SaaStr

APRIL 15, 2024

In SaaS at least, I’ll give you one metric that is fairly reliable: How many dedicated sales professional do they have, just 100% selling the competitive product? If you can find > 20 or so sales reps selling it on LinkedIn, then your BigCo is taking it Seriously. If not, and it’s a sales-driven space … they aren’t.

Launch 112

Launch Product Engineering Sell 112

Membrain

MAY 5, 2024

Uncover the secrets to being a top-notch sales leader and building a winning sales team with Steve Heroux, CEO of the Sales Collective. In this episode, we dive into the world of sales, busting myths and emphasizing the power of genuine connections.

Sales 70

Sales 70

Sales Hacker

MAY 7, 2024

Noah Marks is a transformative growth leader focused on building GTM engines and scaling organizations for sustainable growth. 17:21 – The concept of a “generalist specialist” and how to empower teams to think that way. 12:10 – Navigating the current economic challenges facing tech companies.

GTM 89

GTM B2B Growth Strategize 89

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Sales enablement tools like CRM platforms help increase sales velocity.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

A Sales Guy

JUNE 15, 2016

How do you build a global sales team? This take of #heykeenan was tough in the beginning. I was asked a really difficult question with only a little bit of information. If you’re considering going global, you don’t want to miss this. I also break down how to prepare for a conference to maximize your investment.

Sales 60

Sales 60

Heinz Marketing

MARCH 15, 2024

So if you want real, predictable revenue growth, it’s time to forget the one-off quick-win tactics. The key to unlocking value lies in alignment between your sales, marketing, and customer success teams—an alignment that comes from a singular, unifying force: customer understanding.

Growth 109

Growth Customers Objectives and Key Results Teamwork 109

Martech

MARCH 12, 2024

campaign was created with Canva’s platform by an in-house team and depicts real-world use cases for AI tools used by marketers and colleagues across any organization. These are clear signs of a winning B2B strategy, which Canva’s marketing team had to adapt to accommodate a growing roster of enterprise tools and AI capabilities.

B2B 117

B2B Customers Teamwork Campaign 117

Sales Hacker

MARCH 8, 2024

A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. Data from Crossbeam shows that ELG is the third-most cost-effective strategy behind customer referrals and inbound sales. Sales tactics like cold calls often have a low conversion rate. Let’s get into it.

GTM 95

GTM Growth Cross-sell Referrals 95

Understanding the Sales Force

APRIL 22, 2024

Over the past thirty-nine years, I have seen this at so many companies and with executives who believed they could apply DIY to any or all of the following ten functions: Evaluating their sales team – it is usually biased and limited to what they recognize as good. ” He was right.

Drivers/motivators 81

Drivers/motivators Construction Sales CRM 81

Search Engine Land

JANUARY 26, 2024

Winning and losing clients is part of the agency business. Managing client transitions seamlessly As a search agency, you are always trying to win new business. It’s even harder in a space where the difference between winning and losing is so slim. Winning is great, but you never only win. New business is hard.

Clients 93

Clients Referrals Trust Pitch 93

Sales Hacker

NOVEMBER 7, 2023

Scott is an experienced executive operator, investor, advisor, and board member with a proven track record of building and scaling great companies, globally, from near zero to $100M plus. Start spotting opportunities earlier and orchestrate smarter sales and marketing motions with Demandbase.

GTM 99

GTM B2B CRM Contact 99

Sales Gravy

OCTOBER 2, 2023

Why Roleplay Should Be A Key Part of Your Sales Culture In this podcast, Jeb Blount, Jeremy Olson, and Kristin Isaacson discuss the importance of role-playing in sales. They emphasize the need for leaders to create a culture of role-playing and accountability within their teams.

Construction 96

Construction Technique Sales Growth 96

Martech

APRIL 29, 2024

They’ll tell you that in fields like marketing and sales, where the payoff isn’t always immediate, you’ve got to put in the work first. Build that brand, nurture those relationships, optimize those processes — the results will follow. Companies that get too caught up chasing those shiny, short-term wins?

Strategize 105

Strategize Negotiate Follow-up Growth 105

PandaDoc

MAY 8, 2024

Such huge numbers equate to huge revenue potential in terms of SMB sales. Read on as we cover everything you need to know about the SMB sales process, and how your sales team can crush it in the competitive landscape. What are SMB sales? What are SMB sales? What is the difference between SMB vs B2C?

