Partners in Excellence

MAY 6, 2024

She learned I was working with the North American teams in changing their approach to their markets and driving more aggressive sales growth. We later looked at methods to ratchet up performance even further. ” Why I’m so interested in selling: Cassi Roper, CRO, Redgate How did you find yourself in a selling role?

Sell 86

Sell Technical Sales Up-sell Technology 86

Partners in Excellence

MARCH 10, 2024

Preface: I’m departing from my normal process of introducing a new story about selling. Some with very distinguished leadership and selling careers. Why Am I So Interested In Selling Why am I so interested in selling? I was actually absolutely terrified of selling. That I would just end up failing.

Sell 117

Sell Up-sell Start-ups Growth 117

Veloxy

DECEMBER 14, 2022

Back in 2018, Salesforce discovered that sales reps were only spending 34% of their time selling (707 hours a year). Salesforce just found that salespeople are only spending 28% of their time selling. That’s a stunning 125 hours of less selling time than in 2018 ! You’ll add another 300+ selling hours to each rep’s year.

Quota 246

Quota Sell CRM Contact 246

Sales Hacker

AUGUST 24, 2023

38:00) Operational excellence will set your team up for success every time Quotes Demand efficiency as a definition, is the evaluation of all of the different micro surfaces and growth levers throughout the buyers journey and how they all stack up together. (38:00)

GTM 52

GTM Start-ups Up-sell Sell 52

Sales Hacker

AUGUST 22, 2023

38:00) Operational excellence will set your team up for success every time Quotes Demand efficiency as a definition, is the evaluation of all of the different micro surfaces and growth levers throughout the buyers journey and how they all stack up together. (38:00)

GTM 52

GTM Start-ups Up-sell Sell 52

Partners in Excellence

DECEMBER 14, 2023

It’s interesting to see continued predictions of the death of selling. Some focus on PLG types of approaches, where the product sells itself–at least until one wants to scale that to the enterprise level. I actually never see anything about this other than within the selling community. Hmmm, what am I missing?

Sell 118

Sell Retail Promote Up-sell 118

SaaStr

AUGUST 5, 2021

He shares some wisdom about using both bottom up and top down strategies and suggests some principles for mapping these out based on what business intelligence platform ThoughtSpot has done. Gatekeepers: These people are responsible for protecting the business that you’re seeking to sell to. Do you have the right team to sell? .

Up-sell 102

Up-sell Sell Finance Price 102

SaaStr

MARCH 8, 2024

So recently I caught up with a great founder and a beloved product. They rocketed to $20m ARR, and then … growth radically slowed. From 100% growth at $10m ARR, to 15% at $20m ARR. But rapidly slowing growth has happened to many the past 24 months. Don’t disguise it in growth and/or venture capital.

Growth 90

Growth Up-sell B2B Engineering 90

The 5% Institute

OCTOBER 5, 2020

Your sales growth formula (also known as a sales targeting strategy ), is one of the most important parts of your marketing and sales efforts. In this article we’ll look at what sales growth formula is, the types of targets to set up and keep track of, and how to find your ideal clients. Your Sales Growth Formula.

Growth 145

Growth Niche Sales Cold Call 145

Partners in Excellence

MARCH 8, 2024

I’ve been getting a variety of people telling their stories on, “ Why I Am So Interested In Selling.” Dave: I’m posing the question, “Why are you so interested in selling?” Could you give me your assessment about why sellers are interested in selling. ” to lots of sales people.

Sell 77

Sell Drivers/motivators Relationship building Commission 77

Sales Hacker

JANUARY 12, 2024

This week, we’ll dissect two areas that sales authenticity derives from and how to embrace it to – well, sell. Reading: Kevin Wilson (VP Sales at Supermove) highly recommends the book, Sell the Way You Buy by David Priemer, for developing greater transparency and, in turn, authenticity. In short: to sell the way you buy.

Sell 91

Sell GTM Sales Up-sell 91

Veloxy

MAY 3, 2022

SBI Growth. Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more. In addition to helping sales team’s accelerate sales, Veloxy also helps optimize sales enablement by maximizing selling efficiency. SBI Growth Advisory's KPI Dashboard.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Partners in Excellence

APRIL 16, 2024

Why I’m So Interested In Selling Sales wasn’t on my UT Dallas agenda. Waking up to a request for a meeting in his office felt surreal. The privilege of guiding someone towards a solution, watching their eyes light up as they see the value, that’s the fuel that drives me. Her story demonstrates that, vividly!

