Sales Hacker

NOVEMBER 18, 2020

Selling doesn’t really have rules. According to a survey by Salesforce last year , the top 20% of sales teams last year are almost 3x more likely to say they have been focusing on personalizing customer interactions. ” Well, you could, but you’re likely to hear a *click* soon after as they hang up. Research, Research, Research.

Process 133

Process Customers Prospecting Sales 133

Partners in Excellence

SEPTEMBER 27, 2022

I’ve been revisiting a lot of selling basics. We take for granted that people, us, understand the basic of selling. That we stop our mindless, unconscious execution of selling tasks. The same basic principles apply to having high impact meetings, whoever we are meeting with. What is the follow up/when?

Meeting 133

Meeting High impact Up-sell Start-ups 133

Partners in Excellence

OCTOBER 6, 2022

Instead, we look at how we polish up our product pitches. Our sellers are ill prepared to engage customers in high impact conversations. What I think I’m ordering in a restaurant ends up being something very different. We even talk about money differently. We make a lot of mistakes.

Conversion 122

Conversion Customers Construction Drivers/motivators 122

Sales Hacker

AUGUST 21, 2019

The right words have the power to overcome most of the objections faced by every salesperson , and the best salespeople know the words that sell. That makes your pitch personal. Elmer Wheeler pointed it out in 1920: Don’t sell the steak — sell the sizzle ! Top salespeople say and do very different things than their peers.”

Contract 107

Contract Up-sell Prospecting High impact 107

Partners in Excellence

AUGUST 16, 2015

.” Based on that wild success, you do it again and again, papering the world with 1000’s of meaningless emails, most of which end up in a spam filter, hoping you might get a handful of responses. Get some autodialing technology, dial and pitch, dial and pitch, dial and pitch. Customers don’t care!

Prospecting 107

Prospecting Pitch Appointment Campaign 107

Sales Hacker

JUNE 19, 2019

I’m always impressed by the degree of ingenuity that leading sales teams put into their selling strategy. They’re great for generating leads, pitching your product, and converting first-time buyers into repeat customers. Transactional selling. Solution selling. Consultative selling. Provocative selling.

Campaign 105

Campaign Cross-sell Sales Up-sell 105

Sales Hacker

JULY 26, 2021

It’s no secret that technology’s evolution is changing the way sellers sell. Seen through this lens, any sales processes that ask employees to jump through hoops is not only unnecessary but is setting up younger employees to fail. Low morale, low productivity, and high turnover. High vs. low-value activities.

Quota 131

Quota Cold Call CRM Sales 131

Partners in Excellence

JANUARY 21, 2022

A granddaughter is teaching her Tik Tok… I suppose, I have to own up to it, I suspect I might fall into that, “older generation.” I thought a little Friday levity would lighten things up and people would stop taking themselves so seriously. And she also leverages social channels.

Cold Call 116

Cold Call High impact Prospecting Conversion 116

Sales Hacker

DECEMBER 20, 2018

Movies like Thank You for Smoking and Wolf of Wall Street portray top performers as innately talented artists, but we all know that it takes more than a great pitch to hit your number. Highly efficient sales teams spend time on high-impact activities and minimize low-impact activities. What is Sales Productivity?

Product 110

Product Tradeshows Appointment CRM 110

PandaDoc

DECEMBER 19, 2022

The inbound route leans on different outreach efforts: content marketing, social media marketing (often using LinkedIn as the most popular professional social media), email-drip campaigns that are usually within the purview of the marketing department, and any sales pitches, as well. Sales prospecting boosts your performance.

Prospecting 98

Prospecting B2B Objectives and Key Results Referrals 98

Partners in Excellence

FEBRUARY 26, 2020

Proponents and opponents of cold calling will show up on every side of each of the above issues, seldom defining what they mean, possibly because it generates lots of discussion, but no change in behaviors. Is it trying to engage someone who may have a need for your products and services, but may not be aware of them?

Cold Call 125

Cold Call Prospecting High impact Pitch 125

Search Engine Land

MAY 2, 2023

Remember, media publishing is as competitive as any other industry, so you’ll tend to reap the benefits of giving your partners intel that will give them a leg up. This makes the bar for inclusion extremely high. More often than not, those recommendations help us get our brands included. A successful placement could last for years.

Commission 92

Commission Represent High impact Pitch 92

Sales Hacker

JULY 23, 2018

After all, it’s one thing to convince prospects that you’re selling a great product; it’s another thing to get them to pull the trigger and choose your product over dozens of competing purchases. Management shake-up. 1) Management Shake-up. Set up Google Alerts to monitor for new hire-announcement posts.

Sales 83

Sales Government Pitch Prospecting 83

Hubspot

JULY 31, 2013

Sales is a vital part of any organization -- if you’ve got a product or service, you’re going to need someone to sell it. In the long term, a lot of salespeople miss out on strategically setting up internal relationships with people in other departments at their organization. 2) Truly Believe in What You’re Selling.

Prospecting 78

Prospecting Pitch Cross-sell Consult 78

Partners in Excellence

NOVEMBER 29, 2017

It must be that time of year, but recently I’ve gotten a number of queries from thoughtful executives: “Dave, we need to transform the way we sell from product to solution selling……” That statement is always a little confusing to me, naturally I ask, “What does that mean and why do you want to change?”

