Hubspot

JUNE 8, 2021

If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Sales seems like a fast-paced, hardball kind of career. What's a typical sales career path?

Commission 77

Commission Territory Finance Inside sales 77

Sales Hacker

SEPTEMBER 29, 2023

This week we are peeling back the layers and digging into which marketing channels have been driving the strongest ROI. First, the very important disclosure that marketing spend effectiveness is highly dependent on company stage, industry, ideal customer persona, sales cycle, etc. There is no one-size-fits-all!

GTM 103

GTM Growth B2C Territory 103

Sales Hacker

FEBRUARY 1, 2022

In this episode of the Sales Hacker Podcast, we have Nelson Gilliat , Demand Generation Manager at Brantr Media and Author of Death of the SDR , a book whose controversial central philosophy we discuss. The problems with the SDR to sales handoff. Subscribe to the Sales Hacker Podcast. Welcome to the Sales Hacker podcast.

Commission 92

Commission Quota Assembly Line Sales 92

SaaStr

SEPTEMBER 18, 2023

If you haven’t read it yet, head on over to Part 1 of Ask Me Anything with SaaStr founder and CEO Jason Lemkin to learn about sales in SaaS, how to create great SDRs and AEs, developing an impactful content strategy, and potential SaaS trends for the next 12-18 months. So many get into trouble on burn rate and try to go PLG to fix it.

GTM 94

GTM Niche Account management Up-sell 94

Martech

OCTOBER 11, 2021

“The meeting might be going through to a salesperson, account manager or a CSM. ” Cipirani-Espineira has been in SaaS customer success throughout her career, including in senior account director and VP Customer Success roles at Cision and Medallia respectively. From account management to customer success.

Customers 93

Customers Account management Real Estate Contract 93

SalesLoft

FEBRUARY 19, 2020

REV2020 , SalesLoft’s industry conference about where sales is going , is shaping up to be a truly transformational event. Speaker : Kevin Dorsey, VP of Inside Sales at PatientPop. Attend to hear Kevin Dorsey, VP of Inside Sales at PatientPop, share how to handle objections and bounce back from rejection. .

Inside sales 95

Inside sales Cold Call Territory Drivers/motivators 95

Hubspot

MARCH 21, 2018

Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. Outside or inside sales? So, which go-to-market should you choose?

Outside Sales 94

Outside Sales Inside sales Quota Sales 94

SaaStr

JUNE 6, 2022

Up today: Plaid co-founder and CEO, Zach Perret. Their typical target is developers, and they sell up through the organization. That allows us to have a very different go-to-market strategy. To celebrate 10 years of SaaStr, we’re revisiting some classic podcast episodes. billion valuation.

Account management 97

Account management Engineering Technology Technology 97

Sales Hacker

SEPTEMBER 16, 2019

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity.

Outside Sales 83

Outside Sales Inside sales Profit margin Sales 83

Partners in Excellence

AUGUST 26, 2020

” We don’t talk much about these principles in selling or as managers in leading our people/organizations. In looking at sales and engaging our customers, we spend an inordinate amount of time talking about the What and How. When we identify that, we adjust our engagement strategies showing up where they show up.

Start-ups 96

Start-ups High impact Technique Follow-up 96

Partners in Excellence

FEBRUARY 28, 2022

The products they sell had become highly commoditized. In the past, where there had been significant product based differentiation, over time, with more competition and market changes, everty thing changed. We came up with a number of very simple ideas, that helped their customers better serve their own customers.

Price 85

Price Negotiate Up-sell Start-ups 85

Heinz Marketing

JULY 26, 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. You can even ask Alexa! My name is Matt Heinz. Kris: Yeah.

Pipeline 107

Pipeline Sales Prospecting Campaign 107

Heinz Marketing

SEPTEMBER 26, 2022

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. Tune in to hear more about: The evolution of sales enablement.

Pipeline 52

Pipeline Sales Niche Start-ups 52

Sales Hacker

SEPTEMBER 9, 2019

One of the biggest challenges organizations face (always) is aligning marketing and sales. To take it back a step, if Marketing can figure out how to scale account-based programs, and do it in a coordinated (between Sales and Marketing), measurable way — alignment would easily follow.

Prospecting 62

Prospecting Sales Follow-up Contact 62

Sales Hacker

JUNE 17, 2019

This week on the Sales Hacker podcast, we speak with Kathleen Roberge , Chief Revenue Officer (CRO) at Rocketrip. She’s great at managing people and incentivizing teams. Subscribe to the Sales Hacker Podcast. Thinking Outside the Manager’s Box [08:39]. Thinking Outside the Manager’s Box. What You’ll Learn.

Contract 64

Contract Drivers/motivators Sales Price 64

Sales Hacker

NOVEMBER 24, 2020

Subscribe to the Sales Hacker Podcast. Team selling and why it’s making a comeback [7:43]. Managing Zoom fatigue while working from home [26:56]. Sam Jacobs: On today’s show, we’re talking to a friend, an insightful author and leader, and an expert on sales, Trish Bertuzzi. We’re on iTunes.

Sell 83

Sell Territory Quota Up-sell 83

Sales Hacker

JULY 24, 2018

This week on the Sales Hacker podcast, we feature longtime CRO, Dave Govan to chat about complex negotiations and sales cycles in enterprise sales. He’s currently VP of Sales at Hitachi Vantara and a Founding Member of the New York Revenue Collective. How to act and think like a true sales executive.

Negotiate 42

Negotiate Strategize Sales Pipeline 42

ConversionXL

AUGUST 24, 2021

News declaring it the number one job in sales and marketing, and a median average salary of around $142,000 in the U.S., it’s no surprise that people are looking at how to become a marketing manager. Perhaps you want to move up the ranks at your current company, or maybe you’re looking to change careers.

