PandaDoc

AUGUST 16, 2022

In a competitive industry like sales, it’s important to continuously invest in your education and stay up to date on the latest trends taking sales by storm. We put together this list to help you discover some of the brightest, innovative minds shaping the future of sales. LinkedIn isn’t just for social selling. Jed Mahrle.

Cold Call 52

Cold Call B2C Sales Follow-up 52

Sales Hacker

NOVEMBER 8, 2021

In the world of sales, an SDR is a foundational role that offers a kind of sanity check for aspiring salespeople to see if they have what it takes to make it in a high-stakes sales environment. Less obvious career outcomes for sales professionals. Less obvious career outcomes for sales professionals.

GTM 105

GTM Clients Sales Technology 105

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. What is Rev Ops?

CRM 105

CRM Territory Sales B2B 105

SalesLoft

APRIL 2, 2019

Translation: The rules of (sales) engagement have changed. 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.

Commission 69

Commission Consult Sales Technology 69

Heinz Marketing

JULY 5, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Well, it’s not live from the Heinz Marketing office today.

Pipeline 117

Pipeline Start-ups Sales Go To Market 117

Highspot

JUNE 6, 2023

Boardrooms across the globe are dialed in on sales productivity, and rightly so. Sales productivity is the backbone of revenue generation, and during a time when businesses are being forced to achieve more with less, strengthening it has never been more vital. What is Sales Productivity?

Closing 52

Closing Product Objectives and Key Results Quota 52

SaaStr

DECEMBER 26, 2022

and go-to-market partners, to understand what’s happening in the space. . “G2 Some call this the ‘ecommercization of software,’ and this trend signals a highly disruptive shift in how we go to market with software. What each of these shares in common is a reflection of the immediate post-sales experience.

Go To Market 75

Go To Market Follow-up Trust Up-sell 75

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. Inside sales. Low-touch sales. No-touch sales.

Inside sales 109

Inside sales Cold Call Contract Price 109

Hubspot

JULY 11, 2019

Your sales team is working harder than ever to differentiate your product or service and close new business. Enter, the sales operations manager. Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more.

Commission 78

Commission Territory Quota CRM 78

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. What does a sales department do? What are the types of sales organizations? How do you structure a sales team?

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

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. What is inside sales?

Outside Sales 81

Outside Sales Inside sales Profit margin Sales 81

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. What is Rev Ops?

CRM 52

CRM Territory Sales B2B 52

Highspot

OCTOBER 31, 2023

Push the envelope of sales enablement by driving efficiency through AI, scaling coaching with actionable insights, tying enablement efforts to business results, unifying the sales tech stack, and engaging buyers with digital experiences.

Strategize 72

Strategize CRM Government Closing 72

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. What is one a-ha moment you’ve had in your sales career? What is your best piece of career advice for women in sales?

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Hubspot

JUNE 8, 2021

If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Sales seems like a fast-paced, hardball kind of career. What's a typical sales career path?

Commission 76

Commission Territory Finance Inside sales 76

SaaStr

JUNE 2, 2021

Ep #401: In this session, you will learn how to make the Freemium model work while also incorporating the traditional sales-driven strategy. Olof Mathe will share how the two strategies can blend together and specific lessons he has learned from his experience. What do we mean when we talk about freemium and direct sales?

Sales 97

Sales Up-sell Price Start-ups 97

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? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. Here they are… The 97 Best Sales Books in 2020.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Heinz Marketing

MAY 16, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Welcome everyone to another episode of Sales Pipeline Radio.

Pipeline 93

Pipeline Referrals X-functional Cross-sell 93

Heinz Marketing

MAY 10, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We are here each week live, doing Sales Pipeline Radio.

Pipeline 92

Pipeline Sales Up-sell Growth 92

SalesLoft

OCTOBER 2, 2018

Maybe you’ve already adopted a sales engagement platform. The odds are that if you lead a sales team, you’re somewhat familiar with the concept of a sales engagement platform. What is a successful sales engagement platform? It increases productivity and scalability within a sales organization.

Cold Call 52

Cold Call Sales Objection handling Prospecting 52

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. Salesloft gave us enriching sales data and the ability to coach with valuable insights.”

