ConversionXL

MAY 27, 2022

Sales intelligence platform Cognism cut their lead generation efforts by 90% in 2021. Cognism saw this growth by ditching the linear funnel and delivering value upfront, replacing a traditional strategy that brought them low- or no-intent leads. an ebook); Then you blast them with sales messaging (e.g.,

B2B 124

B2B Cold Call Objectives and Key Results Launch 124

SalesBlog!

JANUARY 23, 2022

Connecting with my network for sales managers a recurring theme transpired. Managers of sales teams all over the country were frustrated with the reaction and response their team members were having to the economic challenges. Maybe they didn’t lead by example? Our nature, typically, is to blame others for our failures. “I

Appointment 52

Appointment Drivers/motivators Networking Follow-up 52

Lead Fuze

DECEMBER 1, 2021

For a few reasons: firstly, there are not enough people available with that skill level; secondly, those who do have the skills usually don’t work for cheap. A qualitative definition of motivation may work for a typical sales person, but is not enough to motivate people in the long-term. of quarterly goal achieved.

SQL 52

SQL Drivers/motivators Follow-up Contact 52

Sales Hacker

MAY 22, 2020

Today’s methodologies and processes give us a lot of different types of leads. We have product-qualified leads , marketing-qualified leads, sales-qualified leads, and many more. As someone who works in sales, handling all these types of leads can be overwhelming and exhausting.

Closing 113

Closing Education Sales Follow-up 113

A Sales Guy

AUGUST 16, 2013

It’s a follow up to my post which, in a nutshell, I said sales people suck. It didn’t happen, well not entirely. ——————– “I agree sales people’s performance is not what it should be. Sales structure, systems and discipline can help. Is that poor salesmanship?

Quota 121

Quota Sales Construction Up-sell 121

Hubspot

MAY 7, 2024

As a marketing business owner whose revenue primarily comes from my writing services, late 2022 to mid-2023 was… unnerving, to say the least. Instead of biting my nails to the bone over what AI could do, I positioned myself as a writer who could do what AI couldn’t. Why do I bring this up in the context of entrepreneurship?

Start-ups 63

Start-ups Teamwork Follow-up Service 63

Sales Pop!

MARCH 5, 2022

It was also perpetuated through some salespeople who didn’t exactly demonstrate honestly and morality, such as the notorious “used car salesman.”. One bad sale and the word will spread very quickly. That salesperson will be out of a job and won’t have prospects who willingly deal with them. From the Inside Out.

Represent 91

Represent Drivers/motivators Entertainment Government 91

Hubspot

JUNE 1, 2021

In the workplace, a marketer with a growth mindset might decide to take a few analytics courses to develop skills related to data, even if her background is more creative in nature. Alternatively, a marketer with a fixed mindset would avoid those courses, claiming "I was never good at math. But what does it mean to be a good employee?

Drivers/motivators 88

Drivers/motivators Promote Growth Construction 88

Lead Fuze

NOVEMBER 30, 2021

Negative emotions we link to sales tend from either a lack of authenticity or an attempt at protecting the ego. In the world of sales, you don’t have to take a call and risk death. You might be thinking “I should have done better, I need to know I’m good at sales.”

Cold Call 52

Cold Call Drivers/motivators Prospecting Growth 52

Lead Fuze

DECEMBER 31, 2021

This is the final week of sales for this month. But, all we need is an end of month sales push. Let this article help you hit the sales. This is a stressful time for many salespeople who may be out of their comfort zone. This is a stressful time for many salespeople who may be out of their comfort zone. Find A Way.

Commission 52

Commission Pipeline Drivers/motivators Sales 52

Sales Hacker

DECEMBER 3, 2020

Sales is a relatively high stress profession, with a fair amount (read: lots) of positive and negative swings. Knowing how to deal with conflict in the workplace is a necessary skill every sales professional should master. Knowing how to deal with conflict in the workplace is a necessary skill every sales professional should master.

Sales 80

Sales Cross-sell Education Conversion 80

Sales Hacker

NOVEMBER 22, 2017

In sales, sellers who cite convoluted reasons to explain poor performance, rather than proactively doing something about it often remain — unsurprisingly — at the bottom of the success ladder. There certainly are a lot of things in sales that make life a tad more difficult. Our marketing team sucks. Our old CRM sucks.

Cold Call 87

Cold Call Quota Technique Pipeline 87

A Sales Guy

JULY 21, 2014

Lead by example. Lead when no one is following. Teach those who want to learn. Share the spotlight with those who helped you get there in the first place. Accept responsibility for your actions, attitude, and influence. Care about others, yourself, and big dreams. Enjoy the journey. Make sure each step matters.

