The 5% Institute

OCTOBER 26, 2021

Coaching For Sales Performance – 5 x Important Reasons. Related article: The 5 Steps Of Selling – Without Being Pushy. 5 – It Reframes Their Relationship With Selling. Finally, the last reason as to why coaching for sales performance should be a priority function, is because it reframes their relationship with selling.

X-functional 145

X-functional Sales Clients Closing 145

Hubspot

NOVEMBER 9, 2023

Despite dating all the way back to the MySpace era , marketing on X (formerly called Twitter) is still untouched for many businesses. Compared to other platforms, X has an intimidation factor. Behind its mysterious gestalt lies an enormous sea of opportunity for brands who learn to use X for marketing and sales.

Sell 81

Sell X-functional Networking Follow-up 81

Sales Hacker

MAY 10, 2019

A lot of my SaaS pals often ask me what is the best way to sell into FinTech companies. 10 Tips for Selling to FinTech. Do the work to sell me. My company has a strong technical element, but our sales team sells small business loans and lines of credit. Do the work to sell me. But honestly, it’s not rocket science.

Sell 21

Sell X-functional Pitch Drivers/motivators 21

ClickFunnels

OCTOBER 27, 2021

Our co-founders Russell Brunson and Todd Dickerson had each spent a decade selling online via sales funnels prior to launching ClickFunnels in 2014. We also have a Two Comma Club X award for entrepreneurs who have generated $10,000,000+ within their sales funnels. Selling your product? We have so far given out 17 of these!

Gaming 239

Gaming Commission Sales X-functional 239

Anthony Cole Training

OCTOBER 13, 2014

Or, if you want to leverage our compensation model, you need to exceed this year’s goal by x.” I’ve talked to sales VPs, I’ve talked to presidents of companies that agree to spend anywhere between $100,000 and $1,000,000 in incentive comps and trips, and finally, I’ve talked to people that sell people on incentive trips.

X-functional 204

X-functional Drivers/motivators Sales Negotiate 204

SaaStr

DECEMBER 30, 2021

I didn’t expect to sell to a CIO myself in the early days, either. But we ended up selling to several in Year 1. You will keep delivering great features and functionality at 4x the pace anyone else could. I’m not saying you have to sell to the CIO. The post Can an 8-Person StartUp Sell to a CIO?

Contract 105

Contract X-functional Sell Cold Call 105

Hubspot

DECEMBER 11, 2019

LinkedIn is one of — if not the — most effective social networks for selling. But you won’t get those results without a stellar LinkedIn social selling strategy. How to Sell on LinkedIn. That means your profile shouldn’t show off how great you are at selling. How to Prospect on LinkedIn. How to Research on LinkedIn.

Sell 99

Sell X-functional Prospecting Networking 99

ConversionXL

MAY 14, 2014

Realizing this was a much bigger problem we’ve yet to address, Peep took to Twitter and asked: Looking for an in-house optimizer in a big company for a blog post on selling CRO internally. On-going battles for prime real estate, page layouts, copy and imagery persist and often burden cross-functional team performance and relations.

Conversion 124

Conversion Sell E-commerce Legal 124

Sales Hacker

DECEMBER 17, 2024

Guest Speaker Links (Guy Yalif): LinkedIn: [link] Host Speaker Links (Scott Barker): LinkedIn: [link] Newsletter: thegtmnewsletter.substack.com/ Where to find GTMnow (GTMfunds media brand): Website: [link] LinkedIn: [link] Twitter/X: [link] YouTube: [link] The GTM Podcast (on all major directories): [link] Resource we Recommend: HG Insights.

GTM 102

GTM Engineering Electricity X-functional 102

Partners in Excellence

MAY 27, 2015

At the drop of a hat, we will wax on endlessly about features, functions, feeds, speeds, and, of course, price. We have 76 features, 43 functions, lots of feeds, plenty of speed, and we are cheaper than them! The one’s that have a 100 rows of features, 50 rows of functions. We win the “X’s” battle.).

Product 99

Product X-functional Price Sell 99

Sales Hacker

MARCH 12, 2019

If you’ve spent any amount of time researching sales strategies online, then you no doubt have heard this: | “Sell your benefits, not your features.”. Or maybe this: | “A great product demo sells your story, not your features.”. A list of features and functionality is easy to forget, because it lacks context. Every day, _.

