Partners in Excellence

APRIL 5, 2024

For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” Some have had long careers in selling, some are relatively new. They come from all over the world, they represent B2B, technology , basic materials, SaaS, industrial products, professional services, B2B2C and B2C.

Sell 143

Sell Cross-sell Drivers/motivators Education 143

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. Zippia reports that there are over 731,605 field sales representatives and 127,122 field sales managers currently employed in the United States.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Martech

MAY 5, 2022

Many organizations use CDPs or data management platforms to collect and activate this data, helping them meet the unique needs of each customer. The buyer persona is the fictional personality marketers create that represents a specific type of user who interacts with their brand. Implement personalized cross-sell campaigns.

Customers 118

Customers Cross-sell Gaming Up-sell 118

Partners in Excellence

APRIL 18, 2013

We may measure them on retention, we may have goals for growing the business with our existing customers through cross sell, upsell, expanding our relationships. The customer service representative that makes the customer feel like she’s being inconvenienced by your call and questions about how to use the product.

Customers 123

Customers Manufacturing Cross-sell Legal 123

SaaStr

FEBRUARY 2, 2020

But if you want to meet with, interact with, share with, and sell to 5,000+ SaaS and Cloud CEOs (out of 15,000 attendees), SaaStr Annual is the place. Every Functional Area is Actually Pretty Well Represented. CEOs represent 35% of the attendees, which is actually kind of stunning. Let’s take a deeper look: 1.

Cross-sell 112

Cross-sell Represent Meeting Gaming 112

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

Heinz Marketing

MARCH 9, 2021

The key to a good sales enablement strategy is knowing how to use the same people, products, and services, and aiding them to customize their selling approach to a targeted audience. This effect occurs because it provides authentic and meaningful experiences with company representatives that reflect typical physical social interactions.

Teamwork 138

Teamwork Cross-sell Technology Technology 138

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). Sales Representative (5). Sales Representatives (3). Selling (45).

Objectives and Key Results 136

Objectives and Key Results Cross-sell Drivers/motivators Sales 136

criteria for success

JUNE 3, 2021

We structure our company's process around this philosophy; we meet for daily check-ins as a team, we set aside time for purposeful brainstorm sessions, we encourage an open discourse, and so on. What is a Cross-Functional Revenue Growth Team? Once you have your selected team members, decide on a cadence for meetings.

Growth 97

Growth Cross-sell Finance Represent 97

Hubspot

JULY 22, 2024

They're typically sent following initial conversations, meetings, or proposals (shocking, I know.) There‘s no point in selling yourself as a provider if your prospect hasn’t decided on a type of solution yet. The key is immediately establishing your expertise and asking for the meeting reasonably early.

Clients 78

Clients Referrals Prospecting Sales 78

Salesmate

JULY 8, 2020

If you’re serious about applying this approach, I recommend you buy the book Sell Like Crazy , by Sabri Suby. Meeting Prospects. Meeting prospects is an important step on the path to a conversion. Some people like to meet face-to-face. You should get your lead to complete some activity before the meeting.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. co-marketing materials). Sample Product Training Plan: New Sales Reps.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Heinz Marketing

APRIL 14, 2022

These listen to us – “transmission” messages were neither what prospects or customers wanted to hear, nor what the sales folks and channels needed to sell. To stay relevant and a be strategic partner today, CMOs need to drive more value with five salient actions: Cross-functional Alignment with Common KPIs. Customer Obsession.

B2B 116

B2B Cross-sell Education Strategize 116

Hubspot

MARCH 7, 2018

Upsell/Cross-Sell Rates. Instead, they rely heavily on their field representatives to be their eyes and ears. Is there something that overperformers do in sales meetings that others don’t? Working in sales requires persistence, and sometimes representatives can run out of steam. Upsell/Cross-Sell Rates.

Territory 101

Territory Cross-sell A/B testing Promote 101

Martech

MARCH 1, 2024

Instead, B2B retention requires a laser focus on the core business, meeting customer expectations consistently, penetrating existing accounts further and monitoring any changes closely as signals for proactive outreach. A classic example of up-selling can be seen in McDonald’s familiar “SuperSize that for you?” Replacement parts.

B2B 128

B2B Cross-sell Pharmaceutical Account management 128

Salesforce

NOVEMBER 18, 2024

Meet Agentforce , Salesforce’s set of tools designed to create and customize agents — along with a suite of preconfigured agents that help you extend your teams and get work done faster. Agentforce enables the financial services industry to meet the evolving demands of customers, ensuring a high level of service and operational efficiency.

Service 52

Service Non-Profits Territory Trust 52

Veloxy

AUGUST 23, 2023

The right tool in the hands of sales representatives can be a game-changer. AI leverages past interactions and purchasing patterns to anticipate a customer’s next move, enabling sales development representatives to optimize customer engagement. But how does AI facilitate personalization of the sales approach?

E-commerce 130

E-commerce Represent CRM Customer Relationship Management 130

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

Heinz Marketing

JANUARY 25, 2022

Every customer represents future value to your organization, so it’s crucial to understand how your team can nurture current customers and develop lasting partnerships that enhance your bottom line. Getting a new customer can be the single most expensive thing your business will do.

Growth 109

Growth Customers Repeat business Cross-sell 109

Jeff Shore

OCTOBER 2, 2018

We share best practices, pose difficult challenges, and cross-promote business. – My own Sales Leadership Roundtable , a quarterly live meeting with a continual deep-dive focus on advanced sales leadership topics. If you are a real estate sales representative, consider The 4:2 Formula Academy. Why four different groups?

