Sales Hacker

NOVEMBER 18, 2020

Selling doesn’t really have rules. There is, in my opinion, one exception to this: the hard-and-fast rule to focus on your customer. According to a survey by Salesforce last year , the top 20% of sales teams last year are almost 3x more likely to say they have been focusing on personalizing customer interactions.

Process 119

Process Customers Prospecting Up-sell 119

Partners in Excellence

JULY 12, 2022

The singular exception seems to be selling, we seem to have a predilection for one of two things–winging it or sticking to the script. Even in selling, we see the top performers are those who do the prep work themselves. They try to understand the customer–the enterprise, the individual, the specific situation.

High impact 131

High impact Technology Technology Up-sell 131

Hubspot

FEBRUARY 25, 2014

We follow the paths of marketers who have tackled the same customer acquisition challenges before us. Here are three critical marketing distribution channels that you can tap into today: 1) Your Existing Customers. But what about your existing customers? When you meet prospective customers, tell them about your blog.

High impact 73

High impact Sports Strategize Follow-up 73

Gong.io

SEPTEMBER 26, 2022

Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. In this guide, we’ll look at what remote selling is and why it’s replacing traditional sales models. Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location.

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Partners in Excellence

JANUARY 26, 2021

In the past 10 years, we’ve done everything we can to take the “human” out of complex B2B selling. We’ve mechanized the process, focusing on our efficiency and less the customer buying experience. Customers become widgets in our efficient sales strategy. And we are still failing. Do they know it?

Process 126

Process Sales B2B Quota 126

ClickFunnels

JULY 21, 2021

How do you sell someone something in 90 seconds or less? High-Impact. So it’s important to choose your words carefully and make sure that each word you include is as high-impact as possible. Risk Reversal: Remove the risk involved for the customer/client and place that risk on your own shoulders.

Pitch 246

Pitch Appointment E-commerce Real Estate 246

SaaStr

JUNE 4, 2021

Pomel focused his session on: Making your SaaS startup customer-centric: Hw event marketing has helped him integrate his engineering and sales teams. Lastly, he provides his piece of advice to all founders that are looking to become customer-centric. How did you end up in that world? So we ended up right in the center of it.

Product 100

Product Customers Sell Engineering 100

Cerebral Selling

JANUARY 14, 2023

And when reps struggle to see the path to their number they may slowly give up, blaming things outside of their control. A couple of weeks ago, I connected with a great group of like-minded, high-growth sales leaders as part of David Priemer’s Sales Leadership Labs program. It helps you manage up the chain.

Quota 188

Quota Pipeline Drivers/motivators Negotiate 188

Hubspot

NOVEMBER 9, 2022

You get brand new goals to meet, and they’re significantly higher than last year's. These are the six steps to tackle at the beginning of the new year to set yourself up for success. Once you know what you’re aiming for, determine what you’ll need to do to meet your goals. Meet with your manager to create accountability.

Pipeline 61

Pipeline Presentation Networking Quota 61

SalesLoft

SEPTEMBER 27, 2023

But one question remains: What’s it like to sell with AI? You want to know if AI is actually making a difference on meetings booked, deals closed, and your conversations with buyers. Meet Turner, Kyle, Luke, Matthew, Ryan, and Kieran — your guides to selling with AI. Ups and downs. Insert Salesloft Rhythm.

Hospitality 52

Hospitality Pipeline Gaming Cold Call 52

Heinz Marketing

MAY 20, 2021

Yet surprisingly, people often use the terms “marketing” and selling” interchangeably, and when it comes to small businesses you will often see both functions performed by the same person or department. Working together, aligned teams can deliver high-impact marketing activities, boost sales effectiveness, and ultimately grow revenue.

Campaign 115

Campaign Cold Call Sales Education 115

Highspot

SEPTEMBER 6, 2023

Plus, explore the future of value selling using advanced tech. What is Value Selling? Key Value Selling Strategies Sales Methodology for Value Selling Benefits of Value Selling How Does Value Selling Compare to Other Methodologies? Future of Value Selling What Is Value Selling?

