Jeff Shore

OCTOBER 31, 2018

6:20] Meet Molly Jacobs. [9:36] More about our guest Molly Jacobs: As a Client Relationship Manager with Ernest Packaging, I have the unique opportunity to help an unlimited range of companies across all industries with their packaging, equipment and warehouse supply management as they establish new locations in Northern Nevada.

Referrals 83

Referrals Up-sell Sales Follow-up 83

Salesforce

MARCH 13, 2025

The formula: Total number of accounts in your industry x Annual contract value (ACV) of your company’s product or service By using fewer estimations, you can deliver a more reliable number. Building products to meet all the needs of all people is not only hard, but it’s also expensive.

Minimum Viable Product 100

Minimum Viable Product Strategic planning Territory E-commerce 100

Salesforce

OCTOBER 22, 2024

For example, some companies may have a Request for Proposal (RFP) process you need to follow, or a specific list of regulatory requirements they need to meet. If you understand their needs, you can work to proactively meet them, easing the way for them to choose your product. Back to top ) Get the latest articles in your inbox.

E-commerce 87

E-commerce Territory Pitch Sales 87

Salesforce

DECEMBER 3, 2024

Setting an upfront contract: No, this isn’t a contract for a sale. It lays out how the two sides will communicate, from meeting length and frequency to the outcomes of every interaction. Upfront contracts ensure that prospects can trust sales reps to be honest and transparent, with no unwelcome surprises.

Sell 52

Sell Technique Contract Territory 52

Salesforce

NOVEMBER 15, 2024

SDRs play a vital role in building business, managing inbound inquiries, booking meetings, qualifying leads, and prospecting. They’re expected to shake off the rejection, hold sales burnout at bay, and continue their cold calls and emails – all in an ongoing quest to get one more meeting, generate one more lead, or land one more opportunity.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account development representative (ADR) A sales professional responsible for developing sales strategies, identifying potential customers, maintaining market awareness, and initiating outreach to book more demos and meetings.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Salesforce

MARCH 6, 2024

Do your due diligence before you meet A little research goes a long way. Ask this question out loud in a meeting: “Who on your team is going to be the most skeptical about pricing?” If that doesn’t work, I’ll add another discount of 2% for a multi-year contract to make the deal more enticing.

Negotiate 91

Negotiate Price Territory E-commerce 91