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. You know this.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

Partners in Excellence

APRIL 5, 2024

As you will see, Martin has a fascinating and rich career an selling. Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all.

Sell 139

Sell Territory Consult Contract 139

Highspot

APRIL 1, 2025

Customize AI Scenarios for Sales Managers Generic scripts may fall flat, but personalized role plays expose managers to the actual challenges they’ll face, such as handling pricing objections or mediating territorial disputes. The post AI Role Play for Sales Managers: How to Train and Sell Better appeared first on Highspot.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Salesforce

NOVEMBER 25, 2024

At Connections ’24 we announced that customers in the AMER region could access many of the features we were building out in Marketing Cloud Growth and Advanced Editions. This is currently available in AMER, EMEA, and LATAM, with more regions to follow early next year.

Cross-sell 64

Cross-sell Customers Territory Campaign 64

ClickFunnels

AUGUST 2, 2021

We believe that the most effective way to sell online is a sales funnel model called the Value Ladder. The risk involved in this approach depends on the contract that you sign. Hiring a lead generation specialist from one of these regions can help you get the same quality work for less money (this is known as geo arbitrage).

Lead generation 264

Lead generation Territory Contact Start-ups 264

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

Sales Hacker

JUNE 10, 2020

An increasing number of our clients are coming to us and telling us they can’t sell to C-suite because it’s too difficult. While it has never been easy to sell to the C-level, there are several tricks you can use to make it easier. Selling to C-suite executives allows you to: Accelerate your Sales Cycle. Let me show you how.

Sell 105

Sell Territory Contract Contact 105

Salesforce

SEPTEMBER 19, 2023

If sales reps are your army, then sales territory mapping is your battle plan. This guide walks you through how to design and optimize your sales territory map. This guide walks you through how to design and optimize your sales territory map. Watch the demo What is sales territory mapping? Our demo shows you how.

Territory 59

Territory Objectives and Key Results Drivers/motivators Sales 59

Veloxy

AUGUST 17, 2022

Price: $49/month for Salesforce users, corporate plans available Automations: Non-selling activities, lead prioritization, lead capture Veloxy has several features to help you automate Salesforce, no matter how long you’ve been using the CRM platform. The Top 7 Best Salesforce Automation Tools. source of image. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

Partners in Excellence

FEBRUARY 8, 2022

.” If sales management and selling were that easy… The problem is, these are false choices. As sellers, we have to manage our territories and accounts. We have to find as many opportunities as we can within those territories/accounts. We have to do the whole job.

Territory 133

Territory Legal Contract Pipeline 133

Women Sales Pros

MAY 25, 2018

In many instances, we limit ourselves in how we go about selling into large accounts. Sales managers work diligently to “even out” territories ensuring everyone has a chance to make lots of money. They sign very large contracts with other companies, but not with yours. Because their biggest enemy is their own perspective.

Sell 85

Sell Territory Quota Contract 85

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

Hubspot

MARCH 27, 2019

Motivating your sales team isn't about taking the coffee from their lips, it's about setting realistic quotas tailored to each rep, the type of product or service they're selling, and the market they're selling to. Smaller companies selling a single product with a static price often set quotas around how many units (i.e.,

Quota 100

Quota Territory Commission Sales 100

Partners in Excellence

SEPTEMBER 24, 2014

As we looked at the negotiations–they were non competitive, we were looking at major contract renewals and enhancements.” Because I was getting engaged in these negotiations the sales teams brought their regional vice presidents. One of the companies came in with a 70% discount on a certain part of our contract with them.

Price 111

Price Negotiate Territory Contract 111

criteria for success

APRIL 1, 2020

How long will regional lockdowns last? Here’s a summary of the challenges we’re hearing from salespeople and some best practices for selling through uncertainty. Selling Through Uncertainty. Criteria for Success is hosting a series of group Q&A's about selling during COVID-19. How to Sell Anything to Anyone.

Sell 97

Sell Prospecting Up-sell Territory 97

Veloxy

JUNE 23, 2021

When we talk about outside sales, we’re referring to a team that goes out on sales calls to sell regionally and at conferences, events, and so on. One way to select between outside and inside sales hires is by analyzing the type of product you’re selling. Currently, the average time spent selling is 35.2% of a reps time.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Hubspot

APRIL 4, 2018

But, sometimes, channel partnerships are disrupted by other dealers who sell their product direct to consumer. An effective partner will have a strong reason to sell or mention your product. This can be a strong commission, or the fact that it might help them sell their other products more effectively.

Territory 101

Territory Commission Contract Strategize 101

Sales Hacker

APRIL 10, 2018

1) Across regions. Regions often respond with a 1-2 year delay to the US Market. Some regions behave similarly such as within Scandinavia. B2B segments in focus: Enterprise/Company wide – selling a platform (CRM/ERP) using multi-year contracts. Selling a $5/month Chrome plugin to a Pro-user?

Go To Market 97

Go To Market GTM X-functional Territory 97

Search Engine Land

SEPTEMBER 29, 2023

Microsoft claims its attempts to sell Bing to Apple were blocked by Google. Speaking at the federal antitrust trial, Parakhin alleged this was despite Microsoft offering to pay Apple more than Google – which he claims was offering in the region of 60%. How much did Microsoft offer Apple? SUBSCRIBE See terms. What has Microsoft said?

Territory 133

Territory Negotiate Contract Engineering 133

InsightSquared

MAY 7, 2019

Are certain types of customers, or certain geographies and sales territories meeting or beating the benchmark, or underperforming? Contract value: Companies selling subscriptions with larger average contract values also have longer sales cycles than companies selling low priced, low touch subscriptions.

