STAR Results

MARCH 25, 2021

Sales Executive Leadership Forum. Build a Bigger Network and Increase Your Market Value. Every sales leader needs to consider their market value. Sales leaders should regularly evaluate and determine areas for growth for their staff and themselves. Take a look at your marketing counterpart.

Networking 169

Networking Finance Promote Meeting 169

STAR Results

JUNE 20, 2021

Peer Group Discussion and Coupled with Leadership Coaching Will Pump you Up! Sales leaders need to remember that they, too, must regularly upgrade their leadership skills. Two critical areas will help you pump up your leadership quotient. Realistically most senior sales leaders don’t engage in networking regularly.

Networking 160

Networking Sales Meeting Promote 160

Martech

MARCH 20, 2024

Whether driven by a merger, acquisition, evolving customer needs or a crisis, a rebrand requires significant time and resources. A successful rebranding can reinvigorate a company’s reputation, value proposition and growth potential. Start with soul searching What is your why? However, the ROI can be enormous.

Strategize 101

Strategize B2B Legal Launch 101

Iannarino

JULY 21, 2021

The Gist: There is never a reason to trash your competition. The more mature your contact, the more you’ll alienate them by focusing on your competitor. You best approach to differentiating yourself from your competition is enriching the sales conversation. You need to make sales. You need help now.

Cold Call 289

Cold Call Cross-sell Gaming Clients 289

Cerebral Selling

SEPTEMBER 27, 2022

This is leaving sales leaders and reps alike struggling to figure out: How to handle new objections they’ve never heard before. How to connect and even get the attention of prospects during this time. Inoculation (objection handling tactic) – Bringing up and resolving objections before the customer does to disarm them.

Objection handling 207

Objection handling Sales Construction Growth 207

Cerebral Selling

DECEMBER 2, 2022

When I was a VP at Salesforce, one of my sales managers came to me with a disturbing problem. He told me he got a voicemail from a customer saying that he didn’t want to work with the female sales rep responsible for his account and requested that we assign a man to help him. What do you think we should do, David?”,

Growth 130

Growth Teamwork Sales Meeting 130

Cerebral Selling

JANUARY 14, 2023

This guest post was written by Alex Cook , Manager, Enterprise Sales at Klue. Year-end can be the most exciting time in sales. As an AE, you may be blowing through your number, signing deals, and having the time of your life. As a leader, it’s likely that your team has a mix of both. Next year may be even more so.

Quota 188

Quota Pipeline Drivers/motivators Negotiate 188

Veloxy

AUGUST 31, 2023

Feeling overwhelmed by the infinite options for growing your pipeline? You’re not the only outside sales rep feeling that way. This article doesn’t list every outside sales strategy under the sun. These are tactics that have helped outside sales professionals grow their pipeline by 300% in one month.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Veloxy

JULY 14, 2022

What is your closing ratio? Your closing ratio (or close rate) measures your overall sales efficiency. It’s calculated by dividing the number of sales you’ve closed by the number of leads or opportunities in your pipeline (and multiplying that by 100 to generate a percent). Do me a favor. Want proof?

Outside Sales 200

Outside Sales Closing Sales Trust 200

Cerebral Selling

AUGUST 8, 2022

If you’re the type of leader that prefers the second option, it’s critical to shift your attention in times like these, focusing on the emotional needs of your team, not just your profit. Here are five key strategies to lead your team through times of uncertainty. Assure them, this is normal.

Sales 199

Sales Contract Clients Quota 199

Martech

MARCH 4, 2024

As a leader, you must be agile enough to pivot as you learn new information about the marketplace, your customers and disruptive new technology. It’s critical to constantly re-evaluate how you market and sell our products to customers because what worked last year, or even last month, may no longer be relevant.

Technology 107

Technology Technology Launch Product 107

Iannarino

JUNE 18, 2021

The Gist: The legacy approaches to sales are designed to overcome objections. The legacy solution approach to B2B sales added a level of proof, to provide clients with the confidence necessary to adopt their solution. From Legacy to Modern Sales Approaches Parts 1-5: Part 1 | Approaches. Part 2 | The Starting Question.