Sell 109

Sell Pitch Account management Up-sell 109

Partners in Excellence

MARCH 21, 2024

In working with Jose, I’ve come to deeply appreciate how he thinks about driving growth and performance improvement in the teams he leads, and his general approach to selling. I ensure that the right processes are in place to help sellers focus on their selling time and minimize non-selling activities.

Sell 73

Sell Quota Technology Technology 73

Cerebral Selling

DECEMBER 2, 2022

And if you want to build an organization optimized for rapid growth, that culture needs to be visible, repeatable, and pervasive. In an article for TechCrunch he talked about the importance of culture with respect to growth stating: “I used to think corporate culture didn’t matter. Culture Eats Adversity for Breakfast.

Growth 130

Growth Teamwork Sales Meeting 130

Closing Bigger

APRIL 22, 2024

Selling to the Entire Buying Network: Exponential sellers understand the importance of selling to the entire buying network, not just the decision maker. Value-driven Follow-ups: Exponential sellers focus on adding value through follow-ups, going beyond persistent follow-ups that may lack substance.

Sell 59

Sell Networking Sales Technology 59

SaaStr

JULY 26, 2022

There is often just 1 stakeholder to sell to. Now that makes things hard enough as you scale, but even worse, in SaaS, churn is often masked by high growth when you have early product-market fit. Well, all of a sudden you’re adding 6% a month (doubling) but losing 3% … and your growth is cut in half to 50%.

Growth 142

Growth Start-ups Up-sell Strategize 142

Partners in Excellence

MARCH 22, 2024

Preface : Orrin Broberg has such a diverse and fascinating background in selling. Whenever, I talk to Orrin, he is deeply thoughtful about all the business, strategy, leadership, growth issues that arise in our conversations. ” How I Ended Up in Sales – And Why it Worked I never wanted to be in sales. It just happened.

Sell 73

Sell Retail Cold Call Commission 73

The 5% Institute

NOVEMBER 8, 2022

Sales as a beginner can be daunting at times, which is why we’ve created this list of selling tips for beginners. In this article, we’ll be looking at eight selling tips for beginners to help you win more sales and serve more people, in a consultative and non-pushy way. Selling Tips For Beginners – 8 x To Win More Sales.

Sell 137

Sell Up-sell Presentation Clients 137

Partners in Excellence

FEBRUARY 1, 2022

How do we innovate in selling? Steve Hall had an interesting idea, “If prospecting and engaging our customers is one of the most difficult things in selling, why do we put our least experienced people in those roles? There’s another approach to driving success, it’s Product Led Growth (PLG).

Sell 120

Sell B2B Up-sell Quota 120

SaaStr

NOVEMBER 22, 2021

At the heart of product-led growth is the user. And in this podcast, Olivia Nottebohm, CRO of Notion ($10B valuation), will delve into the more complex aspects of product-led growth, and why they’re essential for building a successful business that will thrive for years to come. So growth is a really important topic.

Growth 111

Growth Product B2C Consult 111

SaaStr

JANUARY 24, 2023

In this session of SaaStr Workshop Wednesdays, the Managing Director & Head of Growth Equity at OMERS Growth Equity, Mark Shulgan, shares advice for focusing on the fundamentals and keeping profitability at the forefront. Sign up for free. SaaStr Workshop Wednesdays are LIVE every Wednesday.

Growth 89

Growth Up-sell Start-ups Price 89

SaaStr

FEBRUARY 6, 2024

Answers from the CEOs of Twilio, Veeva, Amplitude, HubSpot, Gainsight and More I wanted though to do a deep dive on just one piece — a few thoughts how to sell that second product. Too many sort of think it will sell itself with the same team, motions, etc. So they’ll really just sell what’s easiest.

Product 86

Product Sell Quota Launch 86

Partners in Excellence

MAY 2, 2023

I’d had a few selling experiences as a kid. In Boy Scouts, there was always an event of some sort that we had to sell tickets for. My Mom usually bought the allocation I was assigned to sell. And the selling I did do was mostly answering questions about the products on display. But none in selling.

