SaaStr

MAY 8, 2024

What metrics should we expect in this environment? Sales is much harder than in 2021. Therefore, sales and marketing practices made no sense in 2020. There is a whole generation of kids out of school and senior folks who were promoted who don’t know what it was like before the easier times. How do you budget this?

Quota 85

Quota GTM Price Finance 85

Partners in Excellence

FEBRUARY 7, 2021

Billions are invested in sales enablement programs, worldwide. To be honest, I have a “love/hate” relationship with sales enablement (not the people in sales enablement.). I think it’s a critical function to support and enable sales people. It focuses on sellers.

Sales 91

Sales Meeting Growth Process 91

Partners in Excellence

DECEMBER 1, 2020

I just had an outstanding discussion with a very bright sales enablement team. Some of the sales people were eating up the programs–but they were the consistent top performers. I think many sales enablement programs may face the same challenge. It will vary based on the roles/personas we are calling on.

Territory 88

Territory Account management Sales Process 88

Veloxy

AUGUST 31, 2023

You’re not the only outside sales rep feeling that way. This article doesn’t list every outside sales strategy under the sun. These are tactics that have helped outside sales professionals grow their pipeline by 300% in one month. Here’s a mentality that top-tier outside sales gurus have.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Sales Hacker

OCTOBER 10, 2022

It’s not the first time you’ll hear this, and it’s not the last: training new sales reps is crucial. I’m the Director of Enablement at WorkRamp, with more than 12 years of experience in enablement, training, and sales operations. Related: How to Run Sales Trainings Your Reps Will Actually Enjoy.

Objectives and Key Results 95

Objectives and Key Results Sales Up-sell Promote 95

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. Endless forecast and pipeline discussions–usually between managers and not with people. Endless forecast and pipeline discussions–usually between managers and not with people. And every once in a while, they see a customer with their sales people.

Pipeline 111

Pipeline Meeting Technology Technology 111

Heinz Marketing

DECEMBER 12, 2020

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. What’s The Difference Between Sales Enablement And School? Free Sales Tools Reps Can’t Live Without. Thanks, Carina Rampelt.

Technology 103

Technology Technology B2B Finance 103

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. This approach helps companies accelerate sales and grow revenue without adding to their headcount, a move that’s increasingly important during economic uncertainty. What you’ll learn: What is channel sales?

Manufacturing 111

Manufacturing Retail Territory Sales 111

Sales Pop!

JULY 2, 2022

Today’s sales scenario is, to say the least, baffling. We have more books on sales than ever, along with unheard-of numbers of sales seminars and an amazing amount of sales training. Yet sales closing rates remain stagnant—80 percent of salespeople fail, and salespeople only last 18 months on a given job.

CRM 97

CRM Pipeline Education Sales 97

Partners in Excellence

FEBRUARY 17, 2021

Maybe I’m too old school, but give me the good old fashioned 3-5 minute role play. I know the work enables me to improve–so I don’t make mistakes (or at least fewer) with my customers. So what am I talking about, and why am I talking about something as mundane about role plays. But I get embarrassed.

Sports 105

Sports Consult Gaming Conversion 105

Outreach

NOVEMBER 2, 2021

Sometimes as a sales leader you may wonder why the things you tell your reps don’t stick. Consider the difference between feedback and coaching. Telling them what you need them to do is feedback. We recently hosted a session between two of the industry’s top sales leaders on the do's and don’ts of real-time coaching.

Objectives and Key Results 105

Objectives and Key Results Inside sales Sales Gaming 105

Partners in Excellence

JUNE 8, 2022

The other day, I read a great post from David Masover , comparing sales with great cooking. My wife, after a career in technology sales, decided to pursue her dream. Watching her, I learned there are great similarities between great cooking and selling. The first few months of school was just focusing on mastering the basics.

Sell 98

Sell Presentation Customers Technology 98

Search Engine Land

FEBRUARY 21, 2024

This article explores different methodologies and key performance indicators used to evaluate Super Bowl commercials, making the case for metrics like engaged-view conversions that tie advertising directly to customer actions and sales. This year’s big game was played in between 59 ads. million viewers. Well, kudos to them.

