Salesforce

SEPTEMBER 19, 2023

After all, the best reps are CEOs of their territory, thinking holistically about their business and knowing what makes their patch unique. Make your QBRs easy with rock-solid sales planning Our Sales Planning solution can help you align your targets, budget, and headcount — with just a few clicks. What deals could I have won?

Territory 59

Territory Pipeline Trust Quota 59

Partners in Excellence

SEPTEMBER 2, 2021

As sales and marketing people, the concept of “Value Proposition” has become fundamental in our positioning in our markets and with our customers. But value propositions have become almost another feature we talk about in pitching our products and company. They were only indirectly related to the customer.

Pitch 102

Pitch Growth Customers Networking 102

Partners in Excellence

APRIL 23, 2020

We–our people, our own organizations, our customers, our suppliers, our communities–are being forced to adapt and change. We–our people, our own organizations, our customers, our suppliers, our communities–are being forced to adapt and change. We are experiencing the mother of all “trigger events.”

Customers 108

Customers Territory Growth Sell 108

Sales Hacker

JULY 28, 2023

A lot of organizations that we work with, a lot of times their first email says a lot about why they’re reaching out, and then all the other steps are like “following up”, “what do you think?”. So the structure that we use is what we call “value sets”. What are we trying to say, what’s the pain we’re trying to address?

GTM 52

GTM Drivers/motivators Follow-up CRM 52

Salesforce

JUNE 27, 2023

Get deals done, make customers successful, and help your company grow. Create a territory plan: Identify your top 10 dream companies A dream job is fulfilling and meaningful because it aligns with your values and goals. First, identify your core values by using this guide from professor and author Brené Brown.

Territory 52

Territory Sales Up-sell Closing 52

SaaStr

APRIL 25, 2023

Know Your Market Celonis dug into the data to discover how their customers were buying, why they were buying, what business problems Celonis was solving for those organizations, and what part of the market they needed to focus on. Celonis started 12 years ago in Germany and recently began its move into the U.S.

Engineering 72

Engineering GTM Territory Management Consulting 72

SaaStr

FEBRUARY 10, 2023

As Chief Product Officer at DigitalOcean and a developer-turned-entrepreneur, Gabe Monroy shares how founders can avoid the trap of over-engineering products that customers won’t pay for and how to de-risk product development through a simple analogy of candy, vitamins, and painkillers. That’s when OpDemand was born. We throw away the candy.

Product 52

Product Engineering Drivers/motivators Gaming 52

SaaStr

APRIL 26, 2020

But what is there are 3 waves? This is an important and what should be an obvious point that Twitter and the media overlook. What we do know is that overall, Q2 will be a much rougher quarter in the public markets overall than Q1. The goal now for most SaaS start-ups is to retain as many logos and customers as possible.

E-commerce 117

E-commerce Pitch Price Start-ups 117

SalesLoft

JANUARY 16, 2024

Add explainability to every action with AI insights Rhythm helps sellers know what action to prioritize next, but they need to understand the “why” behind it to create repeatable processes and success. Each action item Rhythm prioritizes comes with an explanation on why the action is important and what the likely outcome will be.

Process 52

Process GTM Objectives and Key Results Objection handling 52

Partners in Excellence

NOVEMBER 9, 2021

A frustrated CRO had invited me to help, he was struggling to drive some major changes in their go to customer strategies but wasn’t getting executive support. This is what your CRO has been trying to get you to understand and invest in that opportunity to seize that growth.” It was a $ Multi-Billion organization.

Growth 59

Growth Quota Meeting Start-ups 59

Gong.io

JANUARY 12, 2022

Sure, some Sales teams seem to be more script-driven than others, but have you ever considered exactly what makes up a sales script ? Along the way, we’ll share concrete examples that you can copy/paste/customize … as well as a free PDF to get you on your way to success. What is a sales script? you are in.

Cold Call 62

Cold Call Sales Pitch Meeting 62

SalesLoft

JANUARY 8, 2019

There’s a difference between sales-ready messaging and marketing messaging. Unfortunately, too many companies don’t understand the distinction. The unintended consequence is that they hurt their sales team’s prospecting efforts. Marketing Messaging vs. Sales Messaging. As a result, sales communications sound like a regurgitated marketing talk track.

Healthcare 52

Healthcare Objection handling Construction Manufacturing 52

Sales Hacker

APRIL 5, 2018

What about when you have to call into your cable, internet or phone provider? Experience can lend us a hand in knowing what to listen for but the faster we recognize the pain signals that go along with discovery questions , the better off we’ll be. Solution: Work backwards from the value prop. What’s an objection?

