PandaDoc

MAY 3, 2022

Sales enablement tools are so hot right now. It’s easy to get caught up in a rush to have the coolest new sales tools. But even though some of them are quite useful, there are only a few that your team really needs to be successful. Why sales development reps love sales development toolkits. Time management.

CRM 98

CRM Sales Cold Call Pipeline 98

Lead Fuze

MARCH 9, 2021

Here is a fact, your sales reps learn by doing, not by listening. Sales role play scenarios are among the classic approaches you can use to: Prepare your new hires for real-world buyer-seller interactions. You need ideas for sales role play that upgrades your sales reps’ skills? What Is a Sales Role Play?

Objectives and Key Results 105

Objectives and Key Results Sales Clients Up-sell 105

Sales Hacker

JULY 18, 2022

This piece looks at how to harness the power of sales automation for customer retention with 5 ready-made, templated processes , and 5 best practices to consider on your automation journey. One surefire road to customer churn is the customer not knowing how to use the product. Educational sequences.

Process 76

Process Education Contract CRM 76

ConversionXL

APRIL 1, 2019

Often, they unknowingly overwhelm or confuse the same visitors they seek to persuade (with long, jargon-filled product pages, for example). But you have to know how to spot it and how to avoid it. Follow-up research highlights how the curse applies to other fields. It’s not inevitable. What is the curse of knowledge?

Pitch 133

Pitch A/B testing Up-sell Launch 133

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager? What is a sales enablement manager?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Appointment Legal 52

SaaStr

SEPTEMBER 25, 2020

379: From how many reps to hire, to compensation models, here are the top 10 mistakes founders make when hiring their first sales teams and how to avoid them. Find out how you can build these same tools for your business at outgrow.co/saas. This episode is sponsored by Outgrow. That’s outgrow.co/ S-A-A-S.

Quota 67

Quota Sales Closing Promote 67

Hubspot

OCTOBER 13, 2020

Do you have a new class of sales development reps starting soon? If so, you're probably thinking about how to train them and conduct effective coaching. That's why training is so important for your sales team. Below, let's learn HubSpot sales managers' top tips for training your SDR team. months to fully ramp ?

Education 86

Education Prospecting Cold Call Start-ups 86

PandaDoc

APRIL 25, 2023

One of the most important factors in business is building long-term relationships with your customers. When you have loyal customers, you’re likely to have lower customer acquisition costs (CACs), better sales figures, and higher customer lifetime values (CLVs). How does CRM software help sales?

CRM 52

CRM Pipeline Sales Appointment 52

PandaDoc

FEBRUARY 27, 2023

Sales reps love nothing more than the feeling you get right after closing a successful deal. If you can’t get enough of that winning feeling then look no further; we’re going to go over the best sales closing questions to help you seal more deals. What are closing questions in sales? It’s a natural high like no other.

Closing 52

Closing Contract Technique Objectives and Key Results 52

Heinz Marketing

MARCH 28, 2022

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 cover a wide range of topics, with a focus on sales development and inside sales priorities.

Pipeline 109

Pipeline Territory Legal Sales 109

Heinz Marketing

SEPTEMBER 2, 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 on Mondays. We cover a wide range of topics, with a focus on sales development and inside sales priorities. How do you balance all that?

Pipeline 52

Pipeline Sales Conversion Pitch 52

ConversionXL

AUGUST 13, 2019

SaaS sales and marketing teams can get overwhelmed by metrics. If growth is the best way to get out alive, marketing metrics do little unless they correlate with sales. Even measuring monthly traffic to the blog, Foong continued, was pointless—the content strategy prioritized long-term potential (i.e.

Growth 117

Growth SQL A/B testing Conversion 117

SalesLoft

JUNE 20, 2019

The Hey Sale speople podcast hosted by SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd, Jeremey Donovan just got even sales nerdier. Episode four stars Pete Kazanjy, Founder of Modern Sales Pros (MSP) and Atrium. He’s also one of the most well-researched sales experts we know.

