PandaDoc

JULY 1, 2020

Most high-performing sales development representatives (SDRs) describe sales prospecting as equal parts of artform and science. And it must be your top priority all the time. “It takes 18 dials to connect with a buyer and only 23.9% And it must be your top priority all the time. Be relentless. Warm-up cold leads.

Technique 98

Technique Growth Prospecting Referrals 98

VanillaSoft

AUGUST 4, 2021

Despite what outsiders may believe, sales doesn’t just come down to being blessed with the gift of gab — although, it helps. Salespeople juggle huge lists of daily tasks, from prospecting to lead nurturing, cold call outreach, social selling, and much more. How does it do that? Selling is hard enough. Check it out. ??.

B2B 61

B2B Sell E-commerce Cold Call 61

Lead Fuze

JULY 7, 2023

It not only drives revenue growth but also helps in managing customer churn and acquisition costs effectively. How setting targets can reduce customer churn Creating objectives isn’t just about gaining income, it’s also about maintaining your customers contented. Motivation is the secret sauce to achieving your goals.

Drivers/motivators 52

Drivers/motivators Lead generation Sales Technology 52

Partners in Excellence

AUGUST 22, 2013

It’s clear that our customers want to be engaged differently. High performing marketing and sales organizations are reshaping themselves to respond with Insight. I’m not sure how new this is–I think customers have always wanted these things, I think they may be manifesting it differently.

Manufacturing 93

Manufacturing Finance Legal Up-sell 93

Partners in Excellence

FEBRUARY 7, 2013

Insight is a key differentiators in the value we create for our customers, throughout their buying process. The insights we provide, the ability to help the customer think about their businesses differently is critical both to their and our success. So I’m troubled by the notion of the Insight or Teaching Pitch.

Pitch 88

Pitch Conversion Customers Sell 88

Heinz Marketing

MAY 14, 2019

Account-based marketing has emerged strongly over the past 2-3 years as a more disciplined, interactive way for sales and marketing to increase focus, conversion and velocity amongst their most important, strategic target accounts. It provides practical insights and things to avoid from a marketer’s point of view. Refreshing!

Manufacturing 70

Manufacturing Healthcare Cross-sell Education 70

Partners in Excellence

MAY 29, 2012

One of the disturbing trends and, I’m certain, unintended consequences of people looking at the Challenger Sale, is that we aren’t really providing insight or creating distinctive value. In speaking with people about what they are doing, too often it focuses on story or the pitch. Generic ideas are a dime a dozen.

Pitch 91

Pitch Presentation Campaign Customers 91

PandaDoc

JULY 1, 2020

Most high-performing sales development representatives (SDRs) describe sales prospecting as equal parts of artform and science. And it must be your top priority all the time. “It takes 18 dials to connect with a buyer and only 23.9% And it must be your top priority all the time. Be relentless. Warm-up cold leads.

Technique 52

Technique Growth Prospecting Referrals 52

Partners in Excellence

MAY 17, 2012

Let’s face it, customers really hate us. They will tolerate our marketing content—as long as it isn’t too promotional—just the facts please. Sales people, well that’s another story, we’re really a total waste of their time, unless the are looking for lunch or a golf game.

Customers 88

Customers Manufacturing Government Gaming 88

Partners in Excellence

MAY 29, 2012

In the new world of B2B selling, sales people need to bring insights to their customers. A large element of the value we create derive from the insights we bring to our customers. ” It’s a great question–unfortunately it happens. Insight is not “mass marketable.”

Price 86

Price Trust Launch B2B 86

ConversionXL

AUGUST 30, 2016

There’s no rocket science that follows, but this framework may well help your team drive a more efficient optimization culture. As cofounder of Science Rockstars , the company that created PersuasionAPI , and former employee at Booking.com , I am biased to use the science of persuasion to create experiments.

E-commerce 63

E-commerce A/B testing Price Drivers/motivators 63

Sales Hacker

AUGUST 4, 2020

This week on the Sales Hacker podcast, we speak with Matt Rizzetta , founder of North 6th Agency, which is a communications and PR firm based in New York City. If you missed episode 120, check it out here: From SpecOps to RevOps: What Soldiering Can Teach Us About Selling with Matt Rizzetta. It’s Sam Jacobs.

Objectives and Key Results 106

Objectives and Key Results Finance Start-ups Prospecting 106

Heinz Marketing

APRIL 22, 2019

It’s live every Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. ” “…the technology solutions make it easier to get more bad leads faster to sales than ever before. Paul: Yeah, could be.

Pipeline 61

Pipeline Appointment Sales Prospecting 61

ConversionXL

OCTOBER 21, 2019

When it comes to Google BigQuery, there are plenty of articles and online courses out there. Or, if you’re already using BigQuery, how can you go further and do some really cool stuff with it? Or, if you’re already using BigQuery, how can you go further and do some really cool stuff with it? It’s not the only difference.

SQL 84

SQL CRM X-functional Clients 84

SaaStr

DECEMBER 3, 2020

403: Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. How does this change when selling to SMBs vs enterprise? * Does it have to be tied to a number related to revenue? How should the success of marketing be measured?

Sales 72

Sales Cross-sell Start-ups Growth 72

Lead Fuze

JANUARY 9, 2024

How to create an immersive customer experience is more than a buzzword; it’s the heart of modern retail success. Plus, learn why continuously gathering feedback isn’t just helpful—it’s essential in crafting those impactful immersive moments that keep people coming back for more.

