Highspot

OCTOBER 24, 2023

From product knowledge to people skills, sales training covers a wide range of topics. Sales skills : Salespeople should learn how to negotiate, craft a compelling sales pitch, engage in sales conversations, execute timely follow-ups, and close deals successfully. What Makes Good Sales Training?

Teamwork 52

Teamwork Technique Sales Quota 52

Sales Hacker

JULY 26, 2023

It’s man and machine, working in harmony to close more deals and smash quotas out of the park. It’s man and machine, working in harmony to close more deals and smash quotas out of the park. Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives.

Objectives and Key Results 76

Objectives and Key Results Pitch Cold Call Sales 76

Heinz Marketing

MARCH 4, 2022

Deep Rationality: The Evolutionary Economics of Decision Making (Kenrick et. So let’s dive in to what decision research can tell us about how buyers analyze choices. In this episode, we will examine decision-making research as it is explored in 3 papers: Bounded Rationality: The Adaptive Toolbox (Gigerenzer, 2001).

Objectives and Key Results 52

Objectives and Key Results B2B Finance Growth 52

Miller Heiman Group

AUGUST 8, 2019

Sales results continue to falter, as more than half of all deals forecast to close don’t and customer retention continues to drop, according to the 2019 World-Class Sales Practices Study. Are you collecting the right data from your tools? Your sellers suffer from tool overload. Chances are, it’s the latter. It’s a vicious cycle.

Technology 50

Technology Technology CRM Up-sell 50

Salesmate

JULY 28, 2020

The more you learn, the better you can perform when it comes to nurturing and converting sales deals. Learn various strategies to effectively manage sales and close deals faster. Learn various strategies to effectively manage sales and close deals faster. Books help in expanding knowledge. 25 sales books you must-read in 2020.

Objectives and Key Results 103

Objectives and Key Results Sales Pitch Quota 103

Sales Hacker

JULY 26, 2023

It’s man and machine, working in harmony to close more deals and smash quotas out of the park. It’s man and machine, working in harmony to close more deals and smash quotas out of the park. Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives.

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Spiro Technologies

MAY 26, 2022

Earl Bertrand Bradley was in college in the Midwest and his lifelong friend from college kind of stayed out there. Jonathan: I think it was actually one who man couldn’t ship drawer slides from Minnesota, I believe it was or Michigan, and so now I’m here. And of course having fun along the way. Jonathan: Absolutely, so E.B.

Sell 52

Sell Manufacturing Hospitality Start-ups 52

Sales Hacker

MAY 27, 2019

Our second sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best. Scott is the Chief Revenue Officer at Nextiva.

Product 60

Product Objectives and Key Results Up-sell Contract 60

PandaDoc

OCTOBER 3, 2023

There are significant reasons why today’s fast-changing sales environment is making your job more difficult, including skyrocketing buyer expectations forcing sales reps to become trusted advisors, a switch from reactive adaptation to proactive prediction strategy, and widespread adoption of low-performing yet less risky sales techniques.

Process 52

Process Objectives and Key Results X-functional Sales 52

Sales Hacker

FEBRUARY 1, 2021

If you missed episode 145, check it out here: Lessons Learned From Winning by Design with Jacco van der Kooij. Lessons learned from nine months in enterprise sales [10:18]. Buyers tightening budgets? Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:10].

E-commerce 69

E-commerce Follow-up Quota Up-sell 69

SaaStr

JUNE 14, 2019

Finally pre-Salesforce, Dave was CEO @ MarkLogic where he grew the team from 40 to 240 and revenues from $0 to an $80m revenue run rate. What were his biggest lessons from being in the Sequoia boardroom when they presented “RIP Good Times”? How do they set up the process from there? * Who is involved? Who decides this?

Strategize 56

Strategize Quota Non-Profits Price 56

Sales Hacker

MARCH 2, 2020

I’ve pulled together the top 97 books from a range of sales disciplines to give you the information you need to stay relevant, lead conversations, understand the trends — and of course, improve your game. Buyer-Centered Selling. As a lifelong learner, I turn to books whenever I want to expand my thinking or improve my performance.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Martech

JUNE 22, 2023

In the face of the enduring impact caused by the Covid-19 pandemic and the imminent threat of an economic downturn, we are now reassessing the concept of brand loyalty and exploring new avenues to achieve it. Our understanding of customer relations has undergone a remarkable transformation in recent years. Are you ready to explore further?

Promote 102

Promote Trust Gaming Clients 102

SaaStr

MARCH 8, 2019

The age-old sales funnel has worked fine for decades…until now. Flaws are being exposed, and a new model is imminent. Why is the sales funnel alone, no longer an appropriate way of thinking about customers? What will emerge to supplement or replace it? Want to see more content like this session? Join us for SaaStr Annual 2020. FULL TRANSCRIPT BELOW.

