Sales Hacker

JUNE 8, 2022

We obsess over deal velocity. Managers ask weekly, “When’s this deal coming in?”. This cycle puts pressure on front-line sellers to go out and hustle opportunities into existence. This cycle puts pressure on front-line sellers to go out and hustle opportunities into existence. Try This Instead.

Territory 94

Territory Sales Promote Prospecting 94

Sales Hacker

NOVEMBER 27, 2019

When I landed my first “big girl job” 20 years ago as an Inside Sales Manager , I was underqualified, overambitious, and soon underwater. I’m going to share my top 20 sales onboarding secrets to help your team beat their 30-60-90 day plan. When I ask people what the hardest part about building a team is, do you know what they say?

Sales 74

Sales Start-ups Up-sell Inside sales 74

Partners in Excellence

MAY 6, 2016

We promote them into sales management! If I had a nickel for every time I saw this happen……… (well you know the rest). If I had a nickel for every time I saw this happen……… (well you know the rest). These top individual contributors are terrible managers and leaders. A disaster!

Launch 50

Launch Drivers/motivators Promote Clients 50

Partners in Excellence

MAY 23, 2016

I’ve been obsessing about this date, May 24, 2016 for some months. It is the target date we established for the launch of Sales Manager Survival Guide. We’ve made it, for some of you who’ve visited Amazon , we actually made it several days ago! You’ve deep experience as a sales leader.

Pitch 49

Pitch Education Launch Start-ups 49

Sales Hacker

MARCH 2, 2021

If you missed episode 149 check it out here: What Makes a Great Sales Leader with Hunter Madeley. An incredible sales leader, Michelle has risen up the ranks over the last 20 years. You can also see how Outreach runs account-based plays, managers reps and so much more using their own sales engagement platform.

Referrals 59

Referrals Contract Cross-sell Sales 59

Hubspot

FEBRUARY 6, 2020

Let's say you've developed a great product, know your target audience, and could tell anyone you know about it because you know it so well. Maybe this is your first launch ever, and you're completely lost about how to bring marketing messages to email inboxes or social media profiles. Stick within your industry.

Product 98

Product Customers Launch Campaign 98

Partners in Excellence

JUNE 21, 2017

Hopefully, managers will also start coaching it. I suggested managers ask a couple of simple questions, in pre call planning, asking, “What value will you be creating for the customer in this call/meeting?” ” In post call debrief, “What value did you create, how did the customer acknowledge that?”

Trust 49

Trust Promote Meeting Customers 49

Partners in Excellence

NOVEMBER 28, 2016

As managers, we don’t develop a rich hiring profile supported by a competency model. I could go on and on, but you get the point or you are getting really pissed off. As sales people or managers, unless we are totally unconscious, we know the things we should be doing to produce the best results.

Pitch 49

Pitch Represent Start-ups Meeting 49

Hubspot

MARCH 18, 2016

The strongest brands are run by marketers who know how to manage the fire. But hey, I'm not here to depress you. It was lightweight, had a protective toe cap on the front, and sported a pretty nifty ankle patch. They also had fashion designer John Varvatos create a high-end line of Chucks. And thennn norovirus struck.

Conversion 78

Conversion Sports Campaign Objectives and Key Results 78

Sales Hacker

AUGUST 4, 2020

If you missed episode 120, check it out here: From SpecOps to RevOps: What Soldiering Can Teach Us About Selling with Matt Rizzetta. Key lessons for getting your entrepreneurial venture off the ground [5:26]. Hope you’re doing well. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher.

Objectives and Key Results 106

Objectives and Key Results Finance Start-ups Prospecting 106

Heinz Marketing

JUNE 7, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. You can even ask Alexa! Thank you for joining us. Kelley: Thank you, Matt.

Pipeline 123

Pipeline B2B Sales Cross-sell 123

Hubspot

MARCH 12, 2018

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. It’s a race to zero, no matter how you look at it. Shame on us.

Prospecting 101

Prospecting Referrals Sales Up-sell 101

SBI

JULY 9, 2013

“The undirected worker spends more of his time walking about for materials and tools than he does in working; he gets small pay because pedestrianism is not a highly paid line.” 3) Use sliding assembling lines by which the parts to be assembled are delivered at convenient distances. Henry Ford. Let’s continue with this premise.

