Force Management

APRIL 22, 2021

How can you grow sales revenue when you’re selling a product that simply isn’t a line item in most buyer budgets? When groundbreaking high-tech companies aim to scale sales success, solidifying alignment with their buyer is a key first step and one that can drive company-wide benefits in the process.

Technical Sales 130

Technical Sales Technology Technology Sell 130

Selling Power

JULY 14, 2021

If you are struggling to communicate and collaborate with your sales engineers, here are three things you can do to improve both the relationship and your results.

Technical Sales 89

Technical Sales Trust Sales Engineering 89

A Sales Guy

MAY 26, 2013

Babette’s writting style is direct and to the point, as you would expect from someone whose audience is technical. If you’re a sales engineer, a technical sales person, a technical start-up CEO or founder Babette has you covered. They pretty much run the world as it is.

Engineering 107

Engineering Technical Sales Consult Sales 107

SalesProInsider

SEPTEMBER 20, 2023

Well, in looking at these “blocks,” and from our experience, it could be you.

Sports 155

Sports Drivers/motivators Finance Technical Sales 155

Veloxy

JUNE 15, 2023

Essential Skills for Outside Sales Professionals To excel in outside sales, professionals must possess a diverse skill set. Key skills for success include excellent customer relations, proficiency in new business development, adeptness in account management, technical sales knowledge, and problem-solving capabilities.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Technique 264

SaaStr

JANUARY 8, 2022

Instead, try to find someone great who can sell at your price point and type of sale (transactional vs. solution). If your product is truly a technical sale, you may need reps — at first — that have made technical sales. That’s true. It’s much more important the ACVs are similar.

Technical Sales 113

Technical Sales Niche Price Sales 113

SaaStr

NOVEMBER 12, 2020

As your company moves upmarket, your once ‘flat’ org will divide into different teams, i.e., customer success, new sales, technical sales, and account planning — all of which are critical for expanding into the Enterprise. 3 – Sustain.

Sell 117

Sell Cross-sell Drivers/motivators Technical Sales 117

Sales Pop!

MARCH 19, 2025

This has led many companies to embrace a strategy of “turning engineers into sellers” rather than trying to teach external sales professionals about mining. “Selling in the mining industry demands industry expertise,” noted one Technical Sales Manager.

Consult 130

Consult Relationship building Sales Technology 130

Sales Hacker

JANUARY 8, 2021

It’s crucial to get your first technical sales hire right. How to: Utilize a new-hire sales & technical sales checklist. I frequently reference Jason Lemkin’s post on hiring two reps when you first begin, and I’ve found this to be very helpful when entering new markets.

Territory 112

Territory Pipeline Launch Technical Sales 112

Partners in Excellence

MAY 6, 2024

Find a great mentor to help you throughout your career journey, and soak up the learning – there’s so much information and so many resources out there now to help you grow as a sales professional. And if you’re in a technical sales role, don’t be too intimidated by your product.

Sell 116

Sell Up-sell Technical Sales Technology 116

Sales Hacker

SEPTEMBER 16, 2021

Sales Profile: SMB to Commercial. They are applied in technical sales use cases where the prospects require a much deeper understanding of the product and how it can meet both operational and business needs. POC/POV is typically applied in scenarios where proving technical value is more rigorous in the sales cycle.

Objectives and Key Results 101

Objectives and Key Results Technical Sales Engineering Sales 101

Sales Hacker

MARCH 15, 2022

He launched a division specializing in technical sales and sales engineering. We went from sales to the entire go-to-market org, practices, technical sales, and executive search. Asad joined in 2014 as an account executive. In 2016, he founded their executive search division. In 2020, he was appointed CEO.

GTM 103

GTM Technical Sales Quota Growth 103

Hubspot

APRIL 25, 2019

If you're ready to see what a great resume looks like, check out these sales manager resume examples next. Sales Manager Resume Sample. Regional Sales Manager Resume Sample. Technical Sales Manager Resume Sample. Sales Manager Resume Templates. Need some extra help and inspiration?

