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

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 112

Technique B2B Negotiate Cross-sell 112

Salesmate

OCTOBER 15, 2020

You cannot cast your net wide and sell to everyone, so lead qualification is necessary. Explain the product or service in detail. 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. Cross-sell.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Complex sales typically involve high-value products or services, which are often highly customizable. Product demos, proof of concept (POC), or pilot programs can be helpful to show customers exactly what your product or service can do for them.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Hubspot

APRIL 3, 2019

Understanding the price elasticity of your product/service and how it impacts your sales and business strategy is crucial to building a responsive, successful company. If people still buy a product/service when the price is raised, that product/service is inelastic. If you’re shaking your head saying, “ Yes, Meg. Head spinning?

Price 98

Price Cross-sell Negotiate Service 98

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 114

Process Cross-sell Contract Negotiate 114

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. You'll provide a brief overview of your product or service and try to gain their interest. You negotiate to find a mutually beneficial agreement that satisfies both parties.

Objection handling 87

Objection handling Negotiate Cross-sell Contract 87

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. Customer Service.

Cross-sell 100

Cross-sell Sales Negotiate Contact 100

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

Hubspot

OCTOBER 11, 2019

Salespeople make critical prospect connections, communicate the value of your product or service, and directly impact your bottom line. 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. Prospecting.

Sell 98

Sell Cross-sell Negotiate Up-sell 98

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

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

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

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 41

Clients Sell Cross-sell Objectives and Key Results 41

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

Sales Hacker

FEBRUARY 2, 2021

This process involves identifying potential clients who might be interested in your product or service. Sales prospecting is to find qualified leads that are close to being ready to buy the advertised business or service. An ICP is a summary of the perfect client for a company’s product/service. Preparation. Closed-Won: =].

Sales 112

Sales Cross-sell Pipeline Negotiate 112

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 Territory Sales 96

Partners in Excellence

OCTOBER 20, 2011

It’s also used as a negotiating tactic for both vendors. In capital equipment, software, or major services agreements, it may be possible to attain 100% wallet share, becoming major strategic vendors or partners to the customer. Your account plan should include very strong cross sell and upsell plans.

Territory 101

Territory Cross-sell Negotiate Account management 101

Pointclear

FEBRUARY 26, 2013

Our members execute big-ticket cross-border IT services projects. A common cross-cultural misunderstanding in these projects occurs when the service provider gives the customer only good news. The Indian’s assumption is that good customer service requires an unqualified yes. Selling depends on relationships, too.

Closing 79

Closing Cross-sell Finance Negotiate 79

Sales Hacker

JUNE 3, 2021

B2C clients are buying a product or service directly from you, which in most cases is for their own use. 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. accounting or legal services). Reporting and analytics.

B2C 105

B2C CRM B2B E-commerce 105

Salesforce

FEBRUARY 21, 2025

To get an edge during this boom and win the fiber broadband market, you need a technology foundation that lets you address all subscriber lifecycle needs with personalized experiences and stellar service. Service providers need sophisticated data and analytics to decide where to build. Learn how to upgrade your platform for fiber.

Contract 52

Contract Government Price Service 52

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. At this stage, customers look at different companies with the same product and decide who is the better service provider. Consideration. Other Areas to Collaborate.

Referrals 132

Referrals CRM CTR Cross-sell 132

Lead Fuze

JUNE 28, 2021

Leads can come from a variety of sources, including advertisements on search engines, banner ads, and other online platforms that offer lead generation services to businesses. Affiliate marketing is a form of performance-based marketing where the affiliate earns commissions by selling or advertising products from their own site.

Lead generation 97

Lead generation E-commerce Commission Real Estate 97

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. The material often deals with topics like relationship building, consultative selling , technology, remote communication with management, and more. Why Sales Training Is Important.

Technique 92

Technique Negotiate Pitch Inside sales 92

Sales Hacker

JULY 25, 2022

Finding ideal prospects means your SDRs must be experts on your products and services, and be able to communicate how they can solve your potential customers’ problems. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline.

Engineering 116

Engineering Objectives and Key Results Cross-sell Pipeline 116

Veloxy

FEBRUARY 22, 2023

Field sales, also known as outside sales , is a method of selling that involves sales representatives who engage with potential customers in person, typically outside of an office setting. Closing deals : Field sales reps negotiate pricing and terms, and ultimately close deals with clients. Schedule your free workshop NOW!

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

InsightSquared

OCTOBER 2, 2020

You wanted to see cross-functionally—broad and deep. And you wanted self-service, the ability to do more on your own—fast. It should come as no surprise—reps love selling. Negotiating. Beyond the processing power, we’re proud to bring you a self-service model. Robust, Comprehensive Deal Data .

Cross-sell 100

Cross-sell Negotiate Meeting Closing 100

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

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling.

Technique 82

Technique Negotiate Cross-sell Sales 82

Hubspot

MARCH 8, 2015

They can do all the research they want about a particular product or service on the company website, and even buy online if the option is available. Navigators: Salespeople who work with a complex buyer dynamic and non-complex product or service. These salespeople stand to be displaced by self-service portals.

B2B 78

B2B Cross-sell Consult Negotiate 78

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. They may have a written statement with the price, variants, product details, services, and other information required to complete the transaction. Maybe you’re selling the right products to the wrong audience in the wrong market.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

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. customer service. high profit selling. negotiating. negotiation.

Drivers/motivators 65

Drivers/motivators Negotiate Cross-sell Cold Call 65

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

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 92

B2B Teamwork Referrals Cross-sell 92

Highspot

OCTOBER 23, 2023

This cross-departmental collaboration ensures all team members align with the product launch and company goals. Whether it’s chatbots that provide instant answers, customer service teams that address more complex queries, or community managers that foster discussions, the key is to be present and responsive.

Launch 59

Launch Negotiate Product GTM 59

Sales Hacker

JUNE 14, 2021

Schneider needed to show how Sygma and other target accounts were being treated like the “middle child” by their service provider. They needed prospects to acknowledge both their gaps and the impacts to operations across the supply chain, the P&L, employees, KPIs, service performance, and customers.

GTM 112

GTM E-commerce B2B Profit margin 112

Gong.io

JUNE 25, 2021

Instead, describe the actual problem your service solves. We crunched the stats, and it turns out the “Interest CTA” is the highest performing call to action for cold emails: The Interest CTA sells the conversation, not the meeting. . Spend the time talking, trying to sell that first meeting, NOT asking probing questions and listening.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93