Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. Sales Profile: SMB to Commercial. Sales Profile: SMB to Commercial.

Objectives and Key Results 75

Objectives and Key Results Technical Sales Engineering Sales 75

Search Engine Land

AUGUST 21, 2023

Quality content comprehensively answers questions, solves problems or otherwise satisfies the group of people Avinash Kaushik would call your “largest addressable qualified audience,” in his See/Think/Do/Care model. Is low-quality content dragging down your website’s “ reputation of knowledge “? It could be.

Entertainment 97

Entertainment Conversion Start-ups Engineering 97

ConversionXL

FEBRUARY 3, 2022

Everything they do is scrutinized by its potential impact on scalable growth… An effective growth hacker also needs to be disciplined to follow a growth hacking process of prioritizing ideas (their own and others in the company), testing the ideas, and being analytical enough to know which tested growth drivers to keep and which ones to cut.

Growth 113

Growth Referrals Minimum Viable Product Drivers/motivators 113

ConversionXL

OCTOBER 30, 2021

The marketing and sales funnel is a time-tested framework for mapping the customer journey. For example, a person finds your business, visits your website, completes a form, chats to the sales team, and then becomes a customer. In this article, you’ll learn how to do just that. There are many variations to the marketing funnel.

Customers 140

Customers Referrals Campaign B2C 140

Spiro Technologies

OCTOBER 12, 2023

Transcript Adam Honig: I’m going to introduce you and say that you’re the Director of Sales and Marketing of Marlin Technologies, is that still the right title to use? Lloyd Brown: As of this morning anyway. Adam Honig: All right, good. Well, I haven’t checked in with anybody at the home office, so just wanted to know.

Technology 59

Technology Technology Customers Manufacturing 59

Sales Hacker

SEPTEMBER 20, 2022

In this episode of the Sales Hacker Podcast, we have Brandon Barton , CEO of Bite and a hospitality tech entrepreneur and expert. Subscribe to the Sales Hacker Podcast. Fundraising as a PR activity instead of a sales activity. Welcome to the Sales Hacker podcast. powered by Sounder. What You’ll Learn. Sam Jacobs.

Hospitality 54

Hospitality Technology Technology B2B 54

ConversionXL

APRIL 18, 2019

A page that’s well-matched for user intent can outperform those that optimize primarily for search engines—in search and after the click. Proxies like backlinks and keywords have long been—and still are—stand-ins for the likelihood that a web page will satisfy user intent. Optimizing for intent is the long play, for Google and your site.

UX 126

UX Engineering Click Through Rate Follow-up 126

Lead Fuze

DECEMBER 15, 2023

Ever tried to have a conversation with Siri, or watched your phone automatically sort out your pictures? That’s What is AI , short for Artificial Intelligence, at work. It’s like having an invisible helper, always ready to lend a hand in the background. Yet how does it really work? What’s ahead are real gems. How is AI used today?

Healthcare 52

Healthcare Networking Technique Gaming 52

Hubspot

MARCH 23, 2018

Sales Call Tips. Start Sales Calls with a Bang. Clarify Product Value. Just like sports, the use of science to develop elite performers also applies in sales. On the other hand, the use of science in sales focuses on two areas: the seller and the buyer. 15 Expert Phone Sales Tips. Use Awesome Labels.

Sports 101

Sports Sales Prospecting Up-sell 101

Sales Hacker

DECEMBER 14, 2021

In this episode of the Sales Hacker Podcast, we have Brian Trautschold , Cofounder and COO at Ambition , a 10-year-old sales gamification startup based in Tennessee, not the Bay Area or Atlanta. Why gamification is such a powerful concept in sales. Subscribe to the Sales Hacker Podcast. powered by Sounder.

Growth 56

Growth Drivers/motivators Contract Engineering 56

Lead Fuze

NOVEMBER 17, 2023

You’ll learn how AI helps create more personalized customer journeys, optimizes content for SEO purposes in ways humans simply cannot match, and integrates into existing processes seamlessly enhancing performance metrics across campaigns. You’re not alone. Advertising is shaping up for an exciting future.

Objectives and Key Results 52

Objectives and Key Results Campaign E-commerce Technology 52

Heinz Marketing

AUGUST 31, 2020

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. Design thinking is an innovation process. There’s so much unknown.

Pipeline 133

Pipeline Sales Up-sell Start-ups 133

ConversionXL

APRIL 3, 2019

Go beyond standard sources of voice of customer data ; better options are: Interview founders (the original “customers”); Thank-you page surveys; Usertesting.com; Mine sales calls; Mine support tickets; Mine Facebook comments ; Mine online reviews. Founder interviews can find the story, the value proposition , and the big idea.

