Pointclear

MARCH 14, 2011

Looking beyond the science of selling to address the three overlooked components making up the art of selling. Stone also graciously asked me to talk about my work as chair of the Technology Association of Georgia Education Collaborative. Visualize need as the tree that’s fallen into the living room. Let me know!

Lead generation 56

Lead generation B2B Non-Profits Education 56

Lead Fuze

AUGUST 13, 2021

Not to mention that it’s not likely that a great rep will be selling the same thing at the end of their career as when they started. A place that pays you more to sell stuff may end up costing you more to live there. A good way to tell is to pair up the salary of a sales rep and the average salary in that state.

Transportation 98

Transportation Negotiate Sales Healthcare 98

Veloxy

SEPTEMBER 29, 2022

If your prospect hangs up, what will they miss if you followed the plan to call him next week or month? I had a follow up scheduled two weeks from tomorrow, but I can’t wait any longer to tell you about our new product.” I know you told me to follow up in Q4, and we’re a few weeks out from that. And sinker.

Cold Call 147

Cold Call Sales Clients Promote 147

Hubspot

MARCH 11, 2019

Steinfeld has collaborated with some of the most popular artists in the music industry, like Zedd, Florida Georgia Line, and Alesso, to produce three hit song that have all reached the Billboard Hot 100 record chart. Reese’s Puffs was my favorite cereal growing up, so I might be a little biased here. Samsonite's Outerwear.

Market share 101

Market share Trust Up-sell Product 101

Pointclear

APRIL 28, 2015

The origins of the phrase date back to October 28, 1922, during a game between Notre Dame and Georgia Tech. The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck.

Follow-up 96

Follow-up Appointment Gaming Commission 96

ConversionXL

NOVEMBER 4, 2021

Because, ”if your product or business is your main focus, you’ll probably end up neglecting your customers. Kumar, a marketing professor at Georgia State University, claims that there’s an optimal pace of product launches for every brand. They center their business and targets their products around customers’ needs.

Product 127

Product E-commerce Strategize B2B 127

Hubspot

JUNE 10, 2020

In my pajamas with a bowl of popcorn, I was able to watch Miranda Lambert, Thomas Rhett, and Florida Georgia Line perform from their own living rooms. It makes sense: Virtual conferences enable you to lower set-up costs as well as cost of admission, and increases the opportunity for people across the globe to attend.

Networking 97

Networking Pitch Education Entertainment 97

Salesforce

AUGUST 15, 2023

Now the moment has finally come for the sales reps to go out and sell. Below we share how you can level up. Boost your sales with territory management tips and tricks Divvy up territories to meet company goals, give your company a leg up on the competition, and motivate your reps with accounts that match their strengths.

Territory 52

Territory Healthcare Quota Pipeline 52

Salesforce

AUGUST 11, 2021

We tried new things, learned hard lessons, got back up and kept on going,” Hassan said. For example, Bank of Georgia CMO Levan Gomshiashvili and his team gather data on customers’ financial and non-financial needs, which they view holistically for a data-driven, 360 view of the customer.

Customers 98

Customers B2B Technology Technology 98

Heinz Marketing

JANUARY 20, 2020

Time to grab your board and swim out into that big sea of ideas that’s washing up on the shore right now. He’s a Tennessee native who’s a Georgia alum who is, I’m sure, going to be watching very closely. You’re trying to get to this plane of an average salesperson selling an average deal.

Pipeline 68

Pipeline Sales Up-sell Start-ups 68

ConversionXL

MARCH 30, 2015

They are not what you should end up with, but it’s where you start (the optimization). Remember the higher the value of what you are selling, the higher the inherent friction, therefore the more questions you will need to answer throughout your site. Best practices are starting points: if you have no data, start with these.

B2B 120

B2B User Experience B2C E-commerce 120

Heinz Marketing

FEBRUARY 25, 2019

Why, Anthony Iannarino, do you hate social selling?” I don’t know if you know this or not, but social selling is dead, and I would challenge you to go find anybody that’s really talking about it even on LinkedIn anymore. Why, Anthony Iannarino, do you hate social selling? We got to cover it first.

