Sales Hacker

MARCH 22, 2018

Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Assigning sales functions to other departments (we’ve seen R&D doing sourcing). Sales outsourcing agencies tend to outperform your own team with: Proven experience in exactly the sales functions they offer. Some functions (e.g.

B2B 79

B2B X-functional Cold Call SQL 79

InsightSquared

JANUARY 12, 2018

As a strategic member of the sales team, ops plays a critical role in owning the sales tech stack. Be sure to ask enough questions during the demo and evaluation phase about how X functionality would handle Y workflow. I once consulted for a small startup to help them reimplement their entire sales process within Salesforce.

Transportation 75

Transportation X-functional Sales Contract 75

ConversionXL

AUGUST 31, 2017

If you work in conversion optimization – whether at an agency, in-house, or as a consultant – you almost certainly run A/B tests. Here’s a review from Sean Patterson , a Digital Analytics and Optimization Consultant at Conversion.com: Sean Patterson: “An enterprise testing tool with a wide range of capability and customisation.

A/B testing 129

A/B testing E-commerce X-functional UX 129

InsightSquared

JANUARY 12, 2018

As a strategic member of the sales team, ops plays a critical role in owning the sales tech stack. Be sure to ask enough questions during the demo and evaluation phase about how X functionality would handle Y workflow. I once consulted for a small startup to help them reimplement their entire sales process within Salesforce.

Transportation 54

Transportation X-functional Sales Contract 54

Hubspot

DECEMBER 10, 2019

In fact, the company I currently lead, Spotted Media, used these tactics below to acquire our first set of customers before we even had a fully functioning web site. Vendor] is helping [Client A] and [Client B] media teams achieve a [point #3] that is [X%] more efficient through [point #4]. Create an ideal customer profile.

Customers 74

Customers Manufacturing X-functional Strategic planning 74

Partners in Excellence

NOVEMBER 29, 2012

Value propositions used to be generic claims (usually generated by marketing) about value, perhaps statements about our products–things like “best quality,” “richest functionality,” “highest performance.” I’ve expressed in the following: (SV)2 x (SR)3. ” and so forth.

X-functional 97

X-functional Strategize Customers Consult 97

SaaStr

JULY 10, 2021

A lot of time in their mindset they want to do copy/paste from what they did in the previous company, “That worked for me at company X, it’s going to work like that in WalkMe.” X amount of revenue, X amount of churn, X amount of growth in marketing, etc. Nikos : What about functions? crosstalk].

Finance 101

Finance X-functional Start-ups Trust 101

Hubspot

AUGUST 12, 2020

Inbound salespeople focus on their prospect's pain points, act as a trusted consultant, and adapt their sales process to the buyer journey. For example, inbound salespeople may offer a free consultation or ebook about the area the buyer is researching. You can segment the people you target by role, title, function, or common behaviors.

Prospecting 97

Prospecting Sell Healthcare Sales 97

Sales Hacker

JUNE 20, 2019

3) Sales Ops has grown from tactical to strategic. I was responsible for onboarding hundreds of salespeople, training the entire BDR, AE, CS, and Support functions. 4) Sales Enablement, at most companies, has yet to experience the “tactical to strategic” movement mentioned for Ops above. Sales Enablement Debriefed.

Quota 70

Quota X-functional Strategize Contract 70

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. Resell arrangements are usually made with channel partners, consultants, and solution providers.

GTM 74

GTM Negotiate Profit margin Contract 74

ConversionXL

JANUARY 24, 2017

The future seems to belong to those moving far past myopic CRO practices and into the strategic and universal realms. More and more, people are using experimentation as a way to optimise not just sales – but also pricing, functionality, and product. But human creativity and strategic input still applies. Image Source.

Conversion 87

Conversion UX A/B testing SQL 87

Hubspot

OCTOBER 23, 2017

According to Bob Apollo, the founder of sales consulting group Inflexion Point, there’s a hierarchy to qualification. For example, if you ask your prospect about the company’s strategic goals and they’re unable to answer, it’s a good sign they’re not close enough to the decision process and lack influence. Then, go in for the kill.

