The 5% Institute

MARCH 30, 2021

One of the most important functions in business, is to build an effective sales team that you can rely on to sell your products and services. A high performing sales team can make the difference between a mediocre business – and one that brings your goals and dreams to reality. The Sales Team – Your Ultimate Guide.

Outside Sales 145

Outside Sales X-functional Inside sales Sales 145

The 5% Institute

JANUARY 12, 2023

Unlocking the potential of sales assets can have a major impact on your business revenue. With our easy-to-follow guide, you’ll get five amazing resources to help you understand and leverage sales assets for maximum success. 5 x Amazing Sales Assets To Skyrocket Your Business Growth. convert leads more effectively.

Growth 52

Growth X-functional Customer Relationship Management CRM 52

ClickFunnels

JULY 22, 2021

Want Russell To Teach You How To Build Your First Sales Funnel? Typically, the ads that feature static elements can be closed immediately, meanwhile, video ads usually have a delayed close option (up to 5 seconds). Moreover, the delayed close option means that you have the visitor’s full attention for a few seconds.

X-functional 246

X-functional Gaming Pitch Government 246

SaaStr

FEBRUARY 25, 2021

Ah the VP of Sales. The first post is What a Great VP of Sales Actually Does. The second post is a script for you to use (and modify as you see fit) – 10 Great Questions to Ask a VP Sales Candidate. Just so you know, there are 48 Different Types of VP Sales. The toughest hire. Such a high failure rate.

X-functional 145

X-functional Cross-sell Sales Up-sell 145

Martech

OCTOBER 11, 2023

In a nutshell, that was our finding from a best-in-class research project evaluating the social media programs of close to 50 companies spanning multiple industries. Posts focused on topics close to their hearts, such as Earth Day, Bring Your Child to Work Day, MLK Day, volunteer work, etc. Threads is still a question mark.

B2B 121

B2B X-functional Pharmaceutical B2C 121

SalesLoft

FEBRUARY 24, 2016

When you close a sale, it’s the most gratifying moment in the process as an salesperson. The Sales Development Rep feels great knowing that the prospect they pre-qualified was a quality lead, and the Account Executive finally follows through on a successful appointment. And then lastly, use the summary close.

Closing 52

Closing X-functional Appointment Sales 52

SalesLoft

MAY 14, 2024

Sales forecasts are a critical business tool but many sales teams find them difficult to produce. The good news is that as a RevOps, sales professional or sales leader, you have lots of help waiting to be tapped when it comes to creating and delivering accurate sales forecasts.

Sports 52

Sports X-functional Pipeline Sales 52

SaaStr

FEBRUARY 11, 2021

In SaaS, #1 most common misfire, with a bullet, is the VP/head of sales. It goes something like “You’ve Got to Get Past the Carcass of Your First VP of Sales” or “It’s The Second VP of Sales When You Really Start Selling” or variants thereof. Because in SaaS start-ups, it seems like the majority of first VP Sales fail.

X-functional 145

X-functional Quota Sales Up-sell 145

Search Engine Land

MAY 13, 2024

The most effective B2B content distribution channels, according to a study by Content Marketing Institute , are: Email (87%) LinkedIn (81%) X (80%) Facebook (80%) YouTube (62%) The study also found that the top goals for B2B content marketing are brand awareness (86%), lead generation (85%) and engagement (81%).

B2B 117

B2B X-functional Pitch Click Through Rate 117

The 5% Institute

AUGUST 5, 2021

In this article, we’ll explore what value messaging is, why it’s important, and how to can help you close more sales in a non-pushy way. Mercedes Benz through their value messaging; have been able to surpass the cars general function. Related article: Pain Points & Sales – Your Ultimate Guide. Read on to learn how.

X-functional 145

X-functional Presentation Clients Closing 145

Salesforce

NOVEMBER 20, 2023

Looks like you’re ready to make a sales call. The most successful sales calls include tailored presentations and focus on building trust with prospects by addressing their unique pain points. As celebrated entrepreneur Siva Devaki noted, “Sales is not about selling, but about building trust and educating.”

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

SaaStr

OCTOBER 5, 2020

There’s a common thinking that sales teams should be relatively high churn. That the bottom 15-20% of the sales team almost has to churn each year, because it’s survival of the fittest. Reps have to fight for the best leads, prove the highest close rates, exceed the mean of the bell curve, to not just thrive, but survive.