Drivers/motivators 162

Drivers/motivators Consult Growth Follow-up 162

Lead Fuze

JULY 1, 2023

Comprehending the procedure for implementing a Performance Improvement Plan (PIP) is essential knowledge for administrators and HR professionals in any company. It’s not just about identifying underperforming employees, but also about providing them with a structured path towards better productivity levels.

Construction 52

Construction Growth Gaming Promote 52

Xant

MAY 20, 2021

Sales is going through a transformation. We create similar guided experiences for our customers on Playbooks , and we do it in ways that are unique for sales engagement. Sales engagement is somewhat of a commodity. We always say that, but it’s always true. The way we use data, though, is reshaping our experiences in a big way.

Sell 77

Sell Objectives and Key Results CRM Territory 77

Lead Fuze

NOVEMBER 10, 2021

How to Improve Sales Forecasting Accuracy: 5 Tips to Boost Accuracy and Speed. We’re 10 weeks into the forecast, and my sales rep tells me that this $600k deal is now pushed out to next quarter because the buyer went on vacation for two months. You don’t need to be a genius or have incredible sales skills for this.

Pipeline 52

Pipeline Sales Quota Follow-up 52

A Sales Guy

JANUARY 3, 2014

This is a follow up to the 11 Things Great Sales People Don’t Do. There are two sides to sales. The sales people and the those that lead them. Sales people go and sell. The sales leaders, they have to support, direct, lead and motivate the sales team. Great sales leaders don’t sell.

Territory 117

Territory Sales Quota Up-sell 117

Highspot

MAY 8, 2020

In the world of business-to-business sales, coaches are just as essential to ensuring reps have the skills they need to close deals with confidence. Why is sales coaching important? How do you coach and develop a sales team? Top sales coaching techniques. What makes a sales coach great? What Is Sales Coaching?

Technique 78

Technique Sales Negotiate Quota 78

ConversionXL

APRIL 3, 2019

Don’t ask leading questions. Don’t ask how “good” something was; ask how “good or bad,” or simply “how” it was.) Sales calls and demo recordings can plot communication sequences, hierarchies, and help make copy sticky. What a rush—24 speakers over three days at a picturesque resort. CXL Live is an experience. What’s different?

A/B testing 114

A/B testing Objectives and Key Results Referrals Niche 114

Xant

MAY 20, 2021

Sales is going through a transformation. We create similar guided experiences for our customers on Playbooks , and we do it in ways that are unique for sales engagement. Sales engagement is somewhat of a commodity. We always say that, but it’s always true. The way we use data, though, is reshaping our experiences in a big way.

Sell 52

Sell Objectives and Key Results CRM Territory 52

Lead Fuze

DECEMBER 1, 2021

And the time to have a conversation about mental health on your sales team is now. Need Help Automating Your Sales Prospecting Process? LeadFuze gives you all the data you need to find ideal leads, including full contact information. Go through a variety of filters to zero in on the leads you want to reach.

Sales 52

Sales Quota Promote Up-sell 52

Sales Hacker

DECEMBER 5, 2017

Over the past few months, I’ve been constantly talking to VPs of Sales, SDR leaders, and SDRs themselves. SDR vs AE: Vicious Cycle of Blame. Who’s responsible? However this is not when the SDR gets paid commission – a result of a fundamental breakdown in the sales compensation structure.

Cold Call 83

Cold Call E-commerce Pipeline Sales 83

ConversionXL

JANUARY 23, 2019

Instead, poor planning is to blame: Companies neglect to plan a price increase until there’s a financial squeeze or, for the thirtieth time, a customer confides that, “You know, you really ought to charge more.”. What if it’s harder to close sales or generate leads? Your current customers will never be excited about paying more.

Price 121

Price Customers Contract Clients 121

ConversionXL

OCTOBER 28, 2015

More choices can often lead to a worse user experience. It’s become a cliche by now in marketing to judge pieces of content and landing pages by their “ one call to action ,” and for good reason. Well, yes, but there’s a good body of evidence that the more choices we are presented, the less happy we are with the one we make.

Conversion 123

Conversion Price Drivers/motivators Networking 123

Partners in Excellence

FEBRUARY 17, 2014

As sales people and managers, we are often obsessed with the “numbers.” I’m amazed by the number of sales people and managers that really don’t understand their numbers, or how various metrics interrelate. Let’s say we have a 90 day sales cycle. Some look at the daily and weekly activity metrics.

