Sales Hacker

SEPTEMBER 14, 2021

All of a sudden, inside sales leaders were panicking, saying, “Hey, we need to rebuild pipeline and fast. They lived and breathed prospecting — building ICPs, doing research, working call lists, asking for referrals and intros. A list of potential referrers. With any sales strategy, our end goal is closed revenue.

Pipeline 90

Pipeline Referrals Contact Prospecting 90

Lead Fuze

JUNE 28, 2023

Mastering the Art of Lead Identification In this sales role, reps must be lead detectives. Whether it’s referrals or cold calling, they know how to spot promising leads. Differentiating between Outside and Inside Sales Roles Sales reps , also known as field warriors, spend their days meeting potential clients face-to-face.

Negotiate 52

Negotiate Territory Contract Technique 52

PandaDoc

SEPTEMBER 2, 2020

Rather than get frustrated by the challenges posed by seemingly-uphill sales battles, smart reps invest in ongoing education? Thanks to the wealth of information being published today, everything you need to stay on top of your game — from new information to tactics and strategies — exists to help you meet your goals.

Sales 98

Sales Technique Non-Profits Cold Call 98

Sales Hacker

SEPTEMBER 5, 2018

Demand for sales development training will intensify as more and more companies opt to strengthen lead qualification. Clearly, training will be a game changer for sales organizations in the years ahead. Brian Tracy is among the most widely quoted sales guru on the planet. Excellence in Inside Sales.

Negotiate 83

Negotiate Consult B2B Clients 83

Sales Hacker

MARCH 2, 2020

I’ve pulled together the top 97 books from a range of sales disciplines to give you the information you need to stay relevant, lead conversations, understand the trends — and of course, improve your game. Have been recommended by sales professionals. Sales Models and Fundamentals. The Transparency Sale. SalesTruth.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SaaStr

JANUARY 21, 2020

I love a good game of ping pong. You moved into closing roles and you moved up to closing roles to getting support and getting strategic partnerships. I have a VP of inside sales, Kevin Dorsey, really well known inside sales leader. SDR, AE, a strategic reps, the peers elected one person to represent them.

Quota 101

Quota Sales Healthcare Territory 101

Heinz Marketing

MARCH 22, 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. I also ask “why have referrals been so difficult?”

Pipeline 131

Pipeline Referrals Angle Sales 131

Sales Hacker

DECEMBER 8, 2017

The role of text messaging and other unconventional communication channels in sales prospecting and customer success. Top 2018 Sales Trends & Predictions – Strategic Headlines. This is the greatest time ever in history to be a sales rep. – Lars Nilsson , VP of Global Inside Sales, Cloudera.

Sales 97

Sales Cross-sell Up-sell Pipeline 97

Sales Hacker

OCTOBER 21, 2019

I experimented with new sales approaches, distraction management techniques, and how to squeeze more out of a day while still feeling refreshed. Ultimately I discovered new strategies that totally changed the game — and then I finally wrote the books. What’s your favorite sales book? . How long have you been in sales? .

Sales 90

Sales Up-sell Start-ups Cross-sell 90

SaaStr

JUNE 3, 2020

Whether that’s inbound, outbound, events, partnerships, referrals, social, it doesn’t even matter. Michael Katz: Where we see lead generation from, and ultimately pipeline creation, you have your inside sales team. We also try to hold our outside sales team accountable to building their own pipe.

Pipeline 67

Pipeline Meeting Start-ups Up-sell 67

InsightSquared

JULY 21, 2020

Every sales leader should be coaching and nurturing these skills on a regular basis, but many lack the time or expertise to make a difference. However, coaching is key to the development of sales reps. Successful sales reps should know as much as they possibly can about the product or service she sells. No more excuses.

Objectives and Key Results 62

Objectives and Key Results Objection handling Sales Inside sales 62

SaaStr

JULY 12, 2022

When you hire a VP of Sales and all they want to talk about in the interview is strategy, strategy, strategy, I’m not sure they’re a closer. How are you going to do this strategically? That’s great, we get the brand and we get second order revenue and referrals, we should do that. It’s a game.

Sales 99

Sales Closing Up-sell Engineering 99

SaaStr

OCTOBER 25, 2019

I think that keeping the pipeline full has a lot to do with what you’re doing externally in working with recruiters, what you’re doing internally in building out your recruiting team and you’re in that function, as well as building a really strong referral culture. Harry Stebbings: Can I dig in on the referral element?

E-commerce 43

E-commerce Start-ups Product Price 43