SBI

APRIL 6, 2021

Sales Training: Why You May be Struggling to Deliver. Most training fails to deliver long-term impact. Before we explore that point in more detail, we need to take a step back in time to the origins of sales training to understand where we are today. As long ago as the 1870s, there was formal sales training.”

Objection handling 48

Objection handling Sales Construction CRM 48

SBI

JUNE 1, 2021

Buyers tend to be more risk-averse, which further extends the sales cycle. For those of us in high-value pursuit, failing to get just one of our commit deals over-the-line on time results in missed quota. For those of us in high-value pursuit, failing to get just one of our commit deals over-the-line on time results in missed quota.

Conversion 30

Conversion Quota CRM Pipeline 30

Gong.io

NOVEMBER 18, 2022

A sales manager without sales reports is like an explorer without a map. While sales reports may seem like another task on your never-ending list of things to do as a sales manager, they offer amazing insights into your sales teams and processes. . What is a sales report? Sales reports offer many benefits.

Pipeline 62

Pipeline Cold Call Negotiate Sales 62

Lead Fuze

JULY 5, 2023

Making sound decisions is an imperative aptitude that all sales reps, recruiters, startup founders, advertisers and entrepreneurs must excel at. Trust me, you’ll thank yourself later when you’re sipping margaritas on a beach while your competitors are still stuck in the daily grind. Not a good idea, my friend.

Negotiate 52

Negotiate Gaming Lead generation Contact 52

Hubspot

SEPTEMBER 26, 2019

Perhaps you are catering to “Educator Elise” or “Sales Sam.” Notice how their content is optimized depending on social channel, but still connects to their mission and panda mascot. So, you’ve started a business: check. Hired a team: check. Have a steady workflow up and going: check and check. Now, pause and throw out that checklist.

E-commerce 75

E-commerce Gambling CRM Promote 75

Hubspot

MAY 23, 2017

But, those low fees aren't usually enough to justify much work, and after failing to make a big impact on their client's business, they get fired after 6 months or a year. It's why I started HubSpot's agency partner program in 2008, and why I've launched an agency partner program at my new company, Databox.

Clients 72

Clients Technology Technology Contract 72

Hubspot

OCTOBER 5, 2017

It’s the one aspect of sales that just never changes. As we’ve all experienced, sales essentially boils down to two things: Numbers. Truth is, sales is changing -- quickly. As the sales conversations grows even more buyer-focused, sales reps have begun developing his or her own hack, own technique, own process.

Technique 101

Technique Prospecting Objectives and Key Results Cold Call 101

Hubspot

APRIL 5, 2013

Research from MarketingSherpa shows that the email marketing strategy for most B2B marketers still predominantly revolves around sending mass emails to a marketer’s entire mailing list. Much of email segmentation and lead nurturing is only made possible through marketing automation software and contacts databases.

Contact 75

Contact Follow-up Education CRM 75

ConversionXL

JUNE 8, 2017

Why so much potential being met with so much failure? Having worked as a consultant at an A/B testing and personalization software company, I’ve seen many personalization efforts getting stuck in the weeds. Adopt a Structured Approach to Personalization. Adopt a Structured Approach to Personalization. Image Source.

A/B testing 97

A/B testing UX User Experience Cross-sell 97

SaaStr

JANUARY 10, 2020

Does Bob agree with the notion that channel sales have completely died in the world of SaaS? * Does Bob agree with the notion that channel sales have completely died in the world of SaaS? Why is this? As an entrepreneur, Bob has previously said, “No one is coming to save you.” What did he mean by this?

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

Sales Pop!

SEPTEMBER 1, 2023

If there’s a single aspect you’ll see about CRM promotion, it’s this: CRM vendors are constantly comparing the features and functionality of their offering versus others. What’s fascinating, though, is that despite these endless claims, CRM adoption rate is very low. That is an example of real adoption.

CRM 59

CRM Pipeline Technology Technology 59

Search Engine Land

SEPTEMBER 11, 2023

This article outlines the key considerations in adopting Target ROAS to help you evaluate whether value-based bidding is a good fit for your business. Variability in sales value Before delving into the more technical requirements of value-based bidding, it might be useful to weigh up the size of the opportunity.

