Martech

JUNE 29, 2023

Purchases are won and lost each time a customer connects with your business digitally. Having more scalability frees you up to work on capability development,” said Alp Mimaroglu, director of marketing for wholesale food distributor Sysco, at The MarTech Conference. All of these processes should be as scalable as possible.

Cross-sell 95

Cross-sell Campaign Up-sell Customers 95

Search Engine Land

APRIL 19, 2023

Are you wondering how much you should spend on your Facebook and Instagram ads? Setting your ad budget can mean different things to different people. Considerations when setting your Facebook and Instagram advertising budget When we talk about ad budgets, several elements come into play. 20-30% in retargeting sales ads.

Campaign 102

Campaign Up-sell Start-ups Lead generation 102

Salesforce

NOVEMBER 21, 2023

Field service can help drive revenue growth by selling to your existing customers, also called upselling or cross-selling. Most likely, your mobile team is already doing this without much guidance or forethought. They also know that customer trust can lead to more sales.

Service 105

Service Growth Cross-sell Appointment 105

Martech

JUNE 8, 2023

Using AI for customer service calls helps agents serve customers more efficiently. And then the likelihood of something that started as service to move to sales or other things is much greater because you have this open channel of communication [with the customer].” Why we care.

Service 89

Service Customers CRM Engineering 89

Adaptive Business Services

MARCH 23, 2022

Personally, grew up in central Minnesota, happily married, dad to two amazing adult children. How about telling them a little bit about your business? How did you get started in selling and when did you begin adding social selling to your business? What are your social selling goals, objectives, and strategies?

Sell 101

Sell Objectives and Key Results Networking Pitch 101

Martech

FEBRUARY 2, 2024

It’s easy to get caught up in the promise of cutting-edge technology and lose sight of the practicalities involved in bringing these tools to life. As we navigate the complexities of martech, let’s explore what it really takes to turn these tools from a promising investment into a pivotal part of your marketing success story.

Objectives and Key Results 86

Objectives and Key Results Technology Technology Strategize 86

Sales Hacker

MAY 29, 2023

Starting your journey from SDR to AE? This helps you understand the terminology used through the sales cycle and what the deal funnel looks like. This will help you learn what the AEs did on the leads, how they navigated the conversations, and what was the end result. Bookmark this guide “What does a BDR do, anyway?”

Territory 87

Territory Objectives and Key Results CRM Pitch 87

Search Engine Land

NOVEMBER 17, 2022

Walmart released its Q3 earnings this week and things were looking up for the retail giant. On the earnings call, President and CEO Doug McMillon attributed the growth to “More items and sellers driving GMV (Gross Merchandise Volume) and improving customer satisfaction.” Their advertising revenue grew about 30% since Q2.

E-commerce 81

E-commerce Retail Growth Networking 81

Partners in Excellence

MAY 23, 2024

Rather than paying up front for a license, people could pay on a monthly basis for a subscription. When customers said tell me more, the sales process was usually pretty short. And we called this business model SaaS, software as a service. It enabled users to immediately have access to software solutions.

Assembly Line 73

Assembly Line GTM Minimum Viable Product Non-Profits 73

Hubspot

DECEMBER 14, 2021

It's a beautiful story — Aaron Ross transformed the Salesforce.com sales team without any traditional cold calling and scaled the business into a $100 million sales machine. But the truth is that most sales reps still don't have time to sit and read the best practices he developed in his award-winning book, Predictable Revenue.

Cold Call 77

Cold Call Represent Sales Quota 77

SaaStr

JULY 13, 2022

First, you hire your sales team. Next, you enable them to sell your product. Finally, growth occurs when sales, product, and marketing can come together. Mistake 1: Not accepting your mistakes. Founders can be opinionated, and it’s hard to accept your mistakes. Mistake 2: Hiring with urgency.

Objectives and Key Results 89

Objectives and Key Results Pipeline Price Represent 89

SaaStr

DECEMBER 30, 2022

You need to identify a niche in the current market, make yourself known, understand your main differentiators, and offer your users a ton of value for their money. Not everyone wants to use your product—internalize this first. Instead, focus on understanding your target market. . Market understanding.

Niche 80

Niche GTM Customers Growth 80

Hubspot

JUNE 26, 2019

One way to ensure that your employees are feeling challenged, fulfilled, and motivated is to create career ladders. First, Level Up Your Understanding of Career Ladders. When an employee meets a certain set of criteria, they’re eligible to move to a rung higher up on the ladder. Let’s talk about what that means.

