Sales Hacker

MARCH 8, 2024

Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Partners can facilitate warm intros to their customers so you can move stuck leads through the pipeline. Let’s get into it. Early-bird tickets expire next week.

GTM 93

GTM Growth Cross-sell Referrals 93

Martech

DECEMBER 26, 2023

Channel partner marketing means efforts to recruit and support third-party partners to expand a vendor’s market access. Vendors may be dealing with as many as ten different partner types, from alliance partners, to managed services providers, systems integrators, resellers and more.

B2B 108

B2B Cross-sell Hospitality GTM 108

Search Engine Land

MARCH 18, 2024

Google announced these new features today in Search Ads 360: Google added offsite retail media capabilities to Search Ads 360 to help retailers and brands sell more products together by combining unique retailer audiences with Google AI and scale across channels. ” Google partnered with Lowe’s as an early beta partner.

Retail 101

Retail Launch Campaign Contact 101

Search Engine Land

SEPTEMBER 4, 2023

One humble suggestion from this longtime affiliate marketer: TM+ partners (also known as Trademark+ partners or affiliate search partners), who work with brands to bid on brand keywords to drive traffic to coupon or offer sites.

Retail 141

Retail Price Start-ups Clients 141

Martech

MARCH 19, 2024

Google announced these new features yesterday in Search Ads 360: Google added offsite retail media capabilities to Search Ads 360 to help retailers and brands sell more products together by combining unique retailer audiences with Google AI and scale across channels. Google partnered with Lowe’s as an early beta partner.

Retail 96

Retail Launch Campaign Contact 96

Partners in Excellence

MARCH 2, 2024

” Since then, he’s become a thought partner in helping me develop tools and models on driving sales performance. Here’s his take: Why am I obsessed with Selling? I am not sure if I could say I am obsessed with selling, I guess it depends on the perspective one has about “selling”.

Sell 103

Sell Education Territory Engineering 103

Veloxy

JANUARY 2, 2024

While you may want your sales team to focus on selling, they also spend much time on administrative tasks. In doing so, you can give your reps more time to sell while helping them reach more qualified leads. As a sales leader, your efforts directly impact the company’s stability and growth.

Product 246

Product Territory Objectives and Key Results Sales 246

Partners in Excellence

MARCH 17, 2024

A line that stood out, “If you accept sales is about moving people, then it becomes easy to stay positive about selling. ” Why am I interested in selling? ” Why am I interested in selling? Selling is about moving people. Partner teams were hit exceptionally hard in the latest waves of layoffs.

Sell 77

Sell Up-sell Start-ups Technology 77

Partners in Excellence

MARCH 25, 2024

With Keenan and his team, selling success is all about the customer, not what we sell. With Keenan and his team, selling success is all about the customer, not what we sell. “When you look at selling, good selling, it’s all about helping teaching and solving problems. Keenan sums it up well!

Sell 109

Sell Up-sell Consult Drivers/motivators 109

SaaStr

JANUARY 12, 2024

So what were the best attended and most upvoted SaaStr Workshop Wednesdays ? The ones you actually just have to catch up? The 2023 list below! And sign up for FREE Workshop Wednesdays here. The Seven Things all Founders Should Know About Sales. The Seven Things all Founders Should Know About Sales. Tunguz, MongoDB, Nick Mehta, Bessemer and More!!

GTM 97

GTM B2B Up-sell Growth 97

Partners in Excellence

APRIL 11, 2024

Preface : Jill Konrath is one of the most well respected author, speaker, teacher on all things selling. She’s written 4 masterpieces on selling. Yet, if I wanted to start my own company it was necessary to learn how to sell. I detail my process in Agile Selling ). What did I love about it? I loved the challenge.

Sell 106

Sell Manufacturing Up-sell Launch 106

Partners in Excellence

MARCH 31, 2024

While I haven’t met Daniel, it’s fascinating to read his perspective on selling. Like so many other participants, Daniel didn’t set out to be in sales, but found himself selling. The post “Why I’m So Interested In Selling,” Daniel Schmidt appeared first on Partners in EXCELLENCE.

Sell 115

Sell Electricity Manufacturing Quota 115

SaaStr

FEBRUARY 21, 2024

In the new episode, Jason sits down with Drata CMO Sydney Sloan to talk about what’s new at Drata, the role of CMO at Drata vs. Salesloft, partner marketing, customer marketing, and more. Salesloft, partner marketing, customer marketing, and more. They don’t have the bandwidth to support five sub-partners in their category.

