Veloxy

AUGUST 6, 2021

These are calls where the deal gets moved across the line, contracts get signed and reps earn their commissions. Unfortunately, closing calls depend on who you’re selling to and could take you tens of hours. Remember, you’re in the business of selling solutions. This is where discovery calls come to the rescue.

Cold Call 328

Cold Call Pipeline Prospecting Follow-up 328

Hubspot

AUGUST 26, 2024

I identified a key stakeholder with purchasing authority, reached out with a simple yet elegant email pitch, and they responded asking me for a contract they could sign right away. No one is going to sign a contract on your first outreach, and they probably won’t even respond to your email or answer the phone.

Follow-up 85

Follow-up Contract Sales Technology 85

Hubspot

JANUARY 14, 2025

Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. And, just as I mentioned, thats exactly where sales champions shine theyre not just deal-closers but dynamic professionals who go far beyond the basics of selling.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

Sales Hacker

FEBRUARY 17, 2021

Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side. In part, my shift in thinking could pertain to not being the “front man” handling the pitch. What is the “ham and egg” method?

Sell 131

Sell Contract Pitch Up-sell 131

Anthony Cole Training

FEBRUARY 21, 2013

Learning about sales and selling is one of the things I enjoy most about what I do. I thought that was selling. In 1987, when I entered the life insurance business with David Zimmerman at National Life of Vermont, I learned that selling life insurance was truly "selling" and my experience with Nautilus had been merely "order-taking".

Appointment 225

Appointment Sales Up-sell Contract 225

Cerebral Selling

AUGUST 8, 2022

According to my good friend (and fellow sales nerd) Todd Caponi, author of The Transparency Sale and the upcoming The Transparent Sales Leader , economic expansion and contraction is normal. Has your pitch? The post 5 Strategies for Leading Sales Teams Through Times of Uncertainty appeared first on Cerebral Selling.

Sales 220

Sales Contract Clients Quota 220

Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Table of Contents What is conceptual selling? While traditional selling asks, What do you need? Heres how it works.

Sell 46

Sell Drivers/motivators Objectives and Key Results Cross-sell 46

Gong.io

DECEMBER 3, 2019

Or, in response to a net 60 payment request, “Sorry, all contracts require net 30.”. The post The One Word to Avoid in Your Next Sales Pitch appeared first on Gong. The price is the price. Don’t apologize for your price. . When to use : Any time you have a tough negotiation, and need to stand your ground. They’ll thank you for it.

Pitch 99

Pitch Negotiate Price Trust 99

Veloxy

JUNE 8, 2022

For instance, you could have a pipeline worth a million dollars in contract value. So if you can save on time spent doing repetitive tasks, then your reps will be able to focus on a singular goal of selling and closing deals more effectively. For B2B sales in particular, a healthy pipeline comes with a lot of benefits. Conclusion.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Hubspot

FEBRUARY 21, 2025

Desperate for a solution, I turned to target account selling a method Ive since refined into a system thats helped me land six SaaS clients in under four months. Table of Contents What is target account selling? How does target account selling work? What is target account selling? How does target account selling work?

Clients 41

Clients Sell Cross-sell Objectives and Key Results 41

Sales Hacker

OCTOBER 14, 2020

Over the past few years, we’ve been pioneering a new approach that we like to call Decision Intelligence Selling. The Power of Decision Intelligence Selling. We replied… “ Strategic selling is a term that’s used in a variety of ways. We were trying to get them to buy what we were selling. The answer was plain.

Sell 128

Sell Clients Sales Consult 128

SaaStr

NOVEMBER 19, 2021

Doug Landis: Man, I will tell you, and there are bazillion tactics out there that you can use, whether that’s strip lining from Sandler, upfront contract, whatever it maybe. You immediately, you’re going to be like, ‘that sounds like a sales pitch’, right? And, whereas selling is a human-human experience.

