Sales Hacker

AUGUST 21, 2019

The right words have the power to overcome most of the objections faced by every salesperson , and the best salespeople know the words that sell. That makes your pitch personal. Elmer Wheeler pointed it out in 1920: Don’t sell the steak — sell the sizzle ! Top salespeople say and do very different things than their peers.”

Contract 89

Contract Up-sell Prospecting High impact 89

Partners in Excellence

JANUARY 21, 2022

A granddaughter is teaching her Tik Tok… I suppose, I have to own up to it, I suspect I might fall into that, “older generation.” I thought a little Friday levity would lighten things up and people would stop taking themselves so seriously. And she also leverages social channels.

Cold Call 93

Cold Call High impact Prospecting Conversion 93

Sales Hacker

DECEMBER 20, 2018

Movies like Thank You for Smoking and Wolf of Wall Street portray top performers as innately talented artists, but we all know that it takes more than a great pitch to hit your number. Highly efficient sales teams spend time on high-impact activities and minimize low-impact activities. What is Sales Productivity?

Product 96

Product Tradeshows CRM Appointment 96

Sales Hacker

JUNE 19, 2019

I’m always impressed by the degree of ingenuity that leading sales teams put into their selling strategy. They’re great for generating leads, pitching your product, and converting first-time buyers into repeat customers. Transactional selling. Solution selling. Consultative selling. Provocative selling.

Campaign 94

Campaign Cross-sell Sales Up-sell 94

Highspot

APRIL 14, 2023

Every business needs to present what it’s selling as standing apart from the competition, but differentiating how you sell it is equally important. To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Surface related training content in your sales plays and CRM.

Sales 52

Sales Technology Technology Technique 52

Highspot

APRIL 14, 2023

Every business needs to present what it’s selling as standing apart from the competition, but differentiating how you sell it is equally important. To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Surface related training content in your sales plays and CRM.

Sales 52

Sales Technology Technology Technique 52

Partners in Excellence

NOVEMBER 29, 2017

It must be that time of year, but recently I’ve gotten a number of queries from thoughtful executives: “Dave, we need to transform the way we sell from product to solution selling……” That statement is always a little confusing to me, naturally I ask, “What does that mean and why do you want to change?”

Product 49

Product Sell Pitch High impact 49

Partners in Excellence

DECEMBER 26, 2016

I think I’m suffering “Social Selling Fatigue.” ” Perhaps it’s the time of year, perhaps Kelly Riggs pushed me over the edge forwarding this article, “ How B2B Sales Can Benefit From Social Selling.” In reality, these high performers are leveraging everything available to them.

Referrals 53

Referrals Trust High impact Prospecting 53

SBI

SEPTEMBER 27, 2019

Brainshark’s sales readiness platform – also honored last month in The 2019 International Business Awards® – prepares sales teams with the knowledge and resources they need, right when they need them, so they’re ready for each unique selling situation. in response to coaching assignments for feedback and evaluation. Industry News.

Objectives and Key Results 34

Objectives and Key Results Non-Profits Strategize High impact 34

Sales Hacker

NOVEMBER 18, 2020

Selling doesn’t really have rules. In your discovery process, you need to go beyond surface problems to understand the impact those problems have on your customer. What’s the financial impact? What’s the personal impact? How does it work and change and improve their current process?

Process 119

Process Customers Prospecting Up-sell 119

SBI

AUGUST 15, 2019

“This honor from the Stevie Awards underscores Brainshark’s commitment to driving perpetual readiness – so reps master their messages and maximize their performance in each and every selling situation.”. Sales coaching and practice – enabling reps to submit videos (pitching products, responding to common objections, etc.)

Objectives and Key Results 28

Objectives and Key Results Non-Profits Territory Strategize 28

Salesforce

FEBRUARY 12, 2024

Consultative sales vs. solution sales 5 principles of consultative sales Consultative sales process Level up your game with AI conversation insights Sell smarter using Einstein Conversation Insights — with customer signals and next-step guidance to help you close. Learn more What is consultative sales?

Consult 59

Consult Objectives and Key Results Cross-sell High impact 59

SaaStr

DECEMBER 20, 2019

Does Manny believe that the founder should always be responsible for selling their product at one moment in time? How did Manny sell the first $1m in ARR simply through walking the streets of SOMA and selling door-to-door? And that is the number that you want to make monotonically go up and to the right.

