Sales Hacker

JULY 21, 2021

Unfortunately, optimize is not a magic word that you wave like a wand over complicated systems, hoping that they start functioning perfectly. By mapping out the steps, you can optimize any function. Unless they need a function your product definitely can’t do, there is always a way to take care of the minutiae. “We

X-functional 132

X-functional Sales Strategize Cold Call 132

Hubspot

APRIL 2, 2018

We’d already agreed on X price. If we can come down to X price, would you sign today?”. You might be interested in our newest Feature X. ". For example, if a prospect is worried that feature X doesn’t have adequate functionality, you might bring in an engineer to speak about feature X. Negotiations.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

SaaStr

NOVEMBER 8, 2023

The whole thing falls apart if you have a vision as a founder or functional leader and the people underneath you don’t believe the same things. This is a common mistake founders make — getting a new Head of X when you get to a certain point in business, missing a sales number, the product isn’t what you want, there’s too much churn, etc.

X-functional 113

X-functional Contract Quota Growth 113

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. Therefore, it is essential to define the parameters of the deal structure in advance of price negotiation. Customization.

GTM 87

GTM Negotiate Profit margin Contract 87

Sales Hacker

MARCH 12, 2019

A list of features and functionality is easy to forget, because it lacks context. It really is as simple as “our product can do X for you.”. For example, I might say something like: “Hey Sarah, last time we spoke you mentioned X. But don’t negotiate or settle on anything until you’re ready to deliver a formal proposal.

Product 99

Product Sell Pitch X-functional 99

Salesmate

OCTOBER 28, 2020

Accurate forecasting can help a sales team function more efficiently and achieve as well as excel sales expectations. Lead Value = Sale value x Lead-to-sale conversion rate. 30 paid advertising x $600 lead value= $18000. 200 demo leads x $100 lead value= $20,000. Negotiation -80%. Lead Value Formula.

Territory 96

Territory X-functional Pipeline Appointment 96

Sales Hacker

JULY 10, 2020

This stage is all about understanding the feature functionality your buyer is looking for and how closely your solution aligns with it. You need to understand their priorities and non-negotiables. What is each function’s challenge with the current environment? Decision criteria. This may sound difficult, and it can be.

Legal 128

Legal X-functional Contract Presentation 128

Sales Hacker

JULY 18, 2019

Having well-defined and accurate sales stages for your business is critical, particularly if you plan to leverage the weighted pipeline functionality. 75% Contract Negotiation. Weighted Pipeline = ARR x Probability the deal will close (a.k.a. % Most CRMs have a baseline of stages you can easily adopt or modify for your business.

X-functional 73

X-functional Pipeline Contract Quota 73

The 5% Institute

AUGUST 7, 2023

The Art of Negotiation Negotiation skills are indispensable when managing contracts, pricing, and terms. A skilled negotiator can strike deals that satisfy both clients and the company. How can account managers enhance their negotiation skills? Why is adaptability crucial for account managers?

Account management 52

Account management Negotiate X-functional Cross-sell 52

Hubspot

MAY 17, 2018

Hourly freelancers get paid for the time they work so you negotiate an hourly rate (Rate x Hours Worked = Pay). It looks and functions great. Freelancers traditionally work in two ways, hourly or per project. The definitions are just how they sound. Two things to consider here: You get what you pay for. What happens next?

Contract 78

Contract X-functional Negotiate Start-ups 78

Sales Hacker

SEPTEMBER 29, 2020

We have thousands of these customer agreements that have been redlined and negotiated, there might be a third party paper, we just don’t have the precision we need to answer questions like which contracts have termination for convenience? He has his own dedicated implementation and vetting function sales ops.

Contract 117

Contract X-functional Objectives and Key Results Legal 117

ConversionXL

NOVEMBER 3, 2016

So while many usability heuristics remain the same in B2B website design and functionality , much of what goes into lead gen, sales, and analysis is different. In other words, you’ll answer questions like: Where in the buyer journey is the person that downloads [X] whitepaper? To what points in the customer journey do they correspond?

