Women Sales Pros

SEPTEMBER 6, 2019

Sue hadn’t been his rep for years, and he wanted to catch up. Sue wasn’t the most technical person in the world, but now she’s selling technology in a male-dominated industry. At first, she struggled to embrace the technology at a deeper level. Then she realized she didn’t need to get into the weeds.

Technology 90

Technology Technology Sell Referrals 90

Partners in Excellence

APRIL 14, 2017

Pick Up The Damn Phone! I’ve spent the past couple of days at the TOPO Summit. It’s become one of 3 “must attend” conferences I go to every year. All the presenters are rock solid practitioners, with pragmatic advice. They engage people in conversations.

Conversion 51

Conversion High impact Technique Education 51

Heinz Marketing

JULY 13, 2020

I can’t imagine a time when referrals or referrals and sales, referrals and business has been more important when channels are shrinking, budgets are shrinking. ” I ask Joanne why she thinks it’s coming up more often now and how has her answer changed or evolved over time? By Matt Heinz , President of Heinz Marketing.

Pipeline 82

Pipeline Referrals Cold Call Sales 82

criteria for success

NOVEMBER 19, 2018

In today’s episode, we talk to Deb Calvert about her books Stop Selling & Start Leading and DISCOVER Questions® , The Sales Experts Channel, and her experience as a coach and sales leader. . * #2 Book Recommendation: The Sales Magnet by Kendra Lee. * #3 Book Recommendation: Pick Up the Damn Phone by Joanne Black.

Drivers/motivators 45

Drivers/motivators Sales Up-sell Prospecting 45

Partners in Excellence

SEPTEMBER 2, 2014

The phone rings. Are you going to pick up the phone and answer the call with those odds? The odds get worse, the more the customer knows who you are—”That’s Jim, he always wastes my time, I’ll never pick up a call from him!” ” It’s a staggering number!

Customers 98

Customers Up-sell Meeting Prospecting 98

Pointclear

APRIL 17, 2014

High-performing reps avoiding inbound lead follow-up; and 3. Next up: Kyle Porter , CEO of SalesLoft : "Less qualified leads in the pipeline! Next up: Kyle Porter , CEO of SalesLoft : "Less qualified leads in the pipeline! Leads are never more qualified than when you pick them on your own (outbound). But you need both!

Inside sales 102

Inside sales Cold Call Pipeline Quota 102

Score More Sales

OCTOBER 11, 2013

My colleague Joanne Black, author of the new book, Pick Up the Damn Phone – How People, Not Technology Seal the Deal was animated when I talked with her about this term. Pick up the phone, have a conversation, and let the person know why you’d like an introduction. Now that’s powerful.

Sell 87

Sell Gambling Referrals B2B 87

Partners in Excellence

JULY 17, 2018

There are tools that give us greater insight into the customer–both the enterprise and individual. We can leverage customer searches of our sites, the materials they have downloaded, and communications they may have had to give us better insight into their interests. But, all of this gets us only so far.

Technology 48

Technology Technology Up-sell Sell 48

Partners in Excellence

FEBRUARY 1, 2017

Yes, quotas go up, but we expect people to improve and become more productive. Recently, I was having a conversation with Robert Racine about the state of sales management. As I reflected on the conversation, I realized this trend isn’t limited to sales managers, but is extending to the entire organization.

Assembly Line 64

Assembly Line Quota Sales Construction 64

ConversionXL

JULY 3, 2020

Indeed, if you want to find out whether anyone really cares about your content, just put up a paywall. News sites have long been at the forefront, but plenty of speciality sites (e.g., The Athletic, Cook’s Illustrated, Adweek) have paywalls, too. Search engines are vital for discoverability. How we got here. Currently, Independent.ie

Non-Profits 122

Non-Profits User Experience Niche Engineering 122

Sales Hacker

OCTOBER 30, 2018

Follow up with her updates on Twitter at @bridgegroupinc. but those that take it even a step further by being incredibly intentional about promoting the next generation of female salespeople and making their path a little easier. They say “You can’t be what you can’t see,” and the sales floor is no exception.

Inside sales 111

Inside sales Sales Cross-sell Growth 111

Sales Hacker

MAY 8, 2018

Getting to your targets using both top-down and bottoms-up plan development. Getting to your targets using both top-down and bottoms-up plan development. 5) How to pick the right startup to work with [14:20]. 5) How to pick the right startup to work with [14:20]. What You’ll Learn. Subscribe to the Sales Hacker Podcast.

Sales 44

Sales Drivers/motivators Quota Follow-up 44

Search Engine Land

FEBRUARY 27, 2024

Let’s look up the warm, sunny days of Summer ‘23 when the brand-in-question ranked well using AI content. So it should, in theory, be able to do a passable job at vomiting up black-and-white information. Kinda hard to screw up. BuzzFeed was one of the first major publishers to adopt heavy AI publishing. Notice a pattern here?

Sports 113

Sports Start-ups B2C Drivers/motivators 113

Anthony Cole Training

SEPTEMBER 18, 2013

You can contact them by mail (email or snail mail) or by phone (the most common method). If you are a manager, don''t tell your people to "just pick up the phone and have fun with it". Sales people have to have prospects - that''s the truth. This is all true. That''s the truth. Prospecting is FUN!

Prospecting 168

Prospecting Appointment Cold Call Referrals 168

SaaStr

JULY 20, 2021

In the run up to 2021 SaaStr Annual , Expensify CEO David Barrett is rejoining us as a top speaker from Annuals part. David : If we can get a lighter we can definitely hook this up. At ’21 Annual, Dave gave us one of the most popular sessions of the year on managing your Board of Directors. . TRANSCRIPT . David Barrett : Wow.

