Spiro Technologies

DECEMBER 8, 2022

“I could never work in sales – it sounds so difficult.” ” Most of us have heard this refrain at least once or twice after telling somebody what we do for a living. With a few exceptions, the general public understands that sales isn’t for the faint of heart. The answer to that question is two-fold.

Commission 98

Commission Quota Relationship Management Follow-up 98

SaaStr

JANUARY 27, 2021

We’ve talked a ton on SaaStr over the years on how to make sure your VP of Sales and top hires really work out. We can pretty much summarize a lot of it into the following: Your VP of Sales should have lots of experience selling at your average ACV. for that type of sale. Make sure they really have.

Up-sell 128

Up-sell Sales Quota Start-ups 128

Veloxy

SEPTEMBER 29, 2021

Salesforce Adoption Pain Point #1 : Sales representatives report spending 66% of their day performing tedious, non-selling activity in Salesforce. This is a conundrum for most sales managers, as sales productivity is one of the common selling points of the Salesforce CRM platform. The key is Salesforce automation.

Territory 342

Territory Represent Sales Lead generation 342

Partners in Excellence

JANUARY 12, 2024

After all, we have to send 1000s of emails a day, we have to make 100s of calls, we have to spend hours doing outreach in LinkedIn and other channels. It’s harder and harder to get a response. The number of people wanting to talk about themselves, their jobs, their dreams, their challenges was stunning!

Sell 112

Sell Commission Up-sell Quota 112

Sales Pop!

MAY 16, 2024

While this term is usually used in marketing, it inevitably plays a huge role in the sales of every business. However, building a B2B sales team can be tricky due to the ever-changing factors in the business field. Set Clear Roles Within Your Team Once you have the team structure, it’s time to define the roles of your team members.

B2B 52

B2B Represent Sales Negotiate 52

SaaStr

OCTOBER 10, 2022

A gap opens up when: – Sales abandons the customer the moment deal is closed – Support too reactive & slow to solve real issues – Deployment harder than should be. An important gap to fill, and a full-time job. And most of these CS execs and I share the same frustration: their job is mainly reactive.

Customers 112

Customers Account management Closing Follow-up 112

Search Engine Land

JULY 14, 2023

SEO conversions and tracking go well beyond a direct sale or lead in your pipeline. They can be: Newsletter and SMS subscribers that turn into sales. Bringing job seekers to your job listing pages, resulting in lower costs of hiring new employees. Win-back campaigns where customers haven’t shopped yet or rediscovered you.

Conversion 93

Conversion Commission Drivers/motivators Territory 93

SaaStr

APRIL 15, 2021

For someone just starting out in SaaS sales (entry-level Salesforce in November), what are your tips to accelerate growth/ability in early stages? A few thoughts to excel as someone new to SaaS sales: Really learn the product cold. Every prospect and customer is owed a true solution sale approach. As fundamentally as you can.

Sales 144

Sales Prospecting Up-sell Closing 144

SaaStr

MARCH 12, 2022

And also a sign they might be hiring someone not willing anymore to be “just” a VP of Sales, Marketing, etc. And also a sign they might be hiring someone not willing anymore to be “just” a VP of Sales, Marketing, etc. A VP of Sales is expensive enough. But … like many things … my views have evolved.

Growth 138

Growth Start-ups Closing Conversion 138

STAR Results

SEPTEMBER 25, 2021

How are your sales to date? Every sales leader I have spoken with could easily answer this question. For the last 20 years, experts have talked about the challenges with business execution. If you are like most of the VPs of sales and marketing that I work with, you love developing marketing strategies and tactics.

Meeting 155

Meeting Market share Closing Sales 155

Veloxy

OCTOBER 29, 2021

Sales is near the the top of that list. The question now becomes, how does Sales Artificial Intelligence fit into all this? Does it really play a vital role in sales? Well, there are numerous ways that AI for sales can benefit a sales team. Well, there are numerous ways that AI for sales can benefit a sales team.

Non-Profits 223

Non-Profits Sales CRM Pipeline 223

Sales Hacker

DECEMBER 22, 2023

Giving customers optionality, allowing them to buy how they’re comfortable buying ( Sean Marshall – former Senior Vice President of Sales at Klaviyo). Getting leaders of different functions listening and involved ( Ang McManamon – Vice President of Sales at Crunchbase). Building in a silo is not only lonely; it’s slower.

