Veloxy

FEBRUARY 13, 2023

What are open ended sales questions? What are open ended sales questions? What’s the biggest headache you’re facing right now? So tell me, what do you like about the [current solution] you’re using? What's the difference between open ended and close ended questions?

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Heinz Marketing

APRIL 15, 2021

What is Sales and Marketing Alignment? As more buyers are involved in the purchase decision, extending the length of time it takes to make a decision, a more complex buying journey is created for sellers. Technology has made it easier for marketers and sellers to work together to identify potential buyers and their buying behaviors.

GTM 137

GTM Sales Follow-up Education 137

Partners in Excellence

MAY 18, 2021

Developing rich buyer personas is critical to helping us identify the key people and roles we need to be working with, what they do/how they are measured, the problems they face and so on. These personas are critical as we look at how we engage them with relevance. The reality is quite different.

Drivers/motivators 88

Drivers/motivators Technology Technology Start-ups 88

Partners in Excellence

DECEMBER 1, 2021

” It got me reflecting on much of what I see when working with executives and sales people. Add onto that, all the we read about the Great Resignation. About two minutes into the film, a factory worker is interviewed. I suspect, much of what we are seeing in the Great Resignation is a result of this.

Manufacturing 118

Manufacturing Technology Technology Sell 118

Partners in Excellence

NOVEMBER 10, 2021

” It got me reflecting on much of what I see when working with executives and sales people. Add onto that, all the we read about the Great Resignation. About two minutes into the film, a factory worker is interviewed. I suspect, much of what we are seeing in the Great Resignation is a result of this.

Manufacturing 115

Manufacturing Technology Technology Sell 115

Salesforce

FEBRUARY 19, 2024

What you need is an easy-to-understand sales playbook to guide your team to victory. What you’ll learn What is a sales playbook? What’s included in a playbook ? Learn more What is a sales playbook? What are sales plays? Back to top ) What’s included in a playbook ?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Gong.io

DECEMBER 19, 2022

What is value selling? In other words, solution sellers champion their products and value sellers champion their buyers. Buyers want sellers to put their needs first. But only 23% of them think that sellers always put them first. But only 23% of them think that sellers always put them first. Here’s why.

Sell 90

Sell Pitch Trust Up-sell 90

SalesLoft

JANUARY 16, 2024

In a recent episode, Sarah talked with Kristin Swindle , Salesloft’s Manager of Enterprise Sales Engineering, about how Salesloft AI, including their new product Rhythm, can be the AI co-pilot sellers need to be more effective. Intro to AI AI is making every seller better at their jobs with less of an effort.

Process 52

Process GTM Objectives and Key Results Objection handling 52

Partners in Excellence

JUNE 20, 2023

” Oversimplifying it, the premise was sellers and customers struggle with buying because we have much more knowledge about our products than the customer, as a result, we have to reduce that asymmetry in how we educate our customers about our products.

Drivers/motivators 85

Drivers/motivators High impact Trust Education 85

Sales Hacker

MAY 23, 2023

This makes selling to founders a bit more nuanced than other personas. It’s of course risky to cold email a founder with an informal style, but it could set you out from the pack of corporate sellers who sound like robots. Do some research on their product and customers, explain what kind of ROI they can expect with hard numbers.

Sell 93

Sell GTM Quota Up-sell 93

Salesforce

JANUARY 3, 2024

Consider setting up a customer advisory board, so you can ask them what’s working and what’s not, what they like and don’t like, and what they’re seeing in the market right now. Finally, think about creating frameworks that support all members of your sales team. The economic buyer’s?

Retail 64

Retail Objection handling Sales Cross-sell 64

Highspot

JANUARY 2, 2023

What Is Sales Enablement? It involves connecting sellers to relevant content, training them for repeatable wins, and measuring all against bottom-line results. Consider the following questions: “What are our overarching sales goals?” (“Do we want more deals? What challenges/frustrations are we facing?”. More upsales?

Sales 75

Sales Quota Cross-sell Pitch 75

Salesforce

AUGUST 23, 2023

What you’ll learn What is partner relationship management (PRM)? Why is PRM important and what are the benefits? What are best practices for partner relationship management? Partner up What is partner relationship management (PRM)? Why is PRM important and what are the benefits?