Pipeline 87

Pipeline Cold Call Pitch Sales 87

Hubspot

JULY 17, 2012

In 2007, Cartoon Network launched a guerilla marketing campaign in which they set up LED signs in various places throughout cities to promote one of their cartoons. If you can't actually back up your end of the contest bargain, all that new reach will be used to hurt your brand instead of sing its praises. Turner Broadcasting.

Transportation 78

Transportation Launch Price Campaign 78

SaaStr

JULY 17, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in anyway, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks it bubbles up to.

E-commerce 94

E-commerce Retail Real Estate X-functional 94

Hubspot

NOVEMBER 28, 2017

We looked into the biggest mistakes from many popular brands -- but glossed similar instances of faux pas from smaller companies, because, well, we don't want to hurt the up-and-comers. If you can't actually back up your end of the contest bargain, all that new reach will be used to hurt your brand, instead of singing its praises.

Transportation 78

Transportation Launch Price Campaign 78

Heinz Marketing

JANUARY 14, 2019

Fed up with the same old sales results? Tired of advice from so-called sales gurus who don’t actually sell for a living? With nearly two decades of sales experience under his belt, he’s ready to share 60 inspiring stories to help you finally sell like a heavy hitter. Matt: I thought Texas, Georgia.

Pipeline 66

Pipeline Gaming Sales Objectives and Key Results 66

Heinz Marketing

NOVEMBER 12, 2018

This time we hear from Jeb Blount in an episode we call “Sales Objection Handling from the Master: Insights from Best Seller Jeb Blount” Jeb is a best selling author of nine books and the CEO at Sales Gravy. Every single person that sells is going to face objections. We just call people up.

Pipeline 77

Pipeline Cold Call Sales Prospecting 77

SalesLoft

APRIL 3, 2015

If it’s follow up – follow up with all your heart in full sincerity. A personal best practice for me is using Cadence as a task manager for follow up on demos and important meetings or events. Cadence is what helps me swing the pendulum from reactive action to proactive action – even if that’s following up on demos.

Follow-up 52

Follow-up Entertainment Up-sell Clients 52

ConversionXL

JUNE 16, 2019

They are not what you should end up with, but they’re often where optimization begins. The higher the value of what you’re selling, the higher the inherent friction; therefore, the more questions you’ll need to answer throughout your site. That argument rarely holds up. That’s an important distinction.

UX 73

UX B2B User Experience Price 73

Hubspot

JANUARY 7, 2015

Once the duo started selling their ice cream in local restaurants and supermarkets, their competition, Haagen-Dazs (the Pillsbury Company), took notice. He called on his mother and together they began experimenting with different ingredients until they came up with a recipe concocted of “nutritious, wholesome ingredients to sustain energy.”.

Gaming 78

Gaming Start-ups Campaign Technology 78

Hubspot

AUGUST 30, 2019

If your business sells a physical product, your packaging is a critical part of your branding. Matchstic is a Georgia-based brand identity agency. It keeps your branding consistent and helps you keep your team up-to-date with any new or upgraded branding assets. Notable DEKSIA clients include Visa, Uber, and Twitter. Lucidpress.

Territory 78

Territory Clients Service Follow-up 78

ConversionXL

JANUARY 6, 2012

I don’t feel you’re selling the book enough – you don’t make people WANT to buy the book. “Improve your dating skills” and “increase your dating success” are very vague, and vague doesn’t sell. Goal: Sell the product. Goal: get people to sign up for the mailing list.

E-commerce 62

E-commerce Cross-sell Up-sell Presentation 62

Outreach

JANUARY 3, 2022

Outreach has more than 400 customers in the Southeast and nearly 100 in Georgia alone, half of which are based in Atlanta. Voice Dialer update provides a better call experience – With a reduced connection time by up to two seconds, Voice Dialer now allows you to add participants, as well as call data and notes, during active calls.

CRM 40

CRM Pipeline Referrals Meeting 40

SaaStr

JULY 15, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in any way, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks a ball is up to.

X-functional 80

X-functional E-commerce Retail Growth 80

Heinz Marketing

APRIL 22, 2019

The total addressable market is the market that you want to sell to. Swim out into that sea of ideas and see if you can’t see that sales pipeline curling up over the horizon there. No, I think the Masters Golf Tournament down in Augusta, Georgia, is one of my favorite sporting events of the year.

