Martech

JANUARY 8, 2025

When you make the process easy for them, youre already setting the tone for a frictionless sales experience. Dig deeper: How to align sales and marketing for revenue growth 2. Create a killer FAQ page, add in-depth product demo videos and sprinkle case studies or testimonials throughout your website.

CRM 119

CRM Follow-up Sales Prospecting 119

Iannarino

MARCH 2, 2023

The good news is, by helping your buyer with problems related to making a purchase decision and implementing change, you increase your chances of solving the other problems that cause a prospective client to buy your product or service. We describe this idea as being One-Up , meaning you have greater knowledge and experience than your buyers.

B2B 284

B2B Contact Clients Entertainment 284

Hubspot

JULY 31, 2024

B2B consumers want the same seamless, product-led experiences they’ve grown to love with their favorite B2C brands. And while this is all great news for small businesses looking for a way to digitize and streamline their sales process—there are major problems looming. It’s a much bigger expense and commitment.

B2B 83

B2B E-commerce Real Estate B2C 83

Hubspot

SEPTEMBER 9, 2024

During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them.

Territory 83

Territory Cold Call SQL Campaign 83

Veloxy

JUNE 15, 2023

As the business landscape evolves, so does the role of outside sales reps, who must adapt to new technologies and industry trends to stay ahead of the competition and achieve success in their field. Essential Skills for Outside Sales Professionals To excel in outside sales, professionals must possess a diverse skill set.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

Adaptive Business Services

OCTOBER 30, 2024

Educate more, sell less … I’ve always prided myself on solid product knowledge. Even better, I love to share that with clients and … most folks that I worked with during my 45 plus years of B2B sales experience have had very little knowledge of what they are thinking about buying. It’s a win win for both of us!

Sell 62

Sell Angle CRM Repeat business 62

Veloxy

JUNE 4, 2024

Lack of productivity can result in lost sales, poor customer relations, and inability to complete everyday tasks. However, one of the main hurdles facing CEOs and sales executives is failing to onboard their teams adequately. Your sales team has started reverting to off-platform and old ways of completing their jobs.

Objectives and Key Results 245

Objectives and Key Results User Experience Contact Trust 245

Highspot

JANUARY 13, 2022

Investment will fuel international expansion, product development and hiring across the business. 13, 2022 /PRNewswire/ — Highspot , the sales enablement platform that increases the performance of sales teams, has raised $248 million in Series F funding. SEATTLE, Jan. Highspot’s post-money valuation is now $3.5

Growth 59

Growth Closing Product Technology 59

Veloxy

APRIL 12, 2023

For more tips on using Sales Navigator in B2B sales, check out this LinkedIn hub of best practices. Educate the Customer As a solar salesperson, you are not only selling a product but also educating your customers about solar energy. Salesforce is a popular CRM tool that can help you manage your sales pipeline.

Referrals 246

Referrals Finance Objectives and Key Results Sales 246

SaaStr

APRIL 4, 2024

I think it did a pretty good job The summaries we do might be better, but this is a great place to start.

Commission 113

Commission Drivers/motivators Sales Price 113

SaaStr

SEPTEMBER 10, 2024

Ideally, sure, an AE that knows the product cold. But a product leader, an SE, etc. You know the answer … A Pretty Good Line-Up From Prismatic Better to have fewer folks in your booth, even without sales experience, that know the product cold. Yes, sales execs are better at follow-up. are all great too.

Meeting 123

Meeting Follow-up Start-ups Sales Experience 123

Heinz Marketing

JULY 29, 2021

They can be utilized as a part of a new go-to-market for new products or support new salespersons during onboarding. Often developed with the help of a customer success team, onboarding content can be superbly effective at creating a welcoming experience for a new customer. Product Pages. Onboarding Content.

Legal 124

Legal Sales Campaign Up-sell 124

SaaStr

JANUARY 29, 2021

From completely pivoting the product early on, to becoming an essential software tool for inside sales reps — here’s a look into how SalesLoft landed some of the Cloud giants like Shopify, Google, and Slack as its customers, and what it takes to build a Unicorn company in today’s changing market. million in revenue.

