Salesforce

NOVEMBER 11, 2022

As a woman in financial services myself, I realized early on that we must take ownership of our careers and not wait for someone to notice our achievements. Many of the women we talked to agree that investing in personal growth is critical to building your career on Wall Street. Watch the episode.

Finance 98

Finance Networking Manufacturing Customer Relationship Management 98

Search Engine Land

OCTOBER 11, 2023

Many managers overlook a key opportunity: getting to know their team better. I am not an HR manager and have never worked in HR. Still, I have managed people in some capacity over the years and have a strong interest in the psychology behind human behavior – that is what I’m pulling from for this article.

Drivers/motivators 111

Drivers/motivators Trust Consult Engineering 111

STAR Results

MARCH 25, 2021

When I talk about market value, I am referring to the two critical areas that will help you increase your value to your organization and up your personal value. As a former sales executive , I was always in a tough spot. Between meetings, presentations, conferences and emails, I rarely had time to even meet with customers.

Networking 169

Networking Finance Promote Meeting 169

Hubspot

MAY 7, 2024

Why do I bring this up in the context of entrepreneurship? I tell you this from experience. Call me short-sighted, but I didn’t see the ChatGPT train a comin’ to the degree that it did. Overnight (or at least that’s what it felt like), I suddenly wondered whether AI would wipe out my entire business. No worries.

Start-ups 62

Start-ups Teamwork Follow-up Service 62

STAR Results

JUNE 20, 2021

As a former sales executive, I always understood the importance of investing in my own development and networking advantages, yet I always found myself too busy to do either. Between meetings, presentations, conferences and emails, I rarely had time even to meet with customers. The Old Way. The New Way.

Networking 160

Networking Sales Meeting Promote 160

Adaptive Business Services

SEPTEMBER 20, 2023

However, I still remember one specific deal. It was only a few thousand dollars, a set of sign letters at a window blind shop, but for whatever reason I wanted that deal and, typically, I couldn’t care less about a project of this size. I did get that sale. I also took a lesson from that experience.

Business Services 71

Business Services Presentation Prospecting Service 71

Partners in Excellence

MAY 2, 2023

Having anything to do with sales was the furthest thing from my mind when I was thinking about a job following college. I’d had a few selling experiences as a kid. My Mom usually bought the allocation I was assigned to sell. Sometimes a neighbor would buy them (but I think my Mom had called saying she would pay for them).

Sell 100

Sell Retail Consult Strategic planning 100

SaaStr

APRIL 2, 2023

“I never make the same mistake twice. I make it 5 or 6 times, just to be sure.” Random quote I found on the Internet If that doesn’t describe the CEO experience, I don’t know what does. In February 2023, I hit my 10-year anniversary (or “Gainaversary,” as we say) of running Gainsight. We should give them a chance.

X-functional 113

X-functional Clients Growth Start-ups 113

Search Engine Land

APRIL 8, 2024

That’s why I think it’s important to have a checklist that you can adapt to your needs and vision. A small thing I like to use is tooltips. As an agency, consultant or in-house provider, delivering quality is a top priority. But what exactly defines a “quality” SEO service? Is it solely about achieving results?

Service 102

Service Trust Clients Price 102

Partners in Excellence

JUNE 29, 2023

Lahat and I have a regularly scheduled time to talk, once a month. He and I had to stop today’s conversation at two and a half hours–not because we were finished, but because we both had to run to other meetings. Our conversations are one of the events I look most forward to, each month. What set them apart?

Start-ups 68

Start-ups Conversion Meeting Growth 68

Partners in Excellence

JANUARY 25, 2024

I have to start this post with an acknowledgement and a concern about misinterpretation/misapplication of this article. First, every month, Lahat Tzvi and I have a conversation. We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling.

Customers 112

Customers Objectives and Key Results Growth Objection handling 112

Martech

DECEMBER 22, 2021

I know how you feel right now. So I might be asking a lot from you now, but take a minute to think about where you’ll be this time next year. The prevailing attitude is “If my company doesn’t respect me, why should I respect the company?” It’s the end of 2021 — at last!

Retail 138

Retail Up-sell Campaign Clients 138

Salesforce

MARCH 15, 2022

After more than three decades as a manager and leader in food service operations, I decided it was time for a change. When I switched from working on the operations side of food service to the sales side with Jason’s Deli, I immediately felt drawn to the hustle and bustle action that came with it. FIND OUT MORE.

