Salesforce

SEPTEMBER 28, 2023

Sales great Zig Ziglar once wrote, “If you aim at nothing, you will hit it every time.” ” That’s the struggle of every team without clear sales targets: no clarity, no progress, no growth. It comes down to regular examination of resources, performance, and potential. Why are sales targets important?

Quota 116

Quota Territory Pipeline Sales 116

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

Hubspot

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible.

Cold Call 80

Cold Call Territory Prospecting Sales 80

Veloxy

MAY 11, 2023

44% of executives at companies with revenue exceeding $250 million believe their pipeline management to be ineffective. Do I have your attention? Now imagine a world where your sales process flows seamlessly, leads never slip through the cracks, and revenue pours in effortlessly. Here’s a fact.

Pipeline 130

Pipeline Gaming CRM Prospecting 130

Veloxy

FEBRUARY 13, 2023

Open ended sales questions are a crucial aspect of the sales process. Additionally, we’ll cover some of the common mistakes to avoid when asking open ended sales questions. What are open ended sales questions? What are open ended sales questions? It’s true.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Martech

MARCH 20, 2024

Here are seven critical lessons learned from my 15 years of experience guiding global B2B technology companies through rebranding initiatives, as an internal team member and external consultant. Start with soul searching What is your why? Dig deeper: Innovation vs. rebranding: How to choose the best change for your business 2.

Strategize 108

Strategize B2B Legal Launch 108

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. What is sales velocity?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Search Engine Land

MARCH 12, 2024

Earlier this year, Google announced the expansion of its Gemini generative AI model to support more products, including ad campaigns such as Search and Performance Max. It combines your expertise with Google AI. This article covers: How Gemini functions in Google Ads. How to make the most of these for your campaigns.

Campaign 125

Campaign Conversion Clients Technology 125

Search Engine Land

NOVEMBER 30, 2023

Starting a business can be daunting. Only about half of businesses make it past the crucial five-year mark, per the U.S. Small Business Administration. Between an impending recession, sluggish sales cycles and clients looking to cut budgets, 2024 poses fresh challenges for agencies looking to thrive.

Contract 102

Contract Clients Pitch Growth 102

Search Engine Land

AUGUST 31, 2023

Many agencies are built on the backs of referrals; however, trust can be quickly eroded, leading to ongoing problems maintaining growth and building a healthy, self-sustaining business. These may make your agency feel secure in the short term but won’t lead to a trusting relationship. Why should agencies focus on building trust?

Trust 131

Trust Clients Referrals Contract 131

Search Engine Land

DECEMBER 1, 2023

Below are nine ways to optimize your website for the holidays and make the most of this high-traffic period. Here are a few examples: For a local business, you could compile a guide of events in the area. An ADHD coach might write a blog post about how to get through the holidays and offer coping mechanisms.

E-commerce 131

E-commerce Click Through Rate Strategic planning Pitch 131

Salesforce

AUGUST 24, 2023

I’ve seen countless businesses (including enterprise companies) compile — and try to analyze — sales data in spreadsheets like this. Sure, spreadsheets are useful for small projects, but they can be cumbersome when dealing with complex sales data. Sales dashboards to the rescue. Cross eyes. Sound familiar?

Pipeline 98

Pipeline Quota Lead generation CRM 98

Heinz Marketing

FEBRUARY 27, 2024

It’s a term our President, Matt Heinz , uncovered recently, and it’s garnering a lot of attention among business leaders—for good reason. In the workplace, though, a breakdown in collaboration is more than an inconvenience; it’s one of the leading revenue killers for businesses. Is team morale low?

Objectives and Key Results 67

Objectives and Key Results Represent Drivers/motivators Promote 67

Salesforce

OCTOBER 31, 2023

Congratulations, you’ve smashed your goals! If you sell a product without attracting the right buyers and demonstrating how it meets their needs, it may just sit on the shelf. How do you avoid this and capture customer interest? See how it works Why is a go-to-market strategy important? As Howard Brown, CEO of Revenue.io

Go To Market 119

Go To Market GTM Objectives and Key Results Price 119

Heinz Marketing

JUNE 22, 2023

By Sarah Threet , Marketing Consultant You’re building your buying committee based off your ideal customer profile, but you’re feeling stuck… What if one buying committee doesn’t feel all-encompassing of who has been reported to you by your sales department? Maybe it’s really a case-by-case situation?

Finance 98

Finance Strategize Account management Engineering 98

Partners in Excellence

JULY 21, 2023

I, and so many others, write constantly about how buying is changing and how sellers (sales and marketing) must change to respond to these changes. We read about how email is failing, phone calls, social, and virtually every other engagement platform. We have continuing debates about “Is cold calling dead?”

Prospecting 96

Prospecting Customers Cold Call Commission 96

SaaStr

JANUARY 5, 2024

In the latest episode of CRO Confidential, host Sam Blond, partner at Founders Fund and former CRO at Brex, sits down with Ashley Kelly, VP of Global Sales Development at Rippling. For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR.

Quota 100

Quota Commission Networking Drivers/motivators 100

SaaStr

OCTOBER 13, 2023

How do you build a successful, high-growth company that is also profitable? Expensify is a cash-positive business and has been for five years now. Even Ford, which isn’t a SaaS startup, is a capital-intensive business that achieved growth and profitability in a mere five months. It’s your biggest asset.

Growth 97

Growth Drivers/motivators Launch Product 97

Salesforce

MARCH 7, 2024

By grouping your email list properly, you set yourself up for targeting the right people with the right content. But what exactly is segmentation in practice, and how do you make sure you’re doing it correctly? What are the best practices for segmenting your email list? Personalize, personalize, personalize.

