PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Complex sales cycle stages The lengthier sales cycle for complex sales is a direct result of higher costs and greater decision-maker involvement. Objection handling: Customers may have concerns about pricing, competitors, or implementation.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Sales Hacker

FEBRUARY 14, 2025

The news was picked up by TechCrunch , BetaKit , and many others. Raising a fund, securing capital for a startup, or even selling into the enterprise all share a common foundation: relationship-driven sales. Another way to think of this is that we were moving from selling to SMBs to selling into the Enterprise.

GTM 79

GTM Sell Pipeline Networking 79

The 5% Institute

JULY 3, 2019

Over the years, I’ve trained thousands of Sales Professionals and Business Owners, and I often find the same thing missing in their sales approach – they’re missing a sales process / selling process. By sales process, I mean a systematic system to give you consistent results. The Sales Process – Why Do You Need It Anyway?

Process 98

Process Objectives and Key Results Drivers/motivators Sales 98

Sales Hacker

APRIL 16, 2020

As a result, all selling approaches that focus on selling a product or taking an order will fail. Many sales enablement teams won’t survive the current crisis, simply because they haven’t been able to demonstrate tangible results so far. That’s true in all areas of our lives — including how we run our businesses.

Objectives and Key Results 132

Objectives and Key Results Cross-sell Quota Sales 132

Partners in Excellence

MAY 20, 2015

If you don’t leverage this technique correctly, it won’t produce the results you need. Most people “close” after all the proposals have been submitted, after all the objections have been handled, when the customer has no other questions—at the very end of the selling process. How do we get there?”

Technique 113

Technique Closing Objectives and Key Results Government 113

Sales Hacker

JANUARY 5, 2023

Duplicate records in Salesforce (or “dupes”) are hands-down the most common issue that we’re called in to clean up at Iceberg. For instance: How do you define a duplicate lead if you sell to separate accounts who are part of the same franchise ? Join the conversation: How to clean up duplicate records in Outreach.io.

Objectives and Key Results 104

Objectives and Key Results Cross-sell Contact Electricity 104

Sales Hacker

MARCH 4, 2020

That’s why I built this guide, to help you improve your game in the short-term and set you up for success in the future. As soon as you join, the clock is ticking to start selling and hitting your revenue targets. As soon as you join, the clock is ticking to start selling and hitting your revenue targets. Get used to it.

Objectives and Key Results 97

Objectives and Key Results Niche CRM Up-sell 97

Salesmate

MARCH 17, 2020

You are gearing up to launch your product’s sales process. Or maybe you are planning to expand your startup and are gearing up to explore the unknown territory. Your sales process is a template that guides you towards achieving your sales objectives. The steps of your sales process consist of separate selling activities.

Process 125

Process Objectives and Key Results CRM Sales 125

Veloxy

SEPTEMBER 28, 2021

You spend 13 hours a week sending 180 emails to prospects, leads, and customers, and all you can drum up is 2 responses. Just be sure you print and bookmark this blog post so you can take it with you wherever you go, wherever you sell. You can read up on how to identify spam mail here. And share it with your sales colleagues.

Objectives and Key Results 204

Objectives and Key Results Prospecting Contact Campaign 204

Martech

OCTOBER 12, 2023

Enterprises spend years building up a lot of data around customers, but not necessarily about customers. Looking to grow quickly, they accumulate transaction records and develop systems designed to enable financial reporting, typically around sales and costs – key metrics when pitching investors. The result? CDP shelfware.

Customers 119

Customers Objectives and Key Results Cross-sell B2C 119

Highspot

MAY 30, 2024

Ever feel like your sales team is working twice as hard but not seeing the results your business is aiming for? Whether it’s sales and marketing not syncing up, using outdated tools, or outdated processes, these problems can slow progress. Refine Sales Process A smooth and efficient sales process is key to maximizing revenue growth.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Miller Heiman Group

AUGUST 24, 2019

Almost two-thirds of organizations invest in sales enablement but don’t see any meaningful improvement in results, according to the CSO Insights 2018 Sales Enablement Study. Here’s how to build a charter that will translate into stronger results next year. Ask them about what their desired selling future state looks like.

