Partners in Excellence

NOVEMBER 21, 2022

Every few years, we revisit the concept of, “Who do we coach?” But to make this simple, let’s assume that a manager has a team of 10, and there is a normal distribution. There are 2 high performers, 2 low performers, and 6 in the middle. It makes sense, the math is pretty easy. But we can’t ignore them!

Start-ups 48

Start-ups Sales 48

Martech

AUGUST 25, 2021

There’s nothing new about that — so why are so many people suddenly talking about the importance of community to brands, including B2B brands, and the rise of new C-suite role, the Chief Community Officer? “There’s one advertiser and that’s us,” HubSpot CMO Kipp Bodnar told me. .” It’s nothing new.

Retail 144

Retail B2B Pipeline Technology 144

Partners in Excellence

JANUARY 7, 2018

We may segment the bell curve to A, B, C players as shown below. We tend to think these distributions are what they are, and there is little we can do about them. We tend to think these distributions are what they are, and there is little we can do about them.

Sales 48

Sales 48

Hubspot

SEPTEMBER 18, 2023

Luckily there are a few places you can set up alerts that will help you discover these events as they arrive. New Executives A newly hired member of the C-suite has ample authority and the desire to shake things up. These could be industry changes, a new funding round announcement, a merger, or a prospect getting a new role.

Territory 74

Territory Legal Up-sell Prospecting 74

Highspot

DECEMBER 6, 2019

From London to San Francisco , each one has confirmed the enormous momentum behind our industry and reinforced the importance of community for professionals everywhere. Every sales enablement practitioner knows that inventing the future comes with challenges. . And it’s only getting bigger. A Star Is Born. ” [link].

Sports 40

Sports Networking Sales Quota 40

Sales Hacker

JUNE 26, 2019

It seems that every blog on the block right now has an article on how to ask for referrals or build a referral program. But the real value is YOU, not some system that works behind the scenes. Keep reading to see the entire concept fleshed out, including how to earn a referral, who the players are, and everything you need to know.

Referrals 64

Referrals Gaming Territory Cold Call 64

Partners in Excellence

FEBRUARY 8, 2018

We see organizations that are designed for performance every day. Whether it’s talent management,rethinking the bell curve, metrics and shifting the numbers in our favor, or rethinking the pareto principle–we can and are obligated to design our organizations for performance. Teams that are designed for top performance.

Quota 63

Quota Gaming Technology Technology 63

ConversionXL

JANUARY 8, 2018

The most support they’ll need is from tools, budget and from their C-level (top down). Search Engine Optimization (SEO) is one of the biggest levers that a business can use within their acquisition strategy as part of their Growth goals. It all start with Acquisition. Here’s what I’ve learned. How SEO can contribute to Growth?

Growth 134

Growth Niche Engineering Referrals 134

Sales Hacker

MAY 8, 2020

You’ll see behind the scenes of an actual mega deal. C-level insights(13:35). ? In the next 45 minutes what I’ll do is take you behind the scenes of an actual mega deal by telling the story of the first large deal I ever did, and also we’ll talk about each one of the five shifts to become a whale hunter.

Consult 61

Consult Contract Closing Up-sell 61

Spiro Technologies

JANUARY 18, 2023

There are not many companies that have three numbers like that in their name. So there is a reason behind the sometimes confusing name, but it’s something we’re very proud of and it’s something that we still adhere to to this day. Let’s just kind of jump into VC999. Why three nines?

Manufacturing 52

Manufacturing Assembly Line Up-sell Engineering 52

SaaStr

JUNE 21, 2019

Does Sara really believe that there is a playbook when it comes to marketing? Where are there often points of tension? And you can see everything behind the scenes from us here on Instagram at hstebbings1996 with two B’s. What does Sara mean when she says, “You have to have a creative plan to get your message to market”?

Start-ups 58

Start-ups X-functional Drivers/motivators Up-sell 58

Hubspot

MARCH 8, 2017

We would count down the days until a new album dropped, and sometimes, we would even line up outside of the record store to make sure we could get our hands on a copy -- because, believe it or not, there was a time when albums actually sold out. Source: Levin C. So grab a cup of coffee, sit back, and let us tell you a story.

Manufacturing 78

Manufacturing Technology Technology Gaming 78

Heinz Marketing

JUNE 4, 2018

Catch us LIVE every Thursday at 11:30 a.m. Samuel Sunderaraj has the following experience in sales management: Driving and initiating contact with senior decision-makers at Small To Enterprise Accounts (C-level). – Funding (Seed, Series A-C,). We are here every Thursday at 11:30 Pacific/2:30 Eastern live.

Pipeline 52

Pipeline Sales Drivers/motivators X-functional 52

The Sales Hunter

NOVEMBER 12, 2011

Think of your phone sales script as a playbook a football player might use to know what he should do in a particular situation. There’s no way that would happen, so why go into a sales call with the phone sales script right in front of you guiding every word you say? Mark’s Insights on PRICING. FREE Resources.

Drivers/motivators 68

Drivers/motivators Negotiate Sales Price 68

Sales Hacker

MARCH 2, 2020

There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. Selling to the C-Suite. And if you look hard, you’ll find there’s already a book with the instructions. As a lifelong learner, I turn to books whenever I want to expand my thinking or improve my performance.

Sales 141

Sales Objectives and Key Results Technique Non-Profits 141

ConversionXL

JULY 25, 2022

No matter which players are in the game (copywriters, designers, etc.), It’s the marketing equivalent to a coach’s playbook that covers definitions, formations, and tactics to bring players up to speed on how the team works so that they can execute a play correctly. Every playbook differs depending on the end goal.

