Highspot

NOVEMBER 5, 2019

Today, the availability of data helps us predict potential customers’ buying preferences. To Provide Value, Listen to What Customers Want. Disingenuous use of data for customer influence is not only ineffective in the long term, but wrong. As for turning data into customer value — that’s a separate issue.

Customers 75

Customers Education Contract B2B 75

SaaStr

JANUARY 24, 2019

Told that the product does something it doesn’t quite do. Salespeople, often intentionally, but sometimes through poor training and/or product ignorance, often way oversell a SaaS product. The rep learns poor practices — and does it again and again and again The best reps don’t do this. The customer loses out.

Commission 91

Commission Sales Closing CRM 91

Hubspot

DECEMBER 29, 2021

Incentives are natural motivators — and sometimes, some "natural motivation" is exactly what your salespeople need to perform to the best of their abilities. The difference is that gainsharing rewards salespeople for their individual performance whereas profit-sharing rewards employees for a company's overall profitability.

Objectives and Key Results 71

Objectives and Key Results Commission Non-Profits Quota 71

Closer's Coffee

MARCH 27, 2019

Many salespeople approach this by increasing the number of leads they have. What role do they play within his organization? What do they need to know prior to purchase? All you have to do is call your best customers and find out the similarities between them. So what are the ingredients of a good process?

Drivers/motivators 63

Drivers/motivators Follow-up Price Closing 63

Pointclear

JANUARY 9, 2014

I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Why marketers refuse to acknowledge this reality is beyond me, but it’s also a reason that salespeople continue to ignore the leads sent to them by marketing. Voicemails are a waste of time. Leads suck.

Lead generation 102

Lead generation B2C B2B Quota 102

Sales Hacker

MARCH 8, 2021

Humans are both rational and irrational, and we do many things that don’t seem to make much sense. Two flaws in customer interaction. To show you a new process to align value, we’ll discuss where we are today – flaws and all – so we can move to align with how customers buy. Sales is something we do with people, not to people.

Customers 69

Customers Represent Sales Appointment 69

Sales Hacker

SEPTEMBER 16, 2019

Then we’ll get into the nitty-gritty of what you need to look for when hiring salespeople to fill those gaps in your team. Instead of selling face-to-face, inside sales utilizes all the communication tools that modern salespeople have at their disposal: Phone. What is inside sales? CRM platforms. And much more. It doesn’t matter.

Outside Sales 82

Outside Sales Inside sales Profit margin Sales 82

Sales Hacker

APRIL 21, 2020

By identifying what was important, realizing all salespeople aren’t created equal, and asking a series of important questions that probed below the surface-level statements, my client uncovered that the candidate didn’t align with what they needed. That secret weapon is a hiring scorecard. The cherry on top? The Power of the Scorecard.

Objectives and Key Results 95

Objectives and Key Results Cross-sell Sales Clients 95

SalesLoft

OCTOBER 25, 2018

Buyers want salespeople to be better listeners, too. In research conducted by Hubspot , buyers shared this advice about how they think salespeople can improve the sales experience: Listen to their needs – an overwhelming 69% of buyers cited ‘listen to my needs’ as the #1 thing sales reps can do to improve the sales experience.

Technology 52

Technology Technology Objectives and Key Results Objection handling 52

Lead Fuze

AUGUST 12, 2021

So, how do you avoid hiring someone who doesn’t fit your culture and brand? In the same way, you would attract and convert your best customers. Once they’re ready, you take them through your pitch and turn them into awesome customers that stick around for the long haul. How to Hire a Salesperson that Delivers an ROI.

Pitch 52

Pitch Clients Contact Construction 52

Hubspot

JUNE 8, 2020

The positive experiences you create for your customers adds to the longevity and success of every business. The happier you are, the more likely your customers will stay and refer a friend. The happier you are, the more likely your customers will stay and refer a friend. It's never been more difficult to be a B2B sales rep.

Sales Experience 64

Sales Experience B2B Prospecting Tradeshows 64

Gong.io

JANUARY 12, 2022

Along the way, we’ll share concrete examples that you can copy/paste/customize … as well as a free PDF to get you on your way to success. Along the way, we’ll share concrete examples that you can copy/paste/customize … as well as a free PDF to get you on your way to success. What is a sales script? you are in.

