Sell Or Die

OCTOBER 17, 2018

Candace Williams is a Regional Sales Manager for Schwan’s based out of Salt Lake City, Utah. Candace manages 7 broker teams and implements sales plans for a sales force that spans from Utah to Hawaii. It's the only choice for the true Sell or Diehard! 03:07 - How Candace worked her way up to regional sales manager.

Territory 40

Territory Sales Up-sell Sell 40

Lead Fuze

AUGUST 13, 2021

Not to mention that it’s not likely that a great rep will be selling the same thing at the end of their career as when they started. A place that pays you more to sell stuff may end up costing you more to live there. A good way to tell is to pair up the salary of a sales rep and the average salary in that state.

Transportation 98

Transportation Negotiate Sales Healthcare 98

SaaStr

SEPTEMBER 19, 2019

Podium started in 2014 in Lehi, Utah, which 10 years ago was nothing but farmland. And it was from an analyst there, and this analyst said, “Hey guys, I’m going to be in Utah in two weeks visiting another company. So he comes up, and again, Dennis and I are so prepared. So let’s start out with a story.

Networking 45

Networking Start-ups Engineering Meeting 45

Martech

JANUARY 27, 2023

Marketers have entered an arms race of who can suck up and best use the most personal data. More laws and regulations, each with their own regional (and nationalist) quirks, have sprung up, including in Canada , Brazil , Indonesia and elsewhere. Meanwhile, the United States has gotten into the privacy act (so to speak).

Government 134

Government Pharmaceutical Legal Healthcare 134

Xant

JUNE 30, 2021

Silicon Slopes, Utah, June 15, 2021—XANT, the leading enterprise Sales Engagement Platform has announced an ongoing strategic partnership agreement with EXL, a leading operations management and analytics company. XANT is a proven innovator when it comes to AI-driven sales platforms.

Strategic partnership 40

Strategic partnership Transportation Healthcare Entertainment 40

Score More Sales

JUNE 2, 2014

What if an acronym was the outline for all you needed to do in professional, business-to-business selling? There is one, and I was reminded of it last week at InsideSales ‘ customer conference Accelerate ’14 in lovely Park City, Utah. Here is how it covers the gamut of selling -. Basic selling skills can be taught.

A/B testing 88

A/B testing Inside sales Campaign Sales 88

Xant

MAY 20, 2021

But with the right kinds of automation, a reliable and compliant system, and with intelligence about your buyers’ behaviors, you can go beyond guessing at scale and start guiding your selling. What if the manager or admin is backed up because of an influx? If there’s no clear process, reps will make one up. Deal Progression.

Sell 77

Sell Objectives and Key Results CRM Territory 77

SaaStr

JANUARY 7, 2021

Some of the top learnings from our conversations in 2020 were a testament to the agile nature of start-up founders and operators. Out of its headquarters in Utah, Podium scaled from 5 employees to over 300 employees. The pace at which Corona is impacting us all right now is so fast, it’s hard to keep up.

Non-Profits 98

Non-Profits E-commerce Drivers/motivators Growth 98

Sales Hacker

APRIL 7, 2020

Shari runs her own sales consulting and training firm called The Levitin Group and is a best-selling author. You might have seen her videos where she’s holding a shotgun or skiing down the side of a mountain in Park City, Utah. This week on the Sales Hacker podcast, we speak with Shari Levitin , CEO of Levitin Group.

Hospitality 89

Hospitality Real Estate Consult Up-sell 89

Hubspot

OCTOBER 1, 2021

With the housing market heating up across the country, it’s an amazing time to be a real estate agent. But one key element of the practice that trips up many aspiring agents is establishing a strong brand — and that often starts with a memorable real estate logo. They require skill, research, vision, and a lot of inspiration.

Real Estate 59

Real Estate Construction Represent Trust 59

Hubspot

JANUARY 11, 2018

AAA Northern California, Nevada & Utah -- largely known for its roadside assistance services -- has partnered with Torc Robotics to develop safety criteria for self-driving cars. The Biggest Selling Point: What You Can Do in the Car. Remember that exciting self-driving car news we broke yesterday?

Transportation 75

Transportation Drivers/motivators Technology Technology 75

Xant

MAY 20, 2021

But with the right kinds of automation, a reliable and compliant system, and with intelligence about your buyers’ behaviors, you can go beyond guessing at scale and start guiding your selling. What if the manager or admin is backed up because of an influx? If there’s no clear process, reps will make one up. Deal Progression.

