Partners in Excellence

DECEMBER 1, 2019

“Water water everywhere, Nor a drop to drink…” is a famous line from Coleridge’s “The Rime Of The Ancient Mariner.” ” At a recent lunch, my friend, Tim Ohai, and I were talking about problems we see with too many managers. The data that’s really useful is hidden in plain sight.

Pipeline 76

Pipeline Prospecting Customers Process 76

Partners in Excellence

DECEMBER 10, 2018

It was a group of very bright thinkers/practitioners in sales and marketing. We were discussing the future of sales and marketing–things we saw happening, things we believed needed to change. I kept thinking, “If my outlook is really that dark, why am I doing what I’m doing?

Sell 80

Sell Assembly Line Up-sell Cold Call 80

Lead Fuze

JANUARY 2, 2024

What is a good first step when you want to explore a business idea? Ever felt like you’re on the brink of a great business idea , but just can’t seem to nail it down? Unearth the source of your potential success – begin digging! Think about this: every successful business once started as a mere spark in someone’s mind.

Strategic planning 52

Strategic planning Real Estate Non-Profits Launch 52

Sales Hacker

NOVEMBER 17, 2020

Subscribe to the Sales Hacker Podcast. Who is Matt Klepac and what is Vertify? [2:20]. They’re pioneering what they say is the revenue operations revolution. Our second sponsor is Outreach, the number-one sales engagement platform. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Sam’s Corner [32:07].

Start-ups 102

Start-ups Technology Technology B2B 102

PandaDoc

NOVEMBER 15, 2021

The term “sales culture” is a bit of a fuzzy concept. All of those elements and several others are influenced by your company’s sales culture. Here, we’ll discuss several aspects of sales culture, what a good one looks like, how to improve yours, and how to scale it as your company grows.

Sales 52

Sales Quota Trust Promote 52

Hubspot

JULY 6, 2020

Like any great marketing strategy, you'll need to get in the mindset of your customers to determine why they're likely to subscribe -- or unsubscribe -- from your email list. To help you think like your subscribers, I polled 400 consumers to ask them about why they've joined or removed themselves from marketing email lists in the past.

Promote 101

Promote Click Through Rate Contact Trust 101

Lead Fuze

DECEMBER 31, 2021

How to Create a Customizable Sales Metrics Strategy in Just 6 Steps. In order to compete in the modern sales world, you need a team that is aligned with your company’s best sales metrics. Our data shows that transparency into sales numbers is a very effective motivator. With the role of HR Manager.

Objectives and Key Results 52

Objectives and Key Results Contract Profit margin Non-Profits 52

Sales Hacker

DECEMBER 18, 2019

Time for Sales Hacker’s annual Top 10 Sales Trends and Predictions for the Future of Sales in 2020. So, without further ado, here are my top 10 sales trends and predictions for the future of sales in 2020. 10 Trends and The Rise of Sales Tech. 10 Trends and The Rise of Sales Tech. Wow, time flies.

Sales 59

Sales Consult Technology Technology 59

Xant

MAY 20, 2021

Sales is going through a transformation. Stop doing more of what doesn’t work. Start doing what buyers do intuitively: guide actions with provable recommendations and automation. Start doing what buyers do intuitively: guide actions with provable recommendations and automation. Sales engagement is somewhat of a commodity.

Sell 77

Sell Objectives and Key Results CRM Territory 77

Sales Hacker

NOVEMBER 6, 2019

Sales development representative roles have grown 5.7X since 2012, according to LinkedIn’s State of Sales report. That’s a lot of new people entering sales! If you’re one of them, that’s both good news and bad: It means sales is growing, but you’re going to have a lot of competition getting started. Collin Cadmus.

Sales 56

Sales Start-ups Up-sell Gaming 56

Sales Hacker

DECEMBER 14, 2018

Of course, this means salespeople are also hyper-motivated to negotiate to hit that all-important number. On the one hand, sometimes vendors will offer a price break to push their number over the line for the year. What’s a year-end buyer to do? This is reasonable and it could still be a great product.

