Salesforce

FEBRUARY 13, 2024

Ideally, reps would spend more time with prospects and customers, but unless they have sales support to handle the 72% of non-direct-selling work, that face time won’t happen. Learn how sales support can help free your sellers up to focus on relationships, turning your sales team into a closing powerhouse.

Sales Support 59

Sales Support CRM Represent Strategize 59

STAR Results

APRIL 20, 2021

Annually spending by companies: Sales training $20 billion on sales training. Sales and marketing automation tools $20 billion. Sales support materials billions of dollars. Sales management training a few $100 million. The same goes for the use of sales support materials. Don’t train leaders.

Sales 271

Sales Sales Support CRM Networking 271

Hubspot

MAY 2, 2019

Because they've mastered the art of product differentiation. While personal care might seem like a standard part of your daily routine, Billie strives to bring out the 'magic in the mundane' by making high-quality and affordable body care products. Let's demystify product differentiation. Types of Product Differentiation.

Product 87

Product Profit margin Sports Manufacturing 87

Hubspot

SEPTEMBER 12, 2024

B2B buyers will look at their business requirements and a product’s technical specifications to determine the initial fit, and they’ll sign contracts based on potential ROI, provider reliability and post-sale support, and the flexibility of pricing terms. Table of Contents What Is a B2B Buyer?

B2B 81

B2B B2C Tradeshows Contract 81

Sales Pop!

NOVEMBER 19, 2021

We had long instituted technology that would keep the company productive no matter where in the world employees were located. That data is used to service the customer from any point in the organization, and the customer doesn’t care if that point is customer success, sales, support, accounts receivable or anywhere else.

CRM 244

CRM Manufacturing Technology Technology 244

Hubspot

MARCH 16, 2012

For example, when leads request a product demo (more of a middle-of-the-funnel offer ), they're probably more likely to become customers than leads who download a whitepaper from your website, which is more of a top-of-the-funnel offer. You should also consider your sales cycle in this calculation.

Sales Support 73

Sales Support CRM Sales Closing 73

Sales Hacker

APRIL 19, 2022

Measures include multi-year contracts, implementation fees, different products, demo appointments set, quarterly quotas, number of sales accepted opportunities, services, etc.). Similar to new-hire ramp periods, your quota frequency should align to your sales cycle and average contract value. Quota frequency and fairness.

Commission 98

Commission Product Quota Drivers/motivators 98

Sales Pop!

OCTOBER 18, 2021

About 73% of salespeople use software to increase their productivity, according to the Linkedin survey. For instance, training platforms that offer courses in various sales training topics might empower salespeople and boost their performance. What Is a Sales Setup? Prospect.io Price: starting at $39 per month (Start).

Prospecting 213

Prospecting Price CRM Lead generation 213

Sales Pop!

SEPTEMBER 20, 2021

There are lots of marketing tools that companies use to offer products to their customers. The sales portal remains one of the most popular. A sales portal is an interface that contains useful information and the necessary tools to increase the awareness of sellers about products, which leads to an increase in the number of sales.

CRM 195

CRM Pipeline Sales Campaign 195

Salesforce

MARCH 12, 2025

40% of business owners saw productivity improvements after implementing AI allowing them to allocate resources more efficiently. Sales support tools: Assistive agents can analyze customer data and provide sales representatives with insights and recommendations to tailor their pitches effectively.

Represent 98

Represent Customer Relationship Management CRM Relationship Management 98

Anthony Cole Training

JANUARY 5, 2018

Of course you have sales problems. If it’s not a production problem, it’s a productivity problem. If it’s not a productivity problem, it’s a servicing problem. If It’s not a service problem, it’s a sales/sales support turnover problem. In the words of Rosanne Rosannadana, “It’s Always Something”.

Pipeline 121

Pipeline Growth Sales Support Sales 121

Partners in Excellence

FEBRUARY 8, 2025

Is it something unique about their products, the absence of competition, clever marketing/outreach programs, leveraging thought leadership, something in their sales process, their pricing? While the products and solutions we sell may increase our impact and importance to our customers, it’s not just about the product.

