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. You want your sellers selling for the most part, period. Forcing a rep to own onboarding, or post-sales support, that resents or doesn’t want to do it is worse than any other alternative.

Sell 129

Sell Commission Referrals Sales 129

Partners in Excellence

AUGUST 16, 2023

Virtually every organization I work with has a real misunderstanding of Selling Processes and Sales Methodologies. The Selling Process focuses on the “why and what” of how we engage customers in helping them navigate their buying process. We may have different Selling Processes.

Process 118

Process Sell Sales B2C 118

A Sales Guy

OCTOBER 18, 2011

I suppose, to expect the act of selling to be at a minimum during this weeks Sales and Marketing 2.0 What should I have expected from conference attended by a few hundred sales and marketing people? This was my first Sales 2.0 Keynotes were far too focused on selling than they were educating. How bizarre is that?

Sell 92

Sell Pitch Technique Sales 92

Salesforce

FEBRUARY 13, 2024

According to the State of Sales report, reps spend only 28% of their week selling. 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. Manual work, planning, maintaining deal records.

Sales Support 59

Sales Support CRM Represent Strategize 59

SaaStr

MARCH 6, 2025

You’ll learn if they can sell in competitive environments for real or not. Do you work with sales engineers and sales support? Should the VP of Sales sell themselves when they start? Look, your VP of Sales can’t be a quota-carrying rep forever. How do you deal with FUD in the marketplace?

Quota 74

Quota Sales Up-sell Lead generation 74

Partners in Excellence

OCTOBER 3, 2022

Continuing my series of posts on the things we thought we understood about selling but really don’t, I’m tackling the selling process. But hang in there, the selling process is one of the most important fundamentals to our effectiveness as sellers. Why are you calling it a “selling process?”

Process 103

Process Sell CRM Up-sell 103

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? My suggestion?

B2B 81

B2B B2C Tradeshows Contract 81

Partners in Excellence

JUNE 25, 2024

Let’s walk through some sales math. We competed in 1000 qualified deals (We’ve got a good team of SDRs, AEs, and Sales Support). What does it take, what do we have to change to win more of the prospects we are already selling to?” The post Selling Math, Can We Do Better? And we hit our goal!

Sell 77

Sell Growth Sales Support Closing 77

Hubspot

JANUARY 14, 2025

Trust a Sales Champion Ultimately, a sales champion isnt just a stellar deal-closer for your sales team. Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. Sales champions can adapt to the evolving dynamics of a deal.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

Sales Pop!

SEPTEMBER 20, 2021

For those looking for the most convenient and practical sales solution, platforms that work in addition to CRM are not a solution. At its core, the new product is a CRM with a built-in sales support function. What is Managed Selling from Pipeliner CRM. Mobile CRM – Sell by Phone. Conclusion.

CRM 195

CRM Pipeline Sales Campaign 195

Partners in Excellence

FEBRUARY 8, 2025

” When I talk about this, many react, “It must be something unique about their product offerings and what they sell… ” But many of the clients I reference sell basic commodities, materials that go into other products, basic electronic components, even soap and soap dispensers in bathrooms.

Customers 62

Customers Clients Strategize Technology 62

Sales Pop!

OCTOBER 18, 2021

For instance, training platforms that offer courses in various sales training topics might empower salespeople and boost their performance. By the way, the average selling company uses about 10 tools (and still wants more). In other words, the sales setup of an average business is constantly growing. What Is a Sales Setup?

Prospecting 213

Prospecting Price CRM Lead generation 213

Hubspot

MAY 30, 2023

Then, we’ll give you a tour of the top generative AI tools for sales teams with highlights and pricing. Table of Contents Generative AI in Sales Today A Look at the Numbers: Sales Attitudes Toward AI Will generative AI take sales jobs? The applications of generative AI in sales are wide-ranging.

Sell 87

Sell CRM Sales Price 87

Sales Pop!

AUGUST 29, 2024

As a matter of fact, selling suits an introverted population well, with a fair number of introverts outshining their extroverted counterparts in this area. This trait proves very useful in sales, as it provides an avenue to understand what they are selling. Empathy and Understanding : In addition, introverts excel in empathy.

Construction 130

Construction Repeat business Referrals Strategize 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. Related Posts: Virtual Selling Is Not The Future Of Sales!

Represent 143

Represent Sales Support Sell Customers 143

SaaStr

JANUARY 16, 2023

Making the transition to selling without a brand is very hard. And the strong brands tend to also have a ton of support behind them. They’ve only sold a product somewhat easier to sell. Sales is never easy. But if you go into a new environment that is a little easier to sell, sales often flies.

Up-sell 131

Up-sell Sales Support Price Sell 131

Partners in Excellence

MAY 30, 2023

The world has changed, but we are still doing the stuff we’ve always done–at least in selling. We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing. It hasn’t changed since I started selling, despite all the data showing us customers don’t buy that way.

Objection handling 133

Objection handling Quota Entertainment Up-sell 133

Partners in Excellence

APRIL 16, 2021

We are seeing a profound shift in buying, with customers preferring digital engagement channels to sales engagement. I am beginning to explore what this means for our overall engagement strategies, moving from a sales led, digitally supported to a digitally led, sales supported process. Reinventing Selling!

Process 139

Process Sales Sell Sales Support 139

The 5% Institute

JUNE 19, 2023

In the world of business, the terms “sales” and “selling” are often used interchangeably. So what is sales vs selling? While they are closely related, understanding the difference between sales and selling can have a profound impact on the success of your business. What is Sales?

