Veloxy

NOVEMBER 29, 2021

While it checks a lot of boxes for Sales Managers, there’s still a lot of work that needs to be done to unlock Salesforce’s potential to accelerate sales at your company. Start here: Speed up your selling activities in a few clicks If you’re using another sales acceleration software, most of the principles will still apply.

Sales 290

Sales Quota Up-sell B2B 290

Veloxy

FEBRUARY 13, 2023

Open ended sales questions are a crucial aspect of the sales process. In this article, we’ll review the 12 types of open ended questions to ask, when to ask them, and other emerging best practices. Additionally, we’ll cover some of the common mistakes to avoid when asking open ended sales questions.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Cerebral Selling

JANUARY 14, 2023

This guest post was written by Alex Cook , Manager, Enterprise Sales at Klue. Year-end can be the most exciting time in sales. You could also be well behind your quota, struggling to stay motivated and worried about job security. It can also be the hardest. As a leader, it’s likely that your team has a mix of both.

Quota 188

Quota Pipeline Drivers/motivators Negotiate 188

SalesLoft

APRIL 8, 2024

The best reason for adopting a new sales technology is to find a solution to your organization’s pain points. That’s exactly what Ron Greer , VP of Worldwide Inside Sales at OpenText , wanted for his team. It wasn’t practical or feasible for their sales process. But something felt off. But we’re getting ahead of ourselves.

Inside sales 86

Inside sales Sales Campaign Technology 86

Cerebral Selling

AUGUST 8, 2022

For salespeople, the pendulum has swung – from pandemic-driven job losses all the way to labor shortages that fueled a candidate-centric recruiting market, back to the current climate of fiscal tightening and unfortunate layoffs. Your sales team are on the front line of economic, social, and political change.

Sales 199

Sales Contract Clients Quota 199

SaaStr

MARCH 11, 2024

So you’re hiring your first few sales reps in the early days? Before you have a great VP of Sales? So you need a very certain type of sales rep. Not during founder-led sales. The #1 trick to making sure your first sales reps work out? It’s an interesting time. Don’t make the hire.

Sales 92

Sales Up-sell Promote Meeting 92

Veloxy

JUNE 17, 2021

Since time is literally money when it comes to business, sales leaders have devised a way to instill dollar value on a day’s work. This intriguing value is what we refer to as sales velocity. What is Sales Velocity? As the name suggests, sales velocity measures how quickly your company is making money. Average Deal Size.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Veloxy

APRIL 19, 2021

Outbound sales has been a staple in the business for ages now. For those of you new to outbound sales, here’s what the process basically involves. Sales reps reach out to prospects and deliver pitches with the hopes of gaining customers. There are numerous advantages that come with outbound sales.

Teamwork 245

Teamwork Outside Sales Cold Call Lead generation 245

Veloxy

JUNE 8, 2022

Couple questions here – are your sales stagnating? If yes, then you’re probably looking for new ways to improve your sales performance. Perhaps the answer could be in your sales pipeline. Research shows that top performing companies and sales teams do extremely well when it comes to managing their pipeline. But first….

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Cerebral Selling

AUGUST 12, 2023

In my wildest dreams, I never imagined I’d end up in sales. David in his “Big Bang Theory” Days (1997) I started my career as a research scientist and got into sales (by accident) in 2000 at the turn of the dot-com boom. Sales is no different. You probably didn’t either. Here are my top six.

Objectives and Key Results 187

Objectives and Key Results Pitch Sales Gaming 187

Search Engine Land

MAY 3, 2024

You should also add instances of “near me” type phrases to help the page show up for “near me” searches, which we’ve tested and found still works well in organic search. Long-format client testimonials are also a great way to highlight a job well done by a happy customer in a particular city.

Service 115

Service Trust Clients Cross-sell 115

Highspot

MARCH 21, 2024

Despite this, many sales emails find their resting place in the trash, unopened and unread. We’ll explore how to craft good sales emails that get opened and inspire action, all while introducing four metrics to measure sales email success. What are the Different Types of Sales Emails? Send a promo email.

