Gong.io

JUNE 22, 2020

What’s a sales leader’s real job? And that isn’t seven and a half million people. The reason they were promoted was because they were the most competent individual producer. They were the most effective dental hygienist or the most creative digital designer or the top-producing salesperson. .

Promote 62

Promote Meeting Closing Pipeline 62

Partners in Excellence

MAY 1, 2017

If I were to assess the worlds of buying and selling through much of what I read, I would come up with the conclusion that Customers and Sales people are on diverging paths, we are doing as much to minimize our interactions with each other. At the same time, sales seems to be on a different path.

Customers 54

Customers Cross-sell Sales Account management 54

Hubspot

APRIL 1, 2018

Because of the impact they had on the growth of the brand, and because they manage to hit on some universal truth that allows us to remember these campaigns years after they first began. The 17 Best Advertisement Examples (And What Made Them Successful). In 1988, Nike sales were at $800 million ; by 1998, sales exceeded $9.2

Gambling 101

Gambling Campaign Sports Gaming 101

ConversionXL

OCTOBER 21, 2015

What gives? So, is it true? Here’s what he had to say on the subject of reducing form fields… Michael Aagaard , Unbounce: “A while ago I was working with a client who had a lead gen site where people can go to find entertainment for events. That’s what research does. Sounds simple and, well, pretty obvious, right?

Entertainment 116

Entertainment Conversion Government Clients 116

Partners in Excellence

APRIL 4, 2017

I get so weary about the endless drivel about the “Death Of Sales.” Al the posts seem to come from sales “gurus” and technology suppliers, perhaps foreshadowing their own demise. What’s killing sales isn’t the buyer. We know that we have to research, prepare.

Assembly Line 50

Assembly Line Sales Education Pitch 50

Partners in Excellence

JUNE 5, 2017

.” It was entitled ” How to get customers to come to you…” It’s marketing and sales people’s dreams, getting customers to come to us. They usually may want to learn more, so we get to talk about our favorite things—our products, our company, ourselves. Some would argue against this.

Customers 56

Customers Represent Price Product 56

Spiro Technologies

NOVEMBER 18, 2022

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving and selling products and of course having fun along the way. We make amazing AI software for companies in the supply chain, but we’re not talking about that today. And he wrote the forward to the Challenger Sale.

Customers 52

Customers Sales Contract Up-sell 52

ConversionXL

SEPTEMBER 10, 2019

It’s everything I could want from a job. It directly impacts the company, is fairly autonomous, works great with a few high-caliber folks, and involves a ton of A/B tests. I’ve spent years running these teams—but I don’t know if I’ll ever build one again. I doubt that I’ll even have a growth team at any company I’m managing in the future.

Growth 133

Growth A/B testing Non-Profits Engineering 133

SaaStr

JULY 17, 2020

353: Keith Rabois (Paypal, Linkedin, Square) and SaaStr Founder Jason Lemkin talk about the landscape of SaaS & Cloud fundraising and valuation in 2020. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. This episode is sponsored by Lightmatter.

E-commerce 70

E-commerce Retail Real Estate Growth 70

Lead Fuze

AUGUST 10, 2021

Change Your Sales Process Tactically Through These Sales Statistics. Understanding these sales statistics can help you make critical decisions, but ultimately you are going to need to test what works for you. As an analytical person, I’m always looking for data to confirm assumptions. This is exactly why we exist.

Cold Call 98

Cold Call Appointment Represent Follow-up 98

ConversionXL

APRIL 3, 2019

What a rush—24 speakers over three days at a picturesque resort. If you’re wondering what you missed, here are highlights from each of the sessions at CXL Live this year. If you’re wondering what you missed, here are highlights from each of the sessions at CXL Live this year. Or absolutely awful? How hard was it to…”).

A/B testing 114

A/B testing Objectives and Key Results Referrals Niche 114

Hubspot

NOVEMBER 13, 2017

Because of the impact they had on the growth of the brand, and because they manage to hit on some universal truth that allows us to remember these campaigns years after they first began. What Is a Marketing Campaign? 14 of the Best Ad & Marketing Campaigns (And What Made Them Successful). 1) Nike: Just Do It. It was a hit.

