SaaStr

NOVEMBER 30, 2022

“The hardest part of closing any deal is finding it,” says Lars Nilsson, VP of Global Sales Development at Snowflake. Over his 35+ year career, Nilsson has managed 100+ Sales Development Representatives (SDR) across four continents, six countries, and ten cities. Hire for fire in the belly.

Cold Call 79

Cold Call Drivers/motivators Represent Pipeline 79

SaaStr

FEBRUARY 13, 2024

How do you build out a Sales Development (SDR) function at your SaaS company? Establishing a baseline for successfully doing outbound with the existing sales team you have is critical before investing in a dedicated SDR function. First, they had six AEs before they started hiring any SDRs.

E-commerce 68

E-commerce Networking A/B testing GTM 68

Veloxy

OCTOBER 29, 2021

Sales is near the the top of that list. The question now becomes, how does Sales Artificial Intelligence fit into all this? Does it really play a vital role in sales? Well, there are numerous ways that AI for sales can benefit a sales team. Well, there are numerous ways that AI for sales can benefit a sales team.

Non-Profits 223

Non-Profits Sales CRM Pipeline 223

ClickFunnels

DECEMBER 25, 2022

I was working on a sales page for a product my wife sells called “The Prompt” — the target market is fiction writers and people who want to be fiction writers. Fittingly, here’s the headline of the sales page… That big domino guided all of the sales page copy. It’s the sales message that doesn’t tell an interesting story.

Niche 130

Niche Clients Up-sell Follow-up 130

Heinz Marketing

JUNE 20, 2023

4 Customer-Led Strategies for Success Here are a few customer-led growth strategies you can try in your organization to build loyalty, drive sales, and navigate choppy waters: 1. This analysis provides insights into your customers’ needs and preferences, enabling you to develop targeted marketing campaigns. We can help!

Growth 109

Growth Customers Referrals Lead generation 109

SaaStr

FEBRUARY 1, 2024

So, the question founders and marketing leaders often ask is which lever they need to activate at certain points in the lifecycle of the company to maximize marketing’s effectiveness. Especially for Enterprise software, there is no single persona in the buying journey. The answer isn’t simple. Leverage your partner ecosystem.

GTM 75

GTM Growth Education Strategic planning 75

Heinz Marketing

DECEMBER 11, 2020

New contacts feed your sales funnel. Your inbound marketing strategy will continue to nurture this lead until they become a sales opportunity, and your sales team can close the deal. One way to determine if you have the right content in play is to perform a content audit and review your sales funnel performance.

Campaign 139

Campaign Drivers/motivators Pipeline Education 139

Sales Hacker

JANUARY 30, 2023

The first goal of sales at a startup isn’t to bring in revenue — it’s to get customer feedback. I’ve used our sales process to iterate our way to product market-fit and wanted to share what I’ve learned along the way. Use sales conversations as a tool to get product feedback. So how do you get there?

Conversion 88

Conversion Product Sales Price 88

ConversionXL

MAY 27, 2022

Sales intelligence platform Cognism cut their lead generation efforts by 90% in 2021. In this article, you’ll learn how to build a demand generation funnel that fuels the pipeline, shortens the sale cycle, and generates revenue. an ebook); Then you blast them with sales messaging (e.g., email, ads, retargeting, etc.)

B2B 124

B2B Cold Call Objectives and Key Results Launch 124

Sales Hacker

AUGUST 25, 2021

Our sales team was hitting a wall. We knew our sales development team was full of extremely driven reps with winning personalities. We needed a way to simplify how our sales team reached out to prospects—and we found it with Sequences and Snippets. Step 2: Nail Down Core Sequences with Buyer Personas. The results?

Strategize 99

Strategize Referrals Territory Objection handling 99

Sales Hacker

MARCH 1, 2024

A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. Because they’ve already established their brand, audience, and distribution , launching a product to their supporters garners immediate sales. A chance to tour (and maybe even race on?) Austin’s F1 track.

GTM 71

GTM Launch B2B Growth 71

Closer's Coffee

NOVEMBER 21, 2022

There are four common sales personas – the hard worker, the lone wolf, the relationship builder, and the problem solver. These four personas, highlighted in the incredibly popular sales book, “The Challenger Sale” by Brent Adamson, are found throughout organizations across nearly all industries. . The Lone Wolf.

