Sales Hacker

MARCH 22, 2018

Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Opportunistic side bets by signing up some commission-only sales agents. Opportunistic side bets by signing up some commission-only sales agents. Assigning sales functions to other departments (we’ve seen R&D doing sourcing).

B2B 79

B2B X-functional Cold Call SQL 79

Hubspot

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do We’d already agreed on X price. If we can come down to X price, would you sign today?”. You might be interested in our newest Feature X. ". Finally, I picked up the phone and called my prospect’s office. Things to Say On the Phone. “I Great to meet you [prospect]!

Prospecting 96

Prospecting X-functional Contract Cross-sell 96

PandaDoc

OCTOBER 3, 2023

So hurry up and learn how to stop wasting your time on inefficient routines and redirect your efforts to selling! For example, an AI tool (like Brandwatch or Amplitude ) identifies a trend: customers in colder regions appreciate the thermostats’ energy-saving features. It also opens a hidden benefit. They also used Wonderway.io

Process 52

Process Objectives and Key Results X-functional Sales 52

Lead Fuze

DECEMBER 1, 2021

This is crazy specific, but you could find all the people that match the following: . It’s important to make sure your request is processed for the territories of all account executives. Velocity Filter: Use the COUNTIF function to count how many times a row has duplicate values.

Meeting 40

Meeting Territory X-functional Objectives and Key Results 40

SalesHandy

MAY 28, 2021

Or getting a call from a company that wants to partner up and work on a collaboration that could benefit you both. Cheaper calling and data costs have made it easier for everyone to pick up the phone, which has lowered the barriers for scrappy sales teams. Key Benefits Of Cold Calling For Sales. Supplements Your Sales Pipeline.

Cold Call 98

Cold Call Closing Contact Follow-up 98

Hubspot

OCTOBER 16, 2017

That is to say, if you want your salespeople to do X, reward them financially for doing X. Selling function (hunting or farming). For example, you might pay $30,000 base and $15,000 for selling X amount per year. This target can be based on revenue (X dollars) or volume (X units). How many leads they work.

Commission 92

Commission Quota X-functional Non-Profits 92

Hubspot

JUNE 5, 2018

Whether you’re at a networking event, a party, a conference, or an office function, walking up to a stranger and introducing yourself can be terrifying. Bonus: That gives you the perfect segue into your next line: “Usually, when companies move into new territories, they need to get boots on the ground as soon as possible … ”.

X-functional 101

X-functional Territory Prospecting Contact 101

Sales Hacker

SEPTEMBER 28, 2021

In this episode of the Sales Hacker Podcast, we have Hakim Myers , Business Recruiter at Nextdoor , where he recruits for people, finance, and legal functions for startups. If you missed episode #179, check it out here : Cultural Insight on Operating a Regional Office with Paula Shannon. powered by Sounder. What You’ll Learn.

Negotiate 81

Negotiate X-functional Legal Finance 81

Sales Hacker

MAY 9, 2019

Whether you’re building a sales compensation plan from scratch or re-building an old one, you should take the following steps in order: Understand the Basic Requirements of a Good Sales Comp Plan. Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1.

SQL 102

SQL Commission Customers Non-Profits 102

ConversionXL

FEBRUARY 26, 2014

By tightening up the standards and criteria you use to find, deploy, and measure keywords, you can really begin to improve your conversion rates at every level of the funnel. In PPC, this typically means setting up Campaign location targeting by selecting specific locations to show ads or excluding specific locations.

Territory 111

Territory CTR Campaign Objectives and Key Results 111

InsightSquared

JANUARY 16, 2019

It will take longer to fully ramp reps up to profitability, and therefore deepen and lengthen this trough: Lengthened Cash Trough from Bad Onboarding. Even if they are fantastic at their job, and were beautifully onboarded, they will still be at less than peak efficiency because of stoppages further up the pipe. This is unsustainable.

X-functional 70

X-functional Objection handling Pipeline Growth 70

Hubspot

OCTOBER 23, 2017

Questions you should ask at this stage include: Is the prospect in your territory? To determine this, ask the following: Will this purchase come out of your budget? BANT seeks to uncover the following four pieces of information: Budget: Is the prospect capable of buying? That doesn’t mean you should hang up the phone.