Objectives and Key Results 77

Objectives and Key Results Cross-sell Territory Government 77

Martech

MARCH 10, 2022

Traditional B2B demand gen models are becoming outdated as privacy regulations are more stringent and fewer people are willing to give up their personal information. 63% of purchases have more than four people involved in the buying group (up from 47% in 2017). Meet pipeline objectives and key results (OKRs) for ABM campaigns.

E-commerce 106

E-commerce Growth Cross-sell Objectives and Key Results 106

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Key account management (KAM), also known as strategic account management, is a concept that first emerged in the 1970s.

Account management 52

Account management Objectives and Key Results Strategize Legal 52

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. This element of up-leveling our team’s performance delivered more wins.”.

Objectives and Key Results 103

Objectives and Key Results Technical Sales Engineering Sales 103

Martech

DECEMBER 15, 2022

By now, you likely have either locked down all of your holiday campaigns or set up a promotion schedule. A recent test for my agency’s client, Cannadips, found the right approach based on our key success metric: placed orders. Test results. But now it’s time to get serious. Keep reading to discover how.).

Objectives and Key Results 100

Objectives and Key Results Cross-sell A/B testing Promote 100

PandaDoc

DECEMBER 19, 2022

And poorly managed prospecting lists will result in seller fatigue. The more detailed and accurate your ICP is, the more resultative your sales will be. Consider using an automation SaaS and hiring external assistants who can enrich your prospecting list and add up the missing data.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Search Engine Land

APRIL 18, 2023

SEO helps your webpages rank higher on the non-paid search results by improving the quality and relevance of the content on your website. Typically, PPC ads show in highly prominent positions on the search results and hoover up the majority of clicks for highly commercial terms. PPC question. What is right for you? And more ads.

Objectives and Key Results 101

Objectives and Key Results Minimum Viable Product A/B testing Engineering 101

PandaDoc

AUGUST 29, 2022

During our years of operation, PandaDoc has explored thousands of RFPs and found that the majority of the questions that came up were more or less similar and repeating. This truly makes the magic happen: instead of days spent answering from scratch, you can get the same result in minutes. Identify and overcome objections.

Negotiate 98

Negotiate Contract Objectives and Key Results Legal 98

Sales Hacker

APRIL 16, 2020

As a result, all selling approaches that focus on selling a product or taking an order will fail. Many sales enablement teams won’t survive the current crisis, simply because they haven’t been able to demonstrate tangible results so far. That’s true in all areas of our lives — including how we run our businesses.

Growth 84

Growth Objectives and Key Results Cross-sell Quota 84

SalesHandy

JUNE 29, 2021

Selling products or services to businesses and professionals can be tough. Which is unlike selling to consumers, who have common needs and wants. The right B2B sales strategy optimizes your sales process around a few key principles, all of which allow you to make the most out of B2B selling efforts. B2B Sales Principles.

B2B 98

B2B Cross-sell X-functional Follow-up 98

Martech

MARCH 22, 2022

This technology explosion turned email marketing from a labor-intensive, spreadsheet-driven manual process into a nearly seamless production where most of the work goes into setting up processes that can run in the background. Personalization delivers better results. Now, for two key differences. Permission is essential.

B2C 117

B2C Drivers/motivators Objectives and Key Results B2B 117

Sales Hacker

MAY 9, 2019

This could be anywhere from a first SDR job focused on inbound, to a senior SDR calling on key accounts with 1-4 years of experience. It ties payment to the achievement of specific objectives that have been pre-determined and communicated to the employees that are on the incentive plan. Account Executive (AE) Compensation Plan Example.

SQL 110

SQL Commission Customers Non-Profits 110

Highspot

NOVEMBER 9, 2023

In this comprehensive blog post, we will explore the concept of a digital sales room, its key features, benefits, and the role it plays in modern sales strategies. Here are some key benefits of a digital sales room. Data Analysis: Sales teams can analyze objection data to refine their objection-handling strategies and materials.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. 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. Anything less is failure.

