Sales Hacker

JUNE 12, 2024

Elizabeth Pemmerl currently serves as GitHub’s Chief Revenue Officer, where she oversees all facets of the company’s go-to-market strategy and customer engagement, including sales, support, and operations. Brought to you by Orum.

GTM 125

GTM Engineering Growth Cross-sell 125

Martech

SEPTEMBER 16, 2024

Improve the conversion rate of leads to opportunities by 15%. Field marketing Role: Tailor marketing strategies for specific geographies or customer segments, aligning sales and marketing efforts. Field marketing Role: Tailor marketing strategies for specific geographies or customer segments, aligning sales and marketing efforts.

Go To Market 61

Go To Market Objectives and Key Results A/B testing Territory 61

Partners in Excellence

AUGUST 12, 2021

Buying is shifting from being sales led and digitally supported, to digitally led and sales supported. We have to redesign our entire sales and marketing processes to meet our customers where they want to be and how they want to buy.

Sell 153

Sell Sales Up-sell Sales Support 153

Sales Pop!

AUGUST 29, 2024

This style less likely intimidates and more likely invites customers into relaxed and open conversations. This may imply that an introverted store clerk allows customers to feel comfortable enough to share more about their hidden intentions, which may well translate into sales.

Construction 130

Construction Repeat business Referrals Strategize 130

Adaptive Business Services

APRIL 9, 2025

Hes likely to appreciate an energetic approach that matches his own proactive, outgoing style, especially in conversations that foster a connection or explore shared interests. Show how your offering can deliver measurable results, enhancing the effectiveness of his CRM training and sales support. Suggested Pace : Fast pace.

Electricity 71

Electricity CRM Relationship building Clients 71

Sales Pop!

DECEMBER 17, 2021

They have allowed companies to convert leads to customers faster while reducing lead conversion costs. This guide will walk you through a few ways businesses use chatbots to automate their sales processes. You can test the value of adding a chatbot utilizing A/B testing and applying CRO to maximize your conversion rate.

A/B testing 130

A/B testing Sales Contact Relationship Management 130

Salesmate

JULY 9, 2020

Your sales pipeline covers every stage of the customer acquisition process from leads to after-sales support to repeat business. To be successful in sales, you need to track specific sales pipeline metrics. To be successful in sales, you need to track specific sales pipeline metrics.

Pipeline 121

Pipeline Contract Sales Territory 121

Partners in Excellence

MAY 30, 2023

We still train our people the way we always have, providing them endless product training and sales skills training (prospecting, qualifying, need identification, proposing, objection handling, closing). But we don’t train them to have business conversations that are meaningful to the customer.

Objection handling 133

Objection handling Quota Entertainment Up-sell 133

ConversionXL

OCTOBER 23, 2015

That’s where qualitative conversion research comes into play. Despite optimizing your lead gen form, which you suspect is the problem, you’re not seeing a major increase in conversions. Conversion research, qualitative or quantitative, is vital. increase in conversions is worth millions of dollars in revenue per year.

UX 122

UX Objectives and Key Results Conversion High impact 122

Salesmate

MARCH 6, 2021

Integrating Live chat with CRM assures that you collect and track all your leads, sales, support or any other issues related with your customers after their chat with you. Help your team sell more by adding new sales leads via Live chat into the CRM and covert them. Sales is about tactics, not just labor.

CRM 116

CRM Pipeline Contact Conversion 116

Partners in Excellence

JULY 8, 2013

My posts, Sales Role Agility and Separating The Challenger Sales Person From Insight Deliv ery, stimulated many comments and conversations. Being able to deliver and defend insightful or challenging conversations across a broad number of business issues becomes difficult. Sales Professional 3.0

Territory 113

Territory Account management Cross-sell Sales 113

Partners in Excellence

APRIL 28, 2021

We will probably see a shift in our engagement strategies from sales led/digitally supported to digitally led/sales supported. This will demand a tremendous need for reskilling the people that do sell.

Sell 128

Sell Cross-sell Up-sell Technology 128

Heinz Marketing

JANUARY 7, 2022

Moving users through product adoption is where marketing and sales can make or break your product-led strategy. You should provide content and sales support to give the customer the resources to succeed. Conversely, product-led companies use their marketing to fuel virality — as the backbone of their marketing strategy.

