Hubspot

DECEMBER 13, 2023

Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made. In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs. Any non-negotiables we should be aware of?” “Can

Objection handling 87

Objection handling Negotiate Cross-sell Contract 87

Anthony Cole Training

FEBRUARY 24, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Why Arent Your Salespeople Selling? 3 Lessons for Effective Communication in Selling. How to Sell (21). Negotiating (2). Selling (45). Selling Attitude (22).

Objectives and Key Results 138

Objectives and Key Results Cross-sell Drivers/motivators Sales 138

Veloxy

OCTOBER 26, 2023

The Role of a Medical Device Sales Rep Medical device sales representatives play a critical role in the healthcare industry, selling and promoting medical devices to healthcare professionals. Aligning your personal and professional interests with the medical devices you sell can help you excel in your role.

Healthcare 130

Healthcare Hospitality Networking Negotiate 130

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. This stage can involve multiple meetings and additional stakeholders. This can include negotiations, compliance checks, and/or deciding on a timeline for implementation with your customer. The sales process varies greatly depending on the purchase.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Hubspot

AUGUST 10, 2020

For example, if you work for a company that sells audio editing software and you have a prospect who does not create audio content and is looking for photo editing support, listening to their needs can disqualify those who are not in need of your offer, freeing you up to engage with customers who are. Upselling and Cross-selling.

Cross-sell 100

Cross-sell Sales Negotiate Contact 100

Hubspot

DECEMBER 28, 2017

What is relationship selling? Relationship selling is essential if you have a high average selling price (ASP),” explains VidScale COO Adam Rizika. What is transactional and relationship selling? Relationship selling, on the other hand, is effort- and research-intensive. Relationship selling examples.

Sell 101

Sell Cross-sell Negotiate Technique 101

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. So what’s the secret to building lasting relationships and negotiating the deal? Why is Sales Negotiation Important? You’ll have to read on.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Hubspot

APRIL 2, 2021

Nowadays, media buying is done in one of two ways: Direct buy – Media buyers forge relationships with publishers to negotiate ad inventory, e.g., working with a newspaper to have an ad placed in the upcoming issue. The negotiation still technically happens but it's done at a much quicker rate through open and private marketplaces.

Objectives and Key Results 101

Objectives and Key Results Cross-sell Negotiate Campaign 101

Hubspot

OCTOBER 19, 2017

Quota attainment, or the percentage of salespeople meeting or exceeding quota, tells you whether your quotas are too high or low. Take a look at your pay structure to see if you’re pulling the right levers to get reps to sell. Or maybe you’re trying to improve your cross-sell rates. Percentage of sales team hitting quota.

Quota 101

Quota Cross-sell Contract Negotiate 101

Hubspot

AUGUST 14, 2023

For instance, let‘s say a salesperson is selling a product that isn’t backed by 24/7 support — and once upon a time, that factor held up a deal or two. If you find yourself in this situation, don't be quick to chase down your buyer — doing so can weaken your negotiating position, and a pushy “just checking in” email can hurt your margins.

Closing 90

Closing Hospitality Negotiate Price 90

Veloxy

FEBRUARY 22, 2023

Field sales is a critical aspect of many businesses’ sales strategies, with representatives and managers working in the field to meet with customers and close more deals. These representatives travel to meet with customers, make sales presentations, and close deals. Schedule your free workshop NOW! What is field sales?

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Veloxy

AUGUST 31, 2023

From long-lasting client relationships to face-to-face meetings , field reps can make all the difference in innovation by continually supporting customer needs. If you’ve been meeting quota attainment for the past few months in a row, then you’re clearly underplaying your real potential.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

SaaStr

SEPTEMBER 11, 2024

It also required them to: Negotiate their first Enterprise customer contract Undergo deep security reviews Once you land your first Enterprise customer, it might be time to build that first sales team. They had to invest a lot upfront to make sure they were ready to meet the needs of a global user. Let’s look at Lucid’s timeline.

