SaaStr

MAY 27, 2020

First of all, in the last four weeks, more jobs have been lost in our country than exists in total in California or Texas. California employees about 17 million people, Texas about 15 million. I think you should have conversations with your investors early. It’s an important region. What am I hearing from LPs?

Finance 105

Finance Government Price Contract 105

PandaDoc

AUGUST 23, 2023

If there’s one thing almost all of us can agree on, it’s that taxes are considered up there with the most boring topics of conversation ever. For example, California has the percentage of sales tax set at 7.5% , Florida at 6%, New York at 4%, Texas at 6.35%, Alabama at 4%, etc.

Government 52

Government Legal Transportation Sales 52

Heinz Marketing

SEPTEMBER 17, 2018

First deal, it could have been a blooper, maybe it was already sitting in their territory, they didn’t have to do much, but second deal takes a little bit more effort for a new hire, so I’m a big fan of that when it comes to things like onboarding programs. Do I need help in having phone conversations with folks?

Pipeline 70

Pipeline X-functional Sales Up-sell 70

Sales Hacker

OCTOBER 7, 2021

The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. She holds a BS in Chemical Engineering from the University of Texas at Austin and lives in Los Altos, California with her two children. Time to take notes.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

SaaStr

JUNE 28, 2019

I’ve just gotten back from SaaStr Paris and really had time to digest some of the conversations and what so many of the founders were discussing was ACVs. When we looked at what was going on, we can tell you that our eastern region performed just as well as they have done in the past. What’s good for each segment?

Price 52

Price Cross-sell Up-sell Start-ups 52

SaaStr

JANUARY 10, 2020

With more companies launching and thriving outside of Silicon Valley, regions such as ‘Silicon Slopes’ in Utah and ‘Silicon Alley’ in New York City are gaining traction within the startup scene. Harry Stebbings: Can I push back and ask, and I’m sorry this is off schedule, but as I said, we let the conversation flow.

X-functional 64

X-functional Start-ups Drivers/motivators Go To Market 64

Salesforce

NOVEMBER 8, 2024

Each activity and conversation can impact how much money a rep takes home during any given pay period. But, in a profession that feels like a 24/7 commitment, there’s this mentality that long hours just come with the territory. This means there are no “quiet” days in sales.

Commission 94

Commission Territory Quota Sales 94

Salesforce

JANUARY 9, 2025

Higher conversion rates One of the best ways to increase productivity and revenue is by improving your conversion rates. Spending time on leads that are more likely to close often means a higher conversion rate and more closed deals. That can increase the likelihood of a purchase.

Closing 98

Closing Represent Territory Lead generation 98

SaaStr

NOVEMBER 15, 2019

No longer are the days, I said this, it came up in conversation yesterday, no longer are the days where we have one corporate headquarters. Those same kind of conversations and context sharing things can happen in text or on a video call. What technologies are popular in that city or that region? Do you have comp adjusters?

Education 49

Education Engineering Meeting Start-ups 49

Salesforce

APRIL 2, 2025

Product-led sales is a sales strategy where users experience and engage with a product first often through a free trial or freemium model before sales teams leverage usage data to drive conversions and expansions. Higher conversion rates: Consumers are typically more likely to make a purchase after experiencing a free trial.

Product 83

Product Territory Sales Price 83

Salesforce

OCTOBER 22, 2024

Outline the MEDDIC sales benefits to your reps; make the case for how it will make their jobs easier and improve conversions. Get your sales team on board: Any time you introduce a new process to your team, you want to make sure they understand why it’s valuable.

E-commerce 85

E-commerce Territory Pitch Sales 85

Salesforce

MARCH 31, 2025

Lori Richardson To put this into practice, start by having one-on-one conversations between sales management and reps to find all possible motivations, then send out surveys to ask reps to rank them in order of importance. To spark motivation on a team, I first try to understand what motivates each of the sellers individually.

