Partners in Excellence

APRIL 8, 2024

Every quarter there is the inevitable rush to close deals, to hit our numbers. ” With managers going along with this, saying, “More top of funnel focus!” Yet there are so many challenges and barriers. The simultaneous promise/threat of AI, “Will it help me be more efficient or will it make me unnecessary?

Quota 112

Quota Trust Pitch Up-sell 112

Martech

JUNE 22, 2023

Some still question generative AI’s ultimate impact, but the mainstream adoption indicates that much of the focus on content-focused capabilities is warranted. And yet, there’s an even more profound movement afoot: The infusion of AI into every marketing technology application. Garbage in’ 1.

Government 104

Government Contact CRM Gaming 104

SaaStr

MAY 9, 2023

One of the most essential things SaaS founders need to get right is their sales strategy. In an in-depth workshop, Kellogg shares seven things that every founder should know about results-driven selling. SaaStr Workshop Wednesdays are LIVE every Wednesday. Sign up for free. #1

Objectives and Key Results 105

Objectives and Key Results Sales Up-sell B2B 105

Salesforce

SEPTEMBER 7, 2023

Your company is talking about AI at every turn, but are you building it into your data strategy? And with nine out of 10 people choosing to do repeat business based on positive experiences with a company, you want those experiences to be personal, memorable, and secure. de-duped, error-free, and labeled appropriately)?

Government 115

Government Repeat business Trust Technology 115

Sales Hacker

JUNE 13, 2023

I hear this a lot from business leaders — and it’s always kind of sheepish: “Chris, how do we actually make a sales process?” Leaders find themselves hiring their own replacements. Every time, I get the same answer: “ Well, Chris, we’ve never really thought about it like that.” And I get it. Sales processes don’t just happen.

Process 87

Process Cross-sell Sales Finance 87

Veloxy

FEBRUARY 1, 2024

They encompass a wide array of data points such as: Average revenue Market penetration Quota attainment Win rate Conversion rate These metrics allow for the identification of areas in need of improvement, optimization of sales processes , effective resource allocation, and targeted coaching for your sales team.

Product 130

Product Quota Objectives and Key Results CRM 130

Search Engine Land

APRIL 4, 2024

After over 15 years of playing an SEO private investigator – in-house and as a consultant – I’m sharing 13 questions that have helped me close even the most curious cases. After over 15 years of playing an SEO private investigator – in-house and as a consultant – I’m sharing 13 questions that have helped me close even the most curious cases.

Referrals 120

Referrals CTR Territory Sports 120

SaaStr

JANUARY 4, 2023

It may seem counterintuitive to seek out a sales leadership hire during this time of slowed hiring, but it’s the number one topic that many founders talk about and many SDRs, AEs, and sales managers ask about. . Founders may ask, “how do I find the right sales leadership hire?” To succeed, you have to learn from your mistakes.

Networking 80

Networking Promote Growth Start-ups 80

SaaStr

MAY 27, 2023

We kicked off a new series that productized something we’ve been doing for 10+ years at SaaStr … getting top leaders to share their mistakes. No further questions, no additional probing. Be your own skeptic, and go deep on questions and inspection. Mistakes are inevitable, in life and in business. Tell me more.

Gaming 73

Gaming Trust Cross-sell Closing 73

PandaDoc

APRIL 3, 2023

Benefits of sales training for sales teams and their managers Sales training is beneficial for all members of a sales force, and investing in it can have many benefits and aid in establishing a culture of growth and support. With a defined and clear structure, staff can make useful decisions without the constant supervision of their manager.

Technique 98

Technique Construction Legal Sales 98

Salesmate

SEPTEMBER 18, 2020

It is enticing to play the role of a manager in a sales team. Along with your own quota, you even need to ensure that your sales team performs well and achieves its sales quota. Ronald Reagan once said, “The greatest leader is not necessarily the one who does great things. Best sales management books you must read.

Quota 116

Quota Teamwork Sales CRM 116

Salesforce

JUNE 14, 2023

Today’s buyers come to the sales process more informed than ever, looking for in-depth information specific to their needs. If one of these issues is overshadowing your deal, ask your prospect if they’re willing to share how it’s affecting them. Ask additional questions to confirm your impression.

Gaming 95

Gaming Cross-sell Referrals CRM 95

criteria for success

SEPTEMBER 9, 2022

As a sales leader, it can be a challenge to make sure your team is prospecting efficiently (or at all). We recommend that salespeople, sales managers, and anyone else in a selling capacity create a Prospecting Action Plan every month. That's why we put together something called the Prospecting Action Plan. Sales conversations.

