Veloxy

SEPTEMBER 5, 2023

Whether you’re a beginner, intermediate or inside sales expert, we can all agree on a few things. One; sales is no longer just about high pressure, ‘won’t take no for an answer’ pitches. Today, it’s more of a different dynamic where sales reps listen, empathize, and even kill pitches early if they sense the prospect isn’t interested.

Inside sales 130

Inside sales Pipeline Quota Cold Call 130

Salesforce

DECEMBER 12, 2023

In many organizations, the highest performers are often promoted to sales leadership positions. That’s because leading a sales team to success takes a different skill set. Think of it like being a football coach. What you’ll learn: What is sales leadership? What is sales leadership vs. sales management?

Sales 59

Sales Strategize CRM Drivers/motivators 59

Salesforce

JULY 6, 2021

World-renowned sales coach Timothy Gallwey has captivated CEOs, entrepreneurs, and business leaders for decades. With one simple idea: “[Sales] coaching is [the key to] unlocking a person’s potential. Learn to create an A+ team with digital sales coaching. Focus on rep wellbeing.

Sales 98

Sales CRM Follow-up Pipeline 98

Hubspot

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation.

Drivers/motivators 72

Drivers/motivators Pipeline Sales Networking 72

Gong.io

AUGUST 19, 2021

I worked with nearly 200 B2B sales leaders to measure their reps’ activities and identify inefficiencies in their systems, tools, and processes. This gave them a data-driven way to decide where to focus their sales organization’s efforts so they could free up reps’ time to actually sell.

Product 127

Product Cross-sell CRM Sales 127

Sales Hacker

MARCH 8, 2024

A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. Data from Crossbeam shows that ELG is the third-most cost-effective strategy behind customer referrals and inbound sales. Sales tactics like cold calls often have a low conversion rate. Austin’s F1 track.

GTM 94

GTM Growth Cross-sell Referrals 94

Sales Hacker

DECEMBER 1, 2022

I’ve been an SDR , an SDR director, and now run a sales team at a startup. A Wild West-style free-for-all where reps prospect into an addressable market wherever they’d like. Think account hoarding , unequal opportunity to hit quota , missed revenue , and rep dissatisfaction. The way forward: Dynamic book management.

Territory 77

Territory Education Contact CRM 77

Sales Hacker

JUNE 1, 2020

— we were seeing a steady, rapid increase in sales teams who were transitioning to remote work. Employees, especially millennials , appreciate the flexibility to work from anywhere, and sales orgs open themselves up to a much larger pool of talent when they’re not limited to hiring locally. How do I know what my reps are doing all day?

Objectives and Key Results 98

Objectives and Key Results Sales Cross-sell Sports 98

Hubspot

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. Your seasoned, super-star reps lead the way. So should you be worried about churn in your sales department? Sales teams have higher-than-average turnover rates than other business units.

Non-Profits 85

Non-Profits Drivers/motivators Quota Represent 85

Heinz Marketing

MARCH 29, 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. This time we are talking about sales management intelligence. .

Pipeline 119

Pipeline Sales Gaming Up-sell 119

Sales Gravy

DECEMBER 29, 2020

On this episode of the Sales Gravy Podcast Jeb Blount (People Follow You) and Kristie Jones discuss the trials and tribulations of building and sustaining a sales accountability culture. You'll learn that without accountability your sales team will generate inconsistent results and devolve into the wild, wild west.

Negotiate 82

Negotiate Sales Quota Consult 82

Sales Hacker

OCTOBER 30, 2020

And with every sale, customers aren’t just buying your product or service, they were buying YOU. And while feast or famine is at least partially inevitable — even great salespeople lose deals due to factors outside of their control — the extreme highs and lows that many sales reps feel as a result of it don’t have to be.

Sales 121

Sales Pipeline Retail Start-ups 121

SaaStr

MARCH 3, 2023

At SaaStr APAC 2023, Scott Pugh, VP of Sales at Figma, shared how to scale these two sales teams while building culture. Pugh’s strategy is simple, albeit not always easy: Recruitment — how to hire the best talent to scale your sales organization. Helping your sales team doesn’t mean you must spend all your time coaching them.

