Martech

MARCH 12, 2024

For the last two decades, B2B marketers have tried to figure out how to use social media to reach buyers. There have been starts and stops along the way, but we are now seeing social media being used strategically. The starting point is to determine if social media can have a measurable business impact. Do we have a strategy?

B2B 78

B2B Strategize Networking Promote 78

Search Engine Land

MARCH 22, 2023

I had a financial accounting professor back in college who refused to give an “A” on an exam, even if you got all the answers right if the way you got to the answer did not align with her methodology. It was more about how you came to the answers. They didn’t just like the data I was sharing.

Pitch 92

Pitch Territory Presentation Follow-up 92

Heinz Marketing

MARCH 2, 2022

The journey to prove and communicate Marketing’s value has been underway ever since 19th century Philadelphia retailer John Wanamaker supposedly said, “Half the money I spend on advertising is wasted; the trouble is I don’t know which half.” How well are Marketing organizations able to measure and demonstrate their value?

Objectives and Key Results 103

Objectives and Key Results Campaign Strategize Construction 103

Veloxy

FEBRUARY 13, 2023

With the information in this blog, you’ll have a better understanding of how to effectively use open ended questions to drive your sales success (especially if you’re in field sales). Let’s get started (or fast forward using the table of contents below)! It’s true. What are open ended sales questions?

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Salesforce

SEPTEMBER 26, 2023

But do they really want to buy, or are they just window shopping? Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris , sales coach and founder of The Harris Consulting Group.

Contract 119

Contract Negotiate Follow-up Contact 119

Martech

OCTOBER 18, 2022

Wykes-Sneyd started a metaverse task force allowing anyone within the organization to opt in and contribute ideas. “I I immediately found a lot of passionate individuals in the organization who were already thinking about the space,” she said, adding they were “front line workers,” who weren’t in the C-suite or IT department. “I

Government 133

Government Gaming Pitch Technology 133

Understanding the Sales Force

NOVEMBER 10, 2023

The Example Salespeople (anyone, with any title, whose primary role is selling) don’t know about their own skill gaps and blind spots. CEOs trust Sales Leaders to set and follow the strategy to achieve the company’s growth goals and CEOs get frustrated when Sales Leaders fail to meet forecasts. We have a law firm for that.

Legal 85

Legal Sales Contract Outside Sales 85

Search Engine Land

FEBRUARY 15, 2024

You’re ready to hire SEO help – where should you start? What services do SEO agencies offer? How to evaluate an SEO agency. You have cutting-edge tools working for your campaign SEO agencies have access to and understand how to navigate a wide range of marketing tools. Vetting SEO agencies: Red flags.

Consult 116

Consult Clients Engineering Service 116

Sales Hacker

JUNE 8, 2022

How quickly can I find deals, close them, and move onto the next one? How many times have you seen a rep work their rear end off only to create an opportunity that just keeps getting pushed out quarter after quarter as the prospects’ priorities change? We obsess over deal velocity.

Territory 92

Territory Sales Promote Prospecting 92

Gong.io

MARCH 27, 2019

If you DO know the basics, these tips will take you to the next level. If you DO know the basics, these tips will take you to the next level. If you do “set it and forget it” discovery, your deal will go off the rails. If you do “set it and forget it” discovery, your deal will go off the rails. Right under your nose.

Technique 111

Technique Sales Start-ups Up-sell 111

Search Engine Land

APRIL 5, 2024

Recently, I came across a LinkedIn post that lamented on SEO audits. It’s more an issue of both doing the audit and selling it the wrong way, which is the root cause of the perception that “SEO audits are a waste of time.” If you do, it’s like a house of cards, collapsing when a little wind blows.

Hospitality 96

Hospitality Consult Clients Construction 96

Martech

JULY 14, 2022

It changes depending on the type of product you’re selling and the market you are pursuing. Gil Canare, VP of Global Digital Marketing at Genpact, offers a guide to how you can analyze your ABM needs and build a cohesive plan to meet them. You have to sell to them differently. They buy differently.”. Customer knowledge.

E-commerce 105

E-commerce Cross-sell Contract Up-sell 105

Gong.io

JUNE 25, 2019

How many of them do YOU make? If you stop doing these, you’ll improve your calls. Once you read what NOT to do, I have something for you at the end of this post: What you SHOULD do to be successful instead. A better starting question is: “What are you hoping to achieve with X solution?”.