Territory 110

Territory X-functional Quota Promote 110

SaaStr

FEBRUARY 21, 2023

So you’ve heard that product-led growth is all the rage, and now you want to transition from a sales-led motion to a product-led one. A hybrid product-led sales motion is more realistic if your product was not originally built to sell itself. When can we expect X% of trial sign-ups to convert with 1-2 human touches or less?

Go To Market 71

Go To Market Growth GTM X-functional 71

Sales Hacker

SEPTEMBER 22, 2023

This combined approach helps users experience the full functionality initially and, if they don’t upgrade, the transition to the free plan with limited features can highlight the value of the paid service, encouraging them to upgrade. Take a more hands-on approach to inside sales. Include a full-feature free trial.

GTM 89

GTM X-functional Inside sales User Experience 89

Sales Hacker

JULY 21, 2021

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. There are sales buzzwords that we love and some that we really hate. When you use sales buzzwords correctly, you’ll sound like you’re an industry insider. Optimize sales!

X-functional 125

X-functional Sales Strategize Cold Call 125

Salesmate

OCTOBER 28, 2020

Like a crystal ball, sales forecasting will surely not show you an exact view of the future. However, it will do give you some predictive insights into what is likely to happen in a specific time frame in context to your sales. Thus, sales forecasting is essential for any sales-driven organization.

Territory 96

Territory X-functional Pipeline Appointment 96

Search Engine Land

SEPTEMBER 1, 2023

Subtract operational costs, and then get the forecasted KPIs for monthly sales from traffic, cost per sale, estimated monthly revenue and ROI. Technical SEO : Oversees crawling, indexing, and general site functionality, particularly regarding page speed and UX/UI. Below is an example of an SEO impact forecast for B2B.

CTR 131

CTR X-functional Profit margin Contract 131

Hubspot

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. But first, we’ll dive into the benefits sales prospecting tools have for your organization.

Prospecting 76

Prospecting X-functional CRM Contact 76

SaaStr

MARCH 3, 2021

Maybe even in the not-so-early days But if you are 10x better at (x) One Important Thing that (y) customers value and will pay for, that’s enough. It’s only a subset of critical functionality that customers will pay to have implemented 10x better than an existing, trusted vendor. Yes, you can build that piece of functionality better.

X-functional 139

X-functional Trust CRM Product 139

SaaStr

MARCH 26, 2024

AI is coming for sales and marketing, and Jason is a super fan of AI in marketing. Because hundreds of the best founders are radically ripping through post-sales AI, and now it’s time for marketing. It’s challenging to find super high-quality folks unless you’re in B2C, where customer support is sales.

Price 89

Price X-functional Growth B2B 89

SalesHandy

MAY 15, 2020

Lead Qualification is a very important part of the sales cycle. It is directly responsible for feeding your pipeline with high-quality leads that eventually close. It also happens to be the driving force behind conversions and productivity across the most successful sales teams we’ve seen. What is Lead Qualification?

X-functional 98

X-functional Pipeline Sales CRM 98

SaaStr

OCTOBER 3, 2023

In startups, founders and teams often wear many hats — figuring out what to prioritize, developing and implementing all types of demand gen strategies, attending events and networking, and founder-led sales. Because Enterprise sales is a complex, multi-threaded beast — the days of the lone sales rep doing it all are over.

B2B 86

B2B GTM Objectives and Key Results X-functional 86

The 5% Institute

JUNE 18, 2020

If you’re selling complex products or services , the chances are high that you’ll be regularly involved in the technical sale. The question to ask however, is if you keep the conversation technical – can it impact your closing rate? The Technical Sale – How It Can Work Against You. Don’t Make People Feel Stupid.

Technical Sales 98

Technical Sales Technique X-functional Consult 98

SaaStr

FEBRUARY 15, 2020

We put together a basic 50/50/25 VP of Sales comp plan early on at SaaStr, and it seemed time for an update. Incentives are critical, and the VP Sales will likely be the Seemingly Most Expensive hire you ever make. A few basic ground rules so your VP of Sales is a guaranteed win-win hire – not a stressor: No best efforts cr*p.

X-functional 115

X-functional Quota Teamwork Sales 115

SalesLoft

SEPTEMBER 12, 2023

There’s too much guesswork in sales. How CI works — and how to apply it Getting value from Conversation Intelligence How Conversation Intelligence helps teams outside of sales The CI feature trap: why some organizations miss the red flags How to get started with Conversation Intelligence from Salesloft What is Conversation Intelligence?

