Martech

AUGUST 7, 2024

Can you afford one of the international consulting organizations to drive an eight-figure project for you? It’s hard to do well, and the result is that one would hope this information becomes public: IT, privacy and legal teams would (should) have no concern over this use case and others where the cultivation of information is innocuous.

B2B

PandaDoc

OCTOBER 15, 2024

Effective sales territory management is key to maximizing revenue and ensuring that your sales team operates efficiently. Key takeaways Historical data can be leveraged to determine new market potential and which areas are the most cost effective in terms of travel for sales teams, when needed.

Territory

Martech

DECEMBER 6, 2024

Here is an example training prompt: “This GPT helps marketers at AI training and consultancy firms. These directors want to use AI to improve business results. However, the key to success lies in how you communicate with your AI co-pilot. SEO integration Verify keyword placement in key sections. ChatGPT vs. Claude).

Angle

Sales Gravy

APRIL 2, 2025

Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultative selling. But when coaching supports training, skill application soarsalong with results. Why Sales Coaching Is Essential Sales is a skill position.

Objectives and Key Results

Martech

SEPTEMBER 17, 2024

We tackled common challenges like relying on anecdotes, unclear objectives and data silos, laying the groundwork for more focused and effective marketing strategies. However, because it is the only data available for a marketing team to consult, it may unduly influence decisions made at critical junctures.

Objectives and Key Results

Heinz Marketing

SEPTEMBER 17, 2024

By Carly Bauer , Marketing Consultant at Heinz Marketing Staying ahead and achieving business success requires more than just a superior product or service. This article delves into key indicators and situational triggers that signal when partnering with a marketing agency might be a strategic move for your business.

Objectives and Key Results

Hubspot

JUNE 16, 2025

The job market is crammed with candidates all claiming to be “results-driven” and “customer-focused.” Buj highlights data analysis and CRM skills as key differentiators: ‘It signals adaptability to sales tech stacks.’ Sales revolves around two key goals: acquiring new customers and keeping them. You can’t escape it. Same story.

Objectives and Key Results

Search Engine Land

AUGUST 23, 2024

The reasons are simple: If your KPIs aren’t tied to business objectives, you miss the chance to translate technical issues into a business language that earns support. Dig deeper: How to get faster SEO results Create your prioritization matrix There are many different approaches to setting a priority for your tasks.

X-functional

Hubspot

JANUARY 8, 2025

In his book, he explores how gap selling has the potential to: Generate more leads Increase customer conversion rates Minimize sales cycles Maximize the average deal size Despite what you might be thinking, gap selling doesnt involve a whole lot of strong-arming prospects or dazzling them with fancy features to achieve these results.

Intrinsic

PandaDoc

JULY 9, 2025

The key is understanding which methodology—or combination—fits your buyers, your product, and your team. It guides how your team handles discovery calls , proposals, objections , and everything in between. Best for: Competitive markets, sales where education and reframing are key. Think of your methodology as the playbook.

Objectives and Key Results

Hubspot

JULY 23, 2025

They anticipate objections. Whether I’m mapping outreach for SaaS in North America or building a consultative sequence for real estate in LATAM, I don’t start with “What should we send?” In the Evaluation stage, I share tailored case studies or objection-busting content. They guide. They layer credibility. And the secret?

SQL

Hubspot

APRIL 9, 2025

Others save you time but damage your results meaning youll ultimately be less productive for using them. When you enter a call already aware of their industry challenges, you don't sell you consult, says Cook. After the call, create another to-do list to keep the momentum going: Write down key takeaways. Define next steps.

Real Estate

Highspot

JANUARY 23, 2025

Key Takeaways Strong soft skills are just as important, if not more so, than technical expertise for sales success. Soft skills training programs help bridge this gap by providing reps with interactive techniques for excelling, driving consistent results, and building stronger client relationships.

Objectives and Key Results

PandaDoc

JUNE 27, 2025

Sales enablement content gives your sales reps the resources they need to build trust, help with objection handling , and move potential customers through the sales funnel. Content management: Tools that can help you organize, update, and share resources easily are key to a smooth strategy. It’s a necessity, not a luxury.

Objectives and Key Results

Hubspot

JULY 18, 2025

When I first started consulting for B2B SaaS companies, I made the mistake of thinking the buyer journey and the customer journey were basically the same thing — just two sides of the same funnel. The result? They aren’t. I learned the hard way when a client’s churn rate quietly climbed even as new deals kept coming in.

Referrals

Salesforce

JUNE 11, 2025

But when one leading global consulting firm started their implementation, they hit a snag. Identify and classify common queries First, it’s key to identify the types of questions your users ask that the LLM will get wrong unless you provide more context and instruction for how to answer.

SQL

Hubspot

JULY 22, 2025

Last year, I hit a wall trying to scale sales as a solo consultant. Gong records and analyzes your sales conversations to spot patterns, objections, competitor mentions, and deal risks. Gong had already summarized each call and flagged the key next steps, so the rep just reviewed and sent personalized recaps right after the third call.

Objectives and Key Results

RingDNA

MARCH 18, 2025

The last generation of conversation intelligence solutions promised a way to fix this, but often fell short in delivering value in many key areas — particularly in terms of saving managers’ time, helping in the moments that reps need it most, and empowering every member of the sales team to improve independently. The result?

