Veloxy

JUNE 23, 2021

As any business will attest, there’s no greater feeling than when your company grows and reaches a point where you need to expand your inside sales team. Naturally, more salespeople means more sales which translates to more revenue. According to the Harvard Business Review, the average annual turnover in sales is about 30%.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Salesforce

SEPTEMBER 26, 2023

Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris , sales coach and founder of The Harris Consulting Group. Get to close faster What are buying signals and why are they important?

Contract 119

Contract Negotiate Follow-up Contact 119

Sales Hacker

JULY 25, 2022

Here’s the thing about driving a car — and about running a sales org: Bumps in the road are inevitable. One of the best ways to ensure every part of your engine is running smoothly is to build sales performance dashboards for everyone on your team. What is a sales performance dashboard? What is a sales performance dashboard?

Engineering 99

Engineering Objectives and Key Results Cross-sell Pipeline 99

Hubspot

APRIL 27, 2023

In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. Table of Contents Is SaaS sales a good career? SaaS Sales Positions How to Get into SaaS Sales How to Succeed in SaaS Sales Is SaaS sales a good career?

Account management 77

Account management Commission Contract Sales 77

SBI

FEBRUARY 20, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Chris Heinrich , VP of Enterprise Sales for Adobe Sign. Adobe Sign speeds quote to close, making it hours instead of days or weeks.

Contract 55

Contract Gaming Commission Legal 55

SalesPop

MARCH 20, 2022

In this Expert Insight Interview, Brent Keltner discusses how to transition elegantly from sales to customer success and develop that as a continuum. In that world, the way that sales and customer success teams create a seamless experience around value becomes critical. They are key to ramping up the foundation. Aligning Your Goals.

Customers 98

Customers Contract Sales Account management 98

Gong.io

JULY 11, 2022

These are the luxuries afforded to the typical inside sales rep. But aside from the obvious environmental difference, there’s a lot more that separates inside from outside sales teams, and that’s what we’re going to explore here. What is inside sales? . Inside sales vs. outside sales .

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Veloxy

AUGUST 17, 2022

Salesforce automation tools go a long way in helping you improve the productivity and efficiency of your sales team. Other tools are more specialized, such as gamification, customer experience management, and lead prioritization. You’ll easily generate quotes, proposals, and contracts in a variety of formats and in mere seconds.

Appointment 147

Appointment Territory Cross-sell Contract 147

SaaStr

NOVEMBER 8, 2022

Why did sales-driven Qualtrics get to $100m+ in ARR without ever raising a nickel, and generating more than $20m a year in free cash flow ? Sales, done right, should be accretive (although expect sales efficiency to ultimately decline post-Initial Scale). In fact, great sales teams are accretive. Why was Netsuite?

Quota 114

Quota Contract Price Growth 114

Sales Pop!

MAY 20, 2023

Our last article introduced a new series on mega-threats to the sales industry, inspired by the fascinating bestselling book by Nouriel Roubini entitled MegaThtreats: 10 Dangerous Trends that Imperil Our Future, and How to Survive Them. Bureau of Labor Statistics in the book—sales had almost 15 percent of the U.S. Pink cited the U.S.

Appointment 98

Appointment Education Sales Contact 98

Search Engine Land

JUNE 14, 2023

Question 2: How long is your minimum contract length? This is closely related to the previous question: long-term affiliate success depends on relationships and branding. Then you must align with those publications’ yearly editorial calendar – something short-term affiliate contracts won’t accommodate.

Contract 89

Contract Cross-sell Territory Niche 89

SaaStr

OCTOBER 25, 2021

.” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. I’ve seen a few exceptions, and personally closed Google after a year-long unpaid pilot. And it was early.

Price 115

Price Contract Referrals B2B 115

SaaStr

FEBRUARY 28, 2022

A few ideas on how to help the sales team make this your best year so far: Hire dedicated sales / revenue ops. Many of you will have little to no dedicated help in sales operations , even up to $10m ARR or beyond. If that’s you, or your VP of Sales, or even your VP of Marketing … it can sort of work for a while.

