Gong.io

OCTOBER 19, 2022

But, speaking broadly, sales productivity is about closing more sales with the same amount of resources — things like time and money. Carrying on the example above, measuring the number of meetings booked due to those cold calls is a measure of your team’s effectiveness. Sales productivity can be rather hard to define.

Product 62

Product Cold Call Sales Meeting 62

Hubspot

NOVEMBER 9, 2022

You just closed out Q4 and blew it out of the water. You get brand new goals to meet, and they’re significantly higher than last year's. Once you know what you’re aiming for, determine what you’ll need to do to meet your goals. Meet with your manager to create accountability. Clean out your pipeline.

Pipeline 62

Pipeline Presentation Networking Quota 62

Highspot

DECEMBER 8, 2020

To navigate these murky waters, salespeople are increasingly relying on the concept of buyer enablement – a sales approach that makes it easier than ever for buyers to champion your product, so reps can close new business. What are the six stages of the B2B buying process. Ask upfront what you need to close the deal and deliver it.

Drivers/motivators 98

Drivers/motivators B2B Negotiate Closing 98

Highspot

NOVEMBER 25, 2019

But tips focused on individual changes ignore the impact that a process-driven approach can have on your business. Formalizing your productivity strategy empowers your entire sales team to regularly meet — and exceed — quota. Sales productivity is defined as the rate at which salespeople meet their revenue targets.

Product 52

Product High impact Quota CRM 52

SaaStr

JUNE 16, 2020

Our first two digital mega-events have collectively brought over 25,000 attendees together; from Bridging the Gap to New New in Venture , we have committed ourselves to delivering high-impact and measurable value to our community. . at a Global 2000 or similar company ($300M or more in revenues, or close). . Apply to Attend.

B2B 64

B2B High impact Networking Follow-up 64

Partners in Excellence

MARCH 17, 2022

We set goals for daily dials, conversations, emails, meetings. After all, there are only 24 hours in a day, and if we can’t meet our volume goals, we have to find ways of doing more in that period of time. How do we increase the number of high impact conversations for every 100 dials? But more on this later.

Conversion 73

Conversion Meeting High impact Technology 73

Highspot

AUGUST 15, 2023

Sales analytics ultimately outlines where your strengths and weaknesses are in terms of your sales process and each individual rep, and does so in three key areas: productivity, proficiency, and performance. The combination of both leads to more efficient and successful sales processes. What Is Sales Analytics?

Objectives and Key Results 52

Objectives and Key Results Sales Pipeline Technique 52

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Juliette Evans, learning and development business partner for Close Brothers , uses Salesforce Trailhead to support her teams’ ongoing education. “We

Cross-sell 98

Cross-sell GTM Quota Contract 98

Sales Hacker

AUGUST 21, 2019

” Sales reps can significantly increase their close rates by avoiding the sales phrases that tend to kill a deal — and simply replacing them with “high-impact” vocabulary … or listening instead of talk. I appreciate how hard it is for you to meet that goal.”. I’m sorry you are going through this.

Contract 90

Contract Up-sell Prospecting High impact 90

Gong.io

JULY 31, 2019

That’s true in face-to-face meetings and on discovery calls. That way, if you go further in this process with us, you’ll know it’s time well spent. They key is to ask them questions that meet them where they stand. . Buying process: Walk me through how you purchased [incumbent]. Start Every Deal with a Contract.

Contract 128

Contract Sales Trust Closing 128

Highspot

APRIL 14, 2023

If you want your sales team to efficiently and consistently close deals, you need to arm them with the resources and materials they need to be successful. To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Set goals and objectives for your program.

Sales 52

Sales Technology Technology Technique 52

Highspot

APRIL 14, 2023

If you want your sales team to efficiently and consistently close deals, you need to arm them with the resources and materials they need to be successful. To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Set goals and objectives for your program.

Sales 52

Sales Technology Technology Technique 52

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. Prospecting isn’t the same as lead generation, though it is quite close. B2B sales prospecting in a nutshell.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Hubspot

FEBRUARY 8, 2022

Surveying lost leads helps you strengthen the process of interacting with leads and lessen the likelihood of losing them or having them go dark for a while. If you reconnect in a new way, you may leave an impression, stay top of mind, and inspire them to re-start the conversion process. 8 Strategies For Re-engaging Lost Leads.

CRM 71

CRM Contact High impact Pitch 71

The 5% Institute

JUNE 9, 2023

To excel in this position, a sales manager must possess a combination of leadership skills, industry knowledge, and a deep understanding of sales processes. By effectively managing budgets and resources, sales managers ensure that the sales team operates efficiently and meets financial targets. Want To Close Sales Easier?

Objectives and Key Results 52

Objectives and Key Results Finance Drivers/motivators Sales 52

Highspot

DECEMBER 21, 2022

Trying to build a high-impact sales team? Lots of sales managers get hired because they’re expert salespeople, either because they know what to say to close deals or because they demonstrate value to customers. Monitoring and managing sales processes. Heads up: Your team will only ever be as good as its manager.

High impact 52

High impact Objectives and Key Results Sales Teamwork 52

Sales Hacker

DECEMBER 20, 2018

Sales productivity is all about maximizing time spent on the most critical sales rep activities (prospecting, client meetings, networking) and minimizing the resources needed to accomplish them (i.e. Highly efficient sales teams spend time on high-impact activities and minimize low-impact activities. Closed won/lost.

Product 96

Product Tradeshows CRM Appointment 96

Hubspot

JULY 9, 2019

In this guide, we'll cover the reasons why getting sales management right is so important as well as some sales management strategies, duties, and resources to help your team become high impact players for your business. You can do this during team or one-on-one meetings or add the information to the reps' sales enablement kits.

Sales 87

Sales Quota Commission Drivers/motivators 87

Highspot

SEPTEMBER 6, 2023

Focusing on their needs, addressing pain points, and using emotional intelligence is the difference between a missed opportunity and a closed deal. Here’s how to integrate value selling strategies into your sales process: 1. Value selling can make the buyer process hassle-free, even when it isn’t linear.

Sell 59

Sell Profit margin Price Non-Profits 59

Partners in Excellence

NOVEMBER 30, 2017

One of the findings in that research was that sales people tended to make 37% more calls than necessary to close. As we drilled into the data, we found the fundamental reasons were they weren’t designing and executing high impact sales calls. It requires alignment of expectations and goals for the meeting.

Conversion 52

Conversion Sales Meeting High impact 52

Highspot

JUNE 11, 2020

Working together, aligned teams can deliver high-impact marketing activities, boost sales effectiveness, and ultimately grow revenue. This linear process is no longer possible in today’s world. Customers are constantly engaging with brands long before they purchase and well after a deal closes. Process efficiency.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Partners in Excellence

OCTOBER 1, 2016

More Books: I completed or reread some great books by friends and colleagues I think they belong on every sales professionals bookshelves: Sell with a Story: How to Capture Attention, Build Trust, and Close the Sales , Paul Smith: We know how critical stories are in connecting and engaging our customers.

Inside sales 82

Inside sales Construction Presentation Meeting 82

Partners in Excellence

APRIL 7, 2019

We want, in these first calls, to engage the prospect in a credible, high impact conversation. The model we have is a high volume/high velocity model. This SDRs are expected to have 1000’s of dials a day, hopefully for a few dozen conversations, that generate some number of meetings for AEs.

Manufacturing 85

Manufacturing Pipeline High impact Prospecting 85

Hubspot

FEBRUARY 15, 2018

I hope it encourages other individual contributors out there to get their co-workers in other departments excited about working on high-impact, cross-functional projects. You won’t have all the answers on day one, but make sure every conversation you’re having at this stage focuses on one thing: impact.

Campaign 71

Campaign High impact Meeting Drivers/motivators 71

Sales Hacker

JUNE 30, 2020

The process for developing a new habit [13:08]. Habits that create high-impact behaviors [17:25]. The lowdown on high-impact habit virtual masterclasses [35:08]. The process for developing a new habit [13:08]. What is your process, if you have one, for developing a new habit? Sam’s Corner [39:11].