Objectives and Key Results 238

Objectives and Key Results Clients Price Sales 238

Martech

MARCH 11, 2024

While this approach works well for roughly 5% of actively in-market buyers, it creates a poor experience for the remaining 95% of future customers who aren’t yet ready to buy. However, this ignores the majority of potential customers. For the sales team, better conversions, less garbage in, less time wasted, etc.

Pipeline 79

Pipeline Contact Prospecting B2B 79

SaaStr

MAY 16, 2024

Wade Foster, founder and CEO of Zapier, runs a category-creating brand that makes all your tech work together seamlessly – no coding required. Zapier was last valued at over $5B. If your people are doing nine other jobs, they probably won’t be very good at any of them. Remote vs. In-Person: Which is Better?

B2B 78

B2B Angle X-functional Trust 78

Martech

MARCH 3, 2023

You can find Part 1 (one-to-one, omnichannel personalization) here , Part 2 (first-party customer view) here and Part 3 (customer lifetime value model) here. Long-term success depends on supportive leadership and nimble teams that keep up with changing times while building valuable lifetime customers.

Customers 86

Customers Objectives and Key Results Strategize Drivers/motivators 86

Search Engine Land

MAY 24, 2023

It’s not the company leadership’s fault. It’s not the company leadership’s fault. Still, some don’t understand the value it can bring. You’ve probably heard it before, but educating leadership on SEO is one of the most important things you can do to convince them of SEO’s value.

Objectives and Key Results 99

Objectives and Key Results User Experience Engineering Education 99

SaaStr

DECEMBER 29, 2023

In part two we head into IPO waters, how to incorporate AI into your products, the best way to drive employee performance, pricing models, and much more. Q: How do you stand out in terms of customer acquisition against large competitors who aren’t incorporating AI? Before, humans graded the outcome of customer support.

Customers 90

Customers Price Growth Construction 90

Martech

DECEMBER 26, 2023

Traditional support methods include training, data-sharing, co-marketing campaigns, rebates, MDF (market development funds), and sales enablement, like content, events and sales playbooks. This approach allows for a smooth sales process for the customer, and generates cross-sell and upsell opportunities for partners.

B2B 106

B2B Cross-sell Hospitality GTM 106

Salesforce

DECEMBER 12, 2023

In many organizations, the highest performers are often promoted to sales leadership positions. That’s because leading a sales team to success takes a different skill set. In this article, we’ll run through the top traits needed for successful sales leadership — and how you cultivate them in your company.

Sales 59

Sales Strategize CRM Drivers/motivators 59

SaaStr

MAY 17, 2024

As Product leaders, you have to build trust with CEOs and founders, align on vision and strategy, stay focused on the customer’s problem, and effectively navigate misalignment to ensure your product has the greatest chances of success right out of the gate. That’s your role, figuratively and literally. That’s a very senior role.

Product 93

Product GTM Trust Growth 93

Sales Gravy

AUGUST 27, 2022

Losing your job during an economic downturn is worse. Now more than ever, you need your income. If you lose your job, there is a much higher probability that you will take a pay cut when you land your next one or end up in a role or company that you dislike. Devote yourself to your company’s survival.

Commission 115

Commission Pipeline Follow-up Up-sell 115

SaaStr

NOVEMBER 23, 2022

Know the role of the CRO (hint: it’s not sales). The CRO role is much more expansive than that of, for example, a VP of sales. If daylight begins to grow between your team and another, the entire team can feel it—and those gaps will continue to grow if they go unaddressed. The life of a CRO is all about results.

Drivers/motivators 107

Drivers/motivators Trust Legal Finance 107

Salesforce

DECEMBER 8, 2023

Companies have so many ways to connect with customers now, but it’s still hard to beat a well-written, well-timed email. Competition for eyeballs and clicks are at a premium, so your email marketing strategy needs to constantly evolve to keep up. What is email marketing and why does it matter? Is email marketing easy?

E-commerce 115

E-commerce Click Through Rate Campaign Promote 115

Salesforce

JANUARY 29, 2024

According to our research , email remains the best way to connect with customers. A good email list brings in new prospects, increases engagement with your community, and provides you with valuable customer and performance data to keep refining your efforts. How do you maximize the value of your email list?