Profit margin 145

Profit margin Objectives and Key Results Campaign Conversion 145

ConversionXL

OCTOBER 25, 2018

It’s hard to do, which is why most demand generation advice merely advocates adding another channel or tool to the heap. Why does this term even exist? Outbound marketing can still be part of a demand generation strategy.). Leads in a demand generation strategy, we’re told, should actually generate sales.

CRM 132

CRM Campaign Lead generation B2B 132

Hubspot

JANUARY 7, 2013

That’s why we’re going to suggest a new year's resolution for you: fix one of these 4 damaged relationships in your marketing strategy. That’s why we’re going to suggest a new year's resolution for you: fix one of these 4 damaged relationships in your marketing strategy. leave it like it is. on marketing spend!

Real Estate 75

Real Estate Education Trust High impact 75

Gong.io

SEPTEMBER 14, 2022

Just look how crowded the G2 Grid® for CRM is: ( Image Source ). In contrast, a go-to-market strategy explains why the company is launching that product in the first place. With most new products failing in the market, you undoubtedly need a strategy to put your product in the top one percent. What is a go-to-market strategy?

Go To Market 62

Go To Market GTM Launch Promote 62

SaaStr

APRIL 14, 2020

Even before a global health crisis slammed into the world economy this year, global sales leaders were already pretty shakey about the current state of deals. Despite the lack of confidence among sales leaders, our research also uncovered something that really surprised us. By PandaDoc Marketing Specialist Travis Tyler. On average, 7.59

Trust 96

Trust Construction Legal Finance 96

Sales Hacker

FEBRUARY 8, 2021

Proposals are often the least favorite parts of the sales process for many people – partially because they are a pain, and partially because they’re a mystery. As a manager for a team that sells RFP software for sales teams and procurement teams, we’ve found out what causes buyers to give sales the silent treatment post-proposal.

Prospecting 113

Prospecting Angle Follow-up Up-sell 113

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. Here they are… The 97 Best Sales Books in 2020.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Sales Hacker

FEBRUARY 17, 2020

Today, companies of all shapes and sizes still lack the technology needed to support their outside sales teams effectively. This article will cover inside vs. outside sales CRMs; the biggest challenges for outside sales reps, their leaders, and managers; time management; quota attainment; and outside sales technology.

Outside Sales 84

Outside Sales Quota Inside sales CRM 84

Sales Hacker

APRIL 2, 2018

While an earlier post talked about automating the sales process with bots , this article shows you how you can take control of your sales data, documentation process, and contracts to get started with sales automation. You want to speed up your sales process. You know you need to do something to shorten the sales cycle.

Process 49

Process Contract Legal CRM 49

SaaStr

MAY 14, 2019

I still remember getting to ten thousand and a hundred thousand. There were still a lot of people that told us we needed to build on premise software. This model of trialing and buying a software that doesn’t make any sense. And when you build your software, you had nothing. What’s next? Mikkel : 2020.

User Experience 74

User Experience Technology Technology Start-ups 74

SaaStr

MARCH 12, 2019

Erica Schultz is Chief Revenue Officer @ New Relic, the company that gives you the real time insights your software driven business needs to innovate faster. As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. Welcome to Episode 214!

Contract 68

Contract Sports Cross-sell Start-ups 68

Sales Hacker

DECEMBER 8, 2017

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018. This is the greatest time ever in history to be a sales rep.

Sales 97

Sales Cross-sell Up-sell Pipeline 97

Cience

MAY 7, 2019

Let’s talk about the unicorns of sales development: high-quality sales leads. High-quality sales leads are the heart of our business at CIENCE — the very best we give our clients. What is a Sales Lead? Once the qualified sales lead is passed to a Sales Manager or Account Executive, it is called an Opportunity.

Appointment 58

Appointment Hospitality Lead generation Sales 58

Sales Hacker

OCTOBER 8, 2018

This week on the Sales Hacker podcast, we speak with Chris Degnan , Chief Revenue Officer of Snowflake Computing, one of the fastest growing SaaS platforms in the world. Chris walks us through his habits, his principles, and his system for enterprise sales. Staffing a team of field sales, inside sales, and sales engineers in lockstep.

