Sales Hacker

JUNE 24, 2021

Are your sales org’s deals getting stuck in the proposal stage more often than not? Adding insult to injury, that imbalance means all that time and money it takes to get prospects to the closing phase goes to waste. But like all other aspects of sales, closing is a process. First, the how.

Closing 109

Closing Contact Sales Follow-up 109

Lead Fuze

JULY 19, 2021

What is Sales Velocity? We have to begin by giving a sales velocity definition. Essentially Sales Velocity is the speed at which leads and opportunities move down and out of your funnel. Sales velocity (or pipeline velocity) can be measured in a few ways: The age in stage before moving to the next stage.

Pipeline 59

Pipeline Contract Launch Healthcare 59

Veloxy

SEPTEMBER 30, 2021

In fact, 51% of executives would rather hear from sales reps via phone compared to email, LinkedIn, and in-person visits. What they need is someone who understands the complexity of a sales call, what needs to be said, and how to say it. And share it with your sales colleagues. They’ll thank you for it.

Cold Call 211

Cold Call Objectives and Key Results Real Estate Up-sell 211

Heinz Marketing

DECEMBER 9, 2021

For each category I’ll highlight a few platforms/tools, the pros and cons of each, benchmarks and additional resources. Today’s post is about Sales Intelligence platforms/tools. Sales intelligence software/platforms help companies use data to increase sales and improve sales processes. Without further ado….

B2B 73

B2B Objectives and Key Results Contact CRM 73

Hubspot

OCTOBER 2, 2019

As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. In 2018, the average sales professional tenure was reported to be 1.5 Helps predict future sales trends.

Territory 89

Territory Quota Commission Construction 89

Hubspot

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. In fact, HubSpot Research found a positive relationship between the number of opportunities in your pipeline per month and revenue achievement. But what is a sales pipeline and why is it so instrumental to selling success?

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101

ConversionXL

OCTOBER 4, 2021

Over a third of email marketers struggle with acquisition and close to a half say increasing engagement is their number one challenge. In this post, you’ll learn how to overcome the challenges and reap the rewards to collect subscribers, users, and loyal customers. . Customer journeys are rarely linear. Image source.

Customers 136

Customers Objectives and Key Results A/B testing Campaign 136

InsightSquared

NOVEMBER 5, 2018

We recommend that every quarter you pick one thing to improve about your sales process. If you improve the conversion rate during each key moment in your sales process by just a small percentage, you can end up doubling your revenue or more. But how do you know what key moments or metrics to focus on?

SQL 59

SQL Territory Negotiate Cross-sell 59

Lead Fuze

DECEMBER 31, 2021

How to Create a Customizable Sales Metrics Strategy in Just 6 Steps. In order to compete in the modern sales world, you need a team that is aligned with your company’s best sales metrics. This means data driven strategies and performance reviews for each individual on your team. This is worrying.

Objectives and Key Results 52

Objectives and Key Results Contract Profit margin Non-Profits 52

Lead Fuze

DECEMBER 5, 2023

That’s how AI technology feels when it comes to strategizing your content. In this journey together, we’ll unravel that bird-eye perspective on your business’s existing content and target audience needs. But what does this mean exactly? What are the best tools for content gap analysis?

Growth 52

Growth Strategic planning Strategize Objectives and Key Results 52

PandaDoc

AUGUST 25, 2019

In today’s competitive market, sales organizations need more than just talented salespeople to generate qualified leads. Sales development teams need the right tools to communicate and grow pipelines. Software-defined radio (SDR) technology empowers sales teams to drive communications forward. Overview of SDR metrics.

Quota 53

Quota Pipeline Sales Drivers/motivators 53

Martech

JANUARY 25, 2022

These solutions are designed to help sales and service agents communicate with customers more effectively. How to choose a CRM system. How a CRM platform helps sales and marketing teams collaborate effectively. How CRM enables personalization & personalized experiences. How CRM software can help brands.

CRM 96

CRM Agriculture Hospitality Healthcare 96

Search Engine Land

JANUARY 25, 2024

Combined with other marketing channels, you can become a strong contender for driving brand awareness and generating leads and sales. But first, you have to make sure your target audience doesn’t just skip your ads. Learn how to create an effective YouTube advertising strategy with this comprehensive guide. YouTube has 2.1

Objectives and Key Results 109

Objectives and Key Results Campaign Finance Real Estate 109

Martech

JANUARY 3, 2022

How does marketing operations fit in your organization? How marketing operations teams are structured. What does marketing operations do? Research and recommend new marketing technology products 74.6% Are your workflows running you, or is your team in control of them? Click here to download!