Territory 63

Territory Sales Construction Manufacturing 63

Heinz Marketing

APRIL 16, 2018

If you miss Sales Pipeline Radio when it airs live on Thursdays (11:30am pst) below (and every Monday) you can read and/or listen in to recent episodes. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We will discuss what this means.

Pipeline 47

Pipeline CRM Sales Up-sell 47

Hubspot

MARCH 12, 2018

Where Sales Prospecting Went Bad. I'm not sure where sales prospecting went bad. My theory is that someone applied some math to this whole prospecting sales funnel-y thing and realized that spam is actually a decent prospecting method. This sad state of affairs is fully the fault of sales leaders -- including myself.

Prospecting 101

Prospecting Referrals Sales Up-sell 101

SaaStr

SEPTEMBER 27, 2019

As for Ryan, prior to G2 he was Senior Director of Global Marketing at Hubspot where among many other achievements, he scaled HubSpot’s marketing-generated sales revenue by 330% year-over-year. How did it change his mindset? Where does Ryan sit on whether marketing is an art or a science today? What works most effectively?

Start-ups 54

Start-ups B2B A/B testing Pipeline 54

ConversionXL

MAY 22, 2017

Though it wasn’t intended, the last two articles I wrote on the PlainFlow blog have formed a series: The Modern SaaS Stack and the Unexploited Amount of Data is a walkthrough that shows how companies use Modern SaaS Stack to cover their Marketing/Support/Sales activities from day-0. launched a contact management software.

Customers 92

Customers CRM Technology Technology 92

SaaStr

MARCH 19, 2019

They talk about how to get started building your ecosystem, measuring the value of that ecosystem and trapdoors to avoid when building your platform. How’s SaaStr going? Well we wanted this to be a really intimate and interactive session, so in order for us to do that we wanted to poll the audience. We wanted to poll you.

Engineering 49

Engineering Launch Contract Start-ups 49

SBI

NOVEMBER 7, 2019

Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. The acquisition will result in an offering that enables marketers to have full control and oversight into how their content impacts this new buyer landscape.

Customers 20

Customers Tradeshows Technology Technology 20

Hubspot

MAY 27, 2015

This blog post will tell you exactly why. If spamming is so wrong, I wondered, how come it always works so well? Sales of our SEO SaaS subscriptions peaked at around $150,000 a month in subscriptions. We had two sales threads: one on WarriorForum, and another on WickedFire. My Mindset in 2009. Google made me do it.

Networking 76

Networking Profit margin Clients Start-ups 76

SaaStr

AUGUST 19, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. So the new sales leader is trying to figure out, can we go further up market? But I’m trying to figure out how much capital allocation should we do between continuing that strategy. So much talk about doom and gloom.

Niche 83

Niche Follow-up Start-ups Growth 83

SaaStr

NOVEMBER 28, 2021

And I just started blogging my mistakes and that blog (SaaStr) took off. I’d never done any investments before, but I just invested in some of the founders that were fans of the SaaStr blog and it worked out okay. Yesterday Harry Stebbings and I caught up for an upcoming podcast on sales, startups, venture, and more.

Quota 71

Quota Sales Trust Start-ups 71

Hubspot

MAY 3, 2024

All I kept hearing was how AI was going to take my job and how human writers would go the way of the dinosaur … yada yada yada. How AI Can Help Your Small Business First, consider three ways AI can support your small business. Marketing and Sales Nearly 90% of marketing professionals find that AI improves content quality.

E-commerce 53

E-commerce Niche Start-ups Service 53

Hubspot

AUGUST 21, 2023

Although it takes a great amount of effort, time, money and resources, a well-planned go-to-market strategy can significantly benefit your project. Take Apple, for example. Ultimately, you want to create a plan that sets the product apart from the competition and generates leads and customer retention.

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

MAY 14, 2023

As we gear up for SaaStr Europa 2023 in London on 6-7 June and SaaStr Annual 2023 in the SF Bay Area on 6-7 September , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. How did they do? I’m really excited to have these folks here.

