Closing Bigger

SEPTEMBER 13, 2023

As a sales trainer and keynote speaker I come across people often who want to short-cut and negotiate the price of sales success. An effective discovery call or client needs analysis involves discerning when to listen, interject, lead, or follow. Sales Truth #8 – They’re not your leads, customers, or territory.

Negotiate 52

Negotiate Sales Territory Clients 52

Xant

JUNE 16, 2021

Operations makes an organization’s actions intentional—meaning there is data, strategy, and process backing everything up. Rev ops ideally cover all revenue-facing processes including the the full sales cycle from the top to the bottom of the funnel. They follow leads through to close and sometimes cover customer renewals in CS.

CRM 105

CRM Territory Sales B2B 105

Xant

MAY 20, 2021

So, if you wanted to know How is Playbooks different and how does XANT create guided sales experiences for customers , here are the foundational pieces: Integration Automation Telephony Compliance Buyer Intelligence Reporting and scorecards Speed-to-lead. What if the manager or admin is backed up because of an influx?

Sell 77

Sell Objectives and Key Results CRM Territory 77

SalesLoft

MARCH 1, 2018

We’ve been diving deep into each of the tracks and have already previewed the three tracks comprising 33 of the 44 breakout sessions: the Sales Leadership and Strategy Track , the Sales Mastery and Methodology Track , and the Sales Operations and Systems Track. Level Up: Become a Salesloft Power User. How Salesloft Sells.

Territory 52

Territory Contact Retail Follow-up 52

Gong.io

DECEMBER 5, 2022

As a sales manager, you’re like a general marshaling your troops (or sales reps) into battle. It’s your job to lead your team through the trenches and give them direction so they’ll know which markets or territories to target and how best to attack. That’s why having a strategic sales plan is vital. Measurable.

Strategize 62

Strategize Sales Quota Pipeline 62

Gong.io

APRIL 9, 2019

Are you looking to get better at sales coaching, but you’re not sure how? Let me guess: no one trained you for sales coaching. You’re “making it up as you go.”. You’re simply doing your best to pass on what YOU know about sales to your team. BUT… that’s a dangerous sales coaching mistake. It’s a must-have.

Objectives and Key Results 121

Objectives and Key Results Sales Territory Quota 121

Lead Fuze

JULY 14, 2023

Sales Manager Duties Digging deeper into their duties reveals an intricate tapestry woven with tasks like hiring top-notch talent for the sales department, training them to become stellar performers, assigning territories strategically, and setting challenging but realistic targets. Qualifications for aspiring sales managers?

Objectives and Key Results 52

Objectives and Key Results Quota Teamwork Strategize 52

Xant

MAY 20, 2021

So, if you wanted to know How is Playbooks different and how does XANT create guided sales experiences for customers , here are the foundational pieces: Integration Automation Telephony Compliance Buyer Intelligence Reporting and scorecards Speed-to -lead. What if the manager or admin is backed up because of an influx?

Sell 52

Sell Objectives and Key Results CRM Territory 52

Xant

JUNE 16, 2021

Operations makes an organization’s actions intentional—meaning there is data, strategy, and process backing everything up. Rev ops ideally cover all revenue-facing processes including the the full sales cycle from the top to the bottom of the funnel. They follow leads through to close and sometimes cover customer renewals in CS.

CRM 52

CRM Territory Sales B2B 52

PandaDoc

OCTOBER 3, 2023

As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. So hurry up and learn how to stop wasting your time on inefficient routines and redirect your efforts to selling! Key takeaways AI can enhance sales processes in many ways, from providing customer insights to automating tasks.

Process 52

Process Objectives and Key Results X-functional Sales 52

SBI

JANUARY 28, 2021

Despite this consensus, recent research reveals that only around 1 in 10 B2B companies prioritize personalization for their sales teams. The vast majority of this resource is instead allocated to customer service, followed by marketing. For many salespeople, complete confinement to the online world is new territory.

Territory 48

Territory Sales B2B Up-sell 48

Sales Hacker

OCTOBER 5, 2018

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? Are you ready to hire and retain a sales team of the best and brightest?

Territory 69

Territory Sports Sales Technology 69

Lead Fuze

JANUARY 1, 2022

This is crazy specific, but you could find all the people that match the following: . Example answers: Im from a family of driven entrepreneurs who taught me to go after what I want, and to never give up. I tripled the client base in my territory in the first year, yielding revenue gains of over $1.2 That spend money on Adwords.

Sales 52

Sales Drivers/motivators Commission Follow-up 52

SalesHandy

JULY 15, 2018

To get that inspiration, direction, and motivation we follow mentors on social media like Twitter, Instagram or LinkedIn influencers. Without any further ado, let’s jump right ahead to the list of Sales LinkedIn Influencers: 1. Gary Vee is the influencer we all know & follow at least on one social media platform.

Inside sales 76

Inside sales Consult Cold Call Sales 76

SalesLoft

JUNE 19, 2019

Since welcoming our new Vice President of Revenue for EMEA , Ollie Sharpe, last month, we’ve done an even deeper dive into the state of sales in the UK. He is charged with overseeing SalesLoft’s growth in the European region and growing our trademark world-class culture in the office there. Want to learn more about selling in the UK?

