Gong.io

APRIL 19, 2022

They must possess extensive, often technical, product or service knowledge. Typically, this is a role in the B2B world… selling more complex products to other businesses.??. Here are 3 signs indicating the need for a sales engineer on your team: . You sell a technical product. Don’t sell a technical product?

Engineering 118

Engineering Sales Cold Call Up-sell 118

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. It is often the first point of interaction between potential customers and your company. Given this, you must understand the role that each facet of the business plays in promoting that product, from marketing and sales to customer service.

Go To Market 124

Go To Market Growth GTM Product 124

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

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 95

Outside Sales Inside sales Profit margin Sales 95

Hubspot

JULY 14, 2015

You have a website, a customer acquisition team, and a really great product -- but people aren’t getting on board. There are ways to turn visitors into customers -- you just have to know which best practices you should start following. 1) Use Tailor-Made Pages for Custom Campaigns. 2) Don’t Sell It If You Can’t Solve It.

Conversion 78

Conversion Launch Education Campaign 78

Partners in Excellence

MARCH 2, 2024

But about 7 years into that work, I took role in technical service helping customers solve problems and use our products in the best possible ways. I was working for a company that chalked that up to charm and communication skills (of which, I had neither) but that’s not what I was seeing. I built strong relationships.

Sell 77

Sell Manufacturing Engineering Technical Sales 77

SaaStr

JUNE 27, 2019

Growing a company’s revenues, customer base, team, process, and product doesn’t just happen without major work and strategy. New Relic powers our customer’s digital transformations. The second is adoption of DevOps practices, and the third is a focus on a digital customer experience. The first is a migration to the cloud.

Cross-sell 93

Cross-sell Technology Technology Inside sales 93

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. Remote work stress.

Sales 97

Sales Cross-sell Education Conversion 97

Salesmate

OCTOBER 22, 2020

Sales representatives are critical to the growth of any business. They serve as a principal point of contact between the business and its customers. Sales reps ensure that current customers have the right products, identify new sales leads, and pitch to prospects. Let’s get started. Does it work?

Sell 59

Sell Sales Up-sell Follow-up 59

Gong.io

OCTOBER 27, 2021

It’ll show up here soon enough.). Sales ops covers a lot, because it has to. That’s how it ensures alignment between plans and reality, and helps everyone on your sales and go-to-market teams be their highest-performing selves. Sales ops moves you from a fragmented sales model to an agile and customer-focused one.

Quota 62

Quota Pipeline Sales Contract 62

Outreach

APRIL 5, 2019

Keep reading to learn everything you need to know about the world of B2B sales reps, including best practices for training, hiring, and the daily challenges associated with the role. What is a B2B sales representative? Why are B2B sales reps important? Why are B2B sales reps important?

Represent 49

Represent B2B Pipeline Technical Sales 49

PandaDoc

APRIL 29, 2024

It is very important to understand the boundaries of Q2C, as it does not cover the entire scope of a typical sales funnel. Q2C starts exactly when a potential customer requests a quote for a product or service and ends when payment (full or partial) for said service or product is received.

Cross-sell 52

Cross-sell Contract Legal Negotiate 52

SalesBlog!

DECEMBER 9, 2021

So why is there hesitancy to hire a senior sales professional? Not necessarily – After selling my business I found myself searching for employment at 40+. Myth #2 – Won’t relate to younger sales professionals and customers. Selling to them is based upon credibility and trust. Am I so different?

Sales 52

Sales Technical Sales Trust Technology 52

Closing Bigger

FEBRUARY 11, 2009

Do they have something proprietary or innovative that will allow me to build up a client base? Many organizations make grand claims about their latest invention but cannot back it up. Make sure there is something of substance that you can sell. Too many start-ups lack this infrastructure and back-office support.

Commission 52

Commission Technology Technology Sales 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?

Sell 42

Sell Engineering Non-Profits Retail 42

Closing Bigger

FEBRUARY 11, 2009

Do they have something proprietary or innovative that will allow me to build up a client base? Many organizations make grand claims about their latest invention but cannot back it up. Make sure there is something of substance that you can sell. Too many start-ups lack this infrastructure and back-office support.

Commission 40

Commission Technology Technology Sales 40

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. ” But customer expectations are evolving rapidly.

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

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. Done wrong, it’s the kiss of death.

GTM 85

GTM Up-sell Price Start-ups 85

SaaStr

AUGUST 28, 2020

Where can you pick up small wins? And it ended up that they were starting on having an ACV, or an annual contract value, and that’s where I first started to understand that type of repeatable business. And ended up reaching out to a gentleman that I knew and said, “Hey, is this really for real?”

Sales 81

Sales Start-ups Meeting Follow-up 81

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. WoodPecker.

Negotiate 98

Negotiate Sales Retail B2B 98