Veloxy

NOVEMBER 29, 2021

Using the applicable insight and practices in this guide, you’ll not only help optimize and get more ROI from your Salesforce instance, but you’ll also improve sales team morale and your reputation as a champion at your company. This is a comprehensive guide, so we invite you to use the table of contents to skip to the juiciest parts.

Sales 290

Sales Quota Up-sell B2B 290

Search Engine Land

APRIL 30, 2024

You try to define your target market, only to be told, “Our audience is anyone who wants our product – we don’t exclude anyone.” What you really need is an ad that smartly qualifies each click. They are searching within your keyword category but aren’t looking for what you’re specifically offering.

CTR 104

CTR Real Estate Legal Clients 104

Partners in Excellence

OCTOBER 24, 2022

Get your minds out of the locker room! I’m talking about your Sales Stack! I suppose it’s not surprising, but there’s a lot of talk about the importance of sales stacks. I answered the questions as well as I could, even though most were irrelevant to our business and what we are trying to do.

Technology 115

Technology Technology CRM Clients 115

Iannarino

JANUARY 9, 2022

That ranking is not about intrinsic superiority. This is what modern B2B sales looks like now. Creating Too Little Value: There are still a lot of salespeople who believe that their primary outcome is selling their product or service. Ninety minutes of prospecting a day will cure what ails you.

Negotiate 164

Negotiate Intrinsic Clients Sales 164

Partners in Excellence

JUNE 30, 2022

We struggle to get a foothold in a large account. Winning that first deal in the account requires us to get the customer to change. To get them to think differently, addressing problems/opportunities differently. We have a number of strategies we leverage to do this.

Growth 68

Growth Cross-sell Strategize Account management 68

Sales Hacker

AUGUST 18, 2021

Good retention relies on your ability to get in front of the problem. At Outreach, we’re using activity-based customer health warnings to catch and solve problems early. On the other is whitespace or the potential for expansion in an account. We use customer activity, specifically seat saturation, as a proxy for customer health.

Education 111

Education Contract Pipeline Gaming 111

PandaDoc

MAY 8, 2024

alone there are about 33.2 Read on as we cover everything you need to know about the SMB sales process, and how your sales team can crush it in the competitive landscape. What are SMB sales? By medium-sized businesses, we mean firms in the 100-999 employee range. What is the difference between SMB vs B2C?

Objectives and Key Results 52

Objectives and Key Results B2C Legal Government 52

Partners in Excellence

APRIL 5, 2023

I just listened to an outstanding webcast on the future of selling, conducted by four close friends. I am a student of their work, they are among the smartest thinkers about selling I’ve ever met. It seemed, unconsciously, the conversation around selling gravitates to SaaS selling. That represents about 0.5%

Conversion 68

Conversion Sell Manufacturing Healthcare 68

ClickFunnels

AUGUST 2, 2021

In this step-by-step guide, we will show you how to get started with digital marketing. That’s why he was able to build a wildly successful business in what seemed like a crowded space. Say, if you are selling a book about bootstrapping a SaaS business, then Indie Hackers is where your dream customers hang out.

Niche 290

Niche Follow-up Up-sell Start-ups 290

Veloxy

SEPTEMBER 4, 2023

Here’s what Kyle tells his clients about cold emails: “ Marketing should only offer advice on length, content, layout. What we have for you here will get you as close as possible to improving your cold outreach— 10 FREE proven cold email templates! And we’ll tell you how to use each template.

Cold Call 130

Cold Call B2B Campaign Clients 130

Partners in Excellence

FEBRUARY 17, 2024

Recently, I had a fascinating conversation with Dr. Howard Dover about some programs he and Becc Holland are conducting with his students. We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. Both concepts are hugely important, so I need to separate writing about them. What is a Mis-diagnosis?

Manufacturing 77

Manufacturing Clients Contract Presentation 77

Salesforce

JULY 6, 2023

As sales fanatics, we often ask ourselves: What makes top sellers the best at what they do? To answer this, we approached six leading Salesblazers — CEOs, chief revenue officers (CROs), sellers, and coaches. Get deals done, make customers successful, and help your company grow. Get started 1.