CTR 124

CTR CRM Promote Campaign 124

SaaStr

JANUARY 10, 2024

At different stages, the Marketing department of your org and your company may be focused on different initiatives to try to meet a mutual outcome. “Typically that was the marketing hat in my case, but sometimes it was the sales hat or thinking about finance or other areas of the business. . What do we value?”

Pipeline 97

Pipeline Growth Strategize Start-ups 97

Martech

JANUARY 10, 2024

Drawing on 30 years of marketing leadership experience, Milton Hwang writes for MarTech about AI, MOps, automation and other topics. A: It’s different, even though some of the same disciplines apply. Q: Were marketing and technology interests of yours at that time? This interview has been edited for clarity and length.

Electrical Engineering 99

Electrical Engineering Healthcare Electricity Technology 99

Sales Hacker

MARCH 1, 2024

A chance to tour (and maybe even race on?) A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. Claim your tickets today , including a limited number of special two-for-the-price-of-one tickets. So, owned media. What is it? Why are SaaS companies embracing it?

GTM 71

GTM Launch B2B Growth 71

Martech

APRIL 2, 2024

The same influencers you see on your personal social media feeds could be the missing link in your B2B marketing strategy. Additionally, 40% have experienced increased lead generation and sales outcomes due to influencer marketing. This is particularly true if your brand speaks to niche audiences. It makes sense.

B2B 118

B2B Drivers/motivators Campaign B2C 118

Sales Pop!

DECEMBER 2, 2022

First of all, what can revenue intelligence do for your organization? The rapid road to a closed sale is only through revenue intelligence. The rapid road to a closed sale is only through revenue intelligence. Through actionable insights, sales cycles are shortened and win rates are increased. Revenue Intelligence.

Quota 98

Quota Pipeline CRM Closing 98

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. For instance, Founders Fund doesn’t really invest in AI, health tech, or edtech, even if you’re growing 5x. That’s how hard it can be to get funded.

Quota 101

Quota Finance Drivers/motivators GTM 101

Gong.io

JANUARY 2, 2023

This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know if a potential customer is a good fit for your solution? How do you know whether to move prospects through your sales funnel or disqualify them? What is sales qualification?

Sales 149

Sales Prospecting Pipeline Pitch 149

Salesforce

APRIL 10, 2024

The world of data and artificial intelligence (AI) is constantly evolving, making it challenging for organizations to keep up, or even get started. In fact, 94% of business leaders believe their organizations should be getting more value from its data. Good AI needs good data. So, where do you start? Get the guide 1.

CRM 59

CRM Represent Trust Retail 59

Martech

SEPTEMBER 21, 2023

With AI personality profiling tools, we can become more familiar with an audience, segment or industry before we even engage with it. B2B marketing, usually kept at arm’s reach from customers, can now know them as well as account managers who have long-standing customer relationships. Will they be an advocate or influencer?

B2B 105

B2B Construction Drivers/motivators Campaign 105

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. This approach helps companies accelerate sales and grow revenue without adding to their headcount, a move that’s increasingly important during economic uncertainty. What you’ll learn: What is channel sales?

Manufacturing 111

Manufacturing Retail Territory Sales 111

Highspot

FEBRUARY 28, 2024

Sales operations managers are the unsung heroes behind a high-performing sales team. They design sales processes, sift through sales data, and predict futures. Their role is to set up the sales team for success. What Does a Sales Operations Manager Do? To improve sales outcomes.

Non-Profits 52

Non-Profits CRM Teamwork Sales 52

Search Engine Land

APRIL 2, 2024

Use Google Docs to identify leadership priorities and turn them into SEO action plans, aligning SEO with leadership goals. I’ve invested in technology, training and consulting to enhance operational efficiency in SEO and digital PR, experimenting with various models, SOPs and even custom software solutions.

Objectives and Key Results 78

Objectives and Key Results Consult Engineering Technology 78

Hubspot

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Real Estate 73

Real Estate Negotiate Price Territory 73