Relationship Management 52

Relationship Management Commission Pipeline Inside sales 52

Heinz Marketing

APRIL 16, 2023

Sometimes we have vendors provide demos and teach us about their product/solution so we can better serve our clients. What does Relevvo do? They then automate persona-based plays across Sales and Marketing teams to help reach all of your targeted personas with relevant messaging. Reach all the right personas.

Pipeline 56

Pipeline Contact Clients Growth 56

Gong.io

JANUARY 1, 2021

We know what opening lines to use on a cold call. . We know what questions to use in a discovery call. . What are their criteria? What do they look like? What technographics and psychographics do they have? SALES STRATEGY STEP 2: SET UP BUYER PROFILES/PERSONAS. What are their objections?

Objectives and Key Results 118

Objectives and Key Results Pipeline Sales Cold Call 118

Partners in Excellence

APRIL 28, 2022

As sellers, we do everything we can to be interesting. Or worse, we blindly take what marketing or someone else provides. We aren’t interested in what, how, why we do what we do. It requires us to be curious, “What’s happening in their industries, markets, with their customers, with their competitors?

Construction 110

Construction Pitch Technique Prospecting 110

Highspot

MAY 9, 2023

AI turbocharges marketing and sales leaders’ ability to identify the behaviors of successful sellers and replicate those behaviors across your entire team, taking the guesswork out of what good looks like. With the right instruction, it will rapidly create everything from persona-tailored decks to product marketing assets.

Cross-sell 98

Cross-sell Strategize Sales Entertainment 98

SalesforLife

AUGUST 12, 2019

The number one prob lem sellers have with pipelin e creation or business development is that they and their managers believe that doubling, tripling, or 10x-ing down on activity levels is the only way to increase pipeline. That being said, there are many organizations where sellers aren’t doing enough to influence a sales outcome).

Sell 115

Sell Pipeline Government Strategize 115

SaaStr

JANUARY 17, 2023

What is the right Go-To-Market strategy for a startup getting out of the gate? So why is the industry talking so much about product-led growth? . The Two Personas You’re Trying To Reach. There are two personas you’ll likely reach out to when you combine a PLG strategy with a sales-led growth motion. . The Takeaway.

GTM 89

GTM Product Education Growth 89

Miller Heiman Group

JUNE 4, 2020

Over the last five years, sales organizations have hit their revenue targets, even though individual sellers’ metrics declined. The numbers reflect serious changes in the relationship between buyers and sellers. Our 2018 Buyer Preferences Study showed that less than a third of sellers exceed buyer expectations.

Finance 84

Finance Quota Pipeline Service 84

Heinz Marketing

AUGUST 31, 2020

Ashley starts us out with describing her business and tells us what design thinking means as it relates to effective sales teams. We talk a little bit about the discovery process in this approach and how it sometimes differs from the typical list of discovery or qualification questions that a seller might use.

Pipeline 133

Pipeline Sales Up-sell Start-ups 133

Sales Hacker

AUGUST 12, 2021

When the selling is good, it’s all about scaling, but when there’s less margin for error, it’s easier to pinpoint where your organization isn’t up to snuff and make improvements. That’s exactly what we’ve done. Let’s have a look at what you can do to prepare and empower your team to avoid them so you can start beating that quota.

Objectives and Key Results 119

Objectives and Key Results Price Sales Up-sell 119

Search Engine Land

AUGUST 30, 2023

Account-level automated extensions A few years ago, I started to get an influx of screenshots from clients saying, “What is this?” If you are fortunate enough to have a lot of Seller reviews, that has made an impact on click-through rates. This information can help shape customer profiles and personas and be used for targeting.

Click Through Rate 129

Click Through Rate Campaign Retail Clients 129

SaaStr

JANUARY 24, 2024

What should you look for in an Enterprise rep vs. a Mid-Market rep? She was hired because they saw a bit of softening in new business growth, and she came to help diagnose what was going on and help scale the business. Attune sellers for one or the other. Can you start and stop a PLG motion? How do you diagnose and solve churn?

Growth 89

Growth GTM Up-sell Legal 89

Highspot

JULY 24, 2020

Leading retailers know that how you sell is just as important as what you sell. By using these tactics to build dynamic seller experiences, you can deepen rep engagement with your enablement platform and boost the consumption of critical sales content. To build an impactful landing page, put yourself in a seller’s shoes.