A/B testing 96

A/B testing Sales Follow-up Click Through Rate 96

Salesforce

FEBRUARY 16, 2024

About 69% of sales professionals say selling is more difficult now than in previous years, according to Salesforce’s State of Sales report. To keep your sales team motivated when things are tough, you need to reward them for their victories. That’s where sales commission comes into play. The pressure is on.

Commission 104

Commission Territory Quota Drivers/motivators 104

Partners in Excellence

MARCH 2, 2024

Preface: I first met Rene Voorhost years ago when he was the Nordics/Benelux sales manager for National Instruments. ” Since then, he’s become a thought partner in helping me develop tools and models on driving sales performance. I was hooked, I found my career and never left sales ever since.

Sell 128

Sell Education Territory Engineering 128

Search Engine Land

JANUARY 23, 2024

Google is concerned there may be confusion around the roles of its sales and support departments. The employees making those calls are members of the sales team, not support, according to a Google spokesperson. The employees making those calls are members of the sales team, not support, according to a Google spokesperson.

Commission 123

Commission Construction Represent Contact 123

Partners in Excellence

FEBRUARY 28, 2024

I asked my question because I believe being really interested in selling is a necessary but not a sufficient condition to be successful in SALES. One can be interested in selling but for the wrong reasons, which then becomes a hindrance for sales success. To answer even your first question:” Are you interested in Sales?”

Customers 128

Customers Contract Consult Electrical Engineering 128

Hubspot

JANUARY 7, 2024

But when an inside sales professional wants to establish their authority over the phone, they need to use their voice tone and pacing to get the point across. Sales reps who use these words sound like hesitant amateurs, so be very careful to avoid them. Overly enthusiastic language Part of a salesperson’s job is to stay positive.

Sales 84

Sales Education Inside sales Prospecting 84

criteria for success

JUNE 8, 2022

As a sales manager, one way you can help your busy sales team be more productive and improve sales performance is to give them a set of best practices on how to set sales goals. When setting goals in our CFS Sales Playbook , I use this approach: Make goals hierarchical in the PlayBook. Conduct my goal rituals.

CRM 98

CRM Sales Sell Clients 98

SaaStr

MAY 16, 2024

His number one reason is that before March 2020, when people were distributed, they had one job. When March 2020 hit, you laughed when you heard stories of engineers working 4-6 hour jobs, but it became rampant on the revenue side of the industry. He is a top VC in the industry and runs SaaStr, the largest SaaS event in the world.

B2B 95

B2B Angle X-functional Trust 95

Salesforce

NOVEMBER 28, 2023

Similarly, a solid sales compensation plan is about striking the right balance. Overcomplicate a sales compensation plan, and you’re left with sales reps who aren’t clear on their goals or hungry to hit their quota. What you’ll learn: What is sales compensation? What are sales compensation plans?

Commission 64

Commission Territory Quota Objectives and Key Results 64

Partners in Excellence

MARCH 12, 2024

Why I Love Sales Dave, I found your question very thought provoking. As I pondered my response, I arrived at several reasons why I love Sales. What I like most about the sales profession is that it is similar to managing your own little business. Sales IS business. You are on the front line, making things happen.

Sell 135

Sell Assembly Line Territory Sports 135

Hubspot

DECEMBER 13, 2023

When I think about different types of sales calls, some of the first terms that come to mind are terms like warm calling or cold calling. These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more.

Objection handling 72

Objection handling Negotiate Cross-sell Contract 72

Martech

MAY 2, 2024

However, with B2B buying journeys now occurring primarily online before sales’ involvement, marketers are turning to new data-driven technologies to pinpoint potential buying group members earlier in the process. Here’s an example of the types of agendas that may be characteristic of different buying roles.

B2B 120

B2B Drivers/motivators CRM GTM 120

Partners in Excellence

AUGUST 15, 2022

A reader wrote me, “Dave do you think sales enablement professionals need selling experience?” ” It’s a follow on to many of the discussions about “Do sales managers need sales experience?” ” My immediate reaction to both those questions was “HELL YEAH!!!!”