Product 59

Product Sell Pitch Up-sell 59

Partners in Excellence

APRIL 7, 2021

Whether it’s emails, phone calls, text messages, alerts that pop up on our screens, colleagues at work (this has changed a little since WFH), social media. We shorten our content, we move from “pages,” to paragraphs, to sentences, to phrases, to a couple of “high impact” words.

Technique 76

Technique High impact Sports Gaming 76

SaaStr

JUNE 27, 2024

He prioritizes and optimizes his day by focusing on the things that have the highest impact or are fun, and that never changes. Of course, the things that have a high impact are very different from the early days. Job still does interviews for everyone, director and up, but not for the ICs and managers of ICs, for the most part.

GTM 104

GTM Launch Finance Start-ups 104

Salesforce

FEBRUARY 12, 2024

Consultative sales vs. solution sales 5 principles of consultative sales Consultative sales process Level up your game with AI conversation insights Sell smarter using Einstein Conversation Insights — with customer signals and next-step guidance to help you close. Learn more What is consultative sales?

Consult 59

Consult Objectives and Key Results Cross-sell High impact 59

Highspot

SEPTEMBER 6, 2023

Plus, explore the future of value selling using advanced tech. What is Value Selling? Key Value Selling Strategies Sales Methodology for Value Selling Benefits of Value Selling How Does Value Selling Compare to Other Methodologies? Future of Value Selling What Is Value Selling?

Sell 59

Sell Profit margin Price Non-Profits 59

Partners in Excellence

DECEMBER 26, 2016

I think I’m suffering “Social Selling Fatigue.” ” Perhaps it’s the time of year, perhaps Kelly Riggs pushed me over the edge forwarding this article, “ How B2B Sales Can Benefit From Social Selling.” In reality, these high performers are leveraging everything available to them.

Referrals 63

Referrals Trust High impact Prospecting 63

Sales Hacker

APRIL 17, 2019

Work in Slack happens in channels, so all the right people can be included, all relevant information kept in one place, and new team members are able to get up to speed easily. To get your social selling game on, you need to be using Twitter. Quickly see the impact on other values when you change just one measure. Price: Free.

Drivers/motivators 111

Drivers/motivators Price Teamwork CRM 111

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Anything less is failure.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Partners in Excellence

MARCH 9, 2023

” Today, we seem to face the same thing in selling, except now it’s data. The typical response is, “I don’t know how to pull it up… can you help me?” They keep doing the same thing, when they engage a customer, they ask 2-3 discovery questions with an agenda, immediately pitching their products.

Cross-sell 71

Cross-sell Pipeline Represent Technology 71

Highspot

JUNE 11, 2019

Our seamless integration gives your sellers an immersive and cohesive experience that increases productivity and up-levels buyer engagement. Sellers can find content, view buyer engagement reports, access training, review playbooks, and create new pitches — all within Dynamics 365. Automate Workflows to Save Time.

Pitch 40

Pitch High impact Contact Account management 40

Highspot

JUNE 6, 2023

The Impact of a Productive Sales Team In today’s fast-paced, competitive, digital world, every aspect of operations must be fine-tuned to perform at peak sales efficiency. What exactly do you stand to gain from ramping up sales productivity and increasing quota attainment across your team?

Closing 52

Closing Product Objectives and Key Results Quota 52

SBI

SEPTEMBER 11, 2012

Big, medium, and small businesses are being beat-up by two people, a clever spin on a traditional industry, some Ikea desks, open source software, and a couple of iPhones. Join us to hear how small businesses to large enterprise customers are saving time and money, doing more cross selling, and succeeding with the simple addition of Data.com.

CRM 48

CRM Cross-sell Contact Finance 48

Sales Hacker

JULY 8, 2020

If you missed episode 116, check it out here: How to Form Great Habits and High Impact Behaviors at Work? It makes it a place where, if you do the right things, you can have a massive impact and really see big numbers, and see big number growth as we have. with Andrew Sykes. Subscribe to the Sales Hacker Podcast.

Real Estate 125

Real Estate Strategize Launch Commission 125

Highspot

APRIL 14, 2023

Every business needs to present what it’s selling as standing apart from the competition, but differentiating how you sell it is equally important. To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Surface related training content in your sales plays and CRM.

Sales 52

Sales Technique Cold Call Technology 52

Highspot

APRIL 14, 2023

Every business needs to present what it’s selling as standing apart from the competition, but differentiating how you sell it is equally important. To do this, you need to have a high-impact and effective sales training program to help your salespeople excel. Surface related training content in your sales plays and CRM.

Sales 52

Sales Technique Cold Call Technology 52

SBI

NOVEMBER 28, 2017

Mark: Allego most closely fits into Developing, Coaching & Onboarding, but we also fit into the Communicating Value tier as we help sales reps practice and refine their pitch – as well as learn by watching videos from their top-performing peers – to articulate their company’s value proposition more consistently.

Sell 38

Sell Pitch Objectives and Key Results Technology 38

SBI

NOVEMBER 28, 2017

Mark: Allego most closely fits into Developing, Coaching & Onboarding, but we also fit into the Communicating Value tier as we help sales reps practice and refine their pitch – as well as learn by watching videos from their top-performing peers – to articulate their company’s value proposition more consistently.

Sