Partners in Excellence

APRIL 3, 2019

They constantly focus on: Where they are on MTD, QTD, YTD numbers? When they see someone not hitting those goals or not “complying” with the standards, they take corrective action, which usually is manifested by: You aren’t hitting your numbers, you need to get going! Are they keeping CRM and other systems updated?

Pipeline 81

Pipeline CRM Meeting Prospecting 81

Highspot

OCTOBER 21, 2022

But what’s powering your sales? Only 32% of B2B buyers feel sales reps are surpassing expectations (that is, going above and beyond what’s necessary to secure buyer business). So, what’s contributing to these numbers? Sales enablement can help bridge this coaching/performance divide. What’s a Sales Enablement Plan?

Quota 75

Quota Construction Sales Pitch 75

Outreach

OCTOBER 8, 2020

You’re likely experiencing challenges with building pipeline, onboarding reps, measuring performance, and coaching and motivating a newly remote sales team. Your customers are facing the same frustrations, which means missed numbers across the board. For those who do not respond by day 7, that number drops to 0.4

Sales 59

Sales Follow-up Prospecting Pipeline 59

Gong.io

OCTOBER 27, 2021

Here’s the answer to “ What is sales ops ,” in a nutshell: You have a sales strategy and you have people on the ground to execute it. As Steve Silver put it for Forrester , when answering, “ What is sales ops ”: It’s a force multiplier. That means it gives your sales team what it needs to accomplish more. . Two goals. (A

Quota 62

Quota Pipeline Sales Contract 62

ClickFunnels

NOVEMBER 17, 2021

What Is a Lead? Meaning: Someone who has checked out your website but didn’t give you their email address is not a lead. What Is Lead Generation? What Is Lead Generation? What Is a Lead Generation Funnel? What Is the Difference Between Lead Generation and Sales Prospecting? Given you their contact details.

Lead generation 201

Lead generation Process Contact Up-sell 201

Hubspot

FEBRUARY 12, 2018

What do you think are the necessary skills and qualifications for success here? What would you say? What do you think motivates reps the most? What do you think motivates reps the most? What made you successful as a sales rep? What do you think makes for a successful rep coaching session?

Quota 100

Quota Drivers/motivators Promote Sales 100

Salesforce

DECEMBER 12, 2023

“The number one priority at companies with customer-obsessed cultures is providing service and support that makes their customers successful,” said Thomas Miller , senior director of alliances for Trifecta Technologies. What you’ll learn: What is a customer-obsessed culture? Why is customer obsession important?

Teamwork 59

Teamwork Customers Cross-sell Strategic planning 59

Partners in Excellence

JULY 16, 2014

As sales professionals, we’re obsessed with the “numbers.” ” Where are we year to date, what’s the forecast, what’s the pipeline look like, what are the activity levels, how many qualified leads do we have, and on and on and on. There’s no doubt, numbers are important.

Pipeline 94

Pipeline Closing Sales 94

Partners in Excellence

MARCH 9, 2018

But that’s where our dashboards and analysis stops, it only helps us identify certain problem areas, but, by itself we don’t understand why we have the problem or even specifically, what the problem is. To understand this, we have to drill down to actually understand what is happening. We don’t develop our people.

Manufacturing 62

Manufacturing Pipeline Follow-up Prospecting 62

Sales Hacker

JULY 1, 2019

Track the sales metrics that drive success for your org, and you’ll bring instant alignment to the sales floor — because everyone will know exactly where they stand and what’s expected of them. Maybe you’re tracking activities and working toward a number — but are they the right activities? Is it the right number?

Objectives and Key Results 69

Objectives and Key Results Pipeline Sales Conversion 69

Sales Hacker

JANUARY 23, 2018

That means you can’t afford to slip up during sales conversations. That means they listen for at least 54% of it. Their sales numbers aren’t anywhere near as good. Take the hint. Buyers have dozens of options and more power than ever before. Your buyers won’t have it. Our data science team at Gong.io

Conversion 102

Conversion Price Sales Gaming 102

Lead Fuze

JANUARY 16, 2023

Cold calling is dead – That’s what everyone’s been saying for the last few years. It’s only in the past few decades that you had to manually dial a number, listen to the ringtone, and wait for your prospect to pick up the phone. The tool eliminates the manual and time-consuming process of dialling numbers.

Cold Call 52

Cold Call Technique Prospecting Follow-up 52

Lead Fuze

AUGUST 22, 2021

You have no idea what your company is going to be making this time next year. Or, you have an idea of next year, but what about 2025? I’ll be honest with you, it’s easier to take a snapshot of your earnings month over month and decide what to do then and there. Sales forecasting solves this! “Oh, no.

