Sales Hacker

MARCH 2, 2020

I’ve pulled together the top 97 books from a range of sales disciplines to give you the information you need to stay relevant, lead conversations, understand the trends — and of course, improve your game. 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

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. It’s not getting them to share their “top strategic priorities.”. The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 Note: The 11-14 recommendation does not hold when selling into the C-Suite. Speaking of Gong Data.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Martech

JULY 14, 2022

Marketers tend to think of account-based marketing (ABM) as though it is one technique or approach. It changes depending on the type of product you’re selling and the market you are pursuing. You have to sell to them differently. Early cycle: Companies selling multi-million dollar goods or services to very large enterprises.

E-commerce 103

E-commerce Cross-sell Contract Up-sell 103

Highspot

JUNE 6, 2023

Through predictive analytics and forecasting techniques, revenue teams can anticipate potential outcomes, identify bottlenecks or challenges, and take proactive measures to overcome them. Establishing shared goals begins with defining common objectives and expected results to foster cross-team collaboration and understanding.

Closing 52

Closing Product Objectives and Key Results Quota 52

Highspot

JANUARY 2, 2023

Strategy and Execution = Sales enablement not only increases process efficiency but also paves the path to becoming more strategic with decreasing rep ramp time, winning deals, forecasting, and one-on-one performance. Streamline sales processes cross-functionally across marketing, sales, and sales operations.

Sales 75

Sales Quota Cross-sell Pitch 75

Highspot

DECEMBER 19, 2023

6 Benefits of a Sales Development Playbook The sales development playbook isn’t just a tool; it’s a game changer for SDRs and sales leaders. Define Metrics That Matter To gauge success and identify areas for growth, track two types of metrics – operational and strategic.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Lead Fuze

JULY 7, 2023

SalesGoals #BusinessSuccess” Click to Tweet Strategies for Crushing Your Sales Goals Setting sales goals is like playing a strategic game, but with money on the line. Future-Proof Your Goals: The Crystal Ball Technique Don’t just reflect on what’s already happened; think ahead too. No surprises, no drama.

Drivers/motivators 52

Drivers/motivators Lead generation Sales Technology 52

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. It’s not getting them to share their “top strategic priorities.”. The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 Note: The 11-14 recommendation does not hold when selling into the C-Suite. Speaking of Gong Data.

Cold Call 71

Cold Call Objectives and Key Results Negotiate Cross-sell 71

Lead Fuze

JANUARY 9, 2024

We strategize. Expanding Through Social Media Channels Social media platforms aren’t just for selfies anymore—they’re prime real estate for marketing techniques designed specifically with consumer behavior in mind. And here you are, with your digital bat ready to swing for those sweet, sweet market share candies.

E-commerce 52

E-commerce Growth Retail Gaming 52

Highspot

JANUARY 2, 2023

Strategy and Execution = Sales enablement not only increases process efficiency but also paves the path to becoming more strategic with decreasing rep ramp time, winning deals, forecasting, and one-on-one performance. Streamline sales processes cross-functionally across marketing, sales, and sales operations.

Sales 52

Sales Quota Cross-sell Pitch 52

SBI

AUGUST 30, 2018

We call it Sales Tech Game Changers. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION? We will use advanced big data techniques, and natural language processing to achieve this outcome. This week I interview Shreesha Ramdas , Co-Founder & CEO of Strikedeck.

Trust 38

Trust Cross-sell Customers Referrals 38

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Joanne Black is one of the leading authorities in referral selling.

Inside sales 111

Inside sales Sales Cross-sell Growth 111

Gong.io

JUNE 25, 2021

We crunched the stats, and it turns out the “Interest CTA” is the highest performing call to action for cold emails: The Interest CTA sells the conversation, not the meeting. . Save the discovery-type questions (“What are your top strategic priorities” for post-meeting booked. Sales Stat #11: Use these words that sell.

Cold Call 93

Cold Call Sell Objectives and Key Results Negotiate 93

Highspot

SEPTEMBER 28, 2021

Product-based sales techniques. Value-based sales techniques. Simply put, the only way you can increase revenue is to sell more. The sad reality is that revenue growth is more often than not a game of inches. Strategize. Defined strategy and best practices continuously grows sales. How Do You Increase Revenue?

Sales 52

Sales Cross-sell Growth Technique 52

Pointclear

MARCH 22, 2018

Unless you are the low-price leader, value selling is essential to the success of your business. It's a rather straightforward proposition to sell on price only. Value selling is PointClear's bread and butter. The challenge is that some companies and some roles do not lend themselves to selling value. Proving Value.

Sell 63

Sell Objectives and Key Results Cross-sell Price 63

Search Engine Land

DECEMBER 28, 2023

One of the most significant revelations from the 10-week trial occurred when Jerry Dischler, the head of Google Ads, testified that the search engine secretly raises ad prices to achieve targets by as much as 10%, using techniques such as RGSP (Google’s Randomized Generalized Second-Price ad auctions). billion in the U.S.,

Retail 123

Retail X-functional Launch Non-Profits 123

Sales Hacker

MAY 14, 2018

It has become a key sales function that top sales organizations recognize as a strategic advantage. Because they know they can’t maintain growth and compete without a consistent, cross-functional strategy that does the following: Optimizes the onboarding process for new sales reps. What Does a Good Sales Enablement Program Look Like?