Campaign 78

Campaign Gambling Cross-sell Follow-up 78

Heinz Marketing

JULY 8, 2019

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 long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. It is direct to the truth. It is no spin. It is no spin.

Pipeline 59

Pipeline Sales Pitch Angle 59

SaaStr

JULY 15, 2020

A discussion with SaaStr CEO Jason Lemkin and Keith Rabois, Partner at Founders Fund about the latest on unicorn and decacorn valuations. Two, founders care a lot about Venture maybe more than they should. We had Christoph Jans this morning from Berlin talking about how you needed a much longer list of investors.

X-functional 60

X-functional E-commerce Growth Retail 60

Partners in Excellence

JULY 19, 2017

When you think about it, with the exception of procurement professionals, and with the exception of things we buy frequently–for example toilet paper for the bathrooms, the buying process only happens once. They don’t know why, what, how they should do this. They’ve never done this buying process before!

Process 55

Process CRM Manufacturing Sell 55

Partners in Excellence

MAY 22, 2017

The numbers are all over the place: Customers are 57-92% through the buying process before engaging sales. There are endless research studies talking about B2B buyers are completing their purchase transaction on line. The problem with all of these analyses is a fundamental misunderstanding of what sales people do!

B2B 49

B2B Up-sell Education Sell 49

ConversionXL

JUNE 9, 2016

What Is Social Commerce? Or you can learn about a product in a tweet and make the purchase on Twitter itself. and even Messenger is being used by companies to interact with consumers (both pre- and post-sale). Now, those numbers were released back in March, so it’s safe to assume revenue has increased since.

Retail 85

Retail Cross-sell Up-sell Promote 85

ConversionXL

APRIL 11, 2014

Way back in 2006, Amazon reported that 35% of it’s revenues were as a direct result of it’s cross sales and upselling efforts. What is Upselling? What Are Cross-Sales, Add-On Sales & Bundle Sales?

Cross-sell 118

Cross-sell Price A/B testing Up-sell 118

ConversionXL

OCTOBER 23, 2019

Every industry is plagued by myths, misunderstanding, and half truths. This is especially true in digital marketing, and conversion optimization is no exception. Even if you tried to test the 100 tactics one by one, the average A/B test takes about four weeks to run, so it’d take you 7.5 Why do they persist?

Conversion 81

Conversion A/B testing Objectives and Key Results Non-Profits 81

ConversionXL

APRIL 9, 2013

Know those sales pages that are really, really long? Long form sales pages have their place and they work extremely well in many circumstances. Think about it – the reason you have a website is cause you want to sell something. Think about it – the reason you have a website is cause you want to sell something.

Sales 133

Sales Price Up-sell Trust 133

ConversionXL

JULY 17, 2014

We’re losing huge amounts of absolute numbers there. Probably half the funnel setups I come across are broken. If you see stuff like this (numbers too good to be true), you know it’s b t: Nothing converts at 100% in this world. How about this funnel – can you see what’s wrong: It was a trick question.

Conversion 132

Conversion UX Start-ups Construction 132

SaaStr

APRIL 24, 2019

What were some of his biggest takeaways from seeing the first hand scaling of Quora and Addepar? * What two characteristics of the market should founders really look to examine? What were the benefits for Alex of investing early in customer success? What is the ideal profile of this candidate? *

Price 50

Price Start-ups Consult Product 50

ConversionXL

APRIL 14, 2016

The question becomes… what do you do if you don’t have enough traffic to run valid tests ? What if you don’t have the resources? Back in 2009, Google conducted experiments which demonstrated that slowing down the search results page by under half a second resulted in 0.2% fewer searches. seconds to 2.9 seconds to 2.9

Conversion 90

Conversion E-commerce Objectives and Key Results Trust 90

The Lost Book of Sales

DECEMBER 30, 2021

From mission command to what Bungay calls “directed opportunism” The role of strategy. Brief thoughts from reading the book. Part 1: Uncertainty leading to organization complexity. Execution versus mere activity. Predictable versus an unpredictable environment. Three principles for ensuring alignment. Sources of friction.

