InsightSquared

NOVEMBER 5, 2018

If you improve the conversion rate during each key moment in your sales process by just a small percentage, you can end up doubling your revenue or more. Other comparisons such as region-to-region, product-to-product, or customer segment-to-customer segment are relevant too. Are there any noticeable differences from rep to rep?

SQL 94

SQL Territory Negotiate Cross-sell 94

Sales Hacker

FEBRUARY 7, 2018

How the numbers add up. CASE IN POINT: Many SaaS companies can demonstrate the ability to get to $1M in ARR by pursuing 10,000 prospects with the “hack” of high-frequency email chains to set up demos. DECREASE IN SALES CYCLE – The Sales Cycle is measured between SQL and WIN stage. When to Accelerate Growth?

Growth 100

Growth GTM SQL Strategic partnership 100

Sales Hacker

MAY 26, 2021

Sales ops is responsible for supporting and enabling sales reps to sell efficiently and effectively. Sales operations teams bring a system of selling and structure to a sales organization. The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals.

Territory 69

Territory Objectives and Key Results Finance Cross-sell 69

Hubspot

OCTOBER 26, 2020

When a company has clearly defined win rate criteria, calculates its win rate frequently, and takes insight-based action to improve win rate, it is setting itself up to turn a higher percentage of prospects into customers. What the impact would be to themselves or their business with (or without) what it is you're selling.

Objectives and Key Results 96

Objectives and Key Results Sales SQL Prospecting 96

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started. Account-Based Marketing.

B2B 105

B2B E-commerce Cold Call Sales 105

SaaStr

JANUARY 21, 2020

So you might be wondering who am I and why am I up here talking about sales culture? I think it’ll become clear why Jason asked me to come up and talk about this very specific topic. I was a local sales manager or regional manager. In the last year, I ended up working directly for the CEO doing special projects.

Quota 132

Quota Sales Healthcare Territory 132

Hubspot

DECEMBER 12, 2017

It’s the present and future of software, and it requires a different type of selling. From commission to sales cycles, models, and metrics, you’ll learn the different ways of selling this unique software and what you can expect from the job. SaaS sales is the process of selling web-based software to clients. Table of Contents.

Commission 101

Commission Contract Sales Price 101

Hubspot

DECEMBER 11, 2024

Source Pro tip : If youre looking to brush up on your forecasting skills, I recommend checking out these free courses in HubSpot Academy: Forecasting and Analytics in Sales Hub and Hubspot Sales Forecasting. In Hannahs assessment of the data, she might find that cat products make 45% of her revenue, dogs make up 40%, and other pets are 15%.

Technique 36

Technique Retail Pipeline SQL 36

Heinz Marketing

JUNE 7, 2021

Matt: So, as we record this, we are coming up at the end of May. We used a sales activity study to benchmark how and where sellers are spending their time, pinpointing places where we are maybe spending a little more time on non-direct selling activities than we would like. Thanks for being part of the show.

Pipeline 129

Pipeline B2B Sales Cross-sell 129

Salesmate

MARCH 17, 2020

You are gearing up to launch your product’s sales process. Or maybe you are planning to expand your startup and are gearing up to explore the unknown territory. The steps of your sales process consist of separate selling activities. Active listener Empathetic Attentive Builds trust Follows up on time. Follow-Ups.

Process 125

Process Objectives and Key Results CRM Sales 125

InsightSquared

NOVEMBER 5, 2018

If you improve the conversion rate during each key moment in your sales process by just a small percentage, you can end up doubling your revenue or more. Other comparisons such as region-to-region, product-to-product, or customer segment-to-customer segment are relevant too. Are there any noticeable differences from rep to rep?

SQL 59

SQL Territory Negotiate Cross-sell 59

Heinz Marketing

MARCH 29, 2021

A lot of that was in-person or semi in-person rituals, whether it was the weekly stand up or people in a large inside sales floor, or you meet up with a manager a “x” number of times per month for lunch or whatever. Look, lazy selling in person would translate the lazy selling via Zoom if you just did some of the same stuff.

Pipeline 128

Pipeline Sales Gaming Up-sell 128

Hubspot

OCTOBER 28, 2019

They offer reasonable prices, make it easy to rack up points, and always have fun and kind flight attendants. Lead to marketing qualified lead (MQL); MQL to sales qualified lead (SQL); customer purchase/closed-won business. Personal selling. I fly Southwest Airlines almost exclusively. Comments; social shares. Lead generation.

Launch 101

Launch Campaign SQL Promote 101

Salesforce

MARCH 5, 2024

Reps spend only 28% of their week actually selling, according to the State of Sales Report. Either way, when a lead becomes an SQL, sales takes over to further qualify, pursue, and nurture them toward a sale. Either way, when a lead becomes an SQL, sales takes over to further qualify, pursue, and nurture them toward a sale.

Territory 52

Territory SQL E-commerce Contact 52

SBI

JUNE 5, 2019

That’s because looking to operate at scale out of the gate makes it highly likely that you could fall into the trap of simply scaling up bad processes. Instead of something that simply speeds up an under-performing process, I like to take a close look at the root causes of under-performance in the first place.

SQL 54

SQL Engineering Angle Clients 54

Lead Fuze

SEPTEMBER 2, 2023

Follow-up: Have You Stayed in Touch? To convert these cold prospects into paying clients requires persistence as well as an approach tailored to their needs rather than pushing a hard sell immediately. Regular informative emails can nurture these leads effectively, keeping your business top-of-mind while avoiding hard sell techniques.

Objectives and Key Results 52

Objectives and Key Results Lead generation SQL Sales 52

Heinz Marketing

NOVEMBER 20, 2017

We’ve already featured some great guests and have a line up of awesome content and special guests into 2016. Scott also reveals the people he would put up on his personal Mount Rushmore of sales. Matt Heinz: Selling through channel could definitely be a double-edged sword. I’m the founder of Allbound.

Pipeline 57

Pipeline Sales Technology Technology 57

SaaStr

DECEMBER 3, 2019

Keep your hand up. No, keep your hands up if you want more leads for your business? I just think you’re selling to people. And at Zoom I have the ability to sell to micro one person businesses all the way up into the Fortune 50. And Gusto is selling to pretty small businesses, right? Five, 10 people.

Up-sell 61

Up-sell Start-ups Cross-sell B2C 61

ConversionXL

OCTOBER 4, 2018

which customers will buy one or more products for a cross-sell or upsell. You have to understand—I grew up tearing tickets.”. For Underwood, clients tend to fall into one of two buckets, with half in each: “The ideal client has an internal database set up and ready to go. which leads will convert—however you define conversion.

Sports 131

Sports Clients Engineering Niche 131

Heinz Marketing

JUNE 4, 2018

Start-up advisor. – Territory and Market Optimization – executing to high conversions on the active funnel. You have been in deep in B2B sales throughout the west coast, in the valley, up here in Seattle for a long time. This is when Salesforce came to the market and started being the kind of up and running SaaS CRM play.

Pipeline 60

Pipeline Sales Drivers/motivators X-functional 60

SaaStr

SEPTEMBER 27, 2019

And so, yeah, I guess over the last 10 years I’ve worked my way up and around. You really need to have someone that can think more conceptually about positioning in your unique selling point, and so much more. But it doesn’t really scale when you’re selling to the masses. Which is a super useful tactic.

Start-ups 56

Start-ups B2B A/B testing Pipeline 56