Partners in Excellence

JULY 8, 2013

The role of the sales person is changing–we all know that. My posts, Sales Role Agility and Separating The Challenger Sales Person From Insight Deliv ery, stimulated many comments and conversations. We need to reassess how we deploy our sales teams to maximize the value we bring to customers.

Territory 115

Territory Account management Cross-sell Sales 115

ConversionXL

NOVEMBER 29, 2018

This post details the freemium and free-trial models and considers the key questions—about your business, your market, and your product—that guide you toward the best option. If your onboarding experience is terrible or your product uninspiring, you’re wasting time with the “freemium vs. free trial” debate. Loss aversion.

Customers 119

Customers Cross-sell Referrals Networking 119

SaaStr

JANUARY 30, 2023

Deel overcame these challenges by taking care of these four things: Finding a product focus When Deel got accepted by Y Combinator in 2019, everyone loved the idea but hated the product. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up.

Cross-sell 111

Cross-sell Account management Clients Growth 111

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Breakthrough moments and experiences can be done through: Product-led growth (PLG).

B2B 112

B2B GTM Cross-sell Cold Call 112

Salesforce

FEBRUARY 21, 2025

They also wanted to increase agility, streamline ordering processes, and ensure timely and accurate fulfillment of dark fiber, ethernet, SD-WAN, and other connectivity products for wholesale and enterprise customers. These challenges usually result from inconsistencies among the product catalogs used for each business process.

Contract 52

Contract Government Price Service 52

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Panel: Colleen Kapase, VP of WW Partner & Alliances, Snowflake. Jessica Alexander: Sure, absolutely.

Cross-sell 105

Cross-sell Finance Strategize Technology 105

ConversionXL

JUNE 26, 2017

Websites selling different things are different and even if they sell the same products, their target audience might be different. Organize growth into a cross-functional team. Do people care about this product? Teach your sales & customer support team to send helpful content from the blog.

UX 85

UX Cross-sell A/B testing Government 85

Hubspot

FEBRUARY 7, 2018

Once an SDR has determined the lead is qualified, they pass the opportunity to a sales rep. That rep is responsible for presenting or demoing the product, resolving the buyer’s objections, and creating a proposal. Unlike a closing sales rep, SDRs don’t carry a traditional quota. Regional Sales Manager.

Territory 101

Territory Commission Outside Sales Account management 101

Hubspot

JUNE 8, 2021

Due to the role's responsibilities, the best SDRs have strong interpersonal communication and organizational skills, understand the ins and outs of the products or services, and make a lasting impression. Once the SDR has determined the prospect is ready to be contacted by the sales team, they send the person over to a closing rep.

Commission 94

Commission Territory Finance Inside sales 94

A Sales Guy

JUNE 18, 2013

Sales people are supposed to come prepared and take care of themselves. The A **e will provide a modicum of sales support, but he/she determines what the team needs. They are completely resistent to sales team feedback. They see sales people feedback as an excuse for not being able to sell or make quota.

Sales 113

Sales Cross-sell Commission Quota 113

SaaStr

AUGUST 13, 2019

You have actually found great product market fit and you are looking to go upstream. 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. Congratulations. There you go. The first one.

Cross-sell 70

Cross-sell Sales Support Growth Up-sell 70

Sales Hacker

OCTOBER 7, 2021

After spending a couple of years in a sales role, that knowledge will assist you throughout your life in business and elsewhere. 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. Anita Nielsen.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Hubspot

AUGUST 1, 2022

A sales operator works to enable your salespeople to focus on selling. Therefore, hiring the right person for the role is crucial, as such a hire will handle ‘backend’ stuff like lead management, data analysis, process optimization, and even sales strategy. Flexibility is a must-have soft skill for sales ops people.

Technique 87

Technique Cross-sell Sales Drivers/motivators 87

Sales Hacker

MARCH 25, 2025

Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud. How enterprise teams are already deploying autonomous agents in production. 31:12 Inside Microsoft CoPilot: Real-world agent use cases across sales, support, and strategy. The emerging architecture of multi-agent workflows.

GTM 69

GTM X-functional Start-ups Relationship building 69

The 5% Institute

JUNE 19, 2023

In the world of business, the terms “sales” and “selling” are often used interchangeably. So what is sales vs selling? While they are closely related, understanding the difference between sales and selling can have a profound impact on the success of your business. What is Sales?

Sell 52

Sell Objectives and Key Results Technique Customer Relationship Management 52

ConversionXL

AUGUST 2, 2017

With the buyer’s journey becoming digital, partners are increasingly offering a mix of services that cross cloud platforms and apps. In this light, high quality business training becomes as critical as product training. Chris Samila from Optimizely shares his experience: “As the product matures, ideal partner profile may change.

Strategic partnership 84

Strategic partnership Objectives and Key Results Cross-sell Strategize 84

Sales Hacker

APRIL 24, 2018

In larger organizations, it might make sense to appoint a member of each team to be in charge of the data from the marketing, sales, support, product and other teams. This cross-departmental team can then collaboratively solve any challenges that arise. 2) Streamline Your Sales Process.

