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. Matt is a friend of mine, but he’s also the founder of North 6th Agency, which is a communications and PR firm based in New York City. We’re on iTunes.

Objectives and Key Results 105

Objectives and Key Results Finance Start-ups Prospecting 105

Sales Hacker

MAY 11, 2021

Lessons in leadership from life as a card shark [6:49]. The unexpected skill you need to develop to be a manager [8:05]. Learn how Outreach runs account-based plays, manages reps, and so much more using their very own sales engagement platform. OnOutreach to see what they’ve got going on. powered by Sounder.

Sell 57

Sell Inside sales Real Estate Up-sell 57

PandaDoc

NOVEMBER 15, 2021

The terms usually found attached to the notion of “sales culture” are: Intense Competitive Merit-based Transparent Focused Independent Skilled Trenchant Social. The term “sales culture” is a bit of a fuzzy concept. All of those elements and several others are influenced by your company’s sales culture.

Sales 52

Sales Quota Trust Promote 52

Sales Hacker

JULY 24, 2019

But that’s not the only space where women are underrepresented. Women Sales Pros is actively working with companies to attract, hire, and retain more women in their sales teams and sales leadership roles. SH: Why did you start Women Sales Pros? Gender inequality in STEM has been making news for a while. Women Sales Pros.

Gaming 74

Gaming Networking Sales Education 74

Lead Fuze

JANUARY 1, 2022

When I began hiring salespeople, it was difficult to know which outsourcing company would be able to help my business meet its quota. The first thing we do is define what it means to outsource sales, how to go about outsourcing your company’s sales efforts, and when you should or shouldn’t. Who have more than 10 employees.

Commission 52

Commission Territory Sales Objectives and Key Results 52

SaaStr

DECEMBER 3, 2020

As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader. Before Quip, Sam spent an incredible 3 years at Dropbox where he was the first enterprise sales rep in the entire company. Should you hire 2 at a time?

Sales 68

Sales Cross-sell Start-ups Growth 68

Sales Hacker

MARCH 18, 2019

This week on the Sales Hacker podcast, we interview Roger Scott , Chief Customer Officer at New Relic. Growing the Customer Base [10:16]. We focus on the real time performance insights into software. If you missed episode 48, check it out here: PODCAST 48: The Secret to Amazing Sales Engagement w/ Max Altschuler.

Customers 69

Customers Engineering Growth Presentation 69

Sales Hacker

MARCH 16, 2020

This week on the Sales Hacker podcast, we speak with Luigi Mallardo , Chief Revenue Officer at Woffu. If you missed episode 100, check it out here: PODCAST 100: Succeeding as the First Marketing Hire w/ Nicole Wojno Smith. Luigi has a lot of brilliant insights and knows a million different languages and has worked all over Europe.

Up-sell 77

Up-sell Price B2B Start-ups 77

Sales Hacker

DECEMBER 2, 2019

This week on the Sales Hacker podcast, we speak with Mary Rogul , a VP Sales Consultant, who’s currently an Enterprise Sales Advisor at Crayon. Mary was most recently VP of Sales Strategy and Engagement at Crayon , where she’s now an advisor. She’s now a consultant helping VPs of Sales scale and build their sales teams.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

SalesLoft

JUNE 20, 2019

While most of us know Pete for his work building the MSP community, but did you know he started a talent search engine that sold to Monster? Why should you approach hiring as a pipeline activity? What is one of your favorite sales or leadership books of all time, and why? Listen to this episode for answers you can apply today.

Territory 63

Territory Sales Construction Manufacturing 63

ConversionXL

MAY 19, 2020

So if you’re trying to decide where or how to allocate your content marketing efforts, knowing your biggest goals (or glaring weaknesses) can help you prioritize. Evaluation , where differentiation between competitors must occur. Post-Purchase , where buyers confirm whether they made the right decision to buy from you.

Education 129

Education Follow-up Prospecting Service 129

ConversionXL

MARCH 29, 2017

Yet, marketing teams continue to make decisions based on what has worked in the past, what has worked for other people and what appears to be working for competitors. Decisions about what actions to take, when to take them, and how much money to spend are made in the blind or based on what may have worked historically.” (via

Growth 123

Growth Process Objectives and Key Results A/B testing 123

Sales Hacker

MAY 5, 2020

This week on the Sales Hacker podcast, we speak with Devante Lewis-Jackson , one of the top rising sales leaders helping companies grow in New York City and most recently a sales manager at The Muse. If you missed episode 107, check it out here: 107: Origin Stories and the Core Principles of Sales Leadership with Lori Richardson.

