The marketer’s guide to state data privacy laws
Martech
JUNE 3, 2024
Buy, sell, or share PI of 100,000+ consumers or households. Gets 50%+ of annual revenues from selling or sharing consumers’ PI.
The ROI of Losing: How to Rethink Loss in Sales
Salesforce
DECEMBER 19, 2024
When a product makes a buying decision with a competitor, it tells you a lot about your target buyers, your products, selling methods, and competition. The latter approach will motivate your team to share helpful information and strategies more freely, rather than hide any information that might reflect poorly on their selling efforts.
Territory 
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Dear SaaStr: How Can I Remove a Troublesome Investor from my Cap Table?
SaaStr
APRIL 30, 2024
and Delaware and California, and under standard VC terms, it’s almost impossible not just to kick investors out — but even to deny them a vote. Absent other terms, every series / class of investor is going to at least get a vote on fundraising, selling the company, and adding to the stock option pool, among other factors. In the U.S.
Trust 113
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Sales Invoices: What You Need to Know to Get Paid On Time
Salesforce
OCTOBER 15, 2024
They also offer insight into a customer’s history of purchases, making them the key to cross-selling and upselling products. Businesses typically use sales invoices to calculate financial earnings, quotas , and taxes after they are paid.
Finance 104
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Quota Relief: How and Why to Give It to Your Salespeople
Salesforce
APRIL 9, 2025
Unfavorable market conditions: Market conditions, such as decreased demand or new regulations, can make it challenging to sell a product or services. New hires: When a sales representative is first hired, they are often granted time to become established and build a customer base.
Quota 81
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What Is Social Selling, and How Does It Work?
Salesforce
JUNE 12, 2024
At the core, buying and selling are social activities. Social selling lets you reach buyers everywhere, from your favorite social media accounts. What you’ll learn: What is social selling? Why is social selling important? Learn more What is social selling? Back to top ) Why is social selling important?
Sell 111
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The Meanest Thing VCs Do To Founders
SaaStr
JULY 7, 2021
So as long as you don’t sell too much of your company, really the meanest thing VCs can do is Not Support The Company. Second, it can be a real issue in M&A, when you sell the company. They may get a veto under Delaware or California law. then really there’s only so much investors can really do.
Finance 141
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An Essential Guide to Using the MEDDIC Sales Framework
Salesforce
OCTOBER 22, 2024
A lead’s criteria may not neatly line up with what you consider the product’s main selling point. MEDDIC often makes the most sense for B2B companies selling a high-cost product that’s likely to undergo long, complex sales cycles. If that doesn’t describe your business, another option may make more sense.
E-commerce 86
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What Is Product-Led Sales? The Ultimate Guide
Salesforce
APRIL 2, 2025
These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities. Fewer touchpoints to conversion imply that the product is able to sell itself, reducing reliance on heavy sales efforts. The data may also reveal areas for product or service improvement. Watch the demo
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9 Ways to Motivate Your Sales Teams When Things Get Tough, According to the Experts
Salesforce
MARCH 31, 2025
Tie their goals to yours for big results Elyse Archer Founder and CEO, She Sells “To motivate your team, you have to know what drives them personally. Cynthia Barnes Sales reps spend just 28% of their time selling, with the rest going to non-revenue-generating tasks like data entry. A good goal uses the S.M.A.R.T. framework.
Customer Value Proposition: How to Create One that Works in 6 Steps
Salesforce
NOVEMBER 12, 2024
CVPs should not be confused with unique selling propositions (USPs). So, when you meet with a potential customer, you must be prepared to sell them on your product or service — and position yourself as a trusted advisor. Solution selling and value selling techniques can be helpful in this step. Watch the demo
Sales Capacity Planning 101: How to Drive Growth and Hit Your Goals
Salesforce
NOVEMBER 14, 2024
A sales capacity plan can also help you optimize the resources you already have on hand and keep your focus on selling more effectively rather than worrying about having a big enough team to handle increased demand. It’s no longer enough to simply guess how big a team you’ll need to maintain sustainable, consistent revenue growth.
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Your Guide to Online Sales Tax
Hubspot
MARCH 31, 2015
Since most companies selling products need storage, this is a rare occurrence. Companies that sell only services online might manage to run a business with no physical location. These include Alaska, Delaware, Hawaii, Montana, New Hampshire, and Oregon. Selling Exempt Items. States Without a Physical Location.
Retail 78
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How to Get Started with Door-to-Door Sales in the Digital Age
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. You also need to convey excitement about the product or service you’re selling and help prospects understand its benefits in a way that feels personal to them.
Competitive Pricing: The Secret to Winning More Deals
Salesforce
NOVEMBER 19, 2024
Penetration pricing: A penetration pricing strategy involves drastically discounting a product, even to the point of selling it below cost. This can be risky, but it can make sense if a business plans to rely on upselling and cross-selling. Your bottom line will depend on it. Watch the demo
Price 52
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Best Sales Rep Salary: Average Sales Salary in 50 States
Lead Fuze
AUGUST 13, 2021
Not to mention that it’s not likely that a great rep will be selling the same thing at the end of their career as when they started. A place that pays you more to sell stuff may end up costing you more to live there. To sell there, you’ll make less than the average sales salary and cost of living is 67% higher than average.