Objectives and Key Results 114

Objectives and Key Results Customer Relationship Management SQL A/B testing 114

Martech

JANUARY 9, 2024

The $100 billion creator economy is changing how brands collaborate with influencers across social media and niche communities. It’s a good idea to get familiar with and build a roster of talent for future campaigns, even if you don’t have a project brief yet. Why pay attention to the creator economy?

Niche 131

Niche Negotiate Legal Contract 131

Search Engine Land

OCTOBER 24, 2023

Managing an SEO team usually means that you’re taking on the world with some talented people. So, how can you lead an SEO team effectively, helping to grow their skill sets in the right direction? And, critically, how can you keep your team motivated in a world (wide web) of smoke and mirrors?

Drivers/motivators 104

Drivers/motivators Intrinsic SQL Education 104

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

Salesforce

JUNE 2, 2022

People often ask me how Salesforce drives revenue growth the way we do. How do we do it? The magic is our maniacal focus on pipeline, which is the total dollar value of all the deals our sales team is working on. Because it’s the greatest indicator of future sales bookings, or annual contract value (ACV).

Pipeline 98

Pipeline Engineering Growth Territory 98

Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. The primary goal of sales management is to maximize sales revenue while maintaining customer satisfaction and loyalty.

Objectives and Key Results 59

Objectives and Key Results Quota Technique Construction 59

Lead Fuze

JULY 3, 2023

Managing a remote sales team effectively is no small feat. This blog post aims to equip you with comprehensive knowledge on how to manage a remote sales team, ensuring optimal performance and productivity.

CRM 52

CRM Lead generation Trust Sales 52

Hubspot

APRIL 12, 2023

When assessing your team’s performance, sales activities offer crucial metrics. That includes the number of sales calls, VP-level meetings, new qualified opportunities, and so on. With proper sales activity management, you can influence sales objectives and business results.

Objectives and Key Results 85

Objectives and Key Results CRM Pipeline Sales 85

Salesforce

JANUARY 24, 2022

Growing small- or medium-sized businesses (SMBs) — those with a 1% increase in revenue or more in a six month period — are 59% more likely to use marketing automation. Get more sales and marketing best practices for small businesses. Read our free SMB Guide to Sales and Marketing Alignment.

Campaign 98

Campaign Customer Relationship Management CRM Prospecting 98

Salesforce

DECEMBER 8, 2023

Competition for eyeballs and clicks are at a premium, so your email marketing strategy needs to constantly evolve to keep up. If your metrics are suffering and you’re not seeing the results you need, maybe it’s time to review your email marketing strategy and see where you can improve. Is email marketing easy?

E-commerce 115

E-commerce Click Through Rate Campaign Promote 115

Search Engine Land

SEPTEMBER 11, 2023

They are in the position to wield significant influence, enhance search engine rankings and drive substantial revenue for businesses. Below are some snapshots of the websites’ performance. They reflect the entire website’s organic traffic performance, not just the specific sections related to affiliate marketing.

Niche 139

Niche Commission UX Trust 139

Gong.io

SEPTEMBER 26, 2022

The global pandemic forced sales teams to change their processes and go digital. But even as lockdowns have eased and businesses started resuming operations, what started as a response to a crisis has become the norm. Organizations must adapt their sales strategies post COVID-19 to meet customer expectations.

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. In many cases, just initiating the first contact doesn’t deliver any business growth. B2B sales prospecting in a nutshell.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Salesforce

FEBRUARY 14, 2022

That trend is expected to continue this year, posing big questions and even bigger implications for sales leaders. What happens when your top sales rep — along with all their institutional knowledge, leadership, and training — jumps ship? Here are some ideas to get you started: Discover timely insights and useful sales tips.

Pipeline 98

Pipeline Sales Sports Strategize 98

PandaDoc

OCTOBER 3, 2023

In the modern marketplace, leveraging sales software for small businesses can make a world of difference. Key takeaways: Sales software options offer a diverse range of features, from lead management and CRM to analytics and automation. Imagine you run a small online store. Let’s look at a few of them.

CRM 52

CRM Contact Price Pipeline 52

Lead Fuze

MAY 26, 2023

Staying abreast of the changing digital landscape is a must for those in sales, recruitment, startups, marketing and small business ownership who want to stay competitive. In this blog post, we will dive deep into various aspects of running a thriving social media marketing agency.

Niche 98

Niche Finance Negotiate Technique 98

Search Engine Land

NOVEMBER 13, 2023

As AdWeek reports, it’s not uncommon for small-to-medium-sized firms to see upwards of 40% client turnover year over year. Too much client churn can be a death blow to your agency since it costs up to four times as much to earn a new client as to retain an existing one. Why clients break up with their agencies 2.

Clients 100

Clients Objectives and Key Results Referrals Non-Profits 100

SaaStr

JANUARY 1, 2023

Carta: Layoffs Are At Recent Highs. Dear SaaStr: What Were Some of the Toughest Lessons You Learned About How to Build a Successful SaaS Business? RevenueCat: Across 10,000+ Mobile Apps, Longer Free Trials Perform Better. How to Build a Multi Product Business with Carta’s CEO and CMO.

Pipeline 77

Pipeline Drivers/motivators Growth Engineering 77

Salesforce

NOVEMBER 7, 2023

It’s true: I once fell asleep during a sales kickoff. When I came to, I made a solemn vow: When I became a sales leader one day, I’d never throw a boring sales kickoff. Today, I’m Head of Sales at Slack, and I’ve made good on that promise (or so my team tells me). Collaboration. Excitement.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64