SBI

SEPTEMBER 16, 2020

JIM: Every company will have unique needs, which means they will prioritize initiatives differently, but one thing remains true across industries: sales teams are the lifeblood of a company, and the leading indicator of a company’s health. As such, companies should prioritize understanding what works and replicating it.

Quota 68

Quota Pipeline Technology Technology 68

Sales Hacker

AUGUST 22, 2018

On this 1×1 interview with Mark Cranney, the Chief Commercial Officer of SignalFx, we chat about the key elements of sales leadership and his journey to being a top VP of Sales. If you missed episode 20, give it a listen here: PODCAST 20: How to Negotiate More Effectively to Close More Deals. What You’ll Learn.

Sales 71

Sales Gaming Promote Customer Relationship Management 71

Salesforce

APRIL 21, 2022

You know, like how your paper towel brand shares a recipe for Halloween cupcakes. It’s true: Brands are the new thought leaders, and that is not slowing down. We’ll also layer in a healthy dose of how we here at Salesforce handle these things — in the spirit of helping you get your voice and tone right. What is a V2MOM?

Trust 98

Trust Start-ups Education Follow-up 98

Hubspot

APRIL 9, 2020

And, nine times out of ten, they're not ones you want to jump into without a little thought or pre-planning. You're not executing campaigns just for the sake of it, and you'll struggle to justify your spend without real thought behind what you want to get back from it. You're working towards something.

Education 101

Education Contact Campaign Referrals 101

Hubspot

JULY 3, 2020

Account-based marketing (ABM) is transforming the B2B marketing and sales world because of its effectiveness in reaching high-value target accounts — but it's a difficult strategy to manage. What is Account Mapping? ABM has a lot of moving parts that need to move as a synchronized whole to bring success to your organization.

Campaign 101

Campaign Contact Strategic planning Legal 101

SBI

JANUARY 28, 2020

6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization. “ Sales Enablement supports the sales team to move buyers to a decision point. Let that sink in for a moment.

Sales 52

Sales Objection handling Quota Legal 52

Heinz Marketing

SEPTEMBER 21, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Pipeline 86

Pipeline Sales Start-ups Clients 86

Highspot

JANUARY 19, 2022

Clicking mindlessly through an agonizingly slow video presentation or sitting in a hot, stuffy conference room with dozens of other people listening to a presenter drone on about things you already know. Sales training programs are often like that — but they don’t have to be. Why sales training is important.

Technique 92

Technique Negotiate Pitch Inside sales 92

ConversionXL

APRIL 1, 2019

Your knowledge, in other words, can become a curse—a barrier that keeps you from communicating what customers care about in language they understand. Your knowledge, in other words, can become a curse—a barrier that keeps you from communicating what customers care about in language they understand.

Pitch 133

Pitch A/B testing Up-sell Launch 133

Lead Fuze

JANUARY 1, 2022

Top 26 Sales Interview Questions and Answers. In this article, you’ll find the 26 most common sales job interview questions that will help you prepare for your upcoming interview. You can also use the answers included here to show your interviewer what kind of a professional they are hiring.

Sales 52

Sales Drivers/motivators Commission Follow-up 52

PandaDoc

APRIL 14, 2022

Managing a sales team requires many complex skills. Picture this: you send a document to one of your colleagues which essentially informs them they have to come to a meeting. Your colleague does not attend the meeting and your superior calls both of you in. Who is at fault? Who is at fault? 13 DocSend alternatives. ClearSlide.

Contract 52

Contract Price Sales Represent 52

Heinz Marketing

JUNE 1, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Pipeline 60

Pipeline Sales Up-sell Cross-sell 60

Hubspot

AUGUST 11, 2016

Not too long ago, my alma mater asked me to give a talk about “what comes next” after business school. I was to address a group of MBA candidates about the discomfort of figuring out what to do with this fabulous new degree, and how to embrace the path to leadership. So what makes those numbers strong? 1) Actively listen.

