Martech

JULY 16, 2024

Let’s delve into the key methods they employ to engage customers, boost sales, and ultimately increase your profitability. The prospect of earning rewards motivates customers to choose a particular brand over competitors, especially when they are close to reaching a reward threshold. So, how do these programs actually generate income?

Cross-sell 107

Cross-sell Drivers/motivators Strategize Promote 107

SaaStr

MARCH 23, 2025

5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. I really liked this one and wanted to write up a few more learnings. It’s a commission-driven role.

GTM 96

GTM Territory Pipeline Growth 96

Sales Gravy

OCTOBER 24, 2024

On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales. Balancing Quality and Speed: Sales teams often struggle to balance quality with pipeline velocity.

Pipeline 98

Pipeline Launch Sales Up-sell 98

Hubspot

JANUARY 14, 2025

Have you ever wondered what sets top sales performers apart from the rest? All sales champions employ specific strategies and have particular mindsets that allow them to constantly drive deals forward. Table of Contents: What is a sales champion? How to Attract and Engage a Sales Champion Want to Seal a Deal?

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

SaaStr

OCTOBER 25, 2024

When Marc Benioff started Salesforce, he codified the sales playbook. Then Mark Roberge , former Hubspot CRO, wrote The Sales Acceleration Formula with deep insights into quota structures. For the subsequent ten years in software, we’ve optimized every little bit of how we sell it. It isn’t predictable.

Go To Market 133

Go To Market Quota GTM Price 133

Veloxy

JANUARY 2, 2024

As a sales leader, your efforts directly impact the company’s stability and growth. However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. However, it’s not due to a lack of effort by the sales team.

Product 246

Product Territory Objectives and Key Results Sales 246

Sales Gravy

FEBRUARY 20, 2025

In sales - especially in product knowledge training - were taught from day one how to pitch, how to present, and how to overcome objections. But too often we forget one of the most basic truths in sales: The more you listen, the more you learn. Silence shutting up and listening is your secret weapon.

Up-sell 50

Up-sell Sell Pitch Trust 50

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. Start here: Speed up your selling activities in a few clicks If you’re using another sales acceleration software, most of the principles will still apply.

Sales 290

Sales Quota Up-sell B2B 290

Veloxy

NOVEMBER 30, 2023

Despite discussions of outside sales dying, field sales are far from obsolete. Outside sales remain invaluable to companies, even as we move towards hybrid models. A 2023 study revealed that field sales teams outperformed their inside counterparts by 14%. In this guide, we’ll explore field sales enablement in-depth.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Cerebral Selling

FEBRUARY 23, 2025

When it comes to sales discovery, reps are often trained to ask basic, surface-level questions about the customers needs. The issue with these questions is that they fail to provide a sense of depth and insight into arguably the most important motivation behind the customers decision to even look at solutions; their problems!

Customers 130

Customers Objection handling Strategize Negotiate 130

Martech

JULY 11, 2024

Again, from ZoomInfo: “Identify interest: Purchase-intent signals help identify which companies are actively researching your solution before they fill out a form on your site or engage with your sales and marketing teams.” First, pull data from your sales and marketing systems at the account level. Pull data on 10 accounts to start.

B2B 131

B2B Cross-sell Drivers/motivators Pipeline 131

SaaStr

MARCH 25, 2025

In SaaS, its easy to assume that virtual selling has completely taken over. Hyrid and work-from-home made it the default paradigm for many in B2B sales. Splunk is very enterprise and its CRO also sees 3x the conversions when they show up in person. After all, Zoom is efficient, email is scalable. Slice does much of the same.

Conversion 76

Conversion Territory Referrals Inside sales 76

STAR Results

JUNE 3, 2020

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Now is the time to get sales on track. Even though we are still social distancing and face to face selling may not resume until 2021, you are still responsible for sales results. Doing nothing is not an option! Coaching (Remotely).

Closing 247

Closing Objectives and Key Results Sales Follow-up 247

Veloxy

NOVEMBER 6, 2023

Many sales teams find themselves juggling multiple tools, each promising to be the silver bullet for sales success. Yet, instead of streamlining operations, this often leads to confusion, inefficiencies, and a longer sales cycle. Let’s start on this journey to simplify, consolidate, and elevate your sales process.

