SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. Others say PLG because it provides you a more natural path to up-sell and expand from people who are already interested and familiar with your product. Either way, the foundation for success in Go-To-Market starts with the right team.

Go To Market 128

Go To Market Growth GTM Product 128

Sales Hacker

SEPTEMBER 16, 2021

Sales Profile: SMB to Commercial. They are applied in technical sales use cases where the prospects require a much deeper understanding of the product and how it can meet both operational and business needs. POC/POV is typically applied in scenarios where proving technical value is more rigorous in the sales cycle.

Objectives and Key Results 105

Objectives and Key Results Technical Sales Engineering Sales 105

The 5% Institute

JULY 1, 2020

Then just as you think you have the sale; you’re delivered the I need to speak to sales objection. In this article, you’ll learn how to handle the I need to speak to sales objection with ease, so that it doesn’t come up later in your future sales conversations. It’s Genuine.

Up-sell 98

Up-sell Presentation Technical Sales Clients 98

SBI

FEBRUARY 3, 2021

By Nancy Nardin I first started curating and categorizing sales technologies in 2010. You may want to start there. Regardless of where you start, you can feel confident that solutions have carefully been grouped. Be sure to follow me on LinkedIn to stay up-to-date. Subscribe to stay up-to-date.

Cross-sell 72

Cross-sell Objectives and Key Results Technical Sales CRM 72

Sales Hacker

MARCH 30, 2021

Subscribe to the Sales Hacker Podcast. Scaling Up During The Pandemic [11:40]. Developing A Winning Sales Team [16:24]. That’s important because where we start is data, and data flows downstream Salesforce. All that’s lit up based on the integration that we have with the email server and calendar.

Sell 113

Sell CRM Appointment Up-sell 113

SaaStr

OCTOBER 30, 2021

We came up with a list of 30 companies that I felt had potential, and I wrote targeted emails to each of the founders. I sent cold emails and LinkedIn messages and ended up with nine interviews. This is where it’s up to the sales leader to leverage the data to make an informed decision. Build A Machine.

Closing 116

Closing E-commerce Customers Quota 116

Hubspot

JULY 14, 2015

There are ways to turn visitors into customers -- you just have to know which best practices you should start following. There were far too many things to sum up in one blog post, but we compiled some of their top tips for designing a great experience that, you know, converts people into leads and customers. Is is technically sales?

Conversion 78

Conversion Launch Education Campaign 78

Sales Hacker

DECEMBER 3, 2020

If you’re looking to learn more about conflict resolution, these book and podcast recommendations are the place to start. Where Does Conflict Commonly Arise in Sales Orgs? Sales is a high-stress job with a lot of front-facing communication. Curious if sales compensation stacks up?

Sales 103

Sales Cross-sell Education Conversion 103

Partners in Excellence

MARCH 2, 2024

And I started my career with a chemical company doing the things you would expect a chemical engineer to do…research, development, manufacturing, operations and beyond. But about 7 years into that work, I took role in technical service helping customers solve problems and use our products in the best possible ways.

Sell 77

Sell Manufacturing Engineering Technical Sales 77

SaaStr

JUNE 27, 2019

Today, we have more than 17,000 customers, including 50% of the Fortune 100, and the 17,000 customers are broken up into what we would call about 2,000 enterprises and you see a lot of our current customers up there. I’ll start with some of the easy ones on the sales side. And 15,000 disruptors.

Cross-sell 96

Cross-sell Technology Technology Pitch 96

Sales Hacker

SEPTEMBER 16, 2019

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity. And much more.

Outside Sales 100

Outside Sales Inside sales Profit margin Sales 100

Outreach

APRIL 5, 2019

Distinction among sales reps can be in terms of work venue (inside sales reps vs. outside sales reps); tenure or skill level (junior sales reps vs. senior sales reps); or area of focus ( outbound sales reps vs. inbound sales reps; business development reps vs. sales development reps vs. technical sales reps vs. lead development reps).

