Highspot

MARCH 9, 2022

We’ve all had experiences with sales leadership. And most of us could list the benefits of working with a good sales leader — like the fact that their average annual quota attainment sits around 105% or that by offering dynamic training, they can boost their reps’ win rates by 28%. Why is sales leadership important?

Intrinsic 95

Intrinsic Technique Cross-sell Sales 95

The 5% Institute

APRIL 28, 2020

Hiring the right sales people is critical for your business; in this article, you’ll learn the best interview questions for sales hiring success, so that we can help make the task a little easier. We’ll categorise our best interview questions for sales hiring in the following way: Leadership. Experience. Their drive.

Intrinsic 98

Intrinsic Drivers/motivators Sales Government 98

Openview

FEBRUARY 5, 2018

As a sales leader, you are evaluated by the success of your team – for better or worse. Ownership, educate, motivate, and provide. When people think of being an inspiring leader, they usually think of lofty speeches and pep talks, which is really just the superficial piece of the motivational puzzle. Radical Ownership.

Extrinsic 72

Extrinsic Intrinsic Quota Drivers/motivators 72

Gong.io

FEBRUARY 4, 2021

We analyze sales conversations and deals using AI, then share the results to help you win more deals. Follow me to read upcoming research. Not to mention, moving to virtual sales has thrown a huge wrench in your coaching plans. You take advantage of a unique opportunity that no previous generation of sales leaders have had.

Gaming 127

Gaming Intrinsic Pipeline Strategize 127

Sales Hacker

AUGUST 24, 2022

I’ll explain how — then dive into the 10 ways sales pros can give back. Why sales professionals should give back. I’ve always been intrinsically motivated by helping others. Sales reps are masters of connecting the dots between problems and solutions. That is not a reason to give up. Think about it.

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Intrinsic Networking Angle Sales 92

Sales Hacker

NOVEMBER 9, 2021

??. In this episode of the Sales Hacker Podcast, we have Gianna Scorsone , GM/Head of North America at Aircall , where she lives out her dream to scale the channel program and to empower diverse employees and leaders. Subscribe to the Sales Hacker Podcast. Gianna’s origin story in sales [4:50]. powered by Sounder.

Intrinsic 91

Intrinsic Drivers/motivators Quota Consult 91

Heinz Marketing

APRIL 2, 2020

A few months ago (pre-COVID), the thought of extra time and especially time at home would have conjured up a whole host of ideas and projects I could tackle. Where did all that motivation mojo go? Once I get out there, I’m glad I did, but it happened because I overcame my inertia and was externally, not intrinsically motivated.

Intrinsic 94

Intrinsic Drivers/motivators Gaming Follow-up 94

Jeff Shore

MAY 17, 2018

They are hacking their way to more sales while you’re still stuck in the same old rut you’ve always been in. I mean, after all, time is money in sales, right? They often lack intrinsic motivation. Want more sales? Puh-leez stop telling me “I’m overwhelmed” and don’t have time for this or that sales activity.

Product 128

Product Intrinsic Follow-up Lead generation 128

Sales Hacker

OCTOBER 26, 2021

In this episode of the Sales Hacker Podcast, we have Kerry Hudson , VP of Commercial Sales at Conga , a sales leader in the high tech space across multiple verticals. Join us for a timely conversation about producing high performing sales organizations with a focus on people, process, and customers. powered by Sounder.

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Process Drivers/motivators Intrinsic Territory 96

Anthony Cole Training

AUGUST 13, 2014

No matter their experience level, no matter how successful they are, no matter what the sale is. You do this by observing them when they are in the sales arena and when they practice. Role play means each of you take on the roles and perform what is expected in the sales call. 5 Attributes of Successful Sales Teams.

Sell 170

Sell Intrinsic Drivers/motivators Start-ups 170

Hubspot

JANUARY 29, 2018

Always Follow Up. Considering most SaaS deals valued at ~$25,000 close in an average of 90 days -- that’s a fast sales cycle. Brush up on car sales best practices, and ensure you always give customers an exceptional experience. It’s important to qualify their answer by asking the right follow-up questions.

