Sales Hacker

JANUARY 12, 2024

The enduring truth of the statement “ people buy from people they know, like, and trust” remains a constant in the realm of sales. This week, we’ll dissect two areas that sales authenticity derives from and how to embrace it to – well, sell. Sales authenticity” resonates with people in different ways. Let’s get into it.

Sell 90

Sell GTM Sales Up-sell 90

Martech

MARCH 28, 2024

It’s coming from every direction. But ChatGPT is far from the only AI game in town. Fortunately for marketers and business users in other areas of the business, software vendors are moving fast to incorporate AI into their existing applications. Is your marketing team tired of hearing about AI? To some extent, we all are.

CRM 122

CRM Technology Technology Campaign 122

Martech

JULY 27, 2023

Q: Your starting point was some distance from marketing technology, correct? It was really fast-paced, high-value work, so a lot of tight deadlines, a lot of content management, use of templates, approval processes. Q: Why the move into photography? I really liked marketing, especially content creation.

Referrals 89

Referrals CRM Clients Start-ups 89

Sales Hacker

FEBRUARY 8, 2022

In this episode of the Sales Hacker Podcast, we have Ashley Welch , co-Founder at Somersault Innovation , where she leverages design thinking in sales coaching. Ashley is the co-founder of Somersault Innovation, providing a unique approach to sales development. powered by Sounder. Harnessing challenge into curiosity.

Customers 83

Customers Consult Commission Niche 83

Highspot

MAY 9, 2023

Enter generative AI and its potential to automate, co-create, and deliver intelligence. Through automation, AI will give the gift of time that can be spent on more complex, creative, and collaborative pursuits that actually move the needle. Co-Creation – never look at a blank page again. And the best part?

Cross-sell 98

Cross-sell Strategize Sales Entertainment 98

Partners in Excellence

JANUARY 28, 2020

Another characteristic of these high performing organizations is that once they lock in on the new idea, everyone owns it, and they move forward together in sharp execution. Underlying this is a culture and value system built around genuine trust, collaboration, disciplined thinking, curiosity, and a commitment to learning and growth.

Trust 105

Trust Growth Meeting Process 105

SaaStr

APRIL 27, 2022

Category creation involves dreaming up a new suite of products that can sell via traditional channels or methods. Mark Ghermezian, the co-founder of Braze, takes us through his journey of reinventing a category and building Braze from an idea into a dominant player in the mobile lifecycle marketing space. Know your industry.

CRM 90

CRM Price Contract Gaming 90

Martech

JANUARY 26, 2023

On the other hand, insights draw actionable conclusions from data. For example, an insight from the above data point might show that there were 15K clicks to the landing page after copy changes were made to the ad. Therefore, companies must collect and analyze data from all sources — digital, social media and audience analytics.

B2B 138

B2B Campaign Technology Technology 138

Partners in Excellence

MARCH 18, 2013

The discussions revolving around my post, Moving From Value Creation To Value Co-Creation , has gotten pretty interesting. We talk about creating value for our customers. But we have to remember, value is exchanged between parties. So they got “value.”

Referrals 88

Referrals Clients Product Service 88

Partners in Excellence

JULY 10, 2013

After a few minutes of talking, it both struck us the power of Insight really comes in Co-Creation. Their success was less the Insight, but more the Co-Creation of Unique Insight with the customer. That may be the starting point, but the real power of Insight is in Co-Creation.

Pitch 95

Pitch Consult Price Sell 95

Lead Fuze

JUNE 30, 2023

We’ll explore various tactics from utilizing social media platforms and paid ads for inbound lead gen to implementing a scoring system that prioritizes your potential clients. Creating a robust lead generation strategy is essential for sales reps, recruiters, startups, marketers and small business owners alike. Stay tuned!

Lead generation 52

Lead generation Cold Call Referrals CRM 52

Partners in Excellence

JULY 11, 2013

I wanted to expand on my post, Insight And Co-Creation , and much of my writing on Value Propositions/Creation. Often, I speak of the value we create in the process. It’s the most overlooked, yet the most powerful and sustainable part of our Value Proposition/Value Creation.

Sell 90

Sell Customers Launch Process 90

Partners in Excellence

JANUARY 29, 2013

Recently, I wrote Moving From Value Creation To Value Co-Creation. Co-Creation is becoming an important concept, ultimately, being able to work with our customers, co-creating value will become very important–at least with our leading customers.