Objectives and Key Results 93

Objectives and Key Results Campaign A/B testing Follow-up 93

Sales Hacker

AUGUST 18, 2020

Leveraging the next generation of artificial intelligence, the platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect every time, enabling personalization at scale previously unthinkable, unimaginable, impossible. Brandon worked his way up from the very bottom to the very top.

Start-ups 107

Start-ups Consult Campaign Conversion 107

Partners in Excellence

DECEMBER 14, 2017

Recently, I wrote, “Behind Ever C Player, There’s A…… ” One of my most astute readers made the comment, “If you rank on a curve, you have to have C players, who may also be great.” We have to recognize there need to be different expectations for top performance.

Quota 59

Quota B2B Process Sell 59

SaaStr

JULY 4, 2019

There’s probably not a big equity play. There’s also a tremendous war for talent out there. It’s crazy to think, I saw a stat that every year in the U.S., So one of the things when you are recruiting people out there, make sure you’re telling them how hard it is. Let’s chump in.

Engineering 67

Engineering Quota Growth Sales 67

Sales Hacker

MAY 28, 2020

Develop your A+ players. Tip #1: Develop Your A+ Players. It’s about having a strong network of A+ players for them to work with. How do you build a strong foundation of A+ players? The ROI on this effort is a built-in crew of top sales performers, prepped and ready to help support your B and C players.

Education 71

Education Up-sell Start-ups Follow-up 71

Sales Hacker

JUNE 16, 2021

How to replicate the success of “A” players. If you could spend a day with sales teams from some of the most successful companies in the world, what would you see? Here’s my guess: you’d see a GTM organization working together like a well-oiled machine. How do they do it? What is sales enablement?

GTM 101

GTM Contract Quota CRM 101

SaaStr

AUGUST 20, 2020

Kyle Parrish: Yeah, so I think there’s always a lot of luck involved, but I had a really fortunate journey at Dropbox early on in my career. 343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. What is the balance? Where do many people go wrong here?

Sales 81

Sales Price Quota Start-ups 81

Sales Hacker

MAY 21, 2020

In it, Founder and CEO of social centered selling, Barbara Giamanco, shows us that there are no shortcuts in selling. There are ways that you can get on a buyer’s radar, because they will pay attention if you do some of the right things, but the bottom line is that cheap tricks don’t work. You’ll be missed, Barbara.

Sell 121

Sell Pitch Up-sell Meeting 121

ConversionXL

NOVEMBER 14, 2013

Jeremy Lin didn’t come out of nowhere and became a good player for the NY Knicks. For every $92 spent to acquire traffic, just $1 is spent to optimize it. If you’re still living in the 92:1 world with your budget, you’re gonna be left behind. Jeremy Lin. Nate Silver. Any guesses? Smart or stupid?

A/B testing 123

A/B testing Conversion UX Campaign 123

Sales Hacker

JULY 8, 2020

Now, before we get there, we’ve got a new sponsor for July and that company is Conga. Leveraging the next generation of artificial intelligence, the platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect every time, enabling personalization at scale that was previously unthinkable.

Real Estate 113

Real Estate Strategize Launch Commission 113

ConversionXL

MARCH 10, 2013

” What distinguishes top experts from mediocre players is that the best know more. I have always found this extremely tedious, but there is no way around it.” Truthfully, all of us need to pay close attention to copywriting if we want to achieve our business objectives. You can write better copy if you know more about it.

Objectives and Key Results 119

Objectives and Key Results Price Up-sell E-commerce 119

SaaStr

AUGUST 22, 2020

But at the same time, there is a silver lining in all of this, that coming out of the pandemic, a lot more people are going to have the choice of how they work, where they work. And there’s things that have worked and there’s things that really need to change. I’m Jen Nguyen from TEAMWERC.

Real Estate 60

Real Estate Government Contract Start-ups 60

SaaStr

MARCH 1, 2019

What are the dangers there? A combination of mojitos and workouts will be on the show there. Welcome to Episode 213! Tom Tunguz is General Partner @ Redpoint Ventures, the venture fund with a portfolio including the likes of Stripe, Netflix, Zuora, Hashicorp and Juniper Networks just to name a few. And to our episode today.

Contract 47

Contract Price Commission Conversion 47

SaaStr

JANUARY 3, 2020

What are the dangers there? 295: Tom Tunguz is General Partner @ Redpoint Ventures, the venture fund with a portfolio including the likes of Stripe, Netflix, Zuora, Hashicorp and Juniper Networks just to name a few. He is also the co-author of Winning with Data: exploring the cultural changes big data brings to business.

Contract 10

Contract Price Commission Conversion 10

Partners in Excellence

MAY 23, 2019

There are some, as indicated in the referenced discussion, that believe, “Hire A players, everything else takes care of itself!” ” There can be nothing more wrong. I don’t know how many A players I’ve seen fail. I don’t know how many A players I’ve seen fail.

Start-ups 84

Start-ups Process Sales Product 84

Heinz Marketing

APRIL 5, 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. We are here every week, on Thursday at 11:30 Pacific, 2:30 Eastern, live. You can even ask Alexa!

Pipeline 102

Pipeline Negotiate Sales Cross-sell 102

Hubspot

AUGUST 29, 2016

It' s also the second biggest search engine behind its parent company, Google. And there are a ton of cool things you can do with YouTube that you might not know about, whether you use YouTube to watch videos, post them, or both. But don't be fooled: YouTube has a lot going for it. Mind-blowing stuff, people.

Angle 69

Angle Start-ups Follow-up Service 69

SaaStr

MARCH 13, 2020

And you can see all things behind the scenes from us here on the show at hstebbings1996 with two Bs on Instagram. It’d be great to see you there. I always love to hear your thoughts and feedback there. Prior to Pipe, Harry co-founded Skurt raising over $11M in the process before being acquired by Fair.com.

Finance 87

Finance Contract Growth Start-ups 87