Objectives and Key Results 52

Objectives and Key Results B2C Legal Government 52

SaaStr

JANUARY 3, 2024

Dear SaaStr: Should I Go Into SaaS Sales? If you aren’t sure you want to go into sales — don’t do it. Maybe in 2021, when many SaaS leaders were growing at simply unprecedented rates, could succeed in sales if you weren’t sure you wanted to sell. link] You will build amazing people, management and recruiting skills.

Sales 100

Sales Promote Up-sell Start-ups 100

Highspot

OCTOBER 3, 2023

A recent study we commissioned from a leading B2B research firm, surveying 120 global sales leaders, found an average 16% increase in win rate with one thing in common—sales enablement. Here are data-driven tips to come out of this challenging sales environment on top. So, how do you enable your sellers to succeed?

Sell 91

Sell Commission Quota B2B 91

Heinz Marketing

MAY 31, 2023

By Karla Sanders , Engagement Manager at Heinz Marketing In the fast-paced world of B2B marketing, businesses often face difficult times characterized by slowing win rates and longer buying cycles. One key strategy that can significantly impact B2B success in such times is sales enablement.

B2B 106

B2B Objectives and Key Results Drivers/motivators Strategize 106

Partners in Excellence

APRIL 5, 2024

Within that, Sales is the most dynamic and challenging role and the combination is really without precedent.” How I got into selling — Martin Mackay Actually, I graduated from Oxford University with a degree in Modern Languages and considered that the last thing I wanted to do was go into Sales!

Sell 117

Sell Territory Consult Contract 117

Search Engine Land

OCTOBER 23, 2023

Every year, we are delighted to celebrate the best of search marketing by rewarding the individuals, agencies and in-house teams around the world that deliver exceptional results. On behalf of Search Engine Land and everyone at Third Door Media, we’re excited to announce all 19 winners of the ninth annual Search Engine Land Awards.

Engineering 122

Engineering B2B Pipeline Strategize 122

Martech

JANUARY 29, 2024

Understanding lead generation ZoomInfo refers to lead generation as: “[T]he process of attracting prospects and getting them into the sales funnel, with the goal of converting them into customers. This is where “lead capture” is misconstrued within marketing teams and why marketing leaders must stress a specific qualification definition.

B2B 119

B2B Lead generation GTM CRM 119

Martech

MARCH 19, 2024

Furthermore, Sales and Marketing, combined, was flagged as one of four functional groups likely to deliver 75% of that value. Deploy a next-best-action engine with NLP that allows marketers and the data science team to ask questions about how best to optimize the customer experience and drive the very best actions. “As

Customers 102

Customers Campaign Repeat business Referrals 102

Salesforce

AUGUST 24, 2023

I’ve seen countless businesses (including enterprise companies) compile — and try to analyze — sales data in spreadsheets like this. Sure, spreadsheets are useful for small projects, but they can be cumbersome when dealing with complex sales data. Sales dashboards to the rescue. See how it works What is a sales dashboard?

Pipeline 98

Pipeline Quota Lead generation CRM 98

Martech

MAY 9, 2024

Understanding ICP entry points The ideal customer profile (ICP) entry point occurs when your potential customer is experiencing a problem, not when engaging with your sales or marketing efforts. The workshop format for defining entry points Creating your entry point map can be an enjoyable team-building activity that yields impactful results.

Presentation 82

Presentation Represent Prospecting Customers 82

SaaStr

MARCH 14, 2024

With over 25K SaaS tools out there, we believe that those with the best and most complete list of native integrations that make their users’ lives easier and more effective will be the ones that win. We had a great one last time with Peter Specht, Partner at Creandum. Check that out here. What’s your most recent disclosed investment?

B2B 79

B2B Growth Product Customers 79

Highspot

MAY 3, 2024

Imagine that only 28% of your sales reps expect to hit quota. As a sales leader, you’d probably scoff at this. But according to Salesforce, this is the reality for many businesses, and the pressure to hit revenue targets has companies looking to improve sales processes to boost performance. Interested to learn more?