Pipeline 98

Pipeline Sales Quota Clients 98

Gong.io

JUNE 8, 2022

What exactly is the MEDDIC sales methodology? What exactly is the MEDDIC sales methodology? So what does the abbreviation in “MEDDIC sales methodology” actually stand for? Here’s what this discovery-oriented sales process uncovers about each one: Metrics : This focuses on the economic impact of your solution.

Process 62

Process Objectives and Key Results Quota Sales 62

Sales Hacker

DECEMBER 5, 2019

When hiring sales reps, what qualities do you look for? As I think about the types of people I’ve encountered in my time as a sales or business development representative (SDR/BDR), here’s what I realized… There will certainly be a range of skill level on the team. This was the question Scott Barker posted recently on LinkedIn.

Sales 56

Sales Promote Closing Quota 56

Partners in Excellence

MARCH 7, 2016

They give us feedback from customers: “They don’t understand my problem, they talk about their products, they don’t care about what we are trying to do… ” The lists go on. It may be that time of year. All the research points to the need for a more customer, consultative, problem solving approach to selling.

Sales 51

Sales Consult Up-sell Conversion 51

Xant

MAY 20, 2021

Stop doing more of what doesn’t work. Start doing what buyers do intuitively: guide actions with provable recommendations and automation. What it really means in practice is constant maintenance and more cost. Sales is going through a transformation. We always say that, but it’s always true. They sit in larger committees.

Sell 77

Sell Objectives and Key Results CRM Territory 77

Lead Fuze

NOVEMBER 30, 2021

Best Communities for Women in Sales & Revenue. Gender inequality has been a problem in STEM for some time, but it is also present in the sales industry. According to a recent survey, only about half of the members on teams polled were women. There are many reasons why this problem is happening, but it’s not just women who suffer.

Sales 52

Sales Networking Education Start-ups 52

Xant

MAY 20, 2021

Stop doing more of what doesn’t work. Start doing what buyers do intuitively: guide actions with provable recommendations and automation. What it really means in practice is constant maintenance and more cost. Sales is going through a transformation. We always say that, but it’s always true. They sit in larger committees.

Sell 52

Sell Objectives and Key Results CRM Territory 52

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. Ready to go?

Negotiate 61

Negotiate Start-ups Pitch Conversion 61

Gong.io

DECEMBER 22, 2021

Coaches live to lift people up and help them succeed. But coaching sales teams in particular can be tough. I mean, how do you coach someone when you see the results of their work (quota), and not how they work (inside their conversations with customers)? You’d never expect that person to be able to coach their team well.

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

Hubspot

MARCH 4, 2014

Below are some core principles that make these storytellers so effective, and what you can learn from their examples. Do you agree with Content.ly''s Shane Snow that storytelling is the top business skill of the next 5 years , or will it take a bit more convincing to persuade you? 1) Relate your unique experience. A marathoner. Tweet This).

Intrinsic 72

Intrinsic Angle Pitch Follow-up 72

Gong.io

APRIL 9, 2019

Are you looking to get better at sales coaching, but you’re not sure how? Let me guess: no one trained you for sales coaching. You’re simply doing your best to pass on what YOU know about sales to your team. BUT… that’s a dangerous sales coaching mistake. There are specific coaching methods you can use today.

Objectives and Key Results 121

Objectives and Key Results Sales Territory Quota 121

SalesLoft

APRIL 28, 2020

But What About SalesLoft Analytics? Our analytics help reps quickly understand how they’re doing today or what they have coming up. It also lets managers drill down into how their team is performing, what’s working, and what’s not. Post by Jimmy Conley, Director of Technical Services at SalesLoft.

Sales 52

Sales Appointment CRM Relationship building 52

Hubspot

AUGUST 21, 2023

What is a Go-to-Market Strategy? Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions. This guide can be used for startups, B2B businesses, and virtually any new venture you plan on launching.

Go To Market 69

Go To Market Process GTM Launch 69

Partners in Excellence

DECEMBER 31, 2015

Numbers are the bane of many sales people’s existence. Everyone wants to talk about numbers, but it’s far more fun and easy to talk about our cool products, the flashy features, and all the bells and whistles. But let’s face it, numbers make the conversation more interesting—the right numbers!

Conversion 50

Conversion Manufacturing Price Launch 50

SaaStr

MARCH 31, 2024

With an honest assessment of what’s worked in their culture code, what’s changed, and what we all still need to work on. I was wondering what should we talk about? We’ve had a ton of great HubSpot content over the years but you may have missed this one, and it was a great one. Dharmesh Shah : Wow.

Teamwork 103

Teamwork Start-ups Engineering Up-sell 103

SaaStr

APRIL 7, 2022

At our inaugural Saastr Europa in Paris in 2018, Sequoia (then Accel) Partner Luciana Lixandru and UiPath CMO Bobby Patrick discussed what breaks when your business goes into hypergrowth mode (hint: pretty much everything). What’s exciting about this is we talk about that, what we do is we help humans be more creative.

Finance 102

Finance Government Growth Start-ups 102