Quota 86

Quota Closing Education Sales 86

Partners in Excellence

MAY 25, 2021

There’s a lot of discussion about specialization in sales. We’ve always had specialists in sales and specialization is important. But in the past 15 years, we seem to have gone off the rails with our specialization. When I started selling, I had the responsibility for growing a very large banking account.

Assembly Line 115

Assembly Line Account management Education Sell 115

Heinz Marketing

JUNE 19, 2023

We cover a wide range of topics, with a focus on sales development and inside sales priorities. What are the key elements to consider when prioritizing in-market signals for effective demand generation, and how can marketers leverage de-anonymized people, marketing qualified accounts, and intent qualified accounts?

Pipeline 100

Pipeline B2B Objectives and Key Results Sales 100

Partners in Excellence

MARCH 17, 2022

They express pride in how many calls they make, how many dials, how many emails, how much social selling engagement, how they are leveraging the tools. I read a post from some “expert” talking about the long hours of work, declaring he starts his day at 3 am! ( They get the most work done, in the least amount of time.

Sales 138

Sales Conversion Sell Meeting 138

Hubspot

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Real Estate 73

Real Estate Negotiate Price Territory 73

Search Engine Land

NOVEMBER 2, 2023

Mastering SEO is not just about understanding which optimizations will drive the desired outcomes but also a reflection of meta-skills like learning and goal-setting that enable us to achieve our goals. In our previous article, we delved deep into the meta-skill of learning advanced concepts that elevate one’s SEO game.

Objectives and Key Results 104

Objectives and Key Results Drivers/motivators X-functional Clients 104

Partners in Excellence

AUGUST 18, 2022

The noun form of the word, Sales, is about accounting for a transaction. When I was EVP of Sales, every day I would call my sales ops VP, asking her, “What did we book in sales today?” ” She would provide the total of POs we had gotten. But “Selling” is different.

Sell 87

Sell Sales Retail Up-sell 87

SaaStr

OCTOBER 11, 2023

monday hasn’t missed a beat, but before we dive into their secrets, let’s first learn where it all started and what they do today. The first use case was project management, and it’s what many people think monday is. You don’t need to tell the whole story from the beginning, especially when you sell to SMBs,” shares Zinman.

Growth 67

Growth Non-Profits Drivers/motivators Construction 67

Search Engine Land

JANUARY 17, 2023

Many account managers underestimate the importance of audience signals (I’ve seen some skip it completely). It’s tempting to get started in Google Ads immediately, but take a step back to the Merchant Center and optimize your data feed for the best results. Mistake 3: Picking the wrong campaign structure.

Retail 95

Retail Campaign Non-Profits Start-ups 95

Search Engine Land

SEPTEMBER 14, 2023

No matter what you sell, you probably have customers who: Truly care about your company, products or services and content. Most businesses don’t really think about their customers (let alone their superfans) as a marketing channel. What is fan-driven marketing? Make them feel seen, heard and cared about.

Niche 135

Niche Intrinsic Campaign B2B 135

Partners in Excellence

JUNE 1, 2020

No, I’m not making a political statement about our agricultural sector. Farmers and farming are what brings food to all of us. They find new accounts, new logos. Too often, the mentality is focused on protecting the current base on the accounts–perhaps maintaining the status quo.

Agriculture 91

Agriculture Prospecting Growth Up-sell 91

SaaStr

OCTOBER 3, 2023

I can’t tell you how many interviews I’ve done for a wide variety of roles, from SDR to COO, where the candidates literally were guessing what the company really did during the interview: Not too long ago, I did a final CRO interview to help a portfolio company. Now I see who they sell to!” At least for 30-45 minutes, ideally more.

Consult 89

Consult Price Up-sell Presentation 89

Partners in Excellence

JUNE 24, 2019

We all know to acquire a new customer, we need to incite them to change, to get them to think differently about their business. Without this, they have no need to buy whatever it is we sell. And at some point in their buying process, we try to get them to go on the journey with us.

Customers 79

Customers Cross-sell Niche Sell 79

Heinz Marketing

MARCH 16, 2022

We have all witnessed a digital transformation in B2B Marketing with the onset of Artificial Intelligence (AI). If you would like to start using AI in your strategy, to get better predictions about your prospect’s actions, you’ve landed at the right spot. What is AI and how does it help in B2B Marketing?

