Martech

MARCH 1, 2022

Have you ever been in a meeting and had someone turn to you and say, “What do you think about Product X?” Post-acquisition brings changes in product functionality, usually starting with integration capabilities. Many companies have moved away from a singular list of products to categorizing products by function.

X-functional 103

X-functional Hospitality Technology Technology 103

Sales Hacker

MARCH 12, 2019

1) It makes your product and your pitch easier to remember. 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.”. If all goes well, there will be additional meetings later in the sales process , and you can pitch these extra features then.

Product 100

Product Sell Pitch X-functional 100

Sales Hacker

MARCH 22, 2018

Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Assigning sales functions to other departments (we’ve seen R&D doing sourcing). Sales outsourcing agencies tend to outperform your own team with: Proven experience in exactly the sales functions they offer. Some functions (e.g.

B2B 100

B2B X-functional Cold Call SQL 100

Hubspot

NOVEMBER 20, 2017

I think you could be a great fit for a [function, like “sales”] role at [company] -- we’re [growing fast, just raised $X in funding, currently #1 in Y space, etc.]. We need a stand-out [job title] like you [to help with X objective, on Y team]; is that something you’d be interested in discussing? You fit the bill. Your name].

X-functional 101

X-functional Networking Contact Pitch 101

Hubspot

JUNE 20, 2018

We’ve worked with Company X, Organization Y, and Firm C! Even though the prospect objected to the call, the rep steamrolled right past her concern and launched into his pitch. Well, in that case, where can I find more information about your HR function so when you have time I’m better prepared for our conversation?”.

Prospecting 101

Prospecting X-functional Pitch Sales 101

Martech

JUNE 7, 2022

I run a MarTech company and everyone on our team clearly understands the importance and value of MarTech and yet, when I or someone else makes a pitch for a new addition to our stack, the first question my co-founder asks is “what’s the return on investment (ROI) if we buy that product?” Gain – Cost)/Cost) x 100 = ROI%.

X-functional 117

X-functional Technology Technology Relationship building 117

Hubspot

JUNE 13, 2018

Explicit needs are specific features or functions. Features and benefits are the most common ways to pitch a product to the buyer. Do you have a strategy in place for X? Who’s responsible for X? What happens if you’re not successful with X? Has a problem with X ever negatively impacted your KPIs?

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

SaaStr

DECEMBER 30, 2021

Everyone cited 300+ in-bound pitches a week, with the number seemingly going up every week. CIOs are willing to bet early on a few SaaS start-ups (x) if the value proposition is unique, (y) if the app won’t bring down the business if it fails in a pilot or production — and (z) if they trust the founders. But be open to it.

Contract 105

Contract X-functional Sell Cold Call 105

SaaStr

NOVEMBER 23, 2021

Live events are a forcing function for your entire team, not just sales, and marketing. Mark Jung, VP of Marketing for Dooly told us that “having a forcing function is one of the best things you can do as a leader and within a business. So I wouldn’t say don’t pitch your product. Think Zapier.

Technique 110

Technique X-functional Launch Pitch 110

SaaStr

FEBRUARY 11, 2021

Pitch scripts. And you want to get to $2m in ARR in the next X months. no guaranteed bonus for X months until you scale). Basically, we paid our VP Sales X% of every single dollar after we hit the plan for the year out. Sales Tactics. How to compete. Coordinating FUD and anti-FUD. Segmenting customers. No draw (i.e.,

X-functional 145

X-functional Quota Sales Up-sell 145

Highspot

FEBRUARY 20, 2025

She had rehearsed her sales pitch a hundred times and put so much time into pursuing this prospective buyer. We help them save [X dollars/time] within [specific timeframe], ultimately making this an investment that pays for itself.” Would it help to start small and expand functionality later as you need it?”

Objection handling 52

Objection handling X-functional Technique Price 52

Sales Hacker

MAY 10, 2019

If you throw out a generic pitch, I probably won’t take the time to connect the dots for what that could mean to me. Ask me a thoughtful question about the function of my role or our sales process. Here’s the deal: If we take your call and you pitch before asking any discovery questions, you’ve already lost us.

Sell 21

Sell X-functional Pitch Drivers/motivators 21

Partners in Excellence

JUNE 14, 2016

Sales people, can go on forever about features, functions, feeds, and speeds for each of the products they sell. Usually the approach is our long laundry lists of features and functions, or our long lists of irrelevant references.