GTM 83

GTM Construction Consult Promote 83

Spiro Technologies

SEPTEMBER 22, 2022

Even during the best of times, sales can take its toll on anyone brave enough to enter the profession. It’s a high-pressure job: you’re constantly putting your paycheck on the line to meet ever-expanding goals while keeping prospects, customers, sales managers, and coworkers happy (not to mention anyone in your personal life).

Sales 98

Sales Pitch Drivers/motivators Start-ups 98

PandaDoc

MAY 7, 2024

An effective lead management process is one of the most critical factors driving sales through your funnel. Optimizing your lead management process , in other words making sure all leads, once hooked, have the maximum chance of converting to a sale, is vital to your business’s success.

Process 52

Process Lead generation Objectives and Key Results Legal 52

Veloxy

AUGUST 31, 2023

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. Here’s a mentality that top-tier outside sales gurus have.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

SalesLoft

MAY 14, 2024

Sales forecasts are a critical business tool but many sales teams find them difficult to produce. The good news is that as a RevOps, sales professional or sales leader, you have lots of help waiting to be tapped when it comes to creating and delivering accurate sales forecasts.

Sports 52

Sports X-functional Pipeline Sales 52

STAR Results

OCTOBER 25, 2018

How are your sales to date? Every sales leader I have spoken with could easily answer this question. For the last 20 years, experts have talked about the challenges with business execution. If you are like most of the VPs of sales and marketing that I work with, you love developing marketing strategies and tactics.

Objectives and Key Results 249

Objectives and Key Results Meeting Market share Closing 249

Martech

FEBRUARY 8, 2024

SQLs (Sales Qualified Leads). SALs (Sales Accepted Leads). Marketing/sales alignment was never better. But management started asking us for more. “Go Part one: The promise Part two: The shift Part Three: The crossroads Part Four: Where do we go From here? It was the early aughts. Hey kid,” they said. Drive more.

B2B 115

B2B Technology Technology Pipeline 115

SaaStr

NOVEMBER 30, 2023

Go-to-Market matters because sales and marketing spend remain the biggest proportion of SaaS spend, so honing in on that spend to build an engine and drive growth is paramount. Without it, you don’t have a business. But to develop a GTM strategy, you must have Product Market Fit.

Go To Market 93

Go To Market GTM Cross-sell Growth 93

Understanding the Sales Force

MARCH 25, 2024

While one of the sales lessons from this trip comes from baseball, the actual travel generated the other two sales lessons. When conditions are undesirable, it requires more concentration, harder work, and condition-based decision-making. I took the picture above of our son (catching) and a former teammate of his (hitting).

Sell 73

Sell Relationship building Sales Gaming 73

Salesforce

AUGUST 29, 2022

Motion sensors mean I never have to flip a light switch. I have another button that starts a sequence when I leave the house and for when I go to bed. New jobs will be more complicated because the simple tasks will be taken by AI, he said, pointing out that “sometimes people don’t want more complicated jobs.”.

Hospitality 98

Hospitality Technology Technology Appointment 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. As a founder, that high bar means you have to meet with more investors because of those flavors, even more so if you’re not in a hot category. Each VC has a different “flavor.”

Quota 101

Quota Finance Drivers/motivators GTM 101

SaaStr

OCTOBER 27, 2023

Catch up on part one here , where he deep dives into what he really thinks about AI, Sales and lead Gen for SaaS in 2024. Building and scaling a startup isn’t for the faint of heart and often comes with many ups and downs that SaaS veterans have experience in. Q: When Should A Slow Growth Company Hire a Head of Sales?

Strategize 97

Strategize Growth Niche Quota 97

criteria for success

SEPTEMBER 16, 2022

One of the most difficult aspects of a salesperson’s job is prospecting. As a sales manager, you can alleviate some of this prospecting pain by engaging your team in targeting and lead scoring. Take time to examine your team's targeting and lead scoring strategies, and you get your salespeople working smarter, not harder.