Drivers/motivators 52

Drivers/motivators Gaming Sales Growth 52

Martech

MAY 19, 2022

” This is a common question being debated and discussed across the C-suite today (note: not just in sales and marketing meetings). So why is GTM confounding sales, marketing and product leaders and rising to the top of the CXO agenda? To gain perspective on GTM strategy development, here are a few different definitions.

GTM 114

GTM B2B Drivers/motivators Sports 114

Highspot

DECEMBER 15, 2021

Just a single failure point could spell disaster for even the most thoughtfully designed sales teams and strategies. But not all sales issues are equal, so it can be challenging to isolate which ones you or your sales leadership want to prioritize as you scale your organization and grow revenue.

Sales 97

Sales Up-sell Represent Sales Experience 97

Salesforce

DECEMBER 12, 2023

“The best leaders prioritize values that center around their customers, and they consistently communicate and act from that customer-obsessed foundation, empowering all employees to do the same.” It has to be consistently reinforced, going beyond buyer personas and traditional “contact us” customer care.

Teamwork 59

Teamwork Customers Cross-sell Strategic planning 59

SaaStr

OCTOBER 5, 2022

Align your customer and persona understanding. Who are the different personas within your customer? The key is ensuring your business takes in these market signals so the different functions can build a deeper understanding of your target customer and specific personas. This alignment involves asking these questions: .

Contract 75

Contract Growth Promote Start-ups 75

Partners in Excellence

AUGUST 10, 2021

For years, we’ve had concepts around “Ideal Customer Profiles” and “Personas.” Once we have defined the ICP, we focus on the personas within the company. We may define those personas in terms of functions, for example, marketing, sales, finance, HR, development, manufacturing, or operations.

Manufacturing 77

Manufacturing Retail Healthcare Territory 77

Martech

MAY 4, 2022

“For some organizations and some leaders, the core tenants of ABM truly are a revolution.” Engaging buying committees through coordinated marketing and sales programs. ” Cerretani recommended that ABM marketers focus on creating top-of-funnel content that aligns with their persona and industry research.

B2B 103

B2B Campaign Launch Promote 103

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. Oftentimes, sales managers won’t have the bandwidth to set up personalized training and coaching sessions for each rep on their team. That’s where AI comes in.

Sales 52

Sales Technique Objection handling Pitch 52

Salesmate

MARCH 17, 2020

You also have a reliable team of sales professionals. You are gearing up to launch your product’s sales process. You realize that your sales process and other operations can improve tenfold. You realize that your sales process and other operations can improve tenfold. As B2B sales have multiple stakeholders and steps.

Process 125

Process Objectives and Key Results CRM Sales 125

Sales Hacker

JUNE 30, 2022

Account-based marketing (ABM) is a growth tactic and revenue accelerator, but many sales reps and even sales leaders are skeptical about this approach. ABM doesn’t work without tight sales and marketing alignment. To get there, sales needs to be all in. Learn: Why is sales and marketing alignment important to ABM?

Appointment 99

Appointment Cross-sell B2B Sales 99

Heinz Marketing

JUNE 25, 2022

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. As a business leader, you shouldn’t prioritize one group over another. Lose Your Mind to Be a Better Leader. 10 Ways to Effectively Lead Sales Teams.

B2B 101

B2B Objectives and Key Results Customers Presentation 101

SalesforLife

AUGUST 12, 2019

At Sales For Life, we’re huge proponents of strategy over execution. The number one prob lem sellers have with pipelin e creation or business development is that they and their managers believe that doubling, tripling, or 10x-ing down on activity levels is the only way to increase pipeline. Here’s why. What questions do they ask?

Sell 115

Sell Pipeline Government Strategize 115

Lead Fuze

DECEMBER 15, 2023

But what is this elusive trait, and more importantly, how can you develop it? Embracing failure as a stepping stone rather than an end road, setting clear goals for long-term vision; these are just some facets of building that successful entrepreneur persona within you. What are the 5 ways to develop an entrepreneurial mindset?

Objectives and Key Results 105

Objectives and Key Results Networking Growth Strategize 105

SaaStr

JULY 13, 2023

A strong sales leader is vital to any company hoping to scale. With this in mind, hiring for the Head of Sales role is one of the most important things a business can do. Unfortunately, too many companies focus on the wrong things when hiring their sales leaders, which can lead to hires that aren’t the best fit for the business.

