Veloxy

NOVEMBER 30, 2023

Despite discussions of outside sales dying, field sales are far from obsolete. Outside sales remain invaluable to companies, even as we move towards hybrid models. A 2023 study revealed that field sales teams outperformed their inside counterparts by 14%. In this guide, we’ll explore field sales enablement in-depth.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Veloxy

NOVEMBER 6, 2023

Many sales teams find themselves juggling multiple tools, each promising to be the silver bullet for sales success. Yet, instead of streamlining operations, this often leads to confusion, inefficiencies, and a longer sales cycle. Let’s start on this journey to simplify, consolidate, and elevate your sales process.

Sales 289

Sales Strategize Gaming Up-sell 289

STAR Results

AUGUST 2, 2021

The Fearless Sales Leader. Fearless sales leaders know that business success is defined as achieving an objective or goal. Sales leaders are accountable for making the company’s sales objectives and sales objectives equal success. Facilitating peak performance. Marketing Executive Gets It.

Sales 336

Sales Networking Campaign Product 336

SaaStr

JUNE 5, 2024

So several times now I’ve seen the #1 sales rep that was just crushing it for quarter after quarter … then a few years down the road … later become one of the lowest performers. And the fall often happens pretty quickly, even if at the time, it’s hard to see clearly. They were good with how it was. Not usually.

Sales 96

Sales Pitch Up-sell Start-ups 96

SaaStr

JUNE 8, 2024

So David Obrand, CEO of Salesloft, had a great post the other day on consistency being one of the biggest challenges with enterprise sales. In SMB sales, you see the variance in performance among reps really fast, and you can take action fast. That’s the nature of a very short sales cycle. Some … you won’t quite see it.

Quota 99

Quota Sales Trust Closing 99

Search Engine Land

JUNE 4, 2024

While auditing PPC accounts from agencies, freelancers and in-house teams, I’ve found that Performance Max campaigns typically fall into one of four categories. This should help you make the most of opportunities in the Performance Max auction. They’ll lose the click along with a long-tail sale opportunity.

Non-Profits 92

Non-Profits Campaign Cross-sell Retail 92

Cerebral Selling

MARCH 18, 2024

Some of the most common and innocent interactions between sales reps and their managers can also be the most harmful. What should I say to get them back to the table?” Many sales leaders earned the opportunity to manage teams of their own because they were top-performing individual contributors. Should we agree?” “I

Objectives and Key Results 167

Objectives and Key Results Legal Negotiate Trust 167

Martech

MAY 17, 2024

Ah, there it is again — the genAI buzz. It’s going to transform B2B sales and marketing, right? But here’s the wet blanket: If AI adoption was as straightforward as these posts suggest, why does nearly everyone find themselves with a case of the hives when they think about it? It should never have been this complicated.

B2B 113

B2B Strategize Technology Technology 113

Partners in Excellence

APRIL 5, 2024

Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all. So it remains stimulating and exciting after many years.

Sell 117

Sell Territory Consult Contract 117

Partners in Excellence

APRIL 25, 2024

It’s not wrong, but it’s not completely right. What’s our win rate, what’s our average deal size, what’s the sales cycle, what’s the quality of the opportunities we are managing in the qualified funnel? It would never cause people to think about, “What if we changed our win rate?

Pipeline 114

Pipeline Prospecting Closing Process 114

Partners in Excellence

FEBRUARY 15, 2024

I can’t begin to count the number of “experts” filling my social feeds with the sage wisdom and advice on maximizing performance: “Give your best leads to your top performers!” ” They go on to say, “The easiest way to hit your goals is to give all the best opportunities to your top performers.!”

Start-ups 110

Start-ups Up-sell Sell Product 110

Partners in Excellence

OCTOBER 12, 2023

One of the biggest mistakes I see sales managers, particularly new managers, make is the view, “I can do it better myself!” ” It’s easy to understand this. They were probably top performers as sellers. Many sales leaders behave as though they have a big “S” painted on their chests.

