SalesLoft

DECEMBER 8, 2023

Everyday, the alarm bells are loudly ringing regarding the current state of outbound Sales. How I used AI to increase my cold email volume 20x.” “Will Google’s email restrictions kill outbound?” Our Commercial Sales organization just increased our AE-sourced Closed Won ARR by a whopping 51% per AE in Q3. How do I know?

Sales 52

Sales Pipeline Negotiate Prospecting 52

Partners in Excellence

JULY 29, 2022

What If buyers had a tool they could easily manage the content they see from all sources, the communications they have within the team and with the suppliers they are considering? Maybe project management tools, evaluation tools, and others. Maybe project management tools, evaluation tools, and others.

Sell 90

Sell Customers Meeting Process 90

Veloxy

FEBRUARY 13, 2023

Open ended sales questions are a crucial aspect of the sales process. Additionally, we’ll cover some of the common mistakes to avoid when asking open ended sales questions. What are open ended sales questions? What are open ended sales questions? Kudos to Jordan Belfort for the last three questions.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Heinz Marketing

MAY 14, 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. Steps for efficient time management include creating a to-do list, getting organized, and removing clutter. How Leaders Can Control Their Frustrations with Team Members.

Strategic planning 97

Strategic planning Strategize B2B Technique 97

Search Engine Land

OCTOBER 24, 2023

Why ‘traffic’ and ‘trials’ are terrible indicators of SEO progress Traffic, trials, leads and sales are nice. Traffic, leads, demos, opt-ins, and sales are all lagging indicators. They virtually own all of the digital “project management” space. “Skate to where the puck is going.” They want long-term success.

CTR 111

CTR Drivers/motivators Start-ups Referrals 111

Martech

JULY 15, 2021

Early in my career as an industry analyst, I noticed that some of the best web content and experience management (WCM) solutions came from lesser-known vendors. Big martech suite vendors aren’t going to fail as companies, but they will kill or replace individual products at the drop of the hat. Many smaller businesses do fail.

Strategize 125

Strategize Presentation Campaign Technology 125

Partners in Excellence

DECEMBER 12, 2022

Working in any of his organizations is demanding, characterized by very hard work, vicious focus, long hours, high expectations of performance. While Elon is getting a lot of attention, each of us face the same issues in the organizations we work with. We need to ask ourselves, “Would we work for this organization?”

Networking 62

Networking Conversion Go To Market Customers 62

Partners in Excellence

DECEMBER 9, 2020

Simultaneously, sales organizations are scrambling to close deals and make this year’s number. I see product management present reviews on new product announcements/plans for the coming year. I see product management present reviews on new product announcements/plans for the coming year. Today, I sat on a review.

Launch 73

Launch Gaming Presentation Product 73

Partners in Excellence

DECEMBER 16, 2020

Yet, in spite of all the research and insight around, “focus on the customer, make it all about the customer,” the majority of marketing and prospecting outreach is all about, “… to show my incredible services and products… ” Is it that marketers and sales people are totally unaware of the literature and research?

Technique 154

Technique Prospecting Meeting Customers 154

Heinz Marketing

MARCH 20, 2021

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. Six Insights-Driven Best Practices For Sales And Marketing Leaders. Insights that drive sales and marketing to the best-fit and most lucrative targets should be clear, right?

B2B 86

B2B Gaming Product Customers 86

Salesforce

MAY 23, 2023

For the third year in a row, I had tanked at my sales job at Salesforce. This was 2016, the year I almost quit sales. I reached out to mentors, hired a coach, and took a rigorous sales training course. My sales had never been better. I thought I had to fix my sales. I missed my quota. Instead I had to fix myself.

Quota 98

Quota Negotiate Commission Sales 98

Martech

JULY 16, 2021

Must-haves included information on lead scoring and lead management and a data dictionary. Big martech suite vendors aren’t going to fail as companies, but they will kill or replace individual products at the drop of the hat. I’ll come back to Wow. The assessment was led by M.H. Lines, CEO of Stack Moxie. Editorial Director.

E-commerce 123

E-commerce Electrical Engineering Government Electricity 123

Sales Hacker

DECEMBER 20, 2021

COVID-19 was a sink or swim moment for many companies. The choices were simple: dive headlong into a decade’s worth of digital transformation , or go out of business. As a result, much of the evaluation, investment, and rollout of virtual training technology in 2020 was rushed, limited in scope, and poorly planned. Today, not much has changed.