Product 100

Product Sell Pitch X-functional 100

Lead Fuze

AUGUST 12, 2021

Simply put, understanding the psychology of sales can lead you to learn how to master the art of selling. Let me point out one important fact — We are all human beings, and our minds function in a similar way. Knowing the psychology of sales and these triggers will help you master the art of selling this 2021. Conclusion.

Sell 98

Sell X-functional Sales Follow-up 98

Partners in Excellence

JULY 15, 2015

Each of these things impact the buying formula Jeff establishes: CD x CF > C + F (If you want to know what it means, read Jeff’s article ). So what drives the CIO in making the decision is different than those in the finance function. For the Controller: CD CTLR x FP CTLR > C CTLR + F CTLR.

B2B 115

B2B X-functional Finance Drivers/motivators 115

SaaStr

FEBRUARY 25, 2021

The Evangelist can immediately go out and just start selling your product to anyone they can get a meeting with, and can chat the ear off any in-bound prospects. They know how to think creatively and cross-functionally. This guy really understands how to sell up. You’ll like the Evangelist. They’re fun to work with.

X-functional 145

X-functional Cross-sell Sales Up-sell 145

Partners in Excellence

APRIL 4, 2013

” There may be functional levels of insight, “Manufacturing/Engineering/Finance/HR/Sales/Marketing (pick one) executives are seeing these issues as critical to the performance of their organizations in the next 18 months. There are very general levels of insight, “We see these trends in business which may impact you.”

X-functional 118

X-functional Manufacturing Drivers/motivators Finance 118

Heinz Marketing

FEBRUARY 26, 2021

Here at Heinz Marketing, our typical clients sell their products or services to other companies in the private sector, hence our specialty in “B2B marketing”. Instead of identifying key buyer personas and then categorizing specific titles and job functions under each, I looked at specific job titles and functions first.

Government 128

Government X-functional Angle B2B 128

The 5% Institute

AUGUST 5, 2021

Mercedes Benz through their value messaging; have been able to surpass the cars general function. For someone to see value in what it is that you’re selling, they need to know that your product or service will get them exactly the outcome that they need. Selling is a human to human activity. Finding Pain. Keep It About Them.

X-functional 145

X-functional Presentation Clients Closing 145

ClickFunnels

AUGUST 19, 2021

So in this case the conversion rate is: 10/100 x 100 = 10%. However, since you might be selling several products, paying customer to repeat customer conversion rate is the percentage of the existing customers that made a second purchase, no matter what that second purchase was. That being said… Is it the best way to sell online?

Conversion 244

Conversion Sales Lead generation X-functional 244

SaaStr

DECEMBER 28, 2022

Probably the biggest career limiting move I see is: – CMOs challenging CEO on Marketing Strategy – VP Sales challenging CEO on How to Sell. Or maybe 12-24 months after you have the core marketing functions all built out, and working. Ok, so her or his job as CMO is to manage all these marketing functions — to success.

X-functional 27

X-functional Growth Follow-up Strategize 27

Partners in Excellence

APRIL 1, 2024

Where we may be higher priced, we tend to outline the capabilities we have relative to the competition. “We offer 15 functions to the competitor’s 10 functions, yet our price is only 10% greater. Where we are lower priced, we compete solely on that low price. You get far more “value” from us.

Price 139

Price X-functional Presentation Represent 139

Sales Hacker

AUGUST 7, 2024

Along the way of selling and supporting a product as complex as a Customer Data Platform (CDP), he tackled some of the more common topics go-to-market leaders encounter as they build and scale their customer facing teams. How exactly did we end up with CS functions without commercial focus and ergo CSMs that lack commercial skills?

Go To Market 122

Go To Market X-functional Engineering Cross-sell 122

Partners in Excellence

AUGUST 7, 2023

They are taught to say things like: “We improve productivity by X%,” but when challenged what that means and what the customer is likely to experience, they struggle. When asked, “How do you do this,” they cite product features/functions, but not how it actually impacts the people using the product.”

X-functional 118

X-functional Pitch Price Customers 118

ConversionXL

JULY 28, 2020

In other words: Behavior = motivation x ability x prompt. If the user can’t find the “X” button, the choice is presented negatively—a confirm-shaming dark pattern , which is the opposite of a nudge. The more “autonomous functions” you have on-site, the more you get to know your customers.

X-functional 163

X-functional Drivers/motivators Retail Price 163

Partners in Excellence

JULY 9, 2021

How would buying and selling change if you couldn’t discount? From a sales point of view, it means we would have to change how we sell and how we win. We might try to win, by trying to convince the customer we have more features/functions than the alternatives, or product superiority. What if the price is the price period?