Closing 130

Closing Sell Sales 130

Partners in Excellence

DECEMBER 7, 2023

Top performers are already using these tools with tremendous advantage, and they always have because that’s what top performers have always done. How are they leveraging them to differentiate their engagement strategies? Sellers aren’t using them, or they use them minimally to keep managers off their backs.

CRM 129

CRM Technique Conversion Customers 129

Search Engine Land

MAY 29, 2024

We receive limited data about top performing combinations and assets, but building a practical takeaway for future advertising tactics can be difficult without a clear plan going in. Let’s start with an overview of how to set up ad variations and move on to practical ideas for using them in your accounts.

CTR 105

CTR A/B testing Campaign Launch 105

Salesforce

JUNE 10, 2024

The 6 do’s and don’ts of personalized marketing Personalized marketing in action How Salesforce uses Data Cloud to close deals faster It feels like you’ve found “the one” — a customer ready for a long-lasting brand relationship built on personalized marketing. Done right, it fosters loyalty and boosts revenue.

Customers 103

Customers Promote Campaign Price 103

Partners in Excellence

MARCH 5, 2024

Everyone that’s responding is an extreme high performer. Some have run multi-billion sales organizations and companies, some are managing their own territories selling millions a year. Some have run multi-billion sales organizations and companies, some are managing their own territories selling millions a year.

Territory 119

Territory Sports Technique Represent 119

SaaStr

MAY 20, 2024

So there are times in startup life when it seems like a wave is just overpowering you, that there is only so much you can do. But startups aren’t always as agile as social media paints them to be. It can take years for some SMB SaaS companies to hit and cross 100% NRR, for example. ” Let’s make a list: #1.

Engineering 115

Engineering Product Customers Sales 115

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. Endless discussion on “the numbers” and the challenges of achieving them. We see them leading team meetings, but usually these are fairly one way discussions, “You aren’t hitting the numbers, you need to do more!” I talk to them about it.

Pipeline 112

Pipeline Meeting Technology Technology 112

Partners in Excellence

MARCH 20, 2024

” I take these hacks, trying them out myself. I refine them, suggesting a certain industry or market. I’ve become relatively agile in prompt engineering, so I keep tweaking them, trying to find that “Aha” revelation. What are trends… ? How do I handle objections… ?”

Gaming 125

Gaming Engineering Presentation Start-ups 125

Salesforce

SEPTEMBER 28, 2023

Sales great Zig Ziglar once wrote, “If you aim at nothing, you will hit it every time.” ” That’s the struggle of every team without clear sales targets: no clarity, no progress, no growth. It comes down to regular examination of resources, performance, and potential. But will they?

Quota 116

Quota Territory Pipeline Sales 116

Martech

DECEMBER 11, 2023

In 1961, the novel “Catch-22,” by Joseph Heller was published and its title immediately became short-hand for an all-too-familiar type of organizational lunacy: circular reasoning. In a period of soft demand, like now (and probably 2024), investments in scaling sales and marketing efforts have led to a Catch-22 for both groups.

Quota 113

Quota Sales Pipeline B2B 113

Salesforce

FEBRUARY 16, 2024

About 69% of sales professionals say selling is more difficult now than in previous years, according to Salesforce’s State of Sales report. Even though it’s harder to sell, reps still need to hit their numbers. To keep your sales team motivated when things are tough, you need to reward them for their victories.

Commission 104

Commission Territory Quota Drivers/motivators 104

Search Engine Land

FEBRUARY 15, 2024

Lead generation isn’t just about driving leads; it’s about filling your funnel with qualified leads. You need something that will hook the prospect enough to make them want to give you their information. “If you don’t have these three things, you might as well just forget about it,” Waddington said.

Lead generation 116

Lead generation Campaign SQL CRM 116

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. For example, as sales people, we know–without a doubt that: We’ve got to prospect and fill our funnels. Far too few cross it, though most intend to.

Cross-sell 114

Cross-sell Pipeline Meeting Presentation 114

Partners in Excellence

APRIL 17, 2024

It is impossible for us to grow our business. If we don’t understand change, how can we ever expect our customers to understand it and want to navigate the change process? But, I can count on one hand, the number of sales enablement programs that include any significant training and development on change.