Teamwork 89

Teamwork Manufacturing Finance Consult 89

Salesforce

JUNE 15, 2022

When an artist named Beeple sold a piece of digital art for $69 million in 2021 through a Christie’s auction, it raised eyebrows — mostly because it was an NFT. At the time, most people had never heard of this acronym. NFTs, or non-fungible tokens, come in many forms, but most people associate them with art or music. What is an NFT?

Customers 98

Customers Intrinsic Contract Represent 98

Martech

JANUARY 13, 2022

” It’s clumsily derived from the Greek, meta being a prefix meaning “beyond.” That makes it a moving target.” From VR to the metaverse. What we do have is a swarm of virtual realities but they’re not yet connected. When they are, it will be possible to enter the metaverse.

Gaming 113

Gaming Consult Engineering Clients 113

Salesforce

AUGUST 20, 2021

The result was a candid conversation about their respective business challenges and common solutions from across the C-suite. The beauty consumer today is moving fast. But with their different backgrounds and professional experiences, they had quite a bit to learn from each other. Play it now.

Technology 98

Technology Technology Strategize Meeting 98

Partners in Excellence

FEBRUARY 25, 2013

Within our companies, being social mandates shared accountability, collaboration, shared values, co-creation. They create and constantly reinforce the culture of accountability, collaboration, and co-creation. It’s hard not to be drawn into a conversation about Social Business.

Technology 108

Technology Technology Represent Follow-up 108

Partners in Excellence

DECEMBER 7, 2012

In a bid to stand out in the sea of marketing competing for our attention, marketing continues to move to the extremes.” Extreme Value (I initially thought this was good, but it really means free). Extreme Value Creation (moving to co-creation.) Extreme Technology. Extreme Shock.

Government 88

Government Technology Technology Customers 88

Hubspot

JULY 7, 2019

Deliver value through right-fit solutions to their toughest challenges. They ask value-focused questions to get to the root of their customer’s business objectives, internal and external challenges, and industry landscape. To develop a value-based action plan, one must discover what their customer values most.

Strategize 82

Strategize Objectives and Key Results Strategic partnership Cross-sell 82

SaaStr

OCTOBER 22, 2020

Prior to their incredibly successful IPO in April of 2017, they raised funding from some of the best in the business including Sequoia, a16z, Greylock, Khosla and Floodgate to name a few. Before Okta, Ryan was the Co-Founder and CEO @ Sproost, a bootstrapped online expert recommendation system. What experience should they have?

Pipeline 69

Pipeline Cross-sell Launch Start-ups 69

SBI

AUGUST 23, 2021

With the acquisition, Bigtincan adds best-in-class solutions for course authoring, course content creation, 1:1 video coaching with AI-scoring, and readiness scorecards to help customers train, coach, and assess the buyer-readiness of all customer-facing teams including frontline sellers, field marketing, and support. Brainshark”).

Manufacturing 55

Manufacturing CRM Strategize Technology 55

Partners in Excellence

AUGUST 9, 2016

Hopefully, any person in a sales role knows the importance of value–whatever you choose to call it, a value proposition, value creation/co-creation, value articulation, value delivery, value realization. These are the fundamentals of what customers value.

Pitch 49

Pitch Price Customers Prospecting 49

Martech

MARCH 13, 2023

We can leverage generative AI tools to level up the content creation process. Aside from that, you will have to deal with repetitive word patterns and identical sentences. Your next move is to try different prompts and specify which parts you don’t like. “It cannot connect the dots like we can.

Objectives and Key Results 78

Objectives and Key Results Price Follow-up Start-ups 78

Hubspot

MAY 30, 2023

Generative AI is a category of algorithms that draws from large, unstructured data sets to create new content, including text and images. Generative AI is a category of algorithms that draws from large, unstructured data sets to create new content. ChatGPT, for example, draws input from a vast historical dataset of online information.

Sell 76

Sell CRM Sales Price 76

ConversionXL

MARCH 31, 2021

Agencies looking to grow have traditionally relied on fostering strategic relationships to land deals and increase sales. Cold email and referrals have often been quite effective. But through my work with dozens of agencies, it’s clear outbound alone is no longer enough. Mining your clients for pain-points, success, and topic ideas.