Territory 121

Territory GTM Price Cross-sell 121

Sales Hacker

FEBRUARY 2, 2021

This information will help you when coming up with the perfect sales pitch that will appeal to your prospect and sell the value of whatever product/ service you might offer. In this stage of the selling cycles, sales teams get to meet the client, either in person or through video conferencing apps or even email. Closed-Won: =].

Sales 113

Sales Cross-sell Pipeline Negotiate 113

Sales Hacker

JULY 25, 2022

Everyone on your team must meet their specific goals in order for your engine to operate efficiently. Future meetings. If your reps don’t meet their quota, you have a record of their activity — which means you can dig into the numbers to figure out why they’re behind and coach them accordingly. Emails sent, outcomes.

Engineering 117

Engineering Objectives and Key Results Cross-sell Pipeline 117

Hubspot

SEPTEMBER 12, 2018

But what is a sales pipeline and why is it so instrumental to selling success? Certain prospects may even skip stages in your pipeline -- for example, if a buyer proactively introduces you to the budget authority before you’ve asked, you’d move the deal straight from “initial connect” to “meeting with decision maker.”.

Pipeline 101

Pipeline Negotiate Sales Objectives and Key Results 101

InsightSquared

OCTOBER 2, 2020

You wanted to see cross-functionally—broad and deep. Those questions (and more) are exactly what we are answering with the first all-in-one Revenue Intelligence Platform , featuring Activity Capture, Guided Selling, Interactive Reports, AI Forecasting, Dashboards—and now Conversational Intelligence. . Negotiating.

Cross-sell 100

Cross-sell Negotiate Meeting Closing 100

Gong.io

AUGUST 30, 2021

Yes, I’ll take a meeting with you.”), use this opportunity to get as many “little yesses” as possible. This leads to, “Yes, I’ll take a meeting.”. This email follow up example isn’t asking for time or a meeting, it’s asking for interest. They agreed to take a meeting. Yes, I’m interested.” “Yes,

Follow-up 107

Follow-up Referrals Gaming Cross-sell 107

InsightSquared

NOVEMBER 5, 2018

In all these cases, it may very well be appropriate that you set up more, but less qualified, meetings for your field sales team. Scenario 2: Will this company meet their numbers? Train our teams to negotiate better to keep deal value higher. Teach reps to trade instead of negotiate to keep ACV higher. So what can we do?

SQL 94

SQL Territory Negotiate Cross-sell 94

Sales Hacker

JUNE 26, 2020

We positioned a member of our sales team as a thought leader and worked some PR magic to negotiate interviews and push articles written on his behalf. We tagged leads, so it was clear whether we needed to up-sell or cross-sell, and we knew who needed more attention and marketing enablements. Regular Meetings.

Referrals 133

Referrals CTR CRM Cross-sell 133

Highspot

JANUARY 19, 2022

This includes teaching them how to best engage with prospects, build relationships with customers, close deals, upsell and cross-sell, and much more. Outside or field sales : These training programs are catered to sales reps who spend the bulk of their time meeting with leads and customers face-to-face.

Technique 92

Technique Negotiate Pitch Inside sales 92

Partners in Excellence

OCTOBER 20, 2011

It’s also used as a negotiating tactic for both vendors. Your account plan should include very strong cross sell and upsell plans. You should have plans to go into the current divisions you work with, finding ways to upsell or to sell a wider variety of products.

Territory 101

Territory Cross-sell Negotiate Account management 101

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . The goal of prospecting is to sell the meeting. You landed the meeting.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Highspot

OCTOBER 23, 2023

There are several underlying causes behind this, from lack of preparation to failure to meet the needs of customers. This cross-departmental collaboration ensures all team members align with the product launch and company goals. Equip them with knowledge about the product, its unique selling points, and the challenges they might face.

