A Sales Guy

JANUARY 18, 2018

It’s a sales manager’s job to know whether or not a salesperson is going to make quota or not and part of the process is understanding what deals are real and will close, and which won’t. Deal reviews are a fail in most sales circles. Salespeople have happy ears. Making it worse, everyone acts surprised.

Intrinsic 130

Intrinsic Quota Sales Closing 130

Eliminate Your Competition

SEPTEMBER 24, 2022

Doing so will make you much more likely to close the sale. This is why I suggest that salespeople look for company goals to attach to rather than simply looking for problems. By looking for goals, you can be confident that the company will devote resources to achieving the goal.

Sales 59

Sales Negotiate Pitch Prospecting 59

Gong.io

MAY 31, 2021

Meet Exceed sales goals. Pick any (or all) of the above, and you have the reason sales playbooks exist. A sales playbook serves as a guide or a model for capturing best practices for each and every potential sales situation. Best-in-class sales playbooks include: . Sales enablement materials. Team processes.

Territory 118

Territory Objectives and Key Results Contract Price 118

ConversionXL

APRIL 28, 2020

In that unannounced meeting, Brett Hurt, our CEO and co-founder, laid it out for us. To have the future we wanted, we needed to shift away from monetizing our open-data community and toward enterprise sales. To do that, we built a demand funnel that took us from nothing to 44X revenue growth in a single year. Image source ).

SQL 101

SQL B2C B2B Growth 101

Veloxy

SEPTEMBER 28, 2021

Sales reps and managers are frustrated by the fact that today’s average cold email response rate is a lousy 1%. Cold hard fact #3 : You’ve never used Veloxy’s Cold Emailing Guide to improve open, response, and win rates. And share it with your sales colleagues. Cold hard fact #1 : Most cold email ROI sucks.

Objectives and Key Results 204

Objectives and Key Results Prospecting Contact Campaign 204

Hubspot

JULY 27, 2023

In fact, it’s practically impossible to find a department that wasn’t affected by AI, with sales being no exception. According to HubSpot’s 2023 State of AI survey, 24% of sales professionals use AI in their daily work. According to HubSpot’s 2023 State of AI survey, 24% of sales professionals use AI in their daily work.

Cross-sell 62

Cross-sell Healthcare Contact Follow-up 62

Sales Hacker

JANUARY 28, 2021

That idea might sound crazy, but it’s actually part of a new trend sales organizations are using to hit their revenue targets. With the shift to remote work and more new products hitting the market every day, it’s no surprise that social selling has risen in popularity. LinkedIn Profile Tips for Sales Reps.

Pitch 119

Pitch Networking Up-sell Prospecting 119

Lead Fuze

SEPTEMBER 30, 2021

Strong and interesting sales email subject lines are important. That’s why it’s something that should be discussed in each productive sales meeting. Why is it necessary to write effective sales email subject lines? The issue is that sales email subject lines are notoriously difficult to nail. 2 Keywords.

Sales 52

Sales Follow-up A/B testing Meeting 52

Understanding the Sales Force

JULY 14, 2014

Understanding the Sales Force by Dave Kurlan. Having founded Kurlan & Associates in 1985 and Objective Management Group in 1990, the only surprise should be that it took so long to combine the two passions and write Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball , in 2005.

Process 97

Process Objectives and Key Results Sales Up-sell 97

Highspot

DECEMBER 5, 2023

For dyed-in-the-wool, traditional sales reps, consultative selling can sometimes seem intimidating at first. This should come as no surprise, especially when you consider consultative selling takes the “normal” sales process and, for all intents and purposes, turns it on its head. Intrigued but slightly dubious?

Consult 52

Consult Technique Closing Sell 52

Highspot

FEBRUARY 15, 2022

Choosing long-term and shorter term goals that will actually motivate your team is tricky, though. You have to strike a balance between stretching your sales reps and staying realistic. How do you set the best sales goals? We’ve got the information you need to work through the process, including: What are sales goals?

Cold Call 59

Cold Call Cross-sell Objectives and Key Results Sales 59

Spiro Technologies

NOVEMBER 18, 2022

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving and selling products and of course having fun along the way. We make amazing AI software for companies in the supply chain, but we’re not talking about that today. And he wrote the forward to the Challenger Sale.

Customers 52

Customers Sales Contract Up-sell 52

Highspot

NOVEMBER 1, 2022

For dyed-in-the-wool, traditional sales reps , consultative selling can sometimes seem intimidating at first. This should come as no surprise, especially when you consider consultative selling takes the “normal” sales process and turns it on its head. Intrigued but slightly dubious? WHAT IS CONSULTATIVE SELLING ?

Consult 52

Consult Technique Closing Sell 52

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. If you do something constructive with your doubt, and use it to advance yourself, it can be an asset. Anything less is failure.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Hubspot

JUNE 13, 2018

If you’re a B2B salesperson, you’ve probably heard about SPIN Sales. SPIN gives reps a research-backed framework for working and closing complex deals with extended sales processes. You can use SPIN principles along with your current sales methodology. Many of SPIN’s principles align well with inbound sales.).

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

Hubspot

JUNE 26, 2019

Think of product-market fit as the moment when “your customers become your salespeople.” Your company replicates the great experience for the new users. Use market segments to define your ideal customer. Choosing segment criteria. They tell others about their great experience with the product.

Product 72

Product Legal Cold Call Territory 72

Outreach

MARCH 3, 2021

What is SaaS Sales? SaaS means software-as-a-service, so SaaS sales is simply the process of selling web-based software to clients. For the enterprise buyer, a variety of cost levels mean longer, more complex sales cycles. The nuanced nature of SaaS sales requires top-notch salespeople to get the job done.

Profit margin 98

Profit margin Commission Objectives and Key Results Pipeline 98