Pipeline 69

Pipeline Appointment Sales Prospecting 69

Heinz Marketing

MAY 4, 2020

Time to put your board shorts on, swim out into the sea and see if you can catch a wave as that sales pipeline starts curl up. Apparently in Florida, maybe Georgia soon, like the beaches are back open. We feel very, very fortunate and for the most part everyone’s holding up. Not many people at the beach out today, Matt.

Pipeline 88

Pipeline Sales Start-ups Growth 88

SaaStr

SEPTEMBER 12, 2019

My background, I’m from Georgia. Grew up on a farm, which everyone’s always like, “What do you mean?” ” I’m like, “I actually grew up on a farm.” When your customers are actually using the product and love the product, it’s such an easier sell. I have had 10 people sign up.

Growth 45

Growth Product Price Up-sell 45

Hubspot

SEPTEMBER 1, 2024

Their job is to sell clothes. None of these aspects of their business are overtly about selling clothes, but you can be damn sure they sell more because of them. You don’t need to describe every aspect of your business here, just the thing that gets you up in the morning. That’s what they do. This is amazing to me.…

Up-sell 36

Up-sell Follow-up Represent Start-ups 36

Anthony Cole Training

SEPTEMBER 20, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Why Arent Your Salespeople Selling? 3 Lessons for Effective Communication in Selling. How to Sell (21). Selling (45). Tonys Top Ten.

Objectives and Key Results 135

Objectives and Key Results Appointment Drivers/motivators Sales 135

Heinz Marketing

JANUARY 29, 2018

We’ve already featured some great guests and have a line up of awesome content and special guests into 2016. Lauren is a graduate of the University of Georgia’s Grady College of Journalism & Mass Communication, she discovered her passion for niche marketing during her time as editor of UGA’s newspaper, The Red & Black.

Pipeline 77

Pipeline Sales B2B X-functional 77

Salesforce

NOVEMBER 8, 2024

Sign up now Thanks, you’re subscribed! Recent research suggests that salespeople only spend 28% of their time selling. In practice Your AEs are responsible for following up with inbound demo requests. The solution Investigate where your reps are spending the most time, and use automation to reduce time spent on NRGs.

Commission 94

Commission Territory Quota Sales 94

SaaStr

APRIL 3, 2019

Got linked up with a guy who had taken a company public on the Frankfurt Exchange in the 80s. We ended up founding a company together called FortKnock, which was a touchscreen authentication system. Some of the same investors ended up placing me at URX, which was sort of the deep linking standard of 2014.

Customers 40

Customers Quota Start-ups Up-sell 40

Salesforce

DECEMBER 19, 2024

These tactics arent just ineffective, but they also pave the way for a cover up sales culture. In a cover up culture, teams are more likely to brush missteps under the rug instead of mining them for valuable insights. Sign up now Thanks, you’re subscribed! Your team can also gain insights from no decision at all.

Territory 97

Territory E-commerce Sales Drivers/motivators 97

Salesforce

OCTOBER 15, 2024

They also offer insight into a customer’s history of purchases, making them the key to cross-selling and upselling products. Sign up now Thanks, you’re subscribed! For example, if a customer signed up late in the month, the bill may only be for 15 days of that first month.

Finance 104

Finance Territory Price E-commerce 104

Salesforce

APRIL 2, 2025

The rep for the SaaS product sees that a major airline has signed up and is using their software. These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities. Sign up now Thanks, you’re subscribed! Fantastic that’s an essential first step.

Product 86

Product Territory Sales Price 86

Salesforce

OCTOBER 22, 2024

A lead’s criteria may not neatly line up with what you consider the product’s main selling point. Sign up now Thanks, you’re subscribed! Sales reps should be able to easily access an up-to-date record of everything you know about each lead and all your interactions with them to date.

E-commerce 87

E-commerce Territory Pitch Sales 87

Salesforce

MARCH 31, 2025

Find patterns in sales performance and motivators, and use the data for follow-up discussions about compensation plans, prizes for sales contests, and more. Sign up now Thanks, you’re subscribed! Then, its up to you to show true leadership by accepting personal responsibility. Larry Long, Jr.

Drivers/motivators 62

Drivers/motivators Quota Territory E-commerce 62