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 52

Strategize Sales Pipeline Non-Profits 52

Sales Hacker

MAY 4, 2021

Multi-threading can be difficult enough for your best reps — scaling it to the entire sales org is downright daunting, to say the least. In this session, Katie Ray will challenge Jamal Reimer and Andrew Mewborn to get past the 101 level of multi-threading and dig deep into how to build it into your teams’ processes. Advice [40:05].

Strategize 77

Strategize Consult Conversion Process 77

CloserIQ

OCTOBER 10, 2018

Boston is emerging as one of the hottest startup cities in the country, which is great news for sales professionals. These companies are all backed by venture capital and are currently hiring in sales roles. This is by no means an exhaustive list, but here are some great companies to consider for your next sales job. ProfitWell.

Healthcare 76

Healthcare Represent Teamwork Sales 76

SalesLoft

FEBRUARY 15, 2024

His sales reps were able to focus on delivering better, more meaningful content without spending as much time on training as before. In an interview from Saleslove on Tour in Austin, JW shared three pain points he and his team at Cisco faced with their previous sales technology — and how Salesloft was the perfect solution to each of them.

Strategize 52

Strategize Technology Technology Contract 52

Hubspot

JULY 3, 2018

Sales Territory Plan. Assess Account Quality. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Studies show that effective territory management can increase overall sales, improve customer coverage, and reduce costs. What Is a Sales Territory?

Territory 91

Territory Referrals Quota Sales 91

Sales Hacker

FEBRUARY 9, 2024

Wiza’s accuracy-obsessed B2B contact database offers 99% coverage of LinkedIn profiles as well as a powerful Chrome extension that enables you to access contact data while browsing LinkedIn profiles and when exporting from Sales Nav. That’s sales. When Pessimism is the Hero Optimism is surely needed as a founder.

GTM 67

GTM Real Estate Launch B2B 67

The 5% Institute

SEPTEMBER 10, 2019

The difference between general Salespeople and Sales Professionals that seem to excel in sales; no matter what they’re selling – is their ability to follow the best practices for sales. This demonstrates that the principles we follow daily behind the scenes when nobody is watching, is the key to sales success.

Objectives and Key Results 98

Objectives and Key Results Lead generation Sales Presentation 98

Gong.io

AUGUST 24, 2022

If you’ve worked more than one month in sales, you know that the new quarter starts the minute after the last one ends. And most sales teams consistently measure throughout the quarter how their performance is tracking to their goals. We call this process sales forecasting. What is a sales forecast? .

Territory 62

Territory Pipeline Finance Sales 62

The 5% Institute

SEPTEMBER 16, 2019

If you’re a new Sales Manager; or perhaps someone wanting a little more insight into effectively managing Sales Professionals, then you’ve come to the right place. In this article we’ll look effectively managing Sales Professionals, in an easy to understand manner. 5 X Tips For Effectively Managing Sales Professionals.

Lead generation 98

Lead generation Sales Drivers/motivators Technique 98

Hubspot

APRIL 25, 2018

Core performers seek to gather information in preparation for a sales call, but star performers focus on testing information in preparation for a sales call. We often talk about “sales fundamentals” or “sales 101” -- the basic skills and knowledge a professional seller must master to execute an effective sales call.

Sell 82

Sell Commission Consult Contact 82

SaaStr

OCTOBER 13, 2020

So let’s talk about lead allocation 101. If your early sales folks are from bigger companies, they are likely used to territories. If your early sales folks are from bigger companies, they are likely used to territories. The best source of new account execs are the best SDRs you already have. Really, 100.

Territory 74

Territory Inside sales Sales Promote 74

Lead Fuze

JULY 12, 2023

Understanding how to ask for referrals in sales is a crucial aspect of any successful business strategy. Referrals can significantly shorten the sales cycle, provide high-quality sales leads and help achieve your sales targets more efficiently. Stay tuned as we delve into the nuances of asking for referrals in sales.

Referrals 52

Referrals Contract Clients Trust 52

Heinz Marketing

APRIL 4, 2022

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. Well, welcome everybody to another episode of Sales Pipeline Radio.