Sales 289

Sales Strategize Gaming Up-sell 289

Sales Pop!

OCTOBER 18, 2021

It is curious as to why many people in the sales profession ignore conventional wisdom. Time and again, we witness people cutting off others as they speak, making assumptions that have no bearing, and focusing on the sale while ignoring the prospective customer staring them in the face. Focus On The Smooth Sale.

Referrals 211

Referrals Sales Repeat business Drivers/motivators 211

Hubspot

JANUARY 8, 2025

Youre selling something to someone who just wouldnt budge. If I just described a familiar struggle one you might know all too well Im here to share a solution that might be the answer to your prayers: Gap selling. Truthfully, gap selling takes patience, practice, and persistence to master. Lets get into it.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

Veloxy

APRIL 19, 2021

Outbound sales has been a staple in the business for ages now. For those of you new to outbound sales, here’s what the process basically involves. Sales reps reach out to prospects and deliver pitches with the hopes of gaining customers. There are numerous advantages that come with outbound sales.

Teamwork 245

Teamwork Outside Sales Cold Call Sales 245

Veloxy

JUNE 23, 2021

As any business will attest, there’s no greater feeling than when your company grows and reaches a point where you need to expand your inside sales team. Naturally, more salespeople means more sales which translates to more revenue. According to the Harvard Business Review, the average annual turnover in sales is about 30%.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Martech

JUNE 3, 2024

At its core, personalization taps into five fundamental human motivations that help brands acquire and retain customers. More than likely, you picked up on nonverbal cues and steered the conversation toward topics you had in common with the individual. Andrew ended up picking up the tab for Iqram that weekend.

Drivers/motivators 113

Drivers/motivators Customers UX Commission 113

Search Engine Land

JULY 16, 2024

Let’s delve into the key methods they employ to engage customers, boost sales, and ultimately increase your profitability. The prospect of earning rewards motivates customers to choose a particular brand over competitors, especially when they are close to reaching a reward threshold. So, how do these programs actually generate income?

Cross-sell 72

Cross-sell Drivers/motivators Strategize Promote 72

Veloxy

DECEMBER 28, 2023

The world of sales is vast, and if you’re a sales professional, you’ve likely been exposed to both inside and outside sales roles. However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Sales Pop!

FEBRUARY 27, 2022

What was the original purpose of sales? Let’s go back in time and look at a fundamental of sales that all salespeople should understand: economy. Sales had its origins in the exchange of goods, before the time of currency. Salespeople must have a good grasp of who they are selling to with regard to preferences.

Cross-sell 235

Cross-sell Sales Pipeline Represent 235

Veloxy

MARCH 23, 2023

We’re living in an era where sales has the richest technology stack and set of professional capabilities than ever before. Yet, the sales organization is failing to crush their quota, let alone hit it. This blog post is your comprehensive guide on how to hit and crush sales quotas in 2023 and beyond. What is sales quota?

Quota 246

Quota Profit margin Non-Profits Teamwork 246

Partners in Excellence

DECEMBER 4, 2024

What causes you to keep it up? It’s always been this, “I get up every morning and do my hobby. From an entry level sales position, through promotions into all sorts of senior and leadership jobs, I found myself pursuing my passions. And they also make very good money, but that’s not the driver of the work.

Sports 127

Sports Drivers/motivators Growth Promote 127

Hubspot

MARCH 12, 2025

Buyers face the same challenge every day, making simplicity a superpower in sales. SNAP Selling is designed to help you cut through the noise and make buying easier for prospects. Lets take a look at the basics of SNAP and how you can start using it in your sales cycle. Table of Contents What is SNAP selling?

Sell 61

Sell Objectives and Key Results Pitch Sales 61

Hubspot

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. And even with revenue up in 2024 , reps are still struggling to meet their sales goals. Getting stuck on YTD sales. Projecting a sales cycle ahead of time gives sellers a better chance of making their numbers.