Promote 93

Promote Sales Drivers/motivators Quota 93

Veloxy

AUGUST 11, 2022

Veloxy is a powerful Salesforce automation platform for streamlining the sales process and accelerating sales cycles. It includes a Salesforce inbox sidebar, smartphone access, sales engagement, and Ai-power lead qualification. As a sales leader, you need more than a Top 50 sales software to improve user adoption of Salesforce.

Contact 189

Contact Quota Engineering Follow-up 189

Sales Hacker

AUGUST 28, 2019

You just hired a new Sales Development Representative ! Whether they are SDR hire #1 or #20, you need to get them up and running quickly and efficiently. It’s your responsibility to show them the ropes so they can start producing for your company. You’ve hired correctly, so your new candidate is coachable.

Objectives and Key Results 69

Objectives and Key Results Cold Call Objection handling Inside sales 69

SalesLoft

FEBRUARY 29, 2024

“I don’t think many of us come into sales management because we want to be CRM jockeys, right?” said Adrienne Loper , Senior Inbound Digital Sales Leader at enterprise powerhouse IBM. We’ll take a look at how Salesloft boosted IBM’s ability to invest in their sales reps and drive more consistent results.

Technology 52

Technology Technology Clients CRM 52

Salesforce

OCTOBER 31, 2023

Congratulations, you’ve smashed your goals! This includes market, customer, and competitive research that uncovers problems your product can solve. Creating a buyer persona lets you target prospects with key messaging that emphasizes your product’s unique problem-solving value. In this world, there is no overnight success.

Go To Market 119

Go To Market GTM Objectives and Key Results Price 119

Gong.io

DECEMBER 15, 2020

Your annual sales kickoff (SKO) is ALMOST HERE. . Excitement from sales reps!) . SKOs have long held significant value for sales organizations. They get everyone on board and fired up with new goals, products, and services. . They get everyone on board and fired up with new goals, products, and services. .

Objectives and Key Results 127

Objectives and Key Results Pitch Teamwork Gaming 127

SaaStr

MAY 5, 2022

What are some of the foundational ways sales leaders can think about building their sales teams as their company continues to expand and grow? There’s no shortage of ways to tackle this challenge, but one thing is clear: build sales teams thoughtfully and intentionally. Principle #1: Ownership is Key.

Territory 88

Territory Teamwork Appointment Sales 88

Salesforce

FEBRUARY 19, 2024

As a coach, it’s thrilling to see your game plan executed to perfection on the field. If your strategy is too complex, the team may get confused and fumble at a critical moment. What you need is an easy-to-understand sales playbook to guide your team to victory. What you’ll learn What is a sales playbook?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

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 Sales Technology Technology 105

Hubspot

MAY 18, 2018

Sales Goals. Monthly sales goals. If your reps only have one goal -- meeting their quota -- they’re selling themselves short (literally). Hold your reps accountable to smaller weekly or monthly goals, and you’ll increase the likelihood they’ll meet their bigger number. How to Set Sales Goals. Waterfall goals.

Quota 101

Quota Drivers/motivators Sales Meeting 101

Gong.io

MAY 18, 2018

Starting May 25th, the impact of GDPR on sales and marketing teams could force you to experience a serious pipeline drought. Because your contactable marketing list may be cut in half. If you’re a sales organization that relies heavily on your marketing list for pipeline generation, read on. Ramp new hires faster.

Pipeline 88

Pipeline Objectives and Key Results Objection handling Meeting 88

Search Engine Land

APRIL 18, 2023

SEO helps your webpages rank higher on the non-paid search results by improving the quality and relevance of the content on your website. Typically, PPC ads show in highly prominent positions on the search results and hoover up the majority of clicks for highly commercial terms. What is right for you? And more ads.

Objectives and Key Results 102

Objectives and Key Results Minimum Viable Product A/B testing Engineering 102

Hubspot

JUNE 8, 2022

Calls go unanswered. To find out, HubSpot surveyed 100,000+ customers around the globe and compared their summer results to pre-pandemic benchmarks. If you notice these trends with your own business, continue reading to learn the best tips for increasing sales in the summer. No movement at the bottom of your pipeline?