Appointment 96

Appointment Drivers/motivators Sales Territory 96

Sales Hacker

NOVEMBER 10, 2022

For me, that means doubling down on my efforts to lead my team to meet our sales goals for the year. That’s why I advise my colleagues to go back to the basics. Are there untapped opportunities for more meaningful and authentic engagement with the people you are selling to? Like it or not, we’re already in Q4. Short and sweet.

Relationship building 113

Relationship building Sales Follow-up Contact 113

Martech

MARCH 14, 2023

Recently a student of mine at the University of Oregon introduced me to a digital clothing app that allows users to house a “digital closet.” ” Curious as to what value it provides, I downloaded the app and began to experiment. Most social apps these days offer similar capabilities. Yes, Porsche!) Metaverse, Web 3.0

Technology 131

Technology Technology Networking User Experience 131

Salesforce

SEPTEMBER 17, 2021

The fund, Backstage Capital , is dedicated to minimizing funding disparities in tech by investing in high-potential founders who are people of color, women, and LGBTQ+. Investing in underestimated founders. I didn’t see anyone doing what I wanted to do, at the velocity that I wanted to do it… So I decided to do it myself.

Healthcare 98

Healthcare Finance Gaming Technology 98

Partners in Excellence

MARCH 31, 2022

This post is probably more directed to me than anyone else. I’m struggling with time. Make no mistake, through my career, I’ve been vicious in my time management and priorities. I constantly read and learn to improve my abilities. I invest in tools to help improve my productivity.

Technique 100

Technique Growth Sell Product 100

Highspot

AUGUST 5, 2020

Before moving into tech, I was working as a mechanical engineer developing medical devices — but I found myself gravitating more and more towards computer science. That was really appealing to me because I had been working on products that took over a year to launch, from beginning to end. Do your research.

Mechanical Engineering 116

Mechanical Engineering Pipeline Engineering Launch 116

Partners in Excellence

JULY 14, 2022

While these experiences are very expensive, the few times I’ve had the opportunity, the investment has been well worth it. Every time, the experience is far better than what I might have chosen myself. And I pay for each dish, but am not getting the total dining experience. We have to do the whole job.

Commission 74

Commission Objection handling Pipeline Quota 74

Adaptive Business Services

JANUARY 26, 2022

I hate losing perhaps even more than I like winning. However what really chaps my ass is losing a deal that I should have won if only …. However what really chaps my ass is losing a deal that I should have won if only …. I had not become overconfident . I had not gotten lazy. I had not given up too early.

Up-sell 71

Up-sell Education Follow-up Business Services 71

Closing Bigger

SEPTEMBER 18, 2023

Sales Podcast – Keynote Sales Speaker Shane Gibson on Strategic Sales Performance [transcript begins] Transcript: I want to talk about strategic sales performance improvement today. When I think of non-strategic sales performance improvement, I think of merely improving or increasing the numbers.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

SaaStr

MARCH 27, 2022

A ways back, a Naval post on Twitter had my reflecting on the top advice I’d give to my younger CEO self: I missed one of the key Top 10 points — I ran out of 240 characters on Twitter), but thought it might be worth breaking them down in more detail on SaaStr below: 1. This can be hard. Boy that was hard.

Trust 144

Trust Start-ups Growth Pitch 144

Search Engine Land

SEPTEMBER 25, 2023

Join me on a journey to understanding the significance of the customer journey map and what role SEO plays, bridging SEO finesse with a nuanced grasp of your audience’s journey and painting not just a plan but a masterpiece of empathy and insight. This leads to more impressions, traffic and increased brand loyalty.

Customers 130

Customers User Experience B2C Engineering 130

Salesforce

JUNE 28, 2023

Step 1: Show up and show out Step 2: Build your brand by starting small Step 3: Know your worth Step 4: Invest in your development Your professional legacy With the rapid evolution of technology, a lot of exciting things are now possible–including building a remarkable career and a better future for yourself with Salesforce.

Niche 52

Niche Start-ups Negotiate Technology 52

The Lost Book of Sales

FEBRUARY 1, 2021

High-level thoughts I thought I know the power of compound interest, but the example above painted it to me in a new way and got me thinking. Seven percent annual compound interest is actually a somewhat reasonable expectation for a return on investment even after being corrected for inflation.