Drivers/motivators 60

Drivers/motivators Quota Territory E-commerce 60

Salesforce

NOVEMBER 15, 2024

An SDR who has career conversations with their manager is aware of the timelines, skills, and next steps required to advance in their careers. Given this context, it’s clear why formalizing a career progression strategy would have a significant impact on SDR retention and engagement.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Salesforce

OCTOBER 8, 2024

Example: High Volume Sound wants to reach more customers by expanding into the European region. Look at the number of customers for each channel and ensure you have the sellers and adequate setup to offer coverage to them, such as a partner seller that can cover a specific region.

Territory 92

Territory E-commerce Profit margin Sales 92

Salesforce

DECEMBER 3, 2024

It’s also a promise made by the sales professional to the prospect: this is what you can expect from me throughout our conversations. Learn more What is the Sandler Selling System? The Sandler Selling System, also known as the Sandler sales methodology, was created by sales expert David H.

Sell 52

Sell Technique Contract Territory 52

Salesforce

OCTOBER 29, 2024

This practice also applies to canvassing — hanging physical flyers or starting conversations with people on the street to gather information. SPM software also makes it easy to assign reps to specific territories and track which of them generates the most leads where. Then, replicate what’s working and scrap what’s not.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

Salesforce

NOVEMBER 19, 2024

Watch the loss column grow, and prepare for an uncomfortable conversation with company leadership. Be sure to build a data-driven, repeatable process around it, and encourage your sales team to lean into those difficult conversations. If you’re in a crowded market, you probably won’t have much choice. The alternative?

Price 52

Price Profit margin Territory Cross-sell 52

Salesforce

NOVEMBER 12, 2024

She was struggling with hitting her sales quotas, and looking at her email open rate, it wasn’t hard to understand why: Only a small fraction (2%–3%) of her potential clients opened her emails, and her conversion rate was even lower. I suggested that she do some research to see what was actually happening in the trucking industry.

Transportation 52

Transportation Drivers/motivators Customers Territory 52

Salesforce

JUNE 12, 2024

Instead, your social channels are prime territory for building connections with new prospects and developing business relationships. Make sure the comment is relevant to their post and adds value to the conversion in the thread. Building lasting relationships A conversation with a prospect must be authentic.

Sell 111

Sell E-commerce Territory Pitch 111

Salesforce

FEBRUARY 3, 2025

Sales terms are words, phrases, and concepts used in sales conversations. Sales terms ultimately shape every stage of a deal: They set the tone at the start, guide the conversation toward solutions, and create clarity and confidence to drive the deal home.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Salesforce

OCTOBER 16, 2024

Imagine how much time you waste keeping call notes and tracking conversation data. One of the ways this is evident is in conversation intelligence. Read on to learn how conversation intelligence can help generate customer insights to increase your sales. What you’ll learn: What is conversation intelligence?

Conversion 59

Conversion Customers Territory CRM 59

Heinz Marketing

DECEMBER 14, 2020

And actually pretend like we’re actually in a room having a conversation. Russ, I know you’re in Texas. Matt: My favorite city in Texas by far, as you know I’m also a barbecue fan, consumer, as well as producer. It seems like a lot more of sort of conversational and engagement marketing will make a difference.

Pipeline 133

Pipeline Sales B2B Education 133

Salesforce

OCTOBER 14, 2024

Have difficult conversations. Always explain the ‘why’ behind your decisions. It helps your team feel included in big-picture sales strategy and demonstrates the fact that you want what’s best for your team. Act with transparency even if it means saying the hard things.

Commission 98

Commission Drivers/motivators Sales Trust 98

Salesforce

MARCH 6, 2024

But most conversations around the financial terms of a deal don’t have to mimic the Wild West. All of this can serve future selling efforts by your team. Here are some steps to prepare for an effective negotiation: 1.

Negotiate 87

Negotiate Price Territory E-commerce 87

Salesforce

MARCH 5, 2024

These might include the type of company, location, region, industry, revenue, or number of employees. It’s helpful to use a more detailed checklist or a conversation script to evaluate customers during this step (see section below). You can email or cold-call prospects, but many salespeople also use LinkedIn.

