Partners in Excellence

OCTOBER 12, 2023

One of the biggest mistakes I see sales managers, particularly new managers, make is the view, “I can do it better myself!” They swoop in, most of the time uninvited, taking over a deal. The rationale is, “We need to win the deal, we need to hit our goals, I can do it better myself!”

Closing 124

Closing Sell Sales 124

SaaStr

DECEMBER 23, 2023

Dear SaaStr: What Advice Do You Have For a First-Time VC? Don’t Start Slowly — If You Have Great Deal Flow. Sometimes, don’t even do a deal your first year. Some of the best deals you’ll ever see as a founder-turned-VC will be in your first 90 days. So we all feel this.

Start-ups 119

Start-ups Pitch Closing Conversion 119

SaaStr

APRIL 7, 2024

Hire your first salesperson when you have closed the first 10 customers and are spending more than 20% of your time on sales. Don’t be swayed solely by impressive resumes or acronyms; instead, seek out those individuals who you would personally buy your product from. Way, way too many founders do this. More here. #4.

Sales 107

Sales Quota Closing Up-sell 107

Search Engine Land

MAY 9, 2024

Your online reputation is what users can learn about your brand within a few seconds. In this article, you will learn: How to properly monitor what is said about your brand online across different platforms. How the right strategy and different processes can defend your brand from potential threats. Who you do it for.

Engineering 104

Engineering Networking Clients Construction 104

Partners in Excellence

APRIL 17, 2024

As much as we tire talking about the constancy of change, our jobs as sellers only exist because of change. ” How many enablement programs include comprehensive training around change and change management? What about tools to help us and our customers manage the process? And we know how many of these fail!)

High impact 114

High impact Service Growth Conversion 114

Partners in Excellence

FEBRUARY 15, 2024

I can’t begin to count the number of “experts” filling my social feeds with the sage wisdom and advice on maximizing performance: “Give your best leads to your top performers!” You don’t want to be wasting your leads!” So the decline in performance has a couple of effects.

Start-ups 104

Start-ups Up-sell Sell Product 104

Martech

APRIL 29, 2024

It demands a people-focused approach to navigate the changes and align your teams for the transformation. Embracing AI is not just about technology but about managing change and enabling your teams to thrive in the evolving marketing environment. Embracing change, especially with AI, can be challenging.

Legal 70

Legal Finance Drivers/motivators Meeting 70

Martech

FEBRUARY 20, 2024

It’s not much, but it’s enough to make me not want to do it again. But even though my mistake didn’t end up in your inbox, it’s still a learning opportunity with takeaways that can help you spot potential errors long before they go out into the world. How do we prevent mistakes from happening in email?

Objectives and Key Results 115

Objectives and Key Results Retail Campaign Appointment 115

SaaStr

MARCH 11, 2024

So you’re hiring your first few sales reps in the early days? If you honestly wouldn’t buy from them — well neither will your prospects. If you honestly wouldn’t buy from them — well neither will your prospects. The #1 trick to making sure your first sales reps work out? Or worse. #5.

Sales 101

Sales Up-sell Promote Meeting 101

SaaStr

MARCH 22, 2024

During her time in finance, she did multi-million dollar deals with 12 to 18-month deal cycles. After switching to SaaS, she started as an SMB sales leader with no prior management or SMB sales experience. The highs and lows always come, usually involving the people on your team. That feels great.

Finance 104

Finance Territory Quota Presentation 104

Search Engine Land

MARCH 12, 2024

“The conversational experience workflow is designed to help you build better Search campaigns through a chat-based experience,” says the article by Shashi Thakur, Google Ads Vice President and General Manager (Search Ads & Ads on Google Experiences). “It It combines your expertise with Google AI. My takeaways after testing it.

Campaign 124

Campaign Conversion Clients Technology 124

Search Engine Land

JULY 27, 2023

Going from an SEO professional to a manager of an SEO team, you need to shift your mindset, lean into your new role, and build trust with your team. Moving from focusing on your own output to your team’s needs can help you succeed in your new role. Approve vacation.

Objectives and Key Results 93

Objectives and Key Results Promote Pipeline Drivers/motivators 93

SaaStr

MARCH 20, 2024

Learnings as a Partner at Founders Fund Some nuances prevent deals from happening that Sam wasn’t aware of at the beginning. It was too easy to spend money and check the box of doing your job instead of getting creative on campaigns that drove outsized returns. More salespeople do not equal more sales.