CRM 52

CRM Pipeline Go To Market Up-sell 52

Sales Hacker

DECEMBER 8, 2020

If you missed episode 137, check it out here: From Marketer to CEO: The Power of Brand as a Growth Amplifier with Jake Sorofman. Subscribe to the Sales Hacker Podcast. The role experience plays in evaluating job candidates [27:25]. He now leads the sales function at a really promising and high-growing unicorn called Instabase.

Sales 99

Sales E-commerce Technology Technology 99

SalesLoft

JANUARY 30, 2017

Salesloft is proud to announce the appointment of Fred Fried as Vice President of Enterprise Sales. Fried joins the executive management team in the company’s San Francisco office and brings over 20 years of experience and passion for hiring, building, and scaling sales teams to an already fast-growing Salesloft.

Territory 52

Territory Drivers/motivators Appointment Sales 52

SalesLoft

APRIL 25, 2019

Where Will the Money Go? As the creators of the Sales Engagement category, we’ll use this investment to continue leading the innovation that has come to define the category. This means investments in our ecosystem API, the mobile application, and our AI-powered sales coaching network. The Future: Sales Coaching Network TM.

Growth 90

Growth Commission Networking Finance 90

SalesLoft

JUNE 19, 2019

Since welcoming our new Vice President of Revenue for EMEA , Ollie Sharpe, last month, we’ve done an even deeper dive into the state of sales in the UK. 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. Why did you join SalesLoft?

Territory 40

Territory Education Technology Technology 40

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. Subscribe to the Sales Hacker Podcast. Your title?

Product 47

Product Territory Negotiate Sales 47

SalesLoft

APRIL 29, 2020

Ollie loves to create go-to-market strategies in disruptive technology environments. As VP of Revenue in EMEA, I lead 15 people in our London office, an extremely talented collection of sales, pre-sales, customer success, and marketing professionals. . Post by Ollie Sharpe, VP of Revenue in EMEA for SalesLoft.

Drivers/motivators 90

Drivers/motivators Conversion Follow-up Promote 90

Sales Hacker

AUGUST 5, 2019

This week on the Sales Hacker podcast, we speak with Megan Bowen , SVP of Business Operations at Managed By Q. If you missed episode 68, check it out here: PODCAST 68: How to Go to Market with an Enterprise Solution w/ Ed Calnan. Structuring Your Organization to Grow the Customer Experience. What You’ll Learn.

Customers 53

Customers Account management X-functional Hospitality 53

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. This is why most SaaS companies eventually move up-market and start focusing on bigger deals. Related: What is Complex Sales? An Explainer on Enterprise Sales. Managing the enterprise sales cycle.

Legal 86

Legal Cross-sell Contract Price 86

Gong.io

NOVEMBER 25, 2019

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. Is someone really right for this sales role, or should they be in a different sales role?

Price 71

Price Strategize Up-sell Cold Call 71

SaaStr

OCTOBER 8, 2019

Typically founders are the first sales people. After all it’s likely they know the product the best, and they can use customer feedback to measure market fit. However, at some point a founder needs to hire a sales team. However, at some point, you do need to hire a sales team as a founder or else I’d be out of a job.

Sales 49

Sales Intrinsic Growth Product 49

Gong.io

NOVEMBER 18, 2019

What should you look for in your next sales hire? EVP of Global Sales, Shep Maher, for answers to these and other questions. Building a Sales Enablement Team. And if you have an awesome head of Sales Enablement, then they are changing your game, and changing your company. The Evolution of Sales.

Price 48

Price Up-sell Contact Technique 48

Sales Hacker

SEPTEMBER 22, 2020

Sales enablement is easy, right? 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. More sales meetings, that means more money. More sales meetings, that means more money.

Growth 69

Growth Objectives and Key Results Manufacturing Start-ups 69

Hubspot

JANUARY 19, 2012

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. Where do they go for information?

Education 78

Education B2C Service Presentation 78

SaaStr

JANUARY 28, 2020

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. So now, you’ll be able to go upstairs and you’ll hear the honest stories, right, of how a marketing leader, the CMO, works with the CCO. Jason : Yep.

Growth 79

Growth Promote Engineering Up-sell 79

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