Niche 120

Niche Inside sales Growth Sales Experience 120

Highspot

JUNE 6, 2023

Boardrooms across the globe are dialed in on sales productivity, and rightly so. Sales productivity is the backbone of revenue generation, and during a time when businesses are being forced to achieve more with less, strengthening it has never been more vital. What is Sales Productivity?

Closing 52

Closing Product Objectives and Key Results Quota 52

Veloxy

OCTOBER 26, 2023

Key Takeaways Become a medical device sales rep and gain exposure to the healthcare industry. Acquire experience, pursue certifications, network and use job boards for success in this field. Build trust with customers through product knowledge & customer care while staying organized & informed of advancements in the field.

Healthcare 130

Healthcare Hospitality Networking Negotiate 130

Martech

NOVEMBER 6, 2023

Product alone is not enough to engage and retain B2B buyers. But surprisingly, B2B businesses often overlook the importance of a great customer experience for their buyers, which is typically a top priority for B2C. B2B buyers need effective and affordable products. How usable is your product? Reliability. Scalability.

B2B 135

B2B Customers B2C Cold Call 135

Veloxy

FEBRUARY 15, 2022

As a matter of fact, the Customer Experience has been the number one sales KPI (key performance indicator) for the past four years. With the seemingly infinite number of product choices and marketing communications today, the customer has taken the reigns in dictating their buyer’s journey. Cyber Security.

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

SaaStr

MARCH 18, 2024

Dear SaaStr: If you were hiring a head of sales for a high-priced, niche B2B SaaS product, would you focus on general B2B SaaS sales experience or on market/customer knowledge, assuming it will be very difficult to find a candidate with both? For highly transactional sales, ignore this advice.

Niche 125

Niche B2B Price Sales 125

Veloxy

AUGUST 11, 2022

As a sales leader, you need more than a Top 50 sales software to improve user adoption of Salesforce. You need proven tactics that improve sales rep morale and their overall productivity. Customer service, product management, and buying can also benefit from using Salesforce. Check them out below.

Contact 189

Contact Quota Follow-up Engineering 189

SaaStr

JULY 26, 2022

Don’t need as much sales experience on sales team. SMBs often force you to build a better product, as they lack a deployment and IT team. Net net, most true SMB SaaS products often churn on the order of 3% per month almost no matter what you do. Often will buy without even talking to anyone. billion in ARR.

Growth 145

Growth Start-ups Up-sell Strategize 145

SaaStr

NOVEMBER 13, 2020

With customers S+M+L, picked a CRO with high-velocity sales experience AND enterprise, but not pure enterprise. Even today, developers often bring the deal into the product-line buyer, maybe even usually. So sales is still a team effort targeting both the developer + the marketer or product lead at the customer/prospect.

E-commerce 127

E-commerce Niche Up-sell Start-ups 127

Martech

NOVEMBER 22, 2021

Not only is it now digital-first, except perhaps in the most intransigently traditional verticals, it’s constructed by the buyer, not the seller, and increasingly demands B2C-style engagement rather than a purely transactional sales experience.

B2C 109

B2C Construction B2B Represent 109

CloserIQ

FEBRUARY 21, 2019

New Account Executives are coming to your company with more sales experience than SDRs. Early hires who get onboarded are 50% more productive on average in the first months. Remember: Even if your new AEs have sales experience, they’re new to selling your product. Show AEs the bigger vision for your company.

Sales Experience 96

Sales Experience Meeting Strategize Consult 96

SaaStr

FEBRUARY 5, 2021

Imagine you are selling a $100,000+ product and you yourself as CEO/founders have limited knowledge selling to the customer base. Hire the best AE you can find with deep industry experience and see if she can quickly bring in 1–2 strong, qualified opportunities from her network. If you aren't 100% sure, slow it down.

Sales 133

Sales Up-sell Networking Price 133

The 5% Institute

JULY 29, 2021

Read on to learn exactly how to close high ticket sales, and how you can implement it into your sales strategy. What Are High Ticket Sales? As per our article here , high ticket sales is generally a product or service that has a very high dollar value. Sales coaching. Operations products or services.

