Highspot

MARCH 12, 2024

ValueSelling Associates’ Julie Thomas and Highspot’s Kelly Lewis break down how to maximize the impact of revenue enablement Love it, hate it – or do everything in your power to work around it – when it comes to the revenue enablement function, everyone’s a critic. The question only becomes more complex when you look at the data.

Strategize 115

Strategize GTM Cross-sell Finance 115

Martech

APRIL 9, 2024

Our community came together in December at World Tour New York to learn about the latest marketing innovations and how to reach customers better. Let’s take a look at how these innovations will help your advertising efforts. So what do these Marketing Cloud updates mean for you?

SQL 108

SQL Cross-sell Campaign Trust 108

Martech

MARCH 19, 2024

Google Search Ads 360 launched a closed beta for offsite retail media campaigns to help retailers and brands achieve common goals with shoppers, boost product visibility and increase sales, the search ad company told us. Dig deeper: How one tech company is doing marketing without cookies Why we care.

Retail 105

Retail Launch Campaign Contact 105

Veloxy

AUGUST 16, 2023

Shouldn’t the return, along with the uptick in sales, come faster than one year?! You’ve invested in the platform, but how do you ensure you’re truly getting the most out of it? Essential metrics for measuring ROI include sales, marketing and customer service performance indicators.

Objectives and Key Results 130

Objectives and Key Results CRM Profit margin Consult 130

Partners in Excellence

MARCH 11, 2024

There are prompts for “researching and understanding” any role you might be selling to. Hacks for structuring and measuring an entire sales organization. We know how they work and shouldn’t have an expectation of much more–at least used in these ways. Or any market or industry.

Healthcare 112

Healthcare Drivers/motivators Engineering Presentation 112

Veloxy

JULY 26, 2022

But does it apply to the world of sales? Sales has been around just as long as the golden rule , and some may say that the latter came about because of the former. People have always been quick to criticize sales for its occasional pushy tactics, manipulation, and sense of dishonesty. Yes, but with a caveat.

Quota 173

Quota Sales Promote Technology 173

Search Engine Land

APRIL 9, 2024

Our community came together in December at World Tour New York to learn about the latest marketing innovations and how to reach customers better. Let’s take a look at how these innovations will help your advertising efforts. So what do these Marketing Cloud updates mean for you?

SQL 88

SQL Cross-sell Campaign Trust 88

Veloxy

FEBRUARY 13, 2023

Did you know that asking questions makes it more likely for customers to approve of you? Research conducted at Harvard University suggests asking questions improves liking and learning. Open ended sales questions are a crucial aspect of the sales process. What are open ended sales questions?

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Veloxy

DECEMBER 6, 2022

As a recession looms and consumer spending declines, sales leaders are under more pressure than ever to achieve their set goals, even at a time of economic uncertainty. In this guide, we’ll explore three steps that sales leaders should take to achieve these key goals and alleviate pressure in 2023. Sales Automation.

CRM 246

CRM Sales Represent Technology 246

Veloxy

MAY 24, 2023

Mastering sales velocity is essentail for driving revenue growth in today’s competitive business landscape. Sales velocity measures the SPEED at which deals move through your sales pipeline, resulting in shorter sales cycles, higher conversion rates, and increased revenue generation. Need help with Sales Velocity?

Objectives and Key Results 130

Objectives and Key Results Pipeline Pharmaceutical CRM 130

Highspot

MAY 3, 2024

Imagine that only 28% of your sales reps expect to hit quota. As a sales leader, you’d probably scoff at this. But according to Salesforce, this is the reality for many businesses, and the pressure to hit revenue targets has companies looking to improve sales processes to boost performance. Still on the fence?

Cross-sell 52

Cross-sell GTM Technology Technology 52

Veloxy

FEBRUARY 22, 2022

When you’re engaging with buyers who expect a superior customer experience from the sales process (as most do and should), it often presents several challenges for the field sales warrior: How many hours a day should I invest in my sales technology stack without sacrificing customer satisfaction and engagement?

