SaaStr

JULY 11, 2023

How do you win with a high-velocity sales strategy in a fast-moving, competitive market? In a special session of Workshop Wednesday, Gorgias Founder & CEO Romain Lapeyre and Gorgias VP of Sales & Partnerships Aasif Osmany share their learnings, advice, and hacks for optimizing your sales process.

Objectives and Key Results 66

Objectives and Key Results E-commerce Quota Sales 66

Outreach

OCTOBER 5, 2020

Sales can be a tough job in the best of times. This puts tremendous pressure on salespeople to perform well — and on sales leaders to maximize their team’s productivity and improve sales outcomes. How Sales Teams Perform Throughout the Sales Funnel. How Sales Teams Perform Throughout the Sales Funnel.

Sales 90

Sales Technique Meeting Pipeline 90

SaaStr

FEBRUARY 8, 2022

Scaling a sales organization isn’t easy. Knowing which metrics matter and how to analyze them to increase your revenue and hit organizational sales goals is essential. . What makes a sales organization grow? What’s the best way to grow a sales organization? Enter your email below for the latest SaaStr updates.

Objectives and Key Results 91

Objectives and Key Results Pitch GTM Cold Call 91

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

Iannarino

AUGUST 19, 2023

Every sales leader wants greater revenue , which is the primary strategic outcome for which they are responsible. When one of these leaders suggests that they need efficiency or deal velocity, they typically require their sales team to take on a transactional sales approach.

Strategize 229

Strategize Sales 229

Women Sales Pros

APRIL 12, 2019

Simply stated the 48-Hour Rule stipulates that to maintain sales momentum you need to consider the correct follow-up or action within 48 hours after interest has been established. A Case in Point When I was a Sales VP one of my sellers set up a meeting for me with his executive sponsor at one of his largest accounts.

Strategize 114

Strategize Sales Follow-up Consult 114

Iannarino

JULY 24, 2023

Leaders who push for sales velocity have things backward. Any suggestion that a salesperson should try to speed up the sales conversation is more likely to cause problems at best, and a loss at worse.

Clients 234

Clients B2B Sales Conversion 234

Iannarino

MAY 8, 2023

It is rare that salespeople default to prospecting, looking instead for other sales-related work. Sales leaders who worry about sales velocity and longer sales cycles should consider the contacts that no sales rep has ever touched.

Prospecting 226

Prospecting CRM Contact B2B 226

Sales Gravy

DECEMBER 18, 2019

Jeb Blount and Izabella Bray (ClearSlide) discuss how to engage prospects and accelerate sales pipeline velocity with powerful messaging. Jeb Blount and Izabella Bray (ClearSlide) discuss how to engage prospects and accelerate sales pipeline velocity with powerful messaging.

Pipeline 57

Pipeline Sales Prospecting 57

Lead Fuze

NOVEMBER 30, 2021

Sales is a competitive field and if you don’t know what is high velocity sales is, you will be left behind. Need Help Automating Your Sales Prospecting Process? I’ve always come at sales from an entrepreneurial, analytical and creative perspective. State of Sales Today.

Sales 52

Sales Technique Technology Technology 52

Partners in Excellence

SEPTEMBER 8, 2015

We spend a lot of time seeking to increase pipeline velocity, compressing sales cycles, and focusing on sales velocity. In our quest for increasing sales velocity (or sales acceleration) we become separated from our customers. We are constantly driven to move faster. The first is change itself.

Government 92

Government Pipeline Pitch Sales 92

Engage Selling

MAY 31, 2019

??????????????????Sales velocity is incredibly important because it is the measure of revenue that you bring in per person each day. It’s a great indication of the future success or the gap you are creating based on a variety of key … Read More »

Sales 74

Sales 74

Hubspot

MARCH 21, 2019

Have you been in an interview and asked your prospective employer which sales metrics they value most? What if I asked you if you’d ever questioned your interviewer about their sales velocity? So, what is sales velocity? Sales Velocity. Creating Sales Velocity. Source: Altify.