Territory 40

Territory Education Technology Technology 40

Sales Hacker

APRIL 16, 2018

That’s why your sales team back in the day carried big briefcases with lots of brochures in there, because you couldn’t just zip up a pdf file or send a video over. Steve Denton: You can’t show up uninformed, so you need to be the most prepared person who walks in that room. We already experience that.

Territory 68

Territory Sales CRM Quota 68

Lead Fuze

AUGUST 5, 2021

These are the best sales blogs you need to be following to keep your sales blade sharp. Here are the best sales blogs in Slideshare form, or below the presentation are all the individual sales blogs with a little more detail. Sales Hacker. 5 Best Sales Role Play Scenarios to Train Your New Hires. +24

Negotiate 98

Negotiate Sales Retail B2B 98

SalesHandy

JULY 15, 2018

To get that inspiration, direction, and motivation we follow mentors on social media like Twitter, Instagram or LinkedIn influencers. Without any further ado, let’s jump right ahead to the list of Sales LinkedIn Influencers: 1. Gary Vee is the influencer we all know & follow at least on one social media platform.

Inside sales 52

Inside sales Consult Cold Call Sales 52

SalesLoft

JULY 25, 2019

And I think the applicability in sales is because I did that. I was better than all the kids who grew up in Alabama and tree stands shooting deer all the time because they had all these bad habits that they had to unlearn. That’s because literally like half your platoon can get blown up while you’re out hitting a target.

Quota 40

Quota Territory Pipeline Start-ups 40

Gong.io

NOVEMBER 25, 2019

How do you level-up B-players’ performance? What are the obstacles getting in the way of your sales force’s success? Jonathan is a partner at Bain, and has over 15 years of strategic sales experience helping organizations of all types and sizes maximize productivity. Some of it’s structural.

Price 71

Price Strategize Up-sell Cold Call 71

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. We’re often encouraged to hide, toughen up, and bury our emotions. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. Your sales career project has ups and downs.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Heinz Marketing

JANUARY 7, 2019

TJ Waldorf: The biggest thing for me is, it’s really, if I was to sum it up in one word, it’s about alignment, right? And then you kind of start to roll that up into the executive conversations. How does that sales background impact your planning from a marketing perspective? So you’ve going that going on.

Pipeline 62

Pipeline Objectives and Key Results Sales Inside sales 62

Sales Hacker

SEPTEMBER 22, 2020

It’s not that easy, but Sapper Consulting has built Regie to keep the promise of sales enablement alive and keep your team doing what they do best, which is winning. Now the question is, does my research or the research that I did line up to being able to do double. That’s very clear.

Growth 69

Growth Objectives and Key Results Manufacturing Start-ups 69

Sales Hacker

APRIL 28, 2020

Lori Richardson wants to literally change the face of sales and sales leadership and B2B companies, especially tech. She’s been in the world of sales for longer than most. So tell us, how’d you get to this point in your career and walk us through the origins of your career in sales and let’s hear about that.

Up-sell 71

Up-sell Sales Consult Start-ups 71

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. As the kids like to say: What’s up with that? We will never have the lowest cost of labor or raw materials, so we must continue to exploit advantages further up the value chain.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Hubspot

FEBRUARY 7, 2018

What to Look for in a Sales Job. Before you can analyze a sales job, you need to know what to look for. Take the following five points into consideration. SDRs (also commonly called business development reps, or BDRs) are responsible for the first part of the sales process: Researching, prospecting, and qualifying leads.

Territory 93

Territory Commission Outside Sales Account management 93

Heinz Marketing

SEPTEMBER 17, 2018

It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We are fortunate to have a line up of awesome content and special guests! We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Pipeline 57

Pipeline X-functional Sales CRM 57

Sales Hacker

MAY 5, 2020

My dad ended up going to Seton Hall University, which is about an hour away from home, and my mother went to Georgian Court University, which is actually in Lakewood. Ultimately I wanted to follow my dad’s footsteps and go to Seton Hall. Ultimately I wanted to follow my dad’s footsteps and go to Seton Hall.

Conversion 63

Conversion Cross-sell Retail Up-sell 63

SaaStr

AUGUST 9, 2019

What about the changing tech stacks and infrastructures makes them vulnerable to up and comers? What have been the dramatic changes that have happened in sales over the last few years? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Eyal Manor.

Finance 52

Finance X-functional CRM Engineering 52

Sales Hacker

APRIL 26, 2019

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. Highlight your work experience with specifics. Can you tell me more about your sales experience ?

Sales 21

Sales Drivers/motivators Promote Up-sell 21

Salesforce

JANUARY 31, 2024

As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. Sales Cloud , for example, offers a suite of features that address many sales pain points, such as sales team collaboration tools, pipeline management tools, and forecasting tools.

Networking 59

Networking B2C Cross-sell Negotiate 59

Salesforce

MAY 2, 2022

To help you sift through the sea of talent, we curated a list of 16 sales influencers to follow in early 2021 — but that list has grown. Alex has been recognized as LinkedIn’s Top Voice in the Sales category two consecutive years. Follow him on LinkedIn. Follow her on LinkedIn. Follow her on LinkedIn.

Gaming 98

Gaming GTM Consult Sales 98