Closing 145

Closing Sales Clients Presentation 145

SaaStr

OCTOBER 25, 2023

Q: Should Product Marketing Work for Product or Marketing? Product marketing is a weird art, with many over-indexing. These days, CEOs are looking for too much magic from product marketing. These days, CEOs are looking for too much magic from product marketing. Product marketing is neither marketing nor product.

Cross-sell 113

Cross-sell Growth Lead generation Quota 113

Sales Hacker

APRIL 30, 2020

Companies often hire sales reps who have knowledge of, or even a passion for, the brand’s product or industry — which is great because it gives you a team of “walking brochures” who can spout off all the benefits of your product. While you can teach people about your product, you can’t teach them how to sell.

Sales 120

Sales Up-sell Represent Clients 120

Highspot

JANUARY 27, 2021

Highspot connected more than three million salespeople, channel partners, services reps and customers in modern, digital sales experiences last year, representing a 100 percent increase in platform usage from 2019. ” (Predictions 2021: B2B Sales, Forrester Research, Inc., SEATTLE, Jan. Buckley, T. October 23, 2020).

Growth 98

Growth Customers Territory Strategize 98

The 5% Institute

NOVEMBER 21, 2021

In this article, we’ll detail the Financial Advisor sales process that works perfectly for Financial Advisors selling financial products in service based and consulting industries. Learning, implementing and following a sales process is one of the most important things you can learn in sales.

Process 143

Process Technique Sales Clients 143

SaaStr

JUNE 7, 2023

Blosser comments, “The big thing I want to share with everyone is just stick with it if you feel like you have product-market fit. Customer Impact : Customers are much happier with their post-sales experience. Stay Focused, Don’t Add a Second Product Until $100M ARR.” Sometimes it can take longer.”

Hospitality 98

Hospitality Clients Product Follow-up 98

The 5% Institute

NOVEMBER 4, 2021

Read on to learn exactly how to sell your high ticket offer, and how you can implement it into your sales strategy. As per our article here , a high ticket offer is generally a product or service that has a very high dollar value. The qualifying framework to add to your sales process, is borrowed from an acronym called BANT.

Sell 145

Sell Clients Presentation Up-sell 145

The 5% Institute

MAY 20, 2021

In this article, we’ll detail exactly how to close inbound sales consistently, by using a step by step consultative selling approach. Our sales closing plan that works perfectly for Sales Professionals and Business Owners in service-based businesses, inbound sales, as well as people selling high ticket products and services.

Closing 145

Closing Technique Clients Consult 145

Sales Pop!

AUGUST 29, 2021

These are the various areas of challenge consumers are seeking to address with your product. It can also refer to the hurdles with the sales experience that can push consumers away from your site, like support and process pain points. Your business also gets regular repeat income with minimal additional sales outlay.

UX 130

UX B2B Repeat business Trust 130

A Sales Guy

FEBRUARY 1, 2021

” From the initial sale, all the way to the end of production, we continued to reiterate, this was a large expenditure for us and that we couldn’t afford to waste $50,000 on a failed ad campaign. She did not understand our business and struggled to see how it would/could affect the production process.

Objectives and Key Results 116

Objectives and Key Results Contract Entertainment Campaign 116

SaaStr

JULY 13, 2023

Your Company is Unique, and So Is the Sales Leader You Need If you gathered a room full of sales leaders from different companies, no two would be quite the same. Each will have a unique leadership style, sell different products, target different markets, lead different teams, and build distinctive growth strategies.

Objectives and Key Results 97

Objectives and Key Results Negotiate Sales Growth 97

Hubspot

JANUARY 17, 2023

In other words, knowing the bells and whistles of a product or service is half the battle. Because tech sales is a multi-step process, your responsibilities could also include: Generating and scoring leads. Recommending and demonstrating products. However, the industry is always evolving, along with the products in it.

Networking 94

Networking Sales Commission Up-sell 94

The 5% Institute

APRIL 23, 2021

The second part of our sales process for startups, is qualifying your potential clients prior to going into a deep dive sales conversation. Many Sales Professionals make the mistake of speaking with people they think are potential clients – but are not qualified to either afford their product or service or make a buying decision.

Process 145

Process Sales Clients Presentation 145