Strategic planning 96

Strategic planning Sports Territory Education 96

Sales Hacker

AUGUST 9, 2021

Microsoft recently included Alkira in its Microsoft for Startups program , which will provide the company with access to technical, sales, and marketing resources. Alkia is a network cloud company that offers integrated network and security services when transitioning to the cloud. Headquarters: San Jose, California.

CRM 120

CRM Growth Networking Government 120

SBI

FEBRUARY 3, 2021

It’s been great to see new solutions come to market specifically aimed at Presales – often called Technical Sales or Sales Engineers. 3] Marketers may pay for the solution, but Sales will be the primary user. [4] 4] Presales is sometimes referred to as Technical Sales, or Sales Engineers. [5]

Cross-sell 72

Cross-sell Objectives and Key Results Technical Sales CRM 72

Gong.io

APRIL 19, 2022

Besides the four tasks outlined above, top SEs can also jump into “non-technical” sales calls if needed. They are a huge asset to any organization — someone that quickly becomes a top sales reps’ BFF. What tools does a Sales Engineer have in their arsenal?

Engineering 118

Engineering Sales Cold Call Up-sell 118

The 5% Institute

JULY 1, 2020

You want to be the person who does the selling, so that you can control the sales process. Occasionally in: Bigger business to business, Complex sales situations , or. Technical sales situations ; You may need to have multiple sales conversations, or you won’t have access to the decision maker straight away.

Up-sell 98

Up-sell Presentation Technical Sales Clients 98

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM).

Go To Market 126

Go To Market Growth GTM Product 126

Women Sales Pros

AUGUST 30, 2018

Example: Engineering grads for technical sales positions. Fact: There are many places to find great sales talent outside of standard locations. Job ads for sales roles are often written with too many bullet points and use common words that show male bias. Get creative.

Technology 70

Technology Technology Manufacturing Niche 70

Partners in Excellence

MARCH 2, 2024

Having already spent my life being judged for who I am and how I look (something that continues to this day) as well as being told what I can’t do (otherwise known as the guaranteed way to get me to do something…another thing that continues to this day), I was determined that my next role would be in sales. I built strong relationships.

Sell 77

Sell Manufacturing Engineering Technical Sales 77

Outreach

APRIL 5, 2019

Distinction among sales reps can be in terms of work venue (inside sales reps vs. outside sales reps); tenure or skill level (junior sales reps vs. senior sales reps); or area of focus ( outbound sales reps vs. inbound sales reps; business development reps vs. sales development reps vs. technical sales reps vs. lead development reps).

Represent 49

Represent B2B Pipeline Technical Sales 49

SalesBlog!

FEBRUARY 22, 2022

For example I developed a holistic approach to technical sales training. Finding patterns in the information is a technique that can be used in a variety of ways. The one I like and use most often is the first letter technique. Quite a mouthful and hard to remember. So instead I called it HATS.

Technique 52

Technique Presentation Sales Technical Sales 52

Hubspot

JULY 14, 2015

Is is technically sales? Most of our customers pay us $99 per month on no contract -- it's hard to warrant a full fledged sales team with a deal of that size, and moreover, someone who doesn't fully see the value of Unbounce will churn anyway.

Conversion 78

Conversion Launch Education Campaign 78

Sales Hacker

DECEMBER 3, 2020

Sarah Williams , a Technical Sales and Product Trainer at MediaRadar, stresses the importance of having (and leaning on) an outside support system for advice and clarity. “ Talking about the issue you’re having with one coworker with other employees can make a tense situation even messier.

Sales 100

Sales Cross-sell Education Conversion 100

SaaStr

OCTOBER 30, 2021

Technical sales leader: There are a lot of moving pieces in the machine and oftentimes the sales leader will need to be the first line of support for troubleshooting workflow issues, data discrepancies, or bugs in the process. To build the machine, there are a few key components you will need.

