Salesforce

OCTOBER 24, 2023

That’s the heart of value selling. What you’ll learn: What is value selling? Why is value selling important? See how it works What is value selling? Value selling is a sales strategy that focuses on helping prospects solve problems while delivering positive economic and resource impact.

Sell 104

Sell Pitch Objectives and Key Results Cross-sell 104

Sales Hacker

JUNE 13, 2023

Company founders do a lot of the selling in the early days. They hire marketers to take over marketing, designers to take over design, finance people to take over the numbers. If you sell cars, what decisions does a buyer need to make before they are ready to buy? It often comes about like this. Owners know what I mean.

Process 116

Process Cross-sell Sales Finance 116

Martech

SEPTEMBER 29, 2023

Prospecting data: Have a look at the integrated prospecting data platform called Anteriad Data Cloud, for self-service or managed data across B2B markets, buying groups, and intent, for content syndication, programmatic advertising and cross-channel communications. Your reps can spend more time selling and less time writing.

B2B 95

B2B Teamwork Referrals Cross-sell 95

Salesforce

NOVEMBER 9, 2021

It’s about uniting cross-functional counterparts to own roles in collecting data and surfacing critical insights, at every stage of the customer journey, to help key decision-makers learn what customers really need. It’s really easy to sell something once. It’s really easy to sell something once.

Customers 98

Customers CRM Finance Cross-sell 98

Hubspot

JUNE 8, 2021

There's the hustle to find leads, the hundreds of calls, and the high of delivering a flawless pitch. If you imagine jet-setting to new locations to pitch prospective clients, an outside sales rep role could be the career for you. Nearly half of their time is spent selling remotely (i.e. That can be true. Outside Sales Rep.

Commission 94

Commission Territory Finance Inside sales 94

Salesforce

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Not only will this help you build trust, which makes it easier to sell , but it will open the door to long-term relationships that can lead to upsells and cross-sells. But not always. The next step?

Gaming 95

Gaming Cross-sell Referrals CRM 95

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. Why Should You Sell Into Startups? While selling to startups is an evergreen opportunity, it’s important to understand the risks as well.

Sell 108

Sell Minimum Viable Product Objectives and Key Results Cross-sell 108

SalesHandy

JUNE 29, 2021

Selling products or services to businesses and professionals can be tough. Which is unlike selling to consumers, who have common needs and wants. The right B2B sales strategy optimizes your sales process around a few key principles, all of which allow you to make the most out of B2B selling efforts. B2B Sales Principles.

B2B 98

B2B Cross-sell X-functional Follow-up 98

Partners in Excellence

MAY 3, 2022

Finance will see the problem in a different way than IT and customer service. Yet when we talk about the same things to the end users, they look at us with their eyes crossed. The RVP talked about our solutions–fortunately he didn’t pitch products. But that requires us to sell differently.

Strategize 102

Strategize Territory Cross-sell Finance 102

Sales Hacker

MAY 26, 2021

Sales ops is responsible for supporting and enabling sales reps to sell efficiently and effectively. Sales operations teams bring a system of selling and structure to a sales organization. These teams focus on converting leads into customers by tailoring their pitches to address prospects’ specific needs.

Territory 72

Territory Objectives and Key Results Finance Cross-sell 72

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 4 Sales Skills for Pitching: The 9-minute rule. Now you enter pitch mode. You’ve trimmed it down and have “perfected” your 30-minute pitch. It’s a monster.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Hubspot

AUGUST 27, 2020

For instance, say you're a rep selling a conversational intelligence platform for sales reps. Your prospect represents a company that sells an ecommerce platform to small to midsize businesses. That's what you tailor your pitch and messaging around. Let's say you conduct enough research to cover those points — among others.

Process 96

Process Contact Cross-sell Prospecting 96

Salesmate

DECEMBER 4, 2020

Why do finance companies need CRM? Therefore, today’s finance businesses need to adopt such approaches that are modern and customer-focused, which is why CRM for Finance plays an important role in the scaling of companies. Ways in which you can grow your business with a Finance CRM. Track performance of finance agents.

