Highspot

FEBRUARY 20, 2025

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?” How well your team handles sales objections determines whether those conversations turn into closed deals.

Objection handling 52

Objection handling X-functional Technique Price 52

Heinz Marketing

MAY 16, 2022

Without naming names, there are two companies in the last five years that I actively tried not to buy from because I was so turned off by the sales experience. I’m a big believer in cross-functional alignment. Matt : It’s a really good point. Alan : Yes. It’s a great tool for that. And keep things simple.

Pipeline 97

Pipeline Referrals X-functional Cross-sell 97

Sales Hacker

AUGUST 5, 2019

She’s worked with companies across the food, medical, and hospitality industries to create top tier account management and sales functions all focused on building long-term relationships with clients and generating more revenue for the company. Starting Out in Sales and Account Management. Megan, welcome to the show.

Customers 65

Customers Account management X-functional Hospitality 65

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. So how have you seen that evolve and who should be owning sales enablement to get the most out of the opportunity?

Pipeline 70

Pipeline X-functional Sales Up-sell 70

Sales Hacker

MARCH 2, 2020

Applying a sales methodology to your selling gives you a tried and true advantage, and enables you to plan your work and work your plan. 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. Jeffrey Gitomer.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

SBI

JULY 7, 2020

For that kind of trust to emerge, the seller needs to focus on providing an exceptional buying experience. And research from the likes of the Sales Executive Council confirms that this is the right way to go with “the sales experience” being consistently identified as the bigger driver of customer loyalty.

Drivers/motivators 55

Drivers/motivators X-functional Prospecting Start-ups 55

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