B2B 109

B2B Technology Technology Cross-sell 109

PandaDoc

APRIL 17, 2024

“What is ACV in sales?”, we hear you ask. In this article, we’ll teach you all you need to know about ACV. It’s a metric that tells you about the yearly revenue generated by individual contracts. It’s a metric that tells you about the yearly revenue generated by individual contracts. What is ARR?

Contract 52

Contract Non-Profits Legal Clients 52

SaaStr

FEBRUARY 27, 2024

What you actually end up with is quite an unprofitable business operating with -25% operating margin despite having a revenue scale of more than $600M. What does this mean? This goes to show that efficiency is what gives you the ability to double your growth. … wrong. That’s a big gap. 3x magic number to.4x.

Go To Market 88

Go To Market GTM Non-Profits Quota 88

Sales Hacker

JANUARY 20, 2021

As pipelines shrank due to COVID-19, many organizations shifted from inbound to an account-based sales and marketing outreach approach. This article dives into the current state of ABM and how we need to rethink it to drive business forward in 2021. Feel free to jump ahead: What is account-based sales and marketing?

Objectives and Key Results 67

Objectives and Key Results Appointment Campaign Growth 67

Partners in Excellence

NOVEMBER 19, 2019

Account planning is important, it’s fundamental to growing our value and positioning with our key customers. We are approaching the end of the year, everyone is involved in “account planning.” It seems that account planning is an annual or semi-annual exercise. We dust off last year’s PowerPoint.

Represent 70

Represent Account management Prospecting Quota 70

SaaStr

FEBRUARY 21, 2024

Welcome to the latest installment of our “ What’s New ” series where SaaStr founder and CEO Jason Lemkin sits down with some of the top leaders and founders in SaaS and Cloud to discuss What’s New and what should be top of mind for fellow founders. The sales reps were friends, and accounts were shared.

Cross-sell 82

Cross-sell Strategize Campaign Education 82

Heinz Marketing

MAY 2, 2022

We cover a wide range of topics, with a focus on sales development and inside sales priorities. Tune in to hear more about how to create stickiness and effectiveness on a sales enablement platform while learning: how sales enablement requirements have evolved with the acceleration of digital. You can even ask Siri, Alexa and Google!

Pipeline 96

Pipeline Pitch Sales Account management 96

Partners in Excellence

MARCH 1, 2022

Ask any sales leaders, particularly those in SaaS based sales approaches, retention and growth in current customers is critical. We look at Cost Of Customer Acquisition, learning it is much less expensive to retain and grow a current customer than it is to acquire new customers. We see average tenure now approaching 11 months.

Growth 67

Growth Start-ups Customers Up-sell 67

Martech

MAY 12, 2022

For years I have railed against browse-abandon emails (read my most recent rant ) because they’re based on an outdated idea that browsing a website signals purchase intent. So, an email that reminded a customer about the browse session, offered help and linked back to the page had some merit. Processing.Please wait.

Customers 102

Customers Follow-up B2B Start-ups 102

Partners in Excellence

AUGUST 3, 2020

We are used to setting quotas and measuring our progress against those quotas. But our measurement systems are getting increasingly complex. First, as we look at leveraging teams to sell complex deals, I hear increasing concerns with, “Who do we credit?” Second, are we measuring the right things?

Pipeline 154

Pipeline Quota Sales Negotiate 154

Sales Hacker

JANUARY 12, 2023

Selling more, earning more, and one-upping your 2022 self. Which means most sellers are focused on getting better and setting goals like: A pipeline that’s 3X bigger…. Which is why selling better always leaves you at the bottom. So what’s the alternative then? Selling different. You need to sell differently.

Negotiate 96

Negotiate Price Sales Up-sell 96

Salesforce

JUNE 27, 2023

I went from selling radio ads at a media company to landing my dream job at Salesforce. I did it by selling the most important product I could think of: myself. If you want to learn how to get a job in sales — and not just a job, but a dream job — then take the tried-and-true sequence of the sales process and apply it to your job hunt.

Territory 52

Territory Sales Up-sell Closing 52

Salesforce

AUGUST 11, 2021

Representative of marketing roles from the event marketer to the CMO, this survey taps into what has inspired and challenged marketers over the past year, and what they’re expecting in the times ahead. How do marketers grapple with our new reality as we emerge from one year of transformation into the next? How do we fix it?

Customers 98

Customers B2B Technology Technology 98