SaaStr

MARCH 7, 2021

If you take nothing else away from this A+ post, take away this: The CEO only needs to speak for the first 30 minutes. The very first point though resonated most with me: the CEO should only speak for the first 30 minutes. Why is this so important? It helps you run your company better. You have to. It works. #2.

Presentation 124

Presentation Meeting Start-ups Engineering 124

Veloxy

NOVEMBER 29, 2021

While it checks a lot of boxes for Sales Managers, there’s still a lot of work that needs to be done to unlock Salesforce’s potential to accelerate sales at your company. This is a comprehensive guide, so we invite you to use the table of contents to skip to the juiciest parts. Before you continue reading.

Sales 290

Sales Quota Up-sell B2B 290

Search Engine Land

JANUARY 25, 2024

Combined with other marketing channels, you can become a strong contender for driving brand awareness and generating leads and sales. Combined with other marketing channels, you can become a strong contender for driving brand awareness and generating leads and sales. Is YouTube a good way to advertise? YouTube has 2.1

Objectives and Key Results 108

Objectives and Key Results Campaign Finance Real Estate 108

Salesforce

OCTOBER 10, 2023

Think about the last time you watched a football game. Did the game jump from the first quarter to the fourth, skipping the middle two quarters? It’s no different in sales — only instead of game rules, you use a sales cycle to make sure you’re following the right steps at the right time. Probably not.

Objectives and Key Results 110

Objectives and Key Results Negotiate Sales Technique 110

Hubspot

JUNE 16, 2020

A business proposal can help you prove to clients' that you're the most well-suited to meet their needs, and help you stand out from the competition. Here, we'll explore best practices for creating a social media proposal that will enable you to exceed client expectations and expand your portfolio. Let's dive into that, now.

Clients 101

Clients Proposal Writing Price Legal 101

PandaDoc

AUGUST 9, 2023

But despite being ever-present and necessary for career development, it’s surprising how many profiles don’t receive passing grades. Key takeaways: Your LinkedIn profile can help you reach your desired audience and encourage them to reach out to you. LinkedIn has become the world’s standard professional network.

Networking 83

Networking Legal Cross-sell Teamwork 83

Gong.io

JULY 5, 2022

It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. The B2B sales funnel is a popular method for modeling this journey. What is a B2B sales funnel? . Now, there are a few naysayers who proclaim that “SaLeS fUnNeLs ArE dEaD.” .

B2B 133

B2B Pipeline Represent Sales 133

Veloxy

SEPTEMBER 30, 2021

Did you know that the average businessman or businesswoman receives over 115 emails per day ? In fact, 51% of executives would rather hear from sales reps via phone compared to email, LinkedIn, and in-person visits. What they need is someone who understands the complexity of a sales call, what needs to be said, and how to say it.

Cold Call 211

Cold Call Objectives and Key Results Real Estate Up-sell 211

VanillaSoft

SEPTEMBER 15, 2021

Perfecting the sales process is one of the most effective things a revenue-generating team can do. One of the most crucial aspects of a great process is assigning (and refining) the roles of everyone on the team — from sales development rep to account executive (and anyone who happens to be in between). Your funnel is your friend.

Process 96

Process Sales Appointment CRM 96

Gong.io

DECEMBER 10, 2020

We analyze sales conversations and deals using AI, then share the results to help you win more deals. How many DMs do you have? If you’ve been in sales for longer than 30 seconds, you’re probably been told, You have to get to the decision maker! Sales leaders in every one-on-one? You guessed it. .

Sell 118

Sell Pipeline Up-sell Closing 118

Partners in Excellence

FEBRUARY 27, 2023

Stated differently, any sales person can always hit whatever pipeline goals that are established, for example, my favorite really clueless goal is that you have to have 3X pipeline for it to be healthy (I hope I don’t have to explain why that is clueless.) Give a sales person a pipeline goal and they can always hit it.

Pipeline 62

Pipeline Cross-sell CRM Process 62

SalesProInsider

APRIL 10, 2019

While my focus is on equipping people to increase their conversion rates with collaborative conversations that sell*, that doesn’t matter if you don’t have enough leads or prospects to convert. It’s the hope that, “If you build it, they will come.” Ready to grow your business? So, let’s simplify it. Of course, doing this isn’t easy.