Sales 101

Sales X-functional Contact Prospecting 101

Sales Hacker

MARCH 2, 2020

The New Strategic Selling. 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. The New Strategic Selling: The Unique Sales System Proven Successful by America’s Best Companies. The Transparency Sale.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SaaStr

JULY 2, 2020

Kurt Muehmel: And so I’d gone through, I’d done my stint in consulting, ended up at a big four consultancy, felt that I needed to get away from that for many of the reasons that people get away from that, just the work life balance and so on. I’ve been consulting on environmental and sustainability topics.

Customers 111

Customers Contract Price Education 111

SaaStr

MAY 10, 2019

231: Jason Reichl is the Founder & CEO @ GoNimbly, the first SaaS consultancy to focus on revenue operations. Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. Jason Reichl: Yeah, absolutely.

X-functional 51

X-functional SQL Pipeline GTM 51

ConversionXL

MAY 14, 2014

On-going battles for prime real estate, page layouts, copy and imagery persist and often burden cross-functional team performance and relations. Since the potential scope of testing is vast, it’s important to strategically approach the next step. Being able to translate the complexity of a heatmap is like reading an X-ray.

Conversion 124

Conversion Sell E-commerce Legal 124

PandaDoc

MARCH 7, 2023

This means your sales managers can spend less time micromanaging and more time strategizing. Sales automation software or other solutions with eSignature functionality will help you close deals more quickly. For example, you could aim for a new process to increase conversion or decrease loss by X%.

Process 52

Process Objectives and Key Results Pitch Legal 52

ConversionXL

NOVEMBER 11, 2015

Whether you’re a conversion optimization agency, consultant, or in-house at a startup or enterprise, investing in the right conversion optimization tool is a big decision. To navigate the list, you can filter out tools based on function as well as for which size company it works best. It’s basically only for enterprises, though.

Conversion 124

Conversion A/B testing UX Consult 124

ConversionXL

APRIL 3, 2018

Value = (Knowledge + Process) x Skill x Attitude. Bugfixes, strategic initiatives, legal requirements, known wins, known losses. There’s an Experiments Council: internal consulting to help with tricky design , setup and interpretation. Functional analysis. You need to have a s tandardized process.

A/B testing 106

A/B testing Objectives and Key Results Growth X-functional 106

Sales Hacker

MAY 9, 2019

Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1. I usually recommend my clients consult with a local recruiter if they’re unsure of the expectations of the job market. This is common practice at companies working strategic deals with large teams.

SQL 103

SQL Commission Customers Non-Profits 103

Sales Hacker

MAY 26, 2020

This week on the Sales Hacker podcast, we speak with Peter Wooster , a 25-year veteran of technology sales and executive management who is now running his own consulting firm, Wooster Advisors. He was Chief Revenue Officer for Marin Software and now he’s running his own consulting firm called Wooster Advisors.

Prospecting 97

Prospecting E-commerce Account management Up-sell 97

ConversionXL

AUGUST 19, 2016

From here, you can run tests and use those results to strategize the best solutions for your customers. Initially, you want to focus on events that are most critical to your core conversion areas, such as consultation CTAs on your success stories page, or how users are interacting with your MOFU (middle-of-the-funnel) tools.

User Experience 58

User Experience Campaign X-functional Conversion 58

SaaStr

AUGUST 26, 2022

X this year. You don’t have to do every single function to still get a customer. For all these types of categories, I know it’s trite, but you just have to find your 10 X feature that someone will buy. First is strategic, and then the tactical. That’s the strategic. When did you start the company?”

Quota 82

Quota Growth Product Closing 82

SaaStr

MARCH 3, 2020

And so, I consult and advise for startups about 35 startups over the last three, three and a half years. QUESTION 4: Comp range in OTE as a function of your current revenue. He doesn’t come from business background, but he’s strategic, you know? So I was their first employee in the United States.