Cold Call 62

Cold Call Sales Pitch Meeting 62

SBI

NOVEMBER 15, 2018

Have you ever sold a product you didn’t believe in or didn’t believe could adequately meet your customer’s needs? If you need just one more sale to avoid a PIP (or go off one), wouldn’t you do anything to close the deal? If you need just one more sale to avoid a PIP (or go off one), wouldn’t you do anything to close the deal?

Sales 42

Sales Quota Represent Referrals 42

Partners in Excellence

NOVEMBER 9, 2011

However, there’s a lot of bad information about establishing and maintaining trust–both with your customers and within your organization. How can managers coach and develop their sales people to becoming more trustworthy in engaging and working with their customers? ” You’re quite right. Walk the talk.

Trust 90

Trust Intrinsic Pharmaceutical Drivers/motivators 90

The Sales Hunter

FEBRUARY 21, 2012

Do you really understand what your customer wants and/or needs? What I’ve discovered, though, is that whether a salesperson can command high profits usually boils down to this matter of what the customer really wants. So what does this have to do with profits? So what does this have to do with profits?

Drivers/motivators 58

Drivers/motivators Negotiate Price Sales 58

SaaStr

JANUARY 28, 2020

Jason : We wanted to do an experiment this year of, what if we just brought back some of our most popular speakers from the past, the greatest of all time. Jason : We wanted to do an experiment this year of, what if we just brought back some of our most popular speakers from the past, the greatest of all time. FULL TRANSCRIPT BELOW.

Growth 84

Growth Promote Engineering Up-sell 84

Sales Hacker

MARCH 2, 2020

The Challenger Customer. Coaching Salespeople into Sales Champions. As a lifelong learner, I turn to books whenever I want to expand my thinking or improve my performance. 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? The Challenger Sale.

Sales 141

Sales Objectives and Key Results Technique Non-Profits 141

SaaStr

JUNE 10, 2020

So I think a ten-second background on us and what we do. We’re looking at everything we do from software to people. Are you a revenue driver or a cost center? You cannot afford to be the latter. A little bit more about my background. And the case study of course is going to be on TripActions. Our workforce is remote.

Launch 73

Launch Start-ups Drivers/motivators Pipeline 73

Highspot

DECEMBER 5, 2023

As a result, consultative selling can help your team build deeper, more individualized relationships with each prospect while working to solve customer needs through compassionate insight. And these kinds of relationships can generate a lot of customer loyalty down the road. Intrigued but slightly dubious? What Is Consultative Selling?

Consult 52

Consult Technique Closing Sell 52

SalesHandy

JUNE 29, 2021

This makes the sales process tricky for both buyers and salespeople – since buyers need to ensure they’re making the right choice, and sellers need to capture buyers’ attention and nurture them better. Selling products or services to businesses and professionals can be tough. What is B2B Sales? selling products to other businesses).

B2B 98

B2B Cross-sell X-functional Follow-up 98

Highspot

NOVEMBER 1, 2022

As a result, consultative selling can help your team build deeper, more individualized relationships with each prospect while working to solve customer needs through compassionate insight. And these kinds of relationships can generate a lot of customer loyalty down the road. Intrigued but slightly dubious? First things first.

Consult 52

Consult Technique Closing Sell 52

Sales Hacker

SEPTEMBER 7, 2021

Ways to establish trust with customers [14:39]. Join us for a great conversation about how buyers choose sellers, building (or breaking) trust, and common psychological mistakes sellers make. powered by Sounder. If you missed episode 176, check it out here: How to Rock Product Marketing. What You’ll Learn. Why sales is about trustworthiness.

Trust 93

Trust Cold Call CRM Start-ups 93

Gong.io

JANUARY 1, 2021

The best-of-the-best salespeople are often the best-of-the-best negotiators. Oh, and it’s hard to do it right. NEGOTIATION TECHNIQUE #1: DO NOT NEGOTIATE OVER EMAIL (NEVER EVER EVER DO THIS). It’s easy for a future customer to “hide” behind a device. Heck, it’s always been — and still is — the #1 skill in sales.