Territory 52

Territory SQL E-commerce Contact 52

Salesforce

MARCH 12, 2024

Below, we explore how to track sales velocity and rev up your sales team’s productivity for faster conversions. And analyzing how quickly customers move through the sales pipeline — or where they stall — can identify things that are working well and areas that need improvement. That’s why measuring sales velocity is critical.

Territory 64

Territory Pipeline E-commerce Sales 64

Salesforce

MARCH 11, 2024

Other benefits include: Higher conversion rates: ABS can help you land larger clients and close better deals. Create personalized landing pages that use cached or “cookied”information to increase conversations with your customers. Talk to your IT team to see what’s possible here.

Sell 59

Sell Cross-sell Territory CRM 59

Salesforce

MARCH 7, 2024

This information can be used in future sales and service conversations to help deliver value. Bring patience, professionalism, and a plan to the conversation to increase the odds of an agreement. Back to top ) What are the challenges of contract negotiation? During contract negotiation, a range of challenges may pop up.

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

Salesforce

DECEMBER 13, 2024

The best presentations are well-researched and conversational, supplemented with helpful material like a slide deck or handouts to showcase the product, benefits, and social proof. Handle objections like a conversation: Remember that you’re selling to real people, and it’s normal for them to raise objections.

Presentation 52

Presentation Closing Territory E-commerce 52

Salesforce

FEBRUARY 29, 2024

4: Don’t make assumptions about pain points Experience and intuition are great tools for a salesperson to have, but be careful not to let them spill over into assumption territory. Watch the demo What is a customer pain point?

Customers 52

Customers Territory E-commerce Pharmaceutical 52

Sales Hacker

APRIL 1, 2025

Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. And it was Dallas, Texas, Western theme cowboys. Well, we’ll have to have a, a conversation over that later. We were down in Dallas. Scott Barker: Double whammy.

GTM 64

GTM Up-sell Start-ups Gaming 64

Salesforce

MAY 2, 2022

Think about folks from different industries, regions, and educational backgrounds. Pro-tip: Always go into a sales conversation with good intent. Sharing a small conversation helps you stay relevant and encourages stronger relationships. Instead, focus on a human-to-human conversation. Follow her on LinkedIn. Ali Powell.

Gaming 98

Gaming GTM Consult Sales 98

Salesforce

SEPTEMBER 13, 2024

Wondering what it takes to be a territory sales manager? We’ll discuss what this career looks like, how to build your skills, a typical day for a territory sales manager, and metrics for success, so you can decide whether it’s the job for you. What you’ll learn What is a territory sales manager?

Territory 59

Territory Objectives and Key Results Cross-sell E-commerce 59

Salesforce

SEPTEMBER 26, 2024

Does everyone get a shot, or are conversations dominated by a clique of power-users? Between that and other challenges we face, a sales community just for women provides empowering conversations and support. Check the tone of the community The easiest way to do this would be to make a free account and lurk for a week or so.

Territory 98

Territory Sales E-commerce Networking 98

Salesforce

FEBRUARY 17, 2025

” A clear, customer-focused value proposition not only communicates your unique value but also sparks curiosity and invites deeper conversations. Beyond direct conversations, observe where your audience engages online forums, Slack groups, and social media reveal valuable, unfiltered discussions.

Territory 56

Territory Negotiate E-commerce Objectives and Key Results 56

Salesforce

SEPTEMBER 25, 2024

Number of new customers: Determine how many of those sales are from new customers to help measure whether your incentive program is driving conversions.

Commission 96

Commission Drivers/motivators Territory Sales 96

Salesforce

SEPTEMBER 12, 2024

A challenger seller is characterized by taking control of conversations and enjoying a good debate. By taking control of the conversations, I was able to compel the buyer to take action based on where they were to get where they wanted to be. Read on to learn how this methodology can benefit your sales team.

Territory 52

Territory E-commerce Sales Technique 52