B2B 110

B2B Conversion B2C SQL 110

Sales Hacker

MARCH 2, 2020

Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. Master negotiating , and you’ve mastered sales — and life itself. Among the popular methodologies, this happens to be a favorite.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

SalesLoft

SEPTEMBER 12, 2023

Identify signals and risks: Patterns and X-Ray tracking of keywords are crucial buying signals. Understand objections: No sales rep ever wants to hear hesitations or concerns coming from a client, especially in a later stage of the negotiation process. As a result, features were added faster than users adopted them.

Conversion 52

Conversion Objectives and Key Results X-functional Negotiate 52

SalesLoft

SEPTEMBER 12, 2023

Identify signals and risks: Patterns and X-Ray tracking of keywords are crucial buying signals. Understand objections: No sales rep ever wants to hear hesitations or concerns coming from a client, especially in a later stage of the negotiation process. As a result, features were added faster than users adopted them.

Conversion 52

Conversion Objectives and Key Results X-functional Negotiate 52

Hubspot

JUNE 29, 2021

So, I had my shortlist of non-negotiables for whatever my next opportunity would be, even if I was leading people," she continued, "and that came from raising my hand and volunteering.". Typically, what happens before somebody goes into leadership, you're going to ask somebody else, 'Hey, tell me about X. What were your experiences?'

X-functional 92

X-functional Start-ups Meeting Conversion 92

Sales Hacker

JUNE 9, 2020

I just decided that it’s the sales function that grows companies and drives the economy, quite frankly. I mean, business schools look down their nose at sales as just sort of a function that people who didn’t go to business school do. Was it a difficult internal negotiation or was everybody on board?

Finance 102

Finance X-functional Pipeline Territory 102

Heinz Marketing

SEPTEMBER 17, 2018

Melissa: Yeah, so I’d say that sales enablement, I fell into it, I think like a lot of folks do, they fall into sales enablement through a function of necessity and accident, happy accident. Melissa: My strong opinion is that the sales enablement function should report up into sales. Melissa: Yeah.

Pipeline 61

Pipeline X-functional Sales Up-sell 61

SaaStr

JULY 17, 2020

Then it takes a while to get through the process of negotiation, real documents, wiring money, [crosstalk 00:16:38]. X and it’s not [inaudible 00:20:29]. I mean, there’s a couple public companies, several private companies, but it’s had step function. What I mean step function, I’ll give you some real numbers.

E-commerce 93

E-commerce Retail Real Estate Growth 93

Salesforce

JANUARY 31, 2024

As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. Lastly, they negotiate to get to an agreement and close the deal. Many tech tools are multi-feature these days, however. They do deep discovery to uncover the problems a potential customer wants to solve.

Networking 59

Networking Cross-sell B2C Negotiate 59

SaaStr

APRIL 23, 2019

Building the basic functionality. And I think we did two X what we thought we were going to do. We actually went functionally into all these areas. And really good at negotiation. Henrique : And two, negotiation is just about having other options, and if you’re more comfortable to negotiate.

Launch 85

Launch Pitch Niche Negotiate 85

SaaStr

DECEMBER 10, 2019

And so it was this thousand X increase in terms of the size of the company. It was the number of required trainings we had to take went up by 10 X. So because I know we sort of were talking about that right at the negotiation phases. Tina Hsiao : But I think they missed some functions. It was tedious in certain ways.

X-functional 71

X-functional Start-ups Negotiate Real Estate 71

Heinz Marketing

JULY 13, 2020

I was heavily involved in negotiations to get the season going. Somebody’s making them do it, and they’re accountable for making X number of calls a day. And the belief is if we make X number of calls, X number of outreach, either social media, email, whatever, and we finally reach someone, isn’t that great?

Pipeline 86

Pipeline Referrals Cold Call Sales 86

PandaDoc

OCTOBER 3, 2023

The sales and marketing teams listed down the functionalities they expected from AI integration, such as predictive lead scoring, automated customer communication, and data analytics. Comparing the current tech stack with the desired AI functionalities, the IT team identified that: The current CRM system could not integrate AI plugins.

Process 52

Process Objectives and Key Results X-functional Sales 52

SaaStr

JULY 15, 2020

Then it takes a while to get through the process of negotiation, real documents, wiring money, [crosstalk 00:16:38]. X and it’s not [inaudible 00:20:29]. I mean, there’s a couple public companies, several private companies, but it had step function. What I mean step function, I’ll give you some real numbers.