High impact 78

High impact Meeting Drivers/motivators Conversion 78

Highspot

SEPTEMBER 28, 2021

Sales acceleration refers to the means by which an organization may refine its sales processes and tools in order to increase the efficiency and effectiveness of its sales strategy. Confusion around sales processes and priorities. Processes reps are clearly defined and reps easily reference. What Is Sales Acceleration?

Sales 52

Sales Cross-sell Growth Technique 52

Hubspot

NOVEMBER 25, 2019

Ecommerce CVR is also a useful metric to track over time to see how the improvements that you're making to your website, product categorizations, product descriptions, checkout process, or any number of other aspects of your online store are actually impacting your business's bottom line. Tweak your checkout process.

Conversion 95

Conversion Agriculture Angle User Experience 95

Sales Hacker

NOVEMBER 18, 2020

Shifting your focus and phrasing to your customers’ needs rather than your own will have a direct impact on your close rates. In your discovery process, you need to go beyond surface problems to understand the impact those problems have on your customer. What’s the financial impact?

Process 119

Process Customers Prospecting Up-sell 119

ConversionXL

MARCH 4, 2016

There’s a lot we can do online to help our sales teams close deals. Sales enablement is the act of enabling salespeople to help them close more deals/bring in more revenue/hit their quota. And sales enablement software helps arm sales teams with the information they need to close sales. Traditional process. Image Source.

B2B 65

B2B A/B testing Sales Pitch 65

Hubspot

AUGUST 12, 2014

The challenge is that this process needs to happen quickly. Here are three high-impact ways for Marketing and Sales to join forces: 1) Position Marketing as a content creation engine and Sales as a learning and distribution engine. I need vendors to educate me -- to put me in the right direction.

Cross-sell 69

Cross-sell Repeat business Education Sales 69

Highspot

JUNE 6, 2023

And from an efficiency perspective, it’s all about how sellers apply their talent, tools, resources, and processes without putting in endless hours to meet targets and sales quotas. Most importantly, when reps are more productive, the time and budget it takes to close deals and drive revenue decreases.

Closing 52

Closing Product Objectives and Key Results Quota 52

Sales Hacker

OCTOBER 30, 2018

Brooke Bachesta is a SaaS sales professional with experience as an individual contributor, people manager and process builder. As a member of the National Speakers Association, she regularly speaks at sales and incentive meetings, sales conferences, and association meetings. Brooke Bachesta – SDR Manager at Outreach.

Inside sales 111

Inside sales Sales Cross-sell Growth 111

SaaStr

DECEMBER 20, 2019

So, we decided to go ahead and build that and we built a workflow that generated 10x more meetings for our reps, and our reps were so excited. And as we were going to those meetings and the people holding those meetings would ask, “What’s your special sauce? What’s your special power?”

Territory 57

Territory Quota Cross-sell Pipeline 57

SBI

SEPTEMBER 11, 2012

A Productivity-Based Approach to Closing More Business – Collaboration and task management using Do.com, a powerful productivity platform that is easy to use alone or to integrate with Sales Cloud if needed. Close more sales. Cloud9 streamlines the administrative process of forecasting reducing the normal drudgery.

CRM 48

CRM Cross-sell Contact Finance 48

SaaStr

MARCH 26, 2019

Stripe today has more than 1,400 employees and processes billions of dollars for millions of users worldwide. Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. Manual processes first.

Launch 62

Launch Engineering Product Start-ups 62

Salesforce

FEBRUARY 12, 2024

Here’s the number one thing I ask sales reps who are having trouble closing a deal: “Have you asked the right questions?” What is the impact on them, professionally or personally? I like to call these high-impact questions. This is sometimes called consultative sales.

Consult 59

Consult Objectives and Key Results Cross-sell High impact 59

Salesforce

FEBRUARY 21, 2024

Why sales performance reviews are important How to lead a sales performance review 7 sales performance review examples Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM. Time to close is above average for the team.”

Objectives and Key Results 105

Objectives and Key Results Construction Sales Clients 105