Martech

FEBRUARY 4, 2022

And the data was telling: 90% of marketers surveyed said they wanted to target customers through customized approaches, using personalized campaigns and sales outreach. Britt sees these areas as opportunities to move leads faster through the sales funnel, which can hopefully increase deal sizes throughout the process.

GTM 118

GTM Pipeline B2B Campaign 118

Partners in Excellence

OCTOBER 31, 2018

A sales manager was whining to me, “My sales people don’t do what I tell them to do! How do I get them to do the things I want them to do?” ” This is actually where there are great disconnects between managers and their people. The process doesn’t stop there. How do we do this?

Meeting 86

Meeting CRM Gaming Process 86

Sales Hacker

SEPTEMBER 20, 2021

Most businesses don’t use lead scoring, which is the process of ranking leads based on criteria like how they discovered your brand or what industry they’re in. When the first wave of lead scoring solutions was built, they were designed in a data-poor world where computing itself was a cost.

Lead generation 99

Lead generation B2C Follow-up Start-ups 99

Martech

DECEMBER 6, 2021

There’s one thing we all have in common: The desire to maximize the impact of our marketing operations. You’ll have to keep in mind that it takes time to save time, so be sure to make time to incorporate new processes and frameworks. That’s where RACI charts come in. Ensure confidence during crunch time. C – Cohesive.

Click Through Rate 97

Click Through Rate High impact Consult Campaign 97

Partners in Excellence

MARCH 28, 2014

Most sales people I speak with claim they have a plan–often I think they thought they had a plan, but really didn’t. But whether they do or don’t so many sales people get off course in their sales efforts. Maybe our plan was to do the same thing we’ve always done with every customer in the past.

Process 94

Process Up-sell Presentation Start-ups 94

Highspot

JANUARY 2, 2023

You already know a solid sales strategy can lay the groundwork for a successful, cohesive sales organization. But we’re here to show you how implementing a plan for sales enablement sets the stage for your sales strategy to align seamlessly with your sales goals. What Is Sales Enablement?

Sales 75

Sales Quota Cross-sell Pitch 75

Anthony Cole Training

NOVEMBER 19, 2012

I started this series of blog post on the 3 Must Haves For High Performance Sales Teams with #1 Prospecting DNA. possessing the DNA of qualifying means your sales people ask questions, those question will be the right questions, asked the right way at the right time. . #2 This does not minimize the Closing DNA.

Closing 170

Closing Appointment Presentation Sales 170

Hubspot

MAY 22, 2018

How does the budget signoff process work? How would the decision process work with an offering like this? What hurdles could crop up and derail this project? Based on what you've seen so far, do you think our offering could be a viable solution for your problem? 21 Sales Qualification Questions.

Prospecting 101

Prospecting Sales Legal Up-sell 101

Gong.io

JULY 13, 2022

We’ll even share some SNAP Selling questions you can use to dial in your sales team. SNAP Selling is a sales framework that helps sales reps bring value to today’s overwhelmed and frazzled buyers. As with any sales methodology , there are tons of moving parts, and the SNAP Selling methodology is no exception.

Sell 62

Sell Objectives and Key Results Prospecting Up-sell 62

Highspot

JANUARY 2, 2023

You already know a solid sales strategy can lay the groundwork for a successful, cohesive sales organization. But we’re here to show you how implementing a plan for sales enablement sets the stage for your sales strategy to align seamlessly with your sales goals. What Is Sales Enablement?

Sales 52

Sales Quota Cross-sell Pitch 52

Partners in Excellence

JULY 21, 2013

It took my wife and I 30 minutes to get them to “pose.” Trying to get the cats, individually, to do what I want them to do really hit and miss—but getting them both to do something is……… Well, anyone who has been around cats knows this is Mission Impossible!

Customers 95

Customers Cross-sell Meeting Process 95

Partners in Excellence

JULY 8, 2014

It may be fun for a birthday party, but it’s never fun in sales. It means that somehow our carefully thought out approach has suddenly been thrown into disarray. In the least we have to regroup and rethink our strategies. Ideally, if we are facilitating the customer buying process, we help drive the direction.

Process 95

Process Up-sell Start-ups Customers 95

Sales Hacker

JUNE 22, 2020

Does this question sound familiar… “Actually, can you make this out to our CFO?”. But in today’s current economic climate, CFOs are highly skeptical of where their company’s money is being spent. This is why, when they get that random DocuSign in their inbox, they archive it, move on, and indirectly kill your deal.