Gaming 115

Gaming Campaign Clients Represent 115

Veloxy

FEBRUARY 22, 2023

Field sales is a critical aspect of many businesses’ sales strategies, with representatives and managers working in the field to meet with customers and close more deals. Zippia reports that there are over 731,605 field sales representatives and 127,122 field sales managers currently employed in the United States.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

PandaDoc

FEBRUARY 23, 2024

Leads, opportunities, sales: That’s the natural sequence of the sales process, right? Lead management focuses on achieving sales goals in the short to medium term, while opportunity management is more about leveraging strategic relationships to achieve long-term growth goals. But opportunities can be much more than that.

Objectives and Key Results 52

Objectives and Key Results CRM Contract Strategic partnership 52

Partners in Excellence

FEBRUARY 28, 2024

The commonality between the two of us is the obsession around helping customers solve complex problems and create great value. I asked my question because I believe being really interested in selling is a necessary but not a sufficient condition to be successful in SALES. depends on what Selling is meant to be.

Customers 113

Customers Contract Consult Electrical Engineering 113

Salesforce

AUGUST 29, 2022

But what is the impact of automation at work? But is that really what workers want? What happens when all the simple tasks are gone? What happens when we’re just left with more complex work? This got us thinking about what the future workday will look like after all the simple tasks are automated.

Hospitality 98

Hospitality Technology Technology Appointment 98

Sales Hacker

MARCH 15, 2022

In the 200th episode of the Sales Hacker Podcast, we have Asad Zaman , CEO of Sales Talent Agency (STA), where he rose through the ranks from AE to CEO, earning recognition as Toronto’s Young Professional of the Year (2019). What You’ll Learn. There are over 40K more sales jobs openings than salespeople.

GTM 95

GTM Technical Sales Quota Growth 95

Partners in Excellence

AUGUST 31, 2022

This may be my own ignorance of programs leading sales enablement organizations are implementing. It’s driven by an observation about discussions I hear among sales enablement folks and observations from perusing my feeds. ” Reflecting back numbers of years, my first customers were major money center banks.

Gaming 52

Gaming Manufacturing Sales Retail 52

Search Engine Land

JANUARY 22, 2023

Automatic AdWords Currency Conversion Now Enabled In Google Analytics 2015: Advertisers using a different currency in AdWords and Analytics would now be able to easily compare cost data in Analytics. Expedia had actually been powering Travelocity.com since 2013. So the acquisition seemed quite logical from both perspectives.

Referrals 93

Referrals Hospitality Launch Engineering 93

Partners in Excellence

JUNE 9, 2020

I can quote all sorts of statistics on the difference in results produce by those who plan and prepare, and those that wing it. Sometimes, it takes a radically different experience to remind us of how the best professionals outperform everyone else–largely because of planning and preparation.

Presentation 103

Presentation Quota Start-ups Pipeline 103

Salesforce

MARCH 15, 2022

From bootstrapping to a defined sales process A look behind the Salesforce curtain Five tips for sales leaders in growth mode In good company. When I switched from working on the operations side of food service to the sales side with Jason’s Deli, I immediately felt drawn to the hustle and bustle action that came with it.

Appointment 96

Appointment Drivers/motivators Sales Territory 96

Veloxy

SEPTEMBER 14, 2021

But if you’re new, you might be wondering what all the hubbub is about. Not to worry, we’ve put together this in-depth guide to show you exactly what Dreamforce is. We’ll also shed some light on what happens and why you definitely can’t afford to miss out this year. . What is Dreamforce? What happens at Dreamforce?

CRM 162

CRM Entertainment Hospitality Follow-up 162

Gong.io

APRIL 14, 2021

We like to end each Reveal podcast interview with one final question: “How would you describe sales in one word?” We like to end each Reveal podcast interview with one final question: “How would you describe sales in one word?” Shep Maher, Betterworks’ EVP of Global Sales. Scott Leese, Previous SVP Sales at Qualia.

