SaaStr

JANUARY 8, 2022

We’ve talked a lot on SaaStr about how to hire a Great VP of Sales, and how you have to close the first 10 or so customers yourself, and how when you do go to hire your first sales rep — make sure you hire two. Use a recruiter that does nothing but recruit sales reps at your ACV. At least to help. So … 3.

Technical Sales 108

Technical Sales Niche Price Sales 108

Sales Hacker

MARCH 30, 2021

This week on the Sales Hacker podcast, we speak with Neil Ringers , EVP of Revenue Grid. Neil’s experience includes a long history of sales leadership, primarily in the Salesforce ecosystem, and is now running revenue for Revenue Grid. They’ve built a new process of guided selling, which Neil discusses during the show.

Sell 103

Sell CRM Appointment Up-sell 103

Salesmate

OCTOBER 22, 2020

Sales representatives are critical to the growth of any business. Sales reps ensure that current customers have the right products, identify new sales leads, and pitch to prospects. For being a successful sales rep, there are certain skills you need to develop over time. Let’s get started.

Sell 59

Sell Sales Up-sell Follow-up 59

Gong.io

APRIL 19, 2022

Sometimes a flashy sales presentation will not get the job done. Depending on your product/service or who you are speaking with, you may need to get more technical in your sales approach. This is where a sales engineer becomes a huge asset to your team. Do I really need a sales engineer? Well, it depends.

Engineering 118

Engineering Cold Call Up-sell Sales 118

SalesProInsider

SEPTEMBER 20, 2023

Financial Advisor sales training doesn’t have to focus on pushy tactics or high-pressure pitches. Genuine Sales teaches the fundamentals for sales success that allow you to be genuine, ethical, and successful! appeared first on Sales Pro Insider. And that’s good news because you’re the one who can fix that.

Sports 155

Sports Drivers/motivators Finance Technical Sales 155

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. Let’s dive into what’s making that hybrid model successful: PLG and Sales Led? Given this, you must understand the role that each facet of the business plays in promoting that product, from marketing and sales to customer service.

Go To Market 103

Go To Market Growth GTM Product 103

A Sales Guy

MAY 26, 2013

Who says technical people can’t sell? Sales Aerobics for Engineers is a great resource for anyone, not just engineers, who wants to understand the selling world better. Sales Aerobics for Engineers is a practical blog tackling real world sales and business issues.

Engineering 107

Engineering Technical Sales Consult Sales 107

PandaDoc

APRIL 29, 2024

Quote-to-Cash (Q2C or QTC) is a process that connects fairly distant points in the sales process. From the moment a request for a quote is received and all the way to shaking hands over a contract and getting paid, QTC dictates how intermediate sales goals are achieved.

Cross-sell 52

Cross-sell Contract Legal Negotiate 52

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. Sales Profile: SMB to Commercial. POC and POV.

Objectives and Key Results 74

Objectives and Key Results Technical Sales Engineering Sales 74

SalesBlog!

DECEMBER 9, 2021

I am a highly competitive sales producer and wrap my arms around the latest in technologies and offerings to help me win. So why is there hesitancy to hire a senior sales professional? Not necessarily – After selling my business I found myself searching for employment at 40+. Selling to them is based upon credibility and trust.

Sales 52

Sales Technical Sales Trust Growth 52

SaaStr

OCTOBER 30, 2021

I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. While at Gorgias, I expected to leave with as much knowledge to earn me an honorary bachelor’s in sales. On my second day of work, I was fully immersed in the sales pipeline and conducting demos for new prospects alongside the CEO.

Closing 104

Closing E-commerce Customers Quota 104

Gong.io

OCTOBER 27, 2021

Let’s take a page from the book of sales operations (sales ops) and give you an answer as efficiently as possible. Here’s the answer to “ What is sales ops ,” in a nutshell: You have a sales strategy and you have people on the ground to execute it. Sales ops covers a lot, because it has to. Have a team of 20?