Drivers/motivators 115

Drivers/motivators Technology Technology Campaign 115

SaaStr

NOVEMBER 21, 2020

In Today’s Episode We Discuss: * How Rob made his way into the world of SaaS as a product manager and how that led to his founding Salsify over 8 years ago. * How does Rob think about the bundled vs unbundled thesis within SaaS? How can they do that the right way? What does great change management look like to Rob?

E-commerce 103

E-commerce Manufacturing X-functional Retail 103

ConversionXL

MAY 16, 2018

Every once in awhile, you stumble upon something that blows your mind.” – Jeremy Stoppelman, CEO of Yelp. By the end of this essay you will understand: How to create a structurally sound hypothesis. Have a better grasp on how to apply testing to web, email, and usability platforms. You want experimentation.

A/B testing 133

A/B testing Represent Non-Profits Price 133

Hubspot

MARCH 12, 2018

But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. Where Sales Prospecting Went Bad. I'm not sure where sales prospecting went bad. This sad state of affairs is fully the fault of sales leaders -- including myself.

Prospecting 101

Prospecting Referrals Sales Up-sell 101

The Lost Book of Sales

JULY 12, 2021

Rating: 9/10 See book on Amazon. It's one of those books that you have to read if you work in sales or technology. Because it brings you a good mental model for understanding modern high-tech marketing, as well as the importance of segmenting and understanding your customers in a manner that I haven't seen anywhere else.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Lead Fuze

AUGUST 5, 2021

Lead generation is the method of piquing prospects’ attention in order to improve future sales. It is the key element of many businesses’ sales processes. With all the methods, processes, tools, and time involved, how much does lead generation really cost? How to Calculate Cost Per Lead (CPL).

Lead generation 52

Lead generation Campaign Contact SQL 52

SaaStr

MARCH 1, 2019

In Today’s Episode We Discuss: * How Tom made his way from creating software with his father in Brazil to being GP and forefront figure in the SaaS investment community as a GP at Redpoint today? How does this differ when comparing enterprise to SMB? How does this differ when comparing SMB to enterprise?

Contract 46

Contract Price Commission Conversion 46

SaaStr

JULY 30, 2020

356: Pete Kazanjy is the Co-Founder @ Atrium, the startup providing proactive, always-on insights for sales operations, managers, and leaders. Alongside Atrium, Pete is also the Founder of Modern Sales Pros, a community of 15,000 focused on sales operations and sales management. How do the best onboard their sales reps?

Cross-sell 80

Cross-sell Up-sell Start-ups Sell 80

ConversionXL

JULY 10, 2019

Some content marketers have it “easy,” working in highly visual industries (e.g. That simplifies content creation and link building compared to, say, trying to promote niche B2B software. To find out, I ran a study to benchmark content marketing performance for 500 SaaS companies. Does it matter which is fourth versus sixth?

Technique 125

Technique Promote Presentation Education 125

ConversionXL

OCTOBER 7, 2022

It tells you how much you need to earn per customer to run a profitable company. Put simply, you need a healthy customer acquisition cost for your business to succeed. It’s up to every ecommerce business to find the middle ground between investing too little in customer acquisition and spending beyond your means.

Cross-sell 22

Cross-sell Customers Referrals Drivers/motivators 22

SaaStr

APRIL 24, 2020

327: John Mellor is Chief Strategy Officer @ Domo, the company that allows you to leverage BI at scale to empower your team with data. Prior to their IPO, Domo raised funding from the likes of Benchmark, Founders Fund, a16, Greylock and IVP to name a few. On a conversion basis, how did it compare to in-person events?

X-functional 87

X-functional Strategize Retail Technology 87

ConversionXL

MAY 22, 2014

“Conversion Rate Optimization” principles don’t just apply to landing pages or capturing emails. What follows is the first in a series of articles that will include some of the most common areas where optimization strategies can be applied to achieve better results for your company. So Where Exactly Does “Conversion” Happen?