Pitch 104

Pitch Up-sell Strategize Finance 104

Lead Fuze

JULY 13, 2021

Worrying about how to handle sales rejection? In time though, you’ll get used to it and realize that it’s part of the business. For now, let’s first talk about what sales rejection is. . What is a Sales Rejection? You’ve been rejected a number of ways in life before you even got into sales, right?

Objectives and Key Results 98

Objectives and Key Results Drivers/motivators Angle Pitch 98

Gong.io

MAY 12, 2019

Google sales tactics and you’ll get plenty of articles with solid offerings. And a massive YES to specific sales tactics backed by data. They have precise sales tactics , right down to the words you should (and shouldn’t) use at each stage of your sales process. How did it get a toehold in sales?

Cold Call 107

Cold Call Objectives and Key Results Price Negotiate 107

Sales Hacker

APRIL 21, 2020

When I first wrote this article, we were in a very different place, with unemployment at an all-time low and sales hiring a top priority. Part two of this scorecard series will help you create a sales interview scorecard to land that sales role you’ve been dreaming about. Can you ever be sure you’re hiring the right salesperson?

Objectives and Key Results 94

Objectives and Key Results Cross-sell Sales Clients 94

Partners in Excellence

JANUARY 25, 2015

It’s that time of year again, there are lots of posts around the popular research that indicates, “Customers aren’t engaging sales until they are, 57, 70, 90 (depending on the research you read) through their buying cycle.” Customer can’t afford to wait to engage sales professionals late in their buying process.

Customers 98

Customers Manufacturing Education Consult 98

Hubspot

MARCH 18, 2019

Key account management is the process of building long-term relationships with your company's most valuable accounts. But if you use the right key account strategy, you'll reap greater sales volume and long-lasting strategic relationships. How transactional is your sales process? How transactional is your sales process?

Account management 88

Account management Objectives and Key Results Cross-sell Non-Profits 88

Partners in Excellence

OCTOBER 22, 2012

As sales people, we take our responsibility to sell very seriously–sometimes too seriously and we have a tendency to push or pressure the customer inappropriately. However seriously we take our responsibility to sell, it’s really meaningless until the customer accepts their responsibility to buy.

Strategize 91

Strategize Up-sell Process Sell 91

SBI

NOVEMBER 8, 2017

And they want to boost their companies — and hopefully their own careers — in the process. If the prospect can’t get the equation to work, then it shouldn’t be a surprise that 58% of deals stall in the middle of the funnel. We as sales enablers need to recognize this fact and act accordingly. Your prospect has a tough job.

Prospecting 55

Prospecting Process Service Sales 55

Sales Hacker

JULY 17, 2019

Are you in sales and looking to get promoted into management? Now, look at his advice: To become a sales manager, you essentially need to become an extension of your HR team — something every employee can do to make a positive impact on the organization. Keep reading to get: Stories from 6 new sales managers.

Promote 79

Promote Quota Sales Consult 79

Hubspot

MARCH 7, 2019

Your HR and recruitment teams need to focus on psychology that suggests implicit biases may affect your hiring process. Research has found three areas where it's critical for senior leadership to be aligned -- energy and development passion, future-focused leader skills, and views on company culture. Recruitment and psychology.

Drivers/motivators 69

Drivers/motivators Technique Consult Presentation 69

Pointclear

MARCH 22, 2018

I spend a lot of time on the phone talking to prospects about the value of informed conversation; the value of an automated cadence with built-in analytics capabilities; and the value of agile lead management processes that let marketing apply learnings to do an even better job of providing the leads sales needs. Our people do as well.

Sell 63

Sell Objectives and Key Results Cross-sell Price 63

Sales Hacker

NOVEMBER 16, 2023

No Person is an Island It is rare in B2B sales for a single buyer to make a noteworthy purchase in a vacuum, and according to the Harvard Business Review software purchases greater than $100k involve on average eight stakeholders. Going beyond the ICP Knowing your ICP definition is only half the battle in the sales process.

Objectives and Key Results 87

Objectives and Key Results Engineering B2B Start-ups 87

Salesforce

JANUARY 18, 2024

What your process is matters.” Think of your sales process like a map. It shows you how to get from point A in the sale (finding your prospect) to point Z (closing the deal), highlighting necessary steps along the way. Without it, you get lost, fumble, or stall out. Why is a sales process important?