Sell 231

Sell Niche Referrals Sales 231

Search Engine Land

MARCH 12, 2024

Earlier this year, Google announced the expansion of its Gemini generative AI model to support more products, including ad campaigns such as Search and Performance Max. All you need to start is your website URL and Google AI will help you create optimized Search campaigns by generating relevant ad content, including creatives and keywords.”

Campaign 125

Campaign Conversion Clients Technology 125

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Search Engine Land

SEPTEMBER 12, 2023

Even the most traditional PPC manager can’t deny it anymore: Performance Max can do amazing things. Of course, that requires you to approach it with a different mindset than Search and Shopping. Let me give you an example. Try that with Performance Max, and you’ll force it into doing something it’s not built for.

Campaign 144

Campaign Retail Lead generation Pharmaceutical 144

The 5% Institute

AUGUST 22, 2021

Putting together sales KPIs are one of the most important activities you can do as a Sales Professional or Business Owner. But what exactly are sales KPIs – how do you do it correctly, and what are its benefits? Sales KPIs – Why They’re So Important. What Are Sales KPIs? Your Sales Process.

Objectives and Key Results 145

Objectives and Key Results Sales Closing Presentation 145

Martech

NOVEMBER 8, 2023

At the heart of top-performing B2B marketing programs lies a solid answer to the fundamental question: Do you truly know your best customers and where to find more of them? Since 2015, my team has conducted vendor-agnostic primary research into high-performance account-based sales and marketing strategies.

Customers 123

Customers Construction B2B Cross-sell 123

Understanding the Sales Force

APRIL 3, 2024

Dennis Connelly, Derek Baer and I were sharing our experiences coaching salespeople, sales managers and sales leaders, and comparing those who were and weren’t coachable. It was about those who did or did not make changes and improve. It wasn’t personal.

Construction 52

Construction Relationship building Up-sell Follow-up 52

SaaStr

FEBRUARY 20, 2024

In a recent Workshop Wednesday, Tolithia Kornweibel, CRO, and Jamie Edwards, Head of Go-to-Market Operations and Tools, share how Gusto maximizes revenue so that you can do the same. While stability isn’t bad, sometimes it can stagnant you. So, instead of dynamic territory books, they moved to just dynamic books.

Go To Market 92

Go To Market Territory Technique A/B testing 92

Highspot

JANUARY 19, 2024

Now, let’s delve into how you can maximize the return on these investments by incorporating operational rigor and focusing on metrics that truly matter across your enablement programs. Effective enablement is both scalable and adaptable, accommodating changes within and beyond your control.

Strategize 64

Strategize Growth Quota Sports 64

The 5% Institute

DECEMBER 8, 2022

In this article, we’ll explore what is permission based selling, as well as tips to help you close easier and more consistently. These techniques are commonly used by the top five percent of sales performers all around the world. What Is Permission Based Selling?

Technique 134

Technique Sell Presentation Clients 134

Martech

SEPTEMBER 27, 2023

Google Shopping Ads are a powerful platform for increasing your sales. Within this guide, Alam Hosseinbor, ecommerce director at ShoppingIQ, unveils a number of “secrets that Google won’t tell you” and emphasizes that “shopping advertisers unknowingly waste thousands of dollars per year without realizing.”

Price 111

Price CTR Campaign Click Through Rate 111

Partners in Excellence

AUGUST 2, 2023

Have you ever experienced talking about an opportunity, a situation, or strategy with a very high performing sales person? Somehow they “get” everything in a flash and manage to perform at levels, many of us aspire to. When you ask them, they can’t really explain it, they just seem knew what to do.

Sell 84

Sell Represent Start-ups Up-sell 84

PandaDoc

APRIL 30, 2024

Regularly keeping track of incremental sales is one of the best ways of determining how best to allocate your marketing resources. In this article, you’ll find out how to calculate incremental sales for any given marketing campaign, as well as some useful tips and best practices on how to maximize this metric.

A/B testing 52

A/B testing Objectives and Key Results Campaign Legal 52

Highspot

FEBRUARY 28, 2024

Sales operations managers are the unsung heroes behind a high-performing sales team. They design sales processes, sift through sales data, and predict futures. Their role is to set up the sales team for success. What Does a Sales Operations Manager Do? To improve sales outcomes.

