Hubspot

APRIL 4, 2019

Craft your elevator pitch. Craft your elevator pitch. Keeping your elevator pitch at the forefront of all strategic planning will remind everyone what you’re working toward and why. Some people believe the best pitch isn’t a pitch at all , but a story. Strategic Plan Template. Include an executive summary.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

Highspot

MAY 15, 2020

Sales enablement technology enables cross-regional revenue teams to work together more efficiently and effectively in the face of change by combining intelligent content management, clear sales guidance, and better buyer engagement data. Through what we call guidance — context alongside content.

Cross-sell 98

Cross-sell Territory Technology Technology 98

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Best-selling author, Hal Elrod, once said: . Territories. What defines a territory (zip code, country, state, region, country, etc.)?

Territory 118

Territory Objectives and Key Results Contract Price 118

Hubspot

FEBRUARY 11, 2015

Just like anything shiny and new, social selling suffers from a fair amount of hype. Sales reps and leaders eager to embrace the next generation of selling tactics often jump in with both feet. Social selling isn’t outsourcing to Marketing. Social selling is about curating and sharing content. Don’t do it.

Sell 78

Sell Cross-sell Cold Call Territory 78

Salesforce

SEPTEMBER 21, 2021

When you think B2B sales, you probably imagine folks getting on an airplane every day, knocking on doors, trying to get someone to listen to their pitch. Berumen believes that many customers would actually prefer to be able to buy enterprise products and solutions completely online, but that has proven to be an elusive feature in B2B selling.

B2B 96

B2B Territory Manufacturing Sales 96

Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. A lot of sales reps end up competing on who sold the most or what product is selling faster. Maybe you’re selling the right products to the wrong audience in the wrong market. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

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. Regional Sales Manager.

Commission 94

Commission Territory Finance Inside sales 94

Partners in Excellence

MAY 3, 2022

Yet when we talk about the same things to the end users, they look at us with their eyes crossed. ” One of my regional managers knew I had a relationship with the CEO of a major US telecom company. This regional VP thought he should call at the top, asking me to arrange an intro to my friend the CRO.

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 69

Territory Objectives and Key Results Finance Cross-sell 69

Hubspot

OCTOBER 2, 2023

Sending an outreach message solely focused on your product is essentially the same thing — you’re asking the buyer to pause their work so they can read your sales pitch. The sales equivalent is the rep who contacts her customers two or three times per year: When they're hoping to upsell or cross-sell them. Probably never.

Objectives and Key Results 85

Objectives and Key Results Cross-sell Territory Contract 85

PandaDoc

AUGUST 18, 2022

They help your team: Make more effective pitches to prospects Understand the most valuable product/service/brand information that they can use to close more deals Stay one step ahead of the competition Overcome challenging customer objections. The bottom line is if your company sells — and what business doesn’t sell in one way or another?

Closing 96

Closing Objectives and Key Results Sales Pitch 96

Sales Hacker

AUGUST 7, 2018

But I’ve got to be honest – sell like a human or be human is the one piece of sales advice I really struggle with. 6 Steps to Sell Like a Human. How many times have you connected with someone on LinkedIn and the first thing that happens is a craptastic sales pitch? Because you never know when paths cross again.

Cross-sell 79

Cross-sell Sales Pitch Territory 79

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. . We do a monthly global all hands and regional all hands even more frequently. Founders make natural salespeople.

Product 82

Product Negotiate Quota Cross-sell 82

Hubspot

NOVEMBER 24, 2014

Maybe I’m skewed as a marketer, but if you’ve taken the time and energy to learn a bit more about me, I’m more likely to take the time to listen to your pitch and probably more likely to make a purchase. It makes sense, really -- why wouldn’t I prefer content that speaks directly to me and my interests? Website Activities. 6) Site Arrival.

Cross-sell 78

Cross-sell Territory Referrals Retail 78

Search Engine Land

JUNE 14, 2023

For instance, if you’re selling high-end clothing, you should think twice before giving an affiliate agency carte blanche to work with a range of coupon sites. If you’re seriously considering working with an agency that focuses on affiliate, ask for case studies and testimonials from cross-channel agency partners.

Contract 83

Contract Cross-sell Territory Niche 83

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. This will lead to uneven results: some reps may find their own way to sell the new product; others will struggle and fail to meet quota. Why are sales playbooks important?

Territory 52

Territory X-functional Sales Cross-sell 52

Hubspot

JULY 17, 2023

For instance, Gong , a revenue intelligence platform, can discern winning and losing sales pitches among your team. In 2020, Silver Peak hired Aviso , an AI selling platform, to predict quarterly business. to enhance customer engagement and improve account-based selling. With this information, you can optimize sales performance.

Cross-sell 68

Cross-sell Objectives and Key Results CRM Price 68

Hubspot

MAY 7, 2020

They’ll have similar pain, which means they’ll be easier to sell to and have higher retention rates. Your voice tone can put people at ease or on edge, and an ability to make people laugh will go farther in making them trust you than any sales pitch. Identify good fit companies. Call again. I recommend calling four times in 12 days.