Cross-sell 84

Cross-sell Strategize Campaign Education 84

Membrain

SEPTEMBER 17, 2023

Join us as we explore the world of sales with Alison Fell , Practice Partner of SalesStar UK. Alison is a seasoned professional who's mastered the art of effective communication and customer-centric selling in diverse sectors. Ever wondered how to prepare for a sales pitch without going down the rabbit hole of 'analysis by paralysis'?

Pitch 136

Pitch Sales Sell Customers 136

Partners in Excellence

APRIL 15, 2024

I then spent another 4 years in the private sector selling engineering and planning services (see Why Will Buyers Create Their Own Distinction? I then spent another 4 years in the private sector selling engineering and planning services (see Why Will Buyers Create Their Own Distinction? ). That’s why I’m interested in Sales!”

Sell 111

Sell Retail Commission Engineering 111

Force Management

NOVEMBER 9, 2023

When a growing EdTech firm set assertive revenue targets, it partnered with Force Management to help create the transformation necessary for reaching those goals. Together, we implemented a multi-phase engagement to redefine their selling motion and align teams worldwide around the new, customized approach for driving consistent revenue.

Sales 112

Sales Sell Customers 112

SaaStr

APRIL 25, 2024

Six tips: Don’t sell too much of the company. Roughly, you will give away control in proportion to the ownership stake you sell. If you only sell 20–30% of the company, because you don’t need that much capital … you’ll remain in de facto and legal control. If you sell 90%+, you won’t remain in control. Which is fair.

Finance 91

Finance Legal Up-sell Trust 91

SaaStr

MARCH 27, 2024

It sells sales, marketing, support and more tools. Customers are cutting back on incremental spend, and HubSpot selling to SMBs does have to work to keep NRR even at 100% in today’s environment. #3. Despite raising prices and selling more products, HubSpot ACV is basically flat at $11,365. It has a $32 Billion (!)

Non-Profits 98

Non-Profits Drivers/motivators Growth Price 98

Partners in Excellence

MARCH 5, 2024

Preface : Marc Pugens was a client, later becoming a close friend and business partner. I had managed a few billion + deals in my career, but his dwarfed mine (Marc’s and mine were in the early days of selling massive multiyear service agreements to very large customers). Why So Interested In Selling?

Sell 73

Sell Non-Profits Manufacturing Clients 73

Partners in Excellence

MARCH 2, 2024

Selling is one of the toughest things to do well. I started writing about the issue, the first was: “ Sellers, Are You Really Interested in Selling.” ” That post provoked a challenge from a friend, “Dave, why are you so interested in selling? I came to selling through an obscure route.

Sell 102

Sell Clients Sales 102

Partners in Excellence

MARCH 6, 2024

One of the things that has made me fascinated about his work is he thinks differently and deeply about selling. I only became interested in selling when I moved to Los Angeles. Now I am interested in selling because I recognize the evolving B2B landscape by documenting the strategies that work today and helping others succeed in sales.

Sell 110

Sell Non-Profits Cold Call Clients 110

Partners in Excellence

MARCH 2, 2024

Preface: Mitch Little is a close friend and “sparring partner.” ” We often get into discussions and debates about the future of selling and how to drive high performance. (I He is passionate about everything in selling and engaging customers. he is Dave Brock of course). The answer is something like this….

Electrical Engineering 73

Electrical Engineering Sell Mechanical Engineering Electricity 73

Partners in Excellence

MARCH 2, 2024

My friend, Dave Brock challenged me to explore, “why I’m obsessed with selling.’ Here is what I got: “ Being passionate about selling can be beneficial for several reasons: Financial Success: A strong focus on selling can lead to increased revenue and financial stability. And, on the side, he has a winery.

Sell 99

Sell Negotiate Relationship building Up-sell 99

Partners in Excellence

MARCH 5, 2024

Some of you may be reading my series, “ Why I’m So Interested In Selling.” Some have run multi-billion sales organizations and companies, some are managing their own territories selling millions a year. We fail to recognize the humanity of selling and the importance of connecting with people in meaningful ways.

Territory 108

Territory Sports Technique Represent 108

Partners in Excellence

MARCH 8, 2024

Preface : Ron Guilbault has been a thoughtful sounding board for all sorts of ideas on selling. At times I’ve been asked for help in areas outside of what I was selling. Such trust is a key component of successful selling. ” Why am I so interested in selling? Selling is the flip side of buying.

