PandaDoc

OCTOBER 15, 2024

Richard Gosler, Creative Director PIXELHAUS Enterprise software : large companies that sell intricate software to other enterprise-level companies (B2B, Saas) need a high level of flexibility, customization, and have several steps within their sales cycles. It allows us to respond quicker to quotation requests and track the client’s activity.

Legal 52

Legal Contract Cross-sell Finance 52

Salesmate

JULY 8, 2020

If you’re serious about applying this approach, I recommend you buy the book Sell Like Crazy , by Sabri Suby. Sell their goals. Negotiation. But if they come back with concerns or questions, it’s time to negotiate. Effective sales negotiation is a skill. It might be time to go back to the negotiating table.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 137

Sell Cross-sell Finance B2C 137

Martech

FEBRUARY 24, 2025

Picture an AI solution provider coming in with a robust platform but little understanding of your specific market, your brand’s unique selling propositions or your internal data structures. Combining raw AI capability with deep organizational and industry expertise is the answer. Still, we should remain grounded.

Objectives and Key Results 93

Objectives and Key Results Government Technology Technology 93

Salesmate

OCTOBER 15, 2020

You cannot cast your net wide and sell to everyone, so lead qualification is necessary. Negotiation. Negotiation is the deciding stage of the sales pipeline. If handled smartly, the negotiation can be driven to a better outcome that’s beneficial for both. Negotiation is the make or break moment of the sales process.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

SaaStr

NOVEMBER 15, 2020

But it’s just third party selling instead of first party. Then to sell Dropbox Enterprise, it added several. So convergent evolution says anyone trying to cross $100m in ARR or so will eventually add a true sales team. Fast forward to today … and the majority of Slack’s growth is in the enteprise. In big deals.

Cross-sell 136

Cross-sell Negotiate Sales Outside Sales 136

Sales Hacker

DECEMBER 9, 2019

Sadly, the tools and resources that are supposed to help us sell more don’t always deliver as they should. Which is why I dedicated 5 years to interviewing top sales professionals and researching 50 books on business, behavior change, and selling. Use Tactile Negotiation Strategy. There is no silver bullet to selling.

Technique 110

Technique B2B Negotiate Cross-sell 110

Sales Gravy

FEBRUARY 25, 2020

Projecting, which is all too common for salespeople, will cost you dearly at the sales negotiation table. Jeb's New Book INKED Teaches You to Become a Master Sales Negotiator The last stop was the bathroom in our master bedroom. As he did, a worried look crossed his face, and he shook his head.

Negotiate 90

Negotiate Cross-sell Represent Price 90

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. I think these unique themes highlight the diverse motivations and experiences that can draw people into selling and sustain their interest over time.

Sell 143

Sell Cross-sell Drivers/motivators Education 143

Partners in Excellence

OCTOBER 30, 2013

Selling and Order Taking are sometimes confusing. Where the negotiation is fairly simple. Some of the skills we use in selling are critical to order taking. We want to look for upsell, cross sell kinds of opportunities. Selling is different. Selling and order taking each have their place.

Sell 121

Sell Cross-sell Negotiate Education 121

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 Note: The 11-14 recommendation does not hold when selling into the C-Suite. If you are selling to the C-Suite, you are going to want to watch this webinar. #7

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Heinz Marketing

FEBRUARY 4, 2021

Selling channels traditionally, getting in front of doing traditional sales calls has not come back. Now maybe that’s not that big a deal for those that have been selling remotely for a while, but we have a lot of manufacturing clients who are used to going and sitting in front of their prospects with a box of samples.

Negotiate 140

Negotiate Cross-sell Prospecting Up-sell 140

Anthony Cole Training

SEPTEMBER 21, 2010

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 157

Objectives and Key Results Cross-sell Appointment Sales 157

Sales Hacker

OCTOBER 11, 2021

Sales teams that are stuck manually toggling between different technology solutions are taking precious hours away from actually selling. There are three major benefits your business can expect when you decide to automate the proposal process: Decrease manual tasks for sales reps to allow for more selling time. Renewal management.

Process 113

Process Cross-sell Contract Negotiate 113

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

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. For example, if you sell CRM software, you might conduct a demo call to show the prospect how your system can streamline their sales processes and improve customer relationships.

Objection handling 87

Objection handling Negotiate Cross-sell Contract 87

Hubspot

APRIL 3, 2019

If you sell 10,000 reams of paper at $100/ream and then raise the price to $150 per ream and sell 7,000 reams, your elasticity of demand would be -0.88. Ideally, you want your offering to be a must-have (inelastic) that consumers consider non-negotiable during price fluctuation, not a nice-to-have (elastic). and elastic.

