SaaStr

NOVEMBER 30, 2023

The big questions to ask yourself when you’re sub-$20M and still relatively unknown are: Am I hiring someone who has previously had the title of Head of Sales or CRO somewhere else? Companies that win a market are just as good at Go-to-Market as they are at building great products. Without it, you don’t have a business.

Go To Market 96

Go To Market GTM Cross-sell Growth 96

Martech

NOVEMBER 10, 2023

“I am not sure that part is news,” he wrote. “I think the news is that it’s taken this long for so many to realize how important retail media and marketplaces truly are. I’m not surprised the buying frenzy hasn’t started yet. It’s advertising as utility. But, its darn hard.”

Retail 111

Retail Networking Start-ups Price 111

Veloxy

AUGUST 25, 2022

Leads that cancel meetings. Before we get to reducing sales stress at the office, I have one more stress eliminator to share with you. Before we get to reducing sales stress at the office, I have one more stress eliminator to share with you. In the morning, you’re likely already thinking about meetings, calls, and emails.

Sales 182

Sales Quota Contact Clients 182

Partners in Excellence

JANUARY 10, 2022

” Growing up, sometimes I would blow off doing my homework, I’d not lie, but I’d find a way not to answer the question. Eventually, that would catch up with me, I’d not be prepared for class, my grades would suffer. I learned, it was easier and better to do my homework, then to fake it.

Meeting 127

Meeting Prospecting Process Customers 127

Partners in Excellence

JULY 14, 2023

Long time readers know I tend to be obsessed with Win Rates. And when I talk to people about it, they shrug their shoulders, some how they think win rates are a constant in nature. Perhaps I’m lazy. But I just don’t want to waste my time on anything that I don’t have a very high likelihood of winning.

Pipeline 84

Pipeline Objectives and Key Results Objection handling Construction 84

SaaStr

DECEMBER 30, 2020

There’s a set of questions I get asked all the time: Should you pay sales reps on renewals? I am a huge proponent of paying sales professionals well. At least, after you are past $2m or so and are ready to expand the sales team at least a tiny bit. You want upsellers upselling — AM or sometimes AEs.

Quota 98

Quota Sales Closing Start-ups 98

Sales Hacker

MARCH 23, 2023

Related: 3 Steps to Transform Your Mindset in Sales and Overcome Any Challenge How I know: My first 70,000 hours of selling Malcolm Gladwell famously said it takes 10,000 hours of practice to attain mastery. But I didn’t recognize my true purpose or the power of leading with conviction until I was in my mid-50’s.

Closing 99

Closing Up-sell Gaming Follow-up 99

Search Engine Land

JANUARY 8, 2024

Artificial intelligence (AI) is revolutionizing the digital landscape – leaving no room for outdated SEO tactics. As search engines increasingly leverage AI to anticipate user intent, we must completely rethink our strategies and balance human creativity and AI efficiency to stay ahead. Consider Google’s BERT algorithm.

Objectives and Key Results 130

Objectives and Key Results Click Through Rate User Experience Engineering 130

Heinz Marketing

DECEMBER 8, 2021

I am sure you have heard the saying, “Insanity is doing the same thing over and over again and expecting different results.” Schedule a meeting and invite the team. Having this ready for your meeting will give you a data-driven foundation and show you where to begin your lesson-learned conversation.

Campaign 108

Campaign CRM B2B Meeting 108

Hubspot

JULY 25, 2023

It’s one of the most effective ways to find customers, but only if you’re ready for various conversation scenarios. The goal for this script isn’t to have the prospect commit to a meeting. I’m reaching out because I have a group of buyers interested in purchasing a home in Independence, MO. So, how do you get it right?

Real Estate 66

Real Estate Cold Call Commission Price 66

Martech

DECEMBER 28, 2022

As I write this article, I am listening to Vince Guaraldi’s “A Charlie Brown Christmas” album, drinking a hot cup of my favorite matcha and basking in the glow of my tiny, tinsel tree lights reflecting off my bay window. I have so much to be grateful for this holiday season, and if you are reading this, so do you!

Entertainment 117

Entertainment B2B Education Campaign 117

Salesmate

JANUARY 19, 2021

And so I decided to consult my friend Jay, an enterprise sales expert. This is how I make the best out of Enterprise sales–”. Do you know what I say when I go to a prospect for the first time? I have met many salespeople who wish to excel at Enterprise sales but aren’t able to. The reason for their failure?