Objectives and Key Results 98

Objectives and Key Results Drivers/motivators Strategize Follow-up 98

ConversionXL

JUNE 22, 2016

I wrote down 25 TIBs – things I believe to be true. I wrote down 25 TIBs – things I believe to be true. Sees a well-known billionaire there, and seizes the moment to ask him a question: “What’s the one piece of advice you would give someone in their 20s to achieve great success?

Networking 91

Networking Up-sell Start-ups Launch 91

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. This episode is sponsored by Linode. This episode is sponsored by Guideline. Matt Garratt.

Price 59

Price Retail X-functional Healthcare 59

SaaStr

JANUARY 10, 2020

What did he mean by this? What were the core mistakes that he made with RJ Metrics? Does Bob agree with the notion that channel sales have completely died in the world of SaaS? What are the drivers of its death? At what scale does that become impossible? Why is this? This episode is sponsored by Brex.

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

ConversionXL

JULY 11, 2016

People always try to argue with the user feedback strategy by quoting Henry Ford, ““If I had asked people what they wanted, they would have said faster horses.” Either way, user feedback is not about asking your customers how to solve problems. If you don’t care about words, you’re a decorator, not a designer.

E-commerce 79

E-commerce A/B testing GTM Drivers/motivators 79

ConversionXL

DECEMBER 18, 2015

No matter how many times you read about “the death of email”, it remains paramount in the online world. However, there are four types of promotional emails you see quite often: sales / special offer emails, upgrade emails, event / invitation emails, and blog emails. Sales, Special Offer & Holiday Emails.

Promote 91

Promote A/B testing Campaign Start-ups 91

SaaStr

JULY 12, 2022

One of the first what How to Hire a Great VP of Sales at the New York Enterprise Tech Meet-Up (thank you to John Lehr and Work-Bench for setting this up). The Number One Thing You Can Do to Accelerate Your Business Post-Initial Traction is Hiring a Great VP of Sales. Let me walk you through what I learned.

Sales 103

Sales Closing Up-sell Engineering 103

The Lost Book of Sales

JULY 12, 2021

It's one of those books that you have to read if you work in sales or technology. If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. What's happening? What is the "Chasm"? What's happening?

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

JULY 15, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling from $1M to $10M. So I wanted to know, what are your thoughts on using SEO as a credible source of traffic? I mean, we’ve all read about programmatic SEO, and how successful SEO has been for Airbnb and Canva. Jason Lemkin: Hey everybody.

Growth 95

Growth Cross-sell Start-ups X-functional 95

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Are being talked about within the community and mentioned by experts. Sales Models and Fundamentals.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Heinz Marketing

NOVEMBER 26, 2019

Video has exploded in the B2B landscape over the past few years, becoming a staple in today’s modern marketing and sales toolkit. Many have ended up with a tarnished opinion about the effectiveness of using video in their current initiatives to actually drive the results they want to see. But, that couldn’t be farther from the truth.

B2B 82

B2B CTR Click Through Rate Education 82

Heinz Marketing

NOVEMBER 19, 2018

It’s hard to believe it’s been about three years ago already that we started Sales Pipeline Radio. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. He is the King of Sales. He is the King of Sales. Find the pain.

Pipeline 68

Pipeline Sales Up-sell Start-ups 68

Sales Hacker

JUNE 30, 2020

This week on the Sales Hacker podcast, we’re incredibly excited to have Andrew Sykes. He also runs a company called Habits at Work, and that’s really what we’re going to be talking about. And Habits at Work is all about how you form great habits. And Habits at Work is all about how you form great habits.

High impact 79

High impact Meeting Drivers/motivators Conversion 79

SaaStr

SEPTEMBER 23, 2020

To date, the company has raised $349M in funding from some of the best in the business including Bessemer, Redpoint, True Ventures, IVP, Mayfield, TCV and GGV to name a few. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Harry Stebbings. Dave McJannet.

Product 74

Product Start-ups Up-sell Go To Market 74