Martech

MAY 2, 2024

Accounts, especially at larger companies, may have a number of different buying teams looking at different buying opportunities. Here’s an example of the types of agendas that may be characteristic of different buying roles. Influencers Make my job easier. Specifiers How is this thing better than the competition?

B2B 115

B2B Drivers/motivators CRM GTM 115

Partners in Excellence

APRIL 10, 2024

Any reader who was trained as an engineer or anyone with experience in assembling machines (or Ikea furniture) will recognize the Tolerance Stack Up Error. But, too often, I see the equivalent of this problem in our GTM strategies and execution efforts. For those of you scratching your heads, let me describe the tolerance tack up error. ″, 2.2″,

GTM 93

GTM Manufacturing Meeting Quota 93

Veloxy

FEBRUARY 22, 2023

Field sales is a critical aspect of many businesses’ sales strategies, with representatives and managers working in the field to meet with customers and close more deals. Zippia reports that there are over 731,605 field sales representatives and 127,122 field sales managers currently employed in the United States.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Veloxy

MARCH 28, 2022

While it might be a slow return in some places, you are probably starting to consider again how you want your sales force to work for your business. After years of remote sales work, you might be ready to evaluate what formula of salesforce will best meet your needs as a business and as an employee. What Is Inside Sales?

Outside Sales 217

Outside Sales Inside sales Cold Call Sales 217

Understanding the Sales Force

MAY 8, 2024

Regular readers know that most of my life experiences pass through a sales filter, meaning that there is always an analogy to sales and while sales onboarding has many similarities to RCIA, there are many differences as well. 10% weren’t qualified to do anything else (me) or didn’t receive other job offers.

Outside Sales 68

Outside Sales Quota Up-sell Drivers/motivators 68

Partners in Excellence

APRIL 5, 2024

Within that, Sales is the most dynamic and challenging role and the combination is really without precedent.” How I got into selling — Martin Mackay Actually, I graduated from Oxford University with a degree in Modern Languages and considered that the last thing I wanted to do was go into Sales!

Sell 115

Sell Territory Consult Contract 115

Partners in Excellence

MARCH 6, 2024

Just as selling has evolved, buying has evolved–but differently. These are different. What’s interesting, as we look at many sales engagement strategies, and most of our training, the focus is on providing the things our customers don’t need, or that are not as urgent as the things they do need.

Education 129

Education Trust Sell Product 129

Partners in Excellence

MAY 14, 2024

The content of the chart is irrelevant to this discussion, but each block represented a different part of the GTM organization, their roles, responsibilities, and key metrics. At a very high level, we can represent marketing, sales, customer service, product management as separate functions within the organization.

GTM 103

GTM Represent Education Presentation 103

Partners in Excellence

NOVEMBER 28, 2022

Managers spend time helping them become productive. Ironically, we provide very little in the way of onboarding new managers, particularly new front line sales managers. Typically, the process is: “Lisa, congrats on moving into the front line sales manager role…… I need an updated forecast by Tuesday!”

CRM 113

CRM Pipeline Process Product 113

Partners in Excellence

APRIL 17, 2024

As much as we tire talking about the constancy of change, our jobs as sellers only exist because of change. ” How many enablement programs include comprehensive training around change and change management? ” How many enablement programs include comprehensive training around change and change management?

High impact 120

High impact Service Growth Conversion 120

SaaStr

MARCH 22, 2024

The path to Cheif Revenue Officer (CRO) is different for many people. Different Pathways to CRO For Jane Kim, former CRO of CircleCl,, she used to work in finance before transitioning to SaaS. After switching to SaaS, she started as an SMB sales leader with no prior management or SMB sales experience.

Finance 94

Finance Territory Quota Presentation 94

Partners in Excellence

MARCH 5, 2024

He started a few years before me and was managing some significant banking accounts for IBM. Since I was assigned to a different team, I didn’t spend much time with Gus, but remember one call that I tagged along. Gus progressed in his IBM career, later managing one of the largest banking accounts, Citibank.

Sell 77

Sell Contract Retail Account management 77

SaaStr

MAY 16, 2024

The distributed workforces of today are radically different than when Wade started,” Jason says. His number one reason is that before March 2020, when people were distributed, they had one job. His number one reason is that before March 2020, when people were distributed, they had one job. Zapier was last valued at over $5B.