Prospecting 97

Prospecting Referrals Networking Sales 97

Salesforce

MARCH 28, 2023

But even with the best technology out there, you’ll still be faced with a key question: How can you implement AI at scale in a way that maximizes the return on your investment? For example, the company has saved millions by using AI to more accurately forecast and manage inventory demand.

Electricity 96

Electricity Objectives and Key Results Appointment Technology 96

SaaStr

OCTOBER 27, 2023

Welcome to Part Two of SaaStr founder and CEO Jason Lemkin’s Ask Me Anything session at this year’s SaaStr Annual. Jason re-takes the stage in Part 2 of the series to answer questions about the right time is to invest in a new product line, building vertical vs. horizontal, multiples in 2024, and much more. Is that a good approach?

Strategize 99

Strategize Growth Niche Quota 99

Gong.io

DECEMBER 27, 2021

From sales leaders and frontline managers to sales reps, here’s everything you need to know if you want to land every deal left in your pipeline. From sales leaders and frontline managers to sales reps, here’s everything you need to know if you want to land every deal left in your pipeline.

Negotiate 127

Negotiate Price Contract Up-sell 127

SaaStr

JULY 11, 2023

SaaStr Workshop Wednesdays are LIVE every Wednesday. No matter where you are in the life of your company, you need to keep the big problem you are solving for your customer as your North Star. Here’s what to consider: Pain: The first thing every business should consider is the pain point. Sign up for free. Keep redefining it.

Objectives and Key Results 67

Objectives and Key Results E-commerce Quota Sales 67

Heinz Marketing

MARCH 29, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. You can even ask Alexa! This time we are talking about sales management intelligence. .

Pipeline 117

Pipeline Sales Gaming Up-sell 117

Search Engine Land

JULY 5, 2023

These questions are important but not always easy to answer. OKRs ensure that you can answer these questions. Its benefits include: Clarity of focus: By defining the objectives and key results, every member understands the team’s priorities and how their actions contribute to these goals.

Objectives and Key Results 90

Objectives and Key Results Strategize Technique Growth 90

Sales Hacker

JANUARY 22, 2021

How about when you ask…” are there any questions? ” Unfortunately, this is the reality of most sales training , and every sales leader and enablement manager is looking for ways to change that. Ask yourself, why is your team in the room today ? Or saw nothing but people looking down at their phones?

Contract 123

Contract Cold Call Technique Sales 123

Search Engine Land

JANUARY 4, 2023

But here’s the thing you need to recognize about these oft-repeated clichés: They’re excuses. ” Quality drops like a rock every time you push quantity or volume up. .” ” Quality drops like a rock every time you push quantity or volume up. All of them. The truth hurts sometimes. Role specialization.

Assembly Line 100

Assembly Line Angle Start-ups Follow-up 100

SaaStr

AUGUST 25, 2023

SaaStr Founder and CEO Jason Lemkin shares the 10 worst pieces of SaaS advice, excuses, and mistakes founders make, and what to do instead. #1 1 “Ask VCs for advice when you want money. #1 “Ask VCs for advice when you want money. Ask for money when you want advice.” There’s a gem of truth in this. It’s just not true!

GTM 73

GTM Engineering Closing Start-ups 73

SaaStr

JULY 11, 2022

Ask if there is a known reason for this plateau so that you can understand what they need to become a high performer. . Ask if there is a known reason for this plateau so that you can understand what they need to become a high performer. . Some people burn out and need to be moved into another business area.

Conversion 74

Conversion Gaming Growth Meeting 74

SalesLoft

NOVEMBER 14, 2023

The sales pipeline is the lifeblood of every sales team, providing a visual representation of where all opportunities stand in the sales process. It gives sales reps and leaders insight into deal size, sales velocity, revenue forecasts, and more. Interact with decision-makers and thought leaders in your industry.

Pipeline 52

Pipeline Referrals CRM Sales 52

Salesforce

APRIL 4, 2024

Ask them in a customer satisfaction survey. It gives them the opportunity to share their needs, preferences, and frustrations. Your customer relationship management (CRM) system makes it easy to track, manage, and analyze this data in one centralized location. After all, insight about the customer experience is critical.

