Cerebral Selling

OCTOBER 30, 2022

As we’ve all learned over the past few years, with adversity comes perspective. I was thirty-six years old when I got the news, which, similar to many people, came out of nowhere. And in the interest of turning lemons into lemonade, here are some of my top sales lessons learned from my experience with cancer: 1.

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Quota Intrinsic Sales Negotiate 213

Cerebral Selling

MARCH 4, 2024

The Massive Impact of Great Sales Leadership I started my career as a research scientist before spending nearly two decades in sales leadership roles across four high-growth tech startups and five years as a Vice President at Salesforce. How massive? So what magical sales leadership skills unlock this remarkable upside?

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Cross-sell Sales Referrals Launch 130

Sales Hacker

APRIL 4, 2024

Now is a better time than ever for your sales team to align their goals, motivations, and strategies for the upcoming year (and beyond). With a sales kickoff (SKO). But with the guidance of David Nour, CEO of Nour Group , we will prepare you to have the most effective sales kickoffs.

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Intrinsic Objectives and Key Results Drivers/motivators Presentation 92

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. That’s how hard it can be to get funded. But it didn’t matter because of how they were deploying money then. On the sales side, people hired way too much.

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Quota Finance Drivers/motivators GTM 101

Salesforce

FEBRUARY 16, 2024

About 69% of sales professionals say selling is more difficult now than in previous years, according to Salesforce’s State of Sales report. To keep your sales team motivated when things are tough, you need to reward them for their victories. That’s where sales commission comes into play.

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Commission Territory Quota Drivers/motivators 104

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. This approach helps companies accelerate sales and grow revenue without adding to their headcount, a move that’s increasingly important during economic uncertainty. What you’ll learn: What is channel sales?

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Manufacturing Retail Territory Sales 111

Martech

DECEMBER 11, 2023

Sales executives and marketers are caught in a Catch-22 that says we need more marketing activity because we have more sales resources — we have more sales resources, so we need more marketing. How did we get here? As a result, sales organizations have added enormous headcounts of SDRs and BDRs.

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Quota Sales Pipeline B2B 117

Salesforce

MAY 14, 2024

But when you aren’t transparent about change with your team, rumors can damage morale. If you handle this sensitive communication with care, you can keep your top reps from heading for the exit. A change of commission letter is a way for companies to give sales teams written notice about pay changes.

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Commission Quota Represent Legal 52

Veloxy

MAY 25, 2021

When viewed from afar, sales—or the ability to perform as a salesperson —may seem as inaccessible to the average person as climbing Mount Everest. Below you will find 12 characteristics that seem to resonate with top sales reps and 8 statistics to start you on your path to sales success. Resilience. Discipline.

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Referrals Quota Cold Call Contact 290

Veloxy

MARCH 8, 2021

A sales rep going through their regular day will need to prioritize their efforts so they’re utilizing their time and resources efficiently. It determines just how qualified a prospect is so that reps can focus on selling to fit prospects. What is the decision making authority of your key point of contact? 2: Authority.

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Sales Prospecting Contact Drivers/motivators 242

Veloxy

FEBRUARY 15, 2024

Looking for the best sales podcasts to boost your numbers and master the art of the deal? Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game.

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Gaming Sell GTM Technique 233

Partners in Excellence

MARCH 14, 2024

We struggle with the idea, is there light at the end of the tunnel? How do we survive (though some real leaders are asking themselves how we thrive.) Many of my clients are asking for help in figuring out how to move forward. It’s critical to face the facts, regardless of how bad they are. Time to face reality.

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Objectives and Key Results Clients Drivers/motivators Start-ups 121

Veloxy

MARCH 16, 2022

Why Field Sales is still number one for earning and growth! Did you know that more than 50% of college graduates will start their career in sales? While graduates with business majors have even higher sales placements post graduation, the aforementioned covers all majors. Sales is truly one of the best jobs for recent graduates.

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Pharmaceutical Commission Inside sales Sales 223

Partners in Excellence

FEBRUARY 28, 2024

I asked my question because I believe being really interested in selling is a necessary but not a sufficient condition to be successful in SALES. One can be interested in selling but for the wrong reasons, which then becomes a hindrance for sales success. To answer even your first question:” Are you interested in Sales?”

