Sales Hacker

MAY 6, 2021

As an ex-VP sales and current CRO, the debate between CRO and VP sales responsibilities is very near and dear to me, so I thought I’d publish my experience with the debate as well as what I’ve seen while consulting for companies ranging from series A through to series D and later. The VP of Sales. Staying in their lane.

B2C 95

B2C Pipeline SQL Strategize 95

PandaDoc

APRIL 3, 2023

To make sure your sales playbook is truly useful to your sales team, you need to take a close look at your buyer personas and update them with information that is as detailed as possible. Your sales process is the entire sequence of repeatable steps your sales reps take to move a lead through your sales funnel and close a deal.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Hubspot

NOVEMBER 1, 2017

When I consulted sales experts, managers, and trainers, this answer came up again and again. Your manager handed you a massive list of potential leads, which you proceeded to blast with emails, calls, and voicemails until they finally A) responded or B) asked you to stop contacting them from now until forever.

Sales 94

Sales B2C Account management Up-sell 94

Lead Fuze

AUGUST 5, 2021

It’s a clear focus on closing deals and the blog content from Close.io’s Founder Steli Efti is best-in-class. Content is catered towards sales reps and sales managers alike. 5 steps to close a sale (quicker) and get better deals in 2018. The Gist: Close.io is a CRM without the fluff. A Post Worth Your Time .

Negotiate 98

Negotiate Sales Retail B2B 98

Hubspot

MARCH 6, 2018

Sales process” most often refers to a repeatable set of steps your sales team takes with a prospect to move them from early stage to a closed customer. A good sales process helps your reps consistently close deals by giving them a framework to follow. The close is what every salesperson works toward. What is a sales process?

Process 101

Process Objectives and Key Results Sales Negotiate 101

Sales Hacker

DECEMBER 18, 2019

negotiating my own comp vs building my team. Now, the leading companies are hiring sales content experts, internally and externally, as consultants to uplevel their outreach game. Consultancies are popping up left and right, and there’s a real business need here. is spent on SFDC consulting…. Diversity and Inclusion – ie.,

Sales 58

Sales Consult Technology Technology 58

Sales Hacker

DECEMBER 20, 2018

Hosted by marketing consultant Chris Klinefelter, the podcast features thought leaders from notable organizations such as HubSpot, Salesforce, and CEB. . Closing Bigger. Closing Bigger is a project of noted international speaker and sales performance guru Shane Gibson. Bowery Capital Startup Sales Podcast. Links: iTunes.

Cold Call 111

Cold Call Sales B2B Up-sell 111

Partners in Excellence

NOVEMBER 27, 2018

Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.).

Sell 92

Sell Objection handling Assembly Line Territory 92

PandaDoc

AUGUST 9, 2023

A job title like Marketing Manager or Copywriter is a good place to start. You also list hard skills like “Account Management” or “B2B Software Sales” in your header. Prioritizing hard skills like “ Deal Closing ” over soft skills like “Teamwork” is a must. An example would be something like “Writing Converting Copy.”

Networking 83

Networking Legal Cross-sell Teamwork 83

Lead Fuze

AUGUST 12, 2021

Episode 122: A Consultative Approach to Sales with Driver Studios’ Derek Sentner. In his own words, he’s also a “Ruthlessly Pragmatic sales trainer, marketing consultant, keynote speaker, copy writer, InfusionSoft expert, Doer. Episode 088: Why Social Selling is About Opening, Not Closing.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

Sales Hacker

MAY 8, 2020

In it, Strategic Account Manager and top 1% performer at Oracle, Jamal Reimer, shows you how to think big and close on mega deals. It’s my playbook on all the steps that I take from beginning to end, how to find a mega deal, how to work it, and how to close it, within 12 months when the conditions are right.

Consult 61

Consult Contract Closing Up-sell 61

ConversionXL

AUGUST 2, 2017

For us it used to be independent consultants, then teams, and it keeps evolving.”. We work together closely to close deals, so knowing them has allowed me to build trust with them that we will deliver for the customers.”. Tai Rattigan from Amplitude: Tai Rattigan: “You almost become their sales manager.

