Sales Hacker

MARCH 30, 2021

They’ve built a new process of guided selling, which Neil discusses during the show. If you missed episode 153, check it out here: Learning Drives Sales Effectiveness with Paul Fifield?. How Revenue Grid enables smarter selling. Guided selling and engagement. Scaling sales during the pandemic.

Sell 112

Sell CRM Appointment Up-sell 112

A Sales Guy

MAY 26, 2013

Who says technical people can’t sell? Sales Aerobics for Engineers is a great resource for anyone, not just engineers, who wants to understand the selling world better. Babette’s writting style is direct and to the point, as you would expect from someone whose audience is technical.

Engineering 107

Engineering Technical Sales Consult Sales 107

Veloxy

JUNE 15, 2023

Essential Skills for Outside Sales Professionals To excel in outside sales, professionals must possess a diverse skill set. Key skills for success include excellent customer relations, proficiency in new business development, adeptness in account management, technical sales knowledge, and problem-solving capabilities.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Technique 264

SaaStr

JANUARY 8, 2022

Get them to ideally sell you first by video, at least to share some passion for the product. Or at least, get them to respond in writing about how they’d sell your product. Remember, the good ones you’ll have to sell back … ’cause there are so, so, so many start-ups that are neither Hot nor Obviously Cool.

Technical Sales 112

Technical Sales Niche Price Sales 112

Partners in Excellence

MARCH 2, 2024

Having already spent my life being judged for who I am and how I look (something that continues to this day) as well as being told what I can’t do (otherwise known as the guaranteed way to get me to do something…another thing that continues to this day), I was determined that my next role would be in sales. I built strong relationships.

Sell 77

Sell Manufacturing Engineering Technical Sales 77

SalesProInsider

SEPTEMBER 20, 2023

Well, in looking at these “blocks,” and from our experience, it could be you.

Sports 155

Sports Drivers/motivators Finance Technical Sales 155

Salesmate

OCTOBER 22, 2020

As a first-time sales rep, you need to develop your sales skill and follow proven sales strategies to make you better at selling. In this article, we would be looking at ten best selling tips for first-time sales reps. These tips would serve as a foundation to help you build a successful sales career.

Sell 59

Sell Sales Up-sell Follow-up 59

Gong.io

APRIL 19, 2022

A sales engineer is like a player-coach — one part sales, one part engineering. They must possess extensive, often technical, product or service knowledge. Typically, this is a role in the B2B world… selling more complex products to other businesses.??. You sell a technical product. Guess what?

Engineering 118

Engineering Sales Cold Call Up-sell 118

The 5% Institute

JULY 1, 2020

A discovery call allows you to quickly qualify if they’re the right fit for your business, whether they’ll benefit from what you sell, and if they’re qualified to make a buying decision. Related article: Qualifying Sales Leads – A Step By Step Guide. Related article: Value Based Selling – Your Ultimate Guide.

Up-sell 98

Up-sell Presentation Technical Sales Clients 98

SBI

FEBRUARY 3, 2021

B2B [1] Enterprise [2] Not primarily meant for marketers Primarily meant for sales organizations [3] Are software solutions – not services Eliminating the apples-to-oranges comparisons Category Definitions We’ve also taken care to give the categories names that are easily understood. For one, we no longer have a Sales Enablement category.

Cross-sell 72

Cross-sell Objectives and Key Results Technical Sales CRM 72

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. Sales Profile: SMB to Commercial. POC and POV.

Objectives and Key Results 103

Objectives and Key Results Technical Sales Engineering Sales 103

SaaStr

OCTOBER 30, 2021

Companies often underestimate the size of the market they are selling to and try to define a broad scope of businesses that can use their product. However, when you are selling and trying to find a product-market fit, you need to be laser-focused on one market. Finally to the non-technical pieces! You need the data!

Closing 112

Closing E-commerce Customers Quota 112

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. First, we’ve talked about this a lot at SaaStr: product-led or sales-led, which is right? Some say sales if you don’t have a product that lends itself to being self-service. Simply put the product does the selling.

Go To Market 125

Go To Market Growth GTM Product 125

SBI

JUNE 22, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Essentially “buyer enablement”.