Conversion 52

Conversion Objectives and Key Results X-functional Technology 52

SalesLoft

SEPTEMBER 12, 2023

There’s too much guesswork in sales. How CI works — and how to apply it Getting value from Conversation Intelligence How Conversation Intelligence helps teams outside of sales The CI feature trap: why some organizations miss the red flags How to get started with Conversation Intelligence from Salesloft What is Conversation Intelligence?

Conversion 52

Conversion Objectives and Key Results X-functional Technology 52

The 5% Institute

DECEMBER 17, 2019

Engineer to sales; no matter what new role you may be taking up in the sales world, this can be a bit of a career change. However, if you put in the hard work that got you to become an Engineer in the first place, continue learning with an open mind, and execute what you learn – you can potentially have an excellent career in sales.

Engineering 98

Engineering Commission X-functional Objectives and Key Results 98

SaaStr

NOVEMBER 8, 2023

The whole thing falls apart if you have a vision as a founder or functional leader and the people underneath you don’t believe the same things. This is a common mistake founders make — getting a new Head of X when you get to a certain point in business, missing a sales number, the product isn’t what you want, there’s too much churn, etc.

X-functional 90

X-functional Contract Growth Quota 90

Anthony Cole Training

OCTOBER 13, 2014

I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. I never did write 100 lives but, based on the sales activity reporting I did every week, I should have. Towards the end of my career, I contracted with a sales trainer, Tom. You do the math. You do the math.

X-functional 204

X-functional Drivers/motivators Sales Negotiate 204

Salesforce

FEBRUARY 7, 2024

Whether you’re selling software or designer handbags, your pricing strategy has a big impact on your sales success. Also known as markup pricing, cost plus pricing is a simple way to determine the sales price of a product. 50 x (1 + 0.40) = $70. Figuring out the right way to price your products can be tricky.

Price 52

Price Profit margin Manufacturing Retail 52

Lead Fuze

DECEMBER 1, 2021

For the purposes of this article, I†ll be talking about tools that are popular in sales environments. Need Help Automating Your Sales Prospecting Process? Start with the Sales Process. Before making any changes to the sales process, you need to understand it completely. The company offered me $X,000. Closed won.

Appointment 52

Appointment X-functional Sales CRM 52

Highspot

MAY 16, 2019

How do you guide your sales team to achieve better results? The answer lies in using the right tools and strategies to improve sales productivity. In this article, we walk you through the different categories of sales productivity tools that can turn your team into a lean, mean, revenue-generating machine. Lead Generation Tools.

Product 81

Product X-functional Lead generation Sales 81

SalesHandy

JUNE 29, 2021

Having a sales process in place that caters to every businesses’ needs can be crucial to hitting revenue goals consistently, and driving growth. Which is why you need a well thought out B2B Sales strategy in place. But let’s start with the basics – by understanding B2B sales, what it is today, and what does the process look like?

B2B 98

B2B Cross-sell X-functional Follow-up 98

The 5% Institute

AUGUST 7, 2023

Cross-Functional Collaboration Successful account management often requires collaboration with diverse teams , such as sales, marketing, and customer support. Want To Close Sales Easier? Are you committed to closing sales a lot easier, and consistently?

Account management 52

Account management Negotiate X-functional Cross-sell 52

SaaStr

DECEMBER 30, 2021

Isn’t it better to go around the CIO, with a sale directly to an operational group within a large company? Aren’t sales cycle incredibly long at the CIO level? You will keep delivering great features and functionality at 4x the pace anyone else could. And sometimes, they will find you. Not someone on the team.

Contract 99

Contract X-functional Sell Cold Call 99

Gong.io

JUNE 23, 2022

Both have marketing and sales teams, but Company B’s teams are both 10% better than Company A’s. Let’s geek out for a second, and write down a formula for how companies obtain new customers: New Customers = # Leads * Close Rate. Company A’s marketing team brings in 1,000 leads, and their sales team closes 20% of them.

X-functional 62

X-functional Finance Price Engineering 62

PandaDoc

OCTOBER 3, 2023

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. As AI evolves, sales processes will become more predictive and proactive.

Process 52

Process Objectives and Key Results X-functional Sales 52