Veloxy

NOVEMBER 15, 2022

Account based selling is a B2B concept that has gained a lot of interest in recent times, but implementing it can feel rather daunting. Studies show that at least 94% of B2B teams have adopted account based selling in a bid to deliver improved buying experiences that lead to increased conversions and loyalty. It doesn’t have to.

Sell 246

Sell Objectives and Key Results SQL B2B 246

Iannarino

JUNE 17, 2021

One of the most significant changes in the way that we sell involves who we choose to engage in the sales conversation. At one time, as a salesperson, you would be told to find “the decision-maker,” the single individual who could sign a contract. The legacy laggard approach seeks the decision-maker. Part 4 | Discovery.

Contract 198

Contract Sales Clients Government 198

Hubspot

APRIL 4, 2019

It’s usually confused with sales , often overlooked, and only sometimes given the strategic focus it deserves. Pull up a chair and stay awhile, I’m diving into that and more below. Strategic Plan. Strategic Plan Template. Pick the most salient points from your strategic plan and list or summarize them here.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

SaaStr

OCTOBER 23, 2024

Selling to Multiple Stakeholders If you sell into the Enterprise, you understand there are different stakeholders. So at BILL’s scale, you have to put programs into place across the company to connect employees to customers, to help you focus on all the different stakeholders vs just the contract signer. acquisition.

Customers 120

Customers Networking UX Engineering 120

Sales Pop!

JULY 14, 2022

I taught a Selling class at Loyola University Maryland and many of the students were shocked when they saw the syllabus, which indicated that participation was 50% of their grade. I always promised my students that I would focus on what was truly important in the real world of selling, not what was chronicled in textbooks and articles.

Clients 213

Clients Contract Up-sell Growth 213

Sales Pop!

SEPTEMBER 23, 2021

But the irony is that in selling to large accounts , sales cycles are typically long and drawn out. And as the calendar pages turn in major account pursuits, doubt, uncertainty, risk, and costs add up. And you must also be able to gauge the extent of the power of the legal and contracts teams in the process and strategize accordingly.

Legal 213

Legal Finance Contract Networking 213

Search Engine Land

JULY 25, 2024

But when defending our retainer or contract renewal, businesses want to know how their SEO spend will tangibly impact the bottom line. This is both an opportunity and a threat to sell to consumers by enabling them or working to remain visible as a company and build trust. Business email address Sign me up! That’s great.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

Sales Pop!

AUGUST 24, 2021

Now, the sun is shining again and we’ve resumed normal selling activities, as best we can. Because strategizing about market changes will not only help future planning but create competitive advantage to help win deals in your pipeline right now. In selling, it’s all about questions. Can you sell and deliver remotely?

Transportation 209

Transportation Real Estate Healthcare Government 209

Sales Pop!

NOVEMBER 18, 2022

As the selling year draws to a close, we’re captivated by Q4 activities focused on closing the year strong in terms of winning business and, hopefully, also delivering as much value as possible to our clients. In selling, it’s all about questions. How about your team selling assets – your SME’s? Knowledge, as they say, is power.

Real Estate 212

Real Estate Healthcare Government Objectives and Key Results 212

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). Remind your team of this!

Sales 220

Sales Contract Clients Quota 220

PandaDoc

OCTOBER 15, 2024

Key Features: Workflow automation : set up who is on your team, what their role is, and hook integrations with your CRM, proposal management system, and contract management software. Missed follow ups, lost sales opportunities, time lost to manual processes , and more can be costing you revenue without even realizing it.

Legal 52

Legal Contract Cross-sell Finance 52

PandaDoc

MARCH 27, 2025

If youre looking to increase revenue without acquiring new customers, cross-selling is one of the best ways you can do that. Effective cross-selling helps customers find new products they genuinely need, so theyll leave more satisfied with your business and remain more loyal, too. What is cross-selling in sales? Lets dive in.

Cross-sell 52

Cross-sell Sell Customers Legal 52

PandaDoc

MARCH 25, 2025

Big-budget enterprise sales teams arent out-selling you because they have deeper pocketstheyre winning because they have better systems. Your team spends days manually creating proposals, tracking contracts, and managing documents while large enterprises use automated systems that zoom through these tasks in minutes. The result?

E-commerce 52

E-commerce Contract Legal Price 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

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. Theyre also armed with up-to-date information whenever they speak with a prospect, enabling them to provide the best experience and customer service.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

ClickFunnels

OCTOBER 12, 2021

However, as your company grows, it pays to become less tactical and more strategic. Here at ClickFunnels, we believe that the most effective way to sell online is the Value Ladder sales funnel. Remember that just because someone signed up for your email list to get the freebie doesn’t mean that they are going to buy something from you.

Lead generation 244

Lead generation Contact Contract Price 244

Veloxy

FEBRUARY 15, 2024

Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game. Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff.

Gaming 233

Gaming Sell GTM Technique 233

Gong.io

SEPTEMBER 9, 2021

You have to get wide when you sell into organizations with 2,000+ employees.” . Selling is a team sport once you’re talking quarter million dollar deals. Selling is a team sport once you’re talking quarter million dollar deals. I don’t just sell — I coach and direct a go-to-market team.”. African proverb .

Closing 162

Closing Sports GTM Legal 162

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Prior to Klaviyo, Sean served in enterprise sales roles at Localytics, Yammer (acquired by Microsoft for $1.2B) and SuccessFactors (IPO & acquisition by SAP for $3.4B).

