Highspot

APRIL 1, 2025

Key Takeaways Traditional sales role play often feels forced and anxiety-inducing, limiting a reps ability to build genuine sales confidence. Then, you will receive a summary of the results by the end of the session. The ability to communicate compellingly keeps teams productive. Were you consistent? Did you show confidence?

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Search Engine Land

AUGUST 23, 2024

The reasons are simple: If your KPIs aren’t tied to business objectives, you miss the chance to translate technical issues into a business language that earns support. Dig deeper: How to get faster SEO results Create your prioritization matrix There are many different approaches to setting a priority for your tasks.

X-functional 67

X-functional Objectives and Key Results Engineering High impact 67

Highspot

OCTOBER 29, 2024

Sales coaching is one of the many key responsibilities of a sales leader and is one of the most effective ways to increase sales performance across your team. In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching. And the best part?

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Martech

OCTOBER 11, 2024

Examples of real-world edge computing include: Smart cameras with built-in AI processors can perform object detection, facial recognition or other analytics right on the device, sending only relevant data or alerts to a central system. And that’s the beauty of edge computing. A few seconds of lag can make or break an interaction.

Objectives and Key Results 66

Objectives and Key Results Retail Healthcare User Experience 66

Martech

JANUARY 14, 2025

Because you’re busy getting down to business in 2025, weve identified the 13 most impactful updates to elevate your teams performance and strategy. These updates focus on helping you manage sensitive data securely, optimize user workflows and enhance team productivity. Automate backup scheduling in HubSpot.

Objectives and Key Results 61

Objectives and Key Results CRM Campaign Pipeline 61

Highspot

DECEMBER 21, 2022

Trying to build a high-impact sales team? While selling skills may be impressive, they often don’t crossover to managing several sellers and helping them produce sales results. Here’s a breakdown of seven key skill sets and ideal qualities you’re bound to find in any productive and well-respected sales manager.

High impact 52

High impact Objectives and Key Results Sales Teamwork 52

Partners in Excellence

DECEMBER 5, 2019

I’ve spent some time thinking about the keys to success, the secrets that will suddenly make everything change, removing the barriers and difficulties we have in making our numbers. Somehow, we seem attracted to the promise of miracle cures, shiny objects, new approaches and solutions that relieve us from having to do the work.

Assembly Line 74

Assembly Line Territory High impact Technology 74

ConversionXL

OCTOBER 23, 2015

You simply ask, “What prevented you from buying Product S?” Instead, responses tell you that your prices are too high or your value proposition was too confusing. A few tweaks to your value proposition or adding a price anchor could have produced much more significant results… if you had only known. What gives?

UX 122

UX Objectives and Key Results Conversion High impact 122

ConversionXL

MARCH 13, 2019

If you’re a B2B ecommerce shop that sells… inexpensive products; in small quantities; exclusively to B2B buyers; The best B2 C ecommerce sites are equally good examples for your B2 B ecommerce site. B2B ecommerce: 2 key differences of B2B buyers. The impact of the changing B2B ecommerce landscape. So what changes?

B2B 130

B2B B2C Retail X-functional 130

Salesforce

JUNE 26, 2023

You’ll be able to focus your efforts on high-impact areas that offer optimal returns. Build a proof of technology To ensure a successful integration of AI into your organization, you must develop an actionable plan that addresses key business questions. Together, we will navigate the complexities of AI implementation.

Strategize 97

Strategize Objectives and Key Results Strategic planning Technology 97

Hubspot

JUNE 5, 2023

Daniel Ariely’s book Predictably Irrational takes a deep dive into the way and extent to which human emotions play a role in decision-making — often resulting in irrational decisions. For example, he calls out that emotions can impact a buyer’s perception of value and their willingness to take risks. Ask High-Impact Questions.

Service 88

Service Conversion Objectives and Key Results High impact 88

ConversionXL

AUGUST 17, 2017

Radical site redesigns are often the result of: ‘digital transformation’ or re-platforming. This is too late, and generally results in the need for unwieldy design changes further down the track that could easily have been avoided. The actual testing and analysis of results constitute only the last two steps. UX reports.

Process 103

Process A/B testing Objectives and Key Results UX 103

ConversionXL

FEBRUARY 28, 2017

Think you’re sitting on the next big idea for a product or a product feature? So, how can you validate the ideas sitting in your startup notebook or your product feature backlog without wasting resources? Does clicking the key functionality do anything? Does the UI open? via SlideShare). Validate, learn, iterate.”

