Hubspot

OCTOBER 23, 2017

Do you sell to their industry? MEDDIC requires sales reps to understand every aspect of a target company's purchase process, down to whether you have an internal champion -- an employee at a prospective company who will internally sell your product. Depending on what you sell, such thorough qualification may not be necessary.

Sales 101

Sales X-functional Contact Prospecting 101

ConversionXL

OCTOBER 22, 2018

Selling to companies adds complexity to the Lead Source method. Thankfully, Salesforce Campaigns solve these issues brilliantly, allowing for: Cross-object reporting. This lets you determine that to close Company X, prospects touched Adwords, branded search, attended events, and interacted with Social Ad campaigns.

B2B 131

B2B Process Campaign Contact 131

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

ConversionXL

APRIL 3, 2018

They used humor – created a Chief Discount Officer’ – CDO – ‘humor to sell a deal’ campaign that included multple emails and direct mail. So they optimized referral process. Value = (Knowledge + Process) x Skill x Attitude. What engages and when does that sell? Functional analysis.

A/B testing 106

A/B testing Objectives and Key Results Growth X-functional 106

SaaStr

MAY 14, 2023

Greenhouse followed a similar path to Talkdesk and should cross $10 million ARR later this year, up from almost nothing at the start of the year. They all started the same day and they sat next to me watched me sell for a month and then I turned them loose. What I mean is that even to sell let’s say, to a customer in London.

Price 107

Price Start-ups Up-sell X-functional 107

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. When I moved from a dance career to sales, I had zero experience selling a product. Get the free report What is tech sales?

Networking 59

Networking Cross-sell B2C Negotiate 59

PandaDoc

APRIL 12, 2022

Example: 40 positive responses / 60 total responses X 100 = 67%). Software with high functionality, speed, and simplicity can be more readily adapted into a customer’s business model and can even boost their total revenue. 08 x 100 = 8%. Typically, this is done with a 0-10 scale or something similar. Making it actionable.

Customers 52

Customers X-functional Promote Price 52

PandaDoc

MARCH 7, 2023

This visual aid gives every member of your sales team a big-picture view of the entire selling process. What’s more, it makes it easy to ensure you have enough personalization to show the lead that you understand their needs (and what you’re selling!). How can a business benefit from a good sales process flowchart?

Process 52

Process Objectives and Key Results Pitch Sales 52

SaaStr

JULY 8, 2020

Look, okay, let’s say half your business sells to eCommerce, but 20% sells to live events. Jason Lemkin: So, traditionally in normal and good times, there is a sort of very slow-paced pressure as a VC, which is to do X deals a year. Aileen Lee: Referrals. Jason Lemkin: Warm referrals, right? Aileen Lee: Yep.

Pitch 81

Pitch Start-ups Up-sell Technology 81

ConversionXL

FEBRUARY 26, 2014

AdWords Editor makes copying Campaigns really simple, and AdWords has added a copy function within the native web app itself, also. This type of cross referencing will help expand the scope of your conversion measurement and allow you to shape your conversion funnel. You Need To Be Where The People Are. image source.

Territory 111

Territory CTR Campaign Objectives and Key Results 111

Hubspot

MARCH 10, 2016

An adjective used to describe companies that sell to other businesses. An adjective used to describe companies that sell directly to consumers. They also help folks receive referral traffic from other websites. A cross between a landing page and a “regular” website. We couldn’t leave “X” out of the party!

Networking 78

Networking Engineering Non-Profits Follow-up 78

Sales Hacker

MARCH 11, 2025

Guest Speaker (Cassie Young): LinkedIn Primary VC Host (Scott Barker): LinkedIn Newsletter Find GTMnow (GTMfund’s Media Brand): Website LinkedIn Twitter/X YouTube Podcast Sponsor: Pursuit The best talent isn’t actively job hunting. Referral is the dream pipeline source, right? 22:16 The best ways to measure customer trust.

GTM 80

GTM Growth X-functional Referrals 80