Assembly Line 54

Assembly Line Product Manufacturing Transportation 54

Partners in Excellence

SEPTEMBER 16, 2022

It’s not only a challenge to sellers, but most sales managers, while they put up a false front, really don’t know how to look at pipelines. Managers use pipelines a little differently, I’ll briefly cover this at the end of the article. Product line balance. So strap in… What is the pipeline?

Pipeline 114

Pipeline Prospecting Closing Up-sell 114

Hubspot

DECEMBER 7, 2012

You know what they say about too much of a good thing, right? When it comes to marketing, the same can be said for your attitude toward analytics. But an over-emphasis on metrics can actually lead to the opposite. The power in data really boils down to your ability to effectively analyze and draw insights from it.

Campaign 74

Campaign Technology Technology Drivers/motivators 74

Hubspot

JANUARY 14, 2013

Are you ready to build your dream team of inbound marketers? Do you know what roles to fill and how to find the best man for the job? That's why you need a team of lean, mean, digitally fluent, content-creating machines to take your marketing from good to remarkable. So how do you get this killer line-up?

B2C 78

B2C A/B testing Campaign Strategize 78

Heinz Marketing

JUNE 17, 2019

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts!

Pipeline 56

Pipeline Sales B2B Objectives and Key Results 56

The Lost Book of Sales

OCTOBER 22, 2020

The writing here is heavily grounded in theoretical psychoanalysis, which might turn a lot of people off, but if you manage to plow through it all there are lots of gems to be found. Here you get to dive into such great minds like Otto Rank, Sigmund Freud, Søren Kierkegaard and many others.

Drivers/motivators 105

Drivers/motivators Follow-up Represent Price 105

Search Engine Land

SEPTEMBER 26, 2023

There were places where you could buy links, and services promising to boost your rankings actually worked! He enjoyed the fruits of ranking well, with sales soaring over $100,000 monthly. Medic was termed a “broad, global, core update” by Google, with a peculiar focus on health, medical, and Your Money Your Life (YMYL) sites.

E-commerce 126

E-commerce Engineering Gaming Gambling 126

Lead Fuze

JULY 6, 2021

Pricing strategies don’t just come down to what you charge, it can come down to how you present your prices. You’re trying to win the client who tops all clients; you’ve been burning the midnight oil obsessing over every last detail: What is going to impress them? You nearly have it finished.

Price 98

Price Clients Technique Sales 98

Sales Hacker

OCTOBER 7, 2021

Let’s flip the script: Your intellect, emotion, instinct, and empathy as a woman are what make you both a valuable human and invaluable company asset. Celebrate taking time off to be with your family, kids, pets, friends, or alone with your thoughts. What is one a-ha moment you’ve had in your sales career?

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Partners in Excellence

FEBRUARY 7, 2017

Organizations like the Sales Enablement Society is bringing the discussion and frameworks for sales enablement to the front and center of our collective attentions. Talent management. What about Front Line Sales Management development/enablement? Where is enabling the Front Line Sales Manager in these discussions?

Sales 64

Sales CRM Process 64

ConversionXL

MAY 1, 2019

If you’ve ever worked at an agency, you know the value of client education. Trend lines aren’t impressive if they track metrics that appear distant from business goals. Prospects spend a limited amount of time on your site. Prospects spend a limited amount of time on your site. Is it your spouse? A stranger?

Education 124

Education Drivers/motivators Real Estate Clients 124

SaaStr

MARCH 27, 2020

319: May Habib is the Founder & CEO @ Qordoba, the platform that helps everyone at your company write with the same style, terminology and voice. To date, May has raised over $21M in funding with Qordoba from the likes of Upfront Ventures, Aspect Ventures, Bonfire Ventures and Michael Stoppelman to name a few. Harry Stebbings.

Start-ups 83

Start-ups Closing Prospecting Customers 83

Partners in Excellence

FEBRUARY 9, 2017

And the front line managers are doing what, exactly” Like Mike, I’m seeing the same trend. Increasingly, sales enablement organizations are being staffed up and given the responsibility to coach and develop front line sales people, helping maximize their performance. Sales enablement or their managers?

Sales 49

Sales Territory Pipeline Start-ups 49

Partners in Excellence

DECEMBER 9, 2016

In the US alone, between training, technology, and tools, over $25Billion is spent each year on enabling sales people. What about sales managers? What are we doing in sales manager enablement? But front line sales managers are the single biggest influencers of sales performance.