Customers 52

Customers Appointment Contact Service 52

Partners in Excellence

OCTOBER 25, 2022

I was in a fascinating discussion with a group of thoughtful sales managers. A manager posed a question, “Clearly most sales roles and all managers roles aren’t something where you punch a clock. When do we know we are asking our people to do to much? ” It is a fascinating question.

Drivers/motivators 87

Drivers/motivators Meeting Conversion Sell 87

Sales Hacker

AUGUST 26, 2021

“It’s not like I didn’t understand the comp plan, but it somehow went from a one-page rewards-based plan to a 10-page online agreement that nobody wants to read.”. We need to collectively understand the intricate details of the document so that every sales rep and sales leader is aware of the important elements to identify.

Commission 96

Commission Quota Sales Finance 96

SaaStr

JANUARY 12, 2024

Now begs the question, why would you fire the protectors? Back in 2015, when didn’t have the data or NRR or GRR of 115 public SaaS companies. The number one insight back then was to put a person on it. The world has changed. We still want to drive retention and growth and make money. Let’s dive in. There’s a lot of nuance.

Customers 101

Customers GTM Growth Clients 101

Sales Hacker

NOVEMBER 17, 2022

Related: How to Become a CRO (Every Step From SDR to CRO). Related: Secrets to Acing the Sales Interview: Tips From a Recruiting Leader. Related: Secrets to Acing the Sales Interview: Tips From a Recruiting Leader. Manage large teams, both in-office and remote. Manage pipeline. And I should know. Be consistent.

Objectives and Key Results 77

Objectives and Key Results Sales Education Strategize 77

Salesforce

AUGUST 29, 2022

Paul Gaffney, chief technology and supply chain officer at Kohl’s, raised this question during a panel discussion at a recent Fortune Brainstorm Tech event. Marketing : There will be no pressing “send” on every email, campaign, or social-media post you create. Motion sensors mean I never have to flip a light switch.

Hospitality 98

Hospitality Technology Technology Appointment 98

Salesforce

NOVEMBER 29, 2023

Whether you’re launching a channel to scale more efficiently, tap into new markets, or meet customer needs, this guide can help. Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. In it, you’ll learn the basics of channel sales and how it can work for you. Franchisees.

Manufacturing 111

Manufacturing Retail Territory Sales 111

SaaStr

JANUARY 7, 2022

So how can a CEO manage their marketing effectively? You can derive marketing from two primary buyer questions: Why buy one at all, or why buy this one? You can derive marketing from two primary buyer questions: Why buy one at all, or why buy this one? This question demands you understand what you are telling the buyer.

Pipeline 93

Pipeline Price Technology Technology 93

Salesforce

JULY 27, 2022

To see how businesses are navigating new challenges and finding success, we surveyed 4,000 commerce leaders and analyzed data from 1 billion shoppers. To see how businesses are navigating new challenges and finding success, we surveyed 4,000 commerce leaders and analyzed data from 1 billion shoppers. Take a peek. The good news?

Retail 98

Retail B2C Territory Technology 98

SaaStr

JUNE 24, 2022

In the video below, he discusses the results and where he thinks SaaS companies are on track or need improvement. #1. Move the bottom 10% out and give the best leads to your top performer, and watch sales go up 20%. More here: At About $2m in ARR, Every Great Hire Will Be Accretive. #5. More Than a Good Rep. #2.

Price 88

Price Up-sell Start-ups Pipeline 88

SaaStr

MAY 25, 2020

“Help people buy how they want to buy and be as transparent as you can with pricing ” – Ken Edwards, Sales leader, Uberflip. Focus on what got accomplished, what’s next and issues that need resolution.” “Presumptive close in a transactional sale. “At “Simplicity. . “Listen.

Closing 136

Closing Process Contract Price 136

Miller Heiman Group

APRIL 13, 2020

Sales managers normally face a trifecta of shifting demands from buyers, their direct reports and their organization. The COVID-19 pandemic gives sales managers the perfect opportunity to work toward transforming into more capable leaders. Shift From a Sales Manager’s Mindset to Sales Leader’s Mindset.

Objectives and Key Results 110

Objectives and Key Results Sales CRM Quota 110

Heinz Marketing

FEBRUARY 4, 2021

It’s a little odd to think about 12 months ago versus 10 months ago. 10 months ago feels very similar to what it is right now. 10 months ago, we had shut down our offices, many of us had and I was working from my basement. It’s a little odd to think about 12 months ago versus 10 months ago.

Negotiate 139

Negotiate Cross-sell Prospecting Up-sell 139