SaaStr

MARCH 25, 2023

So one recent survey we did really brought out a healthy debate: does your VP of Sales really need to be a product expert? Here is what I do know: at least for any startup under $20m-$30m ARR, and probably under $50m ARR, I see VP of Sales fail when they don’t understand the product. I say, you just gotta know the product.

Product 93

Product Objection handling Sales Up-sell 93

Salesforce

MAY 2, 2022

Customers are asking, ‘Are you here to help me or are you here to close me?’ And employees are asking, ‘Why does what we’re doing even matter?’”. So how do you identify and activate a purpose? But it does mean articulating why you exist and the problem you’re trying to solve for customers.”.

Retail 98

Retail Sports Trust Healthcare 98

Lead Fuze

JANUARY 2, 2024

Ever felt like you’re on the brink of a great business idea , but just can’t seem to nail it down? But how do you turn those fleeting thoughts into actionable plans? Dive with us as we map out strategies used by thriving entrepreneurs—strategies that have turned passions and pain points into profitable realities.

Strategic planning 52

Strategic planning Real Estate Non-Profits Launch 52

Veloxy

NOVEMBER 16, 2022

How do you instantly tell the difference between a good cold email template and a bad one? Fortunately for you and me, I’ve invited a cold email expert to complement this blog post who has sent over 2.5 Fortunately for you and me, I’ve invited a cold email expert to complement this blog post who has sent over 2.5

Cold Call 246

Cold Call Territory Campaign Clients 246

Search Engine Land

MARCH 31, 2023

You’ve heard of a business mission statement – but have you also heard of a content marketing mission statement? It will drive you toward a specific direction that aligns with your goals and the impact you want to create. Crafting it should be one of the first things you do when you build a content strategy.

Up-sell 100

Up-sell Follow-up Meeting Sell 100

Search Engine Land

SEPTEMBER 14, 2023

No matter what you sell, you probably have customers who: Truly care about your company, products or services and content. If you have fans who sincerely love your brand, they are a lot less likely to churn and leave you for a competitor. You might be sitting there thinking: ”well, yeah.

Niche 138

Niche Intrinsic Campaign B2B 138

Hubspot

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. Table of Contents What does it mean to work in sales?

Objectives and Key Results 77

Objectives and Key Results Networking Represent Sales 77

Sales Hacker

OCTOBER 26, 2021

In this episode of the Sales Hacker Podcast, we have Kerry Hudson , VP of Commercial Sales at Conga , a sales leader in the high tech space across multiple verticals. If you missed episode #183, check it out here : Dear Sales Team, Set Your Own Quotas, with Tom Glason. Discovering your passion, not following it.

Process 96

Process Drivers/motivators Intrinsic Territory 96

Gong.io

NOVEMBER 9, 2020

We analyze sales conversations and deals using AI, then share the results to help you win more deals. He would drive around the LA area, visiting doctors’ offices, hoping to sell them medical equipment. Once when I was younger, I asked him why people let him bug them at work. You know small talk. . Here’s how. .

Trust 118

Trust Commission Territory Sports 118

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. You may still wonder: What is an NFT and how can it help my business ? While more businesses embrace NFTs, should you enter this new Web3 world? What is an NFT?

Customers 98

Customers Intrinsic Contract Represent 98

Sales Hacker

JULY 14, 2022

Founder-sales happens when the founder is the one responsible for selling his/her products to prospects, and heading the GTM motion for the company. . By default, founders are always selling: Selling to investors on why they should provide them with capital. . Selling their journey to the press. . Following up.

Start-ups 86

Start-ups GTM Pitch Up-sell 86

Sales Hacker

FEBRUARY 1, 2021

If you missed episode 145, check it out here: Lessons Learned From Winning by Design with Jacco van der Kooij. Show Agenda and Timestamps. Show Introduction [00:10]. Why “follow your passion” is terrible advice [21:31]. Show Introduction [00:10]. Subscribe to the Sales Hacker Podcast. We’re on iTunes.