Promote 141

Promote Campaign Pitch Niche 141

Heinz Marketing

OCTOBER 24, 2022

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. How sales enablement can impact customer facing teams.

Pipeline 43

Pipeline CRM Sales Start-ups 43

Partners in Excellence

JUNE 1, 2020

Possibly one of the most destructive concepts ever introduced into sales is the concept of hunters and farmers. It establishes a go to market strategy that, according to research, doesn’t really work, and absolves sales people of the responsibility for prospecting and constantly looking for new business.

Agriculture 91

Agriculture Prospecting Growth Up-sell 91

SalesHandy

JULY 12, 2022

Generating revenue requires building a successful marketing and sales strategy while keeping customers at the forefront. But not everyone in the market is your customer. “A Any sale is a good sale.” is a common misconception amongst many salespeople and marketers believing they should serve everyone.

Customers 59

Customers Cross-sell Represent Contract 59

Heinz Marketing

JANUARY 21, 2019

By Matt Heinz, President of Heinz Marketing. Late in 2015 we started producing a weekly radio program called Sales Pipeline Radio , which is live every Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Pipeline 69

Pipeline Growth Sales Technology 69

SalesLoft

JULY 11, 2019

In this episode, Jeremey Donovan, SalesLoft’s VP of Sales Strategy, and Stephanie explore the concept of value engineering – what it is and how to implement it. Jeremey: Like you, many of the folks that I’ve spoken to had some sort of hustle growing up. That was a huge change in our sales muscle.

Engineering 45

Engineering GTM Territory Strategize 45

Spiro Technologies

JANUARY 26, 2023

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. We print glassware apparel and then we sell a lot of promotional items as well. What do you see coming up next? Adam Honig: Gotcha.

Customers 52

Customers E-commerce Drivers/motivators Technology 52

Heinz Marketing

JUNE 18, 2018

Are you joining us LIVE for Sales Pipeline Radio , which runs live every other Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. I am also an advisor to innovative start up companies. Patrick: Absolutely.

Pipeline 40

Pipeline Objectives and Key Results Sales B2B 40

SaaStr

MARCH 8, 2019

The age-old sales funnel has worked fine for decades…until now. Why is the sales funnel alone, no longer an appropriate way of thinking about customers? Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low. I’ve come up with a whole new model for describing how you grow.

Cold Call 43

Cold Call Trust B2C Go To Market 43

Partners in Excellence

SEPTEMBER 12, 2012

Everyday I work with organizations and sales people facing very tough issues in working with their customers. Trying to understand the breadth of their products and how they go to market is confusing to them. Do you have differing sales forces selling different products from your company to the same customer?

Up-sell 90

Up-sell Consult Go To Market Price 90

SBI

OCTOBER 29, 2019

Allego and Seismic Form Strategic Partnership to Optimize Sales Readiness with Personalized Content, Learning and Collaboration, All in One Place. New integration between market leaders delivers the benefits of Allego’s sales learning and readiness platform with Seismic’s advanced sales enablement solution. Rowe Price.

Strategic partnership 20

Strategic partnership Strategize Price Technology 20

SaaStr

FEBRUARY 22, 2019

Matt Turck talks with three hyper-growth stage Co-Founders and CEOs on three roadblocks when scaling past $15M ARR: hiring, culture, and sales. Ticket prices go up March 1st! Matt Turck – Managing Director at FirstMark. So we decided to take you to know three specific topics which are hiring, culture and sales.

Up-sell 46

Up-sell Start-ups Clients Growth 46

Sales Hacker

APRIL 16, 2018

In this inaugural episode of the Sales Hacker podcast, we talk with Kiva Kolstein , Chief Revenue Officer at AlphaSense. . In Today’s Episode: How to map your career from individual contributor to manager. Subscribe to the Sales Hacker Podcast. 3) Kiva’s sales story [3:02]. Sales Hacker Podcast—Sponsored by Node.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. We’re often encouraged to hide, toughen up, and bury our emotions. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. What is one a-ha moment you’ve had in your sales career?

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

JANUARY 28, 2020

Maria is one of the top SaaS leaders in marketing, just finished up the CMO Vanna plan, which IPOed. And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Please sign up. That’s exciting. Jason : Yep.

Growth 84

Growth Promote Engineering Up-sell 84

Sales Hacker

SEPTEMBER 2, 2021

Product-led is cool, and we have a desire to move away from sleazy sales tactics, don’t we? Contrary to popular belief, being product-led doesn’t automatically mean you’re anti-sales. It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. What does it mean to be product-led?

Product 97

Product SQL Contract Sales 97

SaaStr

MARCH 8, 2019

The age-old sales funnel has worked fine for decades…until now. Why is the sales funnel alone, no longer an appropriate way of thinking about customers? Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low. I’ve come up with a whole new model for describing how you grow.

Cold Call 19

Cold Call Trust B2C Go To Market 19

Sales Hacker

AUGUST 25, 2023

Now that we’ve officially combined The Sales Hacker newsletter with The GTM Newsletter, we’re almost 60K strong! We’ll continue on our mission to provide real stories/strategies/insights from the best go-to-market operators on the planet, spanning sales, marketing, customer success, operations/enablement, product and hiring.

GTM 52

GTM Contract Cross-sell Account management 52

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? On a recent episode of the Reveal podcast, we connected with MJ McCarthy, VP of Account Management at Everbridge, for answers to these and other questions that are top of mind for revenue leaders. Selling Skills and Account Management.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

SaaStr

AUGUST 20, 2020

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. In Today’s Episode We Discuss: * How Kyle made his way into the world of SaaS and sales and came to be Head of Sales at one of the fastest-growing companies in Figma. What worked?

Sales 80

Sales Price Quota Start-ups 80