SaaStr

JANUARY 24, 2022

Here’s the difference between the two: A controller will take care of everyday accounting business, close the books and report numbers, but the responsibilities end there. CFOs should be able to manage the month-end close and some controllers can assist with planning. Advice: A controller can’t do it all, especially as you grow.

Finance 133

Finance Contract X-functional Start-ups 133

Salesforce

MARCH 31, 2025

Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Let’s talk about 9 sales motivation techniques that work, according to the experts. Learn more 1.

Drivers/motivators 63

Drivers/motivators Quota Territory E-commerce 63

Salesforce

OCTOBER 29, 2024

Developing a solid door-to-door practice can empower your sales strategy and help you close more deals. Like other sales approaches, the goal of door-to-door sales is to establish a relationship with a customer, upsell , cross-sell, and close more deals. You convert them into customers by closing the deal.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

Salesforce

NOVEMBER 14, 2024

The right commission plan motivates your reps to do more of the right behaviors that lead to closed deals. To get to that point you must invest in sales enablement to equip your team with the information they need to successfully identify prospects, address pain points, speak to competitors, and offer value confidently.

Growth 52

Growth Quota Territory E-commerce 52

Salesforce

NOVEMBER 19, 2024

Your business will have to set firm red lines that cannot be crossed, no matter how badly the sales team wants to close a deal. Meanwhile, pay close attention to your competitors’ pricing. Be sure to build a data-driven, repeatable process around it, and encourage your sales team to lean into those difficult conversations.

Price 52

Price Profit margin Territory Cross-sell 52

Salesforce

DECEMBER 17, 2024

ICPs are most commonly used in business-to-business (B2B) sales to focus a company’s sales activities on leads most likely to close. Prioritize customer lifetime value (CLV) , long-term relationships, and deals that can be closed with minimal obstacles. Learn more What is an ideal customer profile (ICP)?

Prospecting 52

Prospecting Customers Territory E-commerce 52

Salesforce

NOVEMBER 12, 2024

A clear and concise statement that explains why your product or service is the best solution for your potential customers’ specific challenges can help win new business, expand your market, and close more sales. Learn more What is a customer value proposition (CVP)? Watch the demo

Transportation 52

Transportation Drivers/motivators Customers Territory 52

Gong.io

AUGUST 23, 2021

And close-to-zero behavior changes required from reps. These are the states that require all-party consent for recording: California, Connecticut, Delaware, Florida, Illinois, Maryland, Massachusetts, Michigan, Montana, Nevada, New Hampshire, Pennsylvania, Vermont, Washington. Let’s dive in. How’s this for easy: No installation.

Legal 118

Legal CRM Sales Follow-up 118

Hubspot

NOVEMBER 20, 2017

States that liked serif fonts the best on the whole are Delaware, Nebraska and Vermont. Delaware promotes itself as the “First State” , and that love of history might influence its residents’ tastes in fonts. Nashville, TN topped the list, followed closely by Dallas, TX. Sans Serif Fonts. The trend carries into the state level.

Territory 78

Territory Presentation Promote Campaign 78

Hubspot

DECEMBER 13, 2010

Some Quick Facts: Since 2007, many states quit printing residential listings or have pending requests: Alabama, Delaware, Florida, Georgia, Indiana, Missouri, New Jersey, New York, North Carolina, Ohio, Oklahoma, Pennsylvania, Texas, Virginia and Wisconsin. Instead, it follows the curves and tools of emerging online technologies.

Education 78

Education Follow-up Represent Strategize 78

Salesforce

NOVEMBER 15, 2024

Best practices for developing an official SDR career track Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. They work closely with sales representatives to understand customer needs and propose tailored technical solutions.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Salesforce

DECEMBER 13, 2024

This guide will cover the ins and outs of creating and delivering impactful sales presentations so you can get one step closer to closing. Lack of personalization: A generic presentation that closely follows a template won’t resonate with your prospect’s specific needs or challenges. Take the free tour

Presentation 52

Presentation Closing Territory E-commerce 52

Salesforce

OCTOBER 9, 2024

Having this data readily available equips reps with the information they need to focus their efforts on closing the right deals, without worrying about inaccuracies or incomplete data. Sales managers can also motivate their teams based on metrics like quota attainment , commission earned, and more.