Quota 97

Quota Sales Contract Start-ups 97

SalesLoft

AUGUST 10, 2023

Any advice that can help you and your sales team bring in more revenue feels like it’s worth giving a shot these days. Even the hungriest sales teams are struggling under circumstances like these, and we can’t blame them. But how is a sales workflow supposed to turn the tide for your team in an economic downturn?

Pipeline 52

Pipeline Cross-sell A/B testing Contract 52

Lead Fuze

JUNE 28, 2023

Understanding how to become a sales rep can open doors to a rewarding and lucrative career. This job necessitates a blend of abilities, training, and qualities that let an individual to thrive in the aggressive sales landscape. We will delve into different types of sales roles and the qualifications required for each.

Negotiate 52

Negotiate Territory Contract Technique 52

Openview

JANUARY 14, 2019

Software that’s sold with a traditional license and maintenance contract is rapidly taking on dinosaur status. As businesses move from a one-time sale to an ongoing subscription service, however, they likely need to change how they handle their sales processes. First, it helps to look at how the sales process changes.

Contract 88

Contract Inside sales Customer Relationship Management Price 88

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Today we can start to change that.

Customers 74

Customers Contract Cross-sell Account management 74

Gong.io

NOVEMBER 7, 2022

Enterprise sales are a different beast than small to medium-sized business (SMB) transactions. A strong sales process is crucial to navigate these deals successfully. . In this article, we’ll explain complex sales and how they differ from traditional sales. What is a complex sale? . before closing.

B2C 62

B2C Sales Price Prospecting 62

Sales Hacker

SEPTEMBER 2, 2021

Product-led is cool, and we have a desire to move away from sleazy sales tactics, don’t we? Contrary to popular belief, being product-led doesn’t automatically mean you’re anti-sales. And making a sales team part of the process can be extremely beneficial. That’s why most product-led companies eventually hire a sales team.

Product 94

Product SQL Contract Sales 94

PandaDoc

APRIL 3, 2023

Even if you hire the best sales reps , this doesn’t guarantee success. You need to train them and equip them with the right strategies and tools to succeed, such as the right CRM system , and a sales playbook. In this article, we’ll be concentrating on the latter: the sales playbook and its role in the sales cycle.

Objectives and Key Results 52

Objectives and Key Results Negotiate Contract Represent 52

Sales Hacker

APRIL 6, 2022

Sales teams often struggle with configuration of price quotes when dealing with complex products or services or large product catalogs. Sales teams are often forced to use manual processes that result in errors, inaccuracies, and wasted time. And these manual processes take sales reps away from their most important activity: selling.

Cross-sell 93

Cross-sell Contract Price Finance 93

Martech

OCTOBER 12, 2021

We’ve already written about community in B2B and in the story below we hear about the evolution from account management, via customer success, to customer love, from someone who has worked through it in practice. She had previously spent time as an account manager at businesses like Cision and Medallia.

B2B 94

B2B Account management Contract Technology 94

SalesLoft

JULY 10, 2023

If you’re being asked to do more with less, you need sales technology that will help you get the most out of your entire revenue motion. Each list below bullets out the features that sales leaders want to check off as they evaluate their sales tech. Opportunity When sales are hard to come by, every opportunity is precious.

Cross-sell 40

Cross-sell Technology Technology Account management 40

SaaStr

NOVEMBER 23, 2019

Hopefully you are closing the year out strong. If you have a good sales team, they are leaving nothing on the table. If they aren’t — you need a new VP of Sales). (If If they aren’t — you need a new VP of Sales). Whatever great work the sales team did in 2017 will be 100% behind them on Jan 2.

Quota 90

Quota Sales Contract Closing 90

SaaStr

JULY 22, 2020

I’m not ashamed to admit that when I set up our first SaaS sales comp plan, I had no idea what I was doing. But I did all the sales myself, and stupidly, had no sales comp plan at all ??. Then, as we first scaled up a sales team, we ended up literally copying Salesforce’s comp plan. the Moment After Sale.

