Hubspot

APRIL 15, 2021

Webinars are a highly effective tool for moving prospects along the sales funnel. After you’ve loaded them with product and industry knowledge, your prospects become warm leads who can then have fruitful conversations with your sales team. In some ways, inviting people to come to your webinar is the toughest part.

Follow-up 101

Follow-up Presentation Prospecting Pitch 101

Partners in Excellence

SEPTEMBER 11, 2015

Talk to any sales manager or executive about their priorities and you’ll get this universal answer, “Make the numbers!” But when I ask managers and executives, what are the most critical things you need to focus on to make the numbers? With some, it’s all about deals.

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Pipeline Strategize Gaming Start-ups 93

Closing Bigger

AUGUST 31, 2023

This sales podcast episode is on the fundamentals of sales leadership with focus on behavioural change and coaching. I have taken the transcript from the sales podcast episode and am providing it below with minimal formatting or grammatical changes. You can find that at Salesacademy.ca. It’s constantly evolving.

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Objectives and Key Results Sales Appointment Meeting 52

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.

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Sales Gaming Promote Customer Relationship Management 72

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. Who use Hubspot.

Sales 52

Sales Drivers/motivators Commission Follow-up 52

ConversionXL

MARCH 31, 2021

Agencies looking to grow have traditionally relied on fostering strategic relationships to land deals and increase sales. In this article, I’ll outline how to create an agency content strategy that fuels your business development efforts and generates the optimal kind of organic traffic. It involves putting in the work.

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Appointment Clients Launch Follow-up 127

SBI

JUNE 21, 2018

As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos. Like a lot of presales leaders, he was in a resource crunch, being asked to more with less. What did he do?

B2B 55

B2B Objectives and Key Results Education Sales 55

Veloxy

OCTOBER 29, 2021

Sales is near the the top of that list. The question now becomes, how does Sales Artificial Intelligence fit into all this? Does it really play a vital role in sales? Well, there are numerous ways that AI for sales can benefit a sales team. Does Artificial Intelligence in sales replace salespeople?

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Non-Profits Sales CRM Pipeline 223

SaaStr

NOVEMBER 27, 2023

​Accurate sales forecasting is more critical to business success than most realize. During SaaStr Annual , Eric Huff, VP of Sales Strategy and Programs, and Theresa Stevens, Regional VP of the SMB sales team, shared an “under the hood” look at how Salesforce does its internal forecasting using Salesforce.

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Territory Process Sports Pipeline 99

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. Celebrate taking time off to be with your family, kids, pets, friends, or alone with your thoughts. Imbalance is okay.

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Sales Start-ups Up-sell Cross-sell 130

SalesLoft

MAY 14, 2024

Sales forecasts are a critical business tool but many sales teams find them difficult to produce. Even when a forecast is delivered, company executives often don’t fully trust the information they’re given. You just need a little tech stack magic to bring everyone all together and support your sales pipeline.

Sports 52

Sports X-functional Pipeline Sales 52

SaaStr

AUGUST 10, 2023

He’ll walk you through the three stages of growth: 0-$1M — From nothing to something $1M-$10M — Building, innovation, and customers $10M-$100M+ — Scaling and thriving And what sustainable growth strategies you can implement (and pitfalls to avoid) wherever you’re at in your SaaS journey. It’s All About The Execution. Ideas Are Cheap.

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Growth Engineering Meeting Appointment 72

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. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. This week’s episode is entitled “ What’s your Noble Sales Purpose?

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Pipeline Sales Up-sell Cross-sell 62

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. Table of Contents.

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Territory Represent Sales Lead generation 342

Sales Hacker

JUNE 8, 2022

If you joined the Sales Hacker community in the last four years, this might be news to you: Sales Hacker was originally known mostly for its incredible in-person events. Enter: the Sales Hacker Roadshow ‘22. What Was the Sales Hacker Roadshow ‘22? And among those tools, your own critical thinking is your best.

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Commission Relationship building Sales Up-sell 93

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. We will discuss what this means.

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Pipeline CRM Sales Up-sell 47

Partners in Excellence

OCTOBER 12, 2016

There are endless discussions about sales people and their performance. Thousands of blog posts with hints, tips, instructions focused on sales people, whether SDR’s or Corporate Account Managers. Hundreds of books, thousands of webinars and training programs all focus on the sales person.

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Territory Objectives and Key Results Pipeline Up-sell 90

The Lost Book of Sales

DECEMBER 30, 2021

Brief thoughts from reading the book. Execution versus mere activity. From mission command to what Bungay calls “directed opportunism” The role of strategy. Part 6: Execution. Strategy briefing and backbriefing. Recap of briefing and backbriefing. Rating 8/10 See book on Amazon. Introduction.

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

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%. Loving our podcast content? What works?

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Trust Start-ups Customers Up-sell 82

Score More Sales

MAY 23, 2014

Brilliant sales ideas are overlooked every day. Sales professionals often tend to over think things – so the combination of missing a simple idea and then over thinking can equal lost revenues. Contact the person who replaced your prospect at their previous position. “It’s so simple, ” I said.

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Follow-up Contact B2B Sales 86

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. Subscribe to the Sales Hacker Podcast. The skills you need around you to accomplish your goals [19:52]. Welcome to the Sales Hacker podcast.

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Real Estate Strategize Launch Commission 113

SaaStr

SEPTEMBER 18, 2020

So what does this mean that your voice was important? But I think you let yourself fall into that older son role too because these guys just gave you a bunch of money. And now they’re sitting in your conference room at your little company, and telling you, “Hey. How were you not being heard? You trust them.

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Account management Engineering Launch Start-ups 96

Sales Hacker

OCTOBER 5, 2018

Have you ever wondered how to become a VP of Sales? 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. At the time, I had two years as a VP of Sales under my belt. How can you become a VP of Sales? So how did I do it?

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Territory Sports Technology Technology 70

SaaStr

NOVEMBER 29, 2019

What were the biggest mistakes that Allie made when it comes to sales hiring? How does Allie advise other founders on scaling sales teams? How does Allie think about sales rep payback period? How does Allie think about sales rep payback period? Loving our podcast content? What were the learnings from those mistakes?

Start-ups 52

Start-ups Up-sell Product Engineering 52

Salesforce

JUNE 6, 2023

She was an HR leader with a $100k problem: trying to grow and keep her people. Who is your ideal customer at the very base of their belief system? Join the Salesblazer movement Together, we’re building the largest and most successful community of sales professionals. A buyer persona is a description of your ideal customer.

Closing 52

Closing Drivers/motivators Territory Up-sell 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 The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Well, welcome everybody to another episode of Sales Pipeline Radio.

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Pipeline Negotiate Sales Cross-sell 102

SBI

NOVEMBER 7, 2019

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

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