High impact 121

High impact Service Growth Conversion 121

Partners in Excellence

MARCH 11, 2024

ChatGPT and its colleagues are, too often, a debilitating cheat for sellers who don’t want to put in the work. There, I said it, I got it off my chest. I leverage them constantly through my day, but for very different purposes than the majority of sellers. Try it yourself. Or any market or industry.

Healthcare 119

Healthcare Drivers/motivators Engineering Presentation 119

Search Engine Land

SEPTEMBER 12, 2023

Even the most traditional PPC manager can’t deny it anymore: Performance Max can do amazing things. Of course, that requires you to approach it with a different mindset than Search and Shopping. Try that with Performance Max, and you’ll force it into doing something it’s not built for. That includes: Text.

Campaign 141

Campaign Retail Lead generation Pharmaceutical 141

Salesforce

MAY 20, 2024

Marketers ranked artificial intelligence (AI) implementation as both their number one priority and number one headache — highlighting its pivotal role as both a beacon of promise and a daunting challenge. To others, it means unanswered questions, uncharted territory, and unsolved challenges. What did we find? The two go hand in hand.

Territory 126

Territory Follow-up Trust Start-ups 126

Search Engine Land

NOVEMBER 20, 2023

The feature was rolled out in September for general availability in eight languages: Dutch English French German Italian Japanese Portuguese Spanish Now, two months on, the Google team is still receiving questions from perplexed advertisers that it would like to address. Why we care. ” How are ACA used? ” Can I remove ACA?

Campaign 117

Campaign Engineering Closing Conversion 117

Search Engine Land

MARCH 12, 2024

Earlier this year, Google announced the expansion of its Gemini generative AI model to support more products, including ad campaigns such as Search and Performance Max. It combines your expertise with Google AI. While the AI model is not without criticism, here’s my take on Gemini after field testing its capabilities.

Campaign 126

Campaign Conversion Clients Technology 126

Partners in Excellence

APRIL 8, 2024

The simultaneous promise/threat of AI, “Will it help me be more efficient or will it make me unnecessary?” It’s our mindless focus on volumes/velocity and pitching our products through endless sequences. ” But, we shouldn’t be shocked or surprised. For much of their buying, this makes sense.

Quota 118

Quota Trust Pitch Up-sell 118

Search Engine Land

MARCH 6, 2024

While this question pertains to machine learning and not specifically AI, it provides a great backdrop for the world we are working in. Google and Microsoft accounts contain valuable historical performance data and examining winning assets from the past is an excellent starting point for today.

A/B testing 124

A/B testing Campaign Networking Engineering 124

Search Engine Land

MARCH 19, 2024

Performance Max ads have been touted as an efficient way to manage Google Ads across multiple Google-owned channels, making campaign management simpler for PPC advertisers. On the surface, I’ve seen great results from our clients’ Performance Max campaigns, but it’s certainly left me wondering which channels performed best.

Campaign 106

Campaign CTR Retail Networking 106

Salesforce

APRIL 24, 2024

You probably had to pack up too much stuff, transport it in a truck and unpack it in the new location – hoping it survived the trip. It’s not possible (yet) in the physical world, but with zero copy integration, that’s how you can handle your customer data. But it has its challenges.

Customers 124

Customers Transportation Government UX 124

Search Engine Land

APRIL 19, 2024

While Google’s responsive search ads (RSAs) have come a long way from the simple text ads of the past, there are still plenty of opportunities to optimize and take your PPC performance to new heights. Learning periods will be ongoing and performance insights will be limited. This is why. Very eye-catching for users. See terms.

CTR 109

CTR A/B testing Objectives and Key Results Campaign 109

SaaStr

FEBRUARY 8, 2024

Dear SaaStr: What are the best 5 points to improve poor sales performance? Here are my 5 simplest ideas to quickly improve sales performance. Let them go. Not to save money, but to concentrate the leads you do have in those that can close them. Be more involved as the CEO with sales.

Quota 89

Quota Sales Closing Gaming 89