Sell 73

Sell Retail Commission Territory 73

Partners in Excellence

APRIL 16, 2024

Why I’m So Interested In Selling Sales wasn’t on my UT Dallas agenda. Inshal was working with Howard, so he assigned her to pilot the interviews (Hopefully, she has forgiven him.) Her curiosity and drive to learn immediately struck me. To test them, I asked her to call a number of friends to test the program on them. Marketing, sure.

Sell 103

Sell Pitch Account management Up-sell 103

Partners in Excellence

MARCH 13, 2024

In his final paragraph, he talks about how much selling has changed in the past few years. It seems we have lost so much of the “joy” we experienced in selling. Why I’m So Interested In Selling I chose to be a seller out of college because it was a profession which I felt rewarded me for my direct contribution.

Sell 108

Sell Finance Clients Up-sell 108

Membrain

OCTOBER 5, 2022

Channel partners provide a way for companies to not only bring their products to market, but to develop long-term profitable relationships that are beneficial to the maker, the seller, and the buyer. But we still have a long way to go to truly unwrap the potential of co-selling relationships with channel partners.

Sell 131

Sell Product Pipeline Sales 131

SaaStr

OCTOBER 15, 2023

Losing a key business partner — due to pushing too hard and fast to hit milestones. Sometimes, you just have to be enterprise-grade to sell into the enterprise. Partners I trusted implicitly stealing millions of dollars from me, because they could. Partnering with folks that didn’t have the same values. Sleep on it.

Strategize 95

Strategize Trust Sell Product 95

Salesforce

SEPTEMBER 19, 2023

That’s why Salesforce is collaborating with our powerful ecosystem of partners to bring you AI solutions that have clear business applications. Salesforce partners share their thoughts on AI Our most influential partners are ready for the AI revolution. Investing in our people and partners is paramount to success.

Trust 105

Trust CRM Government Technology 105

Partners in Excellence

MARCH 4, 2024

He got into selling, without really intending to do so. Why I Love Selling: A Journey of Curiosity In response to a conversation initiated by my “LinkedIn friends” David Brock and Christian Maurer, exploring the essence of what we love about selling, I found myself reflecting on my own journey. Enjoy this fascinating story!

Sell 77

Sell Territory Manufacturing Represent 77

Partners in Excellence

MAY 1, 2024

Andy Paul and I were having what I’ve labeled “The Old Fart Conversations About Selling.” ” Neither of us feel we are out of touch with modern selling, the challenges both buyers and sellers face. But every once in a while we get on a call to discuss “What’s happening in selling?”

Technology 68

Technology Technology CRM Pipeline 68

Partners in Excellence

MARCH 21, 2024

In working with Jose, I’ve come to deeply appreciate how he thinks about driving growth and performance improvement in the teams he leads, and his general approach to selling. ” Why I’m So Interested In Selling I worked as a sales engineer and trainer for a technology company, where I was exposed to fascinating technology.

Sell 73

Sell Quota Technology Technology 73

Partners in Excellence

MARCH 12, 2024

” Another thing struck me: “And I love what professional selling is not. Preface : Don Mulhern is a great friend and colleague. One thing that struck me in Don’s contribution is the joy in “doing the work.” ” Reflecting on other stories, everyone is excited to “do the work.”

Sell 113

Sell Assembly Line Territory Sports 113

SaaStr

FEBRUARY 21, 2024

Sometimes, the time comes to hand the baton to someone else. But, but — only a founder CEO can execute a vision over 20+ years. Only a founder CEO knows the why. Only a founder CEO is always, forever, a founder. Jobs come and go. But whatever company you found, you are its founder forever. So an interesting case study is Blackline.

Growth 82

Growth Up-sell Sell Customers 82

Partners in Excellence

MARCH 26, 2024

” There are lots of outstanding books on selling. While the basic principles at the core of high performance selling are the same, each book has a slightly different perspective on how to implement them. We learn more about selling by reading sales books. What should we be reading?”

Manufacturing 117

Manufacturing Technique Sell Customers 117

SaaStr

JANUARY 18, 2024

B-tier funds (and B-tier partners) worry more about small stuff. Different individual partners at firms have different incentives. But the stronger the hand of the VC partner overall, the less she may stress a relatively small bridge check. I think what founders get wrong is not understanding incentives. Never, ever plan on it.

Price 93

Price Up-sell Growth Engineering 93