Launch 59

Launch Negotiate Product GTM 59

Hubspot

JANUARY 29, 2018

So, want to know how to sell more cars? Nice to meet you Bonnie. These questions provide context about what your buyer is looking for, their budget, and who you’re selling to. Their answers also allow you to cross-sell or upsell. Use sales lulls to become stronger at selling. Remember Names. Build Rapport.

Cross-sell 101

Cross-sell Drivers/motivators Intrinsic Price 101

The Sales Hunter

DECEMBER 17, 2011

Selling a Price Increase. Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. One of the techniques I use is to post the same question on a couple of different discussion boards to get a cross-section of opinions. 6 Things You Need Before You Meet the CEO. high profit selling. Networking.

Drivers/motivators 65

Drivers/motivators Negotiate Cross-sell Cold Call 65

Sales Hacker

JUNE 3, 2021

automobile parts to repair cars), to sell to their customers (e.g. retail stores selling children’s toys), or they’re using a service (e.g. You need CRM software to support lead management, track progress along the sales pipeline , identify cross- and upselling opportunities, and provide efficient customer service.

B2C 106

B2C CRM B2B E-commerce 106

Heinz Marketing

APRIL 5, 2021

I mean, do you have to negotiate with the player or their agent for how much time they’ll spend on this? Drew Chapin: Getting into a little bit of the detail, you do negotiate for his time and that is what essentially, you are paying for. That’s all negotiated. So, that is something that we negotiated upfront.

Pipeline 122

Pipeline Negotiate Sales Cross-sell 122

Hubspot

FEBRUARY 7, 2018

According to The Bridge Group’s 2016 Sales Development Metrics and Compensation report , it’s most common for companies to base an SDR’s commission on the number of meetings or opportunities they pass to their partner reps and the number of meetings or opportunities accepted by those reps. AEs are held to quotas. Resiliency is crucial.

Territory 101

Territory Commission Outside Sales Account management 101

Hubspot

APRIL 2, 2018

Great to meet you [prospect]! Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Great to meet you [prospect]! Negotiations. This ensures you never sell your company or your prospect short. "Have you had time to read through the proposal?". “I

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Miller Heiman Group

JULY 8, 2019

By doing so, an organization meets and exceeds buyer expectations, setting themselves up as a more trusted partner to solve business problems than their competition. Sales leaders that collaborate closely with service leaders will find more opportunities for cross-selling and upselling. Conclusion.

Cross-sell 82

Cross-sell Sales Negotiate Quota 82

Sales Hacker

JUNE 14, 2021

An e-commerce tech firm learned that there should not be a hand-off between sales and marketing once selling conversations begin. Our client’s software that was designed specifically to integrate with SAP’s ERP does not have the capability at this time to meet the needs of “rental” businesses.

GTM 113

GTM E-commerce B2B Profit margin 113

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road. Nurturing existing leads.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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. These funds are typically used to grow the company to meet its new demands and begin its scalable processes. trillion worth of funding.

Sell 107

Sell Minimum Viable Product Objectives and Key Results Cross-sell 107

The 5% Institute

AUGUST 7, 2023

Such relationships not only lead to client loyalty but also open doors for potential upselling and cross-selling opportunities. Effective time management and organizational skills are vital for prioritizing responsibilities, meeting deadlines, and consistently delivering top-notch service.

Account management 52

Account management Negotiate X-functional Cross-sell 52

PandaDoc

APRIL 8, 2024

Their cross-functional expertise enables them to create proposals tailored to customers’ needs. A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates. Try now Automating communication and negotiation using digital tools.

Negotiate 52

Negotiate Cross-sell Contract Legal 52

Sales Hacker

AUGUST 23, 2018

You might optimize your prices and meet compliance regulations or you might have the best sales tools at your disposal. There’s a general tendency among most frontline sales teams to sell to enterprises and become the next Salesforce. Trying to sell to everyone and anyone is tempting, but it’s a fool’s errand.

B2B 74

B2B Cross-sell Negotiate Up-sell 74