E-commerce 66

E-commerce Negotiate Price Up-sell 66

Xant

MAY 20, 2021

Sales is going through a transformation. Stop doing more of what doesn’t work. Start doing what buyers do intuitively: guide actions with provable recommendations and automation. Start doing what buyers do intuitively: guide actions with provable recommendations and automation. Sales engagement is somewhat of a commodity.

Sell 52

Sell Objectives and Key Results CRM Territory 52

Spiro Technologies

FEBRUARY 13, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. Let’s start with the make it part of the discussion, can you tell us a little bit about what you guys make? Welcome to the show Matthew.

Customers 52

Customers Construction Manufacturing Government 52

Spiro Technologies

FEBRUARY 13, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. Let’s start with the make it part of the discussion, can you tell us a little bit about what you guys make? Welcome to the show Matthew.

Customers 52

Customers Construction Manufacturing Government 52

Salesforce

MAY 8, 2024

How well can you explain (or defend) the way your company compensates sales employees? In today’s world, where pay transparency and compensation fairness are increasingly in the spotlight, sales employees and high-quality job candidates want to know more than just “how” your sales reps are paid.

Drivers/motivators 52

Drivers/motivators Commission Finance Sales 52

Heinz Marketing

JUNE 18, 2018

Are you joining us LIVE for Sales Pipeline Radio , which runs live every other Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. First of all, talk a little bit about what Altify does. Great to be here.

Pipeline 41

Pipeline Objectives and Key Results Sales B2B 41

SaaStr

SEPTEMBER 27, 2019

As for Ryan, prior to G2 he was Senior Director of Global Marketing at Hubspot where among many other achievements, he scaled HubSpot’s marketing-generated sales revenue by 330% year-over-year. What were Ryan’s biggest takeaways from his time at Salesforce? What can they learn from each other? What works most effectively?

Start-ups 56

Start-ups B2B A/B testing Pipeline 56

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. Let’s flip the script: Your intellect, emotion, instinct, and empathy as a woman are what make you both a valuable human and invaluable company asset. Questioning what we can achieve and how far we can stretch is a tactic to evaluate our choices. Anything less is failure.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Salesforce

DECEMBER 6, 2023

What does that mean for you? Faster sales cycles and more inked deals. But winning an SMB sale isn’t as easy as picking up the phone. In this article, we’ll explain what an SMB is and break down how salespeople should operate with small business sales clients. What are the benefits of selling to SMBs?

Sales 102

Sales Clients Up-sell Pitch 102

SaaStr

MARCH 19, 2019

We’d like to just start with quick intros to tell you why we are qualified to talk about scaling revenue via platform and ecosystems. They talk about how to get started building your ecosystem, measuring the value of that ecosystem and trapdoors to avoid when building your platform. Want to see more content like this session?

Engineering 51

Engineering Launch Contract Start-ups 51

Salesforce

NOVEMBER 14, 2023

Sales enablement is all about training your reps to sell — and sell better. You coach them, educate them with content and certifications, and bring them together at events like sales kickoffs. We’ll cover the ins and outs of sales enablement — what it is, why it matters, and how you can measure success.

Objectives and Key Results 59

Objectives and Key Results CRM Sales Up-sell 59

Hubspot

APRIL 27, 2020

Amidst the fog, many businesses can lose sight of their greatest source of direction when navigating times of uncertainty: the customer. Amidst the fog, many businesses can lose sight of their greatest source of direction when navigating times of uncertainty: the customer. A proxy for progress. An indicator of ingenuity.

Growth 19

Growth Education Service Prospecting 19

Sales Hacker

DECEMBER 23, 2020

Let’s address the elephant in the room – there are just too many sales resources available to know what’s good and what isn’t. We decided to tackle the heavy lifting to create this round-up of our favorite sales resources, tools, and guides. Sales Outreach: Tools & Templates. Remote sales resources.

Negotiate 80

Negotiate Cold Call Pitch Sales 80

Heinz Marketing

JANUARY 25, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. I ask Jason why is this function so interesting? This and a lot more!

Pipeline 85

Pipeline Sales X-functional B2B 85

Sales Hacker

APRIL 8, 2019

This week on the Sales Hacker podcast, we interview Rob Jeppsen , CEO of Xvoyant and host of the Sales Leadership Podcast. Rob is a longtime sales veteran and is incredibly passionate about both the profession of sales but, more importantly, the importance of investing in your team through sales coaching and training.

