and Key Results Launch 124

PandaDoc

SEPTEMBER 28, 2022

A wide variety of possible price negotiation strategies exist but all of them have a common baseline. Customers often try to haggle at the last minute when it’s really too late to back out of previous agreements. Expect to be much more efficient at the following: How do I negotiate the price politely?

Negotiate 98

Negotiate Price Gaming Contract 98

SaaStr

JUNE 10, 2021

Transcript: Announcer: In today’s SaaStr insider episode, Marten Mickos, CEO at HackerOne shows the innovative approach of packaging customer value, and how your business can use their model to build elegant and powerful customer offerings. Software is just one thing of all the value you need to deliver to a customer.

Customers 56

Customers Price Contract Objectives and Key Results 56

Sales Hacker

SEPTEMBER 8, 2021

The clock starts ticking as soon as a lead engages with one of your marketing campaigns. If you wait longer than five minutes to respond after engagement, your conversion rate could potentially plummet by 80%. Looking to better connect your marketing and sales funnel? Timing is everything. If you want to know how… Read on.

SQL 84

SQL Follow-up Campaign GTM 84

ConversionXL

JANUARY 9, 2019

And how do you know if your team—or the one you’ve hired—is focusing on the most important things ? Hold your current vendor accountable. That incremental approach makes it easier to isolate the impact of individual changes and avoid the risk of a total redesign. But what does that process look like? Low traffic.

UX 131

UX Process User Experience Technique 131

SaaStr

MAY 15, 2020

and before that was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. When should one hire their first CS rep? When should one hire their first CS rep? Before Tidelift, Bridget was VP of Sales @ Logz.io Prior to SumoLogic, Bridget was VP of Sales @ YesWare where she increased MRR per rep by 450%.

Trust 78

Trust Start-ups Customers Up-sell 78

PandaDoc

APRIL 25, 2023

One of the most important factors in business is building long-term relationships with your customers. When you have loyal customers, you’re likely to have lower customer acquisition costs (CACs), better sales figures, and higher customer lifetime values (CLVs). How does CRM software help sales? These can include: 1.

CRM 52

CRM Pipeline Sales Appointment 52

SaaStr

JULY 30, 2020

When is the right time to hire their first sales reps? What are the most common mistakes founders make when hiring their first reps? Alongside Atrium, Pete is also the Founder of Modern Sales Pros, a community of 15,000 focused on sales operations and sales management. Why do founders have to sell the product themselves at the start?

Cross-sell 81

Cross-sell Up-sell Start-ups Sell 81

Martech

APRIL 22, 2022

There are at least three huge mutual benefits to performing a comprehensive data-driven SEO analysis of a new client’s website. First, your digital agency shows off its personalized, professional approach to every client by demonstrating that you avoid standardized templates. In this case, the U.S.

Clients 103

Clients Trust Niche User Experience 103

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Let’s flip the script: Your intellect, emotion, instinct, and empathy as a woman are what make you both a valuable human and invaluable company asset. Celebrate taking time off to be with your family, kids, pets, friends, or alone with your thoughts.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Gong.io

FEBRUARY 9, 2019

When your buyer answers your call, you have 5 seconds to earn 5 minutes. The longer the call, the greater your odds of getting the meeting: Your job isn’t JUST to get your prospect’s attention – it’s to hold it. Every sentence you utter should get the buyer to listen to your next sentence.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133

ConversionXL

JULY 9, 2015

For many SaaS and cloud service providers, 100% of customers sign up for a free trial as part of the sales process — yet one study suggested that even the best-in-class of SaaS marketers were losing a staggering 75% of those who signed up for a free trial before they entered their credit card details. How the signup funnel works.

A/B testing 108

A/B testing Follow-up Referrals Conversion 108

Sales Hacker

MARCH 27, 2020

When to use one? The three types of customers (08:56). ? When do you use a sales presentation? (12:25). The three distinct stages of sales deck (14:22). ? Now, when I say major, I mean major. We spent dozens of hours coming up with the perfect strategy. What You’ll Learn. Why use sales presentations?

Presentation 73

Presentation Entertainment Sales Pitch 73

ConversionXL

JULY 3, 2019

Why do blog posts and email marketing tools continue to prioritize surface-level testing, like subject lines (i.e. Knowing that the average click rate in the computers and electronics industry is 1.98% is not going to help you optimize your email marketing strategy, even if you’re in that industry. To nurture leads to customers.

Objectives and Key Results 121

Objectives and Key Results A/B testing Construction Campaign 121

Sales Hacker

AUGUST 1, 2018

At one time, if you were starting a new business, your first call was to the phone company. billion customers will be hooked up via VoIP. Top-quality telecommunications companies have stepped up to help businesses with the services they need. Let’s help you narrow down your options: Assessing Your Telephony Needs.

Price 49

Price CRM Networking Service 49

ConversionXL

APRIL 3, 2018

The 2018 edition of CXL Live brought together 400 practitioners from 22 countries and everyone was “locked in” at a beautiful resort for a full three days. The most important single thing is to focus obsessively on the customer” – Jeff Bezos. Julian Gaviria (@juliangav) March 30, 2018. We will be back! And we’re off!

A/B testing 106

A/B testing Objectives and Key Results Growth X-functional 106

SaaStr

DECEMBER 13, 2019

290: Yousuf Khan is a serial CIO, start-up and VC advisor. How does Yousuf advise CEOs approach CIOs when it comes to discounting? How does Yousuf advise founders approach CIOs when it comes to multi-year deals? Does the mindset of the CIO change when the deal is paid upfront? Loving our podcast content? Harry Stebbings.

Up-sell 64

Up-sell Represent Finance Technology 64

Hubspot

JUNE 19, 2019

A good calendar plugin is necessary for any company -- the more events and appointments your business requires, the more likely it is that you need a visual way to lay them out to avoid confusion. The best calendar plugins in 2019 do several things: Display your availability for client bookings or events.

Price 71

Price Appointment Clients Meeting 71

Sales Hacker

AUGUST 19, 2019

You can quit and move on… give it your all and try to get better at sales… or transition out of sales and accept a different role with your employer. If you’re good at engaging with people, it’s worth investing in your own skills to see if you can level up and start hitting (or crushing) your quota.

Quota 80

Quota Objectives and Key Results Sales Follow-up 80