Cross-sell 93

Cross-sell Drivers/motivators Intrinsic Price 93

Lead Fuze

JUNE 30, 2023

We’ll discuss the importance of persistence and thorough research in achieving your sales goals. You’ll learn how to overcome common pitfalls like ‘happy ears’ syndrome, which can cloud your judgment during crucial stages of the sale. Tools like HubSpot Sales can help track these essential figures.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Pitch 52

SalesLoft

OCTOBER 30, 2018

What would a 10 percent increase in annual sales mean to your organization? Compensation plans need to evolve with organizational objectives and sales strategy. Compensation plans need to evolve with organizational objectives and sales strategy. An effective comp program helps drive specific behaviors of the sales organization.

Quota 52

Quota Intrinsic Commission Drivers/motivators 52

SalesLoft

JULY 16, 2019

In this episode of the Hey Salespeople podcast , PatientPop’s VP of Inside Sales has a very frank discussion with Jeremey about sales compensation. Kevin and Jeremey dig into what’s broken in sales compensation, and how it has created lazy managers and pushy salespeople. He is the VP of Inside Sales at PatientPop.

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Commission Intrinsic Drivers/motivators Inside sales 53

SalesLoft

DECEMBER 7, 2016

Sales software changes as rapidly as the sales landscape , which is to say at light-speed. The best way to stay current with sales technology is to look to the future. How we use it to guide sales decisions. Our insights there will help us understand the sales cycle, personalize outreach, and reduce the time to convert.

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Intrinsic Drivers/motivators B2C Sales 52

Sales Hacker

DECEMBER 5, 2022

Do you need to get more out of your sales execution platform? I was the second employee at Outreach and if it had a Jheri Curl, I’ve been following the drip for the last 7 years. After analyzing thousands of Outreach instances from SMB to enterprise, I’ve noticed I end up giving similar advice to many users. This was me.).

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Extrinsic Intrinsic CRM Meeting 83

SalesLoft

OCTOBER 9, 2018

Below, I’ll explain how we applied these frameworks to optimize sales engagement at Salesloft. Let’s look at optimizing outbound sales development representative (SDR) performance using an issue tree. Sales Engagement Issue Tree. As illustrated in Figure 1, effectiveness can be decomposed as follows: Engaging quality accounts.

Extrinsic 52

Extrinsic Intrinsic A/B testing Contact 52

The 5% Institute

FEBRUARY 25, 2020

By making a conscious effort to learn some new coaching skills and more importantly – putting them into action; you’ll be on your way to better helping people become motivated to reach their desired goals. Further reading: 15 x Powerful Open-Ended Sales Questions To Close More Sales. 1 – Not Being Judgemental. 5 – Resilience.

Intrinsic 52

Intrinsic Drivers/motivators Education Growth 52

Sales Hacker

JUNE 7, 2019

Say what you will, but from where I sit, running effective discovery calls is THE most important part of the sales process. Can you spot one of the key mistakes you’re making that’s hindering your sales success? RELATED: The Sales Hacker Disco Demo Guide: How to turn Discovery calls into Demos that Win.

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Pitch Intrinsic Pipeline Prospecting 102

Hubspot

DECEMBER 22, 2017

I have several secrets to preventing and avoiding burnout over a 30-year career in sales. 1) Follow the 80/20 rule. Don’t accept the “December” excuse that most people in sales use to get out of real work. Approach your life and your role with a growth mindset, and success will follow. Do that before lunch. 3) Exercise.

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Intrinsic Consult Follow-up Networking 84

Hubspot

NOVEMBER 6, 2014

Not only will people be more willing to follow through with your request, but you''ll be portraying your company in a positive light, establishing brand loyalty, and leaving a community of brand evangelists in your wake. Don’t ask someone to buy your product or set up an hour-long demo call when they visit your site for the first time.