Growth 119

Growth Product Intrinsic Referrals 119

Partners in Excellence

JULY 5, 2013

And to many sales people are unable to respond. They may not have the depth of experience, the “scars,” or even the business understanding to respond, engaging the customer in ever deeper conversations about their businesses. It seems to be, successfully delivering and defending Insight requires scars.

Pitch 113

Pitch Sales Manufacturing Represent 113

Partners in Excellence

MAY 27, 2021

In your next conversation about Rev Ops, count the number of times you hear the word “customer” in the conversation. We can no longer be Sales led, Digitally supported. Instead, we must reinvent everything around Digitally led, Sales supported. How does it make us easier to do business with?

Strategic planning 133

Strategic planning Manufacturing Legal Finance 133

Sales Pop!

FEBRUARY 23, 2024

Pre-sales engagement: Salespeople can influence customer perception from the very first interaction. Post-sales support: The role of sales doesn’t end with the closing of a deal. Following up, addressing post-sale concerns, and ensuring customer satisfaction are vital for fostering loyalty and repeat business.

Service 147

Service Customers CRM Campaign 147

Hubspot

DECEMBER 8, 2020

Sales dialers save reps time — they accurately and quickly dial numbers and often have other features that make tasks more efficient such as call queues which help prioritize conversations with most-valuable prospects first. Toky’s power dialer calls customers for you so you can focus on the conversation.

CRM 98

CRM Contact Sales Prospecting 98

ConversionXL

NOVEMBER 29, 2018

A freemium or free-trial approach impacts the micro-conversion of an unpaid product sign-up. And optimizing for micro-conversions can undermine macro-conversions, especially if your marketing team never sees what happens after a form fill. Will you still need sales support for some enterprise accounts? Free trial.

Customers 119

Customers Cross-sell Referrals Networking 119

A Sales Guy

JULY 23, 2014

A more sophisticated approach adds in marketing expenses, corporate overhead, direct expenses paid to the salesperson and expenses related to sales support costs. For example, if a salesperson earns $150,000 in total compensation and sells $1.5 million of products and services, his CoS is 10 percent.

Commission 120

Commission Quota Cold Call Sales 120

Spiro Technologies

OCTOBER 13, 2022

Since we only have a certain number of hours each day, it’s tempting to try to keep conversations short and sweet. Taking the time to build rapport with qualified prospects can put you in the driver’s seat for the rest of the sales process, so don’t eschew a long, drawn-out conversation just because the clock keeps ticking.

Pipeline 98

Pipeline Drivers/motivators CRM Sales 98

Sales Hacker

MARCH 8, 2024

Candid, off-the-record conversations — no recordings here. A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. Data from Crossbeam shows that ELG is the third-most cost-effective strategy behind customer referrals and inbound sales. Support on pipeline movement.

GTM 124

GTM Growth Referrals Cross-sell 124

Martech

DECEMBER 1, 2023

Switch off those with poor conversion rates. And rather than hiring another sales rep or BDR, you can automate the process and set up CRM correctly. Let’s explore tactics to make your customer acquisition efforts more efficient with improved sales and marketing processes. 30% shorter sales cycle. Up to 40% higher revenue.

Process 107

Process Customers Appointment Pharmaceutical 107

Partners in Excellence

AUGUST 21, 2020

Average tenure for sales people and managers is down to 16.5 Customer experience and satisfaction with their engagement with sales people continues to go in the wrong direction. Customers, not satisfied with the conversations they have with sales people, look elsewhere to learn and explore new approaches.

Quota 105

Quota Technology Technology Launch 105

Martech

AUGUST 16, 2023

Today’s customers want quick answers, personalized experiences, and zero redundant conversations. With today’s powerful marketing and sales platforms at our fingertips, there’s no excuse for falling short. It’s not just about making a sale. Clunky interfaces and slow responses won’t cut it anymore.

B2B 98

B2B Customers CRM Contact 98

Martech

JANUARY 10, 2024

I’m second-most-comfortable in a panel conversation. If you were marketing a high-tech MRI machine or CT scanner, and you were selling to a technical, medical audience, you had to be conversant with the engineering team. I’ve been in sales support for 25 of my 30 years in marketing.