Closing 113

Closing E-commerce Customers Quota 113

Sales Hacker

MARCH 30, 2021

The power of your network is now more important than ever before – knowing innovative people who can deal with a very technical sale in a very technical environment, is really important. Neil Ringers: Interviewing people over Zoom is different than interviewing people face-to-face.

Sell 111

Sell CRM Appointment Up-sell 111

SalesBlog!

MARCH 24, 2022

As I have been in the technical sales world most of my career I’m always asked by the company I work for to offer some goals not only for myself to them but to have my sales teams do so as well. So how do you change this painful process and mindset of setting some targets and objectives? Some goals? Do you need to?

Education 52

Education Technical Sales Represent Follow-up 52

SalesLoft

JANUARY 12, 2016

High Sales DNA. The best sales development reps are the ones with innate sales DNA and an energy built for high velocity sales. A highly technical sales process requires a high level of intellectual curiosity and a high cognitive horsepower. High cognitive horsepower. You need to have this learner mindset.

Technical Sales 52

Technical Sales Sales Gaming Process 52

SalesBlog!

DECEMBER 9, 2021

I have found the senior sales professionals in my age group are very aware of social media, mobile “always-on” devices and are using these technologies in their personal and business lives. They are also writing technical sales books and becoming experts and mentors (credibility) in their fields.

Sales 52

Sales Technical Sales Trust Technology 52

PandaDoc

APRIL 29, 2024

Manual configuration of such products requires highly technical sales reps or, most often, detailed quote reviews by technical teams, resulting in very long sales cycles — something you want to avoid at all costs.

Cross-sell 52

Cross-sell Contract Legal Negotiate 52

Sales Hacker

SEPTEMBER 16, 2019

They need to be able to bounce back and move onto the next sale with the same energy they had going into the first. Inside sales is all about convenience for the customer. Other important skills involve technical sales skills like: Appointment setting. The ability to be flexible with hours and methods can be a big plus.

Outside Sales 98

Outside Sales Inside sales Profit margin Sales 98

Heinz Marketing

JANUARY 11, 2018

Heather started at PFL ten years ago as a technical sales representative and has worked her way up to lead the customer success team. You can catch up on everyone we’ve featured thus far in the “How I Work” series here. This week I’m excited to feature Heather Kahler , VP of Customer Experience for PFL.

Customers 41

Customers Technical Sales Represent Gaming 41

Gong.io

OCTOBER 27, 2021

When new tools are implemented, they’re often maintained by technical team members , such as a Salesforce administrator. That keeps administrative tasks out of the hands of your sales reps, who would rather be selling anyway. Technical sales ops members are skilled at keeping your technical environment clean.

Quota 62

Quota Pipeline Sales Contract 62

Lead Fuze

NOVEMBER 30, 2021

The first technical sales hire is crucial, and investing in two reps can help you figure out the market. I†ve found that hiring two salespeople is helpful when entering new markets. By having more than one person, I can figure out what works or doesn’t work faster.

Territory 52

Territory Sales Pipeline Launch 52

Salesmate

OCTOBER 22, 2020

With questions like this, sales reps can easily track the success of their sales calls and also identify areas where they need to improve. There are several sales skills you would need to possess to become a successful salesperson. Practice your soft skills.

Sell 59

Sell Sales Up-sell Follow-up 59

SaaStr

JUNE 27, 2019

Your sales organization may go from being primarily hub based or inside sales based to having more of a field presence as we did. We also invested around those field account executives, more technical sales, pre-sales and eventually, customer success and post sales. So that changed a lot.

Cross-sell 95

Cross-sell Technology Technology Pitch 95

SBI

JUNE 22, 2021

Buying is Harder, a new “buyer enablement” approach to B2B sales that drives digital selling and shortens sales cycles. He is currently the founder and CEO of CONSENSUS , an intelligent demo automation software company that helps sales organizations scale presales and the technical sales function. Linkedin.

Sell 42

Sell Engineering Non-Profits Retail 42