Sales Hacker

AUGUST 11, 2023

We’re really excited to be able to provide our audience and network with even more high-quality content on all things go-to-market. Preparation : Prioritize a deep understanding of prospects and customers, and anticipate their interests and needs. We’ve got some big articles and podcast dropping next week.

GTM 64

GTM Sales Launch Pipeline 64

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

Hubspot

JULY 11, 2019

Reps need to prospect, sell, and close -- and that doesn’t always leave a lot of time for administrative or big-picture work. Enter, the sales operations manager. This role is usually an entry- or mid-level position that requires little to moderate experience (think 3+ years).

Commission 78

Commission Territory Quota CRM 78

SalesLoft

JANUARY 30, 2017

Salesloft is on a mission to help sales professionals believe – in the process they’re following, in the product they’re selling, and in themselves – by delivering a modern sales experience to their prospects and customers. Want to meet Fred and countless other Sales Leaders in person?

Territory 52

Territory Drivers/motivators Appointment Sales 52

Highspot

JUNE 6, 2023

The integrity of your brand hinges on ensuring all go-to-market teams are singing from the same songbook. Understand Your Customer Sales success starts and ends with deeply understanding your customer profiles. Build it and they will come’ is a myth in today’s competitive markets, no matter how incredible your product is.

Closing 52

Closing Product Objectives and Key Results Quota 52

SalesLoft

OCTOBER 2, 2018

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 ). The only thing that is “dead” is single channel prospecting.

Cold Call 52

Cold Call Sales Objection handling Prospecting 52

Hubspot

JUNE 8, 2021

Sales development reps (also known as business development reps, or BDRs) are responsible for the first step in the sales funnel: bringing in qualified leads. They conduct research to find prospective customers, reach out to gauge people's interest in the offering, and decide whether or not the lead is ready to move down the funnel.

Commission 76

Commission Territory Finance Inside sales 76

Highspot

JULY 31, 2020

Tracks and reviews sales performance metrics. Manages day-to-day communications with sales and other go-to-market teams. Manages sales content organization and strategy. As this table shows, sales teams must be supported by roles like sales operations and sales enablement in order to do their jobs effectively.

Assembly Line 72

Assembly Line Territory Strategize Education 72

Highspot

SEPTEMBER 30, 2020

But to succeed, you’ll need your team to execute your go-to-market strategy in a single, unified motion. Enter sales methodologies. Businesses rely on sales methodologies to help their reps consistently deliver at every stage of the sales cycle. ” Why Do I Need a Sales Methodology?

Cross-sell 85

Cross-sell Consult Sales Strategize 85

Heinz Marketing

MAY 10, 2021

If you have got someone who is struggling with a little bit of call reluctance, sometimes call reluctance comes from not knowing what you are going to say, not knowing that you have something valuable to say. You think about how many people are calling on all your prospects every day and just asking for 15 minutes of their time.

Pipeline 92

Pipeline Sales Up-sell Growth 92

SalesLoft

JUNE 19, 2019

We were a bit ahead of the market, selling a tool for internal recruitment teams that didn’t actually exist. Once we educated that market on who we were, we had to teach prospects about the functionality of the tool. This was the time I enjoyed most at LinkedIn: selling a product while simultaneously educating the market.

Territory 40

Territory Education Technology Technology 40

Sales Hacker

MARCH 2, 2020

Mastering the Complex Sale. Sales Development and Prospecting. The Sales Development Playbook. Outbound Sales, No Fluff. Fanatical Prospecting. Combo Prospecting. High-Profit Prospecting. Predictable Prospecting. Mastering the Complex Sale, 2nd ed. The Seller’s Challenge.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Sales Hacker

SEPTEMBER 16, 2019

Outside sales is the sales of products and services through in-person, face-to-face interactions. Also known as “field sales,” outside sales reps don’t work in-house. Instead, they meet with prospects outside the office. Outside sales often involves a large amount of travel, autonomy, and emotional intelligence.

Outside Sales 81

Outside Sales Inside sales Profit margin Sales 81

Sales Hacker

OCTOBER 7, 2021

B2B is H2H – human to human – and most women can leverage these powerful skills to create lasting connections with prospects, personalize value, and create customers for life. What would you tell a woman just starting a career in sales? What is your best piece of career advice for women in sales?

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

APRIL 21, 2022

The ICP determines decisions across the company from the go-to-market to product strategy. From there, the marketing team can build a brand that resonates with bigger companies, and run account based marketing programs. By using lead scoring, sales teams can prospect from a database of warmed up prospects.

Legal 86

Legal Cross-sell Contract Price 86

Sales Hacker

DECEMBER 8, 2020

The 6sense account engagement platform uncovers and analyzes buyer intent at scale, identifying prospects who are in market for your solution and providing salespeople like you with the insight to create highly relevant messaging, generate more opportunities, increase deal size, and get into opportunities before your confrontation.

Sales 99

Sales E-commerce Technology Technology 99

Sales Hacker

MAY 1, 2018

years at Intralinks where he began his sales career. He started as an individual contributor, spent three years as a frontline manager and then two years building out the go to market strategy in Hong Kong. Sam Jacobs: Give us an idea of the dynamics of SMB vs. mid-market vs. enterprise. Prior to this, he spent 12.5

Product 47

Product Territory Negotiate Sales 47

Sales Hacker

SEPTEMBER 22, 2020

They got the next generation of AI already built into the platform and it allows you as a rep to deliver consistent, relevant and responsible communication every time you press that send button for each prospect, enabling personalization at scale, previously unthinkable. How have you changed your go to market strategy?

Growth 69

Growth Objectives and Key Results Manufacturing Start-ups 69

Hubspot

JANUARY 19, 2012

They're probably intimidated by the prospect of doing their taxes by themselves for the first time, they're feeling overwhelmed by a tax code they don't understand, and they're not sure where to start. Where do they go for information? Do they go online, or do they prefer to learn in-person or by reading newspapers and magazines?

Education 78

Education B2C Service Presentation 78

The Lost Book of Sales

JULY 12, 2021

Here’s why: The sole goal of the company during this stage of market development must be to secure a beachhead in a mainstream market — that is, to create a pragmatist customer base that is referenceable, people who can, in turn, gain us access to other mainstream prospects. Think about it.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

JANUARY 28, 2020

And you just uniquely decided that, hey, this is a good prospect. Including, let them be prospected the way they want to be prospected. Maria : It’s like pipeline building is like the ugly job of sales, it feels like, when actually it’s the hardest part of a deal. But at the time, sales was focused on closing.

Growth 81

Growth Promote Engineering Up-sell 81

Hubspot

APRIL 22, 2018

They're probably intimidated by the prospect of doing their taxes by themselves for the first time, overwhelmed by a tax code they don't understand, and confused about where to start. If you're going to market and sell to these personas, you need to understand how they consume information. Questions About How They Learn.

Education 99

Education Hospitality Networking B2C 99

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. Alexine Mudawar. Belal Batrawy. Follow her on LinkedIn.

Gaming 98

Gaming GTM Consult Sales 98