Lead generation 113

Lead generation Cold Call Conversion Referrals 113

Partners in Excellence

JUNE 27, 2018

Too often, sales people skip right over this, going straight to pitching their products/solutions. We see day in sales people’s clumsy outreach to us. We see day in sales people’s clumsy outreach to us. The other mistake, more “sophisticated” sales people do is “selective discovery.”

Process 66

Process Pitch Pipeline Launch 66

Understanding the Sales Force

JULY 15, 2013

Understanding the Sales Force by Dave Kurlan Geoffrey James contributed a terrific piece to Inc.com in May. I''ve criticized some of Geoffrey''s articles in the past but this one, 3 Reasons Why Most Presentations Fail , is really good. Talk about their history and clients instead of their prospects'' issues.

Presentation 98

Presentation Consult Sales Price 98

ConversionXL

MARCH 31, 2021

Agencies looking to grow have traditionally relied on fostering strategic relationships to land deals and increase sales. Customer interviews allow you to uncover: Why they decided to do business with you; Why they love working with you; What other challenges they have in their business; Where they go for new information.

Appointment 127

Appointment Clients Launch Follow-up 127

Sales Hacker

DECEMBER 20, 2021

That begins with knowing what you need, why you need it, and who you need it for. By identifying both your short- and long-term goals, you’ll have a more tangible framework to inform your selection criteria. What are you trying to accomplish with your training? Today, not much has changed.

Objectives and Key Results 96

Objectives and Key Results Customers Technology Technology 96

Hubspot

APRIL 1, 2019

What makes a good sales presentation? An effective presentation tells a compelling story, highlights your value proposition, and aligns with your audience's needs and desires. Hate the thought of doing sales presentations ? Sales Presentation Techniques. They’ll just tell you to take it from the top.

Presentation 100

Presentation Technique Closing Sales 100

Hubspot

FEBRUARY 16, 2022

In sales, it's no different. A good sales hook can prevent your prospect from hanging up the phone, or deleting your email entirely. And a great sales hook can start your entire conversation off on the right foot. And a great sales hook can start your entire conversation off on the right foot. What is a sales hook?

E-commerce 91

E-commerce Pitch Sales Growth 91

Gong.io

AUGUST 22, 2018

“I’m running out of sales training ideas ,” the director of sales told me, a bit embarrassed. “My My job is to upskill the sales team ,” he said. But keeping a calendar of sales training topics has been tough to juggle with everything else I have to do.”. This story is more common than many sales managers care to admit.

Objection handling 92

Objection handling Cold Call Objectives and Key Results Sales 92

Hubspot

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. The more opportunities in your pipeline, the more likely you are to reach or exceed your revenue goals. But what is a sales pipeline and why is it so instrumental to selling success? How to Build a Sales Pipeline.

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101

Hubspot

MAY 29, 2019

So you’ve just been promoted to sales manager -- congratulations! You were a top-performing individual contributor in your previous position, but in your new role you won’t be able to do everything yourself. Before you became a sales manager, you should have thought hard about why you wanted to be a front line manager.

Legal 90

Legal Pipeline Contract Sales 90

Search Engine Land

APRIL 18, 2023

What is right for you? This article will provide an overview of the search landscape and the two key search engine marketing (SEM) tactics, plus five simple questions you can ask yourself to determine where your efforts should be spent. SEO: The pros How can you benefit from SEO? Featured snippets. Top stories (news).

Objectives and Key Results 101

Objectives and Key Results Minimum Viable Product A/B testing Engineering 101

Lead Fuze

JULY 7, 2023

You’ll also learn about enhancing the customer experience through various tactics including prioritizing their needs over profit maximization. You’ll also learn about enhancing the customer experience through various tactics including prioritizing their needs over profit maximization.

Product 52

Product A/B testing Cross-sell Technique 52

Lead Fuze

AUGUST 12, 2021

The Best Sales Podcasts for You This 2021. The ability to listen to an almost inexhaustible supply of training, case studies, and applicable tips via sales podcasts shouldn’t be taken for granted. From individual sales reps to Founders, there are so many great “shows” to help you become better at your job.

Drivers/motivators 98

Drivers/motivators Sales Inside sales Up-sell 98

Partners in Excellence

AUGUST 20, 2017

Recently, reading an article, I was struck by a sentence, “Not every call you make is a sale.” The very first emails, set the tone–they are some variant of, “Let me tell you why you should buy my product.” We rush to make the sale, though the customer is on a different journey.