Conversion

Highspot

MAY 15, 2025

Key takeaways Personalization is a must, not a nice-to-have, since 71% of buyers expect personalized experiences, and 76% get frustrated when they don’t get them. This is the first step in building trust and sets the stage for a consultative approach. The result? They achieve 2.7 times more conversions and 1.8

Pitch

Hubspot

JULY 22, 2024

I found your information while searching for business consultants in Wichita, and I think you could be a great fit for our services. Option 2: Objection I understand. They’ll explain their pain points and objectives, which is valuable information you can use to build your sales pitch. Anticipate objections. Is this Rita?

Cold Call

Martech

FEBRUARY 24, 2025

The result is a “Frankenstack” of systems requiring ongoing IT and system integrator support to function. Dig deeper: It’s the age of AI agents: See how marketers can build one themselves Potential benefits and challenges While AI agents promise to streamline martech, realizing its benefits requires tackling key obstacles.

Objectives and Key Results

PandaDoc

JUNE 2, 2025

What measurable result does the buyer expect? How MEDDIC works MEDDIC serves as a checklist for uncovering the key elements of any potential deal. By digging deeper into the business challenges that the buyer faces, sales teams can position their products and services as must-haves that align closely with company objectives.

Objectives and Key Results

PandaDoc

MAY 12, 2025

Its a core concept of pricing analytics and a key variable in how businesses ultimately set prices, forecast demand, and position products in competitive markets. Similarly, going the extra mile to increase perceived value for customers can help teams overcome pricing objections down the line. versus $9.99). Remove currency symbols.

Price

PandaDoc

MARCH 25, 2025

Complex sales examples Complex sales are common in SaaS, B2B, and service industries, such as with the following: Software with customizations, options, or add-ons Financial or consultative services Selling products or services to large organizations Whats the difference between complex and transactional sales?

Objectives and Key Results

PandaDoc

JUNE 23, 2025

You want to come out of the call with a better understanding of their role, their objectives, and their challenges. “I pay a lot of attention to the key competencies of the person I’m talking to,” Helen says. Failing to build a connection Another key mistake is failing to establish rapport or build a connection.

Objectives and Key Results

PandaDoc

JUNE 2, 2025

This is a key moment in the sales conversation, because it helps potential buyers feel like theyre talking to an industry insider who has both the knowledge and the sales experience to help them solve problems. The key is to focus on a business problem that the buyer either hasnt fully recognized or has misjudged in scope.

Process

PandaDoc

JULY 23, 2025

Instead, the data captured by the CRM system just sits on the platform without being implemented toward shared key goals. The strategy also needs to align the CRM’s role with broader company objectives like increasing revenue, improving onboarding, reducing churn, or expediting deals within the sales pipeline.

CRM

Hubspot

FEBRUARY 24, 2025

Conceptual selling is a consultative approach that focuses on the clients needs and motivations rather than pushing product features. Key signals include emotional reactions the prospect shows frustration or urgency around their challenges. Suddenly, their eyes lit up they could see themselves achieving the same results.

Sell

PandaDoc

JUNE 16, 2025

For employers, OTE helps to align compensation with business objectives. This can help with income stability, especially for newer reps who may see lower base pay and commissions at the entry level Regardless of how the deal is structured, having accurate documentation is key. Let’s assume the target quota is $750,000.

Commission

Highspot

JULY 9, 2025

Key Takeaways A ‘good’ or ‘bad’ sales efficiency ratio can make or break your business. Sales efficiency is a key performance indicator (KPI) that measures the effectiveness with which a company’s sales and marketing teams generate revenue. What is sales efficiency?

GTM

Sales Hacker

JANUARY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company’s reach over the last four years. We need to be inside the ecosystem because that’s a key model for us.

GTM

Hubspot

FEBRUARY 13, 2025

As a result, all your ideas will be in one place, which is ideal if youre managing a large team and need everyone working toward the same objective. It's demotivating to see their hard work result in dead ends. As a consultant, I work with a variety of businesses. Data-driven metrics help guide messaging.

Objectives and Key Results

PandaDoc

MARCH 13, 2025

Some key advantages include: Consistent, pre-determined pricing. Key challenges Unfortunately, contracted pricing can also create administrative hurdles within the sales and quoting process, especially when handled manually by suppliers. Incorrect pricing overrides may result in larger-than-intended discounts for buyers.

Contract

Highspot

APRIL 10, 2025

Key Takeaways 84% of sales reps hit their quotas when companies implement best-in-class sales enablement strategies. Fast-forward ten editions and nearly a decade later, and now 76% of leaders directly attribute sales enablement to improving their sales results. Does sales enablement certification support your career objectives?

Objectives and Key Results

Martech

OCTOBER 29, 2024

My odd explorations were part of a five-step innovation method I’ve used for many problem-solving projects as a marketer, consultant and analyst. Select an objective specific enough to guide the process toward something useful, but loose enough to allow for the unexpected. To get fresh results, you must converse with the world.

Objectives and Key Results

Heinz Marketing

DECEMBER 20, 2024

By Carly Bauer , Marketing Consultant at Heinz Marketing For companies today, a well-aligned and orchestrated marketing strategy is necessary to remain competitive and successful. Solution : Establish a single source of truth for performance metrics that align with broader business objectives. Here are the key requirements: 1.

GTM

Sales Hacker

FEBRUARY 18, 2025

Discussed in this Episode: When to hire your first account executives Key traits to look for in early sales hires Structuring compensation for first sales reps Should you ‘hire the buyer’ to be your sales rep? As a key GTMfund partner, they equip sales and marketing teams with top performers. extrapolate those things out.

GTM