Commission 98

Commission Process Territory E-commerce 98

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Learn more What you’ll learn: What are sales terms?

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Salesforce

MARCH 6, 2024

There’s no better feeling than closing a deal after a tough price negotiation. Ask open and closed-ended questions Open-ended questions require salespeople to actively listen to prospects, while closed-ended questions force prospects to answer — succinctly. Everyone is smiles, satisfied with the deal.

Negotiate 91

Negotiate Price Territory E-commerce 91

Heavy Hitter

FEBRUARY 11, 2017

South region : Alabama, Arkansas, Delaware, Florida, Georgia, Kentucky, Louisiana, Maryland, Mississippi, North Carolina, Oklahoma, South Carolina, Tennessee, Texas, Virginia and West Virginia. Midwest region : Illinois, Indiana, Iowa, Kansas, Michigan, Minnesota, Missouri, Nebraska, North Dakota, Ohio, South Dakota, and Wisconsin.

Territory 52

Territory Quota Entertainment Sales 52

Salesforce

JUNE 12, 2024

Learn more What is social selling? Social selling is a lead-generation technique where salespeople directly interact with their prospects on social media platforms.

Sell 111

Sell E-commerce Territory Pitch 111

Salesforce

OCTOBER 14, 2024

Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM. If you find yourself micromanaging or keeping close tabs on your team, it might be a sign that they don’t have your trust. That’s why we’ve created this sales performance checklist.

Commission 98

Commission Drivers/motivators Sales Trust 98

Salesforce

OCTOBER 8, 2024

Sales deals are being closed completely virtually on channels for online chat/support (87%), online portals (86%), and mobile apps (85%). They also help meet changing customer preferences for online interactions. Example: High Volume Sound wants to reach a wider global audience of customers.

Territory 93

Territory E-commerce Profit margin Sales 93

Salesforce

MARCH 12, 2024

(More on how these fit together below.) ( Back to top ) Why it’s important to track sales velocity Monitoring your sales velocity helps you accurately track the time it takes for your team to close deals. To find your deal value, divide your generated revenue by the number of deals closed. 1/4 = 0.25

Territory 64

Territory Pipeline E-commerce Sales 64

Gong.io

MARCH 30, 2020

If you started in the territory that wasn’t as high performing, you had to close a lot more deals. So for example, that might be New York City’s a tier one, tier two might be Delaware, and tier three might be Louisiana. We realized that it really did a disservice to a lot of our reps. The deal size was much lower.

Territory 62

Territory Sales Appointment Entertainment 62

SalesLoft

JULY 9, 2019

They unpack everything from the importance of discovery to tips on how to successfully close. I’m from Delaware County, which is a pretty blue-collar suburb outside Philadelphia. That’s from hustling fake Oakleys in Delaware County to selling software. We’ll go even more in the weeds.

Electrical Engineering 45

Electrical Engineering Electricity Engineering Gaming 45

Martech

FEBRUARY 24, 2022

CallRail serves SMBs or marketing agencies with clients that rely on communications with customers — phone calls, texts, form submissions, and/or chats — to generate leads, close deals, and grow their businesses in the home services, real estate, legal services, financial services, healthcare and automotive industries.

E-commerce 98

E-commerce Healthcare Real Estate Appointment 98

Salesforce

OCTOBER 16, 2024

Teams can use this information to better understand their customers and improve their sales techniques, leading to more closed deals. On top of that, 80% of reps say AI makes it easy to get the customer insights they need to close deals versus 54% without AI. Learn more What is conversation intelligence?

Conversion 59

Conversion Customers Territory CRM 59

Salesforce

MARCH 8, 2024

It offers just enough incentive for support staff — like those in finance or service — to go that extra mile and close deals when possible. Variable compensation is pay that’s added to an employee’s base salary, dependent on their sales activities, including deals closed. What is variable compensation?