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Customers Contract Consult Electrical Engineering 113

PandaDoc

JANUARY 29, 2024

Hopefully, the start of the new year has you super jazzed about what your sales organization will achieve in 2024. We know we’re excited about the potential our sales team has at PandaDoc. A sales team is the powerhouse behind any thriving software company. Incentives, or spiffs, can really boost motivation.

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Closing Drivers/motivators Quota CRM 52

Martech

OCTOBER 19, 2023

While businesses value the synergy between marketing, sales and product teams in theory, they often struggle to create a cohesive atmosphere and deliver seamless customer experiences in practice. The tricky point is determining where one department’s responsibility ends and another begins. Why did we choose these KPIs?

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Product Contract Drivers/motivators SQL 127

Sales Pop!

SEPTEMBER 17, 2023

As we cruise towards the end of Q3 in our 2023 selling year, many of us are staring at a Dec. 31 number that will end up south of 100%. We’ve had some promising deals this year that, if won, would have insured a great end to the year. As a result, your numbers and your commissions have suffered.

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Drivers/motivators Commission Clients Up-sell 69

Hubspot

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. If you want a lucrative Q4, read on for the best-kept secrets in the sales world. Set a goal.

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Quota Strategize B2C Transportation 85

Salesforce

DECEMBER 12, 2023

The team collected more than 1,000 generative AI use cases at Dreamforce and hosted deep-dive conversations with 30 Salesforce buyers, admins, and end users. So, what does that mean for admins who are responsible for influencing how generative AI shows up for humans? define a sales forecasting strategy”), or high risk tasks (e.g.,

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Trust Drivers/motivators Legal Cold Call 119

Heinz Marketing

JANUARY 19, 2024

By Sarah Threet , Marketing Consultant at Heinz Marketing Do you have a difficult time choosing the right tools for your team? Feel like maybe you have too many tools in your stack collecting dust? Worst of all, do these silos create roadblocks in getting your campaigns to market? How collaborative is this tool?

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Campaign Represent Education Clients 110

Search Engine Land

NOVEMBER 2, 2023

Whether you’re trying to grow revenue on a client’s website or managing your website, much of your success hinges on your ability to set goals and make them a reality. Ask yourself, how often do you get a great idea, learn a new skill, or start a new affiliate project, and you never see it to completion?

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Objectives and Key Results Drivers/motivators X-functional Clients 107

Heinz Marketing

FEBRUARY 27, 2024

And, in the end, no one can quite pinpoint the exact moment it all went wrong. That’s a significant hit to the bottom line, making it a critical issue for all marketing, sales, and customer success leaders. How often are project deadlines missed or almost missed because team members do not understand their responsibilities?

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Objectives and Key Results Represent Drivers/motivators Promote 67

Martech

MARCH 24, 2023

About 12 years ago, I met with a client and spoke about their approach to customer acquisition. ” He continued, “If we simply were able to renew 10% of our customer base, we would drive $40 million in incremental revenue this year.” Technology’s role is to enable your orchestration strategy — that’s it.

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B2B Customers Technology Technology 122

Martech

SEPTEMBER 28, 2023

You can spend a lot of money trying to increase the results of your marketing communications. If you have a halfway decent marketing martech stack and follow the best practices for your channel, maximizing engagement and response becomes easier. Just add behavioral science into your messaging. Here’s how. That’s right.

Finance 126

Finance B2C Lead generation Up-sell 126

criteria for success

MARCH 2, 2022

There are many aspects to sales development. And all great sales managers know that when it comes to sales development, opportunities for growth are endless. When we talk to sales managers about sales development, we tend to get some similar questions: Where is the best place to start? Where to Start.

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Sales Drivers/motivators Prospecting Growth 104

SaaStr

APRIL 3, 2024

As the kickoff to our first fully digital SaaStr AI Day, Jennifer Tejada , the CEO of PagerDuty, chatted with Jason Lemkin, SaaStr CEO and Founder, about navigating the shift to Generative AI and what Artificial Intelligence in SaaS might look like in the next 6 months, as well as years to come. How to Buck Up and Go Long in SaaS?