Answered: The 8 Most Common Questions About Sales Call Recording
Gong.io
AUGUST 23, 2021
Call recording gives reps infinite memory, so reps can focus on what they love most: customer conversations and selling. #2 Here’s why the love it, aside from it sending their numbers upward: #1 They don’t need to take notes. 2 Most reps are always looking to improve their game. 3 It cuts down on admin tasks. Some states do. In Canada: Legal.
Legal 118
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4 Reasons to Automate Your Sales Commission Process
Salesforce
OCTOBER 9, 2024
No more chasing down formulas in spreadsheets or sending emails to confirm commission statements, keeping reps laser focused on selling. Sales commission software removes human error from the sales commission process and enables sales teams to focus on selling. This also leads to a significant decrease in productivity.
Commission 98
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What’s an Ideal Customer Profile? A Way to Find Your Best Prospects
Salesforce
DECEMBER 17, 2024
As your business evolves and you expand into new markets, there will be more data inputs over time that will change what you do and to whom you sell. This strategy can help you attract high-quality leads that are more likely to convert.
Prospecting 52
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The Secret of Successful Account-Based Selling? Going After the Big Fish
Salesforce
MARCH 11, 2024
You decide to go for it… This is what account-based selling (ABS) is like. Read on to learn how to grow your business with account-based selling. What you’ll learn: What is account-based selling? Watch the demo What is account-based selling?
Sell 59
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The SDR Career Path: A Scalable Approach to SDR Development
Salesforce
NOVEMBER 15, 2024
Channel Sales: Channel Sales involves selling products or services through third-party partners or intermediaries rather than directly to end customers. An SDR that’s great at trade show booths or in person meetings might make an excellent field marketer.
Tradeshows 52
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The Right Way to Build Your First RevOps Team
Salesforce
OCTOBER 4, 2024
Instead, let’s point out common warning signs to look out for, which may signal that it’s finally time to invest in RevOps: Your go-to-market teams are misaligned Your company can’t effectively upsell, cross-sell, manage renewals, or reduce churn unless your sales, marketing, and customer success teams are all on the same page.
GTM 98
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70 Words That Win: Sales Terms Every Rep Should Know
Salesforce
FEBRUARY 3, 2025
You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account A business, customer, lead, or prospect a company engages with to sell products or services to. Business-to-business (B2B) A model in which businesses sell products or services directly to other businesses.
What Are Sales Channels? (and How to Pick the Best Ones)
Salesforce
OCTOBER 8, 2024
According to the Salesforce State of Sales report, organizations use an average of 10 channels to sell to customers. Sales channels are all the places you sell to your customers. Partner selling is a popular indirect sales channel for many businesses. It launches a company online store to sell speakers to its customers.
Territory 92
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5 Ways to Make Your Customers Love You
Hubspot
SEPTEMBER 9, 2011
Focusing on customer service can greatly increase your resell, cross-sell, and up-sell opportunities. In fact, the Harvard Business Review even found that “when MBNA America, a Delaware-based credit card company, cut its 10% defection rate in half, profits rose a whopping 125%.”
Customers 78
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How Your Location Impacts Sales Success
Heavy Hitter
FEBRUARY 11, 2017
South region : Alabama, Arkansas, Delaware, Florida, Georgia, Kentucky, Louisiana, Maryland, Mississippi, North Carolina, Oklahoma, South Carolina, Tennessee, Texas, Virginia and West Virginia. Over the course of a career, does selling in one region have an advantage over selling in the others? Career Average Quota Attainment.
Territory 52
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It’s Not the Wild West: 12 Tactics to Make Your Price Negotiations Smooth and Successful
Salesforce
MARCH 6, 2024
All of this can serve future selling efforts by your team. Use configure, price, quote ( CPQ) software Just a third of a salesperson’s time is spent selling each week, according to the State of Sales report. You’ll also likely hear about competitors and the markets you serve.
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The Do’s & Don’ts of Demos with Rob Falcone {Hey Salespeople Podcast}
SalesLoft
JULY 9, 2019
Will you share with us the first thing you ever remember selling? I’m from Delaware County, which is a pretty blue-collar suburb outside Philadelphia. It was $48 for a dozen and I’d sell them for 15 bucks a pop. That’s from hustling fake Oakleys in Delaware County to selling software.
Sales Call Recording Laws & Regulations
Gong.io
AUGUST 2, 2018
Two-Party Consent States: California, Connecticut, Delaware, Florida, Illinois, Maryland, Massachusetts, Michigan, Montana, Nevada, New Hampshire, Pennsylvania, Vermont, and Washington. International Call Recording Laws: International business call recording laws and regulations vary widely.
Legal 48
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The Ultimate Sales Checklist to Improve Performance
Salesforce
OCTOBER 14, 2024
If you’re not sure where to start when it comes to creating a more transparent sales culture, ask your team what information they wish they had access to or what information might help them sell better. Or maybe there’s a feature missing from the products and services you sell that prospects constantly ask for. Get started 14.