Strategic partnership 84

Strategic partnership Objectives and Key Results Strategize Cross-sell 84

ConversionXL

AUGUST 2, 2017

For us it used to be independent consultants, then teams, and it keeps evolving.”. We work together closely to close deals, so knowing them has allowed me to build trust with them that we will deliver for the customers.”. Tai Rattigan from Amplitude: Tai Rattigan: “You almost become their sales manager.

Strategic partnership 77

Strategic partnership Objectives and Key Results Strategize Cross-sell 77

Sales Hacker

OCTOBER 10, 2019

This is a non-negotiable requirement for any sales organization that intends to maintain a usable database. Integrating an external Salesforce instance can take 4–6 months or longer, and companies may have to seek outside consultants when there’s no bandwidth internally. Lead > Opportunity. Opportunity > Order.

Government 58

Government Process Objectives and Key Results Commission 58

Sales Hacker

OCTOBER 7, 2021

Always seek to understand, seek more input, and consult your own tribe to decide what’s for you and what is not. Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. Cassie Young. Be curious.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Cience

JULY 9, 2020

According to Cargill Consulting Group , the main principles of cold calling haven’t changed since Patterson. In the past, the aim of cold calling was closing deals. Velocify found that the average number of cold calls to a single prospect to close a deal is six. It’s only the beginning of the sales journey.

Cold Call 79

Cold Call Appointment Objectives and Key Results Prospecting 79

SaaStr

MAY 10, 2019

231: Jason Reichl is the Founder & CEO @ GoNimbly, the first SaaS consultancy to focus on revenue operations. The first SaaS consultancy to focus on revenue operations growing 100 percent year over year. So I started my career on the business side of consulting in the sales force space. Jason Reichl: Yeah, absolutely.

X-functional 51

X-functional SQL Pipeline GTM 51

Sales Hacker

NOVEMBER 10, 2020

AJ Bruno: QuotaPath is a dead simple sales compensation tool for sales teams, for ops, for finance, anyone that’s ever struggled with comp plans, struggled with the ins and outs, explaining it, what if I close these deals, we built a tool for you. But I had a really close family friend that I looked up to. How much are these?”

Growth 75

Growth Finance Start-ups Drivers/motivators 75

Sales Hacker

OCTOBER 21, 2019

There are obviously minor cultural differences and different ways of selling between the US and UK, and being a born and bred NYer, I needed to be cognizant of my aggressive closing techniques. I love the autonomy, the ability to make uncapped commissions, and the feeling of winning when I close a deal. Sales Leader, Sales Consultant.

Sales 90

Sales Up-sell Start-ups Cross-sell 90

The Lost Book of Sales

JULY 12, 2021

” Market segments, in this vocabulary, meet our definition of markets When marketing consultants sell market segmentation studies, all they are actually doing is breaking out the natural market boundaries within an aggregate of current and potential sales. What is the "Chasm"?

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Hubspot

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Account Executive (AE). Account Manager. Sales Manager. Unlike a closing sales rep, SDRs don’t carry a traditional quota. Sales Engineer.

Territory 93

Territory Commission Outside Sales Account management 93

SaaStr

MARCH 15, 2019

But really, what we’re seeing happening now is that more collaboration and teamwork, up front, in a process for customer acquisition or account management just drives better results. Dan Reich: So for example: any time deals are closed and won, or, really, any time deals are lost. Dan Reich: Oh, early and often.

Sales 40

Sales Up-sell Meeting Engineering 40

Hubspot

MAY 3, 2018

But, at the end of the day, you still need to nurture prospects, close deals, and hit your quota. Technology will help salespeople close more deals and hit higher quotas. Matt Sunshine, managing partner, The Center for Sales Strategy. The best salespeople will embrace it and automate their lives to spend more time closing.”

Sell 99

Sell Inside sales Sales Education 99

SBI

NOVEMBER 7, 2019

In August, Forrester Consulting found that 85 percent of enterprises agree that buyers will dismiss their brand if they don’t provide tailored information. Qstream can be used for sales onboarding or ongoing reinforcement and can test and reinforce sales qualification skills, sales negotiation, & product knowledge. Blog Article.

Customers 20

Customers Tradeshows Technology Technology 20