Sales Pop!

SEPTEMBER 20, 2021

Each of us wants to receive only an up-to-date answer to his request. The sales portal is a one-stop shop with all the data you need. For those looking for the most convenient and practical sales solution, platforms that work in addition to CRM are not a solution. What is Managed Selling from Pipeliner CRM. Conclusion.

CRM 189

CRM Pipeline Sales Campaign 189

Anthony Cole Training

JUNE 21, 2013

Ever since I got into the sales people development business 20 years ago, I have had "tenured" sales people defend their position of not changing or growing by telling me that they don''t need to change because "I''ve been in sales __ years!". Stay up with Best Business Practices with Abstracts.

Sell 154

Sell Sales Up-sell Sales Experience 154

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

AUGUST 12, 2021

It’s become high fashion to declare the future of selling is “virtual.” Usually, there’s a whole bunch of data to support why this is important. For example, sales people can make back to back sales calls through the whole day. some of them may be virtual, some of them may not be with sales).

Sell 154

Sell Sales Up-sell Sales Support 154

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 127

Sell Commission Referrals Sales 127

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%. Processing.

Go To Market 63

Go To Market Objectives and Key Results A/B testing Territory 63

SaaStr

JANUARY 16, 2023

Not that they are just "great at sales" — Jason Be Kind Lemkin  (@jasonlk) January 12, 2023. So a while back we did a deep dive on why 95% of the VPs of Sales candidates just won’t thrive at your start-up. Making the transition to selling without a brand is very hard. Sales is never easy.

Up-sell 129

Up-sell Sales Support Price Sell 129

Partners in Excellence

APRIL 28, 2021

I was involved in a fascinating Clubhouse discussion on the future of selling. As we see more organizations move to permanent work from home or other more flexible workplaces, how we want to sell/engage becomes less important than the pragmatic, how does the customer want to engage. How do we help them recognize these challenges?

Sell 135

Sell Cross-sell Up-sell Technology 135

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 may have buffed them up a little to make them look shinier, but underneath they are what we have always done. We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing.

Objection handling 133

Objection handling Quota Entertainment Up-sell 133

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

SaaStr

JUNE 7, 2021

If a sales rep closed a deal, A customer success manager should take it over. An open question around smaller customers is how do you staff up Customer Success for them — if at all. But what you can do is just assign a certain number SMB and smaller customers that sums up to the amount of ACV you want to cover per CSM.

Customers 141

Customers Sales Up-sell Service 141

A Sales Guy

JULY 24, 2012

When quotas are not perceived as achievable, sales people just give up and don’t even try. 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. Sales Investments.

Quota 113

Quota Commission Territory Government 113

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

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

Your sales management team must understand your company’s overall goals and structure compensation to align with them. In short, sales compensation should be not just a tactical focus for your organization, but a strategic one as well. Sizing It Up. Are your sales goals orders- or bookings-based?

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 117

Commission Manufacturing Negotiate Contract 117

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. The product’s features align with market demand, its quality is up to par, and it’s appropriately priced and distributed. McDonald’s phrase “Fries with that?”

B2B 131

B2B Cross-sell Pharmaceutical Account management 131

SaaStr

FEBRUARY 11, 2021

It goes something like “You’ve Got to Get Past the Carcass of Your First VP of Sales” or “It’s The Second VP of Sales When You Really Start Selling” or variants thereof. Because in SaaS start-ups, it seems like the majority of first VP Sales fail. And totally screw things up as they fail. Recruiting.

X-functional 145

X-functional Quota Sales Up-sell 145

A Sales Guy

FEBRUARY 10, 2021

If you’re not up to speed on what’s going on, see Part I of this calamity here. In spite of the terrible sales experience, we were optimistic that things were going to improve. A salesperson in a “Low Sales Support Group.” After review, we had an alternative idea that we had come up with.

Pitch 107

Pitch Up-sell Contract Promote 107

SaaStr

DECEMBER 4, 2022

What it turns out I love about NPS: >> It keeps a SaaS start-up honest << This is my favorite NPS “feature” Different teams and different executives can have heated debates on your product quality. If your customers love you … you’re gonna sell them more. And … I love it.

Cross-sell 114

Cross-sell Engineering Sales Support Promote 114

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 121

GTM Growth Referrals Cross-sell 121

Sales Hacker

NOVEMBER 26, 2019

WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. Sales Hacker Success Summit: Level Up for 2020. Author of 4 Bestselling Sales Books. 2019: LinkedIn’s #1 B2B Sales Expert to Follow. The Modern Seller: Winning in the Sales New Economy.