CRM 52

CRM Service Finance Customer Relationship Management 52

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

Sales Hacker

JUNE 22, 2021

Today’s virtual selling environment demands a new kind of approach, one that prioritizes the buyer above all else. And so with Pavilion, we’re also announcing a new finance Pavilion, a sales Pavilion, and marketing Pavilion, and we will have pavilions for every functional area. No direct solicitation, no unwanted selling.

Finance 76

Finance Cross-sell Negotiate Service 76

Hubspot

APRIL 4, 2023

This question is similar to an elevator pitch. It's also when you really need to sell yourself and your skills. Describe a time when you worked within a cross-functional team to complete a project. For instance, you may work cross-functionally with different departments or have multiple stakeholders to manage.

Consult 83

Consult Objectives and Key Results X-functional Construction 83

Highspot

DECEMBER 5, 2023

This step focuses on gathering insights to inform your sales pitch. Give an Effective Sales Pitch Delivering an effective sales pitch involves presenting your product or service in a way that resonates with the customer’s needs. Who are you selling to? Financing options: Discuss financing plans and options.

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

SBI

DECEMBER 3, 2014

Scott speaks with 100’s of suppliers a year and, as he tells it, their pitches are woefully similar and few can answer his litmus questions: What problem do you solve? As Scott points out, organizational complexity is the reality for the companies you’re trying to sell to. Who gets fired if that problem doesn’t get solved?

Cross-sell 54

Cross-sell Sales Pitch Up-sell 54

ConversionXL

NOVEMBER 17, 2022

By making predictions based on what buyers want, Amazon makes shopping easier (people don’t have to go searching for products), allowing them to sell more. And from existing customer behavior and interactions with your customer service team, you can predict popular products and make upsell and cross-sell recommendations to increase retention.

A/B testing 106

A/B testing UX Objectives and Key Results Non-Profits 106

SBI

SEPTEMBER 11, 2012

Get ideas for how you need to evolve the way you do business across your organization including marketing, sales, finance, and customer service. Join us to hear how small businesses to large enterprise customers are saving time and money, doing more cross selling, and succeeding with the simple addition of Data.com.

CRM 48

CRM Cross-sell Contact Finance 48

Sales Hacker

DECEMBER 2, 2019

Our second sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best. I understand accounting and finance. I can do this.

Strategize 55

Strategize Contract Strategic planning Drivers/motivators 55

SaaStr

JULY 8, 2020

I think whether it’s doing portfolio triage or learning to take pitches over Zoom or whatever people are doing, it’s hard as human beings. Look, okay, let’s say half your business sells to eCommerce, but 20% sells to live events. Do you think pitching over Zoom helps outsiders more? Jason Lemkin: Yeah.

Pitch 86

Pitch Start-ups Up-sell Technology 86

Sales Hacker

JULY 8, 2020

Here’s the place where we start, we start with the baseball card, which is basically giving you an opportunity to both pitch Compass, a company that many of us know, but to hear it in your words, and to also frankly, tell us what your role is. Again, there are plenty of people out there who can help you buy and sell real estate.

Real Estate 125

Real Estate Strategize Launch Commission 125

Sales Hacker

DECEMBER 17, 2019

If you missed episode 87, check it out here: PODCAST 87: How to Pitch Category Creation to Your CEO or CFO w/ Anthony Kennada. How selling as a founder will help you understand your sales motions. And he has indoctrinated that it cross a wide range of functions and content so that the rest of us can learn. What You’ll Learn.

Cross-sell 53

Cross-sell Contract Sales Up-sell 53

SaaStr

NOVEMBER 19, 2019

Nancy Ham : I had to cross idea number one off my list of rationalizing marketing. I was a CFO, so I went down the hall to finance to meet my people in finance. How can you sell more product? We had crossed the 100 employee barrier because we really wanted to scale to get to that 50 hundred million dollar mark.