Represent 49

Represent B2B Pipeline Technical Sales 49

PandaDoc

APRIL 29, 2024

CPQ is part of the Q2C framework; it starts immediately upon receiving a quote request and focuses on heavily automated product configuration and quote generation. It is very important to understand the boundaries of Q2C, as it does not cover the entire scope of a typical sales funnel. However, it doesn’t have to be so.

Cross-sell 52

Cross-sell Contract Legal Negotiate 52

Gong.io

OCTOBER 27, 2021

And here’s the bigger nutshell version: Sales ops improves a slew of activities and processes, such as sales strategy, business analytics, sales workflows, sales admin, technology purchases, etc. It’ll show up here soon enough.). Sales ops covers a lot, because it has to. Lacking best practices? .

Quota 62

Quota Pipeline Sales Contract 62

Heinz Marketing

JANUARY 11, 2018

Periodically moving forward, we will feature a new B2B sales, marketing or business leader here answering what have become the standard “ How I Work ” questions. You can catch up on everyone we’ve featured thus far in the “How I Work” series here. Morning meditation starts the day off right. Most essential app when traveling?

Customers 44

Customers Technical Sales Represent Gaming 44

Salesmate

OCTOBER 22, 2020

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. Let’s get started. With consumers having direct access to the internet and knowing more than ever, sales reps must know their products in and out.

Sell 59

Sell Sales Up-sell Follow-up 59

Lead Fuze

NOVEMBER 30, 2021

But before you start, think about four keys to success when expanding globally. If you†re not looking to hire diverse candidates, be honest with them at the start of your recruitment process. The first technical sales hire is crucial, and investing in two reps can help you figure out the market. Have a Solid Ramp Plan.

Territory 52

Territory Pipeline Sales Launch 52

Closing Bigger

FEBRUARY 11, 2009

Do they have something proprietary or innovative that will allow me to build up a client base? Many organizations make grand claims about their latest invention but cannot back it up. 3. Does the company have a solid infrastructure, quality control, technical standards, and sufficient resources for customer support?

Commission 52

Commission Technology Technology Sales 52

Closing Bigger

FEBRUARY 11, 2009

Do they have something proprietary or innovative that will allow me to build up a client base? Many organizations make grand claims about their latest invention but cannot back it up. 3. Does the company have a solid infrastructure, quality control, technical standards, and sufficient resources for customer support?

Commission 40

Commission Technology Technology Sales 40

Veloxy

FEBRUARY 15, 2024

Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game. They also discuss motivational and ethical selling practices, providing a comprehensive understanding of the sales process.

Gaming 233

Gaming Sell GTM Technique 233

Sales Hacker

AUGUST 18, 2023

Share It seems like every second start-up founder and revenue leader I talk to these days is trying to move upmarket or ‘break into the enterprise’. On top of this, the sale cycle is longer, more bureaucracy and more legal scrutiny up there. Sales…SDR motion is also different and may end up be more “research intensive”.

GTM 91

GTM Up-sell Price Start-ups 91

SaaStr

AUGUST 28, 2020

Where can you pick up small wins? But before we kind of dive into the meat of the show, I do want to start with a little bit of context. I was starting at a consumer research and advisory firm that was doing qualitative research, which sounds very fancy and in a way it was. What is the toolset Hilary uses for documentation?

Sales 86

Sales Start-ups Meeting Follow-up 86

Lead Fuze

AUGUST 5, 2021

We plan on doing the best sales blogs punchy, to the point, easy-to-implement tactics, drenched with useful visuals. 5 Best Sales Role Play Scenarios to Train Your New Hires. +24 24 Examples of Sales Follow Up Email Subject Line. 46 Best Sales Questions to Ask on a Sales Call. A Post Worth Your Time .

Negotiate 98

Negotiate Sales Retail B2B 98