Commission 98
98 
9 call analytics platforms for marketing teams to consider
Martech
FEBRUARY 24, 2022
It unlocks the content of conversations and enables sellers to increase sales efficiency, take the right action to make the most of every opportunity, and sell more. Dover, Delaware-based Ringba was founded in 2015 and has 33 employees. A screenshot of Ringba’s platform (via Ringba). Target customers.
E-commerce 98
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How Much Will Your Reps Make? Everything You Need to Know About On-Target Earnings (OTE)
Salesforce
MARCH 8, 2024
Determine your team’s base pay: This will vary depending on your industry, the kind of products or services you sell, and the experience of each sales rep. Instead, you want to find the right balance between your revenue goals and your rep’s selling capacity. Here are the steps to take to determine your team’s OTE: 1.
Commission 64
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Michelle Benfer: 5 Tips for Remote Sales Management
Gong.io
MARCH 30, 2020
Or people don’t want to share best practices because they feel that it takes away from their own selling time. So for example, that might be New York City’s a tier one, tier two might be Delaware, and tier three might be Louisiana. So if you’re a new rep and you start at HubSpot, everyone around you wants to help you.
Territory 62
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The Ultimate Guide to Virtual Reality
Hubspot
SEPTEMBER 26, 2018
And inventing the name virtual reality isn't the only thing VPL is known for — the company also made history by becoming the first to sell VR goggles and gloves. VR is used to encourage tourism in places ranging from Australia to the state of Delaware. In addition to attracting visitors, VR also helps travelers plan their trips.
Hospitality 78
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How to Supercharge Your Sales Velocity for Quicker Wins
Salesforce
MARCH 12, 2024
Instead, think about upselling or cross-selling. Instead of focusing on just selling a product or service, think of yourself as a problem solver who can alleviate challenges in your customers’ lives. Increase average deal size This doesn’t necessarily mean increasing the price of your products or services.
Territory 64
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How to Win More Customers with Conversation Intelligence
Salesforce
OCTOBER 16, 2024
Probably a lot, since sales reps spend 70% of their week on non-selling tasks, according to the Salesforce State of Sales Report. Imagine how much time you waste keeping call notes and tracking conversation data. Computers, on the other hand, can do tasks much more quickly and productively than humans.
Conversion 59
59 
How to Negotiate Your Next Sales Contract: 9 Tips for Success
Salesforce
MARCH 7, 2024
When to negotiate a contract The contract creation and negotiation process How to improve contract negotiation core skills 9 contract negotiation tips Learn 3 ways to sell faster with Salesforce CPQ See how Salesforce CPQ helps sellers close faster, and companies launch new revenue models in days, not months.
Contract 59
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What is a SPIFF in Sales? Benefits, Types, and When to Use
Salesforce
MARCH 1, 2024
For example, you might tell your sales team they can earn a bonus on top of their salary and commission, for selling [X] products above quota by the end of the month or for booking [X] demos in a quarter that lead to a sale. SPIFF reward types can vary from vacations to gift cards to event tickets, but they are typically monetary bonuses.
Commission 52
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How to Create Sales Presentations That Close Deals, According to an Expert
Salesforce
DECEMBER 13, 2024
It can also serve as an opportunity to upsell or cross-sell. Handle objections like a conversation: Remember that you’re selling to real people, and it’s normal for them to raise objections. It’s aimed at showcasing how that product can meet a prospect’s needs.
Presentation 52
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Is Competition Based Pricing a Winning Strategy?
Salesforce
MARCH 12, 2024
These are its unique selling points and should be considered in your pricing strategy. If you can sell your product or service at an attractive price point for customers, while keeping the financial health of your business intact, this might be a great strategy for you. Reflect on what makes your offering distinct and valuable.
Price 52
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How to Use Clawback Clauses in Your Sales Compensation Strategy
Salesforce
MARCH 7, 2024
This provision is particularly critical for companies that sell SaaS products. A complicated clause may lead to additional time spent tracking the status of recent deals, distracting sellers from their primary selling responsibilities. But, the sales rep who initially closed the deal might’ve received a substantial commission payment.
Commission 52
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What Is Lead Qualification and How Does It Work?
Salesforce
MARCH 5, 2024
Reps spend only 28% of their week actually selling, according to the State of Sales Report. If you find yourself selling to a lead with a complex procurement process, this may be the best framework for you. What’s more, 69% of sales professionals agree their jobs are harder now. Usually, that’s large enterprises.
Territory 52
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Customer Pain Points: How to Identify Them and Solve Common Problems
Salesforce
FEBRUARY 29, 2024
Consider offering automation tools that handle routine tasks, AI-powered coaching tools that support selling motions, or project management software that enhances team coordination and efficiency. ” The solution: Help optimize the remaining workforce. Learn more
Customers 52
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The Sandler Selling System: A Step-by-Step Guide
Salesforce
DECEMBER 3, 2024
What you’ll learn: What is the Sandler Selling System? Learn more What is the Sandler Selling System? The Sandler Selling System, also known as the Sandler sales methodology, was created by sales expert David H. Sandler in 1966. Again, it’s crucial that there are no surprises here.
Sell 52
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