Real Estate 102

Real Estate Cross-sell Represent Strategize 102

Sales Hacker

SEPTEMBER 10, 2018

“Hunters” typically have salaries tied to revenue; “farmers” usually get compensated based on renewal percentages; “prospectors” might receive pay for setting up qualified meetings. As you can imagine, that’s a tough sell, especially when you’re at a startup or entering new markets.

Quota 104

Quota Represent Cross-sell Drivers/motivators 104

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. Talk about a relationship.

Inside sales 132

Inside sales Cold Call Contract Price 132

Salesforce

DECEMBER 8, 2022

Here are 10 sales statistics from our State of Sales report that tell the story of sellers adapting to meet the moment. Sales reps spend only 28% of their week selling, down from 34% in 2018. As noted above, tool juggling is one of the reasons reps don’t spend enough time selling. Get set for success in 2023. 6 min read.

Cross-sell 98

Cross-sell Gambling Quota Sales 98

Hubspot

MARCH 18, 2019

These customers represent a disproportionate percentage of your revenue, refer new prospects to your company, give you credibility in their space -- or all of the above. The difference between key account management and selling. Does your product have upsell and cross-sell potential? The benefits.

Account management 100

Account management Objectives and Key Results Cross-sell Non-Profits 100

Highspot

NOVEMBER 24, 2024

It’s typically a cross-functional initiative between sales and marketing. It usually includes sales enablement certification assessments to ensure reps meet performance standards before applying their training in the field. On the flip side, sales enablement provides the tools to sell better.

Pitch 52

Pitch Sales Technique Cross-sell 52

SaaStr

MAY 27, 2021

A Pair of Sales Development Representatives. The second pipeline hire should be a mid-level sales development representative (SDR). They’ll have the sole task of setting up qualified meetings, also known as discovery calls, with prospects to help generate pipeline. The SDRs will then use those materials to line up meetings.

Pipeline 98

Pipeline Quota Represent Cross-sell 98

ConversionXL

NOVEMBER 27, 2018

After booking a meeting with a representative, Segment immediately reassures users that “You’re in Great Company” and offers several success stories and strong social proof : ( Image source ). Pitch an upsell or cross-sell. A thank you page can reinforce those positive feelings.

Cross-sell 133

Cross-sell Hospitality Referrals Real Estate 133

Salesmate

DECEMBER 11, 2020

In these times, an automated data process is pivotal to meet a multitude of requests and inquiries. Choose the CRM that meets all the needs of your business. Sell on the go with Mobile CRM. Manage and sell on the go by accessing CRM on your mobile. Upsell and cross-sell opportunities.

CRM 128

CRM Cross-sell Clients Follow-up 128

SaaStr

JANUARY 31, 2022

Adding C-level engagements and cross-departmental selling will lengthen your sales cycle but it will provide you with customers who stick and an increased average transaction size. I love the feeling within the first five minutes of meeting someone when you know you’ve found the perfect match. . Cross-team resolution of issues.

Territory 98

Territory Cross-sell Quota Networking 98

Sales Hacker

AUGUST 28, 2018

For this specific survey we spoke to more than 300 B2B buyers, representing a cross-section of goods and services, company sizes and vertical markets. It’s Time for H2H: Human to Human Selling. Could you imagine a potential customer visiting your web site and saying, “Sell to me!,” The case for live meetings.

B2B 89

B2B Appointment B2C Cross-sell 89

Sales Hacker

MARCH 18, 2020

How do you compensate for the lack of B2B face-to-face meetings ? A coronavirus response team should consist of several leading experts who would represent each department in your company. Hold virtual meetings to discuss everything that will be done within the next 48 hours — or to see how your plan can be adjusted.

B2B 144

B2B Healthcare Hospitality Sales 144

Martech

FEBRUARY 15, 2024

If the list of participants grows beyond the level for effective collaboration, break the team(s) into workstreams, each with a leader who can represent the group. Email and social are typically the first channels to focus on cross-selling the two brands. Limit the number of participants to ensure effective communication.

Objectives and Key Results 103

Objectives and Key Results Cross-sell Campaign Strategize 103

Martech

JULY 24, 2023

We always emphasize that your welcome email should meet these qualifications: Represents your brand well. Does it represent your brand’s current look and feel? If you’re selling things without a compelling story, maybe not. This style of suggestive selling has become a common practice.

Cross-sell 98

Cross-sell Real Estate Retail Represent 98

Salesforce

JULY 18, 2022

Digital leaders are at the forefront, with 49% of leaders selling through their customer service centers compared to 40% of laggards. A representative can save the day (or the sale) by making this experience seamless and personalized. Your customer service teams can make money — here’s how.

Contact 97

Contact E-commerce Cross-sell Manufacturing 97

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Cost of selling as a percentage of revenue generated. You can’t control how much this salesperson sells -- but you can tell her to increase her daily email output. Number of meetings scheduled.

X-functional 101

X-functional Quota Cross-sell Contract 101

Partners in Excellence

SEPTEMBER 20, 2016

We see it in organizations all the time, sales people aren’t performing, sales people are doing the wrong things, sales people are engaging customers incorrectly, sales people have crossed the line and are doing things unethically. We address these individual performance problems through coaching and developing the poor performer.

Cross-sell 91

Cross-sell Commission Gaming Quota 91

Sales Hacker

JUNE 1, 2020

Cross-departmental meetings. Sure, you may hear updates during all-hands meetings or via Slack, but since you’re no longer absorbing important details through osmosis at the office, consider setting up time for your team to interface with a representative from another department. Reinvent Your 1:1s.

Objectives and Key Results 122

Objectives and Key Results Sales Cross-sell Sports 122