Search Engine Land

FEBRUARY 28, 2023

” “We need to close larger deals.” Remember that large companies have longer sales cycles and have more decision-makers in their buying committees. This cycle requires more touchpoints and relevant content for users. Consider creating landing pages for specific company sizes or job functions.

B2B 84

B2B B2C Campaign Territory 84

SaaStr

JULY 19, 2023

How many qualified opps are there per sales rep? How long is the onboarding cycle for a new customer? Blond explains that he’s spoken with executives who focus on big deals falling through to explain stagnating growth. While lost deals have an impact, the real revenue bottleneck may lay elsewhere in the buyer journey.

GTM 81

GTM Growth Referrals Quota 81

Veloxy

NOVEMBER 29, 2021

While it checks a lot of boxes for Sales Managers, there’s still a lot of work that needs to be done to unlock Salesforce’s potential to accelerate sales at your company. Start here: Speed up your selling activities in a few clicks If you’re using another sales acceleration software, most of the principles will still apply.

Sales 290

Sales Quota Up-sell B2B 290

Highspot

OCTOBER 30, 2023

In this article, we help you navigate the intricacies of sales performance metrics, guiding you on which ones are pivotal and how best to measure them. What Is Sales Performance? Sales Performance vs. Sales Metrics Why Analyze Your Sales Performance? Why Analyze Your Sales Performance?

Objectives and Key Results 59

Objectives and Key Results Quota Sales Promote 59

The 5% Institute

JULY 4, 2023

In today’s competitive business landscape, reviewing sales performance is crucial for companies aiming to achieve sustainable growth. By analysing sales data and evaluating key metrics, businesses can identify strengths, weaknesses, and opportunities, enabling them to make informed decisions and drive revenue.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Construction Sales 52

Martech

AUGUST 22, 2023

Getting closer to high-value sales The ABM strategy shouldn’t be confused with lead generation and getting new prospects into the sales pipeline. Instead, the ABM strategy should focus on how to move buyers closer to a sale once they are already in the pipeline. Simply having ABM tech doesn’t mean you have a strategy.

Technology 96

Technology Technology Intrinsic Pipeline 96

Hubspot

DECEMBER 14, 2021

It's a beautiful story — Aaron Ross transformed the Salesforce.com sales team without any traditional cold calling and scaled the business into a $100 million sales machine. But the truth is that most sales reps still don't have time to sit and read the best practices he developed in his award-winning book, Predictable Revenue.

Cold Call 74

Cold Call Represent Sales Quota 74

The 5% Institute

JUNE 5, 2023

Enterprise sales play a vital role in the success and growth of businesses operating in the corporate market. Unlike traditional sales approaches, enterprise sales require a unique set of strategies and techniques to effectively navigate the complex dynamics of large organizations. What is Enterprise Sales?

Sell 52

Sell Objectives and Key Results Cross-sell Relationship building 52

SaaStr

SEPTEMBER 20, 2023

Beyond multiples, many Cloud companies faced a deluge of headwinds that impacted business fundamentals… Lengthening sales cycles Tightening customer budgets It was no surprise that SaaS IPOs came to a screeching halt. It was a record year for private equity-sponsored deals. What does this mean for Cloud companies?

Growth 94

Growth Negotiate Finance Contract 94

Partners in Excellence

MAY 11, 2023

Likewise, when I talk to managers, I ask about their people and performance, “What are win rates, average deal sizes, sales cycle… Are they producing the critical outcomes and how are you measuring those… ” Too often, I get a blank/impatient stare, “Why are you talking about all this stuff, they need to hit their goals!

Quota 62

Quota Pipeline Launch Conversion 62

Partners in Excellence

AUGUST 27, 2020

Good revenue has the following characteristics: It generates strong profitability because it is from deals that we know how to support well. It is from deals that strengthen our experience and position within a customer, a market, an industry. It enables us to more easily find and pursue more deals/revenue.

Strategize 112

Strategize Prospecting Growth Sell 112

Sales Hacker

FEBRUARY 2, 2021

Before we dive into sales cycle management, let’s first focus on what a sales cycle is and the sales cycle steps. What Is a Sales Cycle? It gives you insight into your sales processes and allows you to evaluate their effectiveness. What Are the Seven Steps of the Sales Process?