Sell 102

Sell Retail Consult Strategic planning 102

Highspot

FEBRUARY 29, 2024

In any thriving organization, whether an enterprise or a small business, sales and marketing serve as the backbone, driving growth through deal-closing and brand-building activities. Ultimately, this disconnect can stunt growth, harming the company’s market position and profitability. What makes these organizations stand out?

Growth 52

Growth Objectives and Key Results Niche Sales 52

Martech

MARCH 10, 2022

E-commerce has been on the rise for years but has had explosive growth during the pandemic. Traditional B2B demand gen models are becoming outdated as privacy regulations are more stringent and fewer people are willing to give up their personal information. Inbound marketing is about building value and trust, NOT about selling.?. ?Content

E-commerce 105

E-commerce Growth Cross-sell Objectives and Key Results 105

Partners in Excellence

AUGUST 22, 2023

After rigorous research and discussion with many expert colleagues, I’ve discovered the universal secret to Selling Success. It turns out the singular secret to selling success is “Build more pipeline!” The secret to selling success is simply more pipeline! What’s up?”

Sell 102

Sell Pipeline Prospecting Up-sell 102

Gong.io

DECEMBER 19, 2022

Selling will only take your team so far. And the best way to become a consultant is to take a value-based selling approach. Value-based selling sees your sales reps putting buyers first, focusing on their needs at every sales funnel stage. What is value selling? Why adopt a value-selling solution? Here’s why.

Sell 90

Sell Pitch Trust Up-sell 90

Heinz Marketing

JANUARY 7, 2022

Content marketing has defined the last two decades, but there’s a go-to-market strategy that’s been capturing lots of attention — product-led growth. As a growth strategy, product-led growth removes the traditional sales cycle and, instead, lets the product sell itself. What percentage of users make it past onboarding?

Growth 112

Growth Product Intrinsic Referrals 112

PandaDoc

MAY 28, 2024

Consultative selling offers a less pushy, customer-centric approach to the buyer’s journey. Consultative selling requires empathy, active listening, and problem-solving. Solution selling is pitching products and solutions to leads. Consultative selling pitches education and authenticity. What is consultative sales?

Consult 52

Consult Process Sell Pitch 52

Partners in Excellence

NOVEMBER 3, 2022

It seems that selling jobs, at all levels, are viewed as “temp” jobs. ” We spend months onboarding them, we spend months coaching them up their learning and experience curve, then just as they start hitting their stride, they are off to a new job. Their growth rates are consistently among the best.

Sell 109

Sell Growth Engineering Account management 109

Salesforce

MAY 25, 2023

You can help your marketing team by getting your die-hard customers to spread the word about your offerings — sparking product-led growth. What is product-led growth? The product’s benefits, capabilities, and performance do much of the selling and persuading. Watch & learn What is product-led growth?

Growth 98

Growth Product Customers B2B 98

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). In a product-led growth strategy, the product serves as the focal point of your company’s marketing and strategies.

Go To Market 103

Go To Market Growth GTM Product 103

Sales Hacker

FEBRUARY 23, 2024

So how did Wisely go from $11 in the bank to selling for $187M? That’s because these tools are built on static databases, playing cat-and-mouse to keep up with job titles changes, employee turnover, and bouncing emails. His client list includes Zoom, Salesforce, Gainsight and 80+ SaaS start-ups. Let’s get into it.

GTM 91

GTM Sell Finance Launch 91

Lead Fuze

DECEMBER 15, 2023

Your chosen method could be as unique as you are – focusing on growth investing or income investing depending upon your risk tolerance and retirement goals. They’re all about long-term wealth growth with flexibility in methods tailored to your risk tolerance and goals. What are the three types of investment strategies?

Growth 52

Growth Real Estate Objectives and Key Results Finance 52

Salesforce

OCTOBER 11, 2022

“Our selling motions may never be the same.” ” Those are among a handful of common refrains I hear from sales leaders these days — many of whom are on the hook for promoting efficient growth, even as we face an economic recession. .” Simplify your sales tech stack. The solution?

Promote 98

Promote Growth Objectives and Key Results Up-sell 98

A Sales Guy

DECEMBER 7, 2020

We’ve just launched the Gap Selling Certification program and I couldn’t be any more excited. Now anyone with the Gap Selling acumen and charisma can build their own Gap Selling Training Business. As readers of this blog and of Gap Selling, you know how powerful the Gap Selling methodology is.

Sell 126

Sell Entertainment Consult Launch 126