Appointment 127

Appointment Clients Launch Follow-up 127

Partners in Excellence

FEBRUARY 7, 2013

Insight is a key differentiators in the value we create for our customers, throughout their buying process. Driving different conversations moving into co-creation changes everything about buying, selling, our value and our relationships with our customers. Ideas open the conversation. We have to wander around.

Pitch 88

Pitch Conversion Customers Sell 88

Partners in Excellence

NOVEMBER 22, 2013

Surely I must be a heretic suggesting it’s sales people that keep our customers from moving forward. Don’t we demonstrate how wonderful things could be with our shiny new solutions? ” “Wow, I can really see the value of that!” ” Yet they don’t move forward. They don’t buy.

Customers 92

Customers Sell Presentation Service 92

Salesforce

NOVEMBER 30, 2021

But this change — depending on who you’re talking to — is charged with mixed emotions from anxiety to excitement. We’ve talked to some of the most preeminent AI experts to discuss various intelligence-related topics from emerging technologies, developing unbiased AI, to the future of work. Read more quotes.

Government 52

Government Technology Technology Education 52

Partners in Excellence

NOVEMBER 28, 2013

We co-create Insight, just as we co-create Value with our customers. Thanks to my friend Brian MacIver for his brilliant phrasing on this critical concept on Insight. There’s a terrible misunderstanding on the concept of Insight. Marketing people are busy building messaging programs around our Insights.

Construction 92

Construction Presentation Pitch Start-ups 92

SaaStr

MARCH 13, 2020

315: Harry Hurst is the Co-Founder & Co-CEO @ Pipe, the startup that gives you control of your cash flow by giving you access to the full annual value of your monthly subscriptions, upfront. Prior to Pipe, Harry co-founded Skurt raising over $11M in the process before being acquired by Fair.com.

Finance 86

Finance Contract Growth Start-ups 86

SaaStr

SEPTEMBER 2, 2020

We’ll have two CEO perspectives, one from Twilio SendGrid, and then also from puppet. Then we’ll have the board and investor perspective from Bain Capital Ventures. Sameer Dholakia | CEO @ SendGrid. Ajay Agarwal | Partner @ Bain Capital. Amy Lesnick: Welcome to Business as a Force for Good: COVID-19 and Beyond.

Start-ups 114

Start-ups Healthcare Education Up-sell 114

Partners in Excellence

APRIL 10, 2014

Instead, I suggested some completely different models–perhaps leveraging channel partners, or moving much more of the sales function inside. Admittedly, at the time, they were a bit of an exception, but they challenged the notion that complex high value sales can only be accomplished face to face.

Inside sales 97

Inside sales Product Sales Account management 97

ConversionXL

SEPTEMBER 7, 2016

The idea of reciprocity says that people by nature feel obliged to provide either discounts or concessions to others if they’ve received favors from those others. The idea of reciprocity says that people by nature feel obliged to provide either discounts or concessions to others if they’ve received favors from those others.

Technique 79

Technique Electricity Strategize Contract 79

ConversionXL

MARCH 15, 2016

While clever, that statement is far from true. Account-Focused: Walks the user through the account / profile creation process, including finding and adding friends or interests. The two should complement one another, working together to bring the user to the core value as quickly as possible. You might be surprised by the ROI.

Gaming 90

Gaming Non-Profits Start-ups UX 90

Sales Hacker

JANUARY 13, 2021

With the shift to work from home, remote selling has become a cornerstone of successful sales strategies in 2020. Life is still very much in flux, so we decided to ask the sales community how they’re doing: what’s working, what’s not, and how WFH frontline reps and sales leaders are adjusting to moving into 2021. Source: Buffer.

Sales 76

Sales Drivers/motivators Up-sell Prospecting 76

Partners in Excellence

NOVEMBER 25, 2013

But so much of what people think of as Insight ends up prompting no reaction from the customer. the difference, in moving from OK to better, versus, “this isn’t working for us, we need to do something about it,” is profound. Today, we are all trying to engage our customers with Insight. By how much?

Up-sell 100

Up-sell Customers Sell Conversion 100

Heinz Marketing

FEBRUARY 1, 2018

Periodically moving forward, we will feature a new B2B sales, marketing or business leader here answering what have become the standard “ How I Work ” questions. We are pleased this time to feature Chad Sanderson , Managing Partner, Value Prime Solutions. Here in his own words is how he does it: Location: Denver, CO.

B2B 48

B2B Clients Consult Gaming 48