X-functional 117

X-functional Price Sell Promote 117

Hubspot

AUGUST 12, 2020

The power in the buying and selling process has shifted from the seller to the buyer. That’s because inbound sales transforms selling to match today’s empowered buyer -- so sales reps can sell the way people buy. You can segment the people you target by role, title, function, or common behaviors. What is inbound sales?

Prospecting 98

Prospecting Sell Healthcare Sales 98

Sales Hacker

MARCH 22, 2018

Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Assigning sales functions to other departments (we’ve seen R&D doing sourcing). Sales outsourcing agencies tend to outperform your own team with: Proven experience in exactly the sales functions they offer. Some functions (e.g.

B2B 100

B2B X-functional Cold Call SQL 100

Partners in Excellence

NOVEMBER 29, 2012

Value propositions used to be generic claims (usually generated by marketing) about value, perhaps statements about our products–things like “best quality,” “richest functionality,” “highest performance.” It continues by positioning the selling team as facilitators to the buying process.

X-functional 121

X-functional Strategize Customers Consult 121

The 5% Institute

MARCH 30, 2021

One of the most important functions in business, is to build an effective sales team that you can rely on to sell your products and services. Related article: Qualities of A Leader – 10 x Needs For High Performance. An effective leader has a vision, and shares this with the sales team. Final Thoughts.

Outside Sales 145

Outside Sales Inside sales X-functional Sales 145

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 you’re going to need a team to sell. Creating and Selling Deals Themselves. And you want to get to $2m in ARR in the next X months. Recruiting.

X-functional 145

X-functional Quota Sales Up-sell 145

Jeff Shore

MAY 22, 2018

Our prices start at X and go up to about Y, just so you have some context here. Suppose you are selling window coverings, the type of item where pricing can be all over the board and where customers are often unaware of how much they will spend. But the price will depend upon style and function. But let’s do this. Fair enough?

Price 113

Price Customers X-functional Presentation 113

SaaStr

JULY 20, 2024

Aligning and Scaling the GTM Engine One of the core functions when hiring talent is engineering, product, and design. The types of people you want to hire at $1M to $20M will be consistent with the early days in the sense that, often, people want to hire generalists across functions. Hiring is another consideration.

GTM 120

GTM X-functional Engineering Launch 120

Partners in Excellence

AUGUST 10, 2020

Sometimes we try to create some justification for our higher price—“We have more features, functions, bells, and whistles… ” Implicit in this approach is the customer already knows the benefits of implementing the solution, so the most value is created by the lowest price. I won't pay more than $X!".

Customers 122

Customers X-functional Price Presentation 122

ConversionXL

MARCH 13, 2019

If you’re a B2B ecommerce shop that sells… inexpensive products; in small quantities; exclusively to B2B buyers; The best B2 C ecommerce sites are equally good examples for your B2 B ecommerce site. B2B buyers from Gen X expected phone calls and handholding. That number isn’t getting smaller. Why do millennials matter?

B2B 130

B2B B2C Retail X-functional 130

Hubspot

APRIL 2, 2018

We’d already agreed on X price. If we can come down to X price, would you sign today?”. You might be interested in our newest Feature X. ". If a prospect sends an email saying, “ I’m not sure I can sell this internally, ” reply with, “ I can help with that -- I’ll give you a call and we can discuss. ”

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Sales Pop!

SEPTEMBER 28, 2021

Voice assistants (Amazon Echo, Alexa, Alice, Google Home), thanks to their upgradable functionality, are becoming personal shopping assistants: from finding a product in online stores to buying it with voice control. More and more consumers will use voice search to shop online, order food, and organize their lives.

Retail 130

Retail Growth X-functional Cross-sell 130

SaaStr

AUGUST 26, 2024

Customer Success Proactively Sells: The Best Defense is a Great Offense with Notion’s CRO and GitHub’s VP CS. They’ll explore strategies for using customer success not just as a support function but as a powerful engine for revenue growth.

Networking 118

Networking GTM X-functional Finance 118

Sales Hacker

APRIL 10, 2018

Distribution of B2B deals as a function of price (a product of discount and list price). B2B segments in focus: Enterprise/Company wide – selling a platform (CRM/ERP) using multi-year contracts. Mid Market/Department – selling platforms and applications using annual contracts. Segmentation based on Deal Size (ACV).

Go To Market 96

Go To Market GTM X-functional Territory 96