Heinz Marketing

MAY 16, 2022

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities. I’m a big believer in cross-functional alignment.

Pipeline 97

Pipeline Referrals X-functional Cross-sell 97

Heinz Marketing

OCTOBER 25, 2021

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities. What if it had X? What if it had Y? The objective is very simple.

Pipeline 117

Pipeline Growth Sales X-functional 117

Sales Hacker

JUNE 9, 2020

And today we’re going to be talking about moving a field sales team to remote, and moving an inside sales team to remote, given everything that’s happening in the COVID crisis, and what the challenges are. Some teach marketing. Not all of them teach sales. Some have caught on.

Finance 78

Finance X-functional Pipeline Territory 78

Sales Hacker

FEBRUARY 19, 2019

Trish Bertuzzi is the founder of The Bridge Group that helps B2B technology companies build world-class Inside Sales teams. For more than two decades, she has been instrumental in promoting sales development and inside sales as a community and engine for revenue growth. Does it still apply?

Cold Call 12

Cold Call Inside sales Sales B2B 12

Sales Hacker

SEPTEMBER 29, 2020

I’m not a lawyer, I’m actually an engineer by classical training, and it’s been a fun and interesting ride to work with this community. A lot of great experience working and supporting inside sales teams, a lot of good experience with marketing and marketing ops, a lot of good experience with building products.

Contract 108

Contract X-functional Objectives and Key Results Legal 108

Sales Hacker

MARCH 2, 2020

Applying a sales methodology to your selling gives you a tried and true advantage, and enables you to plan your work and work your plan. It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal. Jeffrey Gitomer.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SaaStr

SEPTEMBER 13, 2020

Law number three, this is huge, particularly in COVID, so we’re going to talk about this a little bit differently. Everyone is trying to figure out the go-to-market learning curve. This is really founder-led sales. The one thing that we like to talk about is CAC payback. That’s your CAC.

Non-Profits 62

Non-Profits Strategize Trust Growth 62