Sell 59

Sell Profit margin Price Non-Profits 59

Sales Hacker

JULY 26, 2021

It’s no secret that technology’s evolution is changing the way sellers sell. The application syncs to Google Calendar, allowing users to click the link in their calendar and enter a scheduled meeting in just three steps. That was three clicks to get into a business meeting. Low morale, low productivity, and high turnover.

Quota 121

Quota Cold Call CRM Sales 121

Gong.io

OCTOBER 19, 2022

Carrying on the example above, measuring the number of meetings booked due to those cold calls is a measure of your team’s effectiveness. They become more effective if they book more meetings with the same number of cold calls. . Put another way; they’d have a calls-to-meetings conversion rate of 1%. Time spent selling.

Product 62

Product Cold Call Sales Meeting 62

Women Sales Pros

JANUARY 24, 2019

It’s sales kick off season again and you want a high impact, memorable event. We didn’t even mention the fact that your sellers may sell different products and services. Before you curl up under the auditorium chair, I have some simple suggestions. January – March) Book early to allow for customization.

Entertainment 107

Entertainment Strategize Inside sales Consult 107

Hubspot

JUNE 15, 2023

A majority of B2B sales pros say AI/automation is important to their role and has impacted how they plan to sell. To save time on manual tasks to focus on selling. are the second most used tool, and 69% say AI/automation tools help them spend more time selling. Lean into personalization.

B2B 78

B2B Sales Prospecting High impact 78

Salesforce

JULY 28, 2022

Talk of an impending recession likely has your customers worried. Instead of obsessing over quota attainment, find ways to deliver more value and support to your existing customer base so they know their investment is worthwhile — and won’t disappear. Train your reps to deliver the best customer experiences.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Highspot

NOVEMBER 25, 2019

But tips focused on individual changes ignore the impact that a process-driven approach can have on your business. Formalizing your productivity strategy empowers your entire sales team to regularly meet — and exceed — quota. Sales productivity is defined as the rate at which salespeople meet their revenue targets. Calls made.

Product 52

Product High impact Quota CRM 52

Partners in Excellence

MARCH 17, 2022

We set goals for daily dials, conversations, emails, meetings. After all, there are only 24 hours in a day, and if we can’t meet our volume goals, we have to find ways of doing more in that period of time. How do we increase the number of high impact conversations for every 100 dials? But more on this later.

Conversion 73

Conversion Meeting High impact Start-ups 73

Partners in Excellence

JANUARY 21, 2022

She Facetimes, Zooms, Instagram’s, emails, and does old fashioned things like meeting people for lunch or even the occasional phone call. A granddaughter is teaching her Tik Tok… I suppose, I have to own up to it, I suspect I might fall into that, “older generation.” And she also leverages social channels.

Cold Call 91

Cold Call High impact Prospecting Conversion 91

Highspot

APRIL 14, 2023

Every business needs to present what it’s selling as standing apart from the competition, but differentiating how you sell it is equally important. To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Make it easy to understand. This matters.

Sales 52

Sales Technology Technology Technique 52

Highspot

APRIL 14, 2023

Every business needs to present what it’s selling as standing apart from the competition, but differentiating how you sell it is equally important. To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Make it easy to understand. This matters.

Sales 52

Sales Technology Technology Technique 52

Partners in Excellence

JULY 15, 2019

My good friend, Andy Paul, and I were talking about the state of selling today. What causes customers to abandon their buying process, resulting in no decision made? ” But in doing this, we realize that w can do this because we have freed up time the time we need to do more. What causes us to lose, when we do lose?

Pipeline 80

Pipeline Prospecting Growth Up-sell 80

PandaDoc

DECEMBER 19, 2022

In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work. You’ll also find a roster of valuable prospecting techniques and an in-depth look into what makes for a good prospective customer.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Partners in Excellence

APRIL 8, 2021

People who, for various reasons, are not meeting performance expectations. One of the biggest errors I’ve seen is hiring a sales person from a huge/big name company and putting them in a start-up/small business role. Make sure you take your training and get out and sell!” Selling is not selling is not selling.

