Gong.io

JANUARY 1, 2021

All sales organizations are masters of sales tactics. . And while tactics are important, a sound sales strategy is critical to improving your closed/won ratio. Here is the 7-step framework for crafting a bullet-proof sales strategy in 2021. Here is the 7-step framework for crafting a bullet-proof sales strategy in 2021.

Objectives and Key Results 118

Objectives and Key Results Pipeline Sales Cold Call 118

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. Essential collateral: buyer personas, deal milestone timelines. Make sure that your reps are learning them.

Objectives and Key Results 119

Objectives and Key Results Price Sales Up-sell 119

Salesforce

JANUARY 3, 2024

According to the State of Sales report, cross-functional alignment is sales leaders’ #1 tactic for driving growth. With sales budgets expected to increase , sales teams have an exciting opportunity to work together to try new things and drive revenue for their companies, but this requires a strategic mindset.

Retail 64

Retail Objection handling Sales Cross-sell 64

Salesforce

SEPTEMBER 26, 2023

Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris , sales coach and founder of The Harris Consulting Group. This gets you to quota faster, which helps you hit company-wide sales targets.

Contract 119

Contract Negotiate Follow-up Contact 119

Sales Hacker

AUGUST 5, 2022

Regardless of the size of the sales org, the challenges remain the same. ” Creating a proper sequence structure allows you to personalize prospect engagement at scale while ensuring reps spend time focused on highly valued prospects. There are four key steps to building a sequence: Identify and define your personas.

A/B testing 86

A/B testing Government Quota Follow-up 86

Martech

SEPTEMBER 18, 2023

John Leonelli is head of sales, B2B Americas, at Babbel, a company that provides subscription-based language learning software and an e-learning platform. We spoke at HubSpot’s Inbound conference where he gave us a sales-side view of working with marketing, what tools are important to him, what he worries about and the impact of AI.

Agriculture 118

Agriculture Territory Construction Manufacturing 118

Salesforce

OCTOBER 31, 2023

Find ready-to-buy prospects faster Learn how Sales Cloud can help you score your best leads and prioritize them by how likely they are to close. Creating a buyer persona lets you target prospects with key messaging that emphasizes your product’s unique problem-solving value. Here’s how Sales Cloud does this.)

Go To Market 72

Go To Market GTM Objectives and Key Results Price 72

Salesforce

OCTOBER 10, 2023

It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. Let’s take a look at the stages of a sales cycle, and how you can use it to secure regular deal wins. What you’ll learn: What is a sales cycle?

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Veloxy

JULY 6, 2022

In today’s post-pandemic sales world, 23% of field sales professionals are prioritizing the addition of email tracking and buyer signals to their tech stack [ report ]. But today, sales reps are using email tracking software to increase their reach in accounts, generate more buyer signals, and improve engagement rates.

Click Through Rate 182

Click Through Rate Contact Campaign Service 182

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. Each rep created their own messaging sequence for reaching out. We needed a way to simplify how our sales team reached out to prospects—and we found it with Sequences and Snippets.

Strategize 99

Strategize Referrals Territory Objection handling 99

Gong.io

DECEMBER 14, 2022

High-value deals are the holy grail for B2B sales managers. If you want to win enterprise-level six-figure deals, you need an enterprise sales strategy. One that has your sales reps focus only on the very best leads. One that sees your reps become trusted consultants. But they aren’t easy to come by. What is TAS?

Sell 62

Sell Cold Call Contract GTM 62

Gong.io

JANUARY 2, 2023

This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know whether to move prospects through your sales funnel or disqualify them? We’ll explain what sales qualification is and why it’s important. What is sales qualification?

Sales 149

Sales Prospecting Pipeline Pitch 149

Sales Pop!

MARCH 17, 2023

Sales enablement is a process that helps businesses equip their sales teams with the resources, tools, and information they need to improve their performance and close more deals. In today’s competitive market, sales enablement has become an essential strategy for any business that wants to stay ahead of the competition.

Cross-sell 97

Cross-sell Technique CRM Pipeline 97

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

Martech

OCTOBER 13, 2023

All efforts are channeled to filling the lead funnel and building an effective sales capability. Developing a measurable, repeatable onboarding process that turns sales into customers. Understanding what prospects are looking to buy will significantly increase marketing and sales effectiveness. Who are the personas involved?

B2B 118

B2B Prospecting Gaming Campaign 118

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. On the sales side, people hired way too much. More salespeople do not equal more sales. Sam just finished 18 months at Founders Fund after joining in mid-to-late 2022.

Quota 98

Quota Finance Drivers/motivators GTM 98

Highspot

JUNE 4, 2021

Sales organizations today encounter two major problems: . Inconsistent rep performance: While many organizations report achieving revenue targets, participation rates (that is, the percentage of reps who achieved quota) are much lower. Often, by the time the insights surface, the window to capitalize on opportunities is lost. .

Launch 98

Launch Quota CRM Strategize 98

Gong.io

FEBRUARY 23, 2023

We analyze sales conversations and deals using the Gong Reality Platform’s proprietary AI, then share the results to help you win more deals. In fact, Gartner finds nearly 3 out of 4 buyers say they would prefer to make a purchase without ever engaging with a sales rep. Subscribe here to read upcoming research.

Closing 121

Closing Price Finance Negotiate 121

Sales Hacker

AUGUST 12, 2022

You can spend hours crafting the perfect message, but it goes to waste if reps can’t find it. By organizing your content and making it easy to find, you’ll save reps at least 30 minutes a day , help improve prospect conversion rates , and significantly reduce new rep ramp time. Think like a rep. Lead source.

