Miller Heiman Group

JANUARY 7, 2020

2020 marks the start of not just a new year, but a new decade, which makes it an excellent time to revisit the challenges that have plagued the sales industry and find new solutions. For many sales organizations, that means taking a good look at your talent and determining if your talent strategy aligns to your business goals.

Territory 52

Territory Government Consult Quota 52

Highspot

MAY 11, 2021

Today, culture and revenue have never been so closely intertwined. And high rep productivity requires a company culture that values developing salespeople to be the best they can be. And gone are the days of cookie-cutter scripts – it’s now more important than ever for sellers to bring their individuality to every deal.

Quota 52

Quota Sales Promote Growth 52

Sales Hacker

OCTOBER 22, 2017

Modern sales teams need competent professionals with a variety of talents, skills and abilities. Technology Will Never Replace Sales Talent. While technology delivers a positive impact, talent remains the primary and most valuable asset of any sales organization.

Negotiate 102

Negotiate Teamwork Referrals Relationship building 102

Highspot

MARCH 9, 2022

Since the pandemic, it’s become very common that they want a lot of flexibility – where they work, how they work, how often they come into the office. Since the pandemic, it’s become very common that they want a lot of flexibility – where they work, how they work, how often they come into the office.

Conversion 52

Conversion Clients Customers Service 52

SaaStr

OCTOBER 30, 2021

He told me, you can invest time, talent, or treasure. Unfortunately for me, I had little experience, not much talent, and lacked the treasure/money to invest. Little did I know that I was joining the mother of all bootcamps! I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below.

Closing 101

Closing E-commerce Customers Quota 101

Gong.io

DECEMBER 16, 2019

And you might also fall into the trap of your own internal biases, because the natural way to actually get folks that have a good cultural fit is to get referrals from people within our own company. . You have to make some talent decisions pretty quickly based on what you see. . What metrics should you focus on? DDU for short.

Growth 62

Growth Territory Referrals Start-ups 62

SalesLoft

JUNE 20, 2019

While most of us know Pete for his work building the MSP community, but did you know he started a talent search engine that sold to Monster? While most of us know Pete for his work building the MSP community, but did you know he started a talent search engine that sold to Monster? John: Hey Jeremey, thanks for having me.

Territory 63

Territory Sales Construction Manufacturing 63

Hubspot

NOVEMBER 6, 2015

In fact, finding and hiring top talent was one of the top challenges marketers reported in 2015. And how do these priorities differ depending on where you are in the world? Turns out, it isn't all about the ping pong tables. But what do job seekers actually look for in a new company? Here's what we found.

Territory 77

Territory Growth Follow-up Closing 77

SalesforLife

MAY 13, 2019

Since the year 2000, we’ve witnessed the rapid evolution of new technologies, government policies and global economies that have had a serious impact on how companies do business today. My evolution since 2000 looked like this. In the early 2000s I worked at Dun & Bradstreet, selling sales and marketing databases.

Sell 73

Sell Networking Government Launch 73

Sales Hacker

DECEMBER 2, 2019

Advice to young salespeople: Try. We’re excited today to have on the show Mary Rogul. Mary was most recently VP of Sales Strategy and Engagement at Crayon , where she’s now an advisor. Mary was most recently VP of Sales Strategy and Engagement at Crayon , where she’s now an advisor. We’re on iTunes.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

SaaStr

NOVEMBER 16, 2020

To date, they have raised over $200M in funding from the likes of Accel, Greenspring, Openview and Insight to name a few. Where do many people go wrong in pipeline meetings? What have been his biggest lessons on running them successfully? Before Salesforce Andy spent close to 5 years at Oracle as VP Product Management.

Pipeline 75

Pipeline Territory Price Product 75

Veloxy

DECEMBER 21, 2021

Did you know that most salespeople spend over 60% of their time not selling. He doesn’t have time for 635 pages of workflows and if/then statements— and neither do you! Did you know these two specific tasks account for 166 annual hours and 146 annual hours respectively for most salespeople? What is Salesforce Automation?

Tradeshows 348

Tradeshows Contract Sales Territory 348

Sales Hacker

FEBRUARY 3, 2020

Founders should move to the region where they want to expand into. Founders should move to the region where they want to expand into. Sam Jacobs: We are delighted today to have on the show a good friend and one of the thought leaders and the key trainers, consultants, experts in the high growth ecosystem, Matt Cameron.