Quota 110

Quota Finance Drivers/motivators GTM 110

Salesforce

SEPTEMBER 28, 2023

Create sales plans that save reps time and maximize sales impact Get your targets, budget, and headcount aligned with just a few clicks so you can sell more efficiently. These include things like quota attainment for a sales team and the numbers of deals in reps’ pipelines. All they have to do is start running.

Quota 116

Quota Territory Pipeline Sales 116

Search Engine Land

FEBRUARY 23, 2024

Without effective project management, this constant influx of work can quickly become overwhelming. There is a significant difference between removing dead weight and smart redirections and link management. Use these sessions to share your projects, listen actively and ask questions.

X-functional 117

X-functional Territory Launch Follow-up 117

SaaStr

NOVEMBER 2, 2023

Hiring a VP of Sales Who Never Really Understands Your Product During The Interview Process Ok I know some even many will disagree, but I’m right here :). I see so many SaaS startups hire someone likeable, who can talk the talk on sales hiring and processes — but never really understands what you do. At least get close.

Process 100

Process Sales Up-sell Quota 100

Adaptive Business Services

JANUARY 31, 2024

Let’s examine that … Back in the 80’s, I was the sales manager for a local office equipment company. They had a policy that, if you were under a maintenance agreement and we were not able to respond within 24 hours, you would receive a $25 credit to your account. Our very first job was about 150 miles away in a resort community.

Transportation 71

Transportation Commission Territory CRM 71

Partners in Excellence

SEPTEMBER 29, 2023

Do you genuinely care about the people you are prospecting? Do you genuinely care about your customers? Do you genuinely care about your colleagues and peers? Do you genuinely care about your people? Do you genuinely care about what you are doing? I see this in deal reviews.

Assembly Line 101

Assembly Line Trust Up-sell Start-ups 101

Partners in Excellence

JANUARY 23, 2024

Time management has always been an important concept. I can remember reading all sorts of books on effective time management, even back to college days. I continue to devour them, adapting many of the principles to my own time management. We have reached a “crisis” in time management.

Objectives and Key Results 105

Objectives and Key Results Technique Presentation Closing 105

Gong.io

SEPTEMBER 12, 2022

What rules your sales team – order or chaos? Do your reps follow a consistent and repeatable process that makes it easy to predict quarterly sales? Or are they flying by the seat of their pants, following their own playbooks, and sending your metrics all over the place? Some of the best sales teams start that way.

Objectives and Key Results 118

Objectives and Key Results Cold Call Pitch Sales 118

Partners in Excellence

MARCH 5, 2024

He started a few years before me and was managing some significant banking accounts for IBM. It was a difficult conversation, but what he wanted to do is to get the customer focused on the critical issues and communicate as straightforwardly as Gus was communicating with them. When I finished college I needed a job.

Sell 77

Sell Contract Retail Account management 77

Partners in Excellence

APRIL 8, 2024

Every quarter there is the inevitable rush to close deals, to hit our numbers. And others go, blithely, along, “AI can help you double/triple/quadruple your personalized outreach!” ” With managers going along with this, saying, “More top of funnel focus!” Kiss those selling jobs good-bye!

Quota 112

Quota Trust Pitch Up-sell 112

SaaStr

OCTOBER 10, 2022

A gap opens up when: – Sales abandons the customer the moment deal is closed – Support too reactive & slow to solve real issues – Deployment harder than should be. An important gap to fill, and a full-time job. But the best do more. But then they are off to the next deal. Most of us do.

Customers 121

Customers Account management Closing Follow-up 121

SaaStr

FEBRUARY 14, 2023

What it all means is that if you do it right, you’ll make 6x or more the revenue from your customers after the sale itself. If you really want to close that big deal, you’re probably going to have to get on a plane. At least, to maximize the deal size and odds of closing. Share your vision and roadmap.

Customers 122

Customers Meeting Closing Trust 122

SaaStr

OCTOBER 27, 2023

As a sales leader, you can’t own a full quota and manage eight reps. 80% of VPs of Sales today should close when they start, ideally for just a quarter or two, and then assist and join deals with the team. Otherwise, your company will never grow. Q: How Do Founders Ramp AEs Faster? Q: How Do Founders Ramp AEs Faster?