Sell 52

Sell Objectives and Key Results Technique Customer Relationship Management 52

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. What most companies miss is sales people sell what is given to them. That means they don’t make that money unless they sell something.

Commission 128

Commission Cross-sell Sales Up-sell 128

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

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. Increase cross-sell and upsell revenue by 25%.

Go To Market 61

Go To Market Objectives and Key Results A/B testing Territory 61

APACSMA

DECEMBER 22, 2020

The Digital Sales Support Specialist role is responsible for meeting new business development goals as well as acting as a resource to the sales department in developing, selling, and maintaining digital marketing initiatives.

Education 98

Education Consult Sales Sales Support 98

Partners in Excellence

JULY 8, 2013

The way customers buy is changing, the complexities of our own products and solutions, the broad range of people involved in the customer buying process mandates a different approach to selling and careful reconsideration of how we define the role of account and territory managers. And all the traditional selling skills underlie all these.

Territory 117

Territory Account management Cross-sell Sales 117

A Sales Guy

JULY 24, 2012

Management doesn’t budge arguing the sales team is sandbagging, and the quotas are more than achievable. Middle managers then try to “sell” the sales teams on the quotas. The sales reps don’t buy it and in the end quota is missed. Sales Investments. Sales person account distribution.

Quota 113

Quota Commission Territory Government 113

A Sales Guy

MARCH 17, 2012

It’s not uncommon for people to ask me what’s the best way to motivate sales people to sell more. If you are using money to incent sales people to sell MORE, you have a big problem. I participated in this sales webinar yesterday; Best Practices in Modern Day Selling. Poor sales leadership.

Drivers/motivators 106

Drivers/motivators Closing Commission Sales 106

Salesmate

JANUARY 19, 2021

This is how I make the best out of Enterprise sales–”. For me, sales is all about building relationships, as it should be for every sales rep out there. After all, how do you think you can sell your services to a stranger who can’t even trust you? I, for instance, sell a CRM for all sorts of businesses.

Represent 124

Represent Referrals Clients CRM 124

Partners in Excellence

JULY 5, 2013

With very complex problems and solutions, we’ve long known it’s impossible for the sales person to have the depth of knowledge necessary to respond to all the customers’ questions. In very complex sales, the sales person becomes more of a resource manager, conductor and director.

Pitch 118

Pitch Sales Manufacturing Represent 118

SaaStr

JUNE 7, 2021

If your SMB product requires or has a salesperson involved in closing, that’s a clear sign you also want a human being involved in making sure that customer is a success post-sale, too. And they almost all have both customer success and post-sales support. We recently did a deep dive with Andrew Bialacki, the CEO of $9.5B

Customers 141

Customers Sales Up-sell Service 141

A Sales Guy

MAY 7, 2013

You’ve built a killer sales portal the sales team never seems to visit. You’ve created an entire library of sales tools and yet the sales team creates their own selling tools. the sales team is listening and waiting to see what happens. They expect it will make selling easier.

Territory 128

Territory Commission Objectives and Key Results B2B 128

A Sales Guy

JULY 23, 2014

Are your sales goals orders- or bookings-based? What are your objectives: to secure new clients, increase average order size, reduce selling expenses? Do you want to retain employees to build a long-term, client-based sales team, or is rapid turnover acceptable because it provides new blood? Understanding Cost of Sales.

Commission 120

Commission Quota Cold Call Sales 120

Sales Hacker

SEPTEMBER 23, 2021

A channel partner is a company that sells products and services for a technology manufacturer or vendor. Channel partners basically onboard other people to sell your product for you. In the tech world, massive enterprise companies have entire sales channel departments who sell outside technology solutions to their clients.

Commission 119

Commission Manufacturing Negotiate Contract 119

Partners in Excellence

NOVEMBER 17, 2011

Cost Per Order Dollar (CPOD) is actually a number of measures, but they really look at the cost of selling. Depending on your company, this may be based on orders–which is where the acronym comes from–or sales/revenue. CPOD is calculated by looking at Selling Expense/Total Orders(or Revenue).

Commission 103

Commission Manufacturing Pipeline Inside sales 103

Sales Hacker

MARCH 8, 2024

Data from Crossbeam shows that ELG is the third-most cost-effective strategy behind customer referrals and inbound sales. Support on pipeline movement. According to Crossbeam, partners contribute to 58% of the revenue generated by Highspot ’s top sales reps, and their deal size was 60% higher when working with partners.

GTM 122

GTM Growth Referrals Cross-sell 122

A Sales Guy

FEBRUARY 10, 2021

As described during the sales process Chamber was to create 3 options for us, three different ideas or concepts we were to from, and choose one to develop further. Excited, we met with their creative team walked them through the Gap Selling methodology, gave them access to the online training, and answered all their questions.

Pitch 107

Pitch Up-sell Contract Promote 107

SaaStr

DECEMBER 4, 2022

If your customers love you … you’re gonna sell them more. And importantly — use it for a cross-functional discussion across Sales, Support, Customer Success, Marketing, Engineering, and Product. Even if you aren’t yet. You’ll figure that part out. Share your NPS with your CEO friends. I was wrong.

Cross-sell 118

Cross-sell Engineering Sales Support Promote 118

Martech

MARCH 1, 2024

I see three drivers behind this stunning change: COVID-19, where personal selling was crippled and “retention is the new acquisition” became the latest catchphrase. A classic example of up-selling can be seen in McDonald’s familiar “SuperSize that for you?” Cross-selling : Offering customers related or complementary products.

B2B 128

B2B Cross-sell Pharmaceutical Account management 128