Objectives and Key Results 97

Objectives and Key Results Customers Technology Technology 97

SaaStr

APRIL 14, 2023

At SaaStr’s APAC 2023, Vertex Ventures General Partner Carmen Yuen, GGV Capital Managing Partner Jenny Lee, Square Peg Capital Partner Piruze Sabuncu, and moderator Arnaud Bonzom (Co-Founder and Managing Director of Black Mangroves) discuss the common pitfalls to look out for when you are raising your Series A. That’s a mistake.

Drivers/motivators 89

Drivers/motivators Legal Negotiate Up-sell 89

Lead Fuze

AUGUST 13, 2021

Stay Ahead With These Sales Training Courses this 2021! Predictable Revenue, sales hacking, and now account-based everything has massively impacted the sales profession over the last 10 years. In partnership with LeadFuze, Sales Hacker has launched FREE LeadFuze Certified Sales Hacker Bundle.

Objectives and Key Results 98

Objectives and Key Results A/B testing Sales Launch 98

Search Engine Land

JUNE 28, 2023

So, if you focus link building efforts on complementing what you’re already doing for digital PR, you kill two birds with one stone and reap the benefits from both efforts. Trust and credibility are traits everyone strives to earn in life. In SEO , backlinks are an essential part of earning those coveted traits.

Growth 97

Growth Niche Trust Pitch 97

SaaStr

MARCH 17, 2021

The other day, I met with a great founder who talked with me about how he was about to top his VP of Sales. Time to get the management team in order. You definitely don’t want to hire some SVP of Sales at Salesforce to come be your VP of Sales at $1m in ARR — that we can all agree on. More on that here.

Promote 116

Promote Growth Follow-up Up-sell 116

Heinz Marketing

JUNE 14, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. You can even ask Alexa! Listen in now and/or read the full transcript below.

Pipeline 136

Pipeline Finance Sales Profit margin 136

Salesforce

AUGUST 29, 2022

When I wake up, I push one button to open the shades, turn off the house alarm, and change the lights to a brighter setting. Motion sensors mean I never have to flip a light switch. I have another button that starts a sequence when I leave the house and for when I go to bed. I save about 20 to 30 minutes a day due to home automation.

Hospitality 98

Hospitality Technology Technology Appointment 98

Partners in Excellence

MARCH 7, 2022

One would think it’s mostly customers liking this, but shockingly, too many sales people love this. There’s little that sales people can to in presenting product capabilities, features, functions, even conducting demos that a customer can’t do on their own, digitally. And over time, those catalogs moved on line.

Represent 73

Represent Pitch Up-sell Start-ups 73

Sales Hacker

JUNE 25, 2020

Anxieties keep us up at night , and distractions from working from home , burnout from a lack of boundaries between our professional and personal lives, and the cognitive overload of Zoom are all killing our focus. Even before the uncertainties of COVID-19, Americans were underslept. The Effect of Sleep Debt on Productivity.

Product 134

Product Teamwork Sales Legal 134

Veloxy

SEPTEMBER 5, 2023

Whether you’re a beginner, intermediate or inside sales expert, we can all agree on a few things. One; sales is no longer just about high pressure, ‘won’t take no for an answer’ pitches. Today, it’s more of a different dynamic where sales reps listen, empathize, and even kill pitches early if they sense the prospect isn’t interested.

Inside sales 130

Inside sales Pipeline Quota Cold Call 130

SaaStr

NOVEMBER 25, 2020

Do you have two sales teams? And most importantly, multiple products can be very distracting at the management team level. You can always kill it later. Both are two of the most impressive and inspiring public SaaS CEOs — but their products and companies couldn’t be more different.

Product 141

Product Drivers/motivators CRM Launch 141

Sales Hacker

JUNE 22, 2020

To make matters worse, today is the close date of this forecasted opportunity and your manager asks you when it’s coming in. It’s also why, when you don’t leverage those skills — CFOs kill your deals. This is why, when they get that random DocuSign in their inbox, they archive it, move on, and indirectly kill your deal.

Pitch 106

Pitch Up-sell Strategize Finance 106

SaaStr

NOVEMBER 18, 2020

Mistake #1: Hiring Too Inexperienced and Junior Managers and “VPs” Stretch VPs can do amazing things if you get it right. Hiring someone who’s never really been a manager at all, for a management role, for a true “owner” role … is usually a stretch too far. That can be very powerful.

