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

Sell Technique Contract Territory 52

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.

Product 77

Product Territory Sales Price 77

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 79

E-commerce Territory Pitch Sales 79

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

Sell E-commerce Territory Pitch 111

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.

Drivers/motivators 56

Drivers/motivators Quota Territory E-commerce 56

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 88

Territory E-commerce Profit margin Sales 88

Salesforce

DECEMBER 17, 2024

Instead of wasting resources on broad outreach, they can zero in on specific industries, company sizes, or regions. 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. Lead generation also gets a boost from an ICP.

Prospecting 52

Prospecting Customers Territory E-commerce 52

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.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

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. By the time they reach out to you, they’re ready for a solution.

Transportation 52

Transportation Drivers/motivators Customers Territory 52

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

Price Profit margin Territory Cross-sell 52

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.

Growth 52

Growth Quota Territory E-commerce 52

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

Tradeshows Drivers/motivators Territory Negotiate 52

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.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

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. But as your customers, head count, and company continued to scale, so too did your mishmash of tools and spreadsheets, disorganized documents, and scrambled data.

GTM 98

GTM Territory Finance E-commerce 98

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.

Commission 97

Commission Process Territory E-commerce 97

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

Commission Drivers/motivators Sales Trust 98

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

Sell Cross-sell Territory CRM 59

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.

Negotiate 81

Negotiate Price Territory E-commerce 81

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

Commission Quota Territory Cold Call 64

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

Territory Pipeline E-commerce Sales 64

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

Conversion Customers Territory CRM 59

Salesforce

MARCH 5, 2024

Reps spend only 28% of their week actually selling, according to the State of Sales Report. These might include the type of company, location, region, industry, revenue, or number of employees. What’s more, 69% of sales professionals agree their jobs are harder now. That’s where lead qualification comes into play.

Territory 52

Territory SQL E-commerce Contact 52

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

Contract Negotiate Objectives and Key Results Legal 59

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

Presentation Closing Territory E-commerce 52

Salesforce

FEBRUARY 29, 2024

4: Don’t make assumptions about pain points Experience and intuition are great tools for a salesperson to have, but be careful not to let them spill over into assumption territory. You can also poke around on social media or use social listening tools to see what customers are posting about online.

Customers 52

Customers Territory E-commerce Pharmaceutical 52

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

Commission Teamwork Drivers/motivators Territory 52

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

Commission Finance Quota Legal 52

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

Price Profit margin Territory E-commerce 52

Salesforce

SEPTEMBER 13, 2024

Wondering what it takes to be a territory sales manager? We’ll discuss what this career looks like, how to build your skills, a typical day for a territory sales manager, and metrics for success, so you can decide whether it’s the job for you. What you’ll learn What is a territory sales manager?

Territory 59

Territory Objectives and Key Results Cross-sell E-commerce 59

Salesforce

SEPTEMBER 25, 2024

5: Team rewards: Selling isn’t a solitary activity, and many successful sales are the result of a team effort. They’re a good cash alternative if you want to reward employees in a way that encourages them to care about the long-term success of the business.

Commission 95

Commission Drivers/motivators Territory Sales 95

Salesforce

FEBRUARY 17, 2025

Let’s explore the most effective sales tactics that help you sell smarter and grow faster. Craft a compelling value proposition Effective messaging is central to how to sell better and creating a strong value proposition starts with focusing on your customer. The S.M.A.R.T.

Territory 54

Territory Negotiate E-commerce Objectives and Key Results 54

Salesforce

SEPTEMBER 12, 2024

Above all, Challenger Selling focuses on teaching your customers rather than building relationships with them. How does Challenger Sales work? The Challenger Sales methodology emphasizes challenging a customer or prospect’s thinking and assumptions.

Territory 52

Territory E-commerce Sales Technique 52

Salesforce

MARCH 3, 2025

Just as modern assembly lines are powered by advanced robotics, today’s Deal Desks leverage automation and AI to navigate the complexity of sophisticated deals, empowering sales teams to sell with greater accuracy, speed, and compliance. Back to top ) Deal desk FAQs Why does my business need a Deal Desk? Watch the demo

Legal 59

Legal Contract Finance Non-Profits 59

Salesforce

SEPTEMBER 24, 2024

Sales engineers have multifaceted roles The best sales engineers are technically-minded like an engineer, forward-thinking like a product manager, and have the selling chops of an AE.

Engineering 52

Engineering Commission E-commerce Territory 52

Salesforce

JANUARY 30, 2025

Cheers, [EMAIL SIGNATURE] Making connections Use this template to open doors with new leads and prospects without the hard sell. Onboard fast, sell faster See how Sales Cloud speeds up the sales cycle with data and AI, making you more efficient at every step. Specifically, [TREND 1], [TREND 2], and [TREND 3]. Watch the demo

A/B testing 52

A/B testing Territory Prospecting Referrals 52