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Intrinsic Drivers/motivators Negotiate Consult 78

Partners in Excellence

NOVEMBER 9, 2011

It’s particularly important in our effectiveness as sales people. Dave: Charlie, you know my passion about the role of sales managers in coaching their teams in improving their effectiveness. How can managers coach and develop their sales people to becoming more trustworthy in engaging and working with their customers?

Trust 90

Trust Intrinsic Pharmaceutical Drivers/motivators 90

Sales Hacker

APRIL 12, 2018

Bad sales hires are painfully expensive. It’s a helluva lot more expensive when you’re in the dark about how to hire your VP of Sales. Take this founder of a startup that I just spoke to—they churned their VP of Sales after he crashed and burned in less than 14 months. How do you end up hiring the wrong VP of Sales?

Intrinsic 54

Intrinsic Quota Sales Up-sell 54

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. Meghan Gill | VP of Sales Ops @ MongoDB. All right everyone, thank you so much for joining us today for our panel on how to design a sales comp plan to get you to 100 million dollars. Want to see more content like this?

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

ConversionXL

FEBRUARY 29, 2012

You want your prospects to browse your site and follow the flow towards an action (signup, purchase). We wake up in the night when we need to go to the bathroom. How could we spice it up to improve the attention it will gain? Try to come up with a way you could use contrast to prove your product promise. Self-made choice.

Entertainment 130

Entertainment Intrinsic Presentation Follow-up 130

SaaStr

FEBRUARY 8, 2019

Bridget Gleason is VP of Sales @ Logz.io, the startup that uses predictive analytics and machine learning to provide monitoring, troubleshooting and security. Before Logz, Bridget was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. 2) Your first VP of Sales? Sales training, what works?

Commission 45

Commission Sales Construction Start-ups 45

ConversionXL

APRIL 13, 2017

A growth team is made up of many different skillsets and can more easily push through ideas and experimentation that crosses traditional silos and boundaries. The rapid generation and testing of ideas followed by rigorous data analysis to take action on the results. Well, it depends on the company and how things are set up.

Growth 99

Growth Engineering Intrinsic A/B testing 99

Search Engine Land

SEPTEMBER 21, 2023

Successful lead gen advertisers view marketing as a revenue driver, not just a lead driver. long sales cycles) or become paralyzed with indecision. Google can drive an increased volume of leads, but the quality and the intrinsic value of those leads will differ. In some cases, we can operate like an ecommerce business.

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Lead generation Non-Profits Drivers/motivators Intrinsic 112

SaaStr

JUNE 1, 2021

As part of the run up to 2021 SaaStr Annual in the SF Bay Area Sep 27-29 , we’re taking a look back at some of our favorite classic sessions. (And We have someone that…how many Twitter followers do you have? We’re going to mix it up a little bit. This is the revenue growth for HubSpot leading up to the IPO.

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Up-sell Price Start-ups Cross-sell 91

Heinz Marketing

MAY 1, 2023

By Sheena McKinney , Sales Pipeline Radio Producer If you’re not already subscribed to Sales Pipeline Radio or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Matt: All right.

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Pipeline Intrinsic Trust Sales 56

A Sales Guy

AUGUST 28, 2017

You see it as something that benefits management, and you get sick and tired of the sales manager asking, is it in the CRM? If used correctly, the CRM is the by far the best tool you have to manage the entire sale, from contact to contract and therefore make you a better salesperson. I remember my first sales job. I feel you.

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CRM Sell Cold Call E-commerce 125

Hubspot

MARCH 7, 2019

She motivates your team during meetings, inspires you in one-on-one sessions, and finds job satisfaction through cultivating meaningful relationships with others. Those sales numbers are not just dependent on one person's effort, but instead really involve the interactive effect of many personalities.

Drivers/motivators 75

Drivers/motivators Objectives and Key Results Extrinsic Gambling 75

Heinz Marketing

JULY 30, 2018

Thanks for tuning in live on Thursdays for Sales Pipeline Radio at 11:30a.m. Hope you’re enjoying this 30 minutes long episode– fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Matt Heinz: So very excited to have you all here at Sales Pipeline Radio.

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Pipeline Mechanical Engineering Cross-sell B2C 41