Territory 80

Territory Hospitality Consult Engineering 80

Sales Hacker

AUGUST 22, 2018

What changes have occured in the sales world over 10-15 years. Super honored to have Mark on the show, so let’s take a listen. On this 1×1 interview with Mark Cranney, the Chief Commercial Officer of SignalFx, we chat about the key elements of sales leadership and his journey to being a top VP of Sales. What You’ll Learn.

Sales 71

Sales Gaming Promote Customer Relationship Management 71

Sales Hacker

JUNE 9, 2020

So Barrett moved to TravelClick where he became President of the Americas and ultimately found his way to an incredible career at IBM before moving on to TriNet. And so, he ultimately found his way to an incredible career at IBM before a stint at TravelClick where he was President of the Americas. Incredible company. What You’ll Learn.

Finance 78

Finance X-functional Pipeline Territory 78

Sales Hacker

OCTOBER 6, 2020

How Eddie juggles it all [26:39]. We have events and do all kinds of different, interesting things. [02:50]. Today on the show, we’re excited to have Eduardo (Eddie) Baez. Eddie is bringing B2B sales to a group of people that may not be as aware of it. Subscribe to the Sales Hacker Podcast. We’re on iTunes.

Sales 63

Sales Pipeline Up-sell Start-ups 63

SaaStr

JUNE 27, 2019

Thank you to the SaaStr Team for having me today. You may have heard the name. Today, we have more than 17,000 customers, including 50% of the Fortune 100, and the 17,000 customers are broken up into what we would call about 2,000 enterprises and you see a lot of our current customers up there. FULL TRANSCRIPT BELOW.

Cross-sell 67

Cross-sell Technology Technology Pitch 67

Gong.io

NOVEMBER 11, 2019

Why should we all be challenging industry “best practices?”. Patty served as chief talent officer of Netflix for 14 years, and is author of ‘ Powerful: Building a Culture of Freedom and Responsibility’ Here are the key takeaways and highlights from that episode. What does an empowering culture really look like?

Finance 48

Finance Strategic planning Strategize Pipeline 48

Sales Hacker

JULY 27, 2020

One of the first rules I learned about writing emails that get responses is to start with one question: Where is your prospect at right now — mentally, physically, emotionally, and historically? Ask yourself: Where do they work? You don’t have trouble finding the right thing to say when you’re asking a close friend to lunch.

Up-sell 96

Up-sell Prospecting Start-ups CRM 96

SaaStr

DECEMBER 3, 2020

To date, they have raised over $73M from some of the best in the business including Sequoia, Kleiner Perkins, General Catalyst and Point Nine to name a few. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader.

Sales 67

Sales Cross-sell Start-ups Growth 67

SaaStr

AUGUST 9, 2019

To date they have raised over $113m in financing from some of the best in the business including Tiger Global, Battery Ventures, Boldstart, Canaan, Cisco, and Redpoint, just to name a few. What have been the dramatic changes that have happened in sales over the last few years? Does this not lead to a consolidatory environment?

Finance 51

Finance X-functional CRM Engineering 51

Heinz Marketing

JUNE 22, 2020

I mean, especially, with where we are now. we have to be able to clarify very articulately and in language, for ourselves and for other people, what exactly is our brand. we have to be able to clarify very articulately and in language, for ourselves and for other people, what exactly is our brand. Thank you for joining us.

Pipeline 63

Pipeline Management Consulting Sales Consult 63

Sales Hacker

MAY 5, 2020

The Muse helps people navigate their entire career journey and companies recruit top talent from a diverse pool of qualified candidates. is a conversation intelligence platform that provides key insights into the sales conversation your team is having every day. What You’ll Learn. The four phases of sales management. We’re on iTunes.

Conversion 63

Conversion Cross-sell Retail Up-sell 63

Veloxy

SEPTEMBER 5, 2023

Whether you’re a beginner, intermediate or inside sales expert, we can all agree on a few things. Today, it’s more of a different dynamic where sales reps listen, empathize, and even kill pitches early if they sense the prospect isn’t interested. As such, you have to be comfortable being uncomfortable. Someone says they’re busy?

Inside sales 130

Inside sales Pipeline Quota Cold Call 130

Sales Hacker

MARCH 2, 2020

Have been recommended by sales professionals. So what are the best sales books for helping you reach peak performance? I’ve pulled together the top 97 books from a range of sales disciplines to give you the information you need to stay relevant, lead conversations, understand the trends — and of course, improve your game. The Challenger Sale.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Heinz Marketing

MARCH 22, 2021

I also ask “why have referrals been so difficult?” Brendon tells what he sees as the difference between having a partner referral introduction approach and what a lot of people think of the sales channel channel approach. Matt: All right. I ask Brendon to talk a little bit about what he’s seen in the market.