Non-Profits 52

Non-Profits CRM Teamwork Sales 52

SaaStr

DECEMBER 13, 2023

Dave Kellogg, EIR at Balderton Capital and 25-year C-level veteran, shares the top 14 signs that you have a SaaS metrics problem, the five reasons those symptoms exist, and a SaaS metrics maturity model with five layers to help you move the needle at every stage. By understanding the problems, you can extract the solutions.

X-functional 126

X-functional Trust Presentation Drivers/motivators 126

Partners in Excellence

NOVEMBER 14, 2022

“Virtual” became the watchword for how things got done–whether it involved internal collaboration, partners, or customer engagement. Just as we started to learn how to manage in the pandemic, we start seeing supply chain challenges. Even dramatic reductions in numbers of sales people. What do we do?

Pipeline 127

Pipeline Pitch Technique Clients 127

Search Engine Land

SEPTEMBER 27, 2023

Google Shopping Ads are a powerful platform for increasing your sales. Within this guide, Alam Hosseinbor, ecommerce director at ShoppingIQ, unveils a number of “secrets that Google won’t tell you” and emphasizes that “shopping advertisers unknowingly waste thousands of dollars per year without realizing.”

Price 97

Price CTR Campaign Click Through Rate 97

The 5% Institute

JANUARY 24, 2022

In this article, we’ll explore eight tips that’ll exactly show you how to increase your selling ability; which are used by the top five percent of sales performers all around the world. How To Increase Your Selling Ability. How To Increase Your Selling Ability. Pain points.

Sell 144

Sell Presentation Clients Up-sell 144

Search Engine Land

DECEMBER 28, 2023

As we approach the end of 2023, let’s reflect on some of the most headline-worthy, controversial, and impactful changes that significantly influenced the PPC world over the past 12 months. Justice Department (DOJ) and 35 states in a landmark case that could bring significant changes to Google and the future of the Internet.

Retail 129

Retail X-functional Launch Non-Profits 129

Partners in Excellence

JULY 21, 2023

I, and so many others, write constantly about how buying is changing and how sellers (sales and marketing) must change to respond to these changes. We read about how email is failing, phone calls, social, and virtually every other engagement platform. So how is it that selling is so difficult?

Prospecting 78

Prospecting Customers Cold Call Commission 78

Hubspot

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Sales Feedback Benefits 1. Sales Coaching Benefits 1.

Objectives and Key Results 76

Objectives and Key Results Objection handling Construction Represent 76

Highspot

OCTOBER 31, 2023

Enablement is vital to acclimate to changes in the business climate. By embracing innovation and aligning your enablement programs with business initiatives, you can embody what good looks like and achieve your organization’s goals. Enablement needs to know if and how reps are driving strategic initiatives.

Strategize 72

Strategize CRM Government Closing 72

Sales Hacker

DECEMBER 14, 2022

One day you might have to explain to your children that companies once had sales meetings in person, in a room with the lights dimmed and something called a PowerPoint presentation. (If If you were lucky, there were donuts.) So you might expect us to say, “and everything changed.” Why sales enablement matters.

Meeting 89

Meeting Cross-sell Technique Education 89

SaaStr

DECEMBER 29, 2023

Catch up on the first half here if you missed it. In part two we head into IPO waters, how to incorporate AI into your products, the best way to drive employee performance, pricing models, and much more. Q: How do you stand out in terms of customer acquisition against large competitors who aren’t incorporating AI?

Customers 100

Customers Price Growth Construction 100

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. With a defined and clear structure, staff can make useful decisions without the constant supervision of their manager.

Technique 98

Technique Construction Legal Sales 98

The 5% Institute

MARCH 1, 2022

In this article, we’ll explore eight tips to drive up sales to help you close easier and more consistently. These tips are commonly used by the top five percent of sales performers all around the world. 8 x Tips To Drive Up Sales. 8 x Tips To Drive Up Sales. How much have they put aside to solve the problem.

Sales 144

Sales Presentation Follow-up Clients 144