Prospecting 94

Prospecting Follow-up Cold Call Cross-sell 94

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Growth forecasts of sales territories. Automating any possible selling or non-selling tasks. Sales Enablement Core Responsibilities.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

SaaStr

JUNE 27, 2019

Fast forward to today, we’ve crossed the $400 million revenue mark. We announced tomorrow, but we’ve crossed that line and now we’re at about 55% of our revenues coming from the enterprise. It was an inside sales team calling on all regions around the world. Okay, number four, stop selling products.

Cross-sell 93

Cross-sell Technology Technology Pitch 93

Salesforce

NOVEMBER 7, 2023

Team selling is more important than ever, and sales kickoffs help us sell faster and smarter when we learn more about each other’s working styles. Sellers begin their pitches by understanding the customer’s why. Maybe you’re launching a new product, selling into a new industry, or tweaking the sales process.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

ConversionXL

JUNE 2, 2022

When leads cross over the MQL threshold, the platform alerts reps with a summary of that activity, and a series of insights to power up their next sales outreach. The content marketer would continue to support by designing crucial sales collateral such as pitch desks, working with the AE to refine this content based on prospect interactions.

Launch 100

Launch Campaign Pipeline Growth 100

Gong.io

JULY 27, 2022

Territory plans. When you’re fully aligned with your clients on their biggest objectives, you’re better positioned to help them meet them and identify relevant upsell and cross-sell opportunities. This will depend largely on the makeup of your client’s company and, of course, the product you sell (e.g.,

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

PandaDoc

MAY 9, 2024

Likewise, you can calculate sales velocity for different teams, products, regions, and markets. A SaaS provider sells document workflow software for businesses of all sizes. Sales velocity varies by industry, region, business model, and other variables. Use sales velocity to track monthly, quarterly, and annual sales.

Pipeline 52

Pipeline Objectives and Key Results Legal Lead generation 52

Gong.io

JULY 21, 2021

Once you’ve moved your org beyond ‘ What is revenue operations ”, they’ll know that it’s more than hosting a few cross-functional meetings. . This team is all about creating cross-functional partnerships. Is your goal selling to more customers? So what does a Revenue Ops team look like? Building a Revenue Operations team.

Growth 62

Growth GTM Cross-sell Pipeline 62

SaaStr

MAY 27, 2020

I’m doing a lot more pitches one-on-one that I’m doing remotely that I wouldn’t have done in the past. What is that one point we need to focus on while making our pitch decks post COVID? It’s an important region. So they’d rather sell in a secondary at a loss to get rid of unfunded liabilities.

Finance 105

Finance Government Price Contract 105

Heinz Marketing

MAY 6, 2019

And I think for companies that are not excited necessarily about taking on more jobs, if you think about the impact that can have on your organization, I think, I heard a stat once that 25% of time for active, for B2B sellers is spent actively selling. They have different regional chapters and it’s fantastic.

Pipeline 60

Pipeline Sales Cross-sell B2B 60

SaaStr

AUGUST 13, 2019

When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. You’re trying to figure out how to sell to them. Also selling up market actually means that you can very easily have predictable revenue streams. The first one. It was the departmental buyer.

Cross-sell 68

Cross-sell Sales Support Growth Up-sell 68

The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. One of the most important lessons about crossing the chasm is that the task ultimately requires achieving an unusual degree of company unity during the crossing period.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Highspot

OCTOBER 23, 2023

This cross-departmental collaboration ensures all team members align with the product launch and company goals. Soft Launch A soft launch is a strategic release targeting a limited audience, often in a specific region or demographic. This approach reduces risk and allows for fine-tuning based on real-world feedback.

Launch 59

Launch Negotiate Product GTM 59

The 5% Institute

MAY 16, 2023

Role-playing and Simulations Role-playing and simulations allow salespeople to practice their pitch , objection handling, and negotiation skills in a safe and controlled environment. Resistance to Change Salespeople may resist changes in their selling approach or techniques. Here are some effective sales coaching techniques: 1.

Objectives and Key Results 52

Objectives and Key Results Technique Sales Objection handling 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

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 72

Cross-sell Up-sell Objectives and Key Results Start-ups 72

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 122

Real Estate Strategize Launch Commission 122

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 78

X-functional E-commerce Growth Retail 78

Heinz Marketing

AUGUST 27, 2018

They’ve been recognized as one of the top twenty sales training companies in the country by Selling Power magazine and featured as the Sales Training Company to Watch List by trainingindustry.com. time now, and the buyer has changed, and that means we’ve got to change the way we sell, and then what was Sales 2.0

Pipeline 51

Pipeline Objectives and Key Results Sales Inside sales 51

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 136

Sales Up-sell Start-ups Cross-sell 136