Sales 105

Sales Cross-sell Pipeline Negotiate 105

Partners in Excellence

NOVEMBER 14, 2022

In our own organizations, we have to do with much less, many marketing and sales programs are being stopped or eliminated, all spending is being reassessed. In our own organizations, we have to do with much less, many marketing and sales programs are being stopped or eliminated, all spending is being reassessed. What do we do?

Pipeline 121

Pipeline Pitch Technique Clients 121

SaaStr

JUNE 1, 2023

Outreach is the leading sales execution platform that helps market-facing teams efficiently create and predictably close more pipeline. Outreach is the only company to offer sales engagement, revenue intelligence, and revenue operations functionalities in a unified platform. At SaaStr, our partners are an integral part of our events.

Growth 75

Growth Pipeline Trust Technology 75

ConversionXL

JUNE 2, 2022

DocuSign combines both to fuel its sales funnel. It flips the traditional sales funnel on its head, ditching the one-size-fits-all approach to marketing in favor of a land-and-expand approach. This required complete alignment across marketing and sales teams to engage, then close the deal. The result?

Lead generation 94

Lead generation Strategize Campaign Profit margin 94

Salesforce

JANUARY 3, 2024

As a sales professional, you don’t have to coerce or pressure. That begins with your sales pitch. What you’ll learn: What is a sales pitch? Why are sales pitches important? What are the core elements of a sales pitch? What are the types of sales pitches? How do you craft your own sales pitch?

Pitch 109

Pitch Sales Prospecting Clients 109

Sales Hacker

JUNE 24, 2021

Are your sales org’s deals getting stuck in the proposal stage more often than not? Stalled deals are usually a result of placing too much emphasis on optimizing the top-of-the-funnel at the expense of the bottom. But like all other aspects of sales, closing is a process. If so, it’s not a rep problem.

Closing 108

Closing Contact Sales Follow-up 108

Partners in Excellence

AUGUST 18, 2022

I recently read a LinkedIn post, one of the statements was, “Sales are math.” The noun form of the word, Sales, is about accounting for a transaction. When I was EVP of Sales, every day I would call my sales ops VP, asking her, “What did we book in sales today?” What is selling?

Sell 80

Sell Sales Retail Up-sell 80

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. What Is Enterprise Level Sales?

Niche 95

Niche Closing Process Government 95

SaaStr

APRIL 5, 2023

Revenue Operations Is Much More Than Sales Revenue ops aren’t just GTM, GTM strategy and ops, sales or marketing ops, but you’ll see these titles and roles in various companies. Considering aspects of sales and GTM strategies. They seek out someone for campaign management and leveraging the right tools for marketing.

GTM 74

GTM Education Objectives and Key Results Territory 74

Martech

APRIL 4, 2024

The March 2024 HubSpot updates include tools that will help your team leverage AI for better email marketing, along with better ways to visualize and understand your data. More detailed deal progression insights with new properties. But that’s just the beginning. Improved file management within the CRM.

CRM 53

CRM Objectives and Key Results Contract Strategic planning 53

Partners in Excellence

AUGUST 5, 2019

Leverage is an important concept in business, sales, and marketing. Unfortunately, we spend too little time understanding leverage and identifying leverage opportunities in coaching and developing our people. Perhaps, our aversion to leverage is the negative connotations of the word.

Pipeline 81

Pipeline Territory Prospecting Sell 81

Hubspot

NOVEMBER 16, 2023

HubSpot’s fastest growing customers - # of deals done - focused on customer connection drove 5x more growth, 19% more growth for those engaging throughout the customer lifecycle. It’s no longer just about acquiring information, but knowing how to act on intelligence. Always start with the CUSTOMER! I don’t disagree with Yamini.

GTM 54

GTM Trust CRM Cross-sell 54

Veloxy

NOVEMBER 29, 2021

60% of customers will shake their head NO to a sale up to 4 times before they actually say YES to it. Sadly, many sales reps miss their opportunity to get the YES when 48% of them don’t do the necessary follow-up. What is Predictive Sales Analytics? It’s time you replace your dart board with a crystal ball.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Partners in Excellence

NOVEMBER 2, 2020

“All sales problems are pipeline problems, and all pipeline problems are prospecting problems…… ” I was having a conversation with a really smart person. But I’m uncomfortable with this, I wish diagnosing sales performance issues could be that easy.