Objectives and Key Results 73

Objectives and Key Results Negotiate Sales Growth 73

Highspot

AUGUST 31, 2021

If sales strategy was a puzzle, then your sales model would be a corner piece: it helps frame your approach to businesses and determines how the other pieces of your strategy will fit together. The keystone nature of sales models makes choosing the right one all the more important. Why do you need a sales model?

Sales 94

Sales Cold Call Territory Customer Relationship Management 94

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. This approach helps companies accelerate sales and grow revenue without adding to their headcount, a move that’s increasingly important during economic uncertainty. What you’ll learn: What is channel sales?

Manufacturing 111

Manufacturing Retail Territory Sales 111

Sales Hacker

NOVEMBER 22, 2021

Creating great sales email sequences requires a lot more work than just writing a few punchy pitches. The key to creating sales sequences reps will use. Many companies start their sales engagement initiative with just one sales ops person who’s also in charge of sales enablement and working with the marketing team.

Objectives and Key Results 99

Objectives and Key Results A/B testing Sales Pitch 99

Sales Hacker

MAY 24, 2023

In this episode, we dive into this renewed trend with Tito Bohrt, the CEO of AltiSales, the one-stop shop for world-class sales development. He also shares how company culture impacts productivity and morale, primarily within sales teams. Listen Guest-at-a-Glance Name : Tito Bohrt What he does : Tito is the CEO of AltiSales.

Cross-sell 84

Cross-sell Referrals Consult Up-sell 84

Sales Hacker

MARCH 31, 2021

Having worked in sales for more than 20 years – helping our team of SDRs generate over 10,000 appointments per year for B2B tech companies, I owe a lot of our success to ABM programs. It can be a wonderful thing when sales and marketing are totally aligned , working in lockstep to fill pipelines, move funnels, and drive revenue.

Sales 103

Sales Appointment Pipeline Prospecting 103

Sales Hacker

AUGUST 12, 2021

Do your sales reps know who they’re supposed to be targeting? Recent research indicates that at smaller sales organizations, the inability to identify decision-makers is still a major deal killer. As a sales leader, you may have the perfect view of what your ICP looks like, but you need to make sure that the same is true for your team.

Objectives and Key Results 119

Objectives and Key Results Price Sales Up-sell 119

Sales Hacker

DECEMBER 5, 2022

How to Align Marketing and Sales with a Gap Analysis. Aligning marketing and sales is a lot like making out in junior high. The reason for that is that there’s no real guide for marketing, sales, and RevOps leaders at software companies as to how to do it… until now! Aligning marketing and sales: The 5-part gap analysis.

Government 98

Government Sales Territory Technology 98

SaaStr

NOVEMBER 1, 2022

They are hiring leaders, building teams, and attracting advisors in the US while devouring the SV SaaS playbook. AI is likely the next platform, dev tools are strategic given the scarcity of developers, cybersecurity is front and center for enterprises, and the data stack is still going strong. Silicon Valley has a deep talent bench.

GTM 83

GTM Cross-sell Niche Strategize 83

Highspot

JANUARY 4, 2024

A sales training strategy is your blueprint to equip sales teams with the necessary skills and knowledge to excel. It addresses all of sales, from product knowledge to customer relationship building. The strategy ensures reps are well-prepared to meet and exceed sales targets.

Objection handling 52

Objection handling Pitch Sales Technique 52

Sales Hacker

JULY 31, 2023

It’s easy to find thought leaders on LinkedIn giving tips on using LinkedIn Sales Navigator. But when one of my reps was struggling to book meetings in Q1 this year, I couldn’t find a comprehensive guide to LinkedIn Sales Navigator — so I decided to write it. If Sales Navigator is connected to your CRM: Choose ‘My CRM Accounts.’

X-functional 52

X-functional CRM Sales Lead generation 52

Sales Hacker

APRIL 24, 2019

Many of these people make their living playing sports… but sales isn’t so different. So why isn’t practice an important part of our sales careers? Why aren’t we spending hours honing our conversational tactics, perfecting our pitches and learning to guide buyers through the sales journey? Persona Mixed Bag. Role Reversal.

Objectives and Key Results 98

Objectives and Key Results Sales Gaming Follow-up 98

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52