Sales Hacker

MARCH 30, 2021

They’ve built a new process of guided selling, which Neil discusses during the show. If you missed episode 153, check it out here: Learning Drives Sales Effectiveness with Paul Fifield?. How Revenue Grid enables smarter selling. Guided selling and engagement. Scaling sales during the pandemic.

Sell 111

Sell CRM Appointment Up-sell 111

SBI

FEBRUARY 3, 2021

B2B [1] Enterprise [2] Not primarily meant for marketers Primarily meant for sales organizations [3] Are software solutions – not services Eliminating the apples-to-oranges comparisons Category Definitions We’ve also taken care to give the categories names that are easily understood. For one, we no longer have a Sales Enablement category.

Cross-sell 72

Cross-sell Objectives and Key Results Technical Sales CRM 72

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. Sales Profile: SMB to Commercial. POC and POV.

Objectives and Key Results 96

Objectives and Key Results Technical Sales Engineering Sales 96

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. First, we’ve talked about this a lot at SaaStr: product-led or sales-led, which is right? Some say sales if you don’t have a product that lends itself to being self-service. Simply put the product does the selling.

Go To Market 125

Go To Market Growth GTM Product 125

SaaStr

OCTOBER 30, 2021

We came up with a list of 30 companies that I felt had potential, and I wrote targeted emails to each of the founders. I sent cold emails and LinkedIn messages and ended up with nine interviews. However, when you are selling and trying to find a product-market fit, you need to be laser-focused on one market. Measure Everything.

Closing 112

Closing E-commerce Customers Quota 112

Sales Hacker

DECEMBER 3, 2020

If you’re looking to train and retain top sales talent, this is one area you don’t want to fall behind in. Curious if sales compensation stacks up? The shift to remote work isn’t just impacting the way we sell, it’s changing the way customers buy. How to facilitate productive conversations . Remote work stress.

Sales 96

Sales Cross-sell Education Conversion 96

Sales Hacker

SEPTEMBER 16, 2019

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity. Compensation.

Outside Sales 94

Outside Sales Inside sales Profit margin Sales 94

Salesmate

OCTOBER 22, 2020

As a first-time sales rep, you need to develop your sales skill and follow proven sales strategies to make you better at selling. In this article, we would be looking at ten best selling tips for first-time sales reps. These tips would serve as a foundation to help you build a successful sales career.

Sell 59

Sell Sales Up-sell Follow-up 59

PandaDoc

APRIL 29, 2024

Manual configuration of such products requires highly technical sales reps or, most often, detailed quote reviews by technical teams, resulting in very long sales cycles — something you want to avoid at all costs.

Cross-sell 52

Cross-sell Contract Legal Negotiate 52

SBI

JUNE 22, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Essentially “buyer enablement”.

Sell 42

Sell Engineering Non-Profits Retail 42

SaaStr

JUNE 19, 2025

ARR data cloud leader is adapting to AI disruption, the evolution of technical sales, and what it really takes to build strategic partnerships that scale. This creates hyper-aligned incentives where sales success is measured by use case creation, not deal size. This unique relationship reveals how the $4.5B

Strategic partnership 105

Strategic partnership Meeting SQL Technical Sales 105

Veloxy

FEBRUARY 15, 2024

Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game. Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff.

Gaming 233

Gaming Sell GTM Technique 233

Sales Hacker

AUGUST 18, 2023

Share It seems like every second start-up founder and revenue leader I talk to these days is trying to move upmarket or ‘break into the enterprise’. On top of this, the sale cycle is longer, more bureaucracy and more legal scrutiny up there. Sales…SDR motion is also different and may end up be more “research intensive”.

GTM 84

GTM Up-sell Price Start-ups 84

SaaStr

AUGUST 28, 2020

Where can you pick up small wins? Harry Stebbings: We are back for another week in the world of SaaStr with me, Harry Stebbings, and last week we had Kyle Parrish on the show from Figma, unpacking the world of scaling into enterprise sales. What is the toolset Hilary uses for documentation? Where do many go wrong here? Harry Stebbings.

Sales 77

Sales Start-ups Meeting Follow-up 77

Lead Fuze

AUGUST 5, 2021

From the best sales blogs to the online course (many free), it’s the place to see all of the best sales minds in the world — all in one place. One of the best resources on the internet for anyone who sells stuff. Sales Hacker accepts guest contributors as well as sponsored content from relevant folks. The Gist: .

Negotiate 98

Negotiate Sales Retail B2B 98