Pipeline 85

Pipeline Territory Sales Prospecting 85

Veloxy

FEBRUARY 22, 2023

Field sales is a critical aspect of many businesses’ sales strategies, with representatives and managers working in the field to meet with customers and close more deals. Zippia reports that there are over 731,605 field sales representatives and 127,122 field sales managers currently employed in the United States.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Highspot

SEPTEMBER 11, 2023

Many sales reps feel this way, constantly racing to adapt to the unpredictable. Fortunately, if you’re aiming for peak sales performance in an uncertain world, you’re in the right place. Our guide provides critical strategies and sales readiness tools to ensure your sellers have the core knowledge and skills to thrive.

Objection handling 59

Objection handling Sales Technique CRM 59

Hubspot

MAY 5, 2020

And as a sales leader, you already know this. Your sales reps have a deep knowledge of how prospects can leverage your product, and they can craft customized plans about the best ways to do so. Those are what allow you to tweak your sales process and fill gaps in knowledge as needed. Sales Analysis Reports.

Objectives and Key Results 81

Objectives and Key Results Pipeline Quota Sales 81

Partners in Excellence

MAY 24, 2022

.” It’s very easy, particularly with technology, for sales people to achieve any call goal that’s set. If it is driving the behaviors and results we are trying to motivate, we can leverage gaming in very powerful ways. In my experience with organizations like them, I had seen typical sales cycles of 9-12 months.

Gaming 71

Gaming Pipeline Quota Closing 71

Sales Hacker

JUNE 15, 2023

According to the HubSpot Sales Trends 2023 Global Report, setting and meeting sales quotas this year will be harder than ever. A lead comes in to your sales team — which rep is going to handle it? Ideally, you choose the rep best suited for each particular lead, usually based on territory, deal size, or industry.

Territory 72

Territory Represent Follow-up Campaign 72

Partners in Excellence

MAY 5, 2021

Sales (and marketing) is a numbers game! Too many organizations are driven by the numbers and “math” of sales and marketing. The math is pretty easy, even someone in sales and marketing can do this. It seems everything we do in sales and marketing is reduced to a set of trusted math equations. Math works!

Pipeline 77

Pipeline Quota Cross-sell Prospecting 77

The 5% Institute

MAY 9, 2023

Are you struggling to close deals and generate revenue for your B2B company? Are your sales reps unable to meet their quotas and reach their targets? The solution to these problems may lie in providing your sales team with effective B2B sales training topics.

B2B 52

B2B Objection handling Negotiate Technique 52

Sales Hacker

JUNE 10, 2020

The difficulty lies with the fact that salespeople forget the true value of a C-suite sale. The difficulty lies with the fact that salespeople forget the true value of a C-suite sale. Selling to C-suite executives allows you to: Accelerate your Sales Cycle. Increase your Average Deal Value. Let me show you how.

Sell 83

Sell Territory Contract Contact 83

SalesLoft

NOVEMBER 14, 2023

The sales pipeline is the lifeblood of every sales team, providing a visual representation of where all opportunities stand in the sales process. It gives sales reps and leaders insight into deal size, sales velocity, revenue forecasts, and more. a sales rep’s quota.

Pipeline 52

Pipeline Referrals CRM Sales 52

Highspot

MARCH 21, 2024

Despite this, many sales emails find their resting place in the trash, unopened and unread. We’ll explore how to craft good sales emails that get opened and inspire action, all while introducing four metrics to measure sales email success. What are the Different Types of Sales Emails? A recent McKinsey & Co.

A/B testing 96

A/B testing Sales Follow-up Click Through Rate 96

SaaStr

JULY 11, 2023

How do you win with a high-velocity sales strategy in a fast-moving, competitive market? In a special session of Workshop Wednesday, Gorgias Founder & CEO Romain Lapeyre and Gorgias VP of Sales & Partnerships Aasif Osmany share their learnings, advice, and hacks for optimizing your sales process. Sign up for free.

Objectives and Key Results 63

Objectives and Key Results E-commerce Quota Sales 63

Partners in Excellence

AUGUST 12, 2019

Every year, I meet with thousands of sales people and sales managers. Inevitably the conversations focus on sales performance and achieving their goals. We try to help them understand the leverage points in achieving their goals, and how that drives their focus and activities. We start talking about the “numbers.”

Pipeline 75

Pipeline Quota Presentation Education 75