Trust 53

Trust Start-ups Follow-up Gaming 53

Heinz Marketing

APRIL 16, 2018

If you miss Sales Pipeline Radio when it airs live on Thursdays (11:30am pst) below (and every Monday) you can read and/or listen in to recent episodes. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Pipeline 46

Pipeline CRM Sales Up-sell 46

Hubspot

JANUARY 14, 2015

Sometimes we forget that every successful innovator, leader, and business executive had to start somewhere before getting where they are today. Many of them were once sitting in a rickety folding chair on the lawn of their alma mater, wearing an itchy cap and gown, and wondering what on earth they were going to do when they grew up.

Healthcare 73

Healthcare Hospitality Finance Consult 73

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. Let’s flip the script: Your intellect, emotion, instinct, and empathy as a woman are what make you both a valuable human and invaluable company asset. Questioning what we can achieve and how far we can stretch is a tactic to evaluate our choices. Anything less is failure.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Veloxy

SEPTEMBER 29, 2021

Salesforce Adoption Pain Point #1 : Sales representatives report spending 66% of their day performing tedious, non-selling activity in Salesforce. This is a conundrum for most sales managers, as sales productivity is one of the common selling points of the Salesforce CRM platform. They’ll thank you for it.

Territory 342

Territory Represent Sales Lead generation 342

Sales Hacker

APRIL 26, 2019

Have you ever “Nailed it!” when interviewing for a sales position? Chances are, you went beyond just “answering questions” if you ended up getting the job. You answered the sales interview questions in a way that made you look like a winner. All the stars aligned. But it doesn’t have to be.

Sales 21

Sales Drivers/motivators Promote Up-sell 21

SalesLoft

OCTOBER 26, 2023

Customer churn is a big problem for SaaS companies because it impacts so many different parts of the business. And while it’s natural for a certain percentage of customers to churn during a specific period, a higher turnover rate can cause panic. You need a long-term strategy in place.

Objectives and Key Results 52

Objectives and Key Results Legal Trust Conversion 52

SaaStr

MAY 15, 2020

333: Bridget Gleason is the Head of Sales and Customer Success @ Tidelift, the company providing managed open source, backed by maintainers. Before Tidelift, Bridget was VP of Sales @ Logz.io and before that was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. What core elements does it change?

Trust 81

Trust Start-ups Customers Up-sell 81

Lead Fuze

SEPTEMBER 28, 2022

A CEO is the face of a brand, the person who defines an era in a company’s sales cycle. With the pressure of being the face of a company in mind, the CEO must understand there are expectations with what they can bring to their new era. Is the particular technology beneficial to you, or is it just something you’re interested in trying?

Objectives and Key Results 52

Objectives and Key Results Technology Technology Appointment 52

Openview

JUNE 27, 2018

Bad sales hires are painfully expensive. But if there’s one hire you really don’t want to screw up, it’s your VP. But not just because I’m deep in the world of sales recruiting. Make sure your VP believes what you believe. “If If you hire people just because they can do a job, they’ll work for your money. “If

Sales 64

Sales Up-sell Growth Follow-up 64

Sales Hacker

MAY 10, 2018

The most important sales conversation that your reps are having with your prospects is the first one. You not only need a solid structure for this call but also an airtight discovery call checklist to increase your chances of conversions. You also have to personalize the communication and build a cadence that delivers.

Conversion 57

Conversion Prospecting Follow-up Appointment 57

SaaStr

AUGUST 26, 2022

As SaaStr Europa 2022 drew to a close, attendees took one more opportunity to ask Jason questions about topics like how to navigate the current market, the future of work, playing in a crowded space, and hiring your first VP of Sales. Podcast episode 585 is an excerpt from the AMA, and you can watch the full video below. Transcript.

