Sell Or Die

JANUARY 17, 2019

03:21 - Deb Calvert recaps her 2018 09:05 - Deb's tips for gaining confidence in sales. 11:45 - Leadership isn't something you're born with, but rather a choice of behaviors 19:55 - " I was the worst sales manager of all time at my first job" - Deb Calvert 23:40 - What's next for Deb in 2019? On today's show.

Sales 40

Sales Up-sell Start-ups Sell 40

Heinz Marketing

FEBRUARY 20, 2019

To help you get (and stay) on the right path to achieving webinar success, we’re excited to announce our new blog series — The Road to Webinar World 2019. 4/09 Developing Webinars for Key Opinion Leaders (KOL). To learn how to do this and much, much more, join us at ON24’s Webinar World 2019 from March 11-13 in San Francisco, CA!

Cross-sell 62

Cross-sell Promote Lead generation Presentation 62

Sales Hacker

APRIL 10, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. Prepare for the close (09:17). ? 10 Questions (09:56). ? Sales Hack 9: Prepare for the close (09:17). 10 Questions You Need to Ask (09:56). What You’ll Learn. The benefits of slowing down. 10 Tough Questions to help you close.

Closing 73

Closing Contract Meeting Process 73

Sales Hacker

FEBRUARY 18, 2020

She was the 2018 recipient of the Innovators and Disruptors Award sponsored by New York On Tech and NBCUniversal, and she was the 2019 nominee for the Rising Star Award for Women in AI sponsored by VentureBeat. The Human Element of AI [09:34]. The Human Element of AI [09:34]. Subscribe to the Sales Hacker Podcast.

Manufacturing 72

Manufacturing Technology Technology Territory 72

Heinz Marketing

FEBRUARY 20, 2019

4/09 Developing Webinars for Key Opinion Leaders (KOL). To learn how to do this and much, much more, join us at ON24’s Webinar World 2019 from March 11-13 in San Francisco, CA! Here’s a calendar of what you can expect: 2/20 The Power of Panel Webinars. 2/26 Streamlining Webinar Operations with Integrated Technologies.

Cross-sell 58

Cross-sell Promote Lead generation Presentation 58

Sales Hacker

FEBRUARY 18, 2019

Show Introduction [00:09]. Outreach is running Unleash 2019. The importance of giving up-and-coming salespeople an opportunity to stretch and grow. How to use quota to drive outcomes and results. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Should You Work at Early-Stage Ventures?

Quota 70

Quota Sales Promote Up-sell 70

Sales Hacker

MARCH 4, 2019

Show Introduction [00:09]. Outreach is also running Unleash 2019. Why every rep needs to prospect and the importance of pipeline generation. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. About Dan Fougere: An Introduction [02:43]. Building a Repeatable Leadership System [19:04].

Pipeline 62

Pipeline Cold Call Sales Promote 62

Sales Hacker

FEBRUARY 4, 2019

Show Introduction [0:09]. Outreach is running Unleash 2019: The Sales Engagement Conference. Being busy is cheap, prioritizing is expensive – the importance of finding time for yourself. What is the Holy Trinity of Sales? Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps.

Up-sell 69

Up-sell Sales Follow-up Prospecting 69

Sales Hacker

JANUARY 14, 2019

Show Introduction [0:09]. Welcome back, it’s really exciting to be in the heart of 2019. Key things to think about for women in sales leadership positions. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. About Amy Appleyard: An Introduction [02:18].

Inside sales 54

Inside sales Sales Quota Territory 54

SaaStr

NOVEMBER 2, 2019

This podcast is an excerpt from Robert and Neeraj’s session at SaaStr Annual 2019. So the previous one saying carefully constructed very different things, staying in the same segments, [inaudible 00:09:38]. The post SaaStr Podcasts for the Week with Chargebee and Glassdoor — November 1, 2019 appeared first on SaaStr.