Price 98

Price Cross-sell Negotiate Service 98

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

Salesmate

DECEMBER 8, 2020

Yes, you’ll find many hurdles on the path while selling to enterprises, but a firm determination and constant hard work can lead you to success. A different and long pathway while selling to enterprises. Selling to a large enterprise is a different game. One must expect a long journey while selling to a large enterprise.

Sell 103

Sell Cold Call Negotiate Cross-sell 103

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

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

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 136

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

Hubspot

JULY 7, 2019

By using a strategic account plan to target your top key accounts , you can align your focus to become your customer’s trusted partner, solving problems instead of selling products. As former FBI hostage negotiator Chris Voss outlines in his book Never Split the Difference , all successful negotiations begin with listening.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

SaaStr

SEPTEMBER 27, 2024

If you train a new rep on every product, they should be able to sell each one as effectively as the last, right? The easiest way to visualize this is three teams selling stuff at Rippling. For some products, a new logo rep closes on their own, and sometimes, a product AE is tagged in to sell together. They didn’t want a quota.

Growth 128

Growth Quota Account management Cold Call 128

Hubspot

OCTOBER 19, 2017

Take a look at your pay structure to see if you’re pulling the right levers to get reps to sell. Percentage of upsell/cross-sell/expansion (existing customers who are buying another product or upgrading to a higher tier or package). Or maybe you’re trying to improve your cross-sell rates. 2) Average deal size.

Quota 101

Quota Cross-sell Contract Negotiate 101

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

Hubspot

FEBRUARY 21, 2025

Desperate for a solution, I turned to target account selling a method Ive since refined into a system thats helped me land six SaaS clients in under four months. Table of Contents What is target account selling? How does target account selling work? What is target account selling? How does target account selling work?

Clients 36

Clients Sell Cross-sell Objectives and Key Results 36

Hubspot

OCTOBER 11, 2019

This is where personal selling comes into play. Personal selling is the key to a well-balanced sales organization, and, in this guide, we’re going to explain why that’s the case. Personal selling is most commonly used for business-to-business (B2B) selling, although it’s also used in retail and trade selling, too.

Sell 98

Sell Cross-sell Negotiate Up-sell 98

SaaStr

JANUARY 5, 2021

It’s been a fun experience being on Quora for … a decade We’ve crossed 60,000,000 views of our answers there, so let’s take a look at the Top 50 most viewed SaaStr Answers on Quora in 2020: Why do many startup owners sell their firm and move on instead of planning on making it a big player like Google, Microsoft, etc.?

Cross-sell 117

Cross-sell Commission Legal Negotiate 117

Salesmate

NOVEMBER 25, 2020

However, make sure you do not cross the line. The consultative selling sales approach. Active listening is important in consultative selling. The solution selling sales approach. Unlike the traditional sales approach, solution selling focuses on educating the prospect. Earn the prospect’s trust and confidence.

B2B 111

B2B Cross-sell Referrals Networking 111

Partners in Excellence

JUNE 4, 2012

Selling is tough enough as it is, but throw in purchasing and it becomes hopeless. Yet so often, we seem to be working at cross purposes. If we don’t understand and haven’t quantified the value we create, then we can only talk about price–we leave purchasing with nothing else to discuss or negotiate.

Price 108

Price Cross-sell Sales Negotiate 108

SaaStr

JANUARY 25, 2021

Secure the deal through the use of all available resources such as executive relationships or board relationships in order to provide the most cross-functional attention possible. Lower tiers often have less back and forth negotiation and can create buy-in and proof for your customer to expand their use to the rest of their team.

Cross-sell 96

Cross-sell GTM Sales Territory 96

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 106

Territory Cross-sell Negotiate Account management 106

Openview

APRIL 11, 2018

So much of what they do, particularly fundraising, is selling. But if you scale this function with intention, a sales org will enrich your company’s existing culture, help you build better product, and sell it too. . Discuss your company’s non-negotiables. They’re dedicated to protecting your non-negotiables.

Product 82

Product Negotiate Quota Cross-sell 82

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. Other Areas to Collaborate.

Referrals 131

Referrals CRM CTR Cross-sell 131

InsightSquared

NOVEMBER 5, 2018

Train our teams to negotiate better to keep deal value higher. Teach reps to trade instead of negotiate to keep ACV higher. SaaS benchmark should hover around 95%, not including upsell/cross-sell which should bring it up over 100%. It could be that the sales team is over-selling, or possibly a mix of both.

Territory 94

Territory SQL Negotiate Cross-sell 94

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