Growth 66

Growth Territory Inside sales Sales 66

SaaStr

AUGUST 22, 2020

Cut through the noise with Aaron Levie, CEO of Box and Jason Lemkin, CEO & Co-founder of SaaStr as they share insights on what will make a lasting impact and what may fail to materialize in the future of work. In this episode, Justin and Jen discuss what the Office of the Future will be like. This episode is sponsored by Linode.

Real Estate 59

Real Estate Government Contract Start-ups 59

SaaStr

NOVEMBER 22, 2019

As for Travis, prior to joining Redpoint, Travis was head of Customer Growth at Front, after spending 5 years building the global Sales organization at Optimizely, the world’s most popular experimentation platform. Why does Travis believe we need to abolish the title of CRO? Loving our podcast content? Harry Stebbings. Travis Bryant.

Start-ups 63

Start-ups Customers Objectives and Key Results Growth 63

SaaStr

NOVEMBER 7, 2019

Maybe we could start by even defining what a platform is because it’s pretty hard. A lot of startups out there tend to define themselves as startups who aspire to become a platform, and it’s quite nebulous to define. Right, Renaud? But in the end, I think a platform is way for one product to connect with other products.

Start-ups 48

Start-ups Launch Clients Trust 48

Cience

MAY 7, 2019

Let’s talk about the unicorns of sales development: high-quality sales leads. High-quality sales leads are the heart of our business at CIENCE — the very best we give our clients. What is a Sales Lead? Once the qualified sales lead is passed to a Sales Manager or Account Executive, it is called an Opportunity.

Appointment 40

Appointment Hospitality Lead generation Sales 40

SaaStr

JULY 29, 2022

Obviously, others have seen the other things, but one way or other, we all have to still hit our plans with less. Because besides getting the software interest in the software company, you also need to basically acquire tablets for each room. Yuri: So that’s the other burden in terms of getting the software up and running.

Price 87

Price Product Start-ups Niche 87

SaaStr

FEBRUARY 21, 2020

David then joined Matrix from SilverStream Software, which he founded in June 1996. How does David think about scaling sales teams? How does one know when is the right time to hire your first sales reps? How does one know when is the right time to hire your first sales reps? Why is 12 months so crucial? David Skok.

Non-Profits 76

Non-Profits Up-sell Start-ups Product 76

Sales Hacker

OCTOBER 24, 2019

Whether they want to admit it or not, prospects rely on us as salespeople to usher them along the sales process. Though we’re equipped with a CRM and we know what pipeline stage a deal is in at any given moment, surprisingly few of us have a clear framework for what to actually do and say once we finish the introductory call.

Follow-up 50

Follow-up Sales Prospecting Process 50

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. We’re asked often whether a tool is good, bad, or downright awful, and until now, haven’t put it all together into a cohesive post – until now. Simple and intuitive.

Conversion 124

Conversion A/B testing UX Consult 124

Martech

FEBRUARY 11, 2022

This is why marketers must ensure their content meets the personal needs of their audiences wherever they find them. This is why many B2C teams are embracing marketing automation solutions to improve data collection, task streamlining, and audience analysis – all of which help improve personalization. What is personalization?

E-commerce 123

E-commerce B2C Campaign B2B 123

Heinz Marketing

APRIL 30, 2018

Pacific for an episode of Sales Pipeline Radio. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities heading into and throughout the year.

Pipeline 58

Pipeline B2B Sales SQL 58

ConversionXL

OCTOBER 4, 2018

Not only did the winning prediction engine fail to scale economically, it also addressed an outdated problem: The shift from mail to streaming during that same two-year window gave Netflix all the data it needed to develop newer, better algorithms. Slow adoption but soaring interest. Nor, in the decade since, has it become one.

Sports 131

Sports Clients Engineering Niche 131

SaaStr

OCTOBER 25, 2019

Finally before Twitter, Liat was VP of Sales @ Revolution Prep where she led and managed 7 offices. What were some of the key takeaways from that experience on how, why and when to fire? Why does Liat reject the notion of “hands off leadership?”. Loving our podcast content? Is there ever a right way to do it? Harry Stebbings.

E-commerce 44

E-commerce Start-ups Product Price 44