A/B testing 114

A/B testing Objectives and Key Results Referrals Niche 114

ConversionXL

NOVEMBER 13, 2019

Professional networks are the starting point (and growth engine). Spoiler alert: It all comes down to people. The familiar name of an agency CEO is a proxy for trust. Scaling a people-intensive business requires hiring and retaining exceptional talent. Client retention hinges on relationships—and the people who maintain them.

Referrals 110

Referrals Clients Networking Growth 110

ConversionXL

FEBRUARY 26, 2020

Best practices for each UTM value How to send multiple values through a single UTM parameter UTM parameter builders and related tools Other UTM parameter tips. Best practices for each UTM value How to send multiple values through a single UTM parameter UTM parameter builders and related tools Other UTM parameter tips.

Referrals 118

Referrals Campaign Objectives and Key Results Strategize 118

Partners in Excellence

NOVEMBER 1, 2013

Commenting on the post, Tamara Schenk reminded me the value of account planning–or any planning we do–is less in completing the plan itself but really all about the process. Tamara makes a tremendous point that seems to be too often lost on managers and sales people alike. Sales people groan.

Territory 95

Territory Pitch Account management Pipeline 95

SaaStr

MARCH 20, 2020

To date they have raised over $58M from some of the best in the business including Index Ventures, John Collison, Paul English, Drew Houston, Frederic Kerrest, Diane Greene and more incredible names. With the rise of product-led growth, are we seeing a fundamental shift in the structure of sales and marketing?

Growth 74

Growth Engineering Referrals Start-ups 74

Hubspot

JULY 17, 2013

But we''re marketers; the only part of that much belabored stereotype we care about is maybe the tablet-toting part. To help illustrate the decline in engagement with physical media, one only needs to look at music sales. To help illustrate the decline in engagement with physical media, one only needs to look at music sales.

Cold Call 78

Cold Call Contact Entertainment Promote 78

SaaStr

MAY 8, 2020

Prior to Work-Bench, Jessica was a Learning and Development Manager at Cisco Systems, where she worked with the Engineering organization on Agile transformation, innovation and culture. What does Jessica believe is the right way for sales reps to engage with new customers during this time? Loving our podcast content?

Cross-sell 72

Cross-sell Contract Start-ups Up-sell 72

ConversionXL

NOVEMBER 13, 2019

Professional networks are the starting point (and growth engine). Spoiler alert: It all comes down to people. The familiar name of an agency CEO is a proxy for trust. Scaling a people-intensive business requires hiring and retaining exceptional talent. Client retention hinges on relationships—and the people who maintain them.

Referrals 49

Referrals Clients Networking Growth 49

SaaStr

JUNE 27, 2019

Growing a company’s revenues, customer base, team, process, and product doesn’t just happen without major work and strategy. Erica has led New Relic through massive growth, scaling the company’s enterprise business 10x since she joined the business pre-IPO. Want to see more content like this? Thank you to the SaaStr Team for having me today.

Cross-sell 70

Cross-sell Technology Technology Retail 70

SaaStr

JANUARY 28, 2020

Jason Lemkin moderates a panel of some greatest-of-all-time SaaStr speakers taking questions from the audience and over Twitter. The panel discussed navigating a future recession, building great office culture, app exhaustion and more. Want to see more content like this? Join us at SaaStr Annual 2020. Jason Lemkin | CEO and Founder @ SaaStr, Inc.

Growth 84

Growth Promote Engineering Up-sell 84

SaaStr

APRIL 25, 2019

Listen to the story of how Craig Walker, Founder & CEO at Dialpad acquired TalkIQ for $50M in 2018. With one startup acquired by Yahoo in 2005, another acquired by Google in 2007 and a background as an M&A lawyer, Craig’s perspective on M&A is insightful for any startup founder looking to acquire another company. Let’s see.

Negotiate 61

Negotiate Start-ups Pitch Conversion 61

ConversionXL

APRIL 6, 2016

Dual Process Theory – the brain is made up of two “systems.” Last year we pulled off a fantastic event, and we were keen to do even better in 2016. We succeeded. I’ve never been to a better conference in my life. We had 450 attendees from 28 countries to take over a full resort for 3 days. Lack of time. Worth testing.