Sell 52

Sell Objectives and Key Results CRM Territory 52

Search Engine Land

MARCH 5, 2023

Google selling Zagat to restaurant recommendations site The Infatuation 2018: Google no longer needed Zagat. Google Search Now Serving Up Cocktail Recipes With Drink Ingredients & Directions 2015: The new cocktail recipe search feature worked on both desktop and mobile for a number of cocktails.

E-commerce 95

E-commerce Launch Engineering Campaign 95

SaaStr

JANUARY 10, 2020

With more companies launching and thriving outside of Silicon Valley, regions such as ‘Silicon Slopes’ in Utah and ‘Silicon Alley’ in New York City are gaining traction within the startup scene. You’re selling capital and I think it was a really transformative experience for me. Harry Stebbings: Listen, I’m sure it is.

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

Sales Hacker

FEBRUARY 3, 2020

Utah Women in Sales Summit. It always sells out, so don’t sleep on your tickets! Limited to just 20 people per event, none of whom will be selling their products to you, you will get hours of sales training [and surf instruction!] Sales Enablement Pro’s Sales Enablement Soirees. TOPO Summit. SiriusDecisions 2020 Summit.

Networking 90

Networking Sales B2B Growth 90

SaaStr

JANUARY 28, 2020

Maria is one of the top SaaS leaders in marketing, just finished up the CMO Vanna plan, which IPOed. And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Please sign up. I mean, half of downtown Palo Alto was boarded up.

Growth 82

Growth Promote Engineering Up-sell 82

Hubspot

JANUARY 9, 2017

Leading this new wave of viral, tongue-in-cheek infomercials is Utah-based agency Harmon Brothers , whose fresh spin on the once-tired ad format generated over $100 million of revenue in 2016 for their clients. The video has picked up 2.7 Is your alarm clock not enough to wake you up in the morning? what just happened.

Pitch 74

Pitch Manufacturing Entertainment Education 74

Heinz Marketing

AUGUST 23, 2018

You can catch up on everyone we’ve featured thus far in the “How I Work” series here. Bryson is the rare B2B professional who has held both sales and marketing management positions, including certification in the Sandler Selling methodology as well as formal training on FranklinCovey’s sales performance practice.

B2B 75

B2B Drivers/motivators Up-sell Meeting 75

Spiro Technologies

DECEMBER 11, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. Colin Grabow: I think you bring up an excellent point. Let me get my book out to look that one up. Adam Honig: Hello and welcome to Make it. Okay, good.

Manufacturing 59

Manufacturing Transportation Government Up-sell 59

Sales Hacker

OCTOBER 21, 2019

Keep reading to learn who they chose as the most dynamic women sales leaders and the most dynamic up-and-coming women in the industry — listed in no particular order. In my 20s, I came up with a business plan for a service to large corporations. My advisor said the idea was great but that it wouldn’t work unless I learned how to sell.

Sales 90

Sales Up-sell Start-ups Cross-sell 90

SaaStr

APRIL 18, 2019

I sell highly engineered complex pumps and I can’t sell them like a book online.” Dell was selling configural PCs online. I wanted to help my father sell his pumps like you could sell Dell PCs on the internet. Once you’re selling and starting to scale and now you need a team.

Up-sell 67

Up-sell Hospitality Start-ups Pitch 67

Sales Hacker

SEPTEMBER 14, 2021

They’ve got a new website to learn how Outreach performs the act of outreach, how the team follows up with every lead in record time after virtual events, how they turn leads into revenue. Everything is backed up by data pulled from Outreach processes and customer base. Head to Outreach.IO/onOutreach

Objectives and Key Results 79

Objectives and Key Results Trust Start-ups Growth 79

SaaStr

APRIL 24, 2020

They are coming up on $10m ARR but aren’t there quite yet, so a lot like a lot of you, or where you’ll be soon enough. It started back in 2003, when I joined Omniture, which was an analytics company founded here in Utah. They have almost 2,500 customers in segments both struggling (fashion, luxury), and growing (electronics, etc.).

X-functional 85

X-functional Strategize Retail Technology 85

SaaStr

MARCH 11, 2019

If it were simply a binary choice, shall I sell 90% of my company or zero? ” And actually the amount that we would have given up was, it was expensive. I mean, I’ll just tell you from 2009, ’10 and ’11, every year we waited, our valuation went up $100 million back then. So just go build a good business.

Up-sell 40

Up-sell Start-ups Follow-up Sell 40

SaaStr

MARCH 3, 2020

So the title of my presentation is The Playbook To Hiring Your First VP Of Sales And Not Screwing It Up. The best recruiters that ended up with getting the best VPs of Sales do it over six months, a year, sometimes more than that. And then the next morning you wake up and you’re thinking about solutions. How do I fix this?

