Xant

JUNE 16, 2021

Revenue operations are the behind-the-scenes happenings in a sales org. Operations (ops) define processes, implement strategies, enable sales teams to do their work, and ultimately drive results. Without a revenue operations role, marketing and sales teams would have no strategy and no process.

CRM 52

CRM Territory Sales B2B 52

Heinz Marketing

MAY 10, 2021

This week’s show is called “ How to Get and Leverage Industry Experience to Accelerate Sales ” and our guest is Bobby Martin , President & Co-Founder of Vertical IQ. We are here each week live, doing Sales Pipeline Radio. I was a banker, and I was selling a commodity. Bobby: Oh, absolutely.

Pipeline 83

Pipeline Sales Up-sell Growth 83

Sales Hacker

SEPTEMBER 16, 2019

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity. Compensation.

Outside Sales 81

Outside Sales Inside sales Profit margin Sales 81

Heinz Marketing

MAY 16, 2022

Customer experience. Why did that bubble up as a topic for you? Alan : Customer experience is the area I’m most passionate about. And as you know, Matt, I’m a big believer in creating a remarkable customer experience. ” Alan : You’re turning a lot off in the process. Alan : Yes.

Pipeline 85

Pipeline Referrals X-functional Cross-sell 85

Hubspot

JUNE 8, 2021

Once the SDR has determined the prospect is ready to be contacted by the sales team, they send the person over to a closing rep. This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. Nearly half of their time is spent selling remotely (i.e.

Commission 76

Commission Territory Finance Inside sales 76

Sales Hacker

MAY 1, 2018

On this episode of the Sales Hacker podcast, we talk with Rick Smolen , VP of Sales at Greenhouse Software about moving your product upmarket and how to sell your software to a big company. How to help a hyper-growth company move upmarket from mid-market into enterprise. The actual process of making a hiring decision.

Product 47

Product Territory Negotiate Sales 47

SalesLoft

JUNE 19, 2019

We caught up with Ollie to ask some key questions about his role at SalesLoft, leadership philosophy, and the profession of sales in the UK. Our small team had to do a lot of educating because our market didn’t yet know what LinkedIn was. How is the approach to selling different in the UK?

Territory 40

Territory Education Technology Technology 40

Gong.io

NOVEMBER 18, 2019

Nobody [in my first sales job] had ever explained to me that in selling, it’s important to understand how your customer gets value out of what you are selling. And by the way, that doesn’t mean they have to have gray hair or 20 years of experience. And if you are up for that, we’re going to get along really well.

Price 48

Price Up-sell Contact Technique 48

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. Sales Models and Fundamentals.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SaaStr

JANUARY 28, 2020

Maria is one of the top SaaS leaders in marketing, just finished up the CMO Vanna plan, which IPOed. And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Please sign up. That’s exciting. Aaron : No.

Growth 80

Growth Promote Engineering Up-sell 80

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. Your sales career project has ups and downs. Every industry needs sales so the education you receive working in this role can be immense. Anything less is failure. Anita Nielsen.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

OCTOBER 8, 2019

We can actually bring them up on a slide here as well. Here are a couple of the stages of denial that I think I went through as founder CEO from doing sales completely on my own, to building out a sales team and finding actual leaders for the go-to market team. ” That’s one reason.

Sales 49

Sales Intrinsic Growth Product 49

SalesLoft

AUGUST 9, 2023

You’re well aware of the trends affecting the sales industry right now: Low pipeline Declining win rates Smaller opportunity sizes Customer churn Needless to say, this market is quite literally giving teams a run for their money. But it’s not your access to data that’s making selling difficult right now.

CRM 52

CRM Pipeline Go To Market Up-sell 52

Highspot

DECEMBER 15, 2021

Ignore a rattling sound coming from under the hood for long enough, and it’s likely just a matter of time before you end up broken down. Just a single failure point could spell disaster for even the most thoughtfully designed sales teams and strategies. Inadequately forecasting the market.

Sales 97

Sales Up-sell Represent Sales Experience 97

SaaStr

JUNE 2, 2021

Announcer: Up today, the secrets to doing freemium and sales-driven sales at the same time with Mixmax CEO, Olof Mathé. And you’re always up against an incumbent or competitor that has more market share. Either you can focus on a better product experience or a better buying experience.

Sales 98

Sales Up-sell Price Start-ups 98

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. In the early days, most SaaS companies sell to other startups for a number of reasons. But as SaaS startups mature, they usually start moving up-market. Related: What is Complex Sales?

Legal 85

Legal Cross-sell Contract Price 85

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. Sales team productivity is not just a nice to have; it’s essential in today’s business landscape.

Closing 52

Closing Product Objectives and Key Results Quota 52

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. Inside Sales. And users can sign up for a free trial.

Inside sales 108

Inside sales Cold Call Contract Price 108

SalesLoft

OCTOBER 2, 2018

However, thanks to today’s software and computer-savvy salespeople, it’s now possible to codify an entire sales organization’s processes and rulesets and deploy them across your go-to-market team efficiently and effectively. Scientific, systematic, repeatable, scalable, data-centric, process-oriented.

Cold Call 52

Cold Call Sales Objection handling Prospecting 52

Hubspot

APRIL 22, 2018

Buyer personas are a crucial component of successful inbound marketing, particularly for the sales and marketing departments. After all, the marketing team needs to know to whom they are marketing, and the sales team needs to know to whom they are selling. Want to learn the process?

Education 99

Education Hospitality Networking B2C 99

Sales Hacker

DECEMBER 8, 2020

A more scientific interview process [20:35]. The role experience plays in evaluating job candidates [27:25]. Often the lead form is way down in their process. The world of tech sales must become a more diverse place. He has dedicated his career to teaching sales as a science. And on Stitcher. Sam’s Corner [34:03].

Sales 99

Sales E-commerce Technology Technology 99

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. They learned how to sell really well.

Price 71

Price Strategize Up-sell Cold Call 71

Highspot

JULY 31, 2020

Proactively thinking through how and why your sales organization is set up a certain way ensures that you are not only making strategic hiring decisions but that you’re putting your reps in position to thrive. Sales organization structure is important as it sets sellers up for success.

Assembly Line 72

Assembly Line Territory Strategize Education 72

Sales Hacker

AUGUST 5, 2019

If you missed episode 68, check it out here: PODCAST 68: How to Go to Market with an Enterprise Solution w/ Ed Calnan. Megan Bowen: At the beginning, it starts with the sale, so there needs to be really tight alignment between sales and account management. What You’ll Learn. What Managed by Q does. Outreach has your back.

Customers 53

Customers Account management X-functional Hospitality 53

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. Basics: Markets and segmentation. As the kids like to say: What’s up with that? High-tech innovation and marketing expertise are two cornerstones of the U.S.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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

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. Tom Martin : Generally for a CRO job, you’re going to talk to the CFO in the interview process. How Tom is managing through the pandemic [23:18].

Growth 69

Growth Objectives and Key Results Manufacturing Start-ups 69