Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Sales Hacker

FEBRUARY 7, 2018

How the numbers add up. One of the key shortcuts is to use automated forms of outbound to identify leads that want to have a meeting and use low-cost sales resources to run those meetings in an effort to close. In 2016 Randy was on track to grow the business from $4M to $6M with a big deal that could take it close to $7M.

Growth 87

Growth GTM SQL Strategic partnership 87

Sales Hacker

APRIL 21, 2021

On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. Traditionally businesses roll up their operations teams under the organization that they serve, resulting in siloed processes, software systems, and often, conflicting goals. Stay close to three things: the data, the money, and the strategy.

Finance 101

Finance GTM Cross-sell SQL 101

ConversionXL

MAY 27, 2022

This behavior has marketers pledging to up their demand generation budgets. Because if people are making up their own minds, without coercion from sales, creating demand is the best way to get them to choose you. 70% of buyers are already clued up on a product before they talk to sales, if they talk to sales at all.

Campaign 95

Campaign Lead generation Pipeline B2B 95

Heinz Marketing

MAY 11, 2018

Rather than assume, treat every prospect like a potential SQL. Being up-to-date on the latest company or industry developments is your differentiator and shows your prospect you’re there for them. When people come up with an idea on their own, they’re much more convinced of its validity. You’re Chomping at the Bit.

Consult 64

Consult Pitch SQL Sales 64

Salesmate

MARCH 17, 2020

You are gearing up to launch your product’s sales process. Or maybe you are planning to expand your startup and are gearing up to explore the unknown territory. The steps of your sales process consist of separate selling activities. Active listener Empathetic Attentive Builds trust Follows up on time. Follow-Ups.

Process 125

Process Objectives and Key Results CRM Sales 125

Heinz Marketing

JUNE 7, 2021

Matt: So, as we record this, we are coming up at the end of May. We used a sales activity study to benchmark how and where sellers are spending their time, pinpointing places where we are maybe spending a little more time on non-direct selling activities than we would like. Thanks for being part of the show.

Pipeline 123

Pipeline B2B Sales Cross-sell 123

PandaDoc

APRIL 3, 2023

As Invesp claims , 80% sales require five follow-ups, and 3 out of 5 customers prefer to say “No” four times prior to saying “Yes”. Along with that, 48% of salespeople never even make a single follow-up, and 44% of the rest make just one before giving up.

Pipeline 52

Pipeline E-commerce Sales Objectives and Key Results 52

SalesHandy

OCTOBER 28, 2022

For example, Leads that are ready to make a purchase i.e. Sales Qualified Lead (SQL) The survival of your business is dependent upon getting 300 leads each quarter. The biggest selling point of outbound is that it allows sales and marketing teams to take complete ownership of their go-to-market (GTM) strategy. You need leads now!

Lead generation 59

Lead generation Cold Call Referrals Objectives and Key Results 59

SaaStr

JULY 25, 2021

As we gear up for 2021 SaaStr Annual, I wanted to highlight some of my very favorite Annual sessions from the past you may have missed. Also, don’t miss out on SaaStr Annual 2021 coming up FAST Sep 27-29 in SF Bay Area! And I feel like a talk show host in this kind of set up. This was certainly one of them.

Up-sell 99

Up-sell SQL Product Start-ups 99

ConversionXL

OCTOBER 4, 2018

which customers will buy one or more products for a cross-sell or upsell. You have to understand—I grew up tearing tickets.”. For Underwood, clients tend to fall into one of two buckets, with half in each: “The ideal client has an internal database set up and ready to go. which leads will convert—however you define conversion.

Sports 131

Sports Clients Engineering Niche 131

SaaStr

FEBRUARY 11, 2020

Learn why it is difficult to have accurate and trustworthy outbound dashboards and how to clean up and educate your clients. They both have the same thing around, “Ah, what do I sell? It’s funny, there’s lots of cities you ask that and there’s like a couple of hands go up. Join us at SaaStr Annual 2020.

Growth 75

Growth Niche Hospitality X-functional 75

Martech

DECEMBER 1, 2023

And rather than hiring another sales rep or BDR, you can automate the process and set up CRM correctly. Then, let your sales executives (SEs) focus on actually selling rather than doing manual tasks like filling up CRM or following up with the clients. Check out what you can do to free up your sales execs.

Process 93

Process Customers Appointment Pharmaceutical 93

Heinz Marketing

NOVEMBER 20, 2017

We’ve already featured some great guests and have a line up of awesome content and special guests into 2016. ” I also asked Scott: What is influencing deals to move through the pipeline and actually close? Scott also reveals the people he would put up on his personal Mount Rushmore of sales. ” Scott Salkin: Yeah.

Pipeline 50

Pipeline Sales Technology Technology 50

SaaStr

NOVEMBER 22, 2019

So that ends up being a very useful skill for customer facing roles. And then, you know, even stranger to end up in venture. Travis Bryant: Yeah, well I ended up in the, what then was called the corporate sales organization. It really was, we closed every month. And it was a very high velocity model.

Start-ups 62

Start-ups Customers Objectives and Key Results Growth 62

SaaStr

SEPTEMBER 27, 2019

Join CEO Romain Lapeyre as he walks you through how to close your first 1000 customers based solely on data. And so, yeah, I guess over the last 10 years I’ve worked my way up and around. And then right about the time HubSpot was launching into APAC they brought me on board as their first marketer. It works really well.

Start-ups 51

Start-ups B2B A/B testing Pipeline 51

SaaStr

JANUARY 3, 2020

What time frame from SAL to closed lead suggests product market fit? 296: The vision of exceeding sales, establishing credibility and successfully launching a product is no small task, especially when striving for that perfect introduction into the world of consumers. How does this differ when comparing SMB to enterprise?

Contract 10

Contract Price Commission Conversion 10

Outreach

MARCH 3, 2021

But while utilizing SaaS products is a relatively pain-free process, selling it can be an entirely different story. SaaS means software-as-a-service, so SaaS sales is simply the process of selling web-based software to clients. Selling SaaS, however, proves to be an often complicated process that requires unique techniques.

Profit margin 98

Profit margin Commission Objectives and Key Results Pipeline 98

Hubspot

OCTOBER 28, 2019

They offer reasonable prices, make it easy to rack up points, and always have fun and kind flight attendants. Maybe you’ve launched a new product, service, or initiative and want to get it in front of customers — like Southwest’s Transfarency. Personal selling. I fly Southwest Airlines almost exclusively. related Metrics.

Campaign 99

Campaign Launch SQL Promote 99