Price 92

Price Start-ups Up-sell X-functional 92

SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Justin Welsh | SVP Sales @ PatientPop. Those are things that I am really proud of.

Quota 102

Quota Sales Healthcare Territory 102

ConversionXL

MAY 27, 2022

It’s how ConvertKit grew from $98K to $625K MRR and Morning Brew reached two million subscribers in just five years. Without awareness and leads, you’re missing out on opportunities to close sales and grow your business. This has changed how buyers interact with sales. What does success look like? More conversions?

Referrals 115

Referrals Drivers/motivators Angle Trust 115

SaaStr

JUNE 1, 2021

As part of the run up to 2021 SaaStr Annual in the SF Bay Area Sep 27-29 , we’re taking a look back at some of our favorite classic sessions. (And Co-founder and CTO Dharmesh Shah shared with us how they got there — and the top mistakes they made — just 3 quarters after their IPO. Hubspot today is a $23B juggernaut.

Up-sell 87

Up-sell Price Start-ups Cross-sell 87

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. Celebrate taking time off to be with your family, kids, pets, friends, or alone with your thoughts. Questioning what we can achieve and how far we can stretch is a tactic to evaluate our choices. Time to take notes. What is one a-ha moment you’ve had in your sales career?

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

FEBRUARY 21, 2020

David is also the author of foreentrepreneurs.com the must read blog in the world of SaaS metrics. In Today’s Episode We Discuss: * How David made his way into the world of SaaS at the age of 22. How David went from founding 3 public companies to entering the world of venture with Matrix. Take a listen for more.

Non-Profits 78

Non-Profits Up-sell Start-ups Product 78

SaaStr

NOVEMBER 21, 2020

In Today’s Episode We Discuss: * How Rob made his way into the world of SaaS as a product manager and how that led to his founding Salsify over 8 years ago. * How does Rob think about the bundled vs unbundled thesis within SaaS? How can they do that the right way? What is the right way to onboard them?

E-commerce 102

E-commerce Manufacturing X-functional Retail 102

SaaStr

MARCH 3, 2020

Brendon introduces his playbook to hiring the first VP of Sales from his experiences as VP of Sales at LinkedIn, EchoSign, Talkdesk and more. Learn the dos and don’ts to make the correct hire the first time and not rush into hiring the wrong VP of Sales, which can cost the company months or even years. Roughly 90%.

Sales 61

Sales Promote X-functional Up-sell 61

Heinz Marketing

AUGUST 27, 2018

For almost three years now, we’ve been producing a weekly radio program called Sales Pipeline Radio ( live every other Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Pipeline 49

Pipeline Objectives and Key Results Sales Inside sales 49

SaaStr

FEBRUARY 22, 2019

In Today’s Episode We Discuss: * How Nick made his way into the world of SaaS and came to lead the charge in the category creation of customer success as CEO with Gainsight? Why does this have such a high rate of failure? What should the optimal sales to customer success relationship look like? Listen on Google Play Music.

Customers 46

Customers Cross-sell Sales Up-sell 46

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. How transformational is the 12 quarter year for Salesforce? * Why does Travis believe we need to abolish the title of CRO?

Start-ups 65

Start-ups Customers Objectives and Key Results Growth 65

SaaStr

MARCH 12, 2019

And I wanna work with you all today, I’ve been working on a little framework to think about it and hopefully … I’ve been working with a bunch of companies on it, I’d love for you to take it, play with it and improve it. Okay so start off quizzing the chart, take a sip of your coffee, 9:00am. Get right into it.

Growth 82

Growth Cross-sell Contract X-functional 82

Heinz Marketing

MARCH 12, 2018

I hope by now you’ve tuned in live to Sales Pipeline Radio (Thursdays 11:30 am PST) or have subscribed on iTunes. It’s quick and chock full of actionable advice, best practices and more for B2B sales and marketing pros. We focus on sales development and inside sales priorities and have a lot of fun in the process.

Pipeline 54

Pipeline Sales Up-sell Launch 54