Product 102

Product Territory Contract Sales 102

Sales Hacker

DECEMBER 21, 2017

Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling. Sales Territory Assignment and Growth Forecasting.

Territory 107

Territory Non-Profits Contract Quota 107

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. Best-selling author, Hal Elrod, once said: . Contracting. Contracting Process. Territories. Sales enablement materials.

Territory 118

Territory Objectives and Key Results Contract Price 118

Partners in Excellence

OCTOBER 25, 2016

Wrapped around this is some notion of upsell/cross sell, “Can we expand the relationship with the current customer (individuals)?” This mindset isn’t different from the hunter assigned a geographic or industry oriented territory. Our goal in every territory is to maximize our penetration of the territory.

Territory 100

Territory Account management Cross-sell Retail 100

Hubspot

FEBRUARY 7, 2018

How to know if this job is right for you: Being an AE is a natural next step once you’ve gotten some selling experience under your belt. You’ll be moving around constantly: Around the city, region, state, country, or even world. It’s also harder to learn selling fundamentals when you’re operating solo or in a small team.

Territory 101

Territory Commission Outside Sales Account management 101

Salesforce

SEPTEMBER 19, 2023

Plan faster to sell more What is a sales plan? They make decisions around hiring, quotas, compensation, territories, and customer segments. You begin by adding up the numbers you know — how much your team will likely sell (based on past performance) and how much it will cost (based on your current resources).

Territory 104

Territory Quota CRM Customer Relationship Management 104

Partners in Excellence

NOVEMBER 16, 2012

It was difficult for small to mid-sized companies to move beyond their home regions. ” Most executives underestimate the amount of management time and attention required to successfully launch in a new region. How people buy, how we market and sell to them, expectations of service and support are very different.

Territory 101

Territory Launch Legal Start-ups 101

Partners in Excellence

MAY 5, 2015

“Time available for selling” is plummeting. Sales people are basically spending 1 day a week selling and 4 days doing lots of other things! As we looked at this particular client and others, we found two major thing impacting time available for selling. It’s no wonder sales and quota performance is plummeting!

Territory 115

Territory Contract Up-sell Meeting 115

Hubspot

SEPTEMBER 20, 2021

Item 12: Territory: This item requires the franchisor to disclose if the franchisee will be awarded a protected territory, how that territory will be determined, and any instances when the franchisor may operate with the franchisees’ territory. The contracts are then attached as an exhibit.

Territory 88

Territory Legal Contract Finance 88

Hubspot

MARCH 6, 2025

Sales Whether youre trying to convince a company to sign a seven-figure contract or you want your CTO to scrap a half-baked feature, so many outcomes are determined by your ability to sell. How to Build This Skill Work on selling your product or service to the people closest to you.

Cold Call 50

Cold Call Networking Territory Up-sell 50

Hubspot

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase average contract length. Increase upsell/cross-sell rate. This structure is relatively rare in selling organizations.

Commission 101

Commission Quota X-functional Non-Profits 101

Engage Selling

MARCH 26, 2012

Sales closed from cold call to contract signed in 5 days. In addition, they have changed each territory 3 times in 4 weeks and gave the Latin American territory to a non Spanish speaker in marketing when one sales rep speaks fluent Spanish. Each of $25,000 or more. The reps to find their own leads and enter them into the CRM.

Territory 75

Territory Cold Call Contract CRM 75

Xant

MAY 20, 2021

But with the right kinds of automation, a reliable and compliant system, and with intelligence about your buyers’ behaviors, you can go beyond guessing at scale and start guiding your selling. If reps don’t know who to sell to, they’ll work down a list. Process matters in digital selling. That’s where Playbooks lives.

Sell 77

Sell Objectives and Key Results CRM Territory 77

Hubspot

APRIL 29, 2024

Here, we'll get a more thorough understanding of transactional selling, how it compares with consultative selling, and how to reconcile the two in a transactional industry. If done properly, leaning into consultative selling can lead to good results — even in transactional industries. Build trust by understanding the end goal.

Sell 74

Sell Objectives and Key Results Consult Price 74

Salesmate

JULY 9, 2020

Your success rate for closing deals will depend on your target market, your niche, the products you sell, and the area you serve. Maybe they’re targeting potential customers in the wrong industry or trying to sell in a territory that is a captive market for another brand. Opportunity Win Rate. Deal Profitability.

Pipeline 121

Pipeline Contract Sales Territory 121

A Sales Guy

OCTOBER 25, 2012

From start to contract was 3 weeks. Kimberly, Regional Sales Executive. Then we got to price and it was not what they’d expected – by a lot. He doubted he could get this approved. We talked about how to build the case together to get it approved. Next call, done. I am convinced had I not taken control this deal would be dragging on.

Territory 111

Territory Contract Price Presentation 111

Salesforce

APRIL 7, 2022

Identifying popular social channels in the region you’re targeting is a key factor in localization. Identifying popular social channels in the region you’re targeting is a key factor in localization. With social commerce on the rise , it is important to understand the intricacies of social platforms in different regions.

Minimum Viable Product 94

Minimum Viable Product Territory Launch Strategize 94

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. Let’s take a closer look at each word: Configure: Configuration of products and services ensures that what you provide is actually available, meets the buyer’s needs and specifications, and can be delivered according to the agreed-upon contract terms.

Cross-sell 109

Cross-sell Contract Price Finance 109