Salesmate

JANUARY 28, 2020

You have to suck every drop of knowledge from industry leaders to be in the legend league. Especially in sales, you need to know everything best and worst of the industry, from news to new sales techniques. That’s why we have handpicked 19 best sales influencers from the business community. Gary Vaynerchuk. Aaron Ross.

Technique 143

Technique B2B Sales Cold Call 143

Spiro Technologies

AUGUST 5, 2021

Sales, like all professions that involve human interaction, is based on relationships. Since relationships play such a crucial role in the profession, it’s no surprise that things can sometimes go sour, leaving you or your customer angry, upset, or in a generally bad state.

Trust 98

Trust Prospecting Closing Conversion 98

A Sales Guy

MARCH 11, 2015

I knew what stores had the best sales, and how to get these #badass suits for as cheap as possible. My goal was to be the best dressed; most put together sales person on the planet. When you’re LinkedIn profile sucks, it looks like you suck, and that’s not good. I wore the most stylish suits I could afford.

Networking 128

Networking Contact Start-ups Customers 128

Sales Hacker

AUGUST 26, 2019

This week on the Sales Hacker podcast, we speak with Rahim Fazal , Co-Founder and CEO of the SV Academy. Keeping up with the evolution of sales. Subscribe to the Sales Hacker Podcast. Keeping Up With an Evolving Role [16:59]. Welcome to the Sales Hacker Podcast. We’ve got Lucidchart Sales Solutions.

Education 57

Education Sales Start-ups Government 57

KO Advantage Group

JANUARY 17, 2022

Unlike asking open-ended questions when you’re in the sales meetings, closed-ended questions are to be used strategically in the outreach process. A major part of virtual selling is becoming more attuned to emotional intelligence and using it within every message in the sales cycle in order to have people take action faster.

Clients 62

Clients Sports Prospecting Technique 62

Sales Hacker

JUNE 20, 2018

Summary: For effective sales meetings, just make it relevant and productive again. The weekly sales meeting — you know the one. The whole crew gets together for what amounts to an hour-long discussion around menial housekeeping items or which sales rep got a little closer to nailing a sale. 1) Role-play sales scenarios.

Meeting 52

Meeting Construction Pitch Sales 52

Openview

JANUARY 7, 2019

I’ve spent 20 years working with recruiters and talent leaders in HR Tech sales (plus the last 3 in recruiting here at Avenue Talent Partners) and I want to address the elephant in the room: sales recruiting as an industry is cringe-worthy. Simply put, quality wins every time in recruiting, just like it does in sales.

Sales 94

Sales Gaming Clients Process 94

Sell Or Die

JUNE 11, 2019

Keith believes that your mindset plays a major role in the amount of stress that results from your life being out of balance. Is it really possible to be "in the zone" or "in the flow" in sales? Submit your sales question and we will answer it on the show! Need more sales help? Blah, blah, blah.is

Cold Call 40

Cold Call Up-sell Sell Prospecting 40

Understanding the Sales Force

JANUARY 8, 2014

Understanding the Sales Force by Dave Kurlan Global Warming is a trend. Its impact on our future and the role that humans played are both hot topics and subjects of great debate. The role it plays and its impact on the future of selling are also hot topics and subjects of great debate.

Sell 110

Sell Represent Pipeline Inside sales 110

Pointclear

APRIL 15, 2014

Linkner admires Duke University basketball coach Mike Krzyzewsk, who used to say to his players, “Next play.” I can hear it now: “Yes, the campaign sucked, but at least it was a noble effort.” One intriguing concept Linkner presented was that, in a brainstorming session one might assume a sort of role-playing meme.

Presentation 85

Presentation Campaign Process Sales 85

SalesLoft

MARCH 15, 2018

In sales, we need to remember to focus on the “why.” You are losing deals over objections to parts of your product that your prospect doesn’t even care about.” – Kevin Dorsey, Head of Sales Development and Enablement at ServiceTitan. Ultimately, sales is about helping people. Every company in B2B can get to the outcomes.

Negotiate 52

Negotiate Sales Consult B2B 52

Partners in Excellence

OCTOBER 19, 2022

According to the survey of over 1000 sales managers, the five most popular metrics were: CRM utilization, Calls made, Emails sent, Conversations, Use of sales tools. Measuring a sales person’s CRM utilization is absolutely meaningless. Do you have goals to continuously improve your ability to execute the sales process?