Customers 62

Customers Clients Strategize Technology 62

Martech

SEPTEMBER 16, 2024

Sales and support Role: Streamline the customer acquisition process while providing exceptional post-sale support. Sample goals: Shorten the sales cycle by 20%. Achieve a 95% first-response rate within 2 hours for support queries. Improve product adoption among new users by 20%.

Go To Market 62

Go To Market Objectives and Key Results A/B testing Territory 62

A Sales Guy

JANUARY 2, 2012

Sales leaders, pull out your 2012 sales strategy right now. Go through it and take note of how much of it is dedicated to sales support and enablement. How much of the budget is allocated to sales improvement or support tools? What is your sales support and enablement strategy? Do you have one?

Sales Support 105

Sales Support Quota Sales Pipeline 105

Partners in Excellence

AUGUST 12, 2021

For example, sales people can make back to back sales calls through the whole day. That improved productivity data is always accompanied by cost of selling data. Customers are buying differently–and they are reducing their need/preference to use sales people in that process. We get more done with the same resources.

Sell 154

Sell Sales Up-sell Sales Support 154

Hubspot

JANUARY 14, 2025

Sales champions know how to think beyond the sale. One of sales champions best talents? Ensuring that they position themselves (and the product/service theyre selling) as a solution for the customer.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

SaaStr

JUNE 7, 2021

And as startups scale, many try to automate away support and success for the smaller accounts. Generally speaking, most self-service products supply very limited dedicated Customer Success. And all enterprise and mid-market products do. And they almost all have both customer success and post-sales support.

Customers 141

Customers Sales Up-sell Service 141

SaaStr

JANUARY 16, 2023

Let’s list the reasons why a successful sales rep might still fail at your startup, even one with a great product: They’ve only sold with a strong brand behind them. And the strong brands tend to also have a ton of support behind them. They’ve only sold a product somewhat easier to sell.

Up-sell 130

Up-sell Sales Support Price Sell 130

Partners in Excellence

NOVEMBER 2, 2021

Engagement with sales people represent the smallest part of their time investment. I’ve written about this transformation suggesting we are going through a transformation of sales led, digitally supported to digitally led, sales supported. We continue to focus on our products, strategies, and our goals.

Represent 143

Represent Sales Support Sell Customers 143

Sales Hacker

JUNE 12, 2024

Elizabeth Pemmerl currently serves as GitHub’s Chief Revenue Officer, where she oversees all facets of the company’s go-to-market strategy and customer engagement, including sales, support, and operations. Strategies for pricing new products and cross-selling within an existing customer base.

GTM 123

GTM Engineering Growth Cross-sell 123

SaaStr

DECEMBER 4, 2022

Customers can like an old product that is no longer competitive. (“You’re never getting that copy of ACT! I saw Big Companies celebrate their NPS scores, even knowing their products were on the way to obsolescence as new entrants were displacing them. Sales thinks we need 3-4 more features to win deals.

Cross-sell 117

Cross-sell Engineering Sales Support Promote 117

A Sales Guy

DECEMBER 16, 2011

Here are five ways companies fail their sales teams – Poor or Weak Value Propositions: Too often companies think sales people should be able to sell anything. Give them a product and show them the door. What most companies miss is sales people sell what is given to them. Sales are increasingly more and more complex.

Commission 128

Commission Cross-sell Sales Up-sell 128

A Sales Guy

APRIL 29, 2014

Sales people fail because they company fails them and when the company fails them the isn’t doing some or all of these things; They don’t provide a good competitive product. They aren’t providing solid sales support (enablement). They’ve created a shitty sales culture. Weak sales messaging.

Quota 121

Quota Territory Legal Sales 121

Tibor Shanto

SEPTEMBER 23, 2021

In essence he delivers the building blocks of Sales Enablement. Mike shares the 12 building blocks, tied together with systems thinking and communication management, sitting on a base of (optional) sales support services. Everyone wants better sales onboarding with faster ramp times and better new-hire production.

GTM 167

GTM Sales Consult Quota 167

Sales Pop!