Objectives and Key Results 60

Objectives and Key Results Cross-sell Objection handling Sales 60

Sales Hacker

AUGUST 2, 2019

Think relationship selling, sales prospecting, and lead nurturing all rolled into one. But with our updated DRIP approach, you’re taking a much more strategic approach to prospecting and lead nurturing — which will help you penetrate the market in record time. Granted, sales is a numbers game. Step 4 – Initiate First Contact.

Contact 68

Contact Referrals Appointment Cross-sell 68

The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. One of the most important lessons about crossing the chasm is that the task ultimately requires achieving an unusual degree of company unity during the crossing period.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Anita Nielsen.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

JULY 3, 2020

Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. We had to learn how to do sales and sales marketing and compete in heads up battles against other companies selling similar products.

Finance 72

Finance Launch Objectives and Key Results Cross-sell 72

SaaStr

AUGUST 12, 2020

Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. So, the absolute biggest project that we could ever do would be 10 engineers for 10 weeks, and that would be for the absolute most strategic priority.

Finance 107

Finance X-functional Launch Objectives and Key Results 107

The Lost Book of Sales

FEBRUARY 1, 2021

Additionally, in the greater picture there is a mind-boggling lack of cross-disciplinarity in academia. ” When faithfully adhered to, these traits result in one of the best-known Munger characteristics: not buying or selling often! It’s an effective sales technique in America to put a foolish projection on a desk.

Intrinsic 105

Intrinsic Price Construction Government 105

Sales Hacker

DECEMBER 8, 2017

Top 2018 Sales Trends & Predictions – Strategic Headlines. Growth of Omni-Channel Sales Strategies & Social Selling. Amazon is your new competitor – They now sell everything and dominate every product category. – Jeffrey Gitomer , Best-Selling Author, The Little Red Book of Selling.

Sales 97

Sales Cross-sell Up-sell Pipeline 97

Sales Hacker

OCTOBER 21, 2019

My advisor said the idea was great but that it wouldn’t work unless I learned how to sell. However, my plans changed once I discovered the unique challenges of selling. I’d have to say it’s either SNAP Selling or More Sales Less Time. . SNAP Selling focuses on how to deal with today’s overwhelmed buyers. Fail Fast!”

Sales 90

Sales Up-sell Start-ups Cross-sell 90

Hubspot

MAY 6, 2016

One technique for prioritizing your to-do list is called the impact vs. effort analysis. If you want to work for an agency , you'll want to gain experience with cross-channel marketing, mobile marketing, and design. For the more expensive things -- like that unopened kitchen gadget -- try selling it. Want to be a CMO ?

Product 78

Product Non-Profits Hospitality Cross-sell 78

ConversionXL

MARCH 1, 2016

The reward is why we do A/B testing in the first place – through consistent and strategic testing, we discover and verify which designs are converting the most customers. Another place where UX and conversion optimization cross paths is when trying to find the why. Now, that’s a risk of exploration. Gotta Find The Why.

UX 66

UX Conversion A/B testing User Experience 66

Salesforce

JANUARY 3, 2022

Predictable growth is the name of the game in the new year, and you need the right tools, tips, and techniques to make it happen. As our recent Sales Summit revealed, the old ways of selling — aggressive quotas, in-person sales calls, nagging pipeline reviews — just don’t work anymore. Learn more: “Diversity Sells”.

Growth 98

Growth Quota Intrinsic Cross-sell 98

Heinz Marketing

SEPTEMBER 9, 2019

You’ll sell more, more efficiently. We finished week zero, which was two or three games. We got many more games coming. By the time some of you listen to us on the podcast feed, many of the games will be over, but I’m excited to be here today. Like Intercom user Elegant Themes. There’s no silver bullet, right?

Pipeline 57

Pipeline Inside sales Education Sales 57

SaaStr

MARCH 20, 2019

I think Jeff and I will often talk about how you could go to a hackathon or a developer event, a start up event and you would probably see a blue hoodie SendGrid developer evangelist at a table right next to Twilio red track jacket wherein a developer evangelist and they were there to help and they weren’t there to sell.

Start-ups 47

Start-ups Product Minimum Viable Product Niche 47

Hubspot

OCTOBER 28, 2019

to start live streams of themselves playing all sorts of different video games. During a Twitch stream, viewers can see the game that a streamer is playing, as well as a small screen showing the streamer themselves. Streamers can also speak about the game and give commentary so viewers understand why they are doing a game strategy.

Campaign 61

Campaign Gaming Launch Non-Profits 61

Outreach

JANUARY 21, 2020

With new technologies, strategic acquisitions, and surprising trends shaking up the industry, here are the highlights from some of the most compelling content the sales engagement community published in 2019. Here are foolproof techniques from sales superstars who rose from the ground up. Use these tips to own the game.

Sales 76

Sales Cross-sell Technology Technology 76