A Sales Guy

MAY 7, 2013

You have a sales team evaluation process for identifying talent and coaching yet your sales managers don’t have a clue what the strengths and weaknesses of their team are. You’ve implemented Chatter, while your sales team has been using and continues to use Yammer. Do you know what keeps them up at night?

Territory 128

Territory Commission Objectives and Key Results B2B 128

Lead Fuze

JUNE 2, 2021

They’ll get back up and keep going with the intention of succeeding soon thereafter. Negative comments can drag down the success of a sale, so it’s important to eliminate them. One way to close a sale is by using the soft close. Sign up for a free trial of LeadFuze now! They don’t let failure stop them.

Technique 98

Technique Closing Cross-sell Sales 98

SaaStr

MARCH 31, 2022

So we’ll start with the assess phase. And Jessica, I’ll start with you. As we’re all driving to marketplaces, customers already have marketplace agreements and also have already done a number of transactions, so it really accelerates that last mile, which can hang you up. The funnel is actually inverted.

Cross-sell 76

Cross-sell Finance Strategize Technology 76

A Sales Guy

OCTOBER 17, 2011

Justin Shriber, Regional Vice President, CRM On Demand, at Oracle just delivered the best presentation at Sales 2.0 Organizations need to support the team by coaching them up. This starts by coaching the coaches. If the sales leaders do all the taking, then you are probably a score keeper.

Territory 103

Territory Entertainment Sales Gaming 103

SalesHandy

JULY 15, 2018

Steli Efti is mainly known for his selling skills and his attitude of never giving up on a prospect. which is a platform that helps you track all your sales activity & the communication between your salesperson & the prospect. Mike Weinberg is the Consultant, Speaker & the Author of the best-selling book named “New Sales.

Inside sales 76

Inside sales Consult Cold Call B2B 76

SalesHandy

JULY 15, 2018

Steli Efti is mainly known for his selling skills and his attitude of never giving up on a prospect. which is a platform that helps you track all your sales activity & the communication between your salesperson & the prospect. Mike Weinberg is the Consultant, Speaker & the Author of the best-selling book named “New Sales.

Inside sales 52

Inside sales Consult Cold Call B2B 52

Hubspot

FEBRUARY 7, 2018

Chances are, you’ll need to start as a business development rep and work your way to an account executive position. On the other hand, if you go into manufacturing sales, you’ll probably be responsible for handling deals from start to finish. Regional Sales Manager. Of course, there are also a lot of highs.

Territory 89

Territory Commission Outside Sales Account management 89

Sales Hacker

AUGUST 18, 2023

Share It seems like every second start-up founder and revenue leader I talk to these days is trying to move upmarket or ‘break into the enterprise’. On top of this, the sale cycle is longer, more bureaucracy and more legal scrutiny up there. Sales…SDR motion is also different and may end up be more “research intensive”.

GTM 67

GTM Up-sell Price Start-ups 67

A Sales Guy

JULY 16, 2012

Let’s start with the rules: Quota MUST align with the business objectives. Quota MUST take into consideration, territory, product availability, sales cycle, sales support and market conditions. Once you’ve locked these down, you can start building quota. Start from the top.

Quota 113

Quota Territory Commission Drivers/motivators 113

PandaDoc

SEPTEMBER 21, 2022

But, to be truly effective, sales pipelines need to represent a structured and repeatable process. In this article, we’re covering 14 apps and platforms that offer sales pipelines. Let’s get started! How to pick a good sales pipeline software. Everyone agrees that sales pipeline tools are useful. Key features.

CRM 52

CRM Pipeline Sales Territory 52

A Sales Guy

FEBRUARY 13, 2012

Bitch you have a shitty territory . Some territories are better than others. Rather than bitch your territory isn’t as good as Mary’s or Fred’s, figure out a way to get more out of it. Avoid starting a blog . Start blogging, really! What activities actually turn the sales crank?

Quota 116

Quota Cold Call Territory CRM 116

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. Every industry needs sales so the education you receive working in this role can be immense. The expectation is that we can “do it all.”

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Hubspot

AUGUST 21, 2023

Go-to-Market Strategy Benefits As you develop a new product or service, it’s vital to start drawing a go-to-market strategy that’s customized to fit your budget and your buyer persona. Now, let’s get started. Download the kit today to get started on your go-to-market strategy. First up is the attract phase.

Go To Market 69

Go To Market Process GTM Launch 69

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

B2B 99

B2B E-commerce Cold Call Represent 99

SaaStr

AUGUST 13, 2019

So most of the SaaS organizations really find it pretty difficult to scale up. Why is it very difficult to actually scale up? When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. We started as a consumer company. The first one.

Cross-sell 61

Cross-sell Sales Support Growth Up-sell 61

ConversionXL

MAY 31, 2017

Back then, if you wanted to learn more about a product, submitting some contact info and waiting for a follow-up email or phone call seemed reasonable…because those were the only options available. True, some companies experimented with social media as a sales channel as well. They’re the six I just mentioned two paragraphs up.).

Lead generation 91

Lead generation Campaign Follow-up Conversion 91

Sales Hacker

APRIL 30, 2018

To see what selling on steroids looks like, check out companies with the best sales enablement strategies. You’ll discover a lively place, with a lot of things — like revenue, productivity, and win rate s — going up, and a lot of things — like speed to revenue, sale cycle period, customer churn, and staff attrition rate — going down.

Non-Profits 78

Non-Profits Profit margin Quota Sales 78

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. Starting to cross the chasm. As the kids like to say: What’s up with that? Technology Adoption Lifecycle Let's go through each group starting from the left.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Salesforce

FEBRUARY 29, 2024

If my years in sales have taught me one thing, it’s to never assume I know what’s really keeping a customer up at night. If sales were like video games, customer pain points are all the obstacles that stand between a player and the next level. So how do you figure out which pain point you need to address?

Customers 52

Customers Territory E-commerce Pharmaceutical 52