SaaStr

MAY 14, 2023

As we gear up for SaaStr Europa 2023 in London on 6-7 June and SaaStr Annual 2023 in the SF Bay Area on 6-7 September , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. OK, so straight up. Next up, we’ve got Nicolas Dessaigne.

Price 111

Price Start-ups Up-sell X-functional 111

Heinz Marketing

DECEMBER 30, 2019

Football does come up, but we also talk about 2020. Knowing the storm is probably going to try to tear it to pieces, but having that plan up front, if you don’t have some semblance of that, it’s going to be very hard to start the year off on the right track. I graduated magna cum laude from the University of Michigan.

Pipeline 44

Pipeline Sales Objectives and Key Results Start-ups 44

Heinz Marketing

DECEMBER 16, 2019

This week’s episode is entitled “ What Do CRM and Spirituality Have in Common? We got talking about CRM’s. We also talk a little about the old world social sell and much more. if you try Nimble , use the code Jon40, When you sign up it’ll save you 40% off the first three months.

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Pipeline CRM Sales Contact 42

Heinz Marketing

OCTOBER 22, 2018

It integrates with CRM. Paul, you will appreciate, she is a fellow Michigan grad. I was a big bugs bunny fan growing up, and you might remember the road runner cartoons where the track is being laid on the train, ahead of the train. You find out when your prospects open your emails, click your links. They notify you immediately?

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Pipeline Sales Campaign Contract 65

Sales Hacker

OCTOBER 23, 2019

The more I sell, the more I’ll make. Studies conducted at Stanford, Michigan, and Sussex University all support the prognosis that multitasking has a negative effect on attention span, brain function, and productivity. . Can we all agree that by virtue of its targeted nature, sales is a pressure cooker of a job ?

Trust 47

Trust Commission Construction Territory 47

Heinz Marketing

SEPTEMBER 3, 2018

We’ve already featured some great guests and have a line up of awesome content and special guests into 2016. We were thrilled this last time to be able to talk to Marilyn Cox , Vice President of Marketing and CRM at The Second City. I believe, on Saturday, we’ve got a couple that are coming up. Marilyn: Oh, ow!

Pipeline 43

Pipeline Sales B2B CRM 43

Heinz Marketing

APRIL 2, 2018

She’s spent almost two years in Africa creating new design thinking curriculum, and then a couple years ago she decided, “Well, what the hell, I’ll just go back to the valley and I’ll create a start up.” Paul, not just sales and marketing, but let me set this up a little bit. Paul: Welcome aboard.

Pipeline 51

Pipeline Sales Presentation B2B 51

Gong.io

AUGUST 23, 2021

How can I set it up? Call recording gives reps infinite memory, so reps can focus on what they love most: customer conversations and selling. #2 With Gong, reps get an email listing all the items they need to follow up on after every call. Question 5: Does call recording software automatically log calls in your CRM?

Legal 118

Legal CRM Sales Follow-up 118

Salesforce

JUNE 12, 2024

At the core, buying and selling are social activities. Social selling lets you reach buyers everywhere, from your favorite social media accounts. What you’ll learn: What is social selling? Why is social selling important? Learn more What is social selling? Back to top ) Why is social selling important?

Sell 111

Sell E-commerce Territory Pitch 111

Salesforce

OCTOBER 14, 2024

Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM. Perhaps your team isn’t performing, doesn’t listen, or messes up from time to time – it makes sense why your trust might be a bit shaky. Back to top) 4. Do you keep your promises?

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Commission Drivers/motivators Trust Sales 98

Salesforce

OCTOBER 15, 2024

They also offer insight into a customer’s history of purchases, making them the key to cross-selling and upselling products. Sign up now Thanks, you’re subscribed! For example, if a customer signed up late in the month, the bill may only be for 15 days of that first month. Learn how Revenue Cloud can help.

Finance 104

Finance Territory Price E-commerce 104

Salesforce

OCTOBER 8, 2024

According to the Salesforce State of Sales report, organizations use an average of 10 channels to sell to customers. Sales channels are all the places you sell to your customers. Partner selling is a popular indirect sales channel for many businesses. It launches a company online store to sell speakers to its customers.

Territory 93

Territory E-commerce Profit margin CRM 93

Salesforce

NOVEMBER 8, 2024

Sales burnout: prevention vs. intervention How to solve sales burnout once and for all Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM. Sign up now Thanks, you’re subscribed! Learn more What is sales burnout and why is it so common?

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Commission Territory Quota Sales 94

Salesforce

OCTOBER 22, 2024

A lead’s criteria may not neatly line up with what you consider the product’s main selling point. Sign up now Thanks, you’re subscribed! A good Customer Relationship Management (CRM) tool is crucial here. If that doesn’t describe your business, another option may make more sense.

E-commerce 87

E-commerce Territory Pitch Sales 87

Salesforce

MARCH 11, 2024

You decide to go for it… This is what account-based selling (ABS) is like. Read on to learn how to grow your business with account-based selling. What you’ll learn: What is account-based selling? Watch the demo What is account-based selling?

