Veloxy

JANUARY 19, 2022

Rather, let the results, numbers, and value do what most mere names cannot—close the deal! Bookmark Now: Cold Calling - Everything a Sales Person Needs to Know. Demonstrate that you know their business. Rest assured, somebody who didn’t know me or my business would yawn, too. Demonstrate that you know their business.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Veloxy

NOVEMBER 22, 2023

Imagine the impact of having a well-coordinated, highly skilled, and motivated field sales team driving your business growth. Mastering field sales management is essential to achieving this vision, and it all begins with understanding the role, building a high-performing team, and implementing effective sales processes.

Territory 130

Territory Objectives and Key Results Represent Drivers/motivators 130

Veloxy

JUNE 8, 2022

Couple questions here – are your sales stagnating? If yes, then you’re probably looking for new ways to improve your sales performance. Perhaps the answer could be in your sales pipeline. Research shows that top performing companies and sales teams do extremely well when it comes to managing their pipeline.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Martech

APRIL 12, 2024

As a supporter of the program perspective for initiatives, I recognize the value of managing related projects, products and activities as a unified entity. Let’s explore the essential role of programs in product management, project management and marketing operations, bridging technical details with business priorities.

Product 109

Product Objectives and Key Results Strategize Technology 109

Veloxy

FEBRUARY 15, 2024

Looking for the best sales podcasts to boost your numbers and master the art of the deal? Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game.

Gaming 233

Gaming Sell GTM Technique 233

Closing Bigger

MAY 9, 2024

This week’s weeks podcast episode is part one of a podcast series on using AI and Emotional Intelligence for Business Success. Unlike our regular sessions, these podcasts are a collaborative exploration rather than a conventional interview, focusing on how AI impacts sales and marketing through emotional intelligence.

Strategic planning 111

Strategic planning Strategize Relationship building B2B 111

Martech

MARCH 19, 2024

Google Search Ads 360 launched a closed beta for offsite retail media campaigns to help retailers and brands achieve common goals with shoppers, boost product visibility and increase sales, the search ad company told us. If these Search Ads 360 features are useful for you or your clients, then try to gain access to this closed beta.

Retail 106

Retail Launch Campaign Contact 106

SaaStr

APRIL 7, 2024

So just a little while back, Lenny Rachintsky had me on his hyper-popular podcast to talk about scaling sales, from the perspective of a founder who hasn’t really done sales. They really are a great checklist when you are starting to scale sales in SaaS: #1. And sales go down, not up. #2. It’s a tough job.

Sales 100

Sales Quota Closing Up-sell 100

Partners in Excellence

MARCH 12, 2024

Rather, it requires process, structure, discipline and collaboration with customers to help them improve their business outcomes. Why I Love Sales Dave, I found your question very thought provoking. As I pondered my response, I arrived at several reasons why I love Sales. Sales IS business. It’s all self-initiated.

Sell 122

Sell Assembly Line Territory Sports 122

Partners in Excellence

FEBRUARY 28, 2024

I asked my question because I believe being really interested in selling is a necessary but not a sufficient condition to be successful in SALES. One can be interested in selling but for the wrong reasons, which then becomes a hindrance for sales success. To answer even your first question:” Are you interested in Sales?”

Customers 113

Customers Contract Consult Electrical Engineering 113

PandaDoc

MAY 8, 2024

Thousands of small and midsize businesses (SMBs) are joining the market every week. million small businesses , which constitutes up to 99.9% of all the businesses across the country. Such huge numbers equate to huge revenue potential in terms of SMB sales. What are SMB sales? In the U.S. alone there are about 33.2

Objectives and Key Results 52

Objectives and Key Results B2C Legal Government 52

Highspot

MARCH 12, 2024

The business case for a dedicated enablement function is powerful: 92% of companies acknowledge that the enablement function improves sales performance and, as a result, enablement budgets will increase 50% by 2027. The Role of Enablement in Modern Sales Organizations Enablement’s primary directive should be driving behavior change.

Strategize 115

Strategize GTM Cross-sell Finance 115

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. Sales enablement tools like CRM platforms help increase sales velocity.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

SalesLoft

MAY 3, 2024

If you’re struggling to maintain productivity and close deals with a leaner revenue team, you’re not alone. The turbulent business climate has left many organizations with empty seats that won’t be filled any time soon. In our view, neither of those is an acceptable outcome for your business. businesses $1.2

Engineering 52

Engineering Closing Account management Represent 52

SaaStr

FEBRUARY 19, 2024

and Lenny asked us to join his podcast to talk about building a sales team — from the perspective of a product-first founder or exec. It was a pretty strong conversation and we took a lot of our learnings over the years and focused on how to learn to do sales right if you come from a product-first background: It’s good.

Quota 100

Quota Sales Gaming Meeting 100

Partners in Excellence

APRIL 5, 2024

Within that, Sales is the most dynamic and challenging role and the combination is really without precedent.” How I got into selling — Martin Mackay Actually, I graduated from Oxford University with a degree in Modern Languages and considered that the last thing I wanted to do was go into Sales!

Sell 115

Sell Territory Consult Contract 115

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 101

Quota Commission Networking Drivers/motivators 101

Search Engine Land

APRIL 12, 2024

The Google-Reddit partnership is a significant development that is reshaping online brand management. The partnership’s impact on brand management The significance of maintaining a positive brand image in today’s digital landscape cannot be overstated. Business email address Subscribe Processing.

Contact 116

Contact Trust Represent Follow-up 116

Martech

DECEMBER 18, 2023

Leading customer relationship management (CRM) and other marketing platforms are integrating sophisticated AI capabilities that promise to assist with key functions like gauging customer sentiment, training employees, making product recommendations, enriching data and even auto-generating targeted campaigns.