Cross-sell 80

Cross-sell Retail High impact Territory 80

Gong.io

DECEMBER 14, 2022

It’s time to talk about target account selling, or TAS. With that in mind, let’s examine what exactly target account selling is and how you can start executing it in your sales strategy today. With that in mind, let’s examine what exactly target account selling is and how you can start executing it in your sales strategy today.

Sell 62

Sell Cold Call Contract GTM 62

Highspot

JANUARY 2, 2023

What Is Sales Enablement? It involves connecting sellers to relevant content, training them for repeatable wins, and measuring all against bottom-line results. Consider the following questions: “What are our overarching sales goals?” (“Do we want more deals? What challenges/frustrations are we facing?”. More upsales?

Sales 52

Sales Quota Cross-sell Pitch 52

Sales Hacker

FEBRUARY 15, 2024

Learn how these factors impact your prospecting, and what you can do to yield better outcomes in sales. #1: Gmail’s New Spam Laws — What Sellers Need to Know To keep inboxes safer and less cluttered, Google has rolled out new requirements for bulk email senders, which is any account that sends over 5,000 emails a day to Gmail accounts.

Prospecting 90

Prospecting Contact CRM Campaign 90

Highspot

APRIL 25, 2019

When marketers and sellers can put aside their differences and focus on working toward that goal together, great things happen. Content marketing is one such area where marketers stand to benefit from sellers. Create More Precise Buyer Personas. What would prevent my buyers from purchasing my product or service?

Campaign 85

Campaign Objectives and Key Results Sales Trust 85

Search Engine Land

JULY 11, 2023

Then again, recently, I saw this th read on Twitter with a reply from Amanda Natividad, VP of marketing at SparkToro: That made me think about why these strategies worked/works, and if they can be replicated again under what conditions. There’s definitely a science behind that, and it’s all about the market type.”

Non-Profits 76

Non-Profits Profit margin Price Electricity 76

Gong.io

DECEMBER 5, 2022

It sets out everything your sales team needs to know about your sales process, including what they need to do at every stage of the B2B sales funnel to convert high-value leads. What is a strategic sales plan? This does wonders for the buyer-seller relationship. It outlines a clear path to reaching your sales goals.

Strategize 62

Strategize Sales Quota Pipeline 62

Veloxy

OCTOBER 29, 2021

Thanks to Sales AI, sellers are also streamlining their workday and receiving automated and actionable customer intelligence. Would you like to know more about AI for Sales? If you’re looking to increase the adoption of AI into your business, you can read all about it in our post, Getting Your Organization AI Ready.

Non-Profits 223

Non-Profits Sales CRM Pipeline 223

Highspot

FEBRUARY 2, 2024

Your revenue teams should be able to easily find the answers to four key questions when accessing their sales enablement platform: What problems do we solve as a business? Outline what you sell—products, solutions, services—and their value propositions What skills or behaviors will drive outcomes? Define how you sell.

Objectives and Key Results 52

Objectives and Key Results User Experience Government Sales 52

Lead Fuze

NOVEMBER 30, 2021

I’ve written before about the importance of inbound marketing, how buyers have changed. 1) Inbound sales teams focus more on the buyer than the seller. The first thing I had our new BDR team do was study the buyer personas. I realized that it’s not about the seller, but rather the buyer.

Appointment 52

Appointment Sales Prospecting Contact 52

SaaStr

APRIL 5, 2024

SaaStr’s CRO Confidential podcast host Sam Blond chats with the CRO of Apollo, Leandra Fishman, about just that. What they did for marketers, Apollo is trying to do for sales. In a PLG model, if you aren’t getting what you came for, you take your money elsewhere. You’re just doing what they asked.

Sell 75

Sell GTM Price Up-sell 75

Partners in Excellence

FEBRUARY 7, 2023

What’s going on? A CRO client and I were talking about the problem with prospecting. He was complaining about poor open and response rates on their outbound programs–regardless of the channel. Each of the emails his team were developing were written individually to key persona’s in the ICP.

Tradeshows 124

Tradeshows Construction Prospecting Conversion 124

ConversionXL

OCTOBER 4, 2022

This is what drives growth for online stores like ASOS, despite existing in a saturated market. Table of contents What exactly is an ecommerce marketing strategy? What exactly is an ecommerce marketing strategy? Your customer research then informs how you’ll go about achieving those goals.

Referrals 129

Referrals Retail Growth Cross-sell 129