Product 67

Product X-functional A/B testing Minimum Viable Product 67

Salesforce

FEBRUARY 21, 2024

Why sales performance reviews are important How to lead a sales performance review 7 sales performance review examples Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM. Learn more What is a sales performance review? ” 2.

Objectives and Key Results 105

Objectives and Key Results Construction Sales Clients 105

Search Engine Land

SEPTEMBER 21, 2023

Their websites often house thousands of pages and diverse elements such as expansive product catalogs, sophisticated ecommerce functionalities, and even sprawling networks of franchise locations. Technical SEO pushes your content to the top of search engine results. Identify opportunities for improvement and gaps for new content.

Objectives and Key Results 95

Objectives and Key Results Engineering High impact Networking 95

Highspot

JUNE 6, 2023

Boardrooms across the globe are dialed in on sales productivity, and rightly so. Sales productivity is the backbone of revenue generation, and during a time when businesses are being forced to achieve more with less, strengthening it has never been more vital. What is Sales Productivity?

Closing 52

Closing Product Objectives and Key Results Quota 52

Search Engine Land

OCTOBER 16, 2023

Ideally, you are going above and beyond to make your content the best it can be for any given topic, turning it into something that should objectively rank due to its quality. The predictable, consistent, high-impact links achieved using this methodology are needed for some industries to remain competitive.

Non-Profits 112

Non-Profits Objectives and Key Results Government Networking 112

Search Engine Land

FEBRUARY 13, 2023

Corcoran says that one area where page search managers can add value is by spending their time on high-impact items and deeper analysis to drive insights that other channels cannot provide. Impact and outcome The expected impact is a crucial aspect of testing, as it outlines the goals and objectives of the test.

Objectives and Key Results 80

Objectives and Key Results Territory Campaign Engineering 80

PandaDoc

DECEMBER 19, 2022

And poorly managed prospecting lists will result in seller fatigue. Prospecting is the process of finding leads that are a good fit for your product or service offering. At a high level, all prospecting methods can be divided into two buckets: inbound and outbound. B2B sales prospecting in a nutshell.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Salesforce

FEBRUARY 12, 2024

Consultative selling is a sales approach that focuses on understanding your customer’s challenges and recommending products or services to resolve them. Your role as a consultative sales professional is to empathize, advise, and advocate, not push a product. However, there are key differences to keep in mind.

Consult 59

Consult Objectives and Key Results Cross-sell High impact 59

Sales Hacker

MAY 17, 2021

Open fields and missing rules cause a ton of extra work, compromise data integrity, and result in a lack of trust in the data at all levels of the company. There are two key questions to keep in mind when you’re structuring your data: Is this the right field type, and should this be required? High Impact, high value data capture.

CRM 99

CRM Objectives and Key Results Pipeline Finance 99

Search Engine Land

APRIL 2, 2024

Key insights: Leverage Gemini integrated with Google Workspace for Sheets, Docs and Gmail to analyze documents and create content. In my Search Engine Land article, How to create cross-functional SEO and PR , I explain how to create these high-impact cross-functional PR and SEO teams.

Objectives and Key Results 73

Objectives and Key Results Consult Engineering Technology 73

Gong.io

OCTOBER 18, 2021

In sales-speak, the nexus is a polarizing insight that changes how your customer thinks and feels about a key problem or opportunity and can eventually be tied back to your solution. The key is to tell a before and after customer story. Nexus: “a connection or series of connections linking two or more things” (Oxford Languages).

Pitch 71

Pitch Objectives and Key Results Sales Presentation 71

The 5% Institute

JULY 27, 2023

In the realm of productivity and efficiency, the 80/20 rule stands as a game-changer. Also known as the Pareto Principle, this rule helps individuals and businesses identify the most significant factors that drive results. For example, an e-commerce company might notice that 80% of their profits come from 20% of their products.

Objectives and Key Results 52

Objectives and Key Results E-commerce Non-Profits Finance 52

Outreach

FEBRUARY 7, 2022

Among those respondents, 68 percent said it decreased morale, and 55 percent said it impacted productivity. Often, micromanagement is the result of company culture rather than a single person. For example, a buyer might have a price objection. Lack of trust is a key component of micromanagement. Delegate more.