X-functional 121

X-functional Customer Relationship Management CRM Relationship Management 121

Salesforce

MAY 14, 2024

Change is constant in business. A change of commission letter is a way for companies to give sales teams written notice about pay changes. Businesses issue a letter to anyone affected when business needs shift and the organization adopts new commission structures. Learn more What is a change of commission letter?

Commission 52

Commission Quota Represent Legal 52

Partners in Excellence

MARCH 12, 2024

I had never had any exposure to the business world. But, as she described the role, I became quite curious to see what “sales” was all about. If you look closely you will see that sales provides someone with the opportunity to run their own business – without all the risks and costs associated with running a business.

Sell 110

Sell Engineering Growth Trust 110

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. See how it works What are sales targets? Why are sales targets important? All they have to do is start running.

Quota 116

Quota Territory Pipeline Sales 116

Partners in Excellence

MARCH 2, 2024

Preface: I first met Rene Voorhost years ago when he was the Nordics/Benelux sales manager for National Instruments. ” Since then, he’s become a thought partner in helping me develop tools and models on driving sales performance. I was hooked, I found my career and never left sales ever since.

Sell 113

Sell Education Territory Engineering 113

Adaptive Business Services

APRIL 24, 2024

I left my last management job in 2005 and have been blissfully semi-retired since that time. I can train product knowledge and sales skills. This is often a challenge with seasoned sales reps. I am, what I term, a “sales fundamentalist”. This means that I focus on the sales process vs. shiny tools and mounds of data.

CRM 77

CRM Repeat business Referrals Clients 77

Martech

SEPTEMBER 18, 2023

The tool is now available on the mobile devices that many social media managers use to do their work. Companies with multiple sales pipelines can experience greater forecasting accuracy now that HubSpot allows users to manage goals and forecasts across all pipelines.

A/B testing 128

A/B testing Sports Education Pipeline 128

Search Engine Land

OCTOBER 25, 2023

Organic search remains an invaluable marketing channel for business-to-business (B2B) organizations looking to capture relevant non-brand search demand and manage their brand reputation. Many B2B companies view organic search as a way to build their brand and drive sales. What is B2B SEO?

B2B 114

B2B B2C Non-Profits Education 114

Martech

MARCH 1, 2024

As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. The growth of SaaS businesses, where retention and renewals are the key to breakeven, not to mention profit. They expect to do business through digital channels.

B2B 128

B2B Cross-sell Pharmaceutical Account management 128

PandaDoc

MAY 13, 2024

The psychology of sales can reveal all this and more. There’s no doubt about it: understanding customer behaviors and the reasons behind them can not only help you close deals but is a surefire way to keep buyers happy and fulfill the dreams of every sales lead. What is sales psychology? Why do people buy? Peer pressure?

Closing 52

Closing Legal Real Estate Trust 52

Partners in Excellence

FEBRUARY 12, 2024

We have closing strategies focused on getting the order. It’s not just about what’s happening in their business—their problems, their opportunities, their challenges. It’s not just about the business case, ROI and other financial issues. We talk about the importance of relationships in complex B2B sales.

Customers 121

Customers Negotiate Pitch Trust 121

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion.

Account management 89

Account management Objectives and Key Results Cross-sell Contract 89

SaaStr

FEBRUARY 13, 2024

How do you build out a Sales Development (SDR) function at your SaaS company? Establishing a baseline for successfully doing outbound with the existing sales team you have is critical before investing in a dedicated SDR function. The first hire after six AEs was a senior hire, Ashley Kelly, as Senior Director of Sales Development.

E-commerce 72

E-commerce Networking A/B testing GTM 72

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. Strategy can also be influenced by tactics.

Strategize 116

Strategize Sales Pipeline Non-Profits 116

SaaStr

JANUARY 18, 2023

Dear SaaStr: What’s a Good Benchmark for B2B Sales Cycles? To overgeneralize, but to give you a pretty rough sense: Sales cycles are very much impacted by the intent of the prospect. It may take one call to close a High Probability Opp. Deals < $5,000 in ACV should close on average within 30 days. My experience.

B2B 115

B2B Sales Closing Engineering 115

The 5% Institute

JULY 12, 2021

A Business Development Manager is a very popular career choice, because it can potentially be a very lucrative and financially rewarding career. So how do you become a successful Business Development Manager? If you currently have no in-depth sales skills. Have a business owner mindset. Pick a niche.

Niche 145

Niche Referrals Objectives and Key Results Strategic planning 145

Sales Pop!

AUGUST 2, 2023

Some businesses struggle to manage a sales team. Sales operations aren’t for everyone. So some business owners look for solutions elsewhere. In this piece, we’ll explore what sales outsourcing is and if it’s right for your business. What Is Sales Outsourcing? Why Do Companies Outsource?

Represent 97

Represent Lead generation Commission Sales 97

SaaStr

JUNE 16, 2023

Dear SaaStr: How Many Sales Reps Do I Need? You can back into how many sales reps you’ll need in SaaS. First, figure out how much revenue you need to close in the next twelve months. If you do small deals, reps may struggle to close $400k a year. Assume 1 sales manager for each 8 sales professionals.

Quota 102

Quota Sales Closing Networking 102

Partners in Excellence

MARCH 5, 2024

Preface : Marc Pugens was a client, later becoming a close friend and business partner. I first met Marc when he was running a large part of the sales organization in a joint venture with Ericsson and HP. He later went to manage EMEA Services Sales for HP. I remember, at the time, having some envy.

Sell 73

Sell Non-Profits Manufacturing Clients 73