Quota 145

Quota UX Price Inside sales 145

Spiro Technologies

JULY 22, 2021

There are currently 700k open sales roles in the US, making it one of the largest sectors of the workforce at approximately 15m salespeople (according to the Bureau of Labor Statistics). No sales tools/technology . Salespeople are rarely at a loss for job opportunities. A bad reputation . Percentage of reps hitting quota .

Quota 78

Quota Sales Technology Technology 78

SalesLoft

MARCH 20, 2020

Guest post by Scott Leese, CEO & founder of Scott Leese Consulting , and founder of The Surf and Sales Summit. Or you’re used to coaching your team on the sales floor. Whether it’s selling, management, scaling, strategy, or whatever — now is a unique opportunity to get support. You’re home now, not in the office.

Quota 131

Quota Territory Trust Up-sell 131

Jeff Shore

MAY 31, 2018

While I know that there will always be practices within your organization that are out of your control, there are certain aspects of why you are losing good salespeople that are totally within your sphere of influence. Here are four areas that are causing your sales people to hand in their notices: 1. By Amy O’Connor. The result?

Commission 129

Commission Sales Up-sell Sell 129

Partners in Excellence

SEPTEMBER 14, 2018

Robert was one of the most interesting and dedicated sales enablement professionals I have met. When I published Sales Manager Survival Guide, Robert and I got into one of our most fascinating series of discussions. Our conversations formed the foundation to the “Sales Manager Survival Guide Fieldbook.”

Conversion 83

Conversion Growth Trust Start-ups 83

Partners in Excellence

JUNE 11, 2020

I’m always stunned by the number of sales people and leaders that don’t know their numbers. ” Those are important numbers, but not very useful in managing performance. ” Those are important numbers, but not very useful in managing performance. What’s your sales cycle/deal velocity?

Pipeline 111

Pipeline Start-ups Quota Prospecting 111

Partners in Excellence

DECEMBER 17, 2018

Sales Talent Is A Problem, Is it Worth Solving , by the folks at CSO Insights. How do we structure the sales organization to be most efficient? How do we reduce the variability in sales people and what they do, creating the lowest cost ability to acquire customers. They have no preference of digital, sales, or any other.

Assembly Line 88

Assembly Line Pitch Sales Growth 88

Gong.io

DECEMBER 5, 2018

The bell curve is the oldest problem in sales. You’ve got a handful of top producers who are killing it , far exceeding quota. The Oldest Problem in Sales Meets the Hottest New Tech. It’s the holy grail for sales leaders. The insights you’ll get will fundamentally change the fabric of your sales organization.

Quota 87

Quota Sales Pipeline Closing 87

SaaStr

OCTOBER 6, 2019

And often, if you are capital efficient, your marketing cost will be close to $0 at this point (you are barely spending anything to acquire most customers), and your sales costs are pretty predictable. Generally speaking, one Director of Sales can manage about 8 closers, account execs, max. More account managers and farmers.

Non-Profits 94

Non-Profits Growth Appointment Sales 94

Sales Hacker

MARCH 16, 2021

If you missed episode 151 check it out here: Leads Don’t Matter: Moving From a Sales-led to a Product-growth Orientation with Stephanie Cox. Subscribe to the Sales Hacker Podcast. From Neuroscience to RevOps: How Sara used her brain to start her sales career [5:56]. They create sales engagement software. We’re on iTunes.

Non-Profits 98

Non-Profits Government Price Sales 98

Partners in Excellence

FEBRUARY 27, 2019

I wrote The Coming Sales Talent Crisis , focusing on the struggles our customers face in their buying journey. Helping our customers requires new sales skills. ” They are referring to the data that we see about the revolving door of sales talent we see in too many organizations. This process is complex.

Sales 73

Sales Consult Start-ups Growth 73

Jeff Shore

OCTOBER 30, 2018

Yeah… John got more sales than anyone else! Cue the lackluster applause from the other sales people. At Shore Consulting, we help sales leaders transform boring, culture-killing sales meetings into sales rallies. How would I organize the meeting if every person in attendance paid $3000 to be there?

Meeting 78

Meeting Sales Strategize Consult 78

Hubspot

MARCH 19, 2018

New research from Richardson Sales Training reveals the biggest focus for sales professionals in 2018 should be articulating value. Balancing sales and relationship management. Building the right sales skills. This stems from strong competition and an increasing number of decision makers on the buyer’s side.

Cross-sell 99

Cross-sell Relationship Management Price Trust 99