E-commerce 70

E-commerce Follow-up Quota Up-sell 70

SaaStr

AUGUST 7, 2020

It does mean a well-oiled machine that hires strong reps of all backgrounds, and gets them the help and training so they can scale up and succeed. It does mean a well-oiled machine that hires strong reps of all backgrounds, and gets them the help and training so they can scale up and succeed. They have low attrition.

Quota 126

Quota Promote Up-sell Closing 126

Veloxy

SEPTEMBER 4, 2023

How do you instantly tell the difference between a good cold email template and a bad one? Fortunately for you and me, I’ve invited a cold email expert to complement this blog post who has sent over 2.5 Fortunately for you and me, I’ve invited a cold email expert to complement this blog post who has sent over 2.5

Cold Call 130

Cold Call B2B Campaign Clients 130

Veloxy

SEPTEMBER 30, 2021

Did you know that the average businessman or businesswoman receives over 115 emails per day ? We’ve got you covered with the ultimate guide on everything you need to know about cold calling. Just be sure you print and bookmark this blog post so you can take it with you wherever you go, wherever you sell.

Cold Call 211

Cold Call Objectives and Key Results Real Estate Up-sell 211

SaaStr

MAY 27, 2023

He joined us some time ago at our 2017 Summer Social, when Clari was much smaller, you can chat out that great session together with the founder of Medallia below.– I hope sharing my top ten list helps my fellow entrepreneurs sidestep a few of these — and gives you more time to go make, and learn from, your own!

Gaming 71

Gaming Trust Cross-sell Closing 71

Heinz Marketing

AUGUST 23, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. You can even ask Alexa! Really excited to have you here.

Pipeline 106

Pipeline Sales Start-ups Up-sell 106

Salesforce

JUNE 27, 2023

I’ll never forget that moment when the offer letter came. I went from selling radio ads at a media company to landing my dream job at Salesforce. I did it by selling the most important product I could think of: myself. Second, create your list of career goals based on what you want to achieve over the next few years.

Territory 52

Territory Sales Up-sell Closing 52

SaaStr

NOVEMBER 22, 2021

Nice to see you all. The topic of community and how you lead growth through community. Who has ever bought enterprise software based on something you’ve seen in this app or your child has shown you in this app? Both, what are the drivers of growth and how do you build for growth? What does that mean?

Growth 116

Growth Product B2C Consult 116

Heinz Marketing

SEPTEMBER 12, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. You can even ask Siri, Alexa and Google! Thank you so much for joining us.

Pipeline 99

Pipeline Sales Process Product 99

Hubspot

OCTOBER 14, 2020

What is a business plan, and why does it matter? Let’s take a look at six reasons why you should write a business plan before doing anything else. Pursuing business ideas that stem from passions you’ve had for years can be exciting, but that doesn’t necessarily mean it’s a sound venture. In other words, business plans work.

Finance 101

Finance Strategic planning Price Negotiate 101

Heinz Marketing

JANUARY 10, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. You can even ask Siri, Alexa and Google! I am your host, Matt Heinz, excited to have you all here.

Pipeline 101

Pipeline Finance Non-Profits Sales 101

Martech

OCTOBER 11, 2021

“Customers will know that they can rely on us when things go wrong and that could be a deciding factor in them deciding to stay with us rather than go elsewhere.” Account management is an extension of sales — how much more money can you get out of customers? Our premise is, life is too short to spend time booking meetings.”

Customers 102

Customers Account management Real Estate Contract 102

ConversionXL

JUNE 23, 2019

Why is it that some books become bestsellers and others can hardly sell a 100 copies? Why do you read some books with passion and interest but can’t get past the first 10 pages of others? The words you use—and the order in which you use them—make all the difference when it comes to crafting sales copy that wins sales.

Sales 110

Sales Up-sell B2B Sell 110

Outreach

JULY 15, 2021

By applying these tips in conjunction with a sound strategy, preparation, and consistency, you can optimize your sales call process: 1. Know-How and When to Ask Key Questions 6. Without a clear plan for the call, your prospect will likely have trouble retaining crucial information. So, we know what works.

Objectives and Key Results 98

Objectives and Key Results Pitch Cold Call Technique 98

Heinz Marketing

MAY 10, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. You can even ask Alexa! If you are watching us live today, hi. Good to be here.

Pipeline 91

Pipeline Sales Up-sell Growth 91

ConversionXL

JANUARY 18, 2022

The moat you create with brand is harder to replicate. According to Edelman research , when that trust is built, 61% of people will become vocal advocates, 57% of people will purchase more products, and 43% will stay loyal. For most of 2021, CXL didn’t have a marketing team. It keeps working for you when you’ve logged off.

Non-Profits 109

Non-Profits Follow-up Education Trust 109

Heinz Marketing

MAY 16, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. You can even ask Siri, Alexa and Google! My name is Matt Heinz, very excited to have you here.

Pipeline 93

Pipeline Referrals X-functional Cross-sell 93

Spiro Technologies

JANUARY 3, 2024

Transcript Adam Honig: I think it’s a challenge that a lot of companies face, especially when you do a really good job in one thing. You get identified as, oh, you’re the best maker of this. People just don’t think of you because they’re in that kind of mental space that’s blocked out.

Process 59

Process Hospitality Manufacturing Sales 59

Miller Heiman Group

APRIL 18, 2019

A Miller Heiman Group sales leader, Moore’s professional passion is the intersection of sales and technology. We’re delighted to have him take listeners of Move the Deal on this journey through modern selling. How Can I Listen to the Show? You can also access it on the Miller Heiman Group blog. Who’s the Host?

Launch 64

Launch Networking Technology Technology 64

Salesforce

MARCH 7, 2022

March 8 is International Women’s Day , a chance to reflect on the significant gains women have achieved in our global community. Below you’ll hear from women leaders: Kelsey Cohen, a revenue operations leader at PetDesk revolutionizing technology for veterinary practices. How do you overcome it?

Trust 98

Trust Legal Networking Promote 98

PandaDoc

OCTOBER 14, 2020

Stories do the job better than facts – you only have to look to the tabloid news cycle to see that. It’s not enough to regurgitate dry facts when a customer makes contact. A good sales territory plan and an understanding of your sales channel strategies will help you write your next sales success story.

Technique 111

Technique Pitch Sales Territory 111

SalesBlog!

JULY 10, 2022

Maybe you’re thinking a B2B (business to business) sales, account manager, account executive position sounds like the path to success for you. I mean why not… You can work the hours you want and the money just flows in. Have a couple of slick pitches and people melt like butter to sign the dotted line.

Sales 52

Sales Networking Up-sell Outside Sales 52

ConversionXL

NOVEMBER 24, 2021

Reputation management is the practice of actively influencing what people think of your brand and what they see others saying about your company when they look online. You can’t avoid negative reviews, opinions, and comments altogether. Not every person that buys from you will be a superfan. Find your audience of superfans.

Retail 134

Retail Networking Follow-up Start-ups 134

SalesLoft

MARCH 19, 2019

This post will recap the conversation to help you take your sales teams to the next level, and includes a few bonus questions we didn’t get to on stage. What leadership principles do you live by? We communicated with passion, rather than arrogance. When you have that combination, you can do more and be more.

Sales 91

Sales Commission Territory Trust 91

SaaStr

JULY 11, 2023

How do you win with a high-velocity sales strategy in a fast-moving, competitive market? No matter where you are in the life of your company, you need to keep the big problem you are solving for your customer as your North Star. This means knowing what problem you are solving and who you are solving it for.

Objectives and Key Results 66

Objectives and Key Results E-commerce Quota Sales 66

Hubspot

JANUARY 8, 2020

As a massive fan of live music (I've seen over 790 live shows including 75 Grateful Dead concerts), the idea of "fandom" has fascinated me for decades. Based on discussions with hundreds of people about their passions, I've come to realize the key is genuine human connection. We love to be near like-minded people. Fandom is everywhere.

Customers 88

Customers Cross-sell Government Up-sell 88