FEBRUARY 23, 2024

Customers now expect consistent and personalized experiences, whether interacting with a salesperson, navigating a website, or using a product. It’s built on the understanding that every department, from product development to marketing, contributes to customer’s brand perception and engagement.

Service 147

Service Customers CRM Campaign 147

Salesmate

JULY 9, 2020

Your sales pipeline covers every stage of the customer acquisition process from leads to after-sales support to repeat business. To be successful in sales, you need to track specific sales pipeline metrics. For B2B businesses, the sales cycle can take anything from 1 to 12 months. Revenue By Product Line.

Pipeline 121

Pipeline Contract Sales Territory 121

Zoho SalesIQ

MAY 5, 2021

With today’s customers able to choose from many product and service providers, product quality or brand value alone won’t keep your business running. And simply providing the best after-sales support won’t make you stand out either. So, what can you really do?

B2C 92

B2C B2B Customers Sales Support 92

SaaStr

JUNE 10, 2024

So in the earlier days especially, you’ll be tempted to lean on the sales team to do more than just … sell. Especially because the first 1-2 successful reps you hire will often be a bit of a product expert, and be great at really understanding customer problems. Especially, more after they get an e-signature.

Sell 128

Sell Commission Referrals Sales 128

Salesmate

JANUARY 19, 2021

The SaaS product that I sell, as mentioned above, provides top-class security to my clients. Post-sales Support. Your role does not end when a sale is made. In fact, providing proper post-sales support to your clients is an important part of maintaining good relationships with them. Sale is a process.

Represent 124

Represent Referrals Clients CRM 124

A Sales Guy

JULY 24, 2012

Commitments have been made to the street, a new product with substantial investment behind it “must” needs to generate so much revenue, potential suitors need to see x amount of revenue. Product availability. Sales Support (Insides Sales, Content Marketing, Technical Support, etc.).

Quota 113

Quota Commission Territory Government 113

A Sales Guy

MARCH 17, 2012

A few obvious things: A shitty sales team. The wrong sales people in the wrong roles. A weak product. Poor sales leadership. Poor sales support. Incentives should be used only to augment your existing, productive well run sales organization. It could be a lot of things. A bad commission plan.

Drivers/motivators 106

Drivers/motivators Closing Commission Sales 106

A Sales Guy

JULY 16, 2012

Quota MUST take into consideration, territory, product availability, sales cycle, sales support and market conditions. What is the organizations sales strategy? What products and services make up the sales strategy? What territories, locations will sales come from. The signs were everywhere.

Quota 113

Quota Territory Commission Drivers/motivators 113

A Sales Guy

OCTOBER 18, 2011

It was surreal being sold Sales 2.0 products and services with Sales 1.0 Bad sales techniques aside, I did enjoy learning about the new companies providing a breadth of sales support products and services. There was good attendance by sales solutions companies. techniques. How bizarre is that?

Sell 92

Sell Pitch Technique Sales 92

A Sales Guy

JULY 23, 2014

Each has its own business, margins and mix of products and services. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. You and your sales leaders need a solid grasp of your overall industry and your organization’s place in it.

Commission 120

Commission Quota Cold Call Sales 120

Partners in Excellence

MAY 30, 2023

We still train our people the way we always have, providing them endless product training and sales skills training (prospecting, qualifying, need identification, proposing, objection handling, closing). We have to reorganize everything we do around a digitally led, sales supported customer engagement process.

Objection handling 133

Objection handling Quota Entertainment Up-sell 133

SaaStr

AUGUST 6, 2022

And some of its most successful product expansion has come from acquisitions. Is your product “important enough” to charge at least $20,000 a year today, at least for your largest customers? Today, it’s the default system of record for sales, support, and much more. It’s at $30 Billion in ARR!

UX 120

UX Niche Start-ups Sales Support 120

Sales Pop!

DECEMBER 17, 2021

Upselling is to sales what social media is to marketing – both are essential aspects of their respective disciplines. Upselling is the process of getting customers to purchase a more expensive product or subscription plan than the one they originally planned to purchase. Reduce the cart abandonment rate on your website.

A/B testing 130

A/B testing Sales Contact Relationship Management 130