Represent 124

Represent Referrals Clients CRM 124

Martech

JUNE 13, 2023

If I were an email marketer going on vacation for three weeks, what would I do on my first day back in the office? As you read this, I will be holidaying in Greece and Thailand. I’ve never been to either before and look forward to a much-needed break. I have also planned for the work waiting for me on my return.

Retail 107

Retail Campaign Clients Start-ups 107

Heinz Marketing

SEPTEMBER 16, 2022

There are plenty of posts about how to generate that demand, but today I want to talk about what many revenue teams view as a major hurdle to landing enterprise deals: procurement. Imagine this : you have an enterprise customer on the hook and ready to buy. By Tom Swanson , Engagement Manager at Heinz Marketing. “We Yikes, paperwork!

Legal 100

Legal Cross-sell Government Contract 100

Veloxy

NOVEMBER 29, 2021

Some buyers are still working from home, and most face-to-face meetings have been replaced by Zoom calls. Salesforce is arguably the best customer relationship management system for B2B companies. This is a comprehensive guide, so we invite you to use the table of contents to skip to the juiciest parts. Before you continue reading.

Sales 290

Sales Quota Up-sell B2B 290

Partners in Excellence

MARCH 23, 2022

I’m almost ashamed to be writing on the topic of call planning/execution. Yet, here I am, writing about it, largely because too many do this poorly. First, I need to define what a “call” is. I think the one updated concept around call planning may be the need to consider asynchronous interactions.

Assembly Line 92

Assembly Line Meeting Quota Customers 92

Search Engine Land

AUGUST 25, 2023

Master client relationship I realize it may sound cliché for the top skill. Show expertise Believe it or not, I’ve seen plenty of agency people not preparing for client meetings. Send meeting agendas in advance. Provide meeting notes, action points, and deadlines. And not every meeting has to be sunshine and flowers.

A/B testing 93

A/B testing Strategize CTR Clients 93

Sales Coach Dew

FEBRUARY 20, 2023

Don’t call ideal prospects until you’re ready. But I built my entire business on cold calling. If your prospect answers their phone when they’re in a meeting, that’s not your fault. Personally, I send emails after calls. I had a client who was on vacation at Disney World when a prospect called him back.

Prospecting 52

Prospecting Cold Call Appointment Gaming 52

Partners in Excellence

FEBRUARY 1, 2019

There are two habits I’ve realized are critical to my productivity that are enormously simple, but it’s taken a long time to recognize them. I’ve discovered, if I start my day right, things tend to go really well. At the end of the day, I feel very productive. I always do it, it’s a habit.

Start-ups 91

Start-ups Meeting Closing Product 91

SalesBlog!

JUNE 1, 2022

I have worked with terrible managers and have worked with a few that were remarkable. Here are some examples of what I mean. In one of my sales meetings an upper manager wanted to get a point across. The very essence of leadership has to do with meeting deep human needs on the part of followers. What made them different?

Drivers/motivators 52

Drivers/motivators Quota Follow-up Meeting 52

Sales Hacker

SEPTEMBER 27, 2019

I wake up at 4:20am three days a week, meditate, hit a 5:00–5:45 work-out class, and then do something to sharpen my skills (ie., I then get ready for work and take the train to the office. On non-workout days I have a similar schedule; however, I wake up between 5:00–5:30. . About Ryan Staley . ACV: $650,000.

Strategize 83

Strategize Pipeline Meeting Networking 83

Salesforce

AUGUST 21, 2023

Where creativity meets innovation and personalization takes center stage.” “Say I believe most of the campaign process, from lead generation to final customer message, will be led by generative AI.” Instead of testing only subject lines, I can also test user behavior, allowing me to be more strategic with every send. If so, how?

A/B testing 98

A/B testing Consult Angle Click Through Rate 98

Martech

JULY 10, 2023

Recently, I had a panic attack brought on by a sort-of existential crisis. It’s the first time, maybe ever, that I was so flooded with excitement (and anxiety) over technological advances that I needed to pause. Almost overnight, tools have been created to do most of what I teach my communications students.

Entertainment 135

Entertainment Education Launch Presentation 135

Salesforce

OCTOBER 15, 2021

Angelica Ross: I’ve always been what some folks refer to as a multihyphenate. I often struggle with that, but I always knew I wanted to be a writer, I wanted to act, and I wanted to sing. I just didn’t know when the timing for those things would be. On why she pursues multiple passions.

Intrinsic 98

Intrinsic Entertainment Legal Gaming 98

Salesforce

OCTOBER 6, 2021

But with so many channels to choose from, it’s hard to find a comfortable, virtual place to meet regularly. I’ve been using Slack within the digital marketing community long before I started working at Salesforce. It’s helped me get to where I am today. I won’t lie: Slack can be tricky to navigate.