Pitch 112

Pitch Conversion Sales Territory 112

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Identifying upsell and cross-sell opportunities to drive continued revenue growth. When creating enterprise contracts, I have sat down for upwards of 45 minutes just double-checking the math on the many line items. Take buying a CRM, for example.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Adaptive Business Services

DECEMBER 18, 2019

You’ve built up your book of business, your marketing is a fine-tuned lead generating machine, but are your pitches closing as many deals as they should be? In this guide we’ll explore simple yet effective “hacks” to increase your pitch acceptance rate, close more deals and grow your book of business. #1 How to Design Your Pitch.

Pitch 62

Pitch Objectives and Key Results Follow-up B2B 62

PandaDoc

APRIL 3, 2019

And when something influences the way consumers buy, it’s going to influence the way a sales rep sells. How customer reviews influence how a sales rep sells. In today’s day and age, your typical sales pitch is no longer sufficient. Daunting as they may seem, real user reviews will actually help you sell. The marketing.

Sell 74

Sell Customers Pitch Contract 74

Salesmate

JULY 8, 2020

If you’re serious about applying this approach, I recommend you buy the book Sell Like Crazy , by Sabri Suby. Sell their goals. Your proposal can double as a contract. Having a contract protects both you and your new client by ensuring that you are both aware of your obligations and bound by them. Set the agenda.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. Why Should You Sell Into Startups? While selling to startups is an evergreen opportunity, it’s important to understand the risks as well.

Sell 106

Sell Minimum Viable Product Objectives and Key Results Cross-sell 106

Veloxy

DECEMBER 28, 2023

However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place. and embark on this journey to master the art of field selling together! Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

The 5% Institute

SEPTEMBER 14, 2021

A common, old school mindset that a lot of Sales Professionals and Business Owners have, is to come in with the hard sell. They present or pitch too soon , or they use the ‘always be closing’ mantra. To learn why you should avoid the old way of selling, read the linked article directly below. The Soft Close Example #4.

Closing 144

Closing Technique Consult Pitch 144

Openview

MAY 29, 2019

But as wonderful as selling into enterprise accounts is, it can pull you in a million different directions with new types of requests and requirements. I like to use a contracts and compliance manager for this critical responsibility. Plus, enterprise customers usually spend more—on support, seats, usage, integrations, etc.

Product 93

Product Sell Customers Contract 93

SaaStr

DECEMBER 9, 2019

It’s not the slick pitch. It’s not the hard sell. The ones that truly not only understand the product and the pitch — and not even just how to deliver incredible value during the sales process — but the magic of how to connect that value to a signed contract.

Intrinsic 134

Intrinsic Pitch Contract Quota 134

Hubspot

APRIL 26, 2019

In the first positioning example, you'd be pitching replacement value : changing the way your customers work. This impacts your sales cycle, and the contract value you should target per deal. But, what if you sell a physical product, rather than an intangible one, like cloud software? Evaluate the unit economics. Markup Pricing.

Price 95

Price Product Sell Retail 95

SaaStr

FEBRUARY 8, 2022

You’re not the only SMB asking this question as you navigate perpetual pitches, closing clients, and growth. . Waze defines value as the deal size or amount of the contract. What is your average deal size pitched vs. closed? The key to closing bigger deals is to pitch bigger amounts. Let’s look at them: Value.

Objectives and Key Results 115

Objectives and Key Results Pitch GTM Cold Call 115

Search Engine Land

SEPTEMBER 29, 2023

Microsoft claims its attempts to sell Bing to Apple were blocked by Google. Tinter went on to reveal that Microsoft had also tried to pitch Samsung about making Bing the default search engine on its products. ” Samsung also shut down potential sale. Get the daily newsletter search marketers rely on. SUBSCRIBE See terms.

Territory 133

Territory Negotiate Contract Engineering 133

SaaStr

DECEMBER 1, 2021

It’s not the slick pitch. It’s not the hard sell. The ones that truly not only understand the product and the pitch — and not even just how to deliver incredible value during the sales process — but the magic of how to connect that value to a signed contract.