Conversion 63

Conversion Cross-sell Retail Up-sell 63

SaaStr

JUNE 10, 2020

But one thing I know through pattern recognition, there’s a lot of similarities across startups and companies as they go through the different stages. But this case study occurred in the last five weeks. And the case study of course is going to be on TripActions. Meagan Eisenberg | CMO @ TripActions.

Launch 69

Launch Start-ups Drivers/motivators Pipeline 69

Heinz Marketing

AUGUST 5, 2019

Mark will talk a little bit about where the report came from and discuss key highlights. The Content Fitness Report contains insights that have the potential to influence decision-making and strategy for marketers across the industry. Each week, we are featuring some of the best and brightest minds in B2B sales and marketing.

Pipeline 61

Pipeline Sales Objectives and Key Results Trust 61

SaaStr

JANUARY 28, 2020

Aaron’s going to talk about what in a few minutes? I mean, Aaron did all the work, and I was on the right side of it and contributed some content. He’s going to talk about those learnings from Twillio and on down, right? Jason : And then Anthony and Maria are going to talk about what next? Jason : All right.

Growth 81

Growth Promote Engineering Up-sell 81

Sales Hacker

NOVEMBER 24, 2020

Sam Jacobs: On today’s show, we’re talking to a friend, an insightful author and leader, and an expert on sales, Trish Bertuzzi. She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back.

Sell 80

Sell Territory Quota Up-sell 80

SaaStr

AUGUST 7, 2020

Before we go into our stories [inaudible] a bit more, provide a bit of context. 359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity.

Price 58

Price Retail X-functional Healthcare 58

Heinz Marketing

SEPTEMBER 2, 2019

What does insight-driven messaging look like for sales? Go to intercom.com/deals. We are featuring every week some of the best and brightest minds in B2B sales and marketing. We were thrilled this last time to talk to Natalie Severino , Vice President of Marketing for Chorus.AI Like a whole lot more deals. Really good.

Pipeline 51

Pipeline Sales Conversion Pitch 51

The Sales Hunter

JANUARY 20, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Communication Skills. Did the customer wind up buying? Yes, so you could say the salesperson go the sale.

Drivers/motivators 73

Drivers/motivators Negotiate Price Sales 73

Sales Hacker

JANUARY 14, 2019

This week on the Sales Hacker podcast , we talk to Amy Appleyard , the recently appointed SVP of Global Inside Sales at CarbonBlack. . Key things to think about for women in sales leadership positions. She’s sort of a rising star in the Boston technology scene, and the Boston sales leadership scene. What You’ll Learn.

Inside sales 54

Inside sales Sales Quota Territory 54

SalesLoft

JUNE 25, 2019

The Hey Salespeople podcast hosted by Jeremey Donovan, SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd, is going global this week discussing sales in the UK. Don’t miss the (very entertaining) part of the conversation where they determine the right pitch for having milk delivered… in the early 2000s.

Cold Call 40

Cold Call Pitch Cross-sell Sales 40

Sales Hacker

APRIL 16, 2018

Why you should spend time with and invest in your new hires. How to know if a company is a good fit for you and your skills. How a cohesive leadership team should function. How a cohesive leadership team should function. 4) Going up the sales career ladder [9:00]. Subscribe to the Sales Hacker Podcast.

Territory 40

Territory Cross-sell Up-sell Objection handling 40

SaaStr

APRIL 25, 2019

With one startup acquired by Yahoo in 2005, another acquired by Google in 2007 and a background as an M&A lawyer, Craig’s perspective on M&A is insightful for any startup founder looking to acquire another company. We’re going to ask them a few questions about one another to see how well they know each other.

Negotiate 59

Negotiate Start-ups Pitch Conversion 59

Heinz Marketing

APRIL 16, 2018

He has researched and presented to business leaders around the world on advanced concepts in optimizing sales talent, maximizing rep productivity, world-class sales leadership and sales enablement technology. We are featuring every week some of the best and brightest minds in B2B sales and marketing. We will discuss what this means.

