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

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 213

Appointment Sales Up-sell Contract 213

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. These ups and downs are a normal part of business (and the human experience). Has your pitch? Practice ‘extreme firmographic focus’.

Sales 220

Sales Contract Clients Quota 220

Veloxy

JUNE 8, 2022

For instance, you could have a pipeline worth a million dollars in contract value. And in these tough times, it also opens up avenues for working remotely so sales teams can concentrate on closing deals and boosting lead conversions. Great sales CRM software has automating functions that schedule follow up emails to leads overtime.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

SaaStr

NOVEMBER 19, 2021

I’m a sales professional wrapped up in a marketer’s body, I’m maniacally focused on all things go to market and I’m basically free go to market consulting for our portfolio companies. Because when we have it as a stage, because what we do, we set ourselves up just to do a checklist of questions.

Pitch 111

Pitch Conversion Sales Territory 111

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

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

Salesmate

JULY 8, 2020

You can take this approach to the next level by setting up retargeting ads across FB, Google Ads, or Youtube, that pushes these prospects to a landing page where you offer a content upgrade. If you’re serious about applying this approach, I recommend you buy the book Sell Like Crazy , by Sabri Suby. Sell their goals.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

The 5% Institute

SEPTEMBER 14, 2021

The magic of succeeding with the soft close, is all the work you do prior, leading up to asking for the sale. 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.

Closing 144

Closing Technique Consult Pitch 144

SaaStr

DECEMBER 9, 2019

Let me list a few: Why do customers buy a ton of seats up front , when they could start with a few and buy more later? Leads dry up at the end of the year, for natural reasons. It’s not the slick pitch. It’s not the hard sell. (Note this is an update / refresh of our classic 2014 post). I mean, c’mon? >>

Intrinsic 133

Intrinsic Pitch Contract Quota 133

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

Pitch 62

Pitch Objectives and Key Results Follow-up B2B 62

Sales Hacker

JANUARY 14, 2025

But when organizations do that, and then it bakes into their operating rhythm, they have their, like, you know, PG Tuesday stand up. And I didn’t come up with that. And I figured this would be a big theme, but I didn’t know how many times it was going to come up. What are you going to be doing?

GTM 107

GTM Growth B2B Pipeline 107

SaaStr

DECEMBER 1, 2021

So with the end of the year coming up again, it’s time to update a classic SaaStr post. Let me list a few: Why do customers buy a ton of seats up front , when they could start with a few and buy more later? Leads dry up at the end of the year, for natural reasons. It’s not the slick pitch. Not really.

Intrinsic 132

Intrinsic Pitch Contract Quota 132

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

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 130

Sell Contract Pitch Up-sell 130

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 114

Objectives and Key Results Pitch GTM Cold Call 114

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. This is a low resistance, open ended question that also opens up the opportunity for more conversation. The Sales Process – A Step By Step Guide.

Technique 145

Technique Consult Closing Contract 145

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. This is a low resistance, open ended question that also opens up the opportunity for more conversation. The Sales Process – A Step By Step Guide.

Closing 143

Closing Consult Technique Sales 143

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. Setting Up Meetings With Decision-Makers. Setting Up Meetings With Decision-Makers.

Closing 105

Closing Contract Negotiate Price 105

Hubspot

APRIL 4, 2019

Pull up a chair and stay awhile, I’m diving into that and more below. 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 planning 100

Strategic planning Strategize Referrals Cross-sell 100

Sales Hacker

JUNE 1, 2022

Sales professionals have been selling over the phone and video for years. No longer will sports banter cover up the fact that a particular seller’s product doesn’t offer the same level of ROI as their competitor’s solution. Here are 6 ways to build rapport and demonstrate value in a remote selling environment: 1.

Pitch 111

Pitch Contract Trust Follow-up 111

A Sales Guy

FEBRUARY 10, 2021

———————– The Pitch: So, we signed the contract paid our 20k dollars upfront fee, and met the creative team. If you’re not up to speed on what’s going on, see Part I of this calamity here. After review, we had an alternative idea that we had come up with.

