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. Give presentations and demos. When I moved from a dance career to sales, I had zero experience selling a product.

Networking 59

Networking B2C Cross-sell Negotiate 59

Sales Hacker

AUGUST 5, 2019

The Benefit of Starting Out in Account Management. About Managed By Q [03:30]. Starting Out in Sales in Account Management [25:49]. About Managed by Q. She spent over a decade building and managing customer and revenue generation teams for leading technology companies. We’re on iTunes.

Customers 53

Customers Account management X-functional Hospitality 53

Sales Hacker

MAY 26, 2020

But you really need somebody who can go out there without much infrastructure, without much history and just go sell. And so what I encourage people to do is, as opposed to bringing in a VP of sales, go get two sellers, get two account executives that can sit side by side or virtually side by side in today’s world.

Prospecting 97

Prospecting E-commerce Account management Up-sell 97

SaaStr

MAY 14, 2023

You have a presentation online that’s called Unsexy, which you’ll have to explain to me later. They all started the same day and they sat next to me watched me sell for a month and then I turned them loose. That’s why for us, it’s so important to build that function of the company in the Bay Area.

Price 93

Price Start-ups Up-sell X-functional 93

SaaStr

AUGUST 15, 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. I actually just got off the boat, Nick, and scurried up to make sure that I was ready to go for the presentation. That doesn’t mean to say, you’re going to do away with the functions.

Retail 78

Retail Start-ups Drivers/motivators Up-sell 78

SaaStr

MAY 10, 2019

Dave was CEO of Host Analytics from 2012 to 2018 where he quintupled ARR while halving customer acquisition costs in a highly competitive market, ultimately selling the company in a private equity transaction. How can you better manage the board? Here’s what Dave talks about: When is the right time to raise money? Jason Reichl.

X-functional 54

X-functional SQL Pipeline GTM 54

SaaStr

FEBRUARY 11, 2020

They both have the same thing around, “Ah, what do I sell? It’s a new presentation he’s developing. The other one is, as soon as you can, again, split the new customers signing versus account management/customer success. .” So, what does that mean for everyone here? What do I do?

Growth 78

Growth Niche Hospitality X-functional 78

SaaStr

MARCH 1, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Tom Tunguz: So we published a presentation about the 10 learnings of the free trials. You can also take your SaaStr to go: Listen on iTunes. Listen on Google Play Music. Listen on Spotify. Harry Stebbings.

Contract 46

Contract Price Commission Conversion 46

SaaStr

MARCH 17, 2020

I remember in my first week or two at Talkdesk I had one of the sales leaders come up to me and say, “Hey, we’re going to need a reference for this customer that we’re trying to close to help us help sell the deal.” So much of what Talkdesk sells on is innovation and trust. That is an incentivized program.

Clients 57

Clients Service Customers Start-ups 57

Sales Hacker

AUGUST 30, 2018

If you’re selling car tires, anyone with a car is a fit. CR(t) —The conversion rate as a function of time to get to a single SQL. This may work well in a market with an unlimited number of companies to sell into. However, most B2B businesses sell in a relatively small market. Four Prospecting Approaches.

Prospecting 47

Prospecting SQL GTM X-functional 47

ConversionXL

NOVEMBER 11, 2015

To navigate the list, you can filter out tools based on function as well as for which size company it works best. Account managers can tier customers. High-value accounts are rumored to get more attention, the rest are purported to get little to none. We also gave the option to view only Peep’s favorite tools as well.

Conversion 124

Conversion A/B testing UX Consult 124

SaaStr

JANUARY 3, 2020

Tom Tunguz: So we published a presentation about the 10 learnings of the free trials. And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. Tom Tunguz: That’s really important.

Contract 10

Contract Price Commission Conversion 10

SalesHandy

MAY 28, 2021

You could also use tools like Zoominfo to collect phone numbers of leads in your target accounts and later qualify and call them up. Based on what you’re selling — you’ll have to filter out leads based on several criteria. Most of the time – the objective is to get them to book time with your Account Managers.

Cold Call 98

Cold Call Closing Contact Follow-up 98

Sales Hacker

JUNE 12, 2018

”Tito, how do I go about building a sales team (especially the sales development function) from scratch?” Unless you’re selling a $20/mo product, keep the “fun” out. I’m not eager to sell you ASAP. ” 9) John Malamud, Account Manager, PagerDuty. ” 32) Bryan Beard, Sr.

Objectives and Key Results 75

Objectives and Key Results Sales CRM Pitch 75