Sales Hacker

FEBRUARY 16, 2023

The probability of selling to a new prospect is <20% , while selling to an existing customer boosts your chances up to 70%. This LIVE event will give sales and sales ops leaders the land and expand tactics they need to cross-sell, up-sell and win their way out of a down market.

Cross-sell 68

Cross-sell Up-sell Sell Technique 68

Sales Hacker

AUGUST 24, 2023

38:00) Operational excellence will set your team up for success every time Quotes Demand efficiency as a definition, is the evaluation of all of the different micro surfaces and growth levers throughout the buyers journey and how they all stack up together. (38:00)

GTM 52

GTM Start-ups Up-sell Sell 52

Sales Hacker

AUGUST 22, 2023

38:00) Operational excellence will set your team up for success every time Quotes Demand efficiency as a definition, is the evaluation of all of the different micro surfaces and growth levers throughout the buyers journey and how they all stack up together. (38:00)

GTM 52

GTM Start-ups Up-sell Sell 52

Force Management

NOVEMBER 4, 2020

Remote selling, buying, prospecting and training is here to stay. Even as lockdowns and restrictions loosen, B2B buyers continue to embrace, but also seem to prefer, remote interactions over face-to face meetings. That’s according to new research just published by McKinsey. At Force, we’ve found similar trends.

Up-sell 154

Up-sell Sell Strategize B2B 154

Sales Hacker

JANUARY 13, 2022

The post The No BS, Straight Up, Super Amazing, Starting from Zero Social Selling Workshop appeared first on Sales Hacker. Whether you’re starting from scratch or want to refresh your personal brand for the new year, you’ll learn the best ways to make connections online and create content people want to see.

Start-ups 75

Start-ups Up-sell Sell Sales 75

A Sales Guy

AUGUST 31, 2015

As if you didn’t already know, social selling makes a difference in sales. If social selling works, you don’t want to miss this killer social selling event. Register here: Social Selling Summit 2015. If you’re using social only for prospecting, you’re only getting half the value.

Up-sell 116

Up-sell Gaming Sell Quota 116

Score More Sales

MARCH 21, 2014

For whatever reason, you don’t follow-up like you should. You want to follow-up, but some time elapses, and then in the back of your mind you fear that it won’t be a positive interaction so you get busy and forget. We were not crazy about it and ended up modifying the final project we paid them to do. Time passes.

Follow-up 106

Follow-up Up-sell Sell Inside sales 106

Partners in Excellence

JUNE 6, 2018

A friend forwarded me an article entitled, “Giving People More Time To Sell Is BS.” I call that TIme Available For Selling, (TAFS—just what we need, another acronym.). Our ideal is they spend 100% of their time engaged with customers, selling. ” Intrigued, I clicked on the link.

Up-sell 52

Up-sell Sell CRM Cold Call 52

A Sales Guy

AUGUST 31, 2015

As if you didn’t already know, social selling makes a difference in sales. If social selling works, then you don’t want to miss this killer social selling event. Register here: Social Selling Summit 2015. If you’re using social only for prospecting, you’re only getting half the value.

Up-sell 62

Up-sell Gaming Sell Quota 62

Engage Selling

OCTOBER 15, 2012

Refine Align Implement Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis cross-selling Engage Selling Solutions Lead Up! Sales Coaching optimizing sales referrals The Sales Leader up-selling' This three step process can help you assure that long relationship with them.

Cross-sell 48

Cross-sell Up-sell Sell Referrals 48

The Sales Hunter

MAY 25, 2017

A few months back, I had a specific problem in my business and I needed help. I began searching on the Internet and talking to others I knew about who might be the right person to hire. Over the course of a few days, I visited a number of websites and downloaded information from several of them. […].

Follow-up 57

Follow-up Speed Sell Up-sell Sell 57

Understanding the Sales Force

DECEMBER 5, 2016

You wouldn't think that a show like the Nutcracker would correlate to selling, but it does. As a matter of fact, if you read a little further, you'll see that the Nutcracker is very much like selling to a major account!

Up-sell 83

Up-sell Sell Process Sales 83

Understanding the Sales Force

APRIL 4, 2017

Image Copyright BrianAJackson. Over the years I've debunked a number of articles that cited nothing but junk science. The authors often relied on observation, anecdotal evidence and personal opinion while proclaiming traits, competencies, skills and differentiators between top salespeople and everyone else.