Quota 85

Quota Growth Product Closing 85

SaaStr

SEPTEMBER 18, 2020

376: In part two, ZoomInfo founder and CEO Henry Schuck shares how he built a business from scratch and grew it into one of the most successful IPOs of the 21st century—and what it was really like…the good, the bad, and most of all, the ugly. I think this is if you have a board, this one applies to you. Don’t you?

Account management 97

Account management Engineering Launch Start-ups 97

Heinz Marketing

JANUARY 1, 2018

Late in 2015 we started producing a bi-weekly radio program called Sales Pipeline Radio , which runs live every other Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. DiscoverOrg practices what it preaches.

Pipeline 47

Pipeline Finance Sales Cold Call 47

Hubspot

OCTOBER 26, 2020

So, what do you do when you work for a brand in a place like Australia, and just can't come up with a marketing idea that takes your company to the next level? So, what do you do when you work for a brand in a place like Australia, and just can't come up with a marketing idea that takes your company to the next level?

Territory 100

Territory Campaign Launch Objectives and Key Results 100

Sales Hacker

JULY 8, 2020

Michael is a member of Revenue Collective, but perhaps most importantly, he’s the chief sales and strategy officer for Compass, that fast-growing real estate behemoth. If you missed episode 116, check it out here: How to Form Great Habits and High Impact Behaviors at Work? Subscribe to the Sales Hacker Podcast.

Real Estate 113

Real Estate Strategize Launch Commission 113

Sales Hacker

OCTOBER 5, 2018

Have you ever wondered how to become a VP of Sales? I can tell you exactly how to do it, because I’ve lived this journey myself. By the time I was 30 years old, I was working at Oracle (via startup acquisition) helping them build the #1 performing SaaS sales team in my region. How can you become a VP of Sales?

Territory 69

Territory Sports Technology Technology 69

SaaStr

APRIL 11, 2019

Building a company is hard enough, but what if there’s no clear market to launch into? Join Nick and Anthony for an open and honest look into their playbook to building the Customer Success category: the needle movers, the mistakes, and everything in between. Anthony Kennada : Category creation finds you.

Growth 52

Growth Customers Start-ups Product 52

SaaStr

NOVEMBER 29, 2019

Listen to the start of the episode for a promo code to our upcoming events! Having had both big company, small startup and founding experience, what would Allie advise new graduates entering the workforce today? What were the biggest mistakes that Allie made when it comes to sales hiring? Loving our podcast content?

Start-ups 53

Start-ups Up-sell Product Engineering 53

Highspot

JULY 24, 2023

That’s where sales enablement content comes into play. What Is Sales Enablement Content & Why It’s Important Sales enablement content allows your reps to effectively engage with prospects, move them down the sales funnel, and ultimately convert them into paying customers.

Objectives and Key Results 52

Objectives and Key Results Pitch Sales Objection handling 52

Heinz Marketing

APRIL 5, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. You can even ask Alexa! He shares a what that means for a marketing team.

Pipeline 94

Pipeline Negotiate Sales Cross-sell 94

SBI

NOVEMBER 7, 2019

Seismic Acquires Percolate to Create Exceptional Content Experiences at Every Point in the Customer Journey. Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform.

Customers 20

Customers Tradeshows Technology Technology 20

Closing Bigger

DECEMBER 31, 2009

If you follow me on Twitter you know that I like to tweet social media tips. You will notice a consistent theme but also somewhat of a change in thought process as well. Here’s my 159 Social Media Tips in Under 140 Characters for 2009: Improve the way you use 5 tools 10% each. You won’t win them all… but one will do.

Niche 40

Niche Networking Promote Pitch 40

Closing Bigger

DECEMBER 31, 2009

If you follow me on Twitter you know that I like to tweet social media tips. You will notice a consistent theme but also somewhat of a change in thought process as well. Here’s my 159 Social Media Tips in Under 140 Characters for 2009: Improve the way you use 5 tools 10% each. Make sure you own your home.

Niche 40

Niche Networking Promote Pitch 40