Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Highspot

NOVEMBER 1, 2022

Using the tested tips below, you can assess your approach to sales — and ensure your team is set up for success. That’s because certain sales models are better suited to certain types of businesses, selling motions, or solutions. A number of factors can affect whether or not your sales team can close deals.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

Sales Hacker

AUGUST 23, 2018

And no matter how much it’s drummed up about, I don’t believe there are any shortcuts to accelerating your sales funnel. There’s a general tendency among most frontline sales teams to sell to enterprises and become the next Salesforce. Trying to sell to everyone and anyone is tempting, but it’s a fool’s errand.

B2B 55

B2B Cross-sell Negotiate Pitch 55

Hubspot

JUNE 8, 2021

There's the hustle to find leads, the hundreds of calls, and the high of delivering a flawless pitch. But it's also about relationships, follow-through, communication, analytics, and patience. Is the sales job market strong enough to support a career? Nearly half of their time is spent selling remotely (i.e.

Commission 76

Commission Territory Finance Inside sales 76

Highspot

MARCH 30, 2021

Using the tested tips below, you can assess your approach to sales – and ensure your team is set up for success. Sales performance is affected by your enablement efforts, such as sales training or content management; your customer experience; your cross-functional alignment; and your company culture. What makes a successful sales team.

Objectives and Key Results 69

Objectives and Key Results Assembly Line Cross-sell Sales 69

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. Basics: Markets and segmentation. Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Table of Contents. What's happening?

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

SaaStr

MAY 27, 2023

Next up was Jason Cohen, founder of $100m+ WP Engine. So, whether you’re hiring or you’re selling or you’re running a leadership meeting, a lot of the time you’re banking on your natural skills and experience to get you to a good result so you can move on to the next thing. Several, we closed while I was on a cross-country flight.

Gaming 69

Gaming Trust Cross-sell Closing 69

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Sales ops frees up bandwidth for sellers to then use these resources to improve their performance. Planning and strategizing go-to-market plans.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Lead Fuze

NOVEMBER 30, 2021

The push tactics we’ve been using are not working, so here’s why: Sales and marketing teams are more aware of who they’re selling to, rather than just focusing on revenue growth. In order for them to keep up with trends, they need more people who can go into C-suite positions.

E-commerce 52

E-commerce B2B Healthcare Profit margin 52

SalesLoft

JUNE 25, 2019

Don’t miss the (very entertaining) part of the conversation where they determine the right pitch for having milk delivered… in the early 2000s. In general, how does social selling work in the UK? In general, how does social selling work in the UK? Was that the pitch? Or were you pitching convenience?

Cold Call 40

Cold Call Pitch Cross-sell Sales 40

Sales Hacker

DECEMBER 17, 2019

As a serial founder, Pete has built up an impressive library of knowledge on scaling businesses and optimizing sales motions. If you missed episode 87, check it out here: PODCAST 87: How to Pitch Category Creation to Your CEO or CFO w/ Anthony Kennada. How selling as a founder will help you understand your sales motions.

Cross-sell 52

Cross-sell Contract Sales Up-sell 52

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Your sales career project has ups and downs. Women in sales often have a polarizing experience.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

DECEMBER 3, 2020

As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader. How does this change when selling to SMBs vs enterprise? * How does Sam think about the relationship between sales and marketing? Harry Stebbings.

Sales 66

Sales Cross-sell Start-ups Growth 66

Sales Hacker

DECEMBER 8, 2017

Growth of Omni-Channel Sales Strategies & Social Selling. The Continued Emphasis on Alignment of Sales & Marketing. Ditch your pitch – Bring new ideas to the sales meeting, be creative and think on your toes. Amazon is your new competitor – They now sell everything and dominate every product category. .

Sales 97

Sales Cross-sell Up-sell Pipeline 97

SaaStr

FEBRUARY 7, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Karen Page: I agree in theory with that because as you’re writing your angel checks, you know that they may very well go up in flames. But you said, “Invest in people, not pitches.”

Strategize 67

Strategize Pitch Growth Networking 67

SaaStr

MAY 8, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Jessica Lin: Yeah, and this is so much of what even we do at Work-Bench as we build up the corporate network, it really is about how do you provide value to those executives? Harry Stebbings. Jessica Lin.

Cross-sell 67

Cross-sell Contract Start-ups Up-sell 67

SaaStr

JUNE 28, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. Is it best to start at enterprise and work down to SMB or does SMB and work up to enterprise work best? Jason Lemkin. David Skok.

Price 45

Price Cross-sell Up-sell Start-ups 45

SaaStr

OCTOBER 22, 2020

* What should the first marketing hire look like? Why does Ryan believe you should hire two in marketing to start? How does Ryan ensure cross-function working seamlessly from the very beginning with marketing? * How does Ryan think about measuring success when it comes to product marketing? Harry Stebbings.

Pipeline 64

Pipeline Cross-sell Launch Start-ups 64

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. How does this move impact the relationship between sales and marketing? ou can also take your SaaStr to go: Listen on iTunes. Marketing changes quite a bit.

Contract 64

Contract Sports Cross-sell Start-ups 64

SaaStr

MAY 27, 2020

We woke up February 2020 with a shock to the system and no idea what it would mean for our business. That’s the week that the CARES Act was signed into law and created some market stability that drove the Dow Jones back up. So we’ll know tomorrow, the extent to which that goes up. FULL TRANSCRIPT BELOW.

Finance 74

Finance Government Price Contract 74

SaaStr

NOVEMBER 16, 2020

Where do many people go wrong in pipeline meetings? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. So in some ways, things that are important, people will naturally bubble up to you if they know that there’s access. Harry Stebbings.

Pipeline 75

Pipeline Territory Price Product 75

SaaStr

JULY 19, 2019

In Today’s Episode We Discuss: * How did Peter make his way into the world of enterprise SaaS with the founding and selling of 6 companies and how did InCountry come about? When is the right time to sell a startup? Harry Stebbings: And then what was the founding moment with InCountry after the bad habit of selling companies?

Cross-sell 51

Cross-sell Up-sell Start-ups Engineering 51

SaaStr

JULY 15, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in any way, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks a ball is up to.

X-functional 59

X-functional E-commerce Growth Retail 59

SaaStr

AUGUST 20, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. So we were really selling on the intuitiveness of the design, and in tandem with that, we were hiring these kind of rockstar designers. Harry Stebbings. Kyle Parrish. That made a ton of sense to me.

Sales 74

Sales Price Quota Start-ups 74