Sales 101

Sales X-functional Contact Prospecting 101

PandaDoc

NOVEMBER 15, 2021

Sales culture is essentially the sum of your team’s attitudes, values, and behaviors; it can usually be summed up in ten or so terms. A culture of sales: Best practices to follow. Give an incentive to the salesperson who signs the most deals with a specific sort of prospect the following month. Conclusion.

Sales 52

Sales Quota Trust Promote 52

SaaStr

APRIL 24, 2020

They are coming up on $10m ARR but aren’t there quite yet, so a lot like a lot of you, or where you’ll be soon enough. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. This episode is sponsored by TaxJar. You can watch the full video here. Harry Stebbings.

X-functional 87

X-functional Strategize Retail Technology 87

Heinz Marketing

APRIL 11, 2022

There’s a lot of kind of learning from the ground up from people who’ve who are more crypto native and I think it’ll be really interesting to see the blending of the two. It feels like we’re still an early adopter territory where a lot of the language around this still feels a little inside baseball.

Pipeline 105

Pipeline B2B Go To Market Sales 105

SaaStr

JANUARY 21, 2020

So you might be wondering who am I and why am I up here talking about sales culture? I think it’ll become clear why Jason asked me to come up and talk about this very specific topic. I was a local sales manager or regional manager. In the last year, I ended up working directly for the CEO doing special projects.

Quota 102

Quota Sales Healthcare Territory 102

Heinz Marketing

SEPTEMBER 17, 2018

We are fortunate to have a line up of awesome content and special guests! Melissa: Yeah, so I’d say that sales enablement, I fell into it, I think like a lot of folks do, they fall into sales enablement through a function of necessity and accident, happy accident. Melissa: Yeah.

Pipeline 57

Pipeline X-functional Sales CRM 57

Martech

NOVEMBER 9, 2023

Consider the following: Traditional analyst quadrants tend to hide more than they show. For example, a customer may never know why one vendor got placed at (x, y) and another one at (x1, y1). You can often find solid regional vendors and functionally specialized vendors. Multi-touch attribution (MTA). Community strength.

X-functional 95

X-functional Strategize B2B Territory 95

Heinz Marketing

JUNE 4, 2018

Samuel Sunderaraj has the following experience in sales management: Driving and initiating contact with senior decision-makers at Small To Enterprise Accounts (C-level). Start-up advisor. – Territory and Market Optimization – executing to high conversions on the active funnel. All this and a lot more!

Pipeline 53

Pipeline Sales Drivers/motivators X-functional 53

SaaStr

AUGUST 9, 2019

What about the changing tech stacks and infrastructures makes them vulnerable to up and comers? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. I do want to break the interview today up into a couple of different parts really. Eyal Manor. Megan Lueders.

Finance 54

Finance X-functional CRM Engineering 54

SaaStr

AUGUST 7, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. We’ve invested in over 300 companies at Salesforce Ventures and have partnered with both of you closely and it’s been amazing to see this story up close and personal over the years. Matt Garratt.

Price 59

Price Retail X-functional Healthcare 59

SaaStr

MARCH 17, 2020

I remember in my first week or two at Talkdesk I had one of the sales leaders come up to me and say, “Hey, we’re going to need a reference for this customer that we’re trying to close to help us help sell the deal.” Let’s say we messed something up in the implementation. Are you willing to sign up?”

Clients 57

Clients Service Customers Start-ups 57

SaaStr

OCTOBER 30, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Harry Stebbings: We are back for another week in the world of SaaStr with me, Harry Stebbings, and following from our episode with Ryan at Okta, I wanted to dive deeper into the mechanics of SaaS marketing today.

A/B testing 79

A/B testing X-functional Launch Start-ups 79

SaaStr

JULY 15, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in any way, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks a ball is up to.

X-functional 62

X-functional E-commerce Growth Retail 62

SaaStr

JANUARY 10, 2020

With more companies launching and thriving outside of Silicon Valley, regions such as ‘Silicon Slopes’ in Utah and ‘Silicon Alley’ in New York City are gaining traction within the startup scene. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Harry Stebbings.