Territory 76

Territory Up-sell Quota High impact 76

Highspot

JUNE 6, 2023

And from an efficiency perspective, it’s all about how sellers apply their talent, tools, resources, and processes without putting in endless hours to meet targets and sales quotas. What exactly do you stand to gain from ramping up sales productivity and increasing quota attainment across your team?

Closing 52

Closing Product Objectives and Key Results Quota 52

Sales Hacker

JUNE 19, 2019

I’m always impressed by the degree of ingenuity that leading sales teams put into their selling strategy. They’re great for generating leads, pitching your product, and converting first-time buyers into repeat customers. Transactional selling. Solution selling. Consultative selling. Provocative selling.

Campaign 94

Campaign Cross-sell Sales Up-sell 94

Partners in Excellence

SEPTEMBER 30, 2014

Then after a call I pause to take some notes, set the follow ups, and next steps. Things like doing email, spending time with managers reviewing what we are doing, maybe every once in a while a meeting. So a lot of things impact the amount of time we actually have available to have sales conversations.

Conversion 90

Conversion Appointment High impact Sales 90

Partners in Excellence

SEPTEMBER 16, 2022

How, in general terms, should the companies who might have something to sell you and your team go about researching your current needs? So the people that should most care about getting a meeting with anyone in our company will never see it, even though it will be widely circulated in LinkedIn and I’m adding to this with the blog post.”

Prospecting 52

Prospecting Follow-up Conversion Up-sell 52

Partners in Excellence

APRIL 7, 2019

We want, in these first calls, to engage the prospect in a credible, high impact conversation. The model we have is a high volume/high velocity model. This SDRs are expected to have 1000’s of dials a day, hopefully for a few dozen conversations, that generate some number of meetings for AEs.

Manufacturing 85

Manufacturing Pipeline High impact Prospecting 85

Gong.io

DECEMBER 22, 2021

Coaches live to lift people up and help them succeed. I mean, how do you coach someone when you see the results of their work (quota), and not how they work (inside their conversations with customers)? . What happens in each coaching meeting is different, from the area of focus to the improvement plan.

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

ConversionXL

SEPTEMBER 10, 2021

In this post, we’re sharing a build vs. buy framework to help you consider the opportunity costs and make an informed decision on whether to buy software off the shelf or build a custom solution. Nobody else is offering it, but your customer research has identified a need among your existing users. And for how long?

Technology 96

Technology Technology Launch Transportation 96

Highspot

AUGUST 15, 2023

Sales analytics involves leveraging advanced technologies and statistical models to transform raw data into actionable information that drives revenue growth and customer satisfaction. This data can encompass a wide range of information, including sales figures, customer demographics, lead sources, customer interactions, and market trends.

Objectives and Key Results 52

Objectives and Key Results Sales Pipeline Technique 52

Hubspot

JULY 9, 2019

But what about considering the people who are working to sell your products every day? Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. You may or may not find yourself working with higher-ups and/or HR on this.) Why would this be?

Sales 85

Sales Quota Commission Drivers/motivators 85

ConversionXL

JUNE 19, 2018

Your customers are ready for the future of commerce. You need high tempo testing and experimentation throughout the whole customer journey. A high impact teams needs top skills. Rockboost process of building up a skill set: Personal T-shape plans. Where is your customer journey captured?

A/B testing 103

A/B testing Cross-sell X-functional Growth 103

Gong.io

JULY 31, 2019

That’s true in face-to-face meetings and on discovery calls. So selling them on the value of answering your questions requires a different approach (in fact, a discovery call prompter will actually hurt you). They key is to ask them questions that meet them where they stand. . Here’s the key to leveling-up your discovery skills.

Contract 128

Contract Sales Trust Closing 128

Sales Hacker

MARCH 23, 2020

NOTE: Within each category, sales events are arranged according to their calendar date to make it easier to see what’s coming up and find the ones that fit your schedule. 15 customer success stories, including our Return on Integration (ROI) Honors and Programs of the Year Awards. Virtual sales conferences. One-day events.

Sales 78

Sales Growth B2B Networking 78