Gaming 128

Gaming Objectives and Key Results Sales Up-sell 128

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. Insights gained from this can help you maximize your sales cycle efficiency. Sales to Support Ratio.

Pipeline 121

Pipeline Contract Sales Territory 121

Sales Hacker

AUGUST 7, 2020

Should you take the risk of applying to a fast-growing startup, or slowly work your way up at a more established enterprise company? I have been an early employee at a very successful start-up (and several not-so-successful ones), and I’ve also been in Sales and Management at large, enterprise corporations.

Start-ups 105

Start-ups Non-Profits Territory Sales 105

Hubspot

FEBRUARY 20, 2025

In a previous role selling software, I gained insight into the importance of choosing the right business model. Unfortunately, selling the product without a minimum price created a situation where a majority of customers placed substantial demands on our support team while contributing very little to revenue.

Retail 36

Retail Manufacturing GTM Price 36

Heinz Marketing

JULY 11, 2022

What can introverts offer to selling? Listen in now for this and MORE, watch the video or read the transcript below: Matt: All right, welcome everyone to another episode of Sales Pipeline Radio. The laptop was shut down three weeks ago today, and flipped it back up this past Tuesday. How to hire for resilience.

Pipeline 108

Pipeline Sales Up-sell Sell 108

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Drive the shift from push to pull marketing. Give them control.

B2B 115

B2B GTM Cross-sell Cold Call 115

Spiro Technologies

OCTOBER 13, 2022

Follow-up . Frequent touch-points correlate with higher close rates, so it’s critical that you stay in touch with prospects you’ve pitched, lest they forget about you or decide work with someone who followed up at the right time. But sometimes, slowing down can help you speed up. Moving deals through the process.

Pipeline 98

Pipeline Drivers/motivators CRM Sales 98

Heinz Marketing

MARCH 28, 2022

We’re going to talk about some of the new rules of remote hybrid sales, how to manage it, how to do it. We’re up to about 312 episodes of this program. He’s the VP of global sales at LawVu. While you’re getting set up, you’re talking to your contacts. Very excited to have our guest today.

Pipeline 114

Pipeline Territory Legal Sales 114

Heinz Marketing

JANUARY 7, 2022

As a growth strategy, product-led growth removes the traditional sales cycle and, instead, lets the product sell itself. So, does that mean a product-led company can nix its sales team? Again, signing up for a product and adopting it as your go-to solution isn’t necessarily the same thing.

Growth 118

Growth Product Intrinsic Referrals 118

Understanding the Sales Force

JANUARY 28, 2013

After all, if you have a young, energetic group, there's nowhere to go but up and everyone knows that they need to improve. On the other hand, veteran salespeople believe that they know everything and everyone and probably could lead the sales training class. Then the formal sales process is introduced. Increase their income.

Sales 85

Sales Up-sell Pipeline Consult 85

A Sales Guy

FEBRUARY 13, 2012

Just don’t expect to make any sales. Get behind a good product and go sell it. Write it down, and put dates to it.The probability of making quota goes up 50% the minute you finish. Don’t have a healthy respect for your competition and you’ll wake up and find them in your back yard. Play angry birds.

Quota 116

Quota Cold Call Territory CRM 116

Hubspot

DECEMBER 8, 2020

Administrative and manual tasks take up valuable time during the day — even when those tasks only require seconds to complete. Think about it… those seconds add up to minutes throughout the day. And those minutes add up to hours throughout the quarter and year. There are many sales dialer software options on the market today.

CRM 98

CRM Contact Sales Prospecting 98

Hubspot

MARCH 8, 2023

requires an extensive understanding of finance to back it up. requires an extensive understanding of finance to back it up. Employment of securities, commodities, and financial services sales agents is projected to grow 10% from 2021 to 2031 — faster than the average for all occupations.

Pharmaceutical 85

Pharmaceutical Transportation Manufacturing Finance 85

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

Martech

DECEMBER 1, 2023

And rather than hiring another sales rep or BDR, you can automate the process and set up CRM correctly. Let’s explore tactics to make your customer acquisition efforts more efficient with improved sales and marketing processes. Check out what you can do to free up your sales execs. Up to 40% higher revenue.

Process 109

Process Customers Appointment Pharmaceutical 109

SaaStr

JANUARY 30, 2023

Overcoming challenges by optimizing for success In the early stages of setting up your SaaS business, it’s always a good idea to invest time thinking about the direction you want to take. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up.

Cross-sell 107

Cross-sell Account management Clients Growth 107