Pipeline 76

Pipeline Sales Negotiate Referrals 76

Engage Selling

JUNE 15, 2019

So far in this series on sales velocity—which is all about understanding how fast you and your team are making sales and earning revenue—we’ve talked about what you need to do more of. More opportunities earned, for instance, means a … Read More »

Sales 54

Sales Objection handling Presentation Closing 54

Engage Selling

JUNE 29, 2019

So far in this series—which looks at four adjustments you can make to improve your sales velocity — each activity has involved both a planning and execution stage. (As a reminder, your sales velocity measures your average daily sales … Read More »

Closing 48

Closing Sales Objection handling Presentation 48

Engage Selling

JULY 13, 2019

Sales velocity is a powerful metric that every sales leader must know inside out. While it measures how fast you’re making sales and earning revenue, it gives you something even more valuable. You gain an understanding of the relationship between … Read More »

Sales 48

Sales Objection handling Presentation Closing 48

Sales Hacker

FEBRUARY 11, 2020

This week on the Sales Hacker podcast, we speak with Pete Crosby , Chief Revenue Officer at Ometria. Today we’re talking about the management track, employee motivation, and the levers of sales velocity. The 4 levers of sales velocity & why this number baffles the board. Subscribe to the Sales Hacker Podcast.

Drivers/motivators 69

Drivers/motivators Objectives and Key Results Retail Sales 69

Heinz Marketing

MARCH 6, 2018

What is Sales Pipeline Velocity? Sales Pipeline Velocity measures the speed at which prospects and qualified opportunities move from one end of the funnel to the other. Measuring Sales Pipeline Velocity is one of the best methods for B2B marketers to measure the health of revenue operations.

Pipeline 53

Pipeline B2B Sales Strategize 53

Engage Selling

JUNE 1, 2019

In this series, we’re looking at sales velocity: measuring how fast your team is making sales and earning revenue. The reason it’s one of your most important metrics—and predictors—of success is that it gives you the flexibility to make adjustments … Read More »

Sales 48

Sales Objection handling Presentation Closing 48

Iannarino

JANUARY 15, 2022

There are four metrics we commonly track in sales to measure progress toward our goals: number of opportunities, average deal size, win rate, and velocity. No one disputes the value of these four metrics, but few salespeople recognize a relationship between them that can cause problems.

Sales 234

Sales 234

Sales Hacker

JUNE 7, 2018

One of the most enlightening and personal sales operations exercises that any rep can do is to build their own sales velocity equation. In fact, even before sellers join a company, it can be extremely helpful to ask your prospective employer about the current sales velocity of their organization.

Negotiate 50

Negotiate Pipeline Sales Closing 50

SaaStr

DECEMBER 19, 2023

Dear SaaStr: What are the signs that an enterprise SaaS startup is ready to scale by hiring more sales people? For a higher-velocity, in-bound driven SaaS product, most sales reps will have trouble processing more than 50 or so truly qualified leads a month. Before $10m ARR or so, more qualified leads = more sales.

Lead generation 107

Lead generation Follow-up Gaming Growth 107

SBI

DECEMBER 11, 2019

Sales Pipeline Velocity: The Key to Revenue Growth. There’s no arguing that data-driven sales strategies have become a tried-and-true staple in the world of B2B sales. Today, we introduce — or perhaps reintroduce — you to the king of all sales metrics: pipeline velocity. How to Improve Pipeline Velocity.

Pipeline 38

Pipeline Growth Objectives and Key Results Sales 38

Iannarino

JANUARY 9, 2022

The 10 Most Common Sales Mistakes. Outdated Sales Approaches: There is nothing more harmful to your sales results than practicing outdated, legacy approaches to sales. Less than half of salespeople reach their goals because their clients don't find the experience to be valuable enough to continue the sales conversation.

Negotiate 156

Negotiate Intrinsic Clients Sales 156

Understanding the Sales Force

MAY 14, 2024

This is not an analogy about inflatable trampolines, but it is about the analogy between pumps and sales and for variety, it will be two separate stories instead of one culminating in pumping up sales. Last week the CEO reconnected with the sales team to check if everyone was selling properly. They weren’t.

