Partners in Excellence

JULY 24, 2024

What if we started thinking, “If our prospect isn’t interested in this issue, what’s the next issue we might introduce into the discussion?” ” In the last half of the book, Sam changes his prospecting message. After all, that’s all we sell.

Cross-sell 143

Cross-sell Territory Follow-up Prospecting 143

Gong.io

DECEMBER 15, 2022

The value of sales territories isn’t lost on most sales leaders (and if it is, we’ll clarify that shortly). The problem is making your sales territory planning fair without swallowing up your time. . What is sales territory mapping, and why is it important? What is sales territory mapping, and why is it important?

Territory 62

Territory Cross-sell Sales Pipeline 62

Veloxy

OCTOBER 29, 2021

This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. This includes tools designed to reduce the administrative burden on revenue operations and reps by automating non-selling activities. How is AI Changing Sales?

Sales 223

Sales Non-Profits CRM Pipeline 223

Partners in Excellence

AUGUST 25, 2014

We talk a lot about account planning, particularly if our “territory” is one or a few large accounts. So a key purpose of the account plan is that it’s a structured prospecting plan. But we probably won’t achieve all the growth we need to achieve by relying on upgrades and cross sell to our current customers.

Territory 116

Territory Cross-sell Strategize Account management 116

Hubspot

MARCH 7, 2018

Upsell/Cross-Sell Rates. How are your salespeople contributing to the expansion of your business in their given territory? Of the new prospects your reps reach out to, how many convert to customers ? Are lower-performing reps approaching bad-fit prospects? Upsell/Cross-Sell Rates. Competitor Pricing.

Territory 101

Territory Cross-sell A/B testing Promote 101

Salesforce

OCTOBER 29, 2024

Like other sales approaches, the goal of door-to-door sales is to establish a relationship with a customer, upsell , cross-sell, and close more deals. The five-step, door-to-door sales process includes prospecting, approaching, presenting, closing, and following up. Let’s take a closer look at each step of the process.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

Heinz Marketing

MARCH 31, 2021

From an experience standpoint, a significant switch in the message could feel like a bate and switch to the prospect and lose trust in your company. Convince the prospect what they are filling out the form to get is worth the effort and that they will have a hard time finding that same value elsewhere. .

Cross-sell 130

Cross-sell Territory Campaign Prospecting 130

Highspot

JANUARY 23, 2025

In sales, interpersonal skills, such as empathy, patience, and EQ, shape how reps communicate effectively with prospects, handle objections with care, and build meaningful customer relationships. In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

Hubspot

APRIL 2, 2018

I’m looking forward to working with you [prospect].". Great to meet you [prospect]! You’re working with a prospect. I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon. I just wanted to introduce myself.".

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Veloxy

MAY 3, 2022

Number of prospects. Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more. In addition to helping sales team’s accelerate sales, Veloxy also helps optimize sales enablement by maximizing selling efficiency. Sales Calculators.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Salesforce

NOVEMBER 19, 2024

Your business will have to set firm red lines that cannot be crossed, no matter how badly the sales team wants to close a deal. Penetration pricing: A penetration pricing strategy involves drastically discounting a product, even to the point of selling it below cost. Conduct market analysis.

Price 52

Price Profit margin Territory Cross-sell 52

Partners in Excellence

FEBRUARY 16, 2012

It’s supposed to help them better manage their opportunities, territories, and time. The first thing I do every morning is look at my calendar and to-do list to know what I have to get done–what prospecting calls, to who, about what. But managing our deals, pipelines and territories are much more complex.

CRM 105

CRM Territory Cross-sell Sports 105

SaaStr

JANUARY 31, 2022

Having learned from thousands of customers and prospects, Sarah Lash, Envoy’s head of enterprise sales, will talk about what it takes to guide and scale enterprise sales programs during an uncertain future. That’s why you need to implement: Cross-departmental participation and commitment. Territory Development. Key Takeaways.

Territory 98

Territory Cross-sell Quota Networking 98

Partners in Excellence

OCTOBER 25, 2016

Wrapped around this is some notion of upsell/cross sell, “Can we expand the relationship with the current customer (individuals)?” This mindset isn’t different from the hunter assigned a geographic or industry oriented territory. Our goal in every territory is to maximize our penetration of the territory.

Territory 96

Territory Account management Cross-sell Retail 96

Partners in Excellence

DECEMBER 20, 2016

Recently, Don Mulhern and I were have a discussion about misunderstandings–consequently lost opportunities in prospecting, new account development, account growth. We know prospecting is critical for all sales people. Imagine a sales person looking at a different territory doing the same things. It’s different!”

Territory 59

Territory Cross-sell Prospecting Account management 59

Hubspot

FEBRUARY 7, 2018

SDRs (also commonly called business development reps, or BDRs) are responsible for the first part of the sales process: Researching, prospecting, and qualifying leads. You’ll spend most of your time speaking with potential prospects, so you may not want to become an SDR if you’re not comfortable talking on the phone.

Territory 101

Territory Commission Outside Sales Account management 101

Partners in Excellence

SEPTEMBER 19, 2013

The sales people are using all the classic arguments—”it wastes my time and diverts me from selling activities,” “it doesn’t help me sell more,” “it’s management’s way of micromanaging me,” “all I do is spend endless hours doing reports, I’m supposed to sell!”

CRM 114

CRM Territory Cross-sell Pipeline 114

Partners in Excellence

MAY 30, 2017

Hunters do it in a territory, maximizing their share of territory. Farmers do it in a territory, maximizing their share of territory. The are generating net new revenue from their territories. A hunter’s territory may be defined as a city, region, country, or industry.

