A Sales Guy

JULY 23, 2014

Your sales management team must understand your company’s overall goals and structure compensation to align with them. In short, sales compensation should be not just a tactical focus for your organization, but a strategic one as well. Finally, take a hard look at your sales organization. Sizing It Up.

Commission 120

Commission Quota Cold Call Sales 120

Sales Hacker

AUGUST 22, 2018

3) Analytical and Strategic. A great CSM needs to be analytical and strategic. As a CSM, you’re going to be customer-facing and need to be able to represent a company respectably. You will likely talk to people from outside of Customer Success, such as Sales, Support or the Product team. 4) Emotional Intelligence.

Customers 51

Customers Strategize Start-ups Service 51

Martech

DECEMBER 1, 2023

There are two extremes when it comes to driving better customer acquisition results: Expanding the team, hiring more salespeople or business development representatives (BDRs). But strategically, cost-effective acquisition isn’t about spending less or increasing the team. 30% shorter sales cycle. Up to 40% higher revenue.

Process 111

Process Customers Appointment Pharmaceutical 111

SaaStr

OCTOBER 3, 2022

In addition to marketing, do you also need business development representatives (BDR)? Sales Cycle. This includes everything from inside sales to account executives to strategic asset allocation. Post Sales. Support the professional services and customer managers who guide your clients.

GTM 100

GTM Strategize Government Inside sales 100

Hubspot

JUNE 8, 2021

They're responsible for increasing sales and profit by understanding what customers need and working with the product, engineering, and sales teams to develop a solution. This role is also known as "systems engineer," "pre-sales support," or "field consultants." Chief Sales Officer. Image Source.

Commission 76

Commission Territory Finance Inside sales 76

Sales Hacker

NOVEMBER 15, 2017

This sales glossary is meant to reduce ramp time for new reps that are getting immersed in B2B sales jargon for the first time. Account-Based Selling / Sales Development. Account Development Representative. Average Sale/Selling Price. Business Development Representative. AB Testing. Account-Based Marketing.

B2B 99

B2B E-commerce Cold Call Represent 99

Highspot

NOVEMBER 9, 2023

Needs Assessment Interactive Presentations: Sales representatives can utilize interactive presentations and tools within the digital sales room to help prospects assess their needs and explore potential solutions. These practices ensure that the platform remains a valuable asset for your sales process and customer relationships.

Objectives and Key Results 59

Objectives and Key Results Objection handling Teamwork Sales 59

Hubspot

FEBRUARY 7, 2018

You'll set individual quotas and team goals, analyze data, coordinate sales trainings and call reviews, and manage sales territories. And, depending on your organization's hierarchy, you might need to represent your team in executive and company-wide meetings. Sales Engineer. VP of Sales.

Territory 92

Territory Commission Outside Sales Account management 92

Sales Hacker

OCTOBER 7, 2021

Sales Strategist, Top 50 keynote speakers, Best Selling author of Heart and Sell-(chosen as the textbook for Harvard’s Strategic Selling course) Top Voice on LinkedIn 2018. Specializing in helping sales leaders up skill teams to survive and thrive in a hybrid world. What is one a-ha moment you’ve had in your sales career?

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Hubspot

AUGUST 21, 2023

Negotiation: Both sales reps and decision-makers discuss pricing details and feature needs. Right after your sales representative closes the sale, the lead leaves the engage phase and enters the delight phase. Those entering demos will make contact with a direct sales/support person.

Go To Market 69

Go To Market Process GTM Launch 69

ConversionXL

NOVEMBER 29, 2018

You may agonize over the decision to choose one path over the other, but you can save that strategic energy for figuring out how to transition more free users into paying customers. Will you still need sales support for some enterprise accounts? Freemium and free-trial signups have one thing in common: Neither generates revenue.

Customers 119

Customers Cross-sell Referrals Networking 119

Lead Fuze

SEPTEMBER 30, 2021

Moreover, networking can help you build strategic partnerships that would bring your clients and added value. Strategic partnership is the key to succeeding in such a goal. . Sure, a great landing page and high-quality content represent a big deal of lead generation for accounting firms.

Lead generation 52

Lead generation Niche Objectives and Key Results Strategic partnership 52

Partners in Excellence

JULY 8, 2013

We need to reassess how we deploy our sales teams to maximize the value we bring to customers. Larger organizations leverage specialists, pre-sales support, technical specialists and others. In many cases, we leverage strategic partners to help provide the breadth and depth of skills needed to drive customer success.

Territory 95

Territory Account management Cross-sell Sales 95

PandaDoc

MARCH 7, 2023

This means your sales managers can spend less time micromanaging and more time strategizing. Understanding sales process stages, elements, and best practices The concept of sales is old as time. Effective scheduling Workflow tools can optimize and automate all scheduling processes in the sales cycle.

Process 52

Process Objectives and Key Results Pitch Legal 52

The Lost Book of Sales

JULY 12, 2021

Technology Adoption Lifecycle Each group in this model represents a unique psychographic profile (i.e. Early adopters | Visionaries The key point is that, in contrast with the technology enthusiast, a visionary focuses on value not from a system’s technology per se but rather from the strategic leap forward such technology can enable.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52