Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. Rifiniti: $150k ACV and $3M ARR. PipelineEquity: $360k ACV and $1.1M

Inside sales 109

Inside sales Cold Call Contract Price 109

Hubspot

JUNE 8, 2021

If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Sales seems like a fast-paced, hardball kind of career. What does that mean?"

Commission 76

Commission Territory Finance Inside sales 76

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. In the early days, most SaaS companies sell to other startups for a number of reasons. Someone (usually a VC) will point out that hitting your aggressive growth numbers will be easier if you sell to larger companies.

Legal 86

Legal Cross-sell Contract Price 86

PandaDoc

OCTOBER 3, 2023

Do you feel like your selling job is becoming harder and harder over time? Don’t worry — you are not alone: 69% of your colleagues feel the exact same way, according to Salesforce’s State of Sales 5th edition. As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours.

Process 52

Process Objectives and Key Results X-functional Sales 52

The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. One of the most important lessons about crossing the chasm is that the task ultimately requires achieving an unusual degree of company unity during the crossing period.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

OCTOBER 7, 2021

After spending a couple of years in a sales role, that knowledge will assist you throughout your life in business and elsewhere. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Anita Nielsen.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

MARCH 2, 2020

The Challenger Sale. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Hacking Sales.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SBI

JULY 21, 2020

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. PETER: Enterprise B2B sales is a complex process of which the buying experience is one very important attribute to closely understand. For this exercise, probably avoid the hero sales ‘from the ashes of defeat turnaround’ examples!

Objectives and Key Results 56

Objectives and Key Results Pipeline Technology Technology 56

Sales Hacker

APRIL 15, 2019

They took a bet on me as someone who didn’t have software sales experience, and I wanted to make sure I didn’t let them down. My experience at Linkedin was transformational. Over the years, I was very fortunate to work with some incredible partners who really knew how to sell. Prioritize those.

B2C 59

B2C Drivers/motivators A/B testing Cross-sell 59

Salesforce

JANUARY 18, 2024

Business growth expert Tiffani Bova said it best: “How you sell matters. Think of your sales process like a map. It shows you how to get from point A in the sale (finding your prospect) to point Z (closing the deal), highlighting necessary steps along the way. Learn more What is the sales process?

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

Sales Hacker

MAY 5, 2020

Sam Jacobs: On today’s show, we’re excited and lucky to have a friend of mine and a colleague and somebody that I crossed paths with in previous roles, a man named Devante Lewis-Jackson. Most recently I was with a company called The Muse where you said, Sam, you and I crossed paths for about five years.

Conversion 63

Conversion Cross-sell Retail Up-sell 63

SaaStr

DECEMBER 6, 2019

So I joined Apple about a year after Steve Jobs had first left, and the last thing I did at Apple on December 23rd, 1996 was cover press conference when we acquired NeXT Computer and brought back Steve as a quote unquote “consultant,” little did Gil Amelio know. Did the opportunity close? The answer is yes, all of them.

Technology 52

Technology Technology Finance Trust 52

Hubspot

FEBRUARY 7, 2018

Once an SDR has determined the lead is qualified, they pass the opportunity to a sales rep. Unlike a closing sales rep, SDRs don’t carry a traditional quota. How to know if this job is right for you: Being an AE is a natural next step once you’ve gotten some selling experience under your belt. Outside Salesperson.

Territory 93

Territory Commission Outside Sales Account management 93

Heinz Marketing

SEPTEMBER 9, 2019

You’ll sell more, more efficiently. And so we’re looking for those intangibles that identify a personality type that would fit well in the sales industry, basically. I remember being at a startup a couple jobs ago and one of our best sales reps came to us and didn’t have any sales experience at all.

Pipeline 57

Pipeline Inside sales Education Sales 57