Construction 94

Construction Sales Referrals Contract 94

Highspot

OCTOBER 21, 2022

Sales is the engine that powers your company. But what’s powering your sales? By now it’s universally known that sales and sales team practices have undergone a tectonic shift in recent years. And, even more alarmingly, buyer needs and behaviors seem to be moving way ahead of the sales learning curve.

Quota 75

Quota Construction Sales Pitch 75

Women Sales Pros

APRIL 19, 2019

The world of sales is moving so rapidly it is hard to keep up. And, with the average 18-month turnover of sales leaders, it is more important than ever to know what levers to pull to improve effectiveness. Trend 1 – Smart Hiring The typical churn year over year in a sales organization is 25%.

Inside sales 129

Inside sales Outside Sales Quota Sales 129

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. Why sales training is important. The different types of sales training programs. The 15 best sales training programs.

Technique 92

Technique Negotiate Pitch Inside sales 92

SalesLoft

FEBRUARY 10, 2023

OK, sales leaders — it’s truth-telling time. We have a proven process and tech tool, leveraging real-time data, that allows our Frontline Managers to understand what makes their top performers successful and lets them coach the rest of their team on what changes to make. But first, you have to get real. But first, you have to get real.

Consult 52

Consult Technology Technology Follow-up 52

Gong.io

JULY 11, 2022

These are the luxuries afforded to the typical inside sales rep. But aside from the obvious environmental difference, there’s a lot more that separates inside from outside sales teams, and that’s what we’re going to explore here. What is inside sales? . Inside sales vs. outside sales .

Inside sales 62

Inside sales Commission Outside Sales Quota 62

SalesLoft

AUGUST 4, 2022

As sales leaders, though, we don’t have that luxury. For me, that makes coaching even more critical. . Our job as sales leaders is to make sure our team knows we’re invested in helping them close every deal. For me, that makes coaching even more critical. . 5 Ways to Tackle Sales Coaching Challenges.

Pipeline 52

Pipeline Sales Engineering Prospecting 52

InsightSquared

MARCH 19, 2020

Sales teams across the country are being forced into remote work situations in response to the COVID-19 crisis. However, for some extra guidance, here are some best practices for managing a fully remote sales team from our very own sales leaders. . From Peter Barris, Enterprise Sales Leader at InsightSquared.

Sales 77

Sales Promote Follow-up Pipeline 77

Sales Hacker

SEPTEMBER 28, 2021

One of the most rewarding activities as a sales leader is coaching your reps and seeing them excel. Unfortunately, most sales managers receive little training in how to effectively coach their sales reps or guide them towards success. What is (and isn’t) sales coaching?

Quota 65

Quota Meeting Follow-up Appointment 65

Sales Hacker

AUGUST 20, 2020

Sales contests are a great way to get your reps hustling and keep their heads in the game. But if you’re only leveraging them for short-term results, you’re majorly underestimating the heavy lifting they can do for your team, your sales org, and ultimately, your bottom line. Why Sales Contests? Facilitate coaching.

Objectives and Key Results 104

Objectives and Key Results Teamwork Sales CRM 104

Sales Hacker

FEBRUARY 17, 2022

They’re researching business products and services online, purchasing via websites as much as they can, and foregoing interactions with sales representatives whenever possible. Of course, the shift to digital sales tactics has been underway for years. What sales investments should you focus on in 2022? Where to ramp up.

Objectives and Key Results 89

Objectives and Key Results B2B Sales Pipeline 89

Sales Hacker

MAY 6, 2021

What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? The VP of Sales. Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. Singular focus on sales. And this is exactly why you hired them!

B2C 93

B2C Pipeline SQL Strategize 93

Sales Hacker

DECEMBER 5, 2022

Do you need to get more out of your sales execution platform? The lessons I’ve learned over that time can improve your sales team’s conversion rate by 3-5%. Are reps doing what you think they are? . Managing Outreach is an art, and takes maintenance and attention to mature and ensure you are capturing the ROI of the platform.

Extrinsic 82

Extrinsic Intrinsic CRM Meeting 82

Hubspot

AUGUST 10, 2020

What does it really take to be successful in sales? For some reps, attaining their quota each month means they’re crushing it. Though one’s idea of success can vary from person to person, there are some core proficiencies top reps and sales organizations have in common. Core Competencies in Sales.