Pipeline 95

Pipeline Campaign Sales Follow-up 95

Miller Heiman Group

JULY 8, 2019

Because it takes six to 12 months for organizations to achieve meaningful sales transformation , now is the time for chief revenue officers and chief sales officers to improve sales performance to bring their companies to a position of strength before the downturn hits. What does retention look like on your sales team?

Cross-sell 82

Cross-sell Negotiate Sales Quota 82

Gong.io

NOVEMBER 11, 2022

This article will define Revenue Intelligence, share how it can be effective for sales, and then deep dive into the six workflows we recommend to help boost your customer success team. Our Revenue Intelligence platform helps all teams within your organization, specifically Sales, Customer Success, Enablement, and Marketing.

Customers 62

Customers Objectives and Key Results CRM Strategize 62

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. Why sales training is important. The different types of sales training programs. The 15 best sales training programs.

Technique 92

Technique Negotiate Pitch Inside sales 92

Gong.io

OCTOBER 12, 2022

And how can teams other than sales benefit from actionable customer data and insights? . Sounds like an excellent solution for sales teams, right? Definitely, but it’s not JUST for sales (as evidenced by the title of this page). Just For Sales? On the Gong Calls page, you would type “sales coaching” in the “words” field.

Campaign 62

Campaign Closing Start-ups CRM 62

Sales Hacker

JUNE 29, 2020

The concept is simple, customers pay a monthly or annual fee to use the software, often hosted in the cloud, rather than a one-time sale, and they get access to new features and updates as they roll out. In this guide, we’ll explore the SaaS sales process and the steps you can take to improve your SaaS sales strategy.

Objectives and Key Results 78

Objectives and Key Results Sales Closing Follow-up 78

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? For key accounts, the account manager should have a clear understanding of the client’s needs and how well their company is satisfying those needs.

Customers 74

Customers Contract Cross-sell Account management 74

Gong.io

AUGUST 4, 2021

This advice gets handed out as Sales Prospecting 101. Sales blogs (good ones too!) Here’s the framework to turn their objection (I don’t have time right now, I’m not the right person, I’m not interested in what you’re selling, whatever) into ammo as you continue prospecting into their account. Second, label the objection.

Cold Call 71

Cold Call Pipeline Follow-up Up-sell 71

Gong.io

AUGUST 3, 2022

Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. For enterprise sales, onboarding includes: Setting up and executing training sessions with different user groups (i.e. frontline managers, individual contributors, by department or by role).

Customers 87

Customers Cross-sell Contract Price 87

Lead Fuze

AUGUST 12, 2021

The Best Sales Podcasts for You This 2021. The ability to listen to an almost inexhaustible supply of training, case studies, and applicable tips via sales podcasts shouldn’t be taken for granted. From individual sales reps to Founders, there are so many great “shows” to help you become better at your job.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

Partners in Excellence

MAY 15, 2017

Recently read a provocative post declaring “Sales Quotas A Thing Of The Past!” Much of the way sales quotas and goals are set is wrong. Also, much of the argument looks at sales in isolation, but not at sales role in the enterprise and helping the enterprise achieve its goals. Sales is no different.

Quota 54

Quota Manufacturing Assembly Line Sales 54

SalesLoft

DECEMBER 22, 2016

Using personalized videos is one of the most effective ways to bring true personalization back into your modern Sales Engagement process. Automation has taken over many a cold outreach process, and it’s leaching that personal feeling out your Sales Engagement process. It’s Sales 101. The Human Element.

Pitch 52

Pitch Sales Prospecting Closing 52

InsightSquared

JULY 10, 2019

My large healthcare company started using InsightSquared because Salesforce did not provide us with the needed visibility into our key sales metrics. I was tasked to learn InsightSquared along with driving adoption and utilization across the sales team. . Our data refreshes took a long time and we needed answers quickly.

