The Lost Book of Sales

JULY 12, 2021

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. Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. Table of Contents.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Hubspot

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do Finally, I picked up the phone and called my prospect’s office. Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Phrases to avoid in email: “I wanted to follow up on the proposal.”. “Do

Prospecting 95

Prospecting X-functional Contract Cross-sell 95

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Your sales career project has ups and downs. Women in sales often have a polarizing experience.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

ConversionXL

AUGUST 2, 2017

With the buyer’s journey becoming digital, partners are increasingly offering a mix of services that cross cloud platforms and apps. Are their clients matching up with ours? Partners can be a source of valuable product feedback – connect them with product managers and engineers for feedback from the front lines.

Strategic partnership 84

Strategic partnership Objectives and Key Results Strategize Cross-sell 84

ConversionXL

AUGUST 2, 2017

With the buyer’s journey becoming digital, partners are increasingly offering a mix of services that cross cloud platforms and apps. Are their clients matching up with ours? Partners can be a source of valuable product feedback – connect them with product managers and engineers for feedback from the front lines.

Strategic partnership 77

Strategic partnership Objectives and Key Results Strategize Cross-sell 77

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. I literally had trucks backing up to my apartment with prizes won from these sales contests. We’re on iTunes.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Sales Hacker

OCTOBER 21, 2019

Most of the time, somebody does a LinkedIn search for “sales leader,” chooses the top 15 profiles with the most followers, and calls it a day. Keep reading to learn who they chose as the most dynamic women sales leaders and the most dynamic up-and-coming women in the industry — listed in no particular order. Jill Konrath.

Sales 90

Sales Up-sell Start-ups Cross-sell 90

Hubspot

JANUARY 14, 2015

Many of them were once sitting in a rickety folding chair on the lawn of their alma mater, wearing an itchy cap and gown, and wondering what on earth they were going to do when they grew up. Follow @AaronGoldman. The bag of stuff that I had to sell kept getting bigger. "By Follow @andrewteman. Follow @BurrowsMichelle.

Healthcare 72

Healthcare Hospitality Finance Consult 72

SaaStr

AUGUST 27, 2019

Jessica Lin: Next up we have Michaela Lairs, senior director of finance at Movable Ink, a digital marketing platform, and also a veteran of top enterprise startups in New York City. So next up an early sales team. We can talk about all the accounting stuff. Meghan Gill: Yeah, building on that. This doesn’t make any sense.

Territory 51

Territory Contract Cross-sell Drivers/motivators 51

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. When I moved from a dance career to sales, I had zero experience selling a product. Give presentations and demos.

Networking 59

Networking B2C Cross-sell Negotiate 59

Hubspot

FEBRUARY 7, 2018

Take the following five points into consideration. Chances are, you’ll need to start as a business development rep and work your way to an account executive position. 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.

Territory 93

Territory Commission Outside Sales Account management 93