Meeting 66

Meeting Pipeline Quota Sales 66

Sales Pop!

MARCH 17, 2023

Sales enablement is a process that helps businesses equip their sales teams with the resources, tools, and information they need to improve their performance and close more deals. In today’s competitive market, sales enablement has become an essential strategy for any business that wants to stay ahead of the competition.

Cross-sell 212

Cross-sell Technique Pipeline Sales 212

ClickFunnels

OCTOBER 6, 2021

The post How To Sell Anything – A Practical Guide To Better Sales appeared first on ClickFunnels. Jordan Belfort and his blockbuster movie, The Wolf of Wallstreet, popularized the idea of being able to sell anything to anyone, a la “sell me this pen.”. Of course, that’s an oversimplification of the sales process.

Sell 215

Sell Up-sell Negotiate Follow-up 215

ClickFunnels

OCTOBER 22, 2021

The post 11 Tips For Building An Explosive Sales Funnel appeared first on ClickFunnels. And a sales funnel is just a systematic way of creating these direct response marketing experiences — except it’s done online and on autopilot. Here are some tips for creating explosively successful sales funnels. Drive High-Quality Traffic.

Objectives and Key Results 248

Objectives and Key Results Sales Non-Profits Follow-up 248

Sales Gravy

MARCH 9, 2025

A Winning Message for Sales Winners Last week I delivered a keynote at a large company's Presidents club event. These sales professionals are the best of the best. The Bees Knees in the words of their VP of Sales. They are already motivated. It happens to Presidents club winners and every day sales reps.

Pitch 97

Pitch Drivers/motivators Up-sell Engineering 97

Veloxy

APRIL 12, 2023

Are you interested in a career in solar sales? But selling solar isn’t easy – it requires knowledge, skill, and persistence to convince customers to invest in this renewable energy source. In this article, we’ll share 20 solar sales tips to help you close more deals and become a successful solar salesperson.

Referrals 246

Referrals Finance Objectives and Key Results Sales 246

Veloxy

JANUARY 20, 2023

Much has been said and written about the human side of selling. In this blog post, you’re going to learn about business anthropology and how it’s best applied to your everyday life in sales. But why should you understand cultural and business anthropology as it relates to sales? What if the answer was this: Be more human.

Sell 246

Sell Quota Sales Cold Call 246

Sales Pop!

SEPTEMBER 2, 2021

The global economy is constantly evolving, so students must stay active to keep up with life’s ups and downs. School may take up a lot of your time. Your work may include converting Excel spreadsheets, transcribing audio, simple data entry, setting up meetings, etc. Flip Websites And Sell. Don’t waste time.

Transportation 196

Transportation Drivers/motivators Networking Commission 196

Cerebral Selling

JANUARY 14, 2023

This guest post was written by Alex Cook , Manager, Enterprise Sales at Klue. Year-end can be the most exciting time in sales. You could also be well behind your quota, struggling to stay motivated and worried about job security. That means that across your team, the levels of individual motivation and satisfaction is variable.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

Sales Pop!

DECEMBER 23, 2021

Your hybrid sales team performs well, but there is always room for improvement. With the right approach, you can help your hybrid sales team reach its full potential. Now, let’s look at five tips to improve sales across your hybrid sales team. Give your hybrid sales team the support it needs to succeed.

Sales 230

Sales Contract Drivers/motivators Growth 230

Veloxy

MARCH 8, 2021

A sales rep going through their regular day will need to prioritize their efforts so they’re utilizing their time and resources efficiently. It determines just how qualified a prospect is so that reps can focus on selling to fit prospects. Sure, it’s important to get a sense of who we’re going to sell into. 4: Timeline.

Sales 242

Sales Prospecting Contact Drivers/motivators 242

Iannarino

JULY 21, 2021

You best approach to differentiating yourself from your competition is enriching the sales conversation. These problems, he concluded, should motivate me to fire my current partner and switch to his company. You need to make sales. But you don’t have a sales manager who can give you the time and attention you need.

Cold Call 301

Cold Call Cross-sell Gaming Clients 301