Erin Hueffner

3 weeks ago | salesforce.com | Erin Hueffner

You know those delicious samples you snack on while shopping at warehouse clubs? And when the samples are so good that you decide — without prompting — to buy the product on the spot? That’s a classic example of product-led sales (PLS). Samples of donuts, pizza, or almond croissants don’t require a lengthy explanation or complicated product demonstration. And while your product or service might not be as tasty, there are proven strategies and tools that you can use to improve your sales.

3 weeks ago | salesforce.com | Erin Hueffner

Sales motivation can make the difference between a company growing or stagnating. Your offering can have all the competitive advantages in the world, and your team can be trained in all the best scripts and techniques, but it’s your sales team’s willpower that gets them to dial, email, and message their leads. Consider the stats: 67% of sales reps don’t expect to meet quota this year, and 84% missed it last year.

Nov 19, 2024 | salesforce.com | Erin Hueffner

So you’ve developed a great product, and you’re feeling confident about the value you’re bringing to market. But the competition is fierce, and you’re not sure how to attract customers. Enter competitive pricing. There are cases in which a business brings an entirely new product or service to the marketplace and is able to set prices as high as customers will tolerate. However, most companies are up against established rivals who compete on price.

Nov 14, 2024 | salesforce.com | Erin Hueffner

Sales organizations set lofty goals to drive revenue and generate growth for their business. But setting achievable but ambitious goals is only possible when sales leaders know exactly what their teams are capable of doing. Enter sales capacity planning. In this article, we’ll explain what sales capacity planning is, why it’s important, and how to create plans that enable you to improve your sales capacity. Sales planning can be delightful. No, really.

Oct 22, 2024 | salesforce.com | Erin Hueffner

87% of business buyers expect reps to act as trusted advisors. By diving into their pain points and finding a champion, you can be the one they turn to. Attracting qualified prospects — companies that are a good fit for your product or services — is more important in B2B (business-to-business) sales than earning a large number of leads. Identifying high-quality leads can be challenging though, which is where a sales methodology like the MEDDIC sales framework comes in.