Cold Call 42

Cold Call Trust B2C Go To Market 42

Sales Hacker

APRIL 16, 2018

In Today’s Episode: How to map your career from individual contributor to manager. What we want to do over the course of the next period of time is really chat with you about where you’re from, your origins, what got you into sales, and then we can dive deep into some topics as they emerge. We’re on iTunes.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Highspot

SEPTEMBER 30, 2020

Suddenly, your business has gone from a single salesperson to a team of hundreds, each of whom has a different approach to selling — and not all of them right for your business. As Dan Swift, CEO at Empire Selling said, “A sales methodology ensures your go-to-market teams are all singing from the same hymn sheet.”

Cross-sell 85

Cross-sell Consult Sales Strategize 85

Heinz Marketing

FEBRUARY 26, 2018

We’ve has some truly great guests and many more to come. A few past guests: Craig Rosenberg , Mike Weinberg , Jim Keenan ; Joanne Black ; Aaron Ross Meagen Eisenberg , and Trish Bertuzzi. We cover a wide range of topics, with a focus on sales development and inside sales priorities heading into and throughout the year. Jocelyn: Curling.

Pipeline 53

Pipeline Sales B2B Start-ups 53

Search Engine Land

JUNE 22, 2023

In the face of the enduring impact caused by the Covid-19 pandemic and the imminent threat of an economic downturn, we are now reassessing the concept of brand loyalty and exploring new avenues to achieve it. Our understanding of customer relations has undergone a remarkable transformation in recent years. Are you ready to explore further?

Promote 70

Promote Trust Gaming Clients 70

Sales Hacker

OCTOBER 7, 2021

That company only lasted another year before they were out of business, so it was a poor use of my energy, time, and being away from my family – a lesson I work to pass on to others new in roles today. Women in sales often have a polarizing experience. We’re often encouraged to hide, toughen up, and bury our emotions.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

MARCH 8, 2019

The age-old sales funnel has worked fine for decades…until now. Flaws are being exposed, and a new model is imminent. Why is the sales funnel alone, no longer an appropriate way of thinking about customers? What will emerge to supplement or replace it? Want to see more content like this session? Join us for SaaStr Annual 2020. FULL TRANSCRIPT BELOW.

Cold Call 19

Cold Call Trust B2C Go To Market 19

SaaStr

MARCH 27, 2020

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. Today is different from other times but in SaaS. Before that, May started her career in the New York Office of Lehman Brothers raising capital for software companies.

Start-ups 81

Start-ups Closing Prospecting Customers 81

Outreach

MARCH 19, 2021

This kind of unobstructed visibility empowers managers to forecast and set accurate sales plans, and use accurate data to implement proper coaching or training on processes, unique deals, and more. Average deal size - Enables teams to accurately set budgets, maintain cash flow, and plan for growth. What is a Sales Dashboard?

Objectives and Key Results 52

Objectives and Key Results Pipeline Sales Technology 52

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. A high-level perspective. It's one of those books that you have to read if you work in sales or technology. Here are some previous issues of the newsletter. Table of Contents.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

AUGUST 26, 2022

Podcast episode 585 is an excerpt from the AMA, and you can watch the full video below. I learned… I’ve done a bunch of things with Henry from ZoomInfo. Transcript. Jason Lemkin: I’ve got no agenda, no slides. Jason Lemkin: I’ve got no agenda, no slides. I did a lot of slides already. Should I still be the CEO?”

Quota 84

Quota Growth Product Closing 84

SaaStr

FEBRUARY 25, 2020

Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. One of the things that I think is really important is that you have to be thinking about this from day one. Want to see more content like this?

Prospecting 87

Prospecting Customers Promote X-functional 87

Sales Hacker

JANUARY 19, 2021

Lessons learned from advising companies [12:08]. What’s your sales organization’s biggest challenge right now — remote work, buyers tightening budgets? Listen, Chris Pierce, the VP of Sales of Tableau, says they run their entire business from Outreach. Subscribe to the Sales Hacker Podcast. We’re on iTunes.

Cross-sell 63

Cross-sell Up-sell Objectives and Key Results Start-ups 63

Highspot

MARCH 9, 2022

And most of us could list the benefits of working with a good sales leader — like the fact that their average annual quota attainment sits around 105% or that by offering dynamic training, they can boost their reps’ win rates by 28%. But being effective as a sales leader isn’t exactly a walk in the park. How to become a sales leader.

Intrinsic 95

Intrinsic Technique Cross-sell Sales 95