Cold Call 74

Cold Call Objection handling Technique Sales 74

SalesLoft

SEPTEMBER 21, 2023

KPIs are best used to inform the activities of your most revenue-impacting teams — sales, customer success, delivery, and marketing, to name a few. These powerful tools can drive organizational focus, employee engagement, and empower your team of sellers to push the limits of what’s possible for them and the business.

Product 52

Product Objectives and Key Results Trust Drivers/motivators 52

Hubspot

MAY 28, 2020

To figure out what's driving the world to watch multiple lifetimes' worth of content in one year, I decided to conduct a Lucid survey of over 400 consumers to learn which types of content they watch the most. That equates to 12,557 decades of online content. And the craziest part? Which live videos do consumers actually watch? Live Q&As.

Entertainment 98

Entertainment Education Gaming Trust 98

Hubspot

APRIL 13, 2015

Pro tip: Great headlines are often incarnations of the value proposition of the thing you’re trying to sell. Another Pro Tip: Ask yourself this question about the prospect for whom you’re writing: “What was going on in your life that brought you to us today?”. 4) Write Value Propositions -- Not Positioning Statements.

Conversion 78

Conversion Sell Clients Price 78

Spiro Technologies

SEPTEMBER 27, 2023

This brand just, as a part of a luxury hair care product, it propped up everywhere. Transcript Adam Honig: I was a local news reporter in college, so the podcast thing is always fun for me. Hello and welcome to Make It, Move It, Sell It. Of course, having fun along the way. I’m your host, Adam Honig, the CEO of spiro.ai.

Technology 105

Technology Technology Manufacturing Retail 105

Gong.io

NOVEMBER 6, 2019

What’s the best way to build a data-driven sales culture? How does adding customer value impact top-line revenue? What do world-class CROs do differently? Their close rate from opportunity to customer is 17%. to, “What do I do with all this data?” Let’s start adding incremental value. You have a rep.

Product 48

Product Government Strategize Contract 48

Sales Hacker

JANUARY 30, 2018

But, is it organized well enough so that an important decision maker can easily search through it and find what is needed? Your proposal should articulate what the problem is and why it is detrimental to the prospect’s business. What does a winning sales proposal look like? Simple Sales Proposal Evaluation Checklist.

Real Estate 88

Real Estate Legal Price Sales 88

Miller Heiman Group

JULY 18, 2019

Are your win rates or quota attainment rates what you forecasted them to be? Are your win rates or quota attainment rates what you forecasted them to be? Look at seller attrition and customer attrition—is that as strong as it was two or three years ago? Assess Your Sales Performance.

Sales 55

Sales Cross-sell Quota Negotiate 55

Partners in Excellence

JULY 23, 2018

Over years, I’ve spent a lot of time looking at what I can control–and makes sense to control, and letting go. We can’t control our customers or their buying process. We can only seek to guide it, influence it, help our customers navigate the buying process, but they have to control and manage it themselves.

Growth 48

Growth Conversion Process Customers 48

Hubspot

JANUARY 23, 2018

It simplifies the process of finding, contacting, and staying up-to-date with prospects, referrals, and customers. That means more time for high-value activities like calling people or giving demos. LinkedIn Sales Navigator is a fantastic resource. Message Prospects Without Using Your InMail Quota. Set up the sync now.

CRM 101

CRM Contact Networking Quota 101

Partners in Excellence

FEBRUARY 13, 2017

We can learn a lot about value propositions by looking at the vast new array of personal services available through the web. I’m paying this person to do these things, but what she does frees up time for me to invest in things that are more important. Sometimes what we sell is mission critical. Pretty astounding ROI.

Up-sell 57

Up-sell Price Clients Service 57

Hubspot

JANUARY 20, 2021

But then, vlogging evolved into what we know it as today: a sustainable income source for influencers and an effective content marketing tool for brands. This means narrowing down what your vlog will cover based on your brand, audience, and demand. Starting with your audience: Does vlogging align with your user persona?

Niche 101

Niche Entertainment CTR Follow-up 101

Hubspot

APRIL 1, 2019

What makes a good sales presentation? An effective presentation tells a compelling story, highlights your value proposition, and aligns with your audience's needs and desires. Well, know this: I only preach what I practice. That’s what you’re after: a top-tier discussion, right off the bat. You’re not alone.