GTM 51

GTM Price Up-sell Product 51

SaaStr

MAY 24, 2019

This podcast is an excerpt of Andy’s session at SaaStr Annual 2019. Andrew Filev: So for us, the model we picked was land and expand so we always had our expansion, we were always ahead of our new sales and that provides you the confidence that you can absolutely [inaudible 00:13:09] in the market. Missed the session?

E-commerce 58

E-commerce Start-ups Technology Technology 58

Sales Hacker

JANUARY 21, 2019

Show Introduction [0:09]. Coming up in March, Outreach is running Unleash 2019 , the sales engagement conference. Welcome to 2019. I’m ready to get 2019 kicked off with you, so thanks for having me join. The difference between A players and B players when it comes to career pathing. We’re on iTunes. And on Stitcher.

B2C 13

B2C Territory Follow-up Inside sales 13

SaaStr

MAY 3, 2019

This podcast is an excerpt of Sandy’s session at SaaStr Annual 2019. crosstalk 00:13:09]. The post SaaStr Podcasts for the Week: May 3, 2019 appeared first on SaaStr. SaaStr’s Founder’s Favorites Series features one of SaaStr Annual’s best of the best sessions that you might have missed.

Territory 59

Territory Quota Cross-sell Pipeline 59

SaaStr

JUNE 21, 2019

This podcast is an excerpt of Ryan’s session at SaaStr Annual 2019. Here at Twilio, while we do that at a high level, we’re not at a state where we have more departmental focus with the general manager how do you [inaudible 00:09:55] each product line? Missed the session? But that was something that we evolved to over time.

Start-ups 55

Start-ups X-functional Drivers/motivators Up-sell 55

SaaStr

MAY 27, 2020

If you look at this graph, it simply plots out how many people filed in the weeks before 2016, 2017, 2018, 2019, 2020. This is an example just of the oil market compared just from April 2019 to April 2020. You can see very few unemployment filings and in four weeks, 22 million. So let’s put 22 million into perspective.

Finance 76

Finance Government Price Contract 76

SaaStr

JULY 25, 2021

So how would you do [crosstalk 00:09:28]? But you can’t just ignore the quarter and say like I’m just focused on what’s going to happen at the end of 18 or 2019? And actually the track record of second time entrepreneurs is not as good as you would think because you would think this person has been there, done it.

Up-sell 96

Up-sell SQL Product Start-ups 96

Sales Hacker

MAY 21, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. This video, presented at our 2019 Success Summit, was a wonderful parting gift that we hope you’ll enjoy. Avoid hacky sales (09:21). ? Avoid hacky sales (09:21). Sadly, Barbara passed on from our community on May 20, 2020.

Sell 121

Sell Pitch Up-sell Meeting 121

Sales Hacker

DECEMBER 8, 2020

Show Introduction [00:09]. Show Introduction [00:09]. Luke Rogers: So the company only came out of stealth just over a year ago, October 2019, just after it did its series B. And then in 2019 we got pregnant and decided to go and be in Canada for the birth of my daughter. Who is Luke Rogers and what is Instabase?[3:15].

Sales 98

Sales E-commerce Technology Technology 98

Sales Hacker

APRIL 3, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. Mindset (04:09). ? The Objection Handling Mindset (04:09). In it, Founder of Sales DNA , Josh Braun , shows you how to diffuse objections and close the deal. What You’ll Learn. Why people raise objections. The cause of the problem.

Objection handling 70

Objection handling Sales Commission Prospecting 70

SaaStr

MARCH 5, 2019

Jason Lemkin: Not everyone’s in M&A team [crosstalk 00:13:09]. It’s 2019. If we were to work on kind of M&A, you know begin sort of with a small group of people and kind of the circle’s widen as more people kind of become involved in it [crosstalk 00:13:08]. Jay Simons : Yeah. Blogging’s back.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Trust Product 59

SaaStr

MARCH 5, 2019

Jason Lemkin: Not everyone’s in M&A team [crosstalk 00:13:09]. It’s 2019. If we were to work on kind of M&A, you know begin sort of with a small group of people and kind of the circle’s widen as more people kind of become involved in it [crosstalk 00:13:08]. Jay Simons : Yeah. Blogging’s back.