Up-sell 124

Up-sell Sell Sales 124

The Sales Hunter

MAY 17, 2016

Too many times we get bogged down with the customer. Sure, the reasons can be many, but it doesn’t matter. Anytime things bog down, it eats into your time and your earnings. Below are 5 things we can do right now to accelerate the process: Skip the presentation and ask more questions. Don’t focus […].

Up-sell 72

Up-sell Process Sell Presentation 72

The Sales Hunter

FEBRUARY 21, 2016

You could be if you aren’t taking opportunities to up sell by suggesting and encouraging add ons to what the customer is already buying. Are you missing out on what could be easy profit? Sometimes, add ons are super easy and the customer will almost alway say yes, but only if you ask! Make it a […].

Up-sell 60

Up-sell Drivers/motivators Sell Sales 60

SalesLoft

OCTOBER 6, 2016

On to Day 3 of Dreamforce 2016 , we’re jam-packing the day with sessions, joining sales leaders from across the country to share tips and best practices around modern selling. Where sales is focused on selling (naturally), sales ops is focused solely on analyzing data, analytics and the entire sales process. ” -Sean Kester.

Up-sell 52

Up-sell Sell Cross-sell Sales 52

Sales Gravy

APRIL 24, 2013

If you discover that certain existing customers’ growth potential is low relative to the amount of time and energy you need to invest to maintain them, then they’re probably not the best up-sell or cross-sell candidates. If, on the other hand, you

Cross-sell 40

Cross-sell Up-sell Sell Growth 40

Engage Selling

OCTOBER 15, 2012

The importance of nurturing current clients is of utmost importance. This three step process can help you assure that long relationship with them. The importance of nurturing current clients is of utmost importance. This three step process can help you assure that long relationship with them. Refine Align Implement

Cross-sell 48

Cross-sell Up-sell Sell Customers 48

Partners in Excellence

JULY 17, 2024

It’s useful to pause to reflect on the reality that selling is a job that is 100% reliant on the support of others. Perhaps it’s trite, but selling is the ultimate team sport. We count on the systems and infrastructure that enables all that to synchronize in a way that allows us to sell, retain, expand, grow.

Sports 132

Sports Sell Legal Contract 132

Sales Gravy

APRIL 2, 2020

It seems counter-intuitive that people are still picking up the phone during the coronavirus shutdown but, they still are. It seems counter-intuitive that people are still picking up the phone during the coronavirus shutdown but, they still are.

Up-sell 52

Up-sell Sell Prospecting Customers 52

Partners in Excellence

JULY 5, 2024

We leverage tools, techniques, technologies that are supposed to make us more efficient and to free up time. I wrote about the challenge high performers face in “The Conundrum Of Freeing Up Time, Part 1.” But the challenge is, what are we doing with the time we are freeing up? But we still struggle.

GTM 129

GTM Legal Up-sell Technique 129

Sales Gravy

SEPTEMBER 6, 2011

The up sell is one of the easiest and most important parts of your presentation to script out. So many sales reps (like 80% of them), ad lib the up sell (whenever they think about it at all), and because of that they aren&apos;t very convincing nor are th

Up-sell 40

Up-sell Sell Presentation Sales 40

Partners in Excellence

MARCH 25, 2024

With Keenan and his team, selling success is all about the customer, not what we sell. Keenan sums it up well! “When you look at selling, good selling, it’s all about helping teaching and solving problems. So sales lines up nicely with who I am and what I like to do on a regular basis.”

Sell 128

Sell Up-sell Consult Drivers/motivators 128

SBI

APRIL 22, 2015

So we recognize firsthand the challenges of selling complex solutions through indirect channels. So the challenge that marketing and sales teams face when selling through indirect channels is effectively arming reps with compelling content that positions their products correctly against competitors and in a way that is focused on buyer needs.

Up-sell 55

Up-sell Manufacturing Sell Closing 55

Engage Selling

MAY 30, 2013

Here is a new interview with me and Lattice Engines on the power of referrals and cross selling. . Lattice is revolutionizing sales and marketing by harnessing BIG DATA to develop the most informed sales professionals who can engage the most receptive customers in the most compelling ways. Check them out after you read the interview.