Healthcare 93

Healthcare Trust Drivers/motivators Start-ups 93

Salesforce

SEPTEMBER 21, 2023

Veteran reps will tell you that sales isn’t as simple as prospect, pitch, and close. And it’s become more challenging: Two-thirds of sales professionals say sales is harder now than it was in previous years. One way to overcome the slog: finding inspiration in tactical and insightful sales motivational quotes.

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Drivers/motivators Consult Quota Pitch 64

Hubspot

NOVEMBER 27, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. There are a lot of standard qualities most companies look for when recruiting sales professionals. The Anatomy of an Ideal Sales Hire 1. They're money-motivated. Sales requires focus.

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Meeting Drivers/motivators Sales Represent 72

Sales Pop!

JULY 16, 2022

If you read our previous two articles, The Fundamental Error of Approach in Today’s Sales and Theory and Practice of Pipeliner , you’ll clearly see that Pipeliner CRM is not simply a mechanical application—it has a clear theory and purpose behind it. How do we expect Pipeliner CRM to assist in overcoming such challenges?

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Pipeline CRM Non-Profits Drivers/motivators 98

Salesforce

NOVEMBER 16, 2023

You’ve probably turned to your network at some point during a decision-making process, for both personal and business matters. Turn brand advocates into sellers Learn how you can quickly launch referral marketing promotions across the full customer journey. What is referral marketing and how does it work? And how is this done?

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Referrals E-commerce Promote CRM 124

criteria for success

JANUARY 27, 2021

Do you find yourself struggling with motivation, or are unable to motivate your team? The struggle of motivating others – or motivating yourself – can seem an insurmountable challenge. This could be for any number of reasons, which is why we've compiled a list of easy, accessible strategies for motivation.

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Drivers/motivators Construction Gaming Up-sell 98

Salesforce

SEPTEMBER 28, 2023

Sales great Zig Ziglar once wrote, “If you aim at nothing, you will hit it every time.” ” That’s the struggle of every team without clear sales targets: no clarity, no progress, no growth. See how it works What are sales targets? Why are sales targets important? But will they?

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Quota Territory Pipeline Sales 116

Martech

APRIL 4, 2024

I’ve worked with some exceptional email marketers over the years and they share 10 personality traits that have helped them excel. ” This means developing goals and objectives and a plan for achieving them before figuring out how to put that strategy into action. What takes email marketers from good to great?

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Strategize Growth Campaign Legal 89

Heinz Marketing

JUNE 15, 2023

By Maria Geokezas , Chief Operating Officer at Heinz Marketing This is the year of efficiency—at least, according to Mark Zuckerberg. Earlier this year, Meta had to lay off 13% of its workforce in the name of “efficiency.” But marketing and sales teams can only be efficient if they have a trusted strategy behind their efforts.

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Drivers/motivators Campaign Sales Start-ups 98

Martech

DECEMBER 6, 2023

The number of people receiving your emails is one number in a group of numbers that can hurt your reputation. At the end of the day, all of these numbers are hurting your engagement metrics. Armed with generative AI tools and sales engagement platforms (e.g., ” But there’s a catch. The ads in the mobile app.

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B2C Government Represent Account management 132

Highspot

NOVEMBER 25, 2020

??Not only are they key to landing your go-to-market strategy for the upcoming year, but one of the few times your entire sales team will be together, making them valuable opportunities for camaraderie and connection. How do you prepare for a virtual sko? How do you engage salespeople during a virtual sko?

Education 122

Education Drivers/motivators Sales Up-sell 122

Search Engine Land

APRIL 25, 2024

Understanding when a narrow vs. broad approach aligns with your goals and audience is key. Plus, it isn’t very helpful if 99.9999% of the people searching that term (if not more) are not your target audience in your market, who are seeking what you have to sell. If your goal keyword doesn’t match search intent Context matters.

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Niche Clients Education Service 118