Process 59

Process Real Estate Objectives and Key Results Cross-sell 59

Sales Hacker

JANUARY 9, 2023

My first day in B2B sales, I onboarded with an account executive who was part of my new company’s enterprise sales team. Instead of tipping him off to my ineptitude, I consulted my best friend, who was also in sales. Instead of tipping him off to my ineptitude, I consulted my best friend, who was also in sales.

Referrals 92

Referrals Contract Sales Up-sell 92

Partners in Excellence

JANUARY 20, 2015

Where micromanagement has little to do with either of those things, and is probably rooted in lack of trust or respect. As a sales person, it’s the details that make huge differences in results and outcomes. We have to understand the complex dynamics between buyers and between our organization and the buyers.

Territory 104

Territory Trust Pipeline High impact 104

Sales Hacker

MAY 26, 2020

Many sales leaders are already preparing for a future where effective virtual selling is a normal, ongoing business practice. A business continuity plan is a process of creating a system or plan for your company to survive crises and recover. However, this requires buy-in from the sales professionals. Fast Implementation.

Sell 88

Sell Sales Up-sell Contract 88

ConversionXL

NOVEMBER 13, 2019

I asked more than a dozen successful agency CEOs to share how they’ve navigated critical moments—getting started, landing (and keeping) clients, scaling teams, and marketing their agency. It was a retained piece of work where each month was worth about as much as our biggest projects had been in total up to that point.

Referrals 110

Referrals Clients Networking Growth 110

Outreach

MARCH 25, 2019

Welcome to the definitive guide to sales pipeline management! This guide provides a high-level overview of all things pipeline-related, including: Why is a sales pipeline important? What are the sales pipeline stages? Sales pipeline definition. The different stages that comprise a company’s sales cycle or process.

Pipeline 65

Pipeline A/B testing Non-Profits Sales 65

Hubspot

FEBRUARY 23, 2017

As important as creativity is to an agency's success, no great work can be produced without a great process. Your team, however, might be harder to sell on adopting a design process. To develop a sustainable process for your design team, everyone at your agency needs to play a part. Did the project exceed budget?

Growth 67

Growth Process Strategic planning UX 67

SaaStr

JUNE 25, 2019

Building a company made up of distributed teams presents a plethora of complex challenges that can derail productivity and impact employee retention. We got a chance to celebrate our initial public offering on the New York stock exchange back in September, which was a really exciting time for me.

Engineering 57

Engineering Start-ups Trust Territory 57

Sales Hacker

FEBRUARY 8, 2018

In this article, I will breakdown how to run effective discovery calls within the sales process, in just 7 easy steps. It’s no secret that discovery is one of the most crucial parts of any sales opportunity, and ultimately – delivering demos without this vital component is likely to be a wasted activity.

Objectives and Key Results 82

Objectives and Key Results Sales Prospecting Pitch 82

ConversionXL

NOVEMBER 13, 2019

I asked more than a dozen successful agency CEOs to share how they’ve navigated critical moments—getting started, landing (and keeping) clients, scaling teams, and marketing their agency. It was a retained piece of work where each month was worth about as much as our biggest projects had been in total up to that point.

Referrals 49

Referrals Clients Networking Growth 49

ConversionXL

JUNE 26, 2017

Dunning–Kruger effect is a cognitive bias where someone is so incompetent that they don’t know that they are incompetent, they think they are tremendous. Teach your sales & customer support team to send helpful content from the blog. Sales/support follow up with useful content. Qualitative surveys: get answers to Why.

UX 85

UX Cross-sell A/B testing Government 85

Partners in Excellence

JULY 5, 2016

All of us, customers, sales people, marketing, customer service—everyone, daily face a number of converging forces which adversely impact our own and our organizations’ performances. But fast forward to today, organizations, our customers and ours, are running very lean.

Networking 52

Networking Technology Technology Engineering 52

Sales Hacker

APRIL 28, 2020

This week on the Sales Hacker podcast, we speak with Lori Richardson , founder of Score More Sales. Loris is passionate about pursuing, advocating, and furthering the cause of female sales leadership and helping women advance through their careers. We talk about what makes a great sales person. Our sponsor is Outreach.

Up-sell 71

Up-sell Sales Consult Start-ups 71