B2B 78

B2B Angle X-functional Trust 78

Partners in Excellence

JANUARY 22, 2024

Speaking to sales enablement executives, fewer than 10% have any sort of business acumen programs in place. People respond, “They run IT, they manage sales, they design new products, they are marketing people…” But then when I ask, “What’s that mean? I ask: “How does your customer make money?”

Customers 109

Customers GTM Trust Up-sell 109

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 113

Customers Contract Consult Electrical Engineering 113

PandaDoc

MAY 13, 2024

Sales and marketing are two terms that are often used interchangeably. In this guide, we’ll cover the basics of sales vs marketing and how you can better align and use them in your business. Key takeaways Sales and marketing are separate domains that work together to grow revenue.

Contract 52

Contract Legal A/B testing Teamwork 52

Partners in Excellence

NOVEMBER 3, 2022

We talked about something I rarely hear managers discussing, and something I don’t see pundits commenting on. It seems that selling jobs, at all levels, are viewed as “temp” jobs. And, possibly, as a result of this, most sellers view their current jobs as a gig. For a few, possibly sales management.

Sell 113

Sell Growth Engineering Account management 113

Partners in Excellence

MARCH 11, 2021

Who in the sales organization owns the responsibility for a deal? Most of us would respond, thoughtfully, “It’s the sales person’s responsibility!” ” Sadly, though, in practice it looks very different. It’s the sales person’s responsibility to “make the number.”

Promote 139

Promote B2B Start-ups Meeting 139

Search Engine Land

MAY 9, 2024

In this article, you will learn: How to properly monitor what is said about your brand online across different platforms. How the right strategy and different processes can defend your brand from potential threats. As a result, online reputation management (ORM) will never be the same. We also need to care about AI.

Engineering 110

Engineering Networking Clients Construction 110

Partners in Excellence

FEBRUARY 14, 2024

“Why does your lock screen look so different, can I do that?” The problems they and we face are profoundly different. world, is profoundly different… The rate of change/disruption continues to accelerate at a rate that we (our customers and us) struggle to make sense of. We get work done differently.

Technology 98

Technology Technology Up-sell Meeting 98

SaaStr

MARCH 30, 2024

Last time we had a great one with Job van der Voort, CEO at Remote, check it out here. Notion is our knowledge-base, and – for a long time – was also where we’d do a lot of task management, and created some rudimentary CRMs for different purposes. What’s your core stack of apps today? for our podcast.

CRM 81

CRM Launch Growth Contact 81

Partners in Excellence

FEBRUARY 9, 2024

Most data I see puts the average tenure of sellers and managers (at all levels), at somewhere between 11-17 months. In complex B2B, it can take 3-9 months to ramp up to where you can take on the job and start producing. Preface: My apologies, this is very long. But it needs to be. The tenure crisis is not a simple issue.

Pipeline 119

Pipeline Growth Up-sell Territory 119

Partners in Excellence

MARCH 5, 2024

I was attracted to Craig because he had a different client base and focus than I, but I could learn so much from what he was doing. Plus he, like so many others in this series managed to put up with my “humor.” It’s the “high” or “adrenaline rush” we get from doing the job. No pressure.

Sell 73

Sell Retail Cold Call Commission 73

Partners in Excellence

MARCH 7, 2024

Sometimes, “we” have mis-conceived notions about selling, thinking that only those in some sort of formal sales role sells. I believe the experience of being in both roles has helped me be a better marketer and also better in sales. It was my first big in-person sales call. But selling goes far beyond the titles.

Sell 119

Sell Tradeshows Pitch Up-sell 119

Partners in Excellence

MAY 17, 2022

I’m a huge fan of sales enablement and some of the outstanding sales enablement practitioners who I count as friends. I think, however, one of the biggest problems with sales enablement is not what they do, or the quality of the programs they develop. Recently I had a fascinating conversation with a sales enablement team.

Sales 128

Sales High impact Conversion Process 128

Partners in Excellence

MARCH 4, 2024

I originally met him about 10 years ago, when he led the sales effort for a specialized product line for his company. I ended up running service stations until one day not long after my first child was born, they made me redundant from my job. I took that job in 1997, and I’ve been working in sales ever since.