Sales 62

Sales Promote X-functional Up-sell 62

SaaStr

APRIL 16, 2019

A number of VCs, prominent people, smart people will tell you not to even try, to kind of give up and just join what’s going on out here, but it’s possible and there’s plenty of success stories. I’ll never forget about a quarter into selling customers for the first time, we had this deal that was just stalled.

Territory 62

Territory Hospitality Contract Networking 62

ConversionXL

JUNE 14, 2019

A few months ago, I took my family to Dinosaur National Monument in Utah. I was at the Adobe Summit this year, and this pitfall came up over and over throughout the conference. Leading up to Mother’s Day, a company wanted to personalize to mothers. It speeds them up—so it just makes mistakes faster. Amazon Fire.

Campaign 116

Campaign Follow-up Non-Profits Consult 116

SaaStr

FEBRUARY 26, 2019

You do it right and you can rewrite this headline in a few years and the number goes up. And so Jared took off and he ended up running Google China and a third of the world’s Internet search. If it were simply a binary choice, shall I sell 90% of my company or zero? And you don’t matter, and we operate.

Up-sell 51

Up-sell Product Follow-up Start-ups 51

SaaStr

JULY 18, 2019

We are based in Salt Lake City, Utah. Early on, we r eally emphasized getting traffic, getting as many people to our website, and then as many people to sign up and register for the product as possible. Ultimately, we ended up rolling it out across the entire site. We’re being very up front with you.

Campaign 43

Campaign Price Growth Start-ups 43

Hubspot

APRIL 5, 2017

The French-born, New York-based bakery owner had tasted a few, but he was far more familiar with the croissants he had grown up eating. Traffic to the bakery website rose by more than 300 percent , and hundreds would line up every day to get their hands on the trendiest pastry around. Enter: the Cronut. 3) Roman Originals (The Dress).

Launch 78

Launch Gaming Campaign Follow-up 78

SaaStr

JANUARY 14, 2020

In this presentation, Pluralsight co-founder and CEO Aaron Skonnard will discuss how Pluralsight successfully transformed its business to serve both individual and enterprise customers independently and will share his lessons for SaaS companies looking to tap into individual customers to sell into enterprises and vice versa.

B2B 53

B2B B2C Technology Technology 53

Salesforce

MARCH 11, 2024

You decide to go for it… This is what account-based selling (ABS) is like. Read on to learn how to grow your business with account-based selling. What you’ll learn: What is account-based selling? Watch the demo What is account-based selling?

Sell 59

Sell Cross-sell Territory CRM 59

Salesforce

MARCH 6, 2024

12 ways to prepare for an effective price negotiation Best practices for negotiating effectively Tee up for success See how Sales Programs from Sales Cloud helps reps win more — and win bigger — within the flow of work. All of this can serve future selling efforts by your team. What you’ll learn: What is price negotiation?

Negotiate 91

Negotiate Price Territory E-commerce 91

Salesforce

MARCH 8, 2024

Sign up now Thanks, you’re subscribed! Determine your team’s base pay: This will vary depending on your industry, the kind of products or services you sell, and the experience of each sales rep. Instead, you want to find the right balance between your revenue goals and your rep’s selling capacity.

Commission 64

Commission Quota Territory E-commerce 64

Salesforce

MARCH 12, 2024

Below, we explore how to track sales velocity and rev up your sales team’s productivity for faster conversions. To calculate the length of a sales cycle, add up the total number of days that it took to close each sale in the time period you’re considering. Sign up now Thanks, you’re subscribed!

Territory 64

Territory E-commerce Pipeline Sales 64

Hubspot

AUGUST 2, 2015

So which breweries have come up with those really standout designs? Based in San Francisco, Sullivan and his business partner work closely with TBD Advertising in Oregon to come up with a design for each new beer that comes on the shelf. Every label is built up by triangular shapes. Not anymore. 1) 21st Amendment Brewery.

Real Estate 78

Real Estate Cross-sell Up-sell Start-ups 78

Salesforce

MARCH 1, 2024

Now is the time to reveal the ace up your sleeve — sales SPIFFs. For example, you might tell your sales team they can earn a bonus on top of their salary and commission, for selling [X] products above quota by the end of the month or for booking [X] demos in a quarter that lead to a sale. Sign up now Thanks, you’re subscribed!

Commission 52

Commission Teamwork Objectives and Key Results Territory 52