Quota 88

Quota Construction Manufacturing Transportation 88

Highspot

DECEMBER 19, 2023

The answer lies in lead generation driven by sales development reps. To truly unlock their potential, a robust sales development playbook is vital. What Is a Sales Development Playbook? What Is a Sales Development Playbook? Benefits of a Sales Development Playbook How Do You Create a Winning Sales Development Playbook?

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Hubspot

AUGUST 23, 2022

Having powerful software is an undeniably critical component of any strong sales strategy. Fortunately, we did some digging to determine which areas of the sales cycle leaders are investing in most heavily for 2022 and beyond. These included: Following up on sent contracts 35.92%. Following up cold prospects 33.25%.

Contract 59

Contract Pipeline Cold Call Pitch 59

Partners in Excellence

DECEMBER 27, 2022

It’s now up to 72% that prefer a rep-free experience, and I anticipate this to increase in the coming year. It’s now up to 72% that prefer a rep-free experience, and I anticipate this to increase in the coming year. I recently read a post, Why Buyer Engagement Is Harder Than Ever And 4 Ways To Improve It. Profoundly so!

Prospecting 77

Prospecting Referrals Contact High impact 77

Highspot

JANUARY 2, 2023

You already know a solid sales strategy can lay the groundwork for a successful, cohesive sales organization. But we’re here to show you how implementing a plan for sales enablement sets the stage for your sales strategy to align seamlessly with your sales goals. What Is Sales Enablement?

Sales 75

Sales Quota Cross-sell Pitch 75

Veloxy

SEPTEMBER 28, 2021

Sales reps and managers are frustrated by the fact that today’s average cold email response rate is a lousy 1%. You spend 13 hours a week sending 180 emails to prospects, leads, and customers, and all you can drum up is 2 responses. You’re competing for space in the inbox of your prospects, leads, and customers.

Objectives and Key Results 204

Objectives and Key Results Prospecting Contact Campaign 204

Outreach

APRIL 16, 2018

So what can I as a content marketing leader teach you about sales? We’re basically sales people for content. Our program started with humble beginnings in Google Sheets with one-off emails and lots of ad-hoc cold calls. Our program started with humble beginnings in Google Sheets with one-off emails and lots of ad-hoc cold calls.

Cold Call 84

Cold Call Sell Trust Education 84

Partners in Excellence

MARCH 28, 2019

I wish I could take credit for the brilliance underlying Bob, but the credit goes to one of my favorite clients, a top performing sales organization in the semiconductor industry. Bob is a discussion of virtually any type of business opportunity or challenge your customer faces. Meet “Bob,” Bob is the diagram below.

Meeting 82

Meeting Manufacturing Represent Launch 82

Hubspot

OCTOBER 20, 2020

It's powerful, chilling, motivational, and applicable in every field or facet of life, and sales is no exception. How can you tell if a rep is truly achieving sales excellence? Here, we'll go over the traits that define sales excellence and determine the best ways to incentivize and reward the reps who exhibit them. Motivation.

Commission 74

Commission Drivers/motivators Sales Gaming 74

Hubspot

JANUARY 13, 2021

I will always be a believer in sales mentorship programs. Eventually, I took those learnings and taught them to sales reps I was mentoring. As I've seen firsthand, mentorship programs accelerate the learning and promotion processes on a sales team. Sales Mentoring: What's in It for You (the Mentor)? Increasing Engagement.

Sales 72

Sales Commission Appointment CRM 72

Gong.io

APRIL 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. studied 67,149 sales call recordings from our database of over 1,000,000 recorded calls. We only included demos and sales presentations from screen-sharing platforms like Webex, GoToMeeting, and Zoom. Our team at Gong.io

Objection handling 110

Objection handling Technique Price Sales 110

InsightSquared

FEBRUARY 26, 2021

Todd Abbott , CEO of InsightSquared , and Tanner Mezel , VP of Sales and Marketing at DSG , recently hosted the webinar, “Improving Funnel Throughput with Analytics & Coaching.” Together, the experts gave a detailed guide on how sales leaders can improve their company’s funnel throughput with analytics and coaching. Had a conflict?

Pipeline 62

Pipeline CRM Trust Meeting 62

Gong.io

JUNE 25, 2019

These 7 sales mistakes are just that: Horrifying. If you stop doing these, you’ll improve your calls. SALES MISTAKE #1: “Feature dumping”. Feature dumping is to sales what bad breath is to dating. It’s when you describe your product’s generic features and benefits at length. It irritates your buyer.

Objectives and Key Results 108

Objectives and Key Results Pitch Hospitality Objection handling 108