Sell 73

Sell Strategic partnership Cold Call Up-sell 73

SaaStr

MAY 13, 2024

The difference? Manages press. Manages inbound (vs outbound) PR. Events, steak dinners, supporting a field sales team. I’ve re-learned something about marketing every year working on the SaaStr Annual for 10+ years. And the other can walk away thinking they have no real leads at all. How is this possible?

Quota 87

Quota Pipeline Follow-up Start-ups 87

Martech

JANUARY 24, 2024

The problem Knowledge Buddy sets out to solve is the difficulty of finding and synthesizing fragmented information scattered across different siloes in the enterprise both for staff who need it to do their jobs and for customers using self-service support channels. It will be available in the first half of 2024. Why we care.

Launch 106

Launch CRM Gaming Service 106

Partners in Excellence

MAY 2, 2023

Having anything to do with sales was the furthest thing from my mind when I was thinking about a job following college. As a 20 year old, I thought it was the coolest job I could get. As I was graduating with my MBA, I wasn’t looking for a sales job. It turned out to be a job selling computers for IBM.

Sell 105

Sell Retail Consult Strategic planning 105

Partners in Excellence

FEBRUARY 15, 2024

Stated differently, they are the people that probably don’t have the time to absorb more work! Frustrated, they may start looking for other jobs where they aren’t overwhelmed with too much work. Since it seems obvious that managers are doing no coaching, the C players are probably just hiding out with poor performance.

Start-ups 109

Start-ups Up-sell Sell Product 109

Spiro Technologies

MAY 2, 2024

Their business model involves inventing products that they sell locally while also licensing out the technology to other manufacturers across different regions. Expanding to the licensing and distribution model provided Aster Brands substantial growth while also presenting new obstacles in sales, marketing, and customer communication.

Manufacturing 59

Manufacturing Customers Territory CRM 59

Partners in Excellence

AUGUST 4, 2021

My friend, Orrin Broberg, wrote a great post: 5 Critical Sales Enablement Mistakes To Avoid. His first point was stunning in it’s simplicity, we fail to give sales people what they need. It’s a critical issue, we have to understand, at a deep level, what sales people need to perform at the highest levels possible.

Sales 134

Sales CRM Technology Technology 134

PandaDoc

MAY 7, 2024

An effective lead management process is one of the most critical factors driving sales through your funnel. Optimizing your lead management process , in other words making sure all leads, once hooked, have the maximum chance of converting to a sale, is vital to your business’s success. But not all leads are made equal.

Process 52

Process Lead generation Objectives and Key Results Legal 52

SaaStr

MARCH 1, 2024

In SaaS, once you have even a few million in ARR, the #1 challenge is recruiting top-tier VPs and building a truly top-tier management team: SaaS products mostly don’t sell themselves. You can hack managing and finding 1–3 reps yourself, but after that, you really need a VP of Sales. She can be your CTO forever. As are you.

Cold Call 98

Cold Call Engineering Gaming Up-sell 98

SaaStr

APRIL 7, 2024

So just a little while back, Lenny Rachintsky had me on his hyper-popular podcast to talk about scaling sales, from the perspective of a founder who hasn’t really done sales. They really are a great checklist when you are starting to scale sales in SaaS: #1. And sales go down, not up. #2. It’s a tough job.

Sales 97

Sales Quota Closing Up-sell 97

Search Engine Land

MARCH 12, 2024

The conversational experience workflow is designed to help you build better Search campaigns through a chat-based experience,” says the article by Shashi Thakur, Google Ads Vice President and General Manager (Search Ads & Ads on Google Experiences). “The It combines your expertise with Google AI. My takeaways after testing it.

Campaign 122

Campaign Conversion Clients Technology 122

PandaDoc

MARCH 6, 2024

Not using AI (artificial intelligence) tools isn’t an option anymore because it could mean the difference between unlocking your full potential and getting left behind. You can even connect PandaDoc with Zapier’s AI and other AI-enabled tools to manage your workflows efficiently. So, let’s dig in, shall we? Check out this video.

Price 97

Price Legal Contract Government 97