Territory 48

Territory High impact CRM Pipeline 48

Heinz Marketing

SEPTEMBER 27, 2018

We are pleased to feature a new B2B sales, marketing or business leader here every Thursday. For me, it’s playing music. That said, my work life balance still sucks. I have a unique role for a marketer, as a living sub-brand for my company. Do it again, but this time don’t suck”. They inspired our own series.

Pitch 54

Pitch B2B Meeting Product 54

Pointclear

MAY 28, 2015

Those kinds of relationships really suck.). Some of the principles on that list are specific to the vendor side and have naturally been woven into the philosophy that drives our company and play an active role in our day-to-day dynamics with clients. Part III: Expectations for ongoing success: marketing and sales accountability.

Lead generation 85

Lead generation Clients Follow-up Meeting 85

Sales Hacker

NOVEMBER 27, 2019

Sales leaders have a bad habit of dumping people into a new job without properly preparing them to succeed. When I landed my first “big girl job” 20 years ago as an Inside Sales Manager , I was underqualified, overambitious, and soon underwater. What’s So Important About Sales Onboarding? So tune in…. Let’s get into it.

Sales 74

Sales Start-ups Up-sell Inside sales 74

A Sales Guy

AUGUST 16, 2013

It’s a follow up to my post which, in a nutshell, I said sales people suck. ——————– “I agree sales people’s performance is not what it should be. If management can’t be bothered to get their act together, can we really fault sales people/team?

Quota 121

Quota Sales Construction Up-sell 121

Understanding the Sales Force

MARCH 14, 2014

Understanding the Sales Force by Dave Kurlan First the links. The Huffington Post and the Hubspot Blog both published an article, by Dan Lyons about OMG and Kurlan and what it takes to succeed in sales. We recently evaluated a sales force where the salespeople had, on average, only 18% of the attributes of a consultative seller.

Consult 101

Consult Sell Up-sell Represent 101

Sales Hacker

SEPTEMBER 23, 2019

This week on the Sales Hacker podcast, we talk to Kevin Egan, VP of North American Sales at Slack. Kevin’s sales career has taken him from Oracle, to Dropbox, to Salesforce, and now, to Slack. How experience as a sales engineer can play into your role as a sales leader. What You’ll Learn.

Product 52

Product Pipeline Engineering Cross-sell 52

Openview

SEPTEMBER 20, 2018

Every year around this time, I see a lot of messages that look like this: This isn’t a rep who is failing and has to make a move… it’s a talented person who will be actively open to/looking for a new role because something is missing in his current one. Here’s what I recommend. Why your salespeople are leaving at the end of the year.

Commission 96

Commission Trust Sales Entertainment 96

Sales Hacker

SEPTEMBER 12, 2019

Sales Hacker’s Day in a Life series goes behind the scenes with top salespeople to get the inside scoop. Today, we’re pulling back the curtain on the Director of Business Development role, and for that, we talked to Patrick Joyce. Sales Cycle Timeline: 90 days. Lately, I’ve been very sucked into Stardew Valley.

Real Estate 58

Real Estate Gaming Follow-up Prospecting 58

A Sales Guy

JUNE 18, 2013

There is nothing more important than the sales leader when it comes to driving revenue and creating successful sales organizations. Sales teams live and die on the strength and ability of its leaders. The “Ah, You Can Do it” The A **e: The a **e is the sales leader who manages through fear.

Sales 113

Sales Cross-sell Commission Quota 113

Sales Hacker

OCTOBER 28, 2019

In sales, as in life, communication is everything. In this article, we’ll focus on helping sales teams successfully collaborate. That alone will help you get more sales. Every member of a sales team has a specific role that drives the performance and progress. However, their role reaches farther.

Sell 54

Sell Teamwork Objectives and Key Results Consult 54

Sales Hacker

FEBRUARY 4, 2019

This week on the Sales Hacker podcast , we talk to author Carson Heady , whose “Birth of a Salesman” series translates real-life sales issues into a popular fictionalized series of sales books. If you missed episode 42, check it out here: PODCAST 42: How Sales Managers Should Build Their Career Path w/ Jamie Scarborough.

Up-sell 69

Up-sell Sales Follow-up Prospecting 69

Sales Hacker

OCTOBER 7, 2019

This week on the Sales Hacker podcast, we talk to Alison Wagonfeld, CMO of Google Cloud. Subscribe to the Sales Hacker Podcast. Welcome to The Sales Hacker Podcast. I feel like every role that I’ve been in, I’ve been working with a top tier team, so that’s another commonality. What You’ll Learn.

Technology 44

Technology Technology Represent Territory 44

Sales Hacker

FEBRUARY 18, 2019

This week on the Sales Hacker podcast , we talk to Brian Birkett , the SVP of sales at LeanData. Brian is a long time sales executive and sales leader. He brings a diverse background in sales management experience spanning from startups to large public companies in both field and inside sales.