Cross-sell 100

Cross-sell Sales Negotiate Trust 100

Sales Hacker

JUNE 17, 2021

When your SDRs are at optimal performance, it drives improvement throughout the sales process. Account executives have a pipeline full of warm leads ready to close, leaders find forecasting easier, and your prospects enjoy interacting with you. Let’s discuss two ways you can make your SDR team more productive: Hiring an SDR manager.

Quota 94

Quota Promote Appointment Start-ups 94

Hubspot

JUNE 16, 2020

What is sales performance? It’s the measurement of sales activity and corresponding results compared to the sales expectations and quota. Good sales performance is highly valued but it can also be elusive to achieve for many salespeople and organizations. The key to good sales performance is consistency.

Quota 82

Quota Sales Negotiate Pipeline 82

Salesforce

AUGUST 15, 2023

If creating a sales team is like building a car, then territory management is where the rubber meets the road. You’ve agreed on a sales strategy , revenue goals, target customers, and a sales process. Now the moment has finally come for the sales reps to go out and sell. Below we share how you can level up.

Territory 52

Territory Healthcare Quota Pipeline 52

Salesforce

JULY 14, 2021

We could be evolving past the need for sales quotas as the sole measure of performance. The sales environment is very different now,” said Tyler Smith, pricing and sales analytics manager at Lupin Pharmaceuticals. “The A Fortune 500 company found that sales went up by $1 million a month after they abandoned quotas.

Quota 98

Quota Non-Profits Pharmaceutical Sales 98

Gong.io

MARCH 30, 2020

How do you build a healthy sales culture? Why is it important to create balanced sales territories? On a recent episode of the Reveal podcast, we connected with Michelle Benfer, VP Sales at HubSpot, for answers to these and other questions that are top of mind for revenue leaders. Building a Healthy Sales Culture.

Territory 62

Territory Sales Appointment Manufacturing 62

Lead Fuze

JULY 8, 2021

Without an effective sales hiring process, you’re going to churn through rep after rep. The actual hiring of your reps should fit into your entire sales hiring strategy, which in turn, should fall into the larger concept of building a great sales team. We’ve learned the hard way.

Process 98

Process Sales Cold Call Contact 98

InsightSquared

MARCH 20, 2019

Last year, VP of Sales Peter Chun led an interactive discussion with ops pros on the business, sales, and marketing sides of the house. We also spoke to many sales, ops, revenue, and marketing leaders who are looking for ways to see a more holistic picture of the accounts that reps are actively working.

Contact 94

Contact Pipeline Start-ups Process 94

Sales Hacker

JUNE 16, 2022

It’s been a tough couple of years, Sales Hackers. What do the changing market conditions mean for RevOps and sales? What do the changing market conditions mean for RevOps and sales? VP of Global Inside Sales at Tray.io. Q: What should sales orgs expect to see in the coming weeks? And it’s about to get tougher.

GTM 91

GTM Pipeline Sales A/B testing 91

Gong.io

AUGUST 19, 2021

It’s technology that gives sales leaders insight into what’s really happening inside their teams’ deals. It uses AI to capture and assess every customer interaction sales reps have with buyers, and gains insights from near-real-time market feedback (i.e., ” – Billy Stein, Sales Strategy & Operations Manager. .”

Strategize 62

Strategize Growth Pitch Gaming 62

SaaStr

FEBRUARY 21, 2024

The sales reps were friends, and accounts were shared. Welcome to the latest installment of our “ What’s New ” series where SaaStr founder and CEO Jason Lemkin sits down with some of the top leaders and founders in SaaS and Cloud to discuss What’s New and what should be top of mind for fellow founders.

Cross-sell 88

Cross-sell Strategize Campaign Education 88

Lead Fuze

AUGUST 12, 2021

The Best Sales Podcasts for You This 2021. The ability to listen to an almost inexhaustible supply of training, case studies, and applicable tips via sales podcasts shouldn’t be taken for granted. From individual sales reps to Founders, there are so many great “shows” to help you become better at your job.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98