Objectives and Key Results 52

Objectives and Key Results Commission Pitch Sales 52

Highspot

JUNE 11, 2020

In this guide, we’ll be breaking down the keys to achieving — and maintaining — real sales and marketing alignment: What is sales and marketing alignment? Working together, aligned teams can deliver high-impact marketing activities, boost sales effectiveness, and ultimately grow revenue. What is smarketing?

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

ConversionXL

AUGUST 21, 2014

Below, are 10 case studies on how to reduce churn for your SaaS product. I have seen this happen at a few startups I’ve worked with by expanding revenue from the current product, plus up-sell and cross-sell opportunities , but that will be a future post. These small changes had a big impact. Why Did This Happen?

Referrals 106

Referrals Objectives and Key Results Follow-up Service 106

SBI

FEBRUARY 21, 2020

Yet many companies only train reps during key milestones, such as onboarding or product launches. The result? Sellers often lack the fundamental skills needed for high-value calls, demos, and meetings.

Objectives and Key Results 37

Objectives and Key Results Objection handling Cross-sell Referrals 37

The 5% Institute

JUNE 9, 2023

This article will explore the key responsibilities of a sales manager and provide insights into how you can excel in this role. A sales manager is also responsible for developing and implementing sales strategies , identifying new market opportunities, and building strong relationships with key clients.

Objectives and Key Results 52

Objectives and Key Results Finance Drivers/motivators Sales 52

Highspot

AUGUST 15, 2023

Sales analytics ultimately outlines where your strengths and weaknesses are in terms of your sales process and each individual rep, and does so in three key areas: productivity, proficiency, and performance. Analytics gives you key insights into more than just sales performance but also how your sales enablement strategy is going.

Objectives and Key Results 52

Objectives and Key Results Sales Pipeline Technique 52

PandaDoc

OCTOBER 30, 2023

Research has shown that there are huge benefits to gamifying your sales process, including better worker productivity and retention when it comes to learning new things. Key takeaways Sales gamification can improve performance by drawing attention to specific metrics, sales targets, and KPIs. Let’s jump in! People love to play games.

Process 52

Process Objectives and Key Results Gaming Sales 52

Hubspot

NOVEMBER 7, 2023

As a result, your customers suffer and so does your team. A repeatable sales process is key to testing new sales motions and strategies. Do I need a better way to measure my sales team’s productivity? As a result, it’s very easy to get lost or overwhelmed by the features available to you. Good implementation is key.

CRM 78

CRM Contact Contract Objectives and Key Results 78

SBI

SEPTEMBER 27, 2019

Brainshark’s suite of sales readiness solutions was named a gold (highest-level) winner in the “Best Product: Training” category – recognized for fostering better-prepared, results-driven sales forces. Sales coaching and practice – enabling reps to submit videos (pitching products, responding to common objections, etc.)

Objectives and Key Results 34

Objectives and Key Results Non-Profits Strategize High impact 34

SBI

AUGUST 15, 2019

This marks the seventh consecutive year Brainshark has been honored in the IBAs – having won more than 25 Stevie Awards for helping companies dramatically improve sales productivity and results. Sales coaching and practice – enabling reps to submit videos (pitching products, responding to common objections, etc.)

Objectives and Key Results 28

Objectives and Key Results Non-Profits Territory Strategize 28

SBI

NOVEMBER 28, 2017

I started using iPads and iPhones to capture and share video to improve product knowledge, competency and consistency and saw improvement. Successfully launch new products with greater message consistency. It’s true that you can have many tools to improve productivity, manage systems of record, boost efficiency, etc.

Sell 38

Sell Pitch Objectives and Key Results Technology 38

SBI

NOVEMBER 28, 2017

I started using iPads and iPhones to capture and share video to improve product knowledge, competency and consistency and saw improvement. Successfully launch new products with greater message consistency. It’s true that you can have many tools to improve productivity, manage systems of record, boost efficiency, etc.

Sell 34

Sell Pitch Objectives and Key Results Technology 34

Sales Hacker

OCTOBER 7, 2021

The best products, services, and ideas are nothing without a way to turn them into currency, and sellers are a big part of making commerce happen. Mindest : Be a Student, not just of the product, but of the process. Moxie : Focus on action and impact and do not be humble about your accomplishments. Anita Nielsen. Christin Myers.

Sales 137

Sales Up-sell Start-ups Cross-sell 137