Commission 64

Commission Quota Territory Cold Call 64

Salesforce

MARCH 11, 2024

Account-based selling (ABS) is a sales approach that prioritizes building relationships with high-value account holders so you can quickly close big deals. Other benefits include: Higher conversion rates: ABS can help you land larger clients and close better deals. Watch the demo What is account-based selling?

Sell 59

Sell Cross-sell Territory CRM 59

Salesforce

MARCH 7, 2024

When to negotiate a contract The contract creation and negotiation process How to improve contract negotiation core skills 9 contract negotiation tips Learn 3 ways to sell faster with Salesforce CPQ See how Salesforce CPQ helps sellers close faster, and companies launch new revenue models in days, not months. Learn more

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

Salesforce

MARCH 1, 2024

Your sales team is close to meeting their quota. Combining short-term goals with quick bonuses is often just the motivation salespeople need to close deals. For example, a sales rep should know exactly how many new leads, demos, scheduled meetings, and closed deals are expected of them to hit the target.

Commission 52

Commission Teamwork Drivers/motivators Territory 52

Salesforce

MARCH 5, 2024

The importance of lead qualification Common types of qualified leads A step-by-step guide for qualification Three lead qualifying frameworks Lead qualification checklist Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast.

Territory 52

Territory SQL E-commerce Contact 52

Salesforce

MARCH 12, 2024

Pricing at competition: When demand is steady, the airline sets its prices in line with the competition, closely monitoring the market for changes in supply, demand, and pricing. These competitors have focused on closing the market share gap with new hardware innovations — like foldable smartphones — at price points X Factor once owned.

Price 52

Price Profit margin Territory E-commerce 52

Salesforce

MARCH 7, 2024

But, the sales rep who initially closed the deal might’ve received a substantial commission payment. In other words: Their concern over potential clawbacks makes them less productive, impacting their ability to focus on closing new deals. Let’s say a sales rep closes a $150,000 deal for which they earned 5% commission, or $7,500.

Commission 52

Commission Finance Quota Legal 52

Salesforce

MARCH 1, 2024

4 scenarios when reminder emails are critical How to write a reminder email 3 reminder email best practices 3 reminder email templates to try How to automate reminder emails A new way to go from lead to close Harness CRM data outside the CRM with Sales Engagement, and engage buyers as they move across the web. Missed a demo?

Territory 52

Territory E-commerce CRM Start-ups 52

Salesforce

FEBRUARY 29, 2024

This ups the value and your chances of closing the deal. Level up your game with AI conversation insights Sell smarter using Einstein Conversation Insights — with customer signals and next-step guidance to help you close. Sometimes, solving one problem eliminates another at the same time. Learn more

Customers 52

Customers Territory E-commerce Pharmaceutical 52

SaaStr

MARCH 26, 2019

Hopefully people aren’t getting hurt, but you’re losing a sales deal, you have a bad press event, you lose a candidate that you wanted to close, and what happens to companies when something breaks or there’s a mistake is they over correct usually. And I guess I’ll close really with reminding you of what I started with.

Launch 64

Launch Engineering Product Start-ups 64

Salesforce

NOVEMBER 8, 2024

Sales burnout: prevention vs. intervention How to solve sales burnout once and for all Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM. Deals take longer to close and as a result, commission and recognition are also delayed.

Commission 94

Commission Territory Quota Sales 94

Salesforce

DECEMBER 3, 2024

Let’s take a look at what it entails and how it can help you close deals and retain customers for the long haul. Sandler helps improve deal-closing rates: The focus on building rapport and gathering crucial information means that sales representatives will spend far less time chasing dead ends. Sandler in 1966.

Sell 52

Sell Technique Contract Territory 52

SaaStr

MARCH 18, 2019

Hopefully people aren’t getting hurt, but you’re losing a sales deal, you have a bad press event, you lose a candidate that you wanted to close, and what happens to companies when something breaks or there’s a mistake is they over correct usually. Claire Johnson: This happens in companies too, by the way.

Launch 62

Launch Engineering Start-ups Finance 62