Sales 54

Sales Process Trust Meeting 54

Hubspot

AUGUST 21, 2023

You have your list of names and phone numbers. Before the end of the day, you need to make 100 calls. Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Now all you need is a cold call script. If you're in a hurry, skip to the script , or download free sales call templates.)

Cold Call 69

Cold Call Objectives and Key Results Hospitality Follow-up 69

Gong.io

JUNE 19, 2018

The Internet is littered with articles about the sales process. It’s the only sales process post based on hard data. We used AI to analyze over 1M sales conversations that span 384,923 deals. Those sales calls were recorded, transcribed from speech to text, and analyzed with AI. Equipping your reps to execute.

Process 103

Process Objectives and Key Results Cold Call Objection handling 103

Understanding the Sales Force

APRIL 17, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted this article in reference to an Inc. This is known throughout the selling universe but sales people still suck at this. Here are my top 6 reasons why. Non-Supportive Buy Cycle (the way that salespeople buy things doesn''t support ideal sales outcomes).

Consult 107

Consult Prospecting Trust Closing 107

Sales Hacker

MAY 3, 2019

This approach makes for a successful movie, but it’s important to remember: Your salespeople are not the bad guys, and you are not Dirty Harry. I recently met with the VP of Sales of a large, publicly traded company who told me that nobody gets fired for missing quota in their company. What are You Driving? Well, do ya, punk?”.

Pipeline 100

Pipeline Objectives and Key Results Closing Quota 100

SalesHandy

NOVEMBER 2, 2020

There’s a lot of potential if you were to conduct Linkedin prospecting and find your next set of customers on the platform. Throughout this article, we’ll learn how to use LinkedIn for sales prospecting. This will help you scale your lead generation, collect more data, and close more deals. How to find prospects on Linkedin.

Prospecting 98

Prospecting Campaign Networking Follow-up 98

Hubspot

DECEMBER 26, 2017

And from where I stand -- as the manager of an inside sales team -- one thing is clear. To be successful next year and beyond, sales development reps need to think outside the box. To be successful next year and beyond, sales development reps need to think outside the box. We’re about to turn the corner into 2018.

Prospecting 101

Prospecting Sales Gaming Inside sales 101

Hubspot

JANUARY 15, 2018

Many salespeople believe they won’t sound good if they read from a sales script. While I agree you should never read from a script when selling , a sales script can greatly improve your results by preparing you with the best questions and lines to say and ask. Or, skip straight to the examples.).

Sales 98

Sales Follow-up Up-sell Prospecting 98

Hubspot

FEBRUARY 20, 2015

Giving presentations can be slightly nerve wracking or incredibly fun, depending on who you are. If you’re part of the group that dreads a presentation or giving a speech, you’re not alone. Do this for two minutes the next time you’re about to enter a situation that might be uncomfortable for you. 1) Body Language.

Presentation 77

Presentation Technology Technology Drivers/motivators 77

Hubspot

FEBRUARY 16, 2018

To break bad habits, begin by defining the behavior you want to change and identifying what triggers that behavior. Then, create a concrete plan for changing the behavior, and ask someone to hold you accountable. My challenge to you? Work habits are regular patterns of behavior you exhibit in your job or place of employment.

Niche 77

Niche Sales Quota Up-sell 77

Lead Fuze

JULY 1, 2023

How to use LinkedIn for sales prospecting is a critical skill in today’s digital marketplace. You’ll also learn about using tools like GMass and Magical App to enhance your outreach efforts. We’ll discuss advanced tools like the LinkedIn Sales Navigator that can significantly streamline your prospecting process.

Prospecting 52

Prospecting Pitch Lead generation Networking 52

CloserIQ

DECEMBER 10, 2018

If you lead an SDR team–or are considering building one–you’re inevitably going to hire some green salespeople. Once you’ve taken the time to hire the right people, it’s in your best interest (and theirs!) You’ll train them on your product and sales process, then put them on the phones.

Pitch 86

Pitch Prospecting Up-sell Conversion 86

Gong.io

MARCH 27, 2018

If you are managing a sales team, your job depends on whether or not your reps hit their number. How do you move those in the middle-of-the-pack to the top? How do you ensure they’re ramped quickly and efficiently? Before you can answer any of those questions, you need to take a few steps backward.

Quota 48

Quota Process Appointment Cold Call 48