Intrinsic 133

Intrinsic Pitch Contract Quota 133

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

The 5% Institute

APRIL 27, 2022

Positioning In Sales – How To Sell Effectively. Firstly, instead of pitching your services or offer – you’re coming at it from a position of serving and solving a problem. To learn how to do so, we recommend reading the three linked articles below for more detail. These will teach you key tips and techniques to close more consistently.

Closing 143

Closing Consult Technique Sales 143

The 5% Institute

AUGUST 12, 2021

Positioning In Sales – How To Sell Effectively. Firstly, instead of pitching your services or offer – you’re coming at it from a position of serving and solving a problem. To learn how to do so, we recommend reading the three linked articles below for more detail. These will teach you key tips and techniques to close more consistently.

Technique 145

Technique Consult Closing Contract 145

Hubspot

APRIL 4, 2019

Craft your elevator pitch. Craft your elevator pitch. Keeping your elevator pitch at the forefront of all strategic planning will remind everyone what you’re working toward and why. Some people believe the best pitch isn’t a pitch at all , but a story. Strategic Plan Template. Include an executive summary.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

PandaDoc

AUGUST 17, 2020

You can tactfully adjust your approach according to the prospect’s reaction to your pitch. Sharing and explaining videos, infographics, datasheets, and presentations could make your sales pitch more effective. When making sales pitches, it’s necessary to connect with decision-makers. Creating a Well-Drafted Contract.

Closing 105

Closing Contract Negotiate Pitch 105

Sales Hacker

JANUARY 14, 2025

Guy Yalif: One thing that we are, finding helpful is small group events, dinners with senior people where we’re not pitching. Uh, and often afterwards they’d be like, I expected you to pitch me. where we are creating community for them to connect. Can I learn a little bit more about?

GTM 108

GTM Growth B2B Pipeline 108

A Sales Guy

FEBRUARY 10, 2021

———————– The Pitch: So, we signed the contract paid our 20k dollars upfront fee, and met the creative team. Excited, we met with their creative team walked them through the Gap Selling methodology, gave them access to the online training, and answered all their questions.

Pitch 107

Pitch Up-sell Contract Promote 107

Sales Hacker

JUNE 1, 2022

Sales professionals have been selling over the phone and video for years. Here are 6 ways to build rapport and demonstrate value in a remote selling environment: 1. Examples of sales collateral that showcase you and your brand include: Contracts/proposals. Pitch decks. Personalize outreach to make an impact.

Pitch 112

Pitch Contract Trust Follow-up 112

The 5% Institute

OCTOBER 24, 2021

Positioning In Sales – How To Sell Effectively. Firstly, instead of pitching your services or offer – you’re coming at it from a position of serving and solving a problem. It isn’t a list of sales scripts – but instead, is a roadmap to use that’ll give you consistency, and sell from a place of integrity.

Objectives and Key Results 144

Objectives and Key Results Consult Technique Closing 144

Hubspot

JANUARY 4, 2019

Pitch the solution, not the product. Pitch the solution, not the product. Finalize the signing of the contract and any additional paperwork. article , Geoffrey James pointed out that if the prospect answers "no" to this question, the rep has indirectly gotten them to agree to the contract. How to Close a Sale.

Closing 101

Closing Contract Technique Drivers/motivators 101

Hubspot

JUNE 29, 2018

This is usually built around a pitch template your sales team uses and customizes for each prospect’s unique business needs. Want to freshen up your pitch? If they say, “ Yes, ” draw up the contract and send it over for final review and signing. Now it’s time for the presentation.

Pitch 101

Pitch Legal Referrals Contract 101

Sales Hacker

JANUARY 28, 2021

With the shift to remote work and more new products hitting the market every day, it’s no surprise that social selling has risen in popularity. Social selling is a way for sales professionals to use social media platforms to connect with prospects and start building relationships. Review your LinkedIn Social Selling Index (SSI) score.

Pitch 129

Pitch Networking Up-sell Prospecting 129