Presentation 100

Presentation Technique Closing Sales 100

Partners in Excellence

JULY 19, 2017

What should the right level of sales expense be?” ” The controller was quite insistent, “The sales organization is costing way too much, we need to chop expenses, what’s the right level of sales spending? ” He got my point and started describing what had been happening. Recently, I got a call.

Sales 52

Sales Growth Up-sell Meeting 52

Gong.io

JANUARY 21, 2022

It ignores what they see as the most important element in successful selling: challenging the buyer. What exactly is the Challenger Sales methodology? What matters is that the problem exists, and can be legitimately framed as negatively affecting the buyer. The Challenger Sales model folks say that’s a problem. A major one.

Objectives and Key Results 71

Objectives and Key Results Sales Up-sell Education 71

Heinz Marketing

DECEMBER 31, 2018

We talk a little bit about how reviews might be a little bit different for those complex decisions, but also what G2Crowd has learned about how important they are, and how directly linked they are to preference and decision making. Excited to have you here, and excited to talk a little bit about what you guys are doing.

Pipeline 66

Pipeline B2B Sales Start-ups 66

Hubspot

FEBRUARY 13, 2015

Think about all the different reasons you can provide value for your consumer base. If you can use those reasons to build a unique and inviting story, you’ll have built a strong brand and satisfied group of customers. to provide the most possible value to your customer base.

Represent 78

Represent Manufacturing Entertainment Promote 78

SaaStr

JUNE 10, 2020

And so today I’m looking forward to sharing some of those learnings and what I’ve seen. So I think a ten-second background on us and what we do. The true test of marketers. Are you a revenue driver or a cost center? You cannot afford to be the latter. A little bit more about my background. Every company is different.

Launch 75

Launch Start-ups Drivers/motivators Pipeline 75

SaaStr

JUNE 21, 2019

243: Sara Varni is the CMO @ Twilio, the company building the future of communications allowing you to engage customers like never before on voice, SMS, WhatsApp or Video. What were Sara’s biggest takeaways from her 10 years at Salesforce seeing the incredible hyper-growth first hand? What makes the very best customer stories?

Start-ups 59

Start-ups X-functional Drivers/motivators Up-sell 59

Hubspot

MARCH 12, 2018

I don't know what happened exactly. While technology and metrics are extremely valuable sales tools, relationship skills are still what builds businesses. Yes, you read the title right -- I guarantee that these templates will get responses from prospects. No, this isn't an infomercial. And you're right that they won't work every time.

Prospecting 101

Prospecting Referrals Sales Up-sell 101

SaaStr

OCTOBER 3, 2023

In startups, founders and teams often wear many hats — figuring out what to prioritize, developing and implementing all types of demand gen strategies, attending events and networking, and founder-led sales. Let’s look at Borland’s approach to aligning and executing B2B team selling motions for a rinse-and-repeat process for growth.

B2B 95

B2B GTM Objectives and Key Results X-functional 95

SaaStr

MARCH 8, 2024

With everything in AI moving so rapidly, what’s the best way to price Artificial Intelligence products or SaaS tools with custom AI features and integrations? Volatile Usage: The adoption curve is still shifting a lot regarding how much customers use AI products. Why is pricing so tricky? The costs are dynamic.

Price 81

Price Product GTM Engineering 81

Sales Hacker

NOVEMBER 3, 2020

Who is Ilan Jacobson and what is FirePower Capital?[2:00]. What makes great companies great? [10:36]. What FirePower is investing in right now [29:25]. In a wide ranging discussion, we talk about authenticity, what makes great teams great, and what great leaders do to drive growth in their companies.

Non-Profits 69

Non-Profits Finance Start-ups Growth 69

SaaStr

FEBRUARY 1, 2024

As companies scale, they evolve, so how should marketing evolve accordingly to add maximum value? 1 Thing That Changes in Marketing As You Scale: The Product Maturity Curve Determines Marketing Strategy Your marketing strategy should be extremely tightly aligned to the product maturity curve. The answer isn’t simple.

GTM 82

GTM Growth Education Strategic planning 82

Sales Hacker

SEPTEMBER 20, 2022

All of us asking in dismay, What happened? But this August I hosted a Sales Hacker panel with four sales leaders who guided their teams and companies through ‘08 and beyond, and what they said lightened something in my chest: Don’t panic. What leaders can do right now to save their companies. The job market vanished overnight.

Real Estate 81

Real Estate Clients Account management Up-sell 81