Negotiate 127

Negotiate Technique Price Objectives and Key Results 127

Sales Hacker

OCTOBER 7, 2021

It has little to do with the work itself, and more to do with the societal pressure, norms, and bias that exist in 2021. The expectation is that we can “do it all.” If you do something constructive with your doubt, and use it to advance yourself, it can be an asset. Women in sales often have a polarizing experience.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

MAY 21, 2020

The importance of personalized, customized messaging. Why you need to do things differently. Do Things Differently (22:27). ? If you really want to make sure that you’re achieving your goals on a consistent and ongoing basis, you’ve got to do the work. We’re so honored to claim her as one of our own.

Sell 121

Sell Pitch Up-sell Meeting 121

The Lost Book of Sales

DECEMBER 30, 2021

Rating 8/10 See book on Amazon. Summary table of contents Click on a link to jump over to a desired section. Introduction. Brief thoughts from reading the book. Part 1: Uncertainty leading to organization complexity. Execution versus mere activity. Predictable versus an unpredictable environment. Three principles for ensuring alignment.

Objectives and Key Results 98

Objectives and Key Results Drivers/motivators Strategize Follow-up 98

Gong.io

JANUARY 1, 2021

The best-of-the-best salespeople are often the best-of-the-best negotiators. Oh, and it’s hard to do it right. NEGOTIATION TECHNIQUE #1: DO NOT NEGOTIATE OVER EMAIL (NEVER EVER EVER DO THIS). It’s easy for a future customer to “hide” behind a device. Heck, it’s always been — and still is — the #1 skill in sales.

Negotiate 83

Negotiate Technique Price Objectives and Key Results 83

Heinz Marketing

FEBRUARY 8, 2021

I ask Jon how do we get beyond ABM? And so, you end up having this world where we were doing traditional demand gen, which was great, because we only called people who had high scores and we thought really actually were ready to be called. By Matt Heinz , President of Heinz Marketing. What’s Next?! This and A LOT MORE!

Pipeline 94

Pipeline B2B Sales Objectives and Key Results 94

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? How should comp plans differ when comparing AEs to customer success? Where should the responsibility for upsell lie, customer success or sales? Welcome to Episode 213! Tom has also been named on the Forbes Midas Brink list.

Contract 48

Contract Price Commission Conversion 48

Sales Hacker

OCTOBER 27, 2020

So really I do encourage you to check out Loopio software. Outreach revolutionizes customer engagement by moving away from siloed conversations to a streamlined and customer-centric journey. I really do encourage you to check them out. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher.

Contract 74

Contract Sales Pipeline Promote 74

The Lost Book of Sales

JULY 12, 2021

Because it brings you a good mental model for understanding modern high-tech marketing, as well as the importance of segmenting and understanding your customers in a manner that I haven't seen anywhere else. It's one of those books that you have to read if you work in sales or technology. Table of Contents. A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

JUNE 30, 2020

If you missed episode 115, check it out here: Improving Customer Experience: Your Magic Key to Success with Leah Chaney. And Habits at Work is all about, how do you form great habits? And Habits at Work is all about, how do you form great habits? And Habits at Work is all about how you form great habits. We’re on iTunes.

High impact 78

High impact Meeting Drivers/motivators Conversion 78

SaaStr

JANUARY 3, 2020

Annual contracts: To what extent do annual contracts dominate today? How should comp plans differ when comparing AEs to customer success? Where should the responsibility for upsell lie, customer success or sales? He is also the co-author of Winning with Data: exploring the cultural changes big data brings to business.

Contract 10

Contract Price Commission Conversion 10

Hubspot

FEBRUARY 11, 2013

So double check your marketing tactics against this list to ensure you're being as lovable as you possibly can to your prospects and customers. So double check your marketing tactics against this list to ensure you're being as lovable as you possibly can to your prospects and customers. Or you could do this instead.

Contact 78

Contact Follow-up Start-ups Price 78