Sell 118

Sell Manufacturing Finance Trust 118

Salesforce

SEPTEMBER 28, 2023

Sales great Zig Ziglar once wrote, “If you aim at nothing, you will hit it every time.” ” That’s the struggle of every team without clear sales targets: no clarity, no progress, no growth. See how it works What are sales targets? Why are sales targets important? It’s kind of like a poorly planned race.

Quota 116

Quota Territory Pipeline Sales 116

SaaStr

MAY 24, 2024

Lemkin expresses concern about the changing work ethic and loyalty of sales and marketing professionals, observing a trend of multiple job-holding and lack of commitment. The current economic climate demands recalibrated expectations from leaders, as many employees face job loss and difficulties in finding new employment.

Drivers/motivators 72

Drivers/motivators Cross-sell Networking Pipeline 72

Salesforce

FEBRUARY 2, 2024

Getting ghosted by prospects can be one of the most disheartening parts of a seller’s job. Below, we share a vetted sales email template that can help you get responses. What you’ll learn What is a sales email template? Engage buyers everywhere What is a sales email template? But it doesn’t have to be that way.

Pipeline 105

Pipeline Sales CRM Quota 105

Hubspot

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. Table of Contents What does it mean to work in sales?

Objectives and Key Results 75

Objectives and Key Results Networking Represent Sales 75

Partners in Excellence

MARCH 12, 2024

Like others who’ve offered their stories, John has a clear purpose: “Each sale represents not just a key performance indicator but also an opportunity to enhance someone’s life.” After thinking about my family’s heritage, I realized there was actually a rich heritage in sales. I felt trapped.

Sell 73

Sell Real Estate Drivers/motivators Construction 73

Hubspot

JANUARY 17, 2023

If you have an interest in tech — and an even greater interest in helping people — a career in tech sales could be a smart move. Here, we'll cover the basics of tech sales, the pros and cons of working in this industry, and how you can kickstart a career in tech sales in 2023. What is tech sales? What is a tech sales rep?

Networking 80

Networking Sales Commission Up-sell 80

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. It can also offer insight into automating sales processes to free up more of your team’s time.

Technique 98

Technique Construction Sales Legal 98

SaaStr

MARCH 22, 2024

After switching to SaaS, she started as an SMB sales leader with no prior management or SMB sales experience. This was probably the most important decision for her because it led to an appreciation of the different types of deals and segments, and starting at the bottom and working her way up was a great learning experience.

Finance 96

Finance Territory Quota Presentation 96

Spiro Technologies

SEPTEMBER 29, 2022

Everybody takes a different road before starting a career in sales. Since the barrier to entry in sales varies so widely across industries, it’s not uncommon to see people with all sorts of backgrounds end up in the profession. Here are five things a sales role can give you which not many other professions can: 1.

Negotiate 105

Negotiate Outside Sales Quota Sales 105

Sales Pop!

OCTOBER 4, 2021

They make especially good prospects for sales jobs, so here is a look at why they are well suited to this type of role, and what benefits businesses can glean by recruiting them. Tax credits are available. This could save you thousands a year, so is well worth considering as part of your hiring strategy.

Commission 97

Commission Drivers/motivators Sales Clients 97

SaaStr

FEBRUARY 4, 2021

One of the very first SaaStr presentations ever was How to Hire a Great VP Sales (And Not Screw It Up). One was how my First Real VP of Sales Doubled Our Net New Revenue in 90 days. Brendon Cassidy joined as our VP Sales at a tough time, as we’ve discussed before, as we were coming out of our Year of Hell. There are leads.

Pipeline 136

Pipeline Sales Price Promote 136

Gong.io

JANUARY 2, 2023

This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know whether to move prospects through your sales funnel or disqualify them? We’ll explain what sales qualification is and why it’s important. What is sales qualification?

Sales 149

Sales Prospecting Pipeline Pitch 149

Spiro Technologies

JUNE 9, 2022

With a few exceptions, sales is one of the most competitive professions in the world. It’s important to simplify the entire sales and post-sales process, making the prospect’s life (and decision) easy. Remember, your job is to make it as easy as possible for the prospect to buy. Make everything easy .

Referrals 111

Referrals Sales Prospecting Price 111