Objectives and Key Results 108

Objectives and Key Results Pitch Hospitality Objection handling 108

Closing Bigger

JUNE 9, 2022

How do we sell to senior executives, CEO’s, COO’s and other business leaders? Selling to senior decision makers or the “C-Suite” requires that we truly understand how our solution can impact their business. Senior executives and business decision makers are results-orientated.

B2B 52

B2B Sell Government Advertising/ Marketing 52

SaaStr

FEBRUARY 2, 2020

I thought it might be helpful and fun to share some of the demographic data of who’s coming to the 2020 SaaStrAnnual.com on March 10-11-12 in the SF Bay Area. We don’t know exactly how many, other than that it will be more than last year’s ~12,000. And how has that changed over the years? But who comes?

Cross-sell 92

Cross-sell Represent Meeting Gaming 92

Gong.io

DECEMBER 13, 2021

What does finance (and psychology and behavioral economics) have to do with sales?” What does finance (and psychology and behavioral economics) have to do with sales?” . Instead, they start with the current state and explain why this status quo is not working (and needs to change). Here is how it’s done.

Closing 62

Closing Pitch Finance Up-sell 62

Openview

FEBRUARY 13, 2018

Salesforce is a company I follow very closely. Given their phenomenal growth and the fact they are a longtime customer of ours, I read their quarterly earnings call transcripts regularly. “When I look at the largest transactions … every transaction was done with the CEO,” said Benioff at the time.

Sell 70

Sell Up-sell Follow-up Account management 70

Sales Hacker

FEBRUARY 15, 2022

Join us for an amazing conversation about building an achievable, repeatable roadmap for elite performance for any sales team or individual rep selling enterprise solutions. How to know if you’re on track to close [21:25]. Before we get there, we’ve got three sponsors: The first is Flockjay. powered by Sounder.

Pharmaceutical 77

Pharmaceutical Closing Up-sell Start-ups 77

Gong.io

AUGUST 22, 2018

But keeping a calendar of sales training topics has been tough to juggle with everything else I have to do.”. You’ll get free sales training material to use with your team: Sales training decks. In other words, not only do you get great sales training ideas, you also get the training material to go along with it!

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Veloxy

SEPTEMBER 30, 2021

What they need is someone who understands the complexity of a sales call, what needs to be said, and how to say it. Today, it’s more than knowing exactly how a product or service can help a customer’s business flourish. So, cold calling must be doing something right? It’s still kicking butt and taking names.

Cold Call 211

Cold Call Objectives and Key Results Real Estate Up-sell 211

Sales Hacker

JUNE 22, 2020

What choice do you have? What choice do you have? This is why multi-threading, asking genuinely curious questions , and selling value directly to the person signing the check are critical skills. So, how do we keep the deal alive and ensure that CFOs are bought in from Day 1? Let’s dig in.

Pitch 104

Pitch Up-sell Strategize Finance 104

Salesforce

DECEMBER 14, 2023

If you do it right, you’ll reap the rewards of connecting your sales reps to high-value opportunities at the right time. But with planning and the right technology, sales teams can get the most out of every day in the field. Here’s everything you need to know to get started. This can be a complex process.

Territory 59

Territory Appointment Transportation CRM 59

Sales Hacker

SEPTEMBER 2, 2023

But lots to cover this week, whenever you read this, so let’s get right into it. AI-guided selling: Drives seller effectiveness and efficiency by delivering feedback on deal-related efforts and prescriptive guidance on what actions to take next, based on AI analysis. Happy Saturday GTM’ers. Thanks for reading The GTM Newsletter!

GTM 79

GTM Negotiate Pipeline Contract 79

Sales Hacker

JULY 26, 2023

And AI (particularly ChatGPT) has supercharged my productivity and learning — and helped me get back some of my oh-so-precious time. I’ll walk you through how AI can make your job as an AE way easier — including specific ChatGPT prompts you can put to use in minutes. Trust me: I’m an AE who’s embraced the change. Intimidated by AI?

Objectives and Key Results 75

Objectives and Key Results Pitch Cold Call Sales 75

Sales Hacker

SEPTEMBER 22, 2020

I thought I’d fix that. Consider this your No-BS, leave-the-fluff-behind guide to things you can start doing today to multi-thread your deals. We all know it: nine times out of ten, you have to pull in multiple stakeholders to get a deal across the line. No deal in mid-market or enterprise gets done with just one person.