Sales 61

Sales Promote X-functional Up-sell 61

ConversionXL

NOVEMBER 23, 2015

moves the mouse cursor next to the browser window closing X). What’s stopping them from buying – emotionally, functionally or otherwise? There are so many different questions you could ask and get actionable insights; it all depends on your strategic goals. We can learn a lot with on-site surveys.

Conversion 72

Conversion Objectives and Key Results X-functional Follow-up 72

Heinz Marketing

FEBRUARY 24, 2020

What I see, I mean I work not just with Selling Power, I work with marketing teams, CMOs, press PR people who submit content on behalf of their clients, and then sometimes I just work with practitioners or sales consultants or sales trainers, and everybody kind of has their own particular approach to content. We’ll be right back.

Pipeline 62

Pipeline Sales Cross-sell Up-sell 62

Hubspot

JUNE 13, 2018

To win larger, consultative deals, Rackham argues salespeople must abandon traditional sales techniques. Explicit needs are specific features or functions. Do you have a strategy in place for X? Who’s responsible for X? What happens if you’re not successful with X? How do you do X? What’s your process for X?

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

Sales Hacker

DECEMBER 1, 2020

He talks about the journey of a marketer leading the entire revenue function on the path to CEO. Jake Sorofman : Structured strategic thinking and storytelling. Kristina Wallander at Human Interest is just a really, really smart strategic CMO. Now, before we get to the interview, we have sponsors and you need to hear about them.

Growth 63

Growth Contract Pipeline B2B 63

SaaStr

SEPTEMBER 27, 2019

What are the core differences when comparing marketing functions at the likes of Salesforce to smaller companies like G2? Because marketing is the revenue function. Marketing is the customer service function, etc. What were Ryan’s biggest takeaways from his time at Salesforce? How did it change his mindset?

Start-ups 51

Start-ups B2B A/B testing Pipeline 51

Sales Hacker

FEBRUARY 19, 2019

In this webinar , Dan showed us how to successfully map accounts and key contacts and how to use that map to strategize more effectively. Richard Harris – Founder of The Harris Consulting Group. Richard is the founder of The Harris Consulting Group , and a Sales Hacker regular. Jacco vanderKooij. Does it still apply?

Cold Call 11

Cold Call Inside sales Sales B2B 11

Heinz Marketing

DECEMBER 18, 2020

If you delete an unsubscribed lead in Marketo, but it is imported back into the system, they will remain unsubscribed until they opt back in: Marketo has enhanced the behavior of the unsubscribe functionality to make it “durable.” 7 – Field Sync. they have in their CRM. Don’t do it. 10 – From address or Reply-to?

CRM 135

CRM Campaign X-functional Clients 135

SaaStr

MARCH 15, 2019

Dan Reich: I think with every new technology, people inevitably ask the question: “I could already do X, Y, and Z, right.” In terms of the challenges that one faces, really, in integrating an effective system like this, what are the challenges that one must face? ” Of course somebody else will create examples.

Sales 40

Sales Up-sell Meeting Engineering 40

Heinz Marketing

AUGUST 17, 2018

By Lisa Heay , Senior Marketing Consultant at Heinz Marketing. If you delete an unsubscribed lead in Marketo, but it is imported back in to the system, they will remain unsubscribed until they opt back in: Marketo has enhanced the behavior of the unsubscribe functionality to make it “durable”. It’s hard to know what you don’t know.

CRM 61

CRM Campaign X-functional Clients 61

Hubspot

DECEMBER 28, 2012

Many companies choose to send weekly or monthly product digests to keep their customers or fan base up-to-date with the latest features and functionalities. Sometimes the relationship results in a strategic announcement; other times it's as simple as a joint webinar. 7) Lead Nurturing Emails.

X-functional 78

X-functional Promote Follow-up Contact 78

Salesforce

JANUARY 22, 2024

You can spend more focused time on strategic thinking or creative projects. And if you work in the legal or healthcare fields, AI can help analyze and research contracts or help interpret MRIs and X-rays, respectively. People will now have time to, well, be people. In marketing? I think it’s going to be very interesting to see.”

Healthcare 122

Healthcare X-functional Engineering Technology 122