The 5% Institute

JUNE 18, 2020

If you’re selling complex products or services , the chances are high that you’ll be regularly involved in the technical sale. The question to ask however, is if you keep the conversation technical – can it impact your closing rate? The Technical Sale – How It Can Work Against You. Don’t Make People Feel Stupid.

Technical Sales 98

Technical Sales Technique Consult X-functional 98

Sales Hacker

SEPTEMBER 16, 2021

Application of this evaluation is typically applied to more transaction-oriented sales. Sales Profile: SMB to Commercial. This is where the pre-sales professionals are much more consultative with the prospect to better understand use cases and develop a clear value proposition within the product. Duration: 15 to 30 Days.

Objectives and Key Results 105

Objectives and Key Results Technical Sales Engineering Sales 105

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

Sales Hacker

AUGUST 18, 2023

Tread carefully revenue pros… To help you sidestep some of the potential growing pains, here are 15 mistakes GTM teams often make when moving upmarket (and how to avoid them): One big flag would be shifting the conversation to consultative vs. transactional, which many reps don’t understand how to do. The sales motions are different.

GTM 90

GTM Up-sell Price Start-ups 90

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

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 93

Cross-sell Technology Technology Pitch 93