A/B testing 77

A/B testing Non-Profits E-commerce X-functional 77

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. Here they are… The 97 Best Sales Books in 2020.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SaaStr

OCTOBER 1, 2019

He discusses four areas you can make more revenue in your business, how to build out your sales team, how to nail your niche, utilizing sales specialization and more. One of the new thing and a new topic in the new book is called the four phases of building a sales team. Want to see more content like this? Me neither.

Niche 54

Niche Hospitality Pipeline Meeting 54

SaaStr

SEPTEMBER 4, 2020

370: As organizations race to achieve relevance and a competitive edge in the digital era, automation is fueling the fight. Join PagerDuty’s CEO, Jennifer Tejada, as she discusses the need for agility and innovation and how automation is aiding adaptability and allowing enterprises to surge ahead. This episode is sponsored by Linode. Ben Chestnut.

E-commerce 65

E-commerce Cross-sell Start-ups Up-sell 65

SaaStr

AUGUST 7, 2020

From strategies in recruitment and team building to sales tactics, these leaders from Salesforce, nCino, and Vlocity, will discuss the top tips for moving beyond horizontal SaaS and building a billion-dollar SaaS company. This episode is sponsored by Linode. This episode is an excerpt from a session at SaaStr Summit: Enterprise. Matt Garratt.

Price 59

Price Retail X-functional Healthcare 59

Hubspot

JANUARY 14, 2015

Not all current marketing executives knew they wanted to go into marketing -- in fact, many of them started in sales, consulting, human resources, entertainment, software engineering, government, and a myriad of other fields. First Job: Sales Planner at L90. "My 2) Andrew Teman , VP Marketing at Cultural Care Au Pair.

Healthcare 73

Healthcare Hospitality Finance Consult 73

SaaStr

JULY 12, 2022

One of the first what How to Hire a Great VP of Sales at the New York Enterprise Tech Meet-Up (thank you to John Lehr and Work-Bench for setting this up). The Number One Thing You Can Do to Accelerate Your Business Post-Initial Traction is Hiring a Great VP of Sales. SaaStr is Turning 10! That’s my background. I can help.

Sales 103

Sales Closing Up-sell Engineering 103

Partners in Excellence

NOVEMBER 29, 2022

In turn they translate to goals for each functional organization, engineering/product development has goals/objectives that contribute to the corporate goals. Manufacturing, service delivery, customer support, finance, operations, marketing, sales each have goals that contribute to those of the organization. Yes, even HR and Legal.

Customers 96

Customers Objectives and Key Results Manufacturing Legal 96

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. It’s official. Anyway, let’s get into it.

GTM 68

GTM Up-sell Price Start-ups 68

SaaStr

AUGUST 12, 2020

How does one instill process and discipline without losing agility and speed? 361: Lara Caimi is the Chief Customer and Partner Officer @ ServiceNow, the company that allows you the power to make work, work better. Prior to their IPO, ServiceNow raised funding from some of the best in the business, including Sequoia Capital and Greylock.

Customers 71

Customers Strategize Start-ups Growth 71

SaaStr

APRIL 18, 2019

And my education, I went to MIT to study mechanical engineering, and I think I would have thought I was going to go into the pump business like my father. Join G2 Crowd CEO Godard Abel for a session on the secrets to the top-rated vendors on G2Crowd, AppExchange, and other platforms. Want to see more content like this session?

Up-sell 68

Up-sell Hospitality Start-ups Pitch 68

SaaStr

APRIL 30, 2022

Customer Lifetime Value (LTV). In the run up to SaaStr Europa 2022 in Barcelona on June 7-8 , we’re taking a look at some of the top all-time SaaStr Europa sessions. Want to know what to expect at SaaStr Europa? If you don’t have the time to watch the whole session, here are the main metrics you should be mindful of. MRR, obviously.

Price 92

Price Launch X-functional Contract 92

Gong.io

SEPTEMBER 30, 2022

We heard from Gong users in roles across Sales, Enablement, Marketing, and Customer Success. We heard from Gong users in roles across Sales, Enablement, Marketing, and Customer Success. Let’s start with 6 suggestions from Sales Directors. 6 Gong Deals best practices from Sales Directors. Here is how they replied.

Angle 62

Angle Start-ups Territory Gaming 62

Closing Bigger

DECEMBER 31, 2009

You will notice a consistent theme but also somewhat of a change in thought process as well. Dear Agency/Marketer/Sales Guy, if we wanted marketing and pitching we’d watch TV. Leadership is influence (John Maxwell) and influence is measured based upon the change and action we create. Cumulatively it will have a big effect.

Niche 40

Niche Networking Promote Pitch 40