Quota 93

Quota Territory Pipeline Up-sell 93

Hubspot

NOVEMBER 30, 2015

Recently, I’ve come across a question with increasing frequency, that may not be as significant, but is probably even more important if you’re looking to embark upon a journey of accelerated sales growth. There are several advantages of an effective CRM system with the primary purposes being: Building sales efficiency.

CRM 50

CRM Non-Profits Lead generation Growth 50

Pointclear

AUGUST 2, 2012

Ginger is editor-in-chief of Direct Marketing News. Tales of the disconnect between sales and marketing have long been told. Misaligned goals, differing definitions of qualified leads, blame games, and more. We're pleased to have Ginger Conlon join us as a guest blogger today.

Strategic planning 68

Strategic planning Strategize Drivers/motivators Gaming 68

Hubspot

MARCH 12, 2018

Where Sales Prospecting Went Bad. I'm not sure where sales prospecting went bad. I'm not sure where sales prospecting went bad. My theory is that someone applied some math to this whole prospecting sales funnel-y thing and realized that spam is actually a decent prospecting method. Any takers?

Prospecting 101

Prospecting Referrals Sales Up-sell 101

Heinz Marketing

AUGUST 16, 2018

By Matt Heinz, President of Heinz Marketing. How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series, and recently several sales experts (including Anthony Iannarino , Dave Brock and Trish Bertuzzi ) participated as well. Location: Lehigh, Utah.

B2B 41

B2B Product Customers Process 41

Pointclear

JANUARY 12, 2012

Contrary to popular belief, reps don’t need more sales leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Good sales reps are by nature hunters, eager to close in on highly qualified leads for the kill. Moreover, he is jaded from bad marketing practices.

Lead generation 75

Lead generation Territory Represent Sales 75

Partners in Excellence

JUNE 9, 2016

My friend, Mike Weinberg, has been one of the most consistent and vocal spokesperson on the Dysfunction of Sales Leadership. He wrote a brilliant article about this, identifying 8 Sins that destroy sales cultures and results. For a much deeper discussion, make sure you read his book, Sales Management Simplified. (It’s

Sales 50

Sales Manufacturing Finance Pitch 50

SaaStr

JANUARY 28, 2020

Maria is one of the top SaaS leaders in marketing, just finished up the CMO Vanna plan, which IPOed. The panel discussed navigating a future recession, building great office culture, app exhaustion and more. Want to see more content like this? Join us at SaaStr Annual 2020. Jason Lemkin | CEO and Founder @ SaaStr, Inc. FULL TRANSCRIPT BELOW.

Growth 84

Growth Promote Engineering Up-sell 84

The Lost Book of Sales

DECEMBER 30, 2021

Part 1: Uncertainty leading to organization complexity. Leading and managing. "We are past this way of leading." Summary table of contents Click on a link to jump over to a desired section. Introduction. Brief thoughts from reading the book. Execution versus mere activity. Predictable versus an unpredictable environment.

Objectives and Key Results 98

Objectives and Key Results Drivers/motivators Strategize Follow-up 98

SaaStr

AUGUST 16, 2019

Ep 257: Justin Welsh is the former SVP Sales @ PatientPop, the startup that offers the first all-in-one practice growth platform that’s HIPAA-compliant and is proven to grow your practice. During his 5 years at PatientPop, Justin grew sales from $0 to $56m alongside the full build-out of the sales team. Justin Welsh.

Drivers/motivators 56

Drivers/motivators Start-ups Growth Territory 56

ConversionXL

JANUARY 9, 2019

A high-level stakeholder can overrule research-based decisions, designers can clash with optimizers, and the bevy of simultaneous changes can make it impossible to identify which changes are to blame if a redesign performs worse than its predecessor. That knowledge will help you: Create a foundation for an internal research process.

UX 131

UX Process User Experience Technique 131

Sales Hacker

APRIL 16, 2018

On this episode of the Sales Hacker Podcast, we talk with Steve Denton , President and Chief Revenue Officer of Collective[i]. How to adapt in a sales world that is constantly changing. Subscribe to the Sales Hacker Podcast. 4) Steve’s history of sales and getting started [5:15]. Sales Hacker Podcast—Sponsored by Node.

Territory 68

Territory Sales CRM Quota 68

SaaStr

JUNE 14, 2019

241: Dave Kellogg is a leading technology executive, independent board member, advisor and angel investor. Who is involved? What are the clear differences between a good book and a bad book? How does the selection for who receives the book look? Who decides this? 242: It’s the employees’ market.

Strategize 58

Strategize Quota Non-Profits Price 58