Cross-sell 60

Cross-sell Referrals Up-sell Sell 60

SBI

JUNE 10, 2015

Brian: We use technology to help sales and service organizations educate and empower their employees so they can sell more and start selling sooner. Brian: Part of selling is connecting with your customers and matching their needs to your products or services. Matching needs isn’t easy. Brian: Two things come to mind.

Up-sell 47

Up-sell Sell Closing CRM 47

SBI

MARCH 18, 2015

The weekly sales forecasting process is the heartbeat of a sales teams’ activities, and intended to be a roadmap for the selling period. It currently takes legions of spreadsheets and armies of analysts in sales operations to roll up a sales forecast which ends up being immediately out of date.

Up-sell 50

Up-sell Closing Sell Pipeline 50

SBI

JUNE 4, 2014

It’s important to focus on changing the current approach to reinforcing selling skills and new product knowledge. Duncan: As mobile technology continues to evolve, it’s exciting to see organizations incorporating mobile selling solutions to bolster the strengths of their sales teams. As their manager, do you know what they know?

Up-sell 55

Up-sell Closing Sell Pharmaceutical 55

SaaStr

JUNE 17, 2024

It depends who is selling and who is buying. Founders were almost always selling. But even in the Old Days, the hottest of start-ups made up the terms. It’s their money, and you are the one selling. Dear SaaStr: Who Drafts the Term Sheet, The Entrepreneurs or the VC? Well, almost always.

Legal 106

Legal Finance Up-sell Start-ups 106

SBI

APRIL 15, 2014

All to help them sell more, faster. If I lined up 10 sales leaders right now, four of them would take the challenge of wanting to know the truth in how their sales reps manager their business and use that data to improve. Those six typically end up looking for a new job in 12-18 months.

Up-sell 51

Up-sell Closing Sell Pipeline 51

SBI

DECEMBER 16, 2014

In essence, we’re bringing science to the art of selling. Meaningful data can help improve and change how you sell and how you refine products and services. New technologies open up interesting applications and use cases that weren’t possible before. are back-office tracking and reporting solutions.

Up-sell 52

Up-sell Sell Closing Commission 52

SBI

JULY 29, 2014

Darren: Perenso has created a cloud based Field Sales Solution that helps companies with reps on the road sell more products whilst saving them money. Executive Interviews Sales Tools/Product Reviews Field Sales Field Sales Solutions iPad Sales Apps Mobile Sales mobile selling Perenso'

Up-sell 54

Up-sell Closing Sell User Experience 54

Partners in Excellence

MARCH 2, 2024

Since Tekelec, he has been involved in a number of technology start-ups, has developed a specialized fund, providing seed capital to some start-ups. My friend, Dave Brock challenged me to explore, “why I’m obsessed with selling.’ This does not reflect my conviction and passion for selling, not one bit.

Sell 119

Sell Negotiate Relationship building Up-sell 119

Martech

JULY 19, 2024

It is often easier to sell something when no one has it but many people need it. The bad news is that growth in a mature market becomes more focused on a few strategies, including cross-sell, upsell and competitive displacement. When you change the apps at the center of the stack, you end up making changes throughout the stack.

Cross-sell 96

Cross-sell Growth CRM Up-sell 96

Partners in Excellence

JULY 12, 2024

I was listening to a webcast recently and the “new” concept of “Relationship” selling came up. It’s fascinating that after more than a decade of mechanizing our engagement strategies, we are now discovering that, ultimately, selling is all about people working with people. Fast forward to today.

Sell 116

Sell Assembly Line Trust Up-sell 116

Partners in Excellence

MAY 6, 2024

We later looked at methods to ratchet up performance even further. But it’s changing for the positive, as Cassi states, “I feel very strongly about ethical selling and the way in which we sell, sticking to our core values and treating the customer with respect.” Ethical selling wasn’t part of the conversation.

Sell 94

Sell Up-sell Technical Sales Technology 94

SBI

AUGUST 12, 2014

Revegys software platform allows you to leverage world class best practices  configured to support the requirements of how you sell and how your customers buy. Revegy helps salespeople and managers visualize how to close deals and expand relationships.

Up-sell 51

Up-sell Closing Sell CRM 51