Strategize 103

Strategize Growth Niche Quota 103

PandaDoc

MAY 7, 2024

An effective lead management process is one of the most critical factors driving sales through your funnel. Optimizing your lead management process , in other words making sure all leads, once hooked, have the maximum chance of converting to a sale, is vital to your business’s success.

Process 52

Process Lead generation Objectives and Key Results Legal 52

Salesforce

MAY 1, 2024

Your coffee doesn’t seem strong enough to tackle the neverending queue of customer queries and complaints. Let’s take a few minutes to review the telltale signs of call center burnout and offer practical strategies for preventing, managing, and overcoming it. Does your to-do list seem insurmountable?

Teamwork 52

Teamwork Technique Technology Technology 52

Sales Hacker

DECEMBER 1, 2023

How are they doing it? Owner has created the ultimate recipe for growth: Acquisition x Churn x Deal Size = Increasing Acquisition Rate Decreasing Churn Growing Deal Size Driving a super efficient BDR motion powered by great data. This has contributed to deal sizes increasing by over 30%. Is it their vertical?

GTM 89

GTM Contract Represent CRM 89

Salesforce

FEBRUARY 16, 2024

To keep your sales team motivated when things are tough, you need to reward them for their victories. Done the right way, commissions can be a powerful incentive to give your best and go beyond your comfort zone. For example, let’s say your leading rep’s base salary is $100,000. 1 x $5,000) = $100,500.

Commission 104

Commission Territory Quota Drivers/motivators 104

Partners in Excellence

JANUARY 12, 2024

I want to accomplish a lot, but I want to do it with minimal effort. As I look at selling, today, it requires far too much effort—far more than I’m willing to do. After all, we have to send 1000s of emails a day, we have to make 100s of calls, we have to spend hours doing outreach in LinkedIn and other channels.

Sell 111

Sell Commission Up-sell Quota 111

Search Engine Land

OCTOBER 24, 2023

In this article, I’ll go through with you a few things on how to collaborate well with developers, including: My now standard operating procedure with developers, which could/should be your new baseline expectation. Following their process and providing all the information they need to get the job done or tell me why they can’t do it.

Intrinsic 105

Intrinsic Manufacturing Trust User Experience 105

SaaStr

DECEMBER 12, 2023

That sounds high to me, but still useful to see the data: One thing I’ve never really had much data on is exactly below what level of attainment sales reps typically are at risk of losing their jobs, however. The post Salesforce: Your Job’s at Risk If You Sell Less Than $400k a Year appeared first on SaaStr.

Sell 120

Sell Quota Commission Contract 120

Partners in Excellence

FEBRUARY 14, 2024

“Why does your lock screen look so different, can I do that?” So many jobs seem to be “temp” jobs–whether by the employee’s or management choice. approaches to deal with it. While we may have technology that provide the potential for us to do more, if we have V1.0

Technology 94

Technology Technology Up-sell Meeting 94

Partners in Excellence

OCTOBER 9, 2022

Of course, many of you will talk about your success in implementing this, but I suspect you could be much more successful. Why do we charge our least experienced people with this responsibility? I’m not sure we do ourselves any favors by separating prospecting responsibility from the rest of deal management.

Cold Call 123

Cold Call B2B Prospecting Up-sell 123

SaaStr

DECEMBER 18, 2023

Security is all about where data is coming from and how you’re training your models. Every software company is trying to do this, and it is the most critical area to focus on. How to scale AI across your business. If you’re not doing it today, your competitor definitely will be.

Gaming 104

Gaming Technology Technology High impact 104

Sales Hacker

MARCH 8, 2024

Claim your tickets today , including a limited number of special two-for-the-price-of-one tickets. Partner data (or second-party data) provides additional intel on customers and prospects, and can also inform your product and feature roadmap. So this week’s breakdown on ELG has been a longtime coming. Let’s get into it. Efficiency.

GTM 95

GTM Growth Cross-sell Referrals 95

Salesforce

FEBRUARY 26, 2024

Get ready, world: AI assistants may become your new business BFF. It’s the next level of innovation within generative artificial intelligence (AI) technology, where you simply tell a copilot what to do for you, right in the flow of your work. A copilot makes you more productive by doing work on your behalf.

Retail 89

Retail CRM Contract Gaming 89