X-functional 83

X-functional Customers Manufacturing Sales 83

ConversionXL

JULY 6, 2021

Featuring a user’s name, LinkedIn profile photo, and job function, they’re eye-catching and stand out from a more generic newsfeed. In the example above, they can dive right into the product that’s being pitched, or click to learn more in a short video. Say you’re pitching a social media marketing platform.

CTR 129

CTR X-functional Campaign Price 129

Highspot

MAY 16, 2019

If that’s the case, your reps will be able to perform various functions seamlessly, instead of having to switch back and forth, export data manually, and engage in other time-wasting activities. Sales Enablement Tools. Say one of your reps sends your buyer an email, for example, and the buyer goes radio silent.

Product 81

Product X-functional Lead generation Sales 81

Hubspot

NOVEMBER 9, 2023

Despite dating all the way back to the MySpace era , marketing on X (formerly called Twitter) is still untouched for many businesses. Compared to other platforms, X has an intimidation factor. Behind its mysterious gestalt lies an enormous sea of opportunity for brands who learn to use X for marketing and sales.

Sell 81

Sell X-functional Networking Follow-up 81

Lead Fuze

AUGUST 12, 2021

Let me point out one important fact — We are all human beings, and our minds function in a similar way. If you want to pitch someone for the first time, prove to them why you are valuable. Changing what they were told from “If you insulate your home, you will save X cents per day.” How to Implement It into an Email. Conclusion.

Sell 98

Sell X-functional Sales Follow-up 98

SaaStr

JULY 12, 2024

The pitch was, “We have all these amazing companies using our software. You can get wowed by someone saying they have this playbook that worked at x company and that they can apply it to yours. At Grafana, they take the approach that “we’re all in customer success no matter your job function.” If they say that, be afraid.

GTM 117

GTM X-functional Meeting Pitch 117

Hubspot

DECEMBER 22, 2011

Instead of having the sender/from name be Company X, make it the name of a living, breathing member of your marketing team. You can target based on demographic information such as industry, job function, and geographic location. Send email messages from a human, not a company. What industry does the lead work in?

X-functional 76

X-functional Campaign Pitch B2C 76

Hubspot

DECEMBER 26, 2023

With all the changes to X (formerly Twitter) over the last few years, you’re not alone if you’ve been looking for Twitter optimization tips so you can use it more effectively for social selling. So today, I’m showing you what you need to know about optimizing X to help you present a trustworthy and knowledgeable front to your audience.

X-functional 78

X-functional Referrals Sales Follow-up 78

SaaStr

DECEMBER 6, 2023

Their co-founder, Dylan Smith, handles many functions of the business, like finance. There’s also a risk in the industry of overloading the customer with a thousand pitches. Hubs creates presentation layers, and you can say you want content from x different folders presented to specific audiences. The customer is exhausted.

X-functional 115

X-functional Non-Profits GTM Price 115

Sales Hacker

MARCH 2, 2020

Pitching and Closing. Pitch Anything. It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal. It’s all practical advice — no cutesy stories, no rants, and no product pitches. Pitching and Closing.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Search Engine Land

MARCH 29, 2024

The good news is that a project management methodology called “Agile” can help cross-functional teams self-organize and collaborate more effectively. For ecommerce sites, these teams improve aspects like product detail pages, the on-site search functionality or the checkout process. A new feature or functionality.

X-functional 88

X-functional Objectives and Key Results Meeting Engineering 88

The 5% Institute

JUNE 18, 2020

If the only way to explain a function is by using technical analogies; then you’ll need to revisit your communication strategies and find a better way to explain it simply. We recommend positioning yourself as a trusted advisor, and prescribing your product or service, rather than pitching it and hoping something sticks. Qualifying.

Technical Sales 98

Technical Sales Technique Consult X-functional 98

SalesHandy

JUNE 29, 2021

B2B(Short for Business to Business) sales is a function of B2B product sales(i.e. Your sales function requires a certain volume of B2B Sales leads to pursue periodically, so a fraction of them can convert and buy from you towards the end. What is B2B Sales? selling products to other businesses). B2B Sales Principles.