Territory 64

Territory Cross-sell Account management Prospecting 64

Partners in Excellence

JULY 8, 2013

The way customers buy is changing, the complexities of our own products and solutions, the broad range of people involved in the customer buying process mandates a different approach to selling and careful reconsideration of how we define the role of account and territory managers. It may be calls by members of the team.

Territory 113

Territory Account management Cross-sell Sales 113

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Salesforce

FEBRUARY 3, 2025

Using the right sales terms can make your prospect feel secure instead of defensive, as if they’re investing in an answer rather than being pressured into a decision. You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Quantify the benefit with stats wherever possible.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Hubspot

APRIL 4, 2019

If one of your goals is for 5% of monthly revenue to come from upsells or cross-sells , make this goal specific by identifying what types of clients you’ll target. In this case, your sales team must achieve that 5% upsell/cross-sell number by the end of the quarter. Upselling and cross-selling. Measurable.

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

Salesmate

MARCH 23, 2021

Bottlenecks may arise when your team chases the wrong customers, or neglect the right ones at the right time, delays in-process activities, and letting go of upselling and cross-selling opportunities once the sale has been completed. Manual labor is nothing but a distraction from selling for your team. Cut down on manual work .

CRM 116

CRM Cross-sell Tradeshows Up-sell 116

Salesforce

JUNE 2, 2022

They focus on outbound prospecting and are responsible for making calls to leads and then passing them to AEs who drive them to closure. This drives new audience growth by helping prospects and customers understand who we are and what we do. This is arming our sales teams with the right tools to sell and win deals. Enablement.

Pipeline 98

Pipeline Engineering Growth Territory 98

Partners in Excellence

OCTOBER 20, 2011

For those of you with broad territories and dozens to hundreds of customers, this metric is probably of secondary importance. The account plan is really a sort of focused prospecting plan. Your account plan should include very strong cross sell and upsell plans.

Territory 101

Territory Cross-sell Negotiate Account management 101

Salesforce

OCTOBER 4, 2024

What started as a manageable headache is now causing your organization to leak revenue — especially as you add more products, territories, and go-to-market strategies into the mix. Prospects aren’t in your funnel. Prospects can easily get lost in the shuffle — and valuable insights right along with them. Guess what?

GTM 98

GTM Territory Finance E-commerce 98

Partners in Excellence

AUGUST 11, 2020

We are busy prospecting and doing the deals we can qualify. It turned out, the structure and the territory assignments of the sales people in these organizations, was a problem. Each sales person, had about 1000 customers in their territories. The client changed territory assignments.

Territory 96

Territory Cross-sell Pipeline Inside sales 96

Salesforce

SEPTEMBER 28, 2023

Create sales plans that save reps time and maximize sales impact Get your targets, budget, and headcount aligned with just a few clicks so you can sell more efficiently. These targets are used to guide the quota-setting, territory mapping , and sales team strategies. Is additional product or sales training needed before teams can sell?

Quota 116

Quota Territory Pipeline Sales 116

Salesforce

DECEMBER 4, 2023

These are shared with every rep so they can prioritize their time and efforts on prospecting, nurturing , and closing deals with new customers while upselling existing customers — and no critical sales effort is ignored. If upselling or cross-selling are not possible (due to product portfolio, pricing structures, etc.),

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

SaaStr

JANUARY 25, 2021

Prior to the pandemic, many companies knew which vertical channels were doing well, but COVID caused a change in territory planning overnight. For example, in Q1 and Q2 stay focused on prospects with compelling events that force them to make a change. For those selling into the enterprise, channel strategies are very important.

Cross-sell 96

Cross-sell GTM Territory Sales 96

Sales Hacker

JULY 16, 2020

But three things have changed: There are new sets of tools such as partner ecosystem platforms that automate the co-selling and cross-selling process. Tech integrations make for a very natural narrative about why and how solutions should be co-sold together or cross-sold into each other’s customer bases.

Pipeline 126

Pipeline E-commerce Cross-sell Referrals 126

SaaStr

SEPTEMBER 8, 2020

While some of it was familiar territory, I thought it was a pretty fun discussion with a different perspective in many cases than we’ve touched on before. You may not have that magical sales person, but as a founder, you simply have to sell. If you can solve a prospect’s problem and you are the CEO leverage that.

Growth 125

Growth Hospitality Cross-sell Territory 125

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

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. Which eBook has yielded the highest number of views from prospects?

Cross-sell 98

Cross-sell Territory Technology Technology 98

Salesforce

SEPTEMBER 21, 2021

But the traditional B2B model has been disrupted, most recently by the coronavirus pandemic, which has forced many sales leaders to reinvent how they get in front of prospects in a remote-first world.”. And if I sell mobile phones, maybe that’s a good reason I should call this company because I know they’re about to hire 1,000 people.”.

B2B 95

B2B Territory Manufacturing Sales 95

Sales Hacker

DECEMBER 4, 2020

That’s what selling without a sales dashboard is like. This not only takes time away from selling, it can introduce a lot of opportunities for mistakes. Sales leaders can use a dashboard to understand the game their team is playing as they sell and identify where reps may need help or extra training. What is a Sales Dashboard?

Pipeline 136

Pipeline Cross-sell CRM Sales 136

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. Related: The Definitive Guide to Sales Prospecting With Proven Outreach Methods. Accounts by region. So what does it take to bring in hot leads? New accounts.

Engineering 117

Engineering Objectives and Key Results Cross-sell Pipeline 117