Electrical Engineering 106

Electrical Engineering Healthcare Electricity Technology 106

A Sales Guy

OCTOBER 13, 2015

Back then I asked for a little bit of help and though it seemed from our phone conversation that they were going to dive in and help. I put your name in our business plan because I feel that if we spend any dollar on outside sales support, which we will, it should be with your organization. Our entire team is thankful as well!

Quota 117

Quota Appointment Negotiate Referrals 117

Pointclear

JUNE 9, 2017

While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. The touch cycle resulted in 6 conversations … and 1 giant opportunity. PointClear is known for its perseverance.

SQL 73

SQL Lead generation Clients B2B 73

Sales Hacker

SEPTEMBER 16, 2021

With the advent of product-led growth – where people can experience a SaaS product with a free self-service account or want hands-on support over several months – evaluations can take different forms, have varying costs to the seller, and require different levels of commitment from buyers and sellers. Guided trial.

Objectives and Key Results 105

Objectives and Key Results Technical Sales Engineering Sales 105

Martech

JUNE 28, 2022

This is no small task, especially when B2B buyers, barraged by untimely automated messages, random cold calls and lackluster outreach from both sales and marketing, are opting out of vendor conversations. B2B marketing expert Tony Zambito calls this the “ Great Buyer Resignation.”

B2B 112

B2B GTM Cross-sell Cold Call 112

Sales Hacker

APRIL 30, 2018

Aberdeen reported that companies with excellent successful sales enablement programs are: 2.2 times more effective at linking sales actions to revenue, 83% more effective at improving productivity using technology, and, 58% more effective at finding, training, and retaining talent. 23% higher lead conversion rate. 4) Process.

Non-Profits 101

Non-Profits Profit margin Quota Sales 101

ConversionXL

MAY 31, 2017

It has always seemed like a given that if your conversion rate is slumping, you could fix it by making some adjustments to your forms (e.g. And while making incremental changes to your forms can boost conversion rates in the short-term, what happens when there’s a fundamental shift in the way people prefer to buy? Image Source.

Lead generation 91

Lead generation Campaign Follow-up Conversion 91

Sales Hacker

NOVEMBER 26, 2019

If you want to double, or even triple, your conversion rates, this talk is a can’t-miss. Conversations with Women In Sales Podcast Host. Discovery is one of the most important steps in the sales process, because this is where you build the foundation for everything that comes after. REGISTER NOW.

Gaming 130

Gaming Objectives and Key Results Sales Up-sell 130

Hubspot

FEBRUARY 5, 2019

When the live chat sales team reached out to us, we knew we needed to make the team more efficient. Live chat in-and-of-itself wasn't a problem -- but, unfortunately, we weren't tailoring the conversations to the visitor and their problems. We interviewed and observed the sales team to understand their experience with chat.

CRM 78

CRM Prospecting Start-ups Conversion 78

Heinz Marketing

MARCH 28, 2022

This week’s show is called “ The New Rules for Managing Remote & Hybrid Sales Teams “ My guest is Robert Gitell , VP of Global Sales at LawVu. Join in on our conversation to learn about how to navigate the transition between pre-COVID and post-COVID sales leadership, management and organization.

Pipeline 115

Pipeline Territory Legal Sales 115

Salesforce

OCTOBER 4, 2022

In a recent conversation with my retired cousin, I noticed she still referred to tech companies as “dot-coms.” While my cousin quickly adjusted and added “tech” to her lexicon, I noticed how many of us on Salesforce’s marketing and sales teams aren’t as nimble. The umbrella term has moved to “tech,” short for technology.

Government 98

Government Technology Technology Sales Support 98

Partners in Excellence

AUGUST 16, 2023

For example, most of our Selling Processes are based on a sales led, digitally supported strategy. As a result, we must update our Selling Process to recognize a digitally led, sales supported strategy. So where do Sales Methodologies come in? But customers are changing, preferring a digitally led buying process.

Process 118

Process Sell Sales B2C 118

Heinz Marketing

AUGUST 16, 2021

Had some really fun dinners and fun conversations over the course of the last few years. If you go to vidyard.com/pipeline , you can get a copy of their free high conversion, virtual sales playbooks. It’s just your conversations, we get on the phone for 30 minutes and it’s like, okay, we got to go.

Pipeline 116

Pipeline Sales Go To Market B2B 116