A/B testing 68

A/B testing CRM Cross-sell Sales 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. Tips on whole product management. R&D decisions: From products to whole products. A war analogy. Choosing the beachhead segment. Conclusion.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

ConversionXL

AUGUST 2, 2017

With the buyer’s journey becoming digital, partners are increasingly offering a mix of services that cross cloud platforms and apps. In this light, high quality business training becomes as critical as product training. Chris Samila from Optimizely shares his experience: “As the product matures, ideal partner profile may change.

Strategic partnership 77

Strategic partnership Objectives and Key Results Cross-sell Strategize 77

Highspot

NOVEMBER 9, 2023

A digital sales room is necessary for several reasons, as it addresses key challenges in the modern business landscape and provides numerous benefits that can significantly impact a company’s sales strategy and overall success. Here are some key benefits of a digital sales room.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Salesforce

DECEMBER 12, 2023

When you’re customer-obsessed, you build your products, pricing structure, payment options — your entire organization — around your customer. You tear down silos that hamper your customer experience (CX), bringing together customer data and omnichannel support into one platform to make customer interactions seamless.

Teamwork 59

Teamwork Customers Cross-sell Strategic planning 59

criteria for success

DECEMBER 31, 2019

A sales process is to selling as a recipe is to a cake. Without the proper steps in a particular and strategic order, you will fail at both selling and baking a cake. This depends on the type of solution you sell and who you sell it to. The Value of a B2B Sales Process. Product Development.

Process 59

Process B2B Territory CRM 59

Highspot

OCTOBER 11, 2023

Sales Planning They develop sales plans, strategies, and tactics to meet or exceed sales goals. This involves identifying target markets, segmenting potential customers, and positioning products or services. Recruitment and Training Building a competent, successful sales team is crucial.

Objectives and Key Results 59

Objectives and Key Results Quota Drivers/motivators Technique 59

PandaDoc

MARCH 26, 2024

In the world of sales, salespeople are engaging with potential clients to guide them from the top of the sales pipeline, when they first discover a product or a service (level 1) to the bottom of it, the post-purchase stage (the final level). What is a sales pipeline? Proposal Next comes the fun part: crafting a proposal.

Pipeline 52

Pipeline Contract CRM Customer Relationship Management 52

Highspot

JANUARY 22, 2024

Having a well-defined go-to-market (GTM) strategy is crucial for the success of any product or service. A successful GTM strategy involves a series of coordinated steps aimed at bringing a new product to market effectively. Enhances customer acquisition by effectively communicating the product’s value proposition.

Go To Market 52

Go To Market GTM Promote Technique 52

Highspot

JANUARY 22, 2024

Having a well-defined go-to-market (GTM) strategy is crucial for the success of any product or service. A successful GTM strategy involves a series of coordinated steps aimed at bringing a new product to market effectively. Enhances customer acquisition by effectively communicating the product’s value proposition.

Go To Market 52

Go To Market GTM Promote Technique 52

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Ultimately, you want to create a plan that sets the product apart from the competition and generates leads and customer retention. Take Apple, for example.

Go To Market 69

Go To Market Process GTM Launch 69

PandaDoc

MAY 9, 2024

Number of opportunities Sales velocity opportunities do not equal the total number of leads. Opportunities are those prospects that have been qualified by your sales team. Qualified leads meet criteria such as having the budget or buying authority for your product or service. What is an example of sales velocity?

Pipeline 52

Pipeline Objectives and Key Results Legal Lead generation 52

The 5% Institute

JUNE 8, 2023

What is a sales process, and why is it important? Whether you’re selling products or services, having an effective sales process in place is crucial for driving revenue and achieving business growth. The goal is to create a pool of prospects who have a genuine interest in the products or services being offered.

Process 52

Process Objectives and Key Results Represent Sales 52

PandaDoc

MARCH 7, 2023

How can a business benefit from a good sales process flowchart? A sales process flowchart is an easy way to add structure to your workflow. This visual aid gives every member of your sales team a big-picture view of the entire selling process. An important component that’s often overlooked is qualitative research.

Process 52

Process Objectives and Key Results Pitch Sales 52

Lead Fuze

JUNE 2, 2021

Negative comments can drag down the success of a sale, so it’s important to eliminate them. They believe in what they sell. Successful salespeople believe in the product that they’re pitching. A passion for the product or service you offer can go a long way in closing deals. Summary close. Click To Tweet.

Technique 98

Technique Closing Cross-sell Sales 98

PandaDoc

MAY 8, 2023

Customer support is an essential aspect of any customer experience, and research bares this out: 68% of customers will pay more for products and services from companies with a strong record of good customer service. The platform is great at creating documentation that can help support teams help themselves. Cost: From $7.25/month

Service 52

Service Product Customers E-commerce 52

Sales Pop!

AUGUST 20, 2021

The sales process in B2B is not self-sufficient. In addition to the sales team’s efforts, certain tools are also required to achieve the main goal. These can be a unique selling proposition, recommendations, business launch questions, success stories, demonstrations, and presentations. SaaS B2B Sales.

Inside sales 246

Inside sales B2B CRM Price 246

Salesforce

MARCH 3, 2025

How Deal Desk works Advantages of implementing a Deal Desk Challenges and disadvantages of Deal Desks Impact of technology on Deal Desk efficiency Best practices for optimizing your Deal Desk Deal desk FAQs What is a Deal Desk in sales? This includes setting prices, drafting custom contracts, and keeping service delivery on track.

Legal 59

Legal Contract Finance Non-Profits 59