GTM 123

GTM Growth Referrals Contract 123

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling.

Customers 139

Customers Contract Consult Up-sell 139

Hubspot

APRIL 4, 2018

But, sometimes, channel partnerships are disrupted by other dealers who sell their product direct to consumer. Good channels will open your up business to new sales opportunities. This might involve resellers earning a commission on your product or strategic partners bundling in your software with their own.

Territory 101

Territory Commission Contract Strategize 101

Women Sales Pros

JANUARY 6, 2019

Open Window One: There’s a window of opportunity right after contract signature but before implementation where a lot can get accomplished. Accessing a key executive early in the contract is an important component of setting yourself up for future business. Seizing this window of receptivity post-contract is a smart move.

Contract 100

Contract Strategize Consult Meeting 100

SaaStr

OCTOBER 25, 2021

” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. You should stand behind your product and sign up for those until you have a real brand in the space. Jason, ed. :

Price 126

Price Contract Referrals Contact 126

Partners in Excellence

APRIL 26, 2021

We assume they know how to get approval, how to contract, how to issue an order. Too often, our customers get derailed in their buying journey, they want to buy, they need to buy, but they don’t know how to navigate the process and the hurdles put up by their own organizations. We think they know who should be involved and why.

Customers 131

Customers Contract Legal Negotiate 131

Gong.io

DECEMBER 27, 2021

And the (counter intuitive) ideal length for a follow-up prospecting email. Tip #2: Beware of selling with slides. In other words, when you use slides, you end up talking to the slides instead of to your buyer. . Just following up…”. “I Tip #4: Stop selling solo. Start team selling. How did we do it?

Negotiate 127

Negotiate Price Contract Sales 127

Women Sales Pros

JULY 13, 2018

They seem to show up in every deal and exactly at the wrong time too. Seek out questions, concerns, and objections early and address completely, so they don’t come up later in the sales cycle. Don’t take your eye off the competition until the contract is signed. Those pesky competitors! Competitive Strategy Checklist.

Contract 105

Contract Strategize Consult Up-sell 105

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. Contract Lifecycle Management. Contract Management.

Territory 107

Territory Non-Profits Contract Quota 107

Sales Hacker

JULY 25, 2022

But before we open up the hood, let’s review some sales performance dashboard basics. How to pivot, strategize, and coach. All of these metrics ladder up to the ultimate goal of bringing in qualified leads. While AEs play a critical role in closing deals, the decision to buy is ultimately up to the customer.

Engineering 117

Engineering Objectives and Key Results Cross-sell Pipeline 117

Sales Hacker

NOVEMBER 10, 2023

Contract renewal dates. A spotlight falls on customer loyalty, an influential force on the revenue secured during contract renewals. Whether it’s a convoluted sign-up process, unclear feature exploration, or a steep learning curve, measuring this metric pinpoints areas that may need optimization. Big things ahead.

GTM 126

GTM Intrinsic Customers Contract 126

Sales Pop!

APRIL 14, 2023

We’ve strategized as a team and reviewed with the account what we believe is the answer to their problems – our solution. And all of a sudden, the prospect intimates that they’d be willing to consider an up-front engagement in which we remove all doubt as a test of our performance. But still, no ink. Perish the thought. High stakes?

Minimum Viable Product 130

Minimum Viable Product Legal Contract Price 130

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Identify key stages in the lifecycle of a contract.

Customers 103

Customers Contract Cross-sell Account management 103

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 109

GTM Growth B2B Pipeline 109

Sales Hacker

SEPTEMBER 23, 2021

A channel partner is a company that sells products and services for a technology manufacturer or vendor. Channel partners basically onboard other people to sell your product for you. In the tech world, massive enterprise companies have entire sales channel departments who sell outside technology solutions to their clients.

Commission 120

Commission Manufacturing Negotiate Contract 120

SaaStr

JANUARY 18, 2023

“Thanks for the discussion, but we’ve have 4 years more on our contract with your competitor. Once you’ve been selling for even a little while, you’ll start to assemble a list of the common “objections” to buying your app. So if a BigCo just paid $10m a year for Salesforce — there is another $2m in ACV for attached apps up for grabs.

Contract 122

Contract Strategize Prospecting Up-sell 122

ConversionXL

JULY 25, 2022

Companies that engage in strategic CTA testing continue to drive success metrics like CTR (click-through rate) up and to the right. That action might be to: Download an ebook or guide; Sign up for a free trial; Register for an upcoming webinar; Browse products in your online store; Book a sales demonstration.

A/B testing 146

A/B testing Contract Appointment Drivers/motivators 146

Women Sales Pros

OCTOBER 19, 2018

Select key criteria such as financial value, strategic value, fit and resources needed to determine if the potential contract warrants the necessary time and attention of the account based selling team. The account based selling team successfully unblocked the funnel by moving one or more TOP Line Accounts through to closure.

Pipeline 96

Pipeline Strategize Contract Sales 96

SaaStr

SEPTEMBER 8, 2024

Are you selling a product in a well defined category with other direct competitors? As they have scaled and gone up market, they are finding some large companies just want to use the software but move so much volume they can contract directly with the ocean carriers; so they are starting to charge those companies a pure software fee.

Non-Profits 126

Non-Profits Price Contract Start-ups 126