Pipeline 46

Pipeline CRM Sales Up-sell 46

SaaStr

APRIL 17, 2019

Before Glassdoor, Stephen was VP of Product Marketing at AppDynamics where he helped grow B2B revenue from $0 to $100m in a staggering 3 year period, resulting in their $3.9Bn acquisition by Cisco. Where has Steve seen many make mistakes? Where does Steve find common points of tension between sales and marketing? What works?

Sales 40

Sales Engineering Objectives and Key Results Up-sell 40

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. Insight Selling. Hire Right, Higher Profits. Sales Skills. Other Valuable Skills and Knowledge. So what are the best sales books for helping you reach peak performance? This list is not endorsed or sponsored in any way. Agile Selling.

Sales 141

Sales Objectives and Key Results Technique Non-Profits 141

Sales Hacker

OCTOBER 7, 2021

In fact, operating and achieving any goal while imbalanced is a skill not to be scoffed at. Early in my AE career, the company I worked for was acquired and we were all told we had to go to another state for an entire month of training. Women in sales often have a polarizing experience. The expectation is that we can “do it all.”

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Hubspot

JANUARY 14, 2015

Did you achieve all that you wanted to in 2014? But it’s what you do with your skills that leads to greatness. Or, were you left wanting more? If 2015 goes the same as last year, will you be proud of what you accomplished? As entrepreneurs and marketers, we always want to do more, have more, and be more. The Power of Purpose.

Teamwork 72

Teamwork Start-ups Trust Follow-up 72

SaaStr

JULY 1, 2021

We’re going to talk to three YC founders today. Sam : We’re going to talk today about a lot of topics, but the general theme is, what’s the difference between good and great SaaS companies? ” That is interesting, but always less informative than what you really did right. Get tickets here. TRANSCRIPT.

Drivers/motivators 101

Drivers/motivators Construction Engineering Price 101

Sales Hacker

DECEMBER 8, 2020

The keys to great leadership [18:24]. Sam Jacobs: This week on the show, we’ve got Luke Rogers, the Vice President of Sales at Instabase. At 15, he began going to school part-time in Northern England in Manchester, so that he could run a technology consulting business that he had started. Go to 6sense.com/saleshacker.

Sales 98

Sales E-commerce Technology Technology 98

Hubspot

AUGUST 4, 2022

Every interviewer wants to get a pulse on who you are and how well you'll fit within their organization — but they also understand you won't do too much for them if you don't have the hard skills for a job. Why did that happen, and how did you handle it? Why did that happen, and how did you handle it? Let me think."

Construction 65

Construction Finance Objectives and Key Results Territory 65

Gong.io

SEPTEMBER 30, 2022

Each week, I have my team walk through SPICED, next steps, and forecast category for the month, then provide their rolled-up forecast numbers for the month & quarter. Each week, I have my team walk through SPICED, next steps, and forecast category for the month, then provide their rolled-up forecast numbers for the month & quarter.

Angle 62

Angle Start-ups Territory Gaming 62

SaaStr

AUGUST 30, 2019

As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations. Whitney is also an advisor to companies funded by the YC Continuity Fund, focusing on enterprise strategy, go-to-market strategy, leadership and execution.

X-functional 52

X-functional Drivers/motivators Start-ups Engineering 52

ConversionXL

NOVEMBER 13, 2019

Scaling a people-intensive business requires hiring and retaining exceptional talent. When starting WiderFunnel, I parlayed the experience, insights, and connections at that brand to bring them in as WiderFunnel’s first client.” Spoiler alert: It all comes down to people. In this case, I was a pretty good SEO.

Referrals 110

Referrals Clients Networking Growth 110

Sales Hacker

JUNE 3, 2019

This week on the Sales Hacker podcast, we speak with Alyssa Merwin. She joined the podcast today to discuss the power of customer impact and how her journey to LinkedIn allowed her to break norms, show her vulnerabilities and become the leader in hiring. The leadership skills you learn right out of school.

Construction 60

Construction Cold Call Contract Drivers/motivators 60

SaaStr

MARCH 27, 2020

Before entering the world of SaaS, May was a vice president at one of the world’s largest sovereign wealth funds, where she was the first employee on the technology investment team, building a portfolio now worth over $20B. Where does one look first in the organization when making these cuts? Where do many go wrong here?

Start-ups 81

Start-ups Closing Prospecting Customers 81