Sales 118

Sales Strategize Trust Up-sell 118

Sales Hacker

SEPTEMBER 27, 2022

In this episode of the Sales Hacker Podcast, we have Scott Barton , VP of Industry Solutions at Varicent. He’s an expert in the sales world, particularly in revenue operations and incentive compensation. Join us for a great conversation about driving the right behaviors within your sales team. What You’ll Learn.

Quota 82

Quota Growth Commission Territory 82

Heinz Marketing

AUGUST 31, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. I think the more complex a sale is the more useful this approach is.

Pipeline 132

Pipeline Sales Up-sell Start-ups 132

Sales Hacker

JULY 19, 2022

Celine, who transitioned from agency sales to SaaS, is the Vice President of Boardable. Join us for a great conversation about transitioning in sales and technology selling. What You’ll Learn. Sometimes you have to take one step back to go two steps forward in sales. Sales is all about building internal relationships.

Sales 84

Sales Consult Drivers/motivators Commission 84

Sales Hacker

DECEMBER 20, 2022

In this episode of the Sales Hacker Podcast, we have Carl-Erik Michalsen Moberg , CEO and Co-Founder at TicketCo, an event sales solution for organizers and venues. What You’ll Learn. Find love in what you do and for the people around you. Subscribe to the Sales Hacker Podcast. Tell us, what is TicketCo?

Growth 76

Growth Up-sell Start-ups Follow-up 76

Sales Hacker

AUGUST 11, 2020

This week on the Sales Hacker podcast, we speak with Wes Ulysse , Head of Sales, North America at Red Points, a SaaS company that’s leveraging AI and machine learning to protect brands’ online intellectual property. As of January 2019, he moved on to leading the US sales team at Red Points. We’re on iTunes.

Start-ups 118

Start-ups Inside sales Education Promote 118

Heinz Marketing

OCTOBER 25, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Well, welcome everyone to another episode of Sales Pipeline Radio.

Pipeline 115

Pipeline Growth Sales X-functional 115

ClickFunnels

NOVEMBER 15, 2021

Want to make more sales? Today we are going to take a closer look at the top five tools for generating leads online… Table of Contents: What Is Lead Generation? What Is a Lead Generation Funnel? What Should You Look For in Lead Generation Software? What Is Lead Generation? What is lead generation?

Lead generation 166

Lead generation Price Up-sell Commission 166

Understanding the Sales Force

AUGUST 4, 2016

Analog companies are old school. They are not aware of the migration to inside sales, make little use of selling tools, don't know what a sales playbook is, and in true analog fashion, they measure work product, not flow.

Inside sales 63

Inside sales CRM Sales Sell 63

Lead Fuze

MAY 26, 2023

Establishing a social media marketing agency can be an exhilarating and worthwhile pursuit for those aiming to make the most of the continuously growing need for digital marketing services. With the right approach, you can build a successful agency that helps businesses thrive in today’s competitive online landscape.

Niche 98

Niche Referrals Clients Price 98

Heinz Marketing

MARCH 29, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. This time we are talking about sales management intelligence. .

Pipeline 122

Pipeline Sales Gaming Up-sell 122

Lead Fuze

DECEMBER 31, 2021

Business Acumen for Sales Professionals: The Ultimate Guide to Improving It. There is a lot of talk about what skills and traits are necessary for successful salespeople, but it turns out that business acumen (or more specifically, the ability to be good at selling) plays an important role. How to Develop Business Sales Acumen.

Commission 52

Commission Drivers/motivators Sales B2B 52

Hubspot

FEBRUARY 3, 2021

Sometimes fitting in just means shifting circumstances — and that principle applies to different brands of sales. Sometimes sales professionals currently working outside sales aren't cut out for it. If you find yourself in a position like that, you might want to consider transitioning from outside to inside sales.

Inside sales 90

Inside sales Outside Sales Entertainment Sales 90

Lead Fuze

JUNE 29, 2023

As a sales rep, recruiter, startup owner, marketer or small business proprietor, understanding this concept can significantly enhance your success in today’s competitive market. What is a good example of business acumen? We also explore how an understanding of how the business operates aids effective decision making.

Strategize 52

Strategize Profit margin Strategic planning Trust 52