Closing 74

Closing Customers Niche Cross-sell 74

Search Engine Land

NOVEMBER 17, 2023

Chicago Lewis explains her distaste for SEO because “the practice seems to have successfully destroyed the illusion that the internet was ever about anything other than selling stuff.” But SEOs are in the business of helping companies sell things, right? But finance-oriented executives don’t accept that level of uncertainty.

Engineering 121

Engineering Niche Promote Up-sell 121

Sales Hacker

JANUARY 19, 2021

Best practices for asynchronous selling [15:38]. Guided selling with Revenue Grid allows you to guide reps step by step through every deal, reducing guesswork and increasing consistency, so your teams have the best odds with every opportunity in the pipeline. I’m not here to sell you anything, but I am here to share good ideas.

Cross-sell 75

Cross-sell Up-sell Objectives and Key Results Start-ups 75

SaaStr

JULY 1, 2020

That is a pitch if I understand it right. Do you have time not to sell me your product? ” It’s a lot more humanization of SDR selling and being a person, talking to people, putting more effort into acquiring ultimately what their objective as a demo with a rep. You can get some float out of this right?

Process 106

Process Sales Quota Commission 106

Lead Fuze

DECEMBER 31, 2021

If you believe its simple, I have a bridge in San Francisco to sell you. The Sales Enablement structure of a team varies dramatically across organizations, unlike the well-established departments of Finance and Human Resources. You should also track metrics so that the ROI can be substantiated.

Process 52

Process Sales Prospecting Cross-sell 52

PandaDoc

OCTOBER 3, 2023

Do you feel like your selling job is becoming harder and harder over time? As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. So hurry up and learn how to stop wasting your time on inefficient routines and redirect your efforts to selling!

Process 52

Process Objectives and Key Results X-functional Sales 52

SaaStr

OCTOBER 29, 2019

I was on the product team and saw this opportunity for us to work more cross functionally across the company and focus heavily on retention and monetization. I had a cross functional team that owned pricing and packaging. And upselling and cross selling users from a cheaper plan to a higher price plan.

Price 45

Price X-functional Cross-sell Drivers/motivators 45

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Anita Nielsen.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

SaaStr

DECEMBER 5, 2023

You have to expand your focus on how you sell and make it strategic to the C-suite. With that comes business value assessments, where you put some numbers to the pitch in terms of ROI and the value it can bring your prospect. When you get to the phase of wanting to sell to Enterprise, it often breaks down at Enterprise needs.

GTM 107

GTM Cross-sell Government Legal 107

SaaStr

MAY 27, 2020

Why is financing hard right now? It’s very difficult to get financed. The problem in private markets is private markets don’t adjust their pricing because it takes time until financing’s actually happen. So that kind of price discovery makes financing very difficult. So the market hates uncertainty.

Finance 110

Finance Government Price Contract 110

SaaStr

AUGUST 6, 2019

We were on the phone selling our software before we’d even really begun to get the first few customers in and figure out what do they really need? We sell enterprise SaaS software. The difference between selling 500k and 100k is not that different in time. We already had a world map up with pins of where we had customers.

Networking 72

Networking Cross-sell Up-sell Start-ups 72

SaaStr

JULY 15, 2020

And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something. People are buying and selling houses. Right now if you look on the other side, an area I know a fair amount about, look at US real estate.

X-functional 82

X-functional E-commerce Retail Growth 82

Highspot

SEPTEMBER 28, 2023

What is the Challenger Selling Methodology? Challenger sales reps excel in: Teaching : They offer valuable insights that may never have crossed a customer’s mind. When applied, salespeople don’t just make the sales pitch more compelling; they inspire conversations and reshape beliefs.

Cross-sell 52

Cross-sell Education Sales Technique 52