Sell 59

Sell Cross-sell Territory CRM 59

Salesforce

DECEMBER 17, 2024

Firmographic: The characteristics of businesses or organizations that make up your target audience, including company size, industry, revenue, number of employees, and growth potential. Sign up now Thanks, you’re subscribed! Back to top ) Get the latest articles in your inbox. What do your customers have in common?

Prospecting 52

Prospecting Customers Territory E-commerce 52

Salesforce

OCTOBER 4, 2024

Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. When sales reps forget to update their deals in the CRM, for instance, marketing has limited visibility into which programs are working, while customer success can’t tap previous deal activity during handoffs.

GTM 98

GTM Territory Finance E-commerce 98

Salesforce

MARCH 6, 2024

12 ways to prepare for an effective price negotiation Best practices for negotiating effectively Tee up for success See how Sales Programs from Sales Cloud helps reps win more — and win bigger — within the flow of work. All of this can serve future selling efforts by your team. What you’ll learn: What is price negotiation?

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Negotiate Price Territory E-commerce 91

Salesforce

NOVEMBER 19, 2024

However, most companies are up against established rivals who compete on price. Sign up now Thanks, you’re subscribed! It involves highlighting the perceived value differences between your product and a competitor’s offerings, as well as playing into a customer’s desire to “keep up with the Joneses.”

Price 52

Price Profit margin Territory Cross-sell 52

Salesforce

OCTOBER 29, 2024

Like other sales approaches, the goal of door-to-door sales is to establish a relationship with a customer, upsell , cross-sell, and close more deals. The five-step, door-to-door sales process includes prospecting, approaching, presenting, closing, and following up. Sign up now Thanks, you’re subscribed!

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

Salesforce

OCTOBER 16, 2024

Probably a lot, since sales reps spend 70% of their week on non-selling tasks, according to the Salesforce State of Sales Report. With that in hand, the sales rep can reference specific call details for personalized customer follow-up communications. Sign up now Thanks, you’re subscribed!

Conversion 59

Conversion Customers Territory CRM 59

Salesforce

MARCH 12, 2024

Below, we explore how to track sales velocity and rev up your sales team’s productivity for faster conversions. If you’re using a CRM like Salesforce, these metrics are tracked automatically and are readily available. Sign up now Thanks, you’re subscribed! Instead, think about upselling or cross-selling.

Territory 64

Territory Pipeline E-commerce Sales 64

Salesforce

DECEMBER 19, 2024

Make your enablement about results, not effort Close your revenue gaps and get more out of every rep with Sales Programs delivered in your CRM. These tactics arent just ineffective, but they also pave the way for a cover up sales culture. Sign up now Thanks, you’re subscribed!

Territory 52

Territory E-commerce Sales Drivers/motivators 52

Salesforce

DECEMBER 13, 2024

It can also serve as an opportunity to upsell or cross-sell. Some customer relationship management (CRM) tools use generative AI to help sales teams personalize their content. 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

MARCH 5, 2024

Reps spend only 28% of their week actually selling, according to the State of Sales Report. Product qualified leads (PQLs) Most often, PQLs are prospects that have signed up for a free trial product or freemium version of your subscription or software. What’s more, 69% of sales professionals agree their jobs are harder now.

Territory 52

Territory SQL E-commerce Contact 52

Salesforce

MARCH 7, 2024

When to negotiate a contract The contract creation and negotiation process How to improve contract negotiation core skills 9 contract negotiation tips Learn 3 ways to sell faster with Salesforce CPQ See how Salesforce CPQ helps sellers close faster, and companies launch new revenue models in days, not months.

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

Salesforce

MARCH 1, 2024

Now is the time to reveal the ace up your sleeve — sales SPIFFs. For example, you might tell your sales team they can earn a bonus on top of their salary and commission, for selling [X] products above quota by the end of the month or for booking [X] demos in a quarter that lead to a sale. Sign up now Thanks, you’re subscribed!

Commission 52

Commission Teamwork Drivers/motivators Territory 52

Salesforce

MARCH 12, 2024

Pros of competition based pricing Cons of competition based pricing 5 steps to build a competition based pricing strategy What competition based pricing looks like in practice Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. Learn how Revenue Cloud can help.

Price 52

Price Profit margin Territory E-commerce 52

Salesforce

SEPTEMBER 25, 2024

Showing up to work is one thing; bringing genuine enthusiasm to the job is another. Sales incentives can be a valuable tool to get your team fired up, but they’re not one size fits all. But you can also shake up your incentive program by adding more creative ideas to the mix. Here are some to consider: 1.

Commission 97

Commission Drivers/motivators Territory Sales 97

Salesforce

SEPTEMBER 12, 2024

Above all, Challenger Selling focuses on teaching your customers rather than building relationships with them. Sign up now Thanks, you’re subscribed! The warm-up You begin by sharing knowledge of the prospect’s challenges and problems. How does Challenger Sales work?

Territory 52

Territory E-commerce Sales Technique 52

Salesforce

SEPTEMBER 13, 2024

Building and maintaining customer relationships: Scheduling visits with key clients to understand their needs, following up about products and services, and gathering feedback. After a year or two in an entry-level sales role, you can begin to work your way up to sales development rep (SDR), business development rep (BDR), or sales engineer.

Territory 59

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