Strategize 98

Strategize Relationship building Campaign Conversion 98

Hubspot

AUGUST 2, 2021

Now that the world is opening back up, it’s time to get out there and meet your customers face-to-face. Planning the perfect customer visit will ensure that you meet your goals and that your customer meeting will be successful. Finally, meeting your customers in person is a huge motivational boost!

Customers 92

Customers Cross-sell Referrals Clients 92

Salesmate

SEPTEMBER 4, 2020

I am sure you wouldn’t want your prospects to feel the same. The entire tone of a sales email can change if your emphasis changes from “I” to “You”. Our product has excellent features like “A, B, C, D, E, F, G, H, I, J…”. As I said above, personalization is a must while sending sales emails. Weren’t they annoying?

Pipeline 103

Pipeline Appointment Sales Follow-up 103

Sales Coach Dew

AUGUST 16, 2021

Imagine this scenario: You’re shopping around for a service and meet a few sales reps. If you tell your client you’ll get the documents ready to sign by Friday, then you have to make that happen! In fact, “I am always on” became one of my daily affirmations. I don’t ignore it because I’m not ready!

Networking 52

Networking Gaming Clients Legal 52

Adaptive Business Services

FEBRUARY 16, 2022

As far back as 2010 (maybe even earlier), I was writing quite a bit about how CRM was not addressing the fact that people were now connecting, conversing, and developing relationships on the new social channels. I was lamenting more than writing. Jon showed it to me and I was blown away. Well, I call b t.

CRM 77

CRM Contact Customer Relationship Management Relationship Management 77

Salesforce

DECEMBER 9, 2021

Point out what you care about Ready to stand out? It was then that I became determined to be a Salesforce Admin. I started studying Trailhead modules. In four months, I was able to become a Certified Salesforce Admin.”. I moved to the United States, San Diego city, in Jan 2014. ”. Share your journey 2.

Drivers/motivators 98

Drivers/motivators Trust Start-ups Presentation 98

Sales Hacker

MAY 22, 2020

If you’re ready to improve your percentage of closed deals in 2020, stick with me. Sales Accepted Leads require Sales and Marketing to get together and agree on criteria that identify when a lead is hot and ready for Sales. In this article, we’re going to look at: What are SALs, and why are they important? How to generate SALs.

Closing 112

Closing Education Sales Follow-up 112

Heinz Marketing

MAY 6, 2020

And as tired as many of us are getting to those back-to-back Zoom meetings, we also know – we feel – that those extra emotional connections we get by seeing one another is special, meaningful, impactful. Big things and small, you literally can’t say thank you and “I appreciate you” enough right now. Not phone calls. Table stakes.

Meeting 89

Meeting Presentation Prospecting Sales 89

Adaptive Business Services

JUNE 16, 2021

I know because I have been guilty of both and since I probably hate losing even more than I like winning … I formulated a plan. . The only way that I could accept losing a deal would be if I could look at myself in the mirror and honestly conclude that I had done everything possible to win it.

Sales 71

Sales Repeat business Referrals Clients 71

Sales Hacker

JULY 10, 2020

At the time, I didn’t believe him. But I did what he said. I followed his system, and it changed my life. He taught me some obvious stuff, like that I needed to prospect more; I needed to build better business cases; and push executives for data, alignment, validation, and change. My Wakeup Call.

Legal 115

Legal X-functional Contract Presentation 115

SaaStr

AUGUST 25, 2023

If you want to increase your odds of getting a deal done: Send the world’s best cold email Create the world’s best deck Have customer references ready to go Don’t play games Be clear on how much you want to raise, when, why, and where you’re at. 5 “I don’t need a real VP of X…yet.” 1 “Ask VCs for advice when you want money.

GTM 73

GTM Engineering Closing Start-ups 73

Sales Hacker

JULY 26, 2023

Meet ChatGPT: The account executive’s AI personal assistant What is ChatGPT? You can think of ChatGPT as your tireless, genius assistant, always on hand and ready to help. Overall, it’s saved me a bunch of time whilst giving (dare I say it), better results than I may have got myself! Intimidated by AI? Don’t worry.

Objectives and Key Results 75

Objectives and Key Results Pitch Cold Call Sales 75

SalesProInsider

JUNE 11, 2020

In a previous video, I shared what you can do before a conversation to help the buyer be ready and have expectations for the experience. The first level is the preparation we can do in advance – hours, days even a week in advance and that includes us being ready doing our research, outlining the conversation.

Conversion 111

Conversion Sales Represent Clients 111