SalesLoft

APRIL 29, 2020

Ollie loves to create go-to-market strategies in disruptive technology environments. So, if a big deal falls through, I’m not the manager who’s going to explode at a rep. Instead, I’ll give them some time to process it. Post by Ollie Sharpe, VP of Revenue in EMEA for SalesLoft. But that’s not quite right. .

Drivers/motivators 90

Drivers/motivators Conversion Follow-up Promote 90

Sales Hacker

MAY 1, 2018

4) Growth in an SMB, mid-market, and enterprise [5:10]. 5) Sales process, hiring, and territory management in enterprise sales [9:27]. 9) An impactful moment in Rick’s sales career [36:15]. years at Intralinks where he began his sales career. The actual process of making a hiring decision.

Product 47

Product Territory Negotiate Sales 47

SaaStr

JANUARY 28, 2020

You’re going to put less in and you may get less out. Maria : I think for many of our organizations, we’re automation, we are technology. We are what is going to make companies more efficient. So, when I was at Marketo, it was not an easy time in the market but it is part of what caused the growth.

Growth 85

Growth Promote Engineering Up-sell 85

Sales Hacker

NOVEMBER 8, 2021

But before utilizing your early-days-in-sales experience to make this move, an SDR must first answer the question: how passionate am I about listening to clients? SDR experience can be useful for professional services roles. Within the go-to-market world, CS and PS can overlap.

GTM 105

GTM Clients Sales Technology 105

Highspot

FEBRUARY 22, 2021

It connects everyone from marketing and sales to post-sales in delivering a unified buying experience that wins, retains and expands customer relationships,” said Robert Wahbe, CEO, Highspot. “Scaling your go-to-market strategy is a complex process with a large gap between strategy and action.

Growth 129

Growth Strategize Sales Contact 129

Sales Hacker

MARCH 2, 2020

Strategy and Process. Hacking Sales. The Pirate’s Guide to Sales. The Sales Acceleration Formula. This is a must-read if you’re in complex high-value, low-volume sales, because it will give you the edge. It’s a simple, timeless, and repeatable process that’s been known to help reps close 30% more sales.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SalesLoft

AUGUST 9, 2023

So get ready to learn about a technology that curates and prioritizes the data in your revenue stack, while simplifying your overall sales process. sales enablement, intent data, e-signature, account-based marketing) to enrich the buyer’s journey, then integrate said solutions into your CRM.

CRM 52

CRM Pipeline Go To Market Up-sell 52

Sales Hacker

OCTOBER 7, 2021

What would you tell a woman just starting a career in sales? A Vietnamese immigrant, dedicated mother, and seasoned technology executive, Hang Black has an extensive background in engineering, marketing, sales, and entrepreneurship. What would you tell a woman just starting a career in sales? Hang Black.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Highspot

JUNE 6, 2023

And from an efficiency perspective, it’s all about how sellers apply their talent, tools, resources, and processes without putting in endless hours to meet targets and sales quotas. If left unaddressed, any of these issues can negatively impact your sales performance.

Closing 52

Closing Product Objectives and Key Results Quota 52

Sales Hacker

DECEMBER 8, 2020

A more scientific interview process [20:35]. The role experience plays in evaluating job candidates [27:25]. Sam Jacobs: This week on the show, we’ve got Luke Rogers, the Vice President of Sales at Instabase. He now leads the sales function at a really promising and high-growing unicorn called Instabase.

Sales 100

Sales E-commerce Technology Technology 100

SalesLoft

OCTOBER 2, 2018

What is a successful sales engagement platform? Sales engagement “consists of the various interactions that sellers have with prospects and customers. Sales engagement technology enables sales departments to efficiently deliver high-quality interactions with prospects and customers at scale.” ( TOPO ).

Cold Call 52

Cold Call Sales Objection handling Prospecting 52

Sales Hacker

SEPTEMBER 2, 2020

The key is to know exactly who you are targeting, and then go all in to impress that potential buyer. If you sell at a price point north of $50,000 per year, field sales is the perfect go-to-market sales motion for you. Inside sales are effective for: Companies with mid-market enterprise customers.

Inside sales 110

Inside sales Cold Call Contract Price 110

Sales Hacker

AUGUST 5, 2019

Megan spent over a decade building and managing customer and revenue generation teams for leading technology companies, so when it comes to understanding how companies can structure their organization around the customer, she’s leading the pack. What You’ll Learn. What Managed by Q does.

Customers 53

Customers Account management X-functional Hospitality 53

Sales Hacker

APRIL 21, 2022

We started to close some serious enterprise deals with the major players in the technology industry including Slack, Pinterest, Flexport and more. During this journey, we learned a ton about how to move up-market. Managing the enterprise sales cycle. Foundations for moving up-market. It’s a more strategic, creative sale.

Legal 87

Legal Cross-sell Contract Price 87

Hubspot

APRIL 22, 2018

Keep in mind you'll need a content marketing strategy to reach your buyer persona. Want to learn the process? Check out HubSpot Academy's free content marketing training resource page. If you're going to market and sell to these personas, you need to understand how they consume information. Is it consultative?

Education 99

Education Hospitality Networking B2C 99

The Lost Book of Sales

JULY 12, 2021

It's one of those books that you have to read if you work in sales or technology. Because it brings you a good mental model for understanding modern high-tech marketing, as well as the importance of segmenting and understanding your customers in a manner that I haven't seen anywhere else. Technology Adoption Lifecycle.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

JUNE 2, 2021

Olof Mathé: Now on the other side, if you’re in a category where freemium is more prevalent with kind of a broader use cases, you can differentiate by having a way better buying experience. And what that typically means is layering on some kind of sales experience or human attention on the buying experience.

Sales 97

Sales Up-sell Price Start-ups 97

Gong.io

NOVEMBER 25, 2019

Jonathan is a partner at Bain, and has over 15 years of strategic sales experience helping organizations of all types and sizes maximize productivity. There are two big insights that we’ve had from observations that we’ve made over the years, watching lots of sales forces operate. . Turning A-Players Into B-Players. podcasts.

Price 71

Price Strategize Up-sell Cold Call 71

SalesLoft

APRIL 2, 2019

Sales professionals can’t afford to come across as unprepared or pushy. B2B buyers now expect sales experiences. Our platform enables firms to create a personalized, scalable, and consistent go-to-market process across the sales organization. How exactly can sellers accomplish this?

Commission 69

Commission Consult Technology Technology 69

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. These are the future-makers in sales. Co-Founder, Women in Sales Club and Strategic Account Executive, Alyce, Chicago, Illinois. Pro-tip: Map your sales process to the universal buyer.

Gaming 98

Gaming GTM Consult Sales 98

Sales Hacker

SEPTEMBER 22, 2020

Tom has more than 25 years of experience in the technology hardware and software businesses. He has an extensive background overseeing large and small global teams in sales and operations, along with a proven track record of generating revenue growth.

Growth 69

Growth Objectives and Key Results Manufacturing Start-ups 69