B2B 98

B2B Cross-sell X-functional Follow-up 98

Sales Hacker

MARCH 4, 2025

Was there any time, whether it was Asana or Calendly where, you know, you had some of this sort of like enterprise demand, they wanted teams, they wanted this functionality, but the PLG is still working so well that you’re like, Oh, maybe we don’t want to, um, divert too many resources. And so, uh, and function basically function.

GTM 76

GTM X-functional Start-ups Campaign 76

Hubspot

MAY 12, 2023

This is also a perfect setup question for giving your elevator pitch as to why your skills match up with the EA job. Prepare a short pitch for how you’ve applied those skills in past roles. Use phrases like, “I can’t do X, but what I can do is…” 17. How would you handle an angry client trying to reach your supervisor?

X-functional 90

X-functional Pitch Follow-up Clients 90

Hubspot

FEBRUARY 11, 2019

Ask everyone to come prepared to discuss a certain product category or question, such as, "What's your favorite type of X and why?" It's functional enough to satisfy early customers and get a sense of what you should improve. Pitch to angel investors. Pitch to angel investors. or "Do you use anything to accomplish Y?

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

Search Engine Land

APRIL 12, 2023

Your call to action should sound like this: “For x services, send me a message [on my website/through LinkedIn/through this link].” Connecting and saying 'hi' One of the reasons why LinkedIn has had a bad reputation for being dull and spammy is that many users use the platform to cold pitch their new connections.

Real Estate 117

Real Estate Clients Networking Follow-up 117

Hubspot

APRIL 4, 2023

This question is similar to an elevator pitch. Describe a time when you worked within a cross-functional team to complete a project. For instance, you may work cross-functionally with different departments or have multiple stakeholders to manage. Accomplishments like that really motivate me to do my best."

Consult 83

Consult Objectives and Key Results X-functional Construction 83

ConversionXL

MARCH 21, 2017

I heard he had a new movie out—a biopic of Malcolm X—so I sent him a sweatshirt with a meticulously painted portrait of Malcolm X on it. As Marc Ecko put it, if you’re not getting through, it’s the message, not where you’re pitching: Marc Ecko: “The same goes for email addresses. Find their public email and make your pitch.

B2C 78

B2C Trust X-functional Pitch 78

ConversionXL

AUGUST 4, 2020

During this stage, you want to meet the people doing the main activities in each function, not the managers. . Can I sit in on customer demo calls/pitches/discovery calls? cross-functional teams) or working practices (e.g., A hypothetical painted-door test to quantify interest in a tip the author functionality.

A/B testing 117

A/B testing Objectives and Key Results Education SQL 117

SaaStr

JULY 5, 2024

Today, he’s 100% sure that your VP of Sales must be willing to carry a bag, and pitch your product. The simplest cheat code here is to put your hand over the LinkedIn job titles and ask yourself, “Would I still hire this person if they didn’t work at x company?” Early for them was $200M ARR. The answer is no.

GTM 84

GTM Cross-sell X-functional Pipeline 84

Search Engine Land

MAY 7, 2024

The x -axis shows U.S. I write extensively about digital PR for SEO and cross-functional PR and SEO teams. OAM works by identifying internal expertise related to media trends and creating unique research assets to pitch to the media. I recently analyzed top-ranking sites in the cyber security vertical.

CTR 83

CTR Electricity Real Estate X-functional 83

Heinz Marketing

JULY 13, 2020

We need to be able to talk to people, not pitch, et cetera, like that. I mean, how many times have you gotten a LinkedIn request and then boom, they send you back, “Please listen to this,” or “Review this,” it’s a sales pitch right there. And that means you have to have a conversation. Matt: There you go.

Pipeline 91

Pipeline Referrals Cold Call Sales 91

SalesHandy

MAY 1, 2020

After finding the right decision-maker, it is time to make your first pitch. It should not be a salesy pitch to sell your product at the first attempt, rather it should be an interactive session for building relationships. Follow-up should not be restricted only to remind them about the previous pitch. Cold calls.

Prospecting 87

Prospecting Cold Call Technique Sales 87

Heinz Marketing

APRIL 26, 2021

And the number one by far was Tomin’s DRM and it was not just sort of showing the work, it was also someone on the finance team saying we would love to track X, and whether or not they looked at that report anymore, the sales reps are still asked to do those things. What’s sort of the pitch and benefit to them?

Pipeline 126

Pipeline Sales Quota Up-sell 126