Intrinsic 105

Intrinsic Price Construction Government 105

Sales Hacker

MARCH 23, 2023

Related: 3 Steps to Transform Your Mindset in Sales and Overcome Any Challenge How I know: My first 70,000 hours of selling Malcolm Gladwell famously said it takes 10,000 hours of practice to attain mastery. But I didn’t recognize my true purpose or the power of leading with conviction until I was in my mid-50’s.

Closing 100

Closing Up-sell Gaming Follow-up 100

Partners in Excellence

MAY 12, 2023

Recently, a very close friend referred to me as “David Downer,” referring to the SNL character Debbie Downer. While I suspect the comment was largely made in jest, with every joke there is a certain element of truth. It caused me to reflect, am I being too negative? I called out management failure.

Clients 62

Clients Growth Gaming Sell 62

Highspot

JULY 30, 2021

I am an electronics engineer by education and early in my career, my original goal was to work in radar communication. But as I gained more work experience, I slowly started pivoting to projects for different areas. I began working more on the IT side where there was plenty of opportunity to grow.

SQL 98

SQL Engineering Launch Referrals 98

SalesLoft

MARCH 31, 2022

These changes are positive, but now sales leaders have new challenges that are keeping them up at night – myself included. Three top sales leaders in EMEA recently joined me to chat about these topics. Three top sales leaders in EMEA recently joined me to chat about these topics. Natalie Barrie , Head of Sales at Mention Me.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

Spiro Technologies

JANUARY 23, 2024

Adam Honig: Well, I’d like you to do the rest of the Green Line because it’s really not that good. On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving and selling products, and of course, having fun along the way. I appreciate you having me today.

Manufacturing 59

Manufacturing Product Electricity Start-ups 59

Sales Hacker

DECEMBER 7, 2021

Whether you need to connect with more leads, qualify more opportunities, or close more deals, Vidyard’s video messages make it easy. I’ve been hearing a lot about Tray. Join us for a candid conversation about leveraging feedback to understand your internal brand. powered by Sounder. Seeking feedback from your coworkers.

Referrals 81

Referrals Networking Growth Technology 81

Partners in Excellence

JANUARY 16, 2020

This is primarily for me to help sort out some thoughts and deal with my profound grief. In the past 18 months, two of the people most important to me have died slowly. While I have a profound sense of loss and grief, I am blessed by their examples and what they taught me as they died, slowly.

Hospitality 98

Hospitality Conversion Gaming Start-ups 98

SaaStr

OCTOBER 30, 2021

I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. Four years ago, after launching and failing my first startup I realized I had a lot to learn. I decided to hunt for a job, somewhere I could learn and grow so I could launch another company again.

Closing 109

Closing E-commerce Customers Quota 109

SalesLoft

SEPTEMBER 12, 2022

I’ll be honest: I wasn’t always great at it myself. I’ll be honest: I wasn’t always great at it myself. This framework takes your conversation to the next level, from “tell me about your pain points” to “tell me about your last rewarding customer conversation,” or “what’s the worst thing about your daily routine?”

Closing 52

Closing Contract Relationship building Pitch 52

Highspot

SEPTEMBER 28, 2022

As executives, we want to get out of the way where we can, creating opportunities for others to lead and to grow. As executives, we want to get out of the way where we can, creating opportunities for others to lead and to grow. I’m excited to share what we’ve created: The G.R.E.A.T. The five G.R.E.A.T. Expectations.

Trust 52

Trust Education Finance Referrals 52

Partners in Excellence

APRIL 20, 2022

It’s always a thrill to ask a customer a question, hopefully deeply insightful, that elicits a response, “No one has ever asked me this before. It’s always a thrill to ask a customer a question, hopefully deeply insightful, that elicits a response, “No one has ever asked me this before.

Technique 82

Technique Closing Customers Process 82

Sales Hacker

NOVEMBER 3, 2020

What FirePower is investing in right now [29:25]. He started FirePower Capital, a company that does M&A advisory work, venture debt investing, private equity investing, and really any kinds of services that growth companies need. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Sam’s Corner [35:21].

Non-Profits 69

Non-Profits Finance Start-ups Growth 69