Sales 89

Sales Pipeline Gaming Engineering 89

Eliminate Your Competition

JULY 11, 2022

But what makes a top salesperson? Check out these ten reasons why top salespeople are successful. Top salespeople do what they love to do. Being a top salesperson requires more than just a love of the sale itself. This passion drives them to succeed, no matter what obstacles they face. And how can you become one?

Follow-up 59

Follow-up Price Clients Up-sell 59

SaaStr

OCTOBER 16, 2020

Prior to founding Balsa, Paul was Senior Director of Product @ Slack and before Slack was a Group Product Manager @ Twitter where he was responsible for the home timeline, including timeline ranking. What were his biggest operating takeaways from seeing the internal mechanics of Twitter & Slack? How will their training change?

Product 74

Product Start-ups Electricity Finance 74

Salesforce

NOVEMBER 16, 2021

With metamorphosis top of mind, we sought to conduct a conversation between two business leaders who know all about metamorphoses, from two different perspectives and scales. Tell me what that’s all about. It was one of my mentors who said, “Well, if you need this, then why doesn’t everybody else need it?” Stream the podcast.

Finance 98

Finance Government Conversion Engineering 98

SaaStr

MARCH 6, 2020

313: Today we deep dive into what startups can learn from the large SaaS incumbents of today. To meet buyers’ high expectations and manage the challenging sales landscape, companies must involve their entire organization in maturing the sales process- including after prospects sign on the dotted line. Sara Varni.

Growth 88

Growth Start-ups Up-sell Inside sales 88

Sales Hacker

APRIL 10, 2019

Over the past 12 months, I’ve talked with hundreds of sales reps, sales leaders, and ops people about sales process, and a few patterns emerged. What Is a mutual action plan. Why you should use a mutual action plan. How to use a mutual action plan to improve your sales process. Think it’s a dream?

Process 83

Process Contract Sales Up-sell 83

SaaStr

FEBRUARY 22, 2019

Before LiveOffice Nick was Senior Director of Product Management @ Symantec where he led $378 MM market-leading email archiving / security businesses managing over 180 people across 3 continents. What were some of his big lessons from being CEO at 2 companies during 2 macro market crashes? What tangible actions are on offer?

Customers 47

Customers Cross-sell Sales Up-sell 47

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. What were some of her biggest takeaways from her incredible 16 year journey with Oracle? Why does Erica believe that enterprise is a “company sport?” Welcome to Episode 214!

Contract 69

Contract Sports Cross-sell Start-ups 69

SaaStr

APRIL 3, 2020

In Today’s Episode We Discuss: * How Anthony made his way into the world of SaaS starting in the sales team at Box and how that led to his entering the world of marketing and creating the customer success category. * At what ticket size does ABM make sense? * What is the optimal relationship between CS and marketing?

Growth 75

Growth Start-ups B2B Campaign 75

Openview

MARCH 2, 2018

If there’s one thing that’s always a constant in an organization’s sales pipeline , it’s change. Sales leaders have the incredible challenge of keeping up with all of this change and are simultaneously held to forecasts usually set at the beginning of the year, the quarter, or the month. Dependent Upon Correct CRM Data.

Objectives and Key Results 65

Objectives and Key Results Finance Pipeline Objection handling 65

Heinz Marketing

NOVEMBER 12, 2018

Have you listened to our live show, Sales Pipeline Radio? It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities heading into and throughout the year.

Pipeline 73

Pipeline Cold Call Sales Prospecting 73

Sales Hacker

DECEMBER 8, 2017

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018. This is the greatest time ever in history to be a sales rep.

Sales 97

Sales Cross-sell Up-sell Pipeline 97

SaaStr

FEBRUARY 21, 2020

What does David believe is the crucial step missing in B2B when it comes to finding product market fit? What is the most common mistake B2B companies make in the hunt for PMF? How does David think about scaling sales teams? * How does David think about scaling sales teams? Why is 12 months so crucial?

Non-Profits 80

Non-Profits Up-sell Start-ups Product 80