X-functional 79

X-functional E-commerce Retail Growth 79

Salesforce

JULY 28, 2021

If you’re going meet with your personal board of directors and you’re thinking, Ooh, I didn’t do X, Y or Z. That’s how it functions in a really healthy way. If you want to negotiate for a salary increase, you’re going to have to put that out into the universe.

Sports 98

Sports Follow-up Meeting Networking 98

PandaDoc

MARCH 7, 2023

Typical actions that close a sale include final quotes, agreed negotiations, deposits, and the signing of contracts and other legal documents. Sales automation software or other solutions with eSignature functionality will help you close deals more quickly. What needs to happen to close deals will depend on the nature of your business.

Process 52

Process Objectives and Key Results Pitch Sales 52

Lead Fuze

JANUARY 2, 2024

But don’t let the term ‘strategy’ intimidate you; think of it like plotting out a treasure map where X marks the spot for achieving greater visibility and connection with customers who are already searching for what you have up your sleeve. Think digital Swiss Army knife: all function, no fluff. Picking a CMS?

Sales 52

Sales Strategize Niche Lead generation 52

PandaDoc

NOVEMBER 15, 2021

Salespeople should take risks, from trying a new prospecting sales strategy to experimenting with different negotiation strategies. For example, “Become the most successful team within the organization,” or “increase retention by X percentage.” Without adequate data, sound decisions are impossible to make.

Sales 52

Sales Quota Trust Promote 52

SaaStr

MARCH 17, 2020

Either in a new business deal or in a renewal engagement, there’s always that negotiation that’s happening. Rather than saying to the customer, “If you do this reference call, then you will get X,” you ask the customer for the reference call. We don’t have an account management function.

Clients 74

Clients Service Customers Start-ups 74

PandaDoc

FEBRUARY 27, 2023

Sales closing questions are phrases asked near the end of a sales negotiation. And closing questions help initiate the final negotiating process to reach an agreement for a sale. That process of negotiating with a prospect is one PandaDoc can help you streamline and speed up. Do you need this functionality or that?

Closing 52

Closing Contract Technique Referrals 52

Heinz Marketing

JUNE 4, 2018

I think your customer base grows by two X it seems like every month these days. So gone are the days of feature functionality, obviously have a great product to sell, but more important, it’s getting to know the buyer, right? Are you making adjustments to that approach based on millennials versus gen X versus Boomers?

Pipeline 57

Pipeline Sales Drivers/motivators X-functional 57

Salesforce

NOVEMBER 20, 2023

These calls — most often conducted either in-person or via video — involve multiple parts, including initial agenda-setting by the rep, the product pitch, a demo, prospect objections and rep responses, negotiation, and outlining of next steps. Ideally, a rep closes a sales call with a verbal agreement from the prospect to make a purchase.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

SaaStr

FEBRUARY 15, 2019

Salesforce’s strategy, as far as I could tell, was keep your price high and discount, and that helps customers, through a negotiation process, feel like they’re getting, these are my words, a pound of flesh. I wish we lived in a world where I could just say, price x is what everybody pays. Your solution is better.

Price 53

Price Cross-sell X-functional Up-sell 53

SaaStr

MAY 10, 2019

Harry Stebbings: Can I ask, I had Ben Braverman and the CRO of Flexport on the show the other day and he said it’s wonderful to have SDRs and account managers and sales reps but it doesn’t create the best personalized buying experience when you’re continuously handed off to the separate specialized function.

X-functional 56

X-functional SQL Pipeline Go To Market 56

SaaStr

AUGUST 9, 2019

So one of the things that I did, pretty early on here as we knew we were going to scale the team, was I set up an enablement function. Vikas Bhambri: So I’ve got somebody who leads an enablement function and we’ve built out an entire playbook curriculum. Now having said that, even then I need to invest in that enablement.

Finance 61

Finance X-functional CRM Engineering 61

SaaStr

JUNE 21, 2019

So, you know, “I need a case study for the retail industry in the northeast and it needs to have X, Y, and Z thing.” But it can also take the form of softer skills like how to write a compelling outreach e-mail, how to negotiate with a customer, how to even use your internal systems. And it’s not always clear cut.

Start-ups 67

Start-ups X-functional Drivers/motivators Up-sell 67