Sell 37

Sell Engineering Non-Profits Retail 37

Sales Hacker

SEPTEMBER 16, 2019

What Is Inside Sales? Inside sales is remote sales, meaning, it’s done entirely in the office, from the sales rep’s desk. Instead of selling face-to-face, inside sales utilizes all the communication tools that modern salespeople have at their disposal: Phone. Should You Use Inside Or Outside Sales?

Outside Sales 100

Outside Sales Inside sales Profit margin Sales 100

Sales Hacker

DECEMBER 3, 2020

The shift to remote work isn’t just impacting the way we sell, it’s changing the way customers buy. With budgets tightening and more companies looking to invest in long-term remote solutions, old sales strategies aren’t going to work. This shift to remote selling has forced many organizations to rethink their sales strategy. .

Sales 102

Sales Cross-sell Education Conversion 102

Hubspot

JULY 14, 2015

2) Don’t Sell It If You Can’t Solve It. Is is technically sales? Most of our customers pay us $99 per month on no contract -- it's hard to warrant a full fledged sales team with a deal of that size, and moreover, someone who doesn't fully see the value of Unbounce will churn anyway. Oli Gardner , Co-Founder.

Conversion 78

Conversion Launch Education Campaign 78

Sales Hacker

AUGUST 18, 2023

Alon Waks , former VP Market @ Kustomer @ Bizzabo now fractional CMO They will likely need investments in a surrounding sales ecosystem – technical sales, services scoping, POC/pilot expectations are massively different at that deal size. Sales…SDR motion is also different and may end up be more “research intensive”.

GTM 90

GTM Up-sell Price Start-ups 90

Outreach

APRIL 5, 2019

Keep reading to learn everything you need to know about the world of B2B sales reps, including best practices for training, hiring, and the daily challenges associated with the role. What is a B2B sales representative?

Represent 49

Represent B2B Pipeline Technical Sales 49

PandaDoc

APRIL 29, 2024

Manual configuration of such products requires highly technical sales reps or, most often, detailed quote reviews by technical teams, resulting in very long sales cycles — something you want to avoid at all costs. Benefits of CPQ software The benefits of CPQ software are hard to overlook.

Cross-sell 52

Cross-sell Contract Legal Negotiate 52

SalesBlog!

DECEMBER 9, 2021

So why is there hesitancy to hire a senior sales professional? Not necessarily – After selling my business I found myself searching for employment at 40+. Selling to them is based upon credibility and trust. They are also writing technical sales books and becoming experts and mentors (credibility) in their fields.

Sales 52

Sales Technical Sales Trust Technology 52

Gong.io

OCTOBER 27, 2021

Time spent selling : Do your people spend half their days selling? Why it matters : If your people put too much time into tasks other than sales (admin, meetings, etc.), Selling is what they’re here to do. That keeps administrative tasks out of the hands of your sales reps, who would rather be selling anyway.

Quota 62

Quota Pipeline Sales Contract 62

SaaStr

JUNE 27, 2019

Your sales organization may go from being primarily hub based or inside sales based to having more of a field presence as we did. We also invested around those field account executives, more technical sales, pre-sales and eventually, customer success and post sales. Okay, number four, stop selling products.

Cross-sell 94

Cross-sell Technology Technology Pitch 94

Closing Bigger

FEBRUARY 11, 2009

Make sure there is something of substance that you can sell. 3. Does the company have a solid infrastructure, quality control, technical standards, and sufficient resources for customer support? The reality is they were great sales people who worked for companies of no substance. This is not a formula for large commissions.

Commission 52

Commission Technology Technology Sales 52

Closing Bigger

FEBRUARY 11, 2009

Make sure there is something of substance that you can sell. 3. Does the company have a solid infrastructure, quality control, technical standards, and sufficient resources for customer support? Too many start-ups lack this infrastructure and back-office support. This is not a formula for large commissions.

Commission 40

Commission Technology Technology Sales 40

Lead Fuze

AUGUST 5, 2021

From the best sales blogs to the online course (many free), it’s the place to see all of the best sales minds in the world — all in one place. One of the best resources on the internet for anyone who sells stuff. Sales Hacker accepts guest contributors as well as sponsored content from relevant folks. The Gist: .

Negotiate 98

Negotiate Sales Retail B2B 98

SaaStr

AUGUST 28, 2020

I underestimated kind of in a silly way how tough it is to teach on it, learn it, understand it, sell it, and really get the right complex, technical sale for companies that want to change their communication and collaboration.

Sales 83

Sales Start-ups Meeting Follow-up 83