Quota 70

Quota Sales Promote Up-sell 70

Sales Hacker

DECEMBER 2, 2019

This week on the Sales Hacker podcast, we speak with Mary Rogul , a VP Sales Consultant, who’s currently an Enterprise Sales Advisor at Crayon. Fresh out of college, Mary started out in accounting, but it didn’t take long before she began a 20-year sales career that led her through Monster.com, HubSpot, and several others.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

Sales Hacker

JULY 22, 2019

This week on the Sales Hacker podcast, we speak with David Zwerin , Head of Field Operations at TripActions. If you missed episode 66, check it out here: PODCAST 66: Improve your Sales Conversion Rate Integrating Direct Marketing w/ Kris Rudeegraap. The importance of sales ops to any organization. What You’ll Learn.

Growth 56

Growth Pipeline Contract Start-ups 56

Sales Hacker

APRIL 16, 2018

On this episode of the Sales Hacker podcast, we talk with Jess Hun t , Head of Global Marketing, Sales & Strategy for Axiom about creating a revenue model. How to develop a sophisticated sales recruiting engine. Subscribe to the Sales Hacker Podcast. 3) A career in sales and marketing [3:30]. What You’ll Learn.

Territory 67

Territory Pipeline Legal Growth 67

ConversionXL

JULY 7, 2019

If you run an ecommerce shop, you’re always trying to boost your sales. The role of product copy is to give buyers enough information so that they can convince themselves that the product is right. The best sales copy is full, complete information. I played around for like 30 minutes customizing my laptop.

Conversion 105

Conversion Retail Price Territory 105

Hubspot

FEBRUARY 27, 2016

It's very easy to find yourself putting together a beautiful project scope or proposal that painstakingly details every requirement the client has mentioned during your sales calls. 2) Transition from managing a sales pipeline to a relationship pipeline. 6) Don't view account management and project management as the same role.

Negotiate 52

Negotiate Contract Pipeline Clients 52

Sales Hacker

MARCH 4, 2019

This week on the Sales Hacker podcast, we interview Dan Fougere , CRO of Datadog. Dan is a 20+ year veteran of technology sales and has seen 4 of his last 5 companies become unicorns. Dan talks about the key qualities of great sales leadership and how to be an effective executive in addition to being a great sales leader.

Pipeline 62

Pipeline Cold Call Sales Promote 62

Sales Hacker

OCTOBER 22, 2019

This week on the Sales Hacker podcast, we speak with Catie Ivey , Regional Vice President of Mid-Market Sales at Demandbase. Catie has experience both in sales and marketing roles at Meltwater News, Salesforce, Marketo, and other big-name logos. Subscribe to the Sales Hacker Podcast. We’re on iTunes.

Territory 41

Territory Pipeline Cold Call Up-sell 41

Heinz Marketing

JANUARY 20, 2020

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. Spotify , iTunes , Blubrry , Google Play , iHeartRADIO , or Stitcher.

Pipeline 54

Pipeline Sales Up-sell Start-ups 54

ConversionXL

JANUARY 30, 2013

eCommerce sales during the last Black Friday topped $1 billion for the first time in history. Thanks to data from AddShopper’s network of over 7000 retailers we can take a closer look at what role social media played in the record breaking results. Next, let’s take a look at how those numbers compare with total sales.

E-commerce 134

E-commerce Networking Sales Promote 134

Sales Hacker

MAY 29, 2018

On this episode of the Sales Hacker podcast, we talk with Todd Caponi , former CRO of PowerReviews about how to sell enterprise software solutions with increased transparency in the sales process. How to evolve your sales posture given the changes in sales conversations over the last 20 years. What You’ll Learn.

E-commerce 41

E-commerce Pitch Sales Up-sell 41

ConversionXL

JUNE 5, 2014

In a recent survey published on HubSpot, it was found that companies who put data at the core of their marketing/sales decisions improve marketing ROI by 15%-20%. Crappy UX issues could certainly play a role – If the shopping experience was full of friction, why would they want to return? image source. image source.

Customers 115

Customers User Experience Profit margin A/B testing 115

ConversionXL

JUNE 5, 2014

In a recent survey published on HubSpot, it was found that companies who put data at the core of their marketing/sales decisions improve marketing ROI by 15%-20%. Crappy UX issues could certainly play a role – If the shopping experience was full of friction, why would they want to return? image source. image source.

Customers 112

Customers User Experience Profit margin A/B testing 112