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

SaaStr

SEPTEMBER 27, 2019

What are the core differences when comparing marketing functions at the likes of Salesforce to smaller companies like G2? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. And so, yeah, I guess over the last 10 years I’ve worked my way up and around.

Start-ups 54

Start-ups B2B A/B testing Pipeline 54

ConversionXL

DECEMBER 13, 2022

How to improve A/B test results How to prioritize A/B test hypotheses How long to run A/B tests How to set up A/B tests How to analyze A/B test results How to archive past A/B tests A/B testing statistics How to do A/B testing: tools and resources. You may think your site works perfectly in terms of user experience and functionality.

A/B testing 127

A/B testing Objectives and Key Results X-functional Represent 127

Salesforce

JANUARY 31, 2024

As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. Their goal is to generate qualified leads through outbound prospecting or by following up with inbound leads. Many tech tools are multi-feature these days, however.

Networking 59

Networking B2C Cross-sell Negotiate 59

SaaStr

AUGUST 19, 2020

Portag3 Ventures Partner Chris O’Neill discusses leadership and teamwork lessons he’s picked up in his career through a hobby and a metaphor of sailing. I grew up in a really small town in Canada on the shores of Lake Huron and in that community, sailing was a really big part of the community and the way of life.

E-commerce 100

E-commerce Price Start-ups Growth 100

Hubspot

AUGUST 8, 2019

Revenue by territory. Percentage of leads followed up with. Percentage of leads followed up within target time range (for example, 8 hours). Percentage of high-quality leads followed up with. Ramp-up = amount of time spent in training + average sales cycle length + X. Revenue by market.

X-functional 96

X-functional Quota Cross-sell Contract 96

ConversionXL

APRIL 25, 2016

The GDN is made up of millions of websites, videos and mobile apps. This will help you define conversions, set up goals, events, etc. If you’re building for the App Store, ensure you have a Mac that’s at least running OS X 10.8 Note: Often, people cannot get this report to function properly. Image Source.

X-functional 88

X-functional GTM UX Objectives and Key Results 88

ConversionXL

JANUARY 2, 2020

Because with out-of-the-box tools, you’re limited by their functionality, data transformations, models, and heuristics. browser, region, etc.), Attribution is the identification of a set of user actions that contribute to a desired outcome, followed by value assignment to each of these events. Step 1: Feature mining.

SQL 91

SQL Territory X-functional UX 91

SaaStr

SEPTEMBER 13, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. When you roll that forward just seven years, that was up 8X, you roll that for just 12 years, is that a staggering 61X. This episode is an excerpt from Jason and Henry’s session at SaaStr Annual @ Home.

Non-Profits 62

Non-Profits Strategize Trust Growth 62

ConversionXL

SEPTEMBER 30, 2020

The result is a lot of direct traffic without any insight into what’s driving it up. Even if mobile traffic is a huge driver of new users and potential customers, it’s hard to justify pushing resources there when we don’t have the data to back it up. Fold in contextual data, like user device, region, screen resolution, etc.

X-functional 121

X-functional SQL Campaign Launch 121

Heinz Marketing

MAY 9, 2022

Jamie : Yeah, you’re a legend, 47,000 followers on LinkedIn and 91,000 on Twitter. Listen, I was a humble CMO once that used to lap up your content. Is it a big enough addressable market in this territory? I don’t know whether you know this, but you’re a bit of a legend, right? Matt : What? Thank you.

Pipeline 96

Pipeline Finance Commission Sales 96

ConversionXL

MAY 14, 2014

This was what Iztok Franko, the current director of IT & Marketing at Adria airlines was facing before the idea of “conversion rate optimization” ever came up internally. He also used real data to back everything up, rather than getting into an opinionated p **g match with anyone who wanted to throw up any barriers.

Conversion 124

Conversion Sell E-commerce Legal 124

ConversionXL

DECEMBER 2, 2015

A/B testing – for all the content out there about testing, huge amounts of people still mess it up. How to Set up A/B Tests? When doing heuristic analysis, we assess each page based on the following: Relevancy. Google Analytics 102: How To Set Up Goals, Segments & Events in Google Analytics. Distraction.

A/B testing 88

A/B testing X-functional Objectives and Key Results Represent 88