Pipeline 131

Pipeline Referrals Angle Sales 131

Sales Hacker

JANUARY 28, 2019

This week on the Sales Hacker podcast , we talk to Jamie Scarborough , Co-Founder of the Sales Talent Agency, one of the largest sales recruitment firms in North America. . What is STA’s DNA PRO model for assessing sales talent. What You’ll Learn. The keys to building your own business as a career sales professional. We’re on iTunes.

Sales 78

Sales Up-sell Start-ups Conversion 78

SaaStr

JUNE 24, 2020

You have to dramatically add to that incomplete feature set in many cases. I thought folks got out-sold, lost to the competition, and even failed to evolve. But I didn’t get that apps with happy customers, and some real traction, could fall out of product-market fit. But they do. One reason is low NPS and a poor product. Founder drama.

Product 145

Product Start-ups Growth Closing 145

Openview

SEPTEMBER 28, 2017

companies spend over $900 billion on their sales forces – three times more than they spend on all advertising media. However, sales teams deliver only 50% of the revenue performance that their strategies and sales forecasts have promised. All great salespeople set aggressive goals for themselves and excel when challenged.

Commission 68

Commission Sports Sales Quota 68

Hubspot

MAY 3, 2018

Where Will Sales Be in Five Years, and Where Has It Already Changed the Most? Where Will Sales Be in Five Years, and Where Has It Already Changed the Most? For instance, if you have a call with a client, your software will automatically send a personalized call confirmation reminder. Here are their answers.

Sell 99

Sell Inside sales Sales Education 99

Outreach

MAY 23, 2019

You don’t need a crystal ball to see where B2B sales is going. For its most successful practitioners, B2B sales is fast becoming a fusion of technology, transparency, and talent — all optimized to pamper customers with decision-bending experiences. And why not? And once you’ve updated your playbook — boom! —

B2B 80

B2B Quota B2C Referrals 80

Sales Hacker

OCTOBER 13, 2020

Today on the show we’ve got Ryan Walsh, founder and CEO of a company called RepVue, a place where you can get objective third-party information. If you missed episode 130, check it out here: Turning Junior-level Talent into Top Sales Professionals with Eddie Baez. Before we get there, we have two sponsors. We’re on iTunes.

Quota 96

Quota Campaign Start-ups Consult 96

Hubspot

SEPTEMBER 17, 2018

In addition, a Facebook executive recently predicted that the platform will be all video in less than five years. It’s produced by all teams, in a conversational, actionable, and measurable way. Video can be versatile tool for salespeople throughout the entire customer buying journey, and it can do much more than increase engagement.

Angle 101

Angle Objectives and Key Results X-functional CTR 101

Sales Hacker

OCTOBER 27, 2020

All about patience, longevity, and tenure on a team [23:24]. I can tell you, having run enterprise sales organizations for complex technology, RFPs are a pain in the ass to complete. If you missed episode 132, check it out here: The Internal Game: Coaching Your Way to Success in Sales with John Mark Shaw. We’re on iTunes.

Contract 74

Contract Sales Pipeline Promote 74

Gong.io

APRIL 15, 2022

Imagine a world where you had a single, full, real-time, unfiltered, unopinionated source of truth. You get it all. . That’s all. This enables us to improve the skills of our reps, enhance the conversations we are having every day, drive greater customer success, and advance our vision of economic opportunity.”.

CRM 62

CRM Pitch Up-sell GTM 62

Gong.io

APRIL 9, 2019

Let’s say you have a 60 day sales cycle. If you have ONE great sales coaching session with a rep, you’ll see RESULTS in 60 days. Today’s salespeople expect MORE from their employers. All they wanted was a good territory and a motivating comp plan. Millennials are a different breed of salespeople. It’s a must-have.

Objectives and Key Results 121

Objectives and Key Results Sales Territory Quota 121

SaaStr

APRIL 18, 2019

He also discusses all the trials, errors and successes he had throughout all of his previous startups. And my education, I went to MIT to study mechanical engineering, and I think I would have thought I was going to go into the pump business like my father. Want to see more content like this session? FULL TRANSCRIPT BELOW.

Up-sell 65

Up-sell Hospitality Start-ups Pitch 65