Sales 137

Sales Start-ups Up-sell Cross-sell 137

Xant

MAY 20, 2021

But with the right kinds of automation, a reliable and compliant system, and with intelligence about your buyers’ behaviors, you can go beyond guessing at scale and start guiding your selling. Others simply load disparate details onto the subject line of the task object, which you can’t report off of. Do More From Any Object.

Sell 77

Sell Objectives and Key Results CRM Territory 77

PandaDoc

MAY 8, 2024

million small businesses , which constitutes up to 99.9% Key takeaways With its specific business needs, budget restrictions, and customization requirements, the sales landscape for small- and medium-sized businesses requires a different strategy than enterprise and B2C sales. In the U.S. alone there are about 33.2

Objectives and Key Results 52

Objectives and Key Results B2C Legal Lead generation 52

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started. Account-Based Marketing.

B2B 105

B2B E-commerce Cold Call Represent 105

PandaDoc

SEPTEMBER 17, 2024

Between prospecting, sales calls, data entry, quote preparation, and follow-ups, it’s very easy for teams to mismanage data and trip over themselves on the way to the finish line. Key takeaways Sales collaboration tools are designed to help sales team members manage data and sales workflows efficiently. Salespeople are busy.

Contract 98

Contract CRM Legal Sales 98

PandaDoc

APRIL 25, 2023

A sales plan is a roadmap that outlines your business’s strategy for selling its products or services. It includes detailed information on the product — such as its features, benefits, and unique selling proposition. Without further delay, let’s take a look at how you can create an effective sales plan for your business.

Territory 52

Territory Objectives and Key Results Teamwork Customer Relationship Management 52

ConversionXL

AUGUST 12, 2020

Then, you turn up to people’s desks like an unwelcome door-to-door salesperson, trying to convince them of the virtues of customer-centricity. Enabling our teams to hear directly from the customer, to gain insights on how our product is impacting their work and life, is the key to aligning the teams. Image source ).

Customers 74

Customers Cross-sell Objectives and Key Results UX 74

Martech

OCTOBER 23, 2023

The trial will last 10 weeks and include testimonies from key figures like Alphabet and Google CEO Sundar Pichai. But it’s equally likely the trial will result in no changes and Google will be free to continue operating however it wants. He told the judge: “You get up in the morning, you brush your teeth and you search on Google.”

Trust 88

Trust Objectives and Key Results Engineering Negotiate 88

PandaDoc

MAY 31, 2024

The key goal of sales process mapping is to help your team accelerate performance by defining and then optimizing visualized steps to help them rack up more wins. Key takeaways Sales process mapping visually displays the steps from prospect to customer, adding clarity, efficiency, and consistency in the sales process.

Process 52

Process Objectives and Key Results Objection handling CRM 52

Hubspot

NOVEMBER 4, 2016

Siege Media conducted a study on what makes infographics inherently shareable (the results of which they turned into a great infographic of their own), and as it turns out, the most oft-shared infographics had an average of just 396 words. At the bottom of a Google search engine results page, a list of related popular search terms appears.

Angle 78

Angle Objectives and Key Results Engineering Drivers/motivators 78

Hubspot

SEPTEMBER 7, 2016

But, companies no longer control the selling process. Buyers now control the selling process. Therefore, your company website must become the hub of your marketing efforts and the key to creating more opportunities for your sales team. that rank on page 1 of the search results for your top keywords.

Objectives and Key Results 53

Objectives and Key Results Drivers/motivators Lead generation Education 53

Martech

FEBRUARY 11, 2022

One might think of personalization as a set of tactics marketers employ that primarily focus on remembering key details about customers, but they’d only be partially right. Customers – whether B2B or B2C – expect customized experiences, and marketers must lean on smart targeting solutions to fully understand the people they’re selling to.

E-commerce 117

E-commerce B2C B2B Campaign 117