Commission 145

Commission Quota Inside sales Sales 145

Hubspot

OCTOBER 16, 2017

Sales compensation is one of the trickiest aspects of the sales organization to get right. How to create a good sales comp plan. Sales comp plan types. Sales contests and SPIFs. How sales compensation should work. A sales compensation plan operates from a basic principle: Money drives behavior.

Commission 92

Commission Quota X-functional Non-Profits 92

Highspot

SEPTEMBER 28, 2023

Learn how to simplify the journey for buyers and sellers by setting clear expectations throughout the sales cycle with a customizable MAP template and best practices. A Mutual Action Plan (MAP) is a shared guiding document detailing the entire sales journey between the buyer and seller. What is a Mutual Action Plan?

Objectives and Key Results 52

Objectives and Key Results Sales B2B Launch 52

Openview

APRIL 3, 2018

I recently caught up with a sales rep for a Fortune 500 company that has rolled out an overly complex comp plan with a complicated series of multipliers and significant number of SPIFFs (Sales Performance Incentives. This sales rep knew his clients didn’t need that module and wasn’t going to force it on them. and exceptions.

Commission 72

Commission Account management Quota Sales 72

PandaDoc

MAY 30, 2019

A slow sales cycle is kryptonite to good sales teams. So, to be the best, you need to speed up your sales cycle. So, to be the best, you need to speed up your sales cycle. Here are 14 ways you can close deals faster and set up your entire company for sustained growth. Hire better sales reps. Create urgency.

Contract 75

Contract Negotiate Strategize Sales 75

Sales Hacker

AUGUST 18, 2021

On the other is whitespace or the potential for expansion in an account. If a contract provides for 50 seats but the customer only uses 45, that’s 90% seat saturation. Low churn/High whitespace: These accounts could harness Outreach more widely. Our account management team steps in to see how we can help.

Education 110

Education Contract Pipeline Gaming 110

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. Our guide to sales techniques breaks down the most common sales techniques reps should know and how to master them easily and effectively, including: What are the different approaches to sales?

Technique 82

Technique Negotiate Cross-sell Sales 82

Sales Hacker

APRIL 10, 2019

Imagine knowing the actual close date of a deal months in advance…. Over the past 12 months, I’ve talked with hundreds of sales reps, sales leaders, and ops people about sales process, and a few patterns emerged. How to use a mutual action plan to improve your sales process. Think it’s a dream? Think again.

Process 82

Process Contract Sales Up-sell 82

Sales Hacker

OCTOBER 22, 2017

Modern sales teams need competent professionals with a variety of talents, skills and abilities. But in a hyper changing landscap e, which are the most crucial sales skills and traits that reps must possess (or develop) in order to exceed targets and deliver consistent sales success? Technology Will Never Replace Sales Talent.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

Salesmate

OCTOBER 26, 2021

And the sales world is no different. In sales, hunters work on capturing new leads, while farmers farm the existing clientele for incremental sales. However, there are a few sales roles that have both responsibilities. Who are hunters in sales? Who are farmers in sales? Build a force that close together!

Represent 52

Represent Sales Angle Account management 52

Sales Hacker

OCTOBER 16, 2019

The secret may surprise you… It’s as simple as a solid sales-to-service handoff. For several years, I ran account management at a marketing agency — a business model infamous for mismatched expectations and subjective quality of delivery. Keep reading to learn the formula for a good sales handoff process.

Service 50

Service Process Contract Sales 50

SaaStr

OCTOBER 6, 2019

Even if leads are still a bit lumpy, outbound is still stretching itself … you at least learn how to close by this point. 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.

Non-Profits 92

Non-Profits Growth Appointment Sales 92

Sales Hacker

FEBRUARY 14, 2022

What happens when a Global Head of Sales, an Inside Sales Director, and an Account Executive walk into a bar? They sit around a table and share actionable insights about their company’s transition from SMB to enterprise sales. . Why they restructured their B2B sales team into three key verticals. Mid-market.

Legal 83

Legal Cold Call Contract Inside sales 83