Territory 84

Territory Sales Prospecting Conversion 84

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. The first hire after six AEs was a senior hire, Ashley Kelly, as Senior Director of Sales Development.

E-commerce 68

E-commerce Networking A/B testing GTM 68

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. However, traditional coaching and training methods tend to fall flat because they take a one-size fits all approach that doesn’t fit the needs of each individual rep.

Sales 52

Sales Technique Objection handling Pitch 52

Gong.io

DECEMBER 19, 2022

Value-based selling sees your sales reps putting buyers first, focusing on their needs at every sales funnel stage. In doing so, buyers see your reps as trusted advisors who cut through all of the information in the market to help them find the best solution. The difference is in how sales reps help them solve it.

Sell 90

Sell Pitch Trust Up-sell 90

Salesmate

OCTOBER 15, 2020

A dried-up sales pipeline is an unpleasant sight that most sales reps dread. Several sales managers and reps are aware of the buzzword “sales pipeline”. Sadly without a healthy pipeline achieving sales goals becomes a more challenging task. They are the ones who succeed in sales.

Pipeline 143

Pipeline Negotiate Appointment Sales 143

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

Hubspot

FEBRUARY 9, 2018

How should we continue generating leads for our sales team while continuing to innovate on the content formats we produce and gate behind a form?". Luckily, HubSpot and GoToWebinar teamed up to bring you the ultimate guide, “ How to Produce Webinars Your Sales Reps and Prospects Will Love. ”. Webinars Drive Sales.

SQL 203

SQL Follow-up Promote Prospecting 203

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

DECEMBER 5, 2022

Do you need to get more out of your sales execution platform? The lessons I’ve learned over that time can improve your sales team’s conversion rate by 3-5%. Are reps doing what you think they are? . Make sure your reps know exactly which leads will be automatically added to sequences. Understand the tech stack.

Extrinsic 82

Extrinsic Intrinsic CRM Meeting 82

Highspot

FEBRUARY 29, 2024

Simply put, a go-to-market strategy is a plan outlining how a company introduces and promotes its products or services to their ideal customer, considering factors like the best marketing channels, sales methodologies , and pricing strategies to guarantee the product’s ongoing success. Ensures consistent messaging across all touchpoints.

Go To Market 52

Go To Market GTM Objectives and Key Results Launch 52

SaaStr

JANUARY 5, 2024

In the latest episode of CRO Confidential, host Sam Blond, partner at Founders Fund and former CRO at Brex, sits down with Ashley Kelly, VP of Global Sales Development at Rippling. For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR.

Quota 96

Quota Commission Networking Drivers/motivators 96

SalesLoft

NOVEMBER 17, 2020

Today’s top-performing sales reps use data, intelligence, and productivity tools 30% more than average performers. Whether you need to gain visibility into pipeline activity, manage deals, or decrease rep ramp time, Sales Engagement tools can help you improve efficiency, leading to sustained growth and profitability.

Territory 105

Territory Technology Technology Sales 105

Hubspot

AUGUST 2, 2023

Sending cold emails, leading prospects through sales calls, and following up all take time and articulation. Sales teams everywhere are starting to use AI to streamline these processes and craft better pitches. If you’ve been hearing about the iconic ChatGPT platform for sales and want to give it a spin, look no further.

Pitch 55

Pitch Objectives and Key Results Sales Follow-up 55

Heinz Marketing

NOVEMBER 8, 2023

By Carly Bauer , Marketing Coordinator at Heinz Marketing At Heinz Marketing, we regularly talk about sales and marketing alignment– A strategic and collaborative approach in which a company’s sales and marketing teams work closely together to achieve common goals, increase efficiency, and improve overall business performanc e.

Meeting 109

Meeting Campaign Lead generation Strategize 109

Sales Hacker

DECEMBER 1, 2022

I’ve been an SDR , an SDR director, and now run a sales team at a startup. A Wild West-style free-for-all where reps prospect into an addressable market wherever they’d like. Think account hoarding , unequal opportunity to hit quota , missed revenue , and rep dissatisfaction. Why the old models hurt your sales team’s attainment.

Territory 77

Territory Education Contact CRM 77

Gong.io

DECEMBER 5, 2022

As a sales manager, you’re like a general marshaling your troops (or sales reps) into battle. That’s why having a strategic sales plan is vital. It sets out everything your sales team needs to know about your sales process, including what they need to do at every stage of the B2B sales funnel to convert high-value leads.

Strategize 62

Strategize Sales Quota Pipeline 62

Salesmate

JUNE 26, 2020

This makes SaaS sales more challenging, and the job of the SaaS sales rep difficult. However, the competitors are paving their way to the top, and surely their sales reps might have some contribution to their growth. The vital things SaaS sales reps must know. Persistence is key to SaaS sales.

Appointment 126

Appointment Quota CRM Sales 126

Sales Hacker

MAY 19, 2021

Can your sales reps differentiate negative email replies from positive replies? SDRs work on the front lines of all sales engagement and hone their craft in outbound sales strategies. On average, SDRs still need to attempt contact five to eight times before a lead converts into a sales opportunity.

Referrals 80

Referrals Growth Prospecting Meeting 80

SaaStr

JULY 12, 2021

Q: What are some common blind spots and mistakes startups make when hiring for and building out a sales team? Some of the top blind spots founders and even VPs of Sales make: #1. You hire a sales rep to sell before you can prove you can do it yourself. You insist Reps #4-400 are folks you personally would buy from.

Quota 104

Quota Sales Up-sell Closing 104