Pipeline 77

Pipeline Sales Drivers/motivators Consult 77

Veloxy

SEPTEMBER 22, 2022

Sales Acceleration is the sales enablement strategy that simplifies and shortens sales cycles. It delivers results by using a mix of sales technology and a value-driven approach to selling. Sales Acceleration Software is being used to consolidate the sales technology stack. Start selling faster, easier.

CRM 262

CRM Quota Sales Pipeline 262

Force Management

MARCH 16, 2023

For the modern sales organization, certain technologies are universal in the age of Sales 2.0. We rely on CRMs and continuous learning platforms to increase the efficiency of our sales force and drive organizational outcomes. One high-impact area where leaders are choosing to invest is manager enablement.

Technology 119

Technology Technology High impact Sales 119

Engage Selling

MAY 18, 2019

Imagine you’re driving your car on a highway. Nearly everything in the vehicle seems to be in working order except for the speedometer. You don’t know how fast or how slow you’re moving. All you can do is make a … Read More »

Sales 69

Sales Objection handling Presentation Closing 69

Veloxy

FEBRUARY 15, 2024

Looking for the best sales podcasts to boost your numbers and master the art of the deal? Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game.

Gaming 233

Gaming Sell GTM Technique 233

SaaStr

MARCH 18, 2024

Dear SaaStr: If you were hiring a head of sales for a high-priced, niche B2B SaaS product, would you focus on general B2B SaaS sales experience or on market/customer knowledge, assuming it will be very difficult to find a candidate with both? For highly transactional sales, ignore this advice. Not all, but most.

Niche 109

Niche B2B Price Up-sell 109

Engage Selling

JULY 29, 2016

The majority of sales leaders and salespeople measure pipeline velocity the wrong way. Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom. Learn the right way to measure it.

Pipeline 50

Pipeline Sales Clients Quota 50

Partners in Excellence

MARCH 3, 2023

In this post, I’ll cover two more aspects of pipeline management, Average Deal Size and Average Sales Cycle. To understand our qualified pipelines, we have to know our win rates, average deal size, and sales cycle. These may also have very different win rates and sales cycles.) Let’s move to sales cycle.

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Pipeline Sales Contract Price 110

Heinz Marketing

AUGUST 23, 2021

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. Matt: Well, welcome everyone to another episode of Sales Pipeline Radio.

Pipeline 107

Pipeline Sales Start-ups Up-sell 107

Engage Selling

FEBRUARY 12, 2021

Far too many sales organizations focus only on the internal KPIs (the things that drive your performance): sales velocity, sales process, your funnel, your pipeline, the number of calls you make, the number of conversions you make, your closing ratio, … Read More » The post Look Outside Your Sales Organization | Sales Strategies first appeared (..)

Sales 122

Sales Pipeline Closing Conversion 122

Gong.io

JULY 16, 2021

Top managers are skeptical at every step of the sales cycle. Better yet, you can take action towards generating a highly effective sales machine. And it gets worse: Enterprise deals ($100k+ contract value with 90+ day sales cycles) are 233% less likely to close if the DM isn’t involved. Pipeline management is no easy task.

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Pipeline Contact Cross-sell Sales 118

Sales Hacker

AUGUST 12, 2021

Do your sales reps know who they’re supposed to be targeting? Recent research indicates that at smaller sales organizations, the inability to identify decision-makers is still a major deal killer. Involving decision-makers is a major part of successful sales. Low email velocity. Not involving the decision-maker.

Objectives and Key Results 119

Objectives and Key Results Price Sales Up-sell 119

Heinz Marketing

NOVEMBER 4, 2020

Our own Josh Baez , Client Engagement Manager, recently joined Jim Obermayer, outgoing president of The Funnel Media Group for a great conversation on SLMA Radio entitled: Is Sales Engagement the Most Important Platform in your Marketing Stack? Lack of sales lead follow-up is a plague on B2B Companies. Listen in and enjoy!

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Pipeline Follow-up Sales Clients 125