Customers 52

Customers Retail Technology Technology 52

Sales Hacker

OCTOBER 5, 2020

The global tech market growth will drop to 3% in 2020 and 2021, according to the Forrester IT spending forecast. And it could drop even more if we go into a full-fledged recession. Almost 50% of CFOs expect to reduce IT costs by canceling less-critical projects. Be thankful. Be genuine. Review Your ICP. The bottom line is this.

Commission 113

Commission Government Clients Sales 113

Gong.io

FEBRUARY 4, 2021

How do I even know it’s working? As a result, they attempt to figure it out along the way. . It leaves your team vulnerable, and reps at risk of failing means you’re at risk of failing. . Always telling you what to do, how to do it, then how to do it better ( No! You’re doing it all wrong. your bullpen)?

Gaming 127

Gaming Intrinsic Pipeline Strategize 127

ConversionXL

AUGUST 4, 2015

“Give people what they want, when they want it, in the form they want it in…” said Kevin Spacey in a speech at the Edinburgh Television Festival in 2013 about the recent success of his series, House of Cards. It’s also the core of developing winning test hypotheses. And, what’s the best way to capitalize on it when you do?

Conversion 115

Conversion Customers Price A/B testing 115

Partners in Excellence

JANUARY 30, 2013

His team was inspired by Challenger and Insight selling, as so many of us are. They had gone through the training and were ready to start providing insights to their customers, transforming the customer engagement process, intercepting the customer before they had even recognized they have a problem or opportunity.

Pitch 92

Pitch Up-sell Conversion Start-ups 92

Jeff Shore

SEPTEMBER 12, 2018

That doesn’t mean that selling is easy but the principle of one person talking to another person and having the solution to meet a need, remains the same. If you're trying to be effective in sales, it's still about what happens in that moment when one person talks to another person. 12:39] Is it about quantity or quality? [21:27]

Sales 65

Sales Up-sell Technology Technology 65

SaaStr

JUNE 11, 2019

Give it up, ladies and gentlemen. It’s great to be here. Keith : Well, it does matter depending upon what you’re trying to do in the world what the ideal composition of the team is. And at first, it didn’t totally make sense to me. Keith Rabois, Managing Partner @ Khosla Ventures. FULL TRANSCRIPT BELOW.

Engineering 89

Engineering Growth Promote B2B 89

SaaStr

APRIL 16, 2023

Fast forward to today, and Slack is coming up on $2 Billion in ARR , with the majority of its revenue being bigger enterprise deals … with a sales driven motion. But here’s a chance to look back at how Slack really was as it began to explode at tens of millions in ARR, but before it had added a single sales rep.

Start-ups 136

Start-ups Real Estate Product Networking 136

SaaStr

JUNE 23, 2019

Give it up, ladies and gentlemen. It’s great to be here. Keith : Well, it does matter depending upon what you’re trying to do in the world what the ideal composition of the team is. And at first, it didn’t totally make sense to me. Keith Rabois, General Partner @ Founders Fund. FULL TRANSCRIPT BELOW.

Engineering 76

Engineering Growth Promote B2B 76

Heinz Marketing

NOVEMBER 12, 2018

It’s live every Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We talk about his latest book, Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No and a lot more!

Pipeline 73

Pipeline Cold Call Sales Prospecting 73

Sales Hacker

DECEMBER 4, 2017

It seems like there’s a slack integration for everything these days – even bots who can order pizza , analyze market data, and keep you humble on a daily basis. Make real time decisions based on data-driven insight, but in crisp, simple language everyone comprehends. Derive actionable insight from your sales calls.

Product 68

Product Contract CRM SQL 68

Heinz Marketing

OCTOBER 8, 2018

The Power of Consistency is the second book, and his new book, Consistency Selling. Listen in and/or read it below. He is the CEO of Weldon Long , and he is the author of the new book, Consistency Selling: Powerful Sales Results. I mean, it’s one of the most amazing stories that I’ve heard in the industry.

Pipeline 89

Pipeline Sales Price Objectives and Key Results 89

Heinz Marketing

MARCH 19, 2018

What should sales leaders be looking for in platforms to ensure they’re getting results and ensure that it’s additive to their productivity versus negative? He holds an MBA from Harvard and a Masters in Computer Science from the University of Pennsylvania. It’s amazing. Paul: Welcome everybody. Paul: I know.

Pipeline 55

Pipeline Sales Technology Technology 55

ConversionXL

FEBRUARY 5, 2014

However, in 2007, “familiarity” jumped to 37%, and in 2012, it was 45% – that’s a 105% difference!! In 2006 it was a mere 11%, and in 2012 it hit 29%. When it comes to male vs. female listeners, there’s an almost-even split of 54% to 46% (favoring males). That’s a 163% difference if you’re still counting…. 12-24 (26%).

E-commerce 100

E-commerce Launch Non-Profits Start-ups 100

Lead Fuze

JANUARY 2, 2024

What if it held secrets to doubling engagement, personalizing content that feels like a warm handshake? Conclusion Crafting Compelling Email Content Ever stared at a marketing email and wondered why it was so effective? Ever feel like your emails vanish into the abyss, never to spark a sale or stir a smile? You’re not alone.

A/B testing 52

A/B testing Click Through Rate Campaign Sales 52

SaaStr

AUGUST 19, 2020

I’ve held a bunch of technology leadership roles in startups, in rocket ships and turnarounds, including about 10 years at Google, and just over three years leading efforts at Evernote. So that’s really what I’ll do and I’ll start by just giving a sense as to what it clearly must feel like to everyone.

E-commerce 103

E-commerce Price Start-ups Growth 103