CTR 116

CTR Technique Click Through Rate Follow-up 116

SaaStr

JULY 15, 2020

I almost feel like we’ve gone through three phases in Smartsheet shut down, what’s happening and then rush to the new new. We had Christoph Jans this morning from Berlin talking about how you needed a much longer list of investors. So we figured out a long run, but even before you update your LinkedIn and then bam.

X-functional 62

X-functional E-commerce Growth Retail 62

Salesforce

MARCH 15, 2024

How do lead qualification and nurturing work? How do you measure the success of your lead gen strategy? The goal is lead generation: building interest over time that eventually leads to a sale. Our latest B2B marketing guide will show you how. What you’ll learn What is lead generation?

Lead generation 115

Lead generation A/B testing Promote Sales 115

ConversionXL

NOVEMBER 22, 2022

Featured guides: Bounce Rate vs. Exit Rate: What’s the Difference? What is Click-Through Rate? Overall website traffic: Spot trends in visitor numbers How to track overall traffic 2. Traffic by channel: Find out where your visitors come from Where to track traffic by channel 3. Where to track bounce rate 5.

CTR 105

CTR Click Through Rate Non-Profits Campaign 105

ConversionXL

JUNE 8, 2017

” How does Netflix manage to find the right show for the right user so quickly? Now, how are you doing with your personalization efforts? According to Clearhead’s Digital Optimization Benchmark Study : Similar to testing, we find that lack of technology isn’t the problem when it comes to personalization.

A/B testing 97

A/B testing UX User Experience Cross-sell 97

Search Engine Land

NOVEMBER 28, 2023

Although the new year is still weeks away, budget planning shouldn’t be a last minute shot in the dark. To make budgeting more difficult, CMOs face challenges going into 2024, including: Higher inflation rates than in the recent past and economic uncertainty. With that in mind, the ideal PPC budget begins with your targets.

Launch 96

Launch Campaign CRM Start-ups 96

Hubspot

SEPTEMBER 13, 2023

Wouldn't it be great if you could look into a crystal ball and find out just how much revenue your company will generate in the next quarter? It turns out you can do that through sales projections. So, how do you create an accurate sales projection for your company? Your budget for customer acquisition.

Objectives and Key Results 64

Objectives and Key Results Pipeline Finance Quota 64

ConversionXL

APRIL 6, 2016

The biggest challenges facing optimizers today are: Lack of know-how. 20% of optimizers have been working in the industry for less than one year. Effort tells your brain you like something because you’re willing to put it in. Nir Eyal: How to Build Habit-Forming Products. How can you reduce stress ( cortisol )?

A/B testing 77

A/B testing Non-Profits E-commerce X-functional 77

ConversionXL

JUNE 2, 2022

Some see it as a sales tactic, while others view it as a content marketing strategy. But, one thing’s for sure: getting clear on what ABM means to your company is critical to making it work. In this article, you’ll learn how to define your ABM strategy so you can target the right accounts and increase your revenue.

Customers 98

Customers Objectives and Key Results Strategize Growth 98

Martech

NOVEMBER 3, 2021

But even if you know how critical SEO is to your marketing, deciding how much to spend on it is another question. While there’s no single formula to set an SEO budget , here are some strategies you can leverage to find a number that’s right for your business. Breaking down your marketing budget. How it works.

E-commerce 114

E-commerce Objectives and Key Results B2C UX 114

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. Let’s flip the script: Your intellect, emotion, instinct, and empathy as a woman are what make you both a valuable human and invaluable company asset. Celebrate taking time off to be with your family, kids, pets, friends, or alone with your thoughts. Imbalance is okay.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

JANUARY 3, 2020

In Today’s Episode We Discuss: * How Tom made his way from creating software with his father in Brazil to being GP and forefront figure in the SaaS investment community as a GP at Redpoint today. How does this differ when comparing enterprise to SMB? How does this differ when comparing SMB to enterprise?

Contract 10

Contract Price Commission Conversion 10

PandaDoc

OCTOBER 14, 2020

When you’re down in the weeds, entangled in the messy process, it can be hard to figure out how to make improvements. Writers have a style guide, salesmen have a sales playbook , and you should have a central tenet of information. If you were to time your RFP creation process, how much time gets sunk into each one?

Process 139

Process Teamwork Assembly Line Transportation 139