Hubspot

JULY 18, 2025

When I first started consulting for B2B SaaS companies, I made the mistake of thinking the buyer journey and the customer journey were basically the same thing — just two sides of the same funnel. This moment looks different for every business: Sometimes it happens with the first product experience. They aren’t.

Referrals 67

Referrals GTM Objectives and Key Results Trust 67

Sales Hacker

NOVEMBER 26, 2019

Monday, December 9: Modern Sales. Author of 4 Bestselling Sales Books. 2019: LinkedIn’s #1 B2B Sales Expert to Follow. How can you differentiate yourself from the competition, and set yourself up for a successful sales career that keeps getting better, and better? Sales reps face a terrifying predicament.

Gaming 128

Gaming Objectives and Key Results Sales Up-sell 128

Highspot

NOVEMBER 9, 2023

Objection Handling Access to Resources: The digital sales room provides easy access to objection-handling templates, such as objection rebuttal guides, case studies, and success stories. Data Analysis: Sales teams can analyze objection data to refine their objection-handling strategies and materials.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Gong.io

JULY 11, 2022

Inside sales is basically any sales made from an office environment (you know, inside), so it takes place largely over phone and email, though the use of social media messaging and video conferencing is increasingly common. Other than environment, there are a few other key differences between these two sales models.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Highspot

JULY 6, 2023

Salespeople may now find their first interaction with customers is at a different and later stage of the sales cycle, where customers are far more educated about their options. Public speaking: Speaking to individuals and groups is part of everyday sales roles.

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Technique 52

Hubspot

JUNE 5, 2019

If you need money sooner rather than later, focus on direct sales for now. Firas Raouf , an expert in early-stage B2B tech companies, recommends building at least $20 million in revenue before launching a partner sales program. How to Structure Your Channel Sales Partnership. Experience working in [industry].

Commission 77

Commission Sales Cross-sell Consult 77

Gong.io

JULY 18, 2022

It goes without saying that sales reps must know the ins and outs of your products or services. In fact, 65% of B2B buyers cited a strong knowledge of the solution area as a top reason for choosing a winning vendor over other options. PS: Struggling to overcome objections? Image Source ). Too expensive?”)

Sell 62

Sell Up-sell Prospecting Follow-up 62