Martech

FEBRUARY 6, 2024

The specific date will vary, of course, according to your location and what you count as the beginning of lockdown, but for me, in New York City, it all started around the time the museums, libraries, restaurants and bars closed. That was around mid-March 2020.

B2B 117

B2B Advertising/ Marketing Negotiate Management Consulting 117

Score More Sales

MAY 21, 2013

He has an MBA from Harvard and a BA in philosophy from Columbia, and spent 20 years in management consulting. In addition to the three books, he has published articles in Harvard Business Review, Commercial Lending Review, Directorship Magazine, Management Consulting Review, American Lawyer, and a number of other publications.

Trust 94

Trust B2B Sell Consult 94

Sales Hacker

OCTOBER 30, 2018

Andrea has led numerous sales initiatives and teams at enterprise software and solution providers, including Varolii, IBM, Symphony Technology Group, Vitria Technology, DigitalThink, and PeopleSoft. Brooke Bachesta – SDR Manager at Outreach. Tracy Eiler – CMO at InsideView Technologies | Author.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Openview

APRIL 3, 2018

Or, maybe you sit at the opposite end of the spectrum and only want to close a few key customers off of an approved target list to ensure your services team can properly deploy and implement those large customers. DON’T pit your Direct Sales and Account Management/Customer Success teams against each other. You’ve heard of Pareto’s Law?

Commission 81

Commission Account management Quota Sales 81

Search Engine Land

MARCH 8, 2023

Misalignment with the wider strategy 17% of marketers reported that their team was not closely aligned with the company’s overall strategy, according to a HubSpot survey. To ensure that SEO is seen as a critical part of the business, focus on creating reports closely aligned with the overall business strategy.

Objectives and Key Results 83

Objectives and Key Results CTR Consult Presentation 83

SalesPop

MARCH 25, 2021

Technology is primarily about product development, not distribution. If we didn’t need sales or account management skills, people would simply buy products or services—which they obviously don’t. Finally, the deal closes, and both the sales rep and the buyer are happy. Bubble-area* advertising was obviously wasteful.

Account management 98

Account management Customers Pipeline Trust 98

Hubspot

OCTOBER 4, 2013

If you can''t pull it off, scan your email for two minutes to look for genuinely urgent notes and then close it for the remainder of the morning in favor of some more creative or productive work. Factbrowser is a search engine for finding business, marketing, and technology facts (disclaimer: I know the founders).

Technique 78

Technique Product Meeting Appointment 78

Hubspot

AUGUST 5, 2014

I focused on getting a job in either management consulting or investment banking. In 2008, I was hosting a talk radio show about cigars and scotch, and the cigar industry is, obviously, really slow and old school at adopting new technology. Head of Marketing for HubSpot Labs, HubSpot. My second year at the seminary.

Consult 78

Consult Non-Profits Start-ups Education 78

SalesLoft

JUNE 3, 2019

And I didn’t even know I was selling it, but I did know when I had to close it. But he didn’t laugh for long because I went at him, the CFO, and the VP of Sales every day for the next three days, telling them why they should take a risk on an unknown entity to help them sell their technology. And they did.

Conversion 81

Conversion Real Estate Cross-sell Niche 81

SBI

APRIL 2, 2019

The modern buyer’s journey dictates the need for a dynamic sales approach which leverages technology to surface everything from process to sales methodology, discovery questions, to handling resistance, and all points in between. Hilmon Sorey, Managing Director at ClozeLoop. Buying Technology. Opportunity Management.

Territory 36

Territory Sales Management Consulting Gaming 36

SalesBlog!

APRIL 5, 2022

The discovery process should include an analysis of: PEST – political, economic, social, and technological directions and SWOT – strengths, weaknesses, opportunities, threats of the company. ” The interesting thing here was that I had helped close a large deal with him that we won on selling a solution.

Consult 52

Consult Sell Presentation Clients 52

Heinz Marketing

JULY 30, 2018

That was kind of imbibed into my DNA and as I went through my journey of management consulting, I finally then landed into software marketing and I felt that this is it. The back end technology as well as the front end technology, user interfaces, et cetera.

Pipeline 44

Pipeline Mechanical Engineering B2C Cross-sell 44

Veloxy

FEBRUARY 15, 2022

Fortune 500 and Inc 5000 companies have found continued success with new field sales strategies and technology, and a new number one key performance indicator (hint: it’s not quota). As a leader in field sales consultation and software, we’re here to give you and future reps the ultimate guide for success. Field sales is not dead!

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

Sales Hacker

MARCH 2, 2020

Pitching and Closing. The Perfect Close. It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal. It’s a simple, timeless, and repeatable process that’s been known to help reps close 30% more sales. Smart Calling. Simplified.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Hubspot

FEBRUARY 8, 2018

Of those meetings, you typically close three deals. If you booked 15 meetings instead, you could close four or five additional deals. Management Consulting: 40%. What is the average email open rate for information technology and services companies? With a few changes, you increase to 30%. Let’s do some quick math.

Real Estate 101

Real Estate Hospitality Non-Profits Government 101

Sales Hacker

FEBRUARY 4, 2019

He’s an award-winning author and a top performing sales leader, speaker and management consultant. He’s Carson Heady, author of the Birth of a Salesman series, which details the art of sales from interviewing, through preparation pitching, closing and advancing your career. Today’s guest is a very special guest.

Up-sell 89

Up-sell Sales Follow-up Prospecting 89

SaaStr

JUNE 4, 2019

Worked as an AE and then a sales manager. Decided to go to business school, did that for a little bit and then came out in management consulting, a company. He had lots to share, lots of ideas, lot’s of feedback on how the technology was working and areas where we could improve it for an organization like his.

Customers 92

Customers Price Launch Growth 92

SaaStr

OCTOBER 4, 2019

Ep 271: Gillian Heltai oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. I come from management consulting and I worked with large companies for quite a few years. We close tens of businesses on a daily basis.

Start-ups 54

Start-ups Finance Price Engineering 54

Sales Hacker

FEBRUARY 25, 2025

Having started my career in consulting, it was about going into different industries, solving different problems. So I’ve always liked the variety of work that’s possible when you choose technology as a career. Are they close to their customers? Is there even a pipeline to be closed? What’s the secret?

GTM 77

GTM X-functional Objectives and Key Results Start-ups 77