Cross-sell 52

Cross-sell GTM Technology Technology 52

Heinz Marketing

NOVEMBER 14, 2023

By Maria Geokezas , Chief Operating Officer at Heinz Marketing It’s no secret marketing and sales are equally critical to your go-to-market success. But sometimes, things go off track, and marketing and sales operate in their own silos causing them to be misaligned in the way they attract and acquire new customers.

Go To Market 117

Go To Market Lead generation Sales Meeting 117

Sales Hacker

APRIL 23, 2024

Linda Lian is Co-Founder and CEO at Common Room, the all-in-one customer intelligence platform that automatically surfaces signals across 30+ channels, reveals the person and account behind the signal, and automates actions like email messaging and team alerts. Why a modern go-to-market approach requires moving beyond legacy CRM systems.

GTM 86

GTM Customers CRM Go To Market 86

Partners in Excellence

JANUARY 18, 2024

It’s SKO season, yesterday I was leading a discussion with a great sales team. No Decision Made, plummets simply because we focus on building their confidence in what they are doing. As we spoke, it struck me how we revel in these questions. For example: What are the issues that are causing them to look at a change?

Customers 131

Customers Up-sell B2B Trust 131

Heinz Marketing

SEPTEMBER 20, 2023

By Win Salyards , Senior Marketing Consultant at Heinz Marketing In the fast-paced world of B2B marketing, effective communication is critical to winning over potential clients and nurturing existing relationships. Suppose marketing needs help communicating the value of a high-value yet difficult-to-message product.

B2B 96

B2B Teamwork Consult Clients 96

Sales Gravy

NOVEMBER 1, 2022

Top sales talent can walk out of your door to another career opportunity at any time. This puts more pressure on sales leaders than ever before to foster a sales culture and team environment that compels people to stay. Pivotal means that your team's performance rest squarely on your shoulders.

Sales 109

Sales Meeting Process 109

Sales Hacker

NOVEMBER 28, 2023

Ang McManamon is a tenured sales leader who puts culture first, helps build high-performing SaaS teams, and executes with urgency across all areas of an organization. She is currently the VP of Sales at Crunchbase , where she leads a high-growth team out of New York City. Go-to-market perspectives.

GTM 93

GTM Finance Growth Sales 93

SaaStr

FEBRUARY 21, 2024

The Challenges and Pitfalls of a Partner Ecosystem Drata attributes much of its success to its partner ecosystem, which is an interesting case study for most, so how do they break up marketing, sales, and resource allocation vs. a more direct-sales modeled business? The sales reps were friends, and accounts were shared.

Cross-sell 85

Cross-sell Strategize Campaign Education 85

RAIN Group

OCTOBER 11, 2023

Sales enablement teams regularly struggle to provide sellers with the skills and tools needed to get results like building pipelines , closing sales , growing accounts , and increasing win rates. It's a challenge to ensure sales training achieves desired outcomes, whether sales enablement is a team of one or many.

Pipeline 73

Pipeline Sales Closing 73

Understanding the Sales Force

MARCH 25, 2024

College baseball is in full swing and my wife and I watched our son and his college team play eight games over the past 10 days as they traveled from Orlando, FL, to Saratoga Springs, NY. While one of the sales lessons from this trip comes from baseball, the actual travel generated the other two sales lessons. We didn’t.

Sell 73

Sell Relationship building Sales Gaming 73

Salesforce

FEBRUARY 16, 2024

About 69% of sales professionals say selling is more difficult now than in previous years, according to Salesforce’s State of Sales report. To keep your sales team motivated when things are tough, you need to reward them for their victories. That’s where sales commission comes into play.

Commission 104

Commission Territory Quota Drivers/motivators 104

criteria for success

MAY 17, 2022

If you’re in the process of building a winning sales training program for your team, you've come to the right place. Here at Criteria for Success, we help companies strengthen their sales teams and build out training processes that ensure sales best practices are being put to use. Acceleration.

Sales 98

Sales Follow-up Growth Pipeline 98

Martech

AUGUST 22, 2023

It doesn’t matter what technologies you use if the teams do not have the right content, the right messaging, and they’re not having the right interactions and delivering the right experiences,” said Kristina Jaramillo, President of consulting firm Personal ABM at The MarTech Conference. Image: Personal ABM.

Technology 95

Technology Technology Intrinsic Pipeline 95