Quota 62

Quota Pipeline Sales Contract 62

SBI

FEBRUARY 3, 2021

By Nancy Nardin I first started curating and categorizing sales technologies in 2010. But know that we have tried hard to ferret out any company that no longer exists, or that no longer has a sales solution, to remove brands that have gone away due to acquisitions, and to add brands that are new to the market.

Cross-sell 72

Cross-sell Objectives and Key Results Technical Sales CRM 72

SBI

JUNE 22, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Essentially “buyer enablement”.

Sell 37

Sell Engineering Non-Profits Retail 37

Lead Fuze

AUGUST 5, 2021

We have prepared the roundup of the best sales blogs just for you! These are the best sales blogs you need to be following to keep your sales blade sharp. Here are the best sales blogs in Slideshare form, or below the presentation are all the individual sales blogs with a little more detail. Sales Hacker.

Negotiate 98

Negotiate Sales Retail B2B 98

The 5% Institute

JULY 1, 2020

The I need to speak to sales objection is one of those sales objections that can easily derail your sales efforts. You’ve perhaps gone through your sales process ; building rapport, asking the right sales probing questions and even presented your offer. Where Does The ‘I Need To Speak To’ Sales Objection Come From?

Up-sell 98

Up-sell Presentation Technical Sales Clients 98

Sales Hacker

DECEMBER 3, 2020

Sales is a relatively high stress profession, with a fair amount (read: lots) of positive and negative swings. Knowing how to deal with conflict in the workplace is a necessary skill every sales professional should master. Knowing how to deal with conflict in the workplace is a necessary skill every sales professional should master.

Sales 80

Sales Cross-sell Education Conversion 80

Sales Hacker

SEPTEMBER 16, 2019

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity. What is inside sales?

Outside Sales 81

Outside Sales Inside sales Profit margin Sales 81

Outreach

APRIL 5, 2019

It's no secret that sales representatives are the key to our success here at Outreach. Over the last several years, we have built new tools and systems to empower our own reps, including the best Sales Engagement Platform in the universe and the Agoge Tribe onboarding method. What is a B2B sales representative?

Represent 49

Represent B2B Pipeline Technical Sales 49

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. Needs more pre sales support.

GTM 68

GTM Up-sell Price Start-ups 68

SaaStr

AUGUST 28, 2020

367: Hilary Headlee is Head of Global Sales Operations and Enablement @ Zoom. Prior to joining Zoom, Hilary was VP of Global Sales Operations and Productivity @ MindBody and before that enjoyed similar roles with Alteryx, Invoca and Lynda.com. How does lead management and onboarding alter the question of sales ops vs revenue ops?

Sales 63

Sales Start-ups Meeting Follow-up 63

Hubspot

JULY 14, 2015

2) Don’t Sell It If You Can’t Solve It. We don't have a typical sales team, but this would be the most sales-like focus we have. Is is technically sales? So in a way, our Onboarding team exists to sell value. Oli Gardner , Co-Founder. Ryan Engley , Director of Customer Success.

Conversion 76

Conversion Launch Education Campaign 76

SaaStr

JUNE 27, 2019

It was an inside sales team calling on all regions around the world. I’ll start with some of the easy ones on the sales side. Your sales organization may go from being primarily hub based or inside sales based to having more of a field presence as we did. So there are a lot of changes that happen on the sales side.

Cross-sell 69

Cross-sell Technology Technology Pitch 69

Closing Bigger

FEBRUARY 11, 2009

This sector offers a highly engaging, and potentially lucrative career in sales. The following are examples of questions and topics we need to address when seeking out potential employers: 1. Make sure there is something of substance that you can sell. Too many start-ups lack this infrastructure and back-office support.

Commission 52

Commission Technology Technology Sales 52

Closing Bigger

FEBRUARY 11, 2009

This sector offers a highly engaging, and potentially lucrative career in sales. The following are examples of questions and topics we need to address when seeking out potential employers: 1. Make sure there is something of substance that you can sell. Too many start-ups lack this infrastructure and back-office support.

Commission 40

Commission Technology Technology Clients 40