Sales 86

Sales Start-ups Conversion Follow-up 86

Gong.io

JANUARY 5, 2019

It’s knowing which sales methodology to apply to which situation ( and how to successfully deploy it across your organization). I’m going to show you the top 10 sales methodologies out there today, tell you how to choose the right one, and explain how to successfully roll it out across your sales organization.

Pitch 131

Pitch Sales Up-sell Contract 131

A Sales Guy

DECEMBER 21, 2019

I love the success stories I get from people who’ve read Gap Selling. I never expected the level of success Gap Selling would have or the impact it would have on readers sales careers, it’s been amazing to read about. With that, I received this email the other day and I had to share.

Sell 88

Sell Cross-sell Hospitality Contract 88

PandaDoc

AUGUST 10, 2020

Even though many companies are at a standstill and are in cash conservation mode, I believe the unresponsiveness is because everyone is pushing out messaging to the masses rather than focusing on providing relevant value and building relationships. If you lack trust, the C-suite and investors will seek other sources for validation.

Trust 52

Trust Government Networking Campaign 52

Sales Hacker

MARCH 15, 2023

But how do you align marketing and sales strategy? She’s also a committed advocate of diversity inclusion and founded the Hispanic ERG resulting in building the best teams and bringing different lenses to the C-suite. Mariana explains, “I am a big believer that everything is a team sport.

Growth 67

Growth Sports Pipeline Sales 67

Search Engine Land

APRIL 17, 2023

If you’ve ever googled instructions for how to perform a specific task, then you the importance of high-quality how-to content. The person desperately searching for an excellent how-to article on fixing a leaky sink will find immense relief when they finally hit on a blog post that lays it out simply and clearly, for instance.

Education 100

Education Angle Trust Entertainment 100

Veloxy

AUGUST 31, 2023

Know your product Whereas inside sales reps need to speak intelligently about their products, outside sales reps also need to know how best to use their products, their industrial applications, and in some cases the products’ intricate engineering. Feeling overwhelmed by the infinite options for growing your pipeline?

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Gong.io

AUGUST 1, 2018

I don’t have time for this generic line of questioning.”. I was two years into my first tech sales job, thinking I was doing everything right. I asked open-ended questions to unearth pain. Just like the sales books told me to do. In this post, we’ll unpack how to prevent that from happening.

Sell 75

Sell Entertainment Education Up-sell 75

Martech

MAY 19, 2022

“What is the right go-to-market (GTM) strategy(ies) for our business?” ” This is a common question being debated and discussed across the C-suite today (note: not just in sales and marketing meetings). No longer are we selling a product and moving on. Get the daily newsletter digital marketers rely on.

GTM 111

GTM B2B Drivers/motivators Sports 111

Sales Hacker

SEPTEMBER 23, 2021

A channel partner is a company that sells products and services for a technology manufacturer or vendor. Channel partners basically onboard other people to sell your product for you. These programs are comparable to getting your product into next to the cash counter in a department store. What is a channel partner? million jobs.

Commission 101

Commission Manufacturing Negotiate Contract 101

Hubspot

DECEMBER 23, 2022

Whatever you’re looking for, a sales prospecting tool will help you do one or more of the following: Identify high-quality prospects. That includes how prospects are identified. Even in instances where salespeople can identify interested customers, 19% of salespeople struggle with getting in direct contact with decision-makers.

Prospecting 78

Prospecting X-functional CRM Contact 78

Sales Hacker

JULY 26, 2023

And AI (particularly ChatGPT) has supercharged my productivity and learning — and helped me get back some of my oh-so-precious time. I’ll walk you through how AI can make your job as an AE way easier — including specific ChatGPT prompts you can put to use in minutes. Trust me: I’m an AE who’s embraced the change. Intimidated by AI?

Objectives and Key Results 52

Objectives and Key Results Pitch Cold Call Sales 52

Salesforce

OCTOBER 12, 2021

Is it another example of C-suite overcrowding? They’re able to pinpoint how organizations can strategically move themselves into a very successful future.”. Get the Sales in 60 Seconds newsletter for the latest and greatest sales content. Get the Sales in 60 Seconds newsletter for the latest and greatest sales content.

Gaming 98

Gaming Cross-sell Sales Finance 98