Objectives and Key Results 54

Objectives and Key Results Cross-sell Trust Product 54

SaaStr

OCTOBER 25, 2019

They want to recreate shopping, they don’t want to have giant IT orgs and all this [inaudible 00:19:09]. In 2019, with your customers, if the CIO or the IT, if they’re opposed and the CMO really wants Shopify, he or she sees the world changing, I want to be up in 90 days, I want to be agile, can the CMO win that debate in 2019?

E-commerce 43

E-commerce Start-ups Product Price 43

Sales Hacker

JUNE 12, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. The pipeline cures all ills (09:24). ? The pipeline cures all ills (09:24). In it, Co-Founder and CRO of Kronologic, Aaron Bollinger, shows us how to close enterprise level deals when you’re a startup. What You’ll Learn.

Closing 69

Closing Contract Pipeline Meeting 69

Sales Hacker

FEBRUARY 25, 2019

Show Introduction [00:09]. Outreach is running Unleash 2019. We’ll see you next time and I hope to see you at Unleash 2019 in March in San Diego. Why we should be measuring the 2nd meeting frequency vs the 1st meeting frequency. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Mindfulness [08:40].

Drivers/motivators 55

Drivers/motivators Sales Trust Healthcare 55

Sales Hacker

JANUARY 28, 2019

Show Introduction [0:09]. In March, Outreach is running Unleash 2019. What is STA’s DNA PRO model for assessing sales talent. What is current market comp for SDRs and AEs. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. About Jamie Scarborough: An Introduction [3:54].

Sales 77

Sales Up-sell Start-ups Conversion 77

SaaStr

JANUARY 28, 2020

One other one, I don’t want to get too [inaudible 00:09:12] on this one, but another one that we don’t quite talk about enough, but I want some actionable ideas. It’s just a superpower in 2019. It goes back to that cashflow management. Jason : Yep. One was this recession thing I haven’t talked about.

Growth 81

Growth Promote Engineering Up-sell 81

Sales Hacker

AUGUST 28, 2018

Show Introduction [0:09]. If Content Is King, Context Is God [14:09]. What should we be thinking of as we move into 2018 and 2019? Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. About John Barrows: An Introduction [2:47]. How to Think About Your Contact Strategy [18:04].

Quota 45

Quota Cold Call Contact Cross-sell 45

Sales Hacker

JUNE 18, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. Jake’s Background (01:09). ? Jake’s background (01:09). In it, VP of Revenue Collective, Jake Reni , talks with our Scott Barker about the new KPIs that modern sellers need to focus on. What You’ll Learn. The importance of empathy.

Quota 76

Quota CRM Pipeline Up-sell 76

Sales Hacker

FEBRUARY 11, 2019

Show Introduction [0:09]. Outreach is running Unleash 2019 , the sales engagement conference. Using “inspectable events” to create forecastable deals. Why enterprise sales is a team sport. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. About Travis Bryant: An Introduction [3:26].

Engineering 63

Engineering Sports Objectives and Key Results Sales 63

Sales Hacker

JULY 8, 2020

Show Introduction [00:09]. Show Introduction (~300 words) [00:09]. He’s responsible for growing agent revenue across Compass’ many markets, including the development of new revenue streams to the business Compass finished 2019, over $2 billion in revenue, a big jump from $880 million in 2018. with Andrew Sykes.

Real Estate 113

Real Estate Strategize Launch Commission 113

Sales Hacker

MARCH 27, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. Duel 3 (33:09). ? Duel 3 (33:09). In it, Founder of Startup Hypeman, Rajiv Nathan, shows you how to do sales presentations that don’t suck. What You’ll Learn. Why use sales presentations? When to use one? The Entertainer Effect (17:14). ?

Presentation 73

Presentation Entertainment Sales Pitch 73