Cold Call 98

Cold Call Prospecting Lead generation Start-ups 98

Heinz Marketing

SEPTEMBER 16, 2022

By Tom Swanson , Engagement Manager at Heinz Marketing. “We Imagine this : you have an enterprise customer on the hook and ready to buy. To understand why, you have a call, and they state that procurement determined your company does not meet the compliance standards needed to be an approved vendor. It just makes sense.

Legal 103

Legal Cross-sell Government Contract 103

Sales Gravy

JANUARY 19, 2021

Coronavirus is Testing Mental Resilience The Coronavirus third wave is putting a strain on the mental resilience of sales professionals and impacting performance. From New Possibilities to Managing Mental Resilience The last time I came to you with the coronavirus talk was back in July. The job is hard. Drinking too much?

Prospecting 100

Prospecting Sell Sales 100

SalesLoft

MARCH 31, 2022

The sales industry is advancing more quickly than ever before. . Both the pandemic and full adoption of digital selling have rapidly improved the way that we are looking at workplaces and teams, how we communicate with customers, and ultimately how we sell. Three top sales leaders in EMEA recently joined me to chat about these topics.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

criteria for success

MARCH 23, 2022

They often just continue to promote people, assuming they'll learn on the job. Use our guide for Troubleshooting Your Sales Problems to identify the primary problems you are facing. Troubleshoot Your Sales Problems. 6 Common Causes of Poor Sales Performance. Your managers don't know how to coach. Download Now.

Drivers/motivators 98

Drivers/motivators Strategize CRM Prospecting 98

Sales Hacker

MARCH 1, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. The B2B playbook is changing. How do you make it work for you?

GTM 72

GTM Launch B2B Growth 72

Sales Hacker

MAY 1, 2023

Providing feedback has been a challenge for busy sales managers for decades. In today’s world of virtual communication , providing personalized feedback consistently across teams is even harder. It helps that a majority of sales meetings are happening over video and being recorded. Not everyone has this luxury.

Sales 106

Sales Construction Presentation Technology 106

Miller Heiman Group

APRIL 13, 2020

Sales managers normally face a trifecta of shifting demands from buyers, their direct reports and their organization. The COVID-19 pandemic gives sales managers the perfect opportunity to work toward transforming into more capable leaders. Shift From a Sales Manager’s Mindset to Sales Leader’s Mindset.

Objectives and Key Results 110

Objectives and Key Results Sales CRM Quota 110

Heinz Marketing

MARCH 27, 2021

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. It requires that all levels of your organization—workers, middle management, and, perhaps especially, the C-suite— to shift their beliefs and behaviors in four fundamental ways.

B2B 135

B2B Product Sell Hospitality 135

SaaStr

MAY 6, 2021

You might never have considered a Chief Revenue Officer (CRO) because it’s not been a common role until very recently, and because you might not have the kind of revenue that needs its own manager. If you’re a company that has a 100% sales-driven business model, it makes sense to hire a big-deal revenue person.

Appointment 94

Appointment Lead generation Pipeline Strategize 94

Partners in Excellence

MAY 13, 2023

Generally, you have to reinvent everything you do to achieve them. If you are a sales person, you have to make sure your activity levels are sufficient to achieve your goals, you have to continuously build pipeline, manage deals, move things forward. BHAGs are “Big Hairy Audacious Goals.”

Quota 89

Quota Pipeline Manufacturing Start-ups 89

SaaStr

FEBRUARY 14, 2023

What it all means is that if you do it right, you’ll make 6x or more the revenue from your customers after the sale itself. Having said all that, there’s one thing everyone that’s sold into the enterprise knows — the personal touch still matters. You have to meet them. The details on that math here.

Customers 114

Customers Meeting Closing Trust 114

Spiro Technologies

MARCH 10, 2022

This is why every salesperson should take the time to stop and ask themselves whether they’re overlooking anything that can make their sales performance (and their day-to-day lives) better. It’s true that your job is to sell the product. Work smarter and harder. Learn the business. Look for an edge.

Territory 98

Territory Niche Prospecting Up-sell 98

Search Engine Land

SEPTEMBER 22, 2023

Have an audience strategy for your business and goals Segmentation of at least new and returning customers – as long as there is sufficient volume – helps increase overall performance in my experience. If you aren’t already doing these things – there’s time to start testing before we get into the throes of holiday planning and execution.

Profit margin 110

Profit margin Non-Profits Campaign Clients 110