Sales 48

Sales Technology Technology Conversion 48

SaaStr

NOVEMBER 22, 2019

As for Travis, prior to joining Redpoint, Travis was head of Customer Growth at Front, after spending 5 years building the global Sales organization at Optimizely, the world’s most popular experimentation platform. What questions must you ask? What metrics must you look for? Harry Stebbings. Travis Bryant.

Start-ups 65

Start-ups Customers Objectives and Key Results Growth 65

SaaStr

APRIL 3, 2020

321: Anthony Kennada is the CMO @ Front, the startup that provides your team with better email so they can treat every customer like your only customer. As for Anthony, prior to Front Anthony was the founding CMO at Gainsight where he and his team are credited with creating the Customer Success category. Harry Stebbings.

Growth 72

Growth Start-ups B2B Campaign 72

Partners in Excellence

JULY 18, 2017

Thanks to people like Mike Kunkle , Tamara Schenk , Jason Jordan , Mike Weinberg , and others; the importance of Front Line Sales Manager Enablement is getting some visibility–though still not enough. But simply sending a manager to a training program on coaching is insufficient. We need to do more.

Sales 58

Sales Start-ups Growth Process 58

Hubspot

SEPTEMBER 17, 2018

It’s no longer just one piece of your overall marketing plan. It’s central to your outreach and campaign efforts … especially your social strategy. Well, if you aren’t creating video, you’re likely falling behind. Why You Need to Focus on Video Marketing in 2018. Video has absolutely dominated social.

Angle 101

Angle Objectives and Key Results X-functional CTR 101

SaaStr

MAY 3, 2019

Episode 229: Manny Medina is the Founder & CEO @ Outreach, the market leading sales engagement platform that turns your team into a revenue-driving machine. In Today’s Episode We Discuss: * How Manny made his way to found the leader in sales engagement from product management at Amazon and Business Development @ Microsoft?

Territory 61

Territory Quota Cross-sell Pipeline 61

ConversionXL

APRIL 3, 2018

The most important single thing is to focus obsessively on the customer” – Jeff Bezos. How many emails do you get cc’d or bcc’d on? How many emails do you get cc’d or bcc’d on? Transparency correlates to agility (Does your CEO know how many tests you ran last month?). from each of the speakers.

A/B testing 106

A/B testing Objectives and Key Results Growth X-functional 106

Hubspot

JUNE 22, 2017

Couple that with our low cost-per-sale ($24/monthly for our starter plan), and you can see that being cost-effective while still spending on ads is a challenge. Our credibility was on the line. Lesson 1: Fully commit resources or your cost-per-acquisition (CPA) will rise swiftly. Admittedly, we were quite nervous.

Territory 78

Territory Campaign Launch Pitch 78

SaaStr

NOVEMBER 7, 2019

Renaud Visage, Co-Founder of Eventbrite, and Romain Huet, Head of Developer Relations at Stripe, know what it takes to effectively evolve your offering into a platform without losing what made offering appealing in the first place. In this session, Renaud and Romain use 5 simple steps to help evolve your offering into its own platform.

Start-ups 48

Start-ups Launch Clients Trust 48

ConversionXL

MARCH 27, 2013

This makes all the sense in the world when you think about it because conversions are all about persuasions. The next time a browser merely visits your website, you want to turn him into a shopper and then a definite buyer. Here’s how you can use Cialdini’s 6 Principles of Persuasion to boost conversions.

Conversion 131

Conversion E-commerce Retail Price 131

SaaStr

MARCH 12, 2019

His session was our highest-rated session at SaaStr Annual 2019 and you’re about to see why. He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. What are you doing up so early? If you measure failure as don’t even give the money back to the investors.

Growth 83

Growth Cross-sell Contract X-functional 83

Sales Hacker

MARCH 27, 2020

In it, Founder of Startup Hypeman, Rajiv Nathan, shows you how to do sales presentations that don’t suck. Steps you can take to improve today. When do you use a sales presentation? (12:25). And no, just because you see an NBC camera on the slide, it was not NBC. You know, a little bit of the bubbly. ADD_THIS_TEXT.

Presentation 73

Presentation Entertainment Sales Pitch 73