Territory 57

Territory Quota Cross-sell Pipeline 57

SBI

SEPTEMBER 11, 2012

Big, medium, and small businesses are being beat-up by two people, a clever spin on a traditional industry, some Ikea desks, open source software, and a couple of iPhones. Join us to hear how small businesses to large enterprise customers are saving time and money, doing more cross selling, and succeeding with the simple addition of Data.com.

CRM 48

CRM Cross-sell Contact Finance 48

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Anything less is failure.

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. What exactly do you stand to gain from ramping up sales productivity and increasing quota attainment across your team?

Closing 52

Closing Product Objectives and Key Results Quota 52

Sales Hacker

APRIL 17, 2019

Work in Slack happens in channels, so all the right people can be included, all relevant information kept in one place, and new team members are able to get up to speed easily. To get your social selling game on, you need to be using Twitter. RELATED: Your Sales Appointment Scheduling Process is Hijacking Productivity.

Drivers/motivators 110

Drivers/motivators Price Teamwork CRM 110

Hubspot

JULY 31, 2013

Sales is a vital part of any organization -- if you’ve got a product or service, you’re going to need someone to sell it. By adopting this philosophy, you force yourself to give all prospects the same level of consultation during the sales process and provide them with a solution that truly matches their needs and goals.

Prospecting 73

Prospecting Pitch Cross-sell Consult 73

SBI

NOVEMBER 28, 2017

Mark: Allego most closely fits into Developing, Coaching & Onboarding, but we also fit into the Communicating Value tier as we help sales reps practice and refine their pitch – as well as learn by watching videos from their top-performing peers – to articulate their company’s value proposition more consistently.

Sell 38

Sell Objectives and Key Results Pitch Technology 38

Sales Hacker

JULY 23, 2018

After all, it’s one thing to convince prospects that you’re selling a great product; it’s another thing to get them to pull the trigger and choose your product over dozens of competing purchases. Management shake-up. 1) Management Shake-up. Set up Google Alerts to monitor for new hire-announcement posts.

Sales 58

Sales Government Pitch Prospecting 58

SBI

NOVEMBER 28, 2017

Mark: Allego most closely fits into Developing, Coaching & Onboarding, but we also fit into the Communicating Value tier as we help sales reps practice and refine their pitch – as well as learn by watching videos from their top-performing peers – to articulate their company’s value proposition more consistently.

Sell 34

Sell Objectives and Key Results Pitch Technology 34

SaaStr

MAY 3, 2019

Does Manny believe that the founder should always be responsible for selling their product at one moment in time? How did Manny sell the first $1m in ARR simply through walking the streets of SOMA and selling door-to-door? That is the number you want to make monotonically go up into the right. What is sufficient?

Territory 57

Territory Quota Cross-sell Pipeline 57

Heinz Marketing

AUGUST 27, 2018

We’ve already featured some great guests and have a line up of awesome content and special guests going forward. They’ve been recognized as one of the top twenty sales training companies in the country by Selling Power magazine and featured as the Sales Training Company to Watch List by trainingindustry.com. Norman Behar: Yeah.

Pipeline 49

Pipeline Objectives and Key Results Sales Inside sales 49

Sales Hacker

JULY 8, 2020

If you missed episode 116, check it out here: How to Form Great Habits and High Impact Behaviors at Work? Conga is changing the way the world works by modernizing, streamlining and automating your documents, contracts, and processes to make it easier to do business. with Andrew Sykes. Subscribe to the Sales Hacker Podcast.

Real Estate 113

Real Estate Strategize Launch Commission 113

SaaStr

OCTOBER 29, 2019

If you value speed, you might up in for an Uber X. And if you’re not price-sensitive at all, you not only want to get there quickly, but you want to ride in a high-quality vehicle, you’re going to gravitate towards Uber Select or Black. And upselling and cross selling users from a cheaper plan to a higher price plan.

Price 40

Price X-functional Cross-sell Growth 40

Sales Hacker

JUNE 20, 2019

If you sell it, you should know it, right? Well, in a previous life, I spent six years selling to, and thereby studying, Sales Operations. Doing that, you end up learning things that aren’t immediately obvious to everyone else. Engineered as much automation as we could in our sales process. Why go so deep?

Quota 69

Quota X-functional Strategize Contract 69

ConversionXL

JUNE 19, 2018

You need high tempo testing and experimentation throughout the whole customer journey. A high impact teams needs top skills. Rockboost process of building up a skill set: Personal T-shape plans. What are the decision making moments in your growth process? Create your agile process: Map (start at the end).

A/B testing 103

A/B testing Cross-sell X-functional Growth 103