Pitch 107

Pitch Up-sell Contract Promote 107

SaaStr

MAY 25, 2020

In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “Sell to the next step not jumping to the close” — Jason Hamilton, Co-Ceo, TestLauncher. “E contract” — Julie Grieve, CEO CritonHQ. “Simplicity.

Closing 136

Closing Process Contract Price 136

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. And set your new customer up for success with resources and information about implementation. This is the closing line espoused by Dave Kurlan in his book Baseline Selling.

Closing 101

Closing Contract Technique Drivers/motivators 101

Hubspot

JUNE 29, 2018

Scour LinkedIn, check for relevant news stories, and dig up referrals. When your prospect is interested in learning more, it’s time to set up a discovery or qualifying call. 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?

Legal 101

Legal Pitch Referrals Contract 101

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

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. This is a low resistance, open ended question that also opens up the opportunity for more conversation. The Sales Process – A Step By Step Guide. Question #4.

Objectives and Key Results 144

Objectives and Key Results Consult Technique Closing 144

PandaDoc

JANUARY 27, 2020

If you’re looking to level up your sales career in 2020 but don’t know where to start, we suggest checking out one, two, or all three of the must-read books listed below to get you equal parts inspired and fired-up to crush your quotas this year. Maybe you’ve set some goals, but they lean more professional than, uh, sweaty. Learn more.

Cold Call 121

Cold Call Quota Sales Negotiate 121

Hubspot

NOVEMBER 6, 2017

If the prospect gave you a soft yes -- and then nothing -- or a firm no, never follow up with the same close. For example, if your champion was supposed to introduce you to someone in Procurement, but they never followed through, your follow-up question might be, “ When do you want to start implementation? Flex your selling muscles.

Contract 101

Contract Closing Price Follow-up 101

Sales Hacker

AUGUST 21, 2019

The right words have the power to overcome most of the objections faced by every salesperson , and the best salespeople know the words that sell. That makes your pitch personal. Elmer Wheeler pointed it out in 1920: Don’t sell the steak — sell the sizzle ! Words and Phrases to Avoid in Sales.

Contract 106

Contract Up-sell Prospecting High impact 106

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 128

Pitch Networking Up-sell Prospecting 128

Sales Hacker

DECEMBER 9, 2019

How to pitch ‘category creation’ to your CEO or CFO [30:17]. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. Sam’s Corner [43:34].

Pitch 58

Pitch B2C Contract Up-sell 58

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Round up your corporate-approved, top-notch sales decks. Best-selling author, Hal Elrod, once said: . Contracting. Process: Trust it.

Territory 118

Territory Objectives and Key Results Contract Price 118

CloserIQ

JANUARY 3, 2019

If you’re still doing these things, you’re not offering real value to your customers: 1) Trying to sell to everyone. Sales pitches are most likely to land when they’re targeted appropriately. Only target companies that are good fits for what you’re selling. By adding some personalization, response rate goes up to.27%,

Contract 102

Contract Sales Consult Prospecting 102

Sales Hacker

DECEMBER 6, 2019

You are still selling at this stage in the process. . Don’t negotiate before the prospect is sold, and don’t revert to “selling” when you’re in negotiations. If you continue to try to sell your client on your product, you may end up losing the sale because you come off as over-eager. 3 – Stop Putting up Speed Bumps.

Objection handling 111

Objection handling Negotiate Drivers/motivators Technique 111

Gong.io

JULY 25, 2022

It sounds nice, but that doesn’t really solve our dilemma as salespeople because, obviously, it’s our job to sell to people. So, this leaves a pretty big question on the table: How can we sell to a prospect without them feeling like they’re being sold to? Upfront contract. Have you given up trying to deal with this problem?

Consult 117

Consult Up-sell Pitch Follow-up 117

Sales Hacker

OCTOBER 22, 2017

Many companies are revving up their branding and marketing strategies and by adopting technology enablers such as CRMs, sales automations, and data analytics. Relationship-building leads to relationship selling , so don’t think it’s just a bunch of fluff. Shut up and listen ! That’s right. Time Management.

Negotiate 106

Negotiate Teamwork Referrals Relationship building 106