Healthcare 61

Healthcare Pipeline Account management Education 61

Sales Hacker

SEPTEMBER 11, 2020

Startups 101. Begin with a search for accounts ( not leads ). RELATED: The Sales Hacker Deck On Sales Decks: Learn How To WOW Your Prospects And Convert! From a cadence/communication standpoint, checking weekly keeps me accountable to the steps I need to take in order to keep the process moving.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

Hubspot

SEPTEMBER 4, 2019

How do you coordinate marketing, sales, and service teams across your company to attract, engage, and delight your audience? According to data from Blissfully , businesses with 101-250 employees have an average of 99 SaaS app subscriptions. Account-based marketing tools. Accounting integrations. Apps for sales teams.

Teamwork 75

Teamwork Appointment Networking CRM 75

Partners in Excellence

JANUARY 26, 2018

I just read a good article on ABM, ABS, ABE (Account Based Marketing, Sales, Everything). Everything we do in sales and marketing, by definition, must focus on our ICP! Sales people want to fill their funnels. Sales Early Warning System—Are You Leveraging It? Here’s the link. I agree 200%!

Pipeline 48

Pipeline Up-sell Gaming Prospecting 48

The 5% Institute

SEPTEMBER 5, 2019

As I’m a Business and Sales Trainer/ Coach , I’ll be unpacking it in a way for how I describe and make sense of it in a business sense, and then give you some pointers about how it’s helped my life – and may help and guide yours too. Using a map to get there, by utilising a sales process. Holding yourself accountable to achieve it.

Trust 52

Trust Process Strategic planning Strategize 52

Partners in Excellence

FEBRUARY 19, 2014

While it’s Sales 101 to be calling on the decision-makers, too often sales people are calling on who they are calling on. By this, I mean that sales people are talking to whoever will talk to them, though they may not be the most important people for the decision. It’s the easy thing to do.

B2B 90

B2B Process Meeting Customers 90

SalesLoft

DECEMBER 15, 2014

– You understand that inbound sales can only take you so far , and so you’ve decided to build a powerful Sales Development team to help achieve your company’s aggressive sales goals. The only problem is, you’re not exactly sure how many new Sales Development Reps (SDRs) you should hire to hit your number.

Pipeline 52

Pipeline Sales Meeting Closing 52

Sales Hacker

OCTOBER 3, 2019

It’s well known that sales coaching can improve revenue growth — by a whopping 16.7%. . From management’s perspective, it’s a dedicated program that enables your sales team to learn new skills and become top performers and evangelists for your company. Regular feedback to create a more engaged and energized sales team.

Drivers/motivators 59

Drivers/motivators Construction Price Closing 59

Sales Hacker

AUGUST 28, 2019

Sales coaching typically looks one of two ways… Micromanaging the rep’s every step. But coaching salespeople into sales champions doesn’t happen in the extremes. And lucky for you, too much and never aren’t your only options when it comes to sales coaching. RELATED: How To Manage A Sales Team: 12 Expert Tips For Success.

Sales 68

Sales Objectives and Key Results Meeting Trust 68

Lead Fuze

JUNE 27, 2023

From understanding legal requirements and privacy laws to mastering sales skills for client retention, we’ll cover all aspects necessary for running a thriving email marketing agency. Why Sales Skills Matter for Email Marketing Agencies In a competitive field like email marketing, sales skills are crucial.

Legal 52

Legal Campaign Technique Objectives and Key Results 52

Lead Fuze

AUGUST 7, 2021

For many years, I’ve spent a good part of my career in purchasing and in sales, I’ve learned that buyers do not think the same way salespeople think. Let’s take a look at the buyer mentality — a better understanding of it will help you conduct your sales calls more comfortably and effectively this 2021 and in the years ahead.

Negotiate 98

Negotiate Price Up-sell Clients 98

Pointclear

MAY 20, 2016

Make marketing accountable for sourcing revenue is the third of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Tier 2: Inside Commercial Accounts. Tier 3: SMB/Channel Accounts.

Gaming 53

Gaming Tradeshows SQL Clients 53

ConversionXL

JULY 8, 2020

How to set up your Microsoft Ads account. The first step is to create an account on Microsoft Advertising. When first creating your Microsoft Advertising account, you have the option of importing campaigns from Google. You can create an ad campaign during the account creation process, but I recommend skipping for now.

GTM 100

GTM X-functional Appointment Campaign 100