Angle 96

Angle Meeting Start-ups Drivers/motivators 96

Hubspot

APRIL 6, 2018

Use multiple channels to prospect -- email, phone, social media, events, referrals -- to keep the top of your pipeline as full as possible. Keep your email subject lines under seven words -- that’s the max that’ll show up on a phone, where almost half of prospects open messages. Best Sales Tips. Prospecting Sales Tips.

Objectives and Key Results 101

Objectives and Key Results Negotiate Sales Contract 101

ConversionXL

SEPTEMBER 17, 2019

Eventually, you end up with tons of segments that are difficult and time-consuming to manage. . Audiences that have shown explicit intent—such as users who added to cart—make up a tiny portion of traffic. on a mobile phone and visit at least 3 pages per session are more likely to convert. . Did they view more than Y pages?

Campaign 131

Campaign Price Conversion Follow-up 131

Sales Hacker

DECEMBER 14, 2017

I personally love the idea that we need to sell how customers want to buy, and I’m a huge proponent of setting up a sales process accordingly. I personally love the idea that we need to sell how customers want to buy, and I’m a huge proponent of setting up a sales process accordingly. And look, I get it. You hate cold calling.

Cold Call 100

Cold Call Pitch Contact Technique 100

ConversionXL

NOVEMBER 12, 2020

In this article, we’ll look at some commonly cited statistics and see how they hold up today, as well as share how you should approach research in your own content efforts. One of the most challenging parts of producing high-quality content is finding and sourcing accurate statistics and research. Use click-baity headlines.

A/B testing 113

A/B testing Represent Construction Start-ups 113

Sales Hacker

MARCH 27, 2018

You just bought a new pair of shoes, and you’re feeling pretty damn good after the fact. 1) Firmly believe in your USP and back it up. 5) Before every single interaction or follow up, STOP for a moment. 1) Believe in your USP and back it up. 1) Believe in your USP and back it up. OK, truth time. You eat it—yum!—then

Sell 99

Sell Follow-up Up-sell Prospecting 99

Gong.io

DECEMBER 2, 2019

The failure rate in sales is so much greater than it is in sports—it builds up some resiliency and some mental toughness for sure. I don’t know, because I grew up playing sports. I don’t know, because I grew up playing sports. Why is vulnerability the missing link for most sales leaders? . Dealing With Failure.

Pitch 71

Pitch Sports Sales Presentation 71

ConversionXL

JANUARY 9, 2019

And how do you know if your team—or the one you’ve hired—is focusing on the most important things ? Many areas yield minor improvements, but to make a real difference, and protect past progress, you need a repeatable, evidence-based approach. That knowledge will help you: Create a foundation for an internal research process. Low traffic.

UX 131

UX Process User Experience Technique 131

ConversionXL

JANUARY 21, 2016

9.99, an email, a phone number)… Michael Aagaard , Unbounce : “In order to get a conversion, the process has to end with your potential customers agreeing that what they will get in return is worth more than they have to part with. It’s easy to look around and think, “Yeah, I could have written that.” Is it clear?

Drivers/motivators 91

Drivers/motivators A/B testing Start-ups Up-sell 91

ConversionXL

APRIL 14, 2016

According to Google Trends , the term “conversion rate optimization” is an official “breakout”, meaning “searches for that phrase have jumped by +5,000 percent” over the last few years. While this proliferation of all things CRO is good news for the industry, it does have one painful drawback. What if you don’t have the resources? fewer searches.

Conversion 90

Conversion E-commerce Objectives and Key Results Trust 90

SaaStr

APRIL 3, 2019

Ben Braverman is the CRO @ Flexport, one of the world’s fastest growing startups combining technology, infrastructure and expertise, to build the operating system for global trade. Why does Ben fundamentally disagree with the specialization of roles within SaaS companies? What does he believes this does to the customer journey and relationship?

Customers 40

Customers Quota Start-ups Up-sell 40

PandaDoc

SEPTEMBER 2, 2020

Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Check them out regularly, sign up for their emails even, and use the information they share to skyrocket your sales results. So what’s the motivated B2B seller to do? Adaptive Business Blog.

Sales 98

Sales Technique Non-Profits Cold Call 98

Hubspot

APRIL 28, 2016

That sometimes means giving more thoughtful feedback up front so your job is easier when the final draft does come in. When you get there, turn off those pesky email and social media notifications, and put your phone on airplane mode (or, better yet, leave it in your bag). Otherwise, you may lose focus and begin missing things.

Process 68

Process Angle Start-ups Follow-up 68

Sales Hacker

APRIL 6, 2021

Prior to Scratchpad, Pouyan was the co-founder and CEO of PersistIQ, the complete outbound platform engineered for sales from the ground up. Prior to Scratchpad, Pouyan was the co-founder and CEO of PersistIQ, the complete outbound platform engineered for sales from the ground up. powered by Sounder. We’re on iTunes. And on Stitcher.

Process 66

Process Drivers/motivators Sales Engineering 66

SaaStr

AUGUST 19, 2020

Portag3 Ventures Partner Chris O’Neill discusses leadership and teamwork lessons he’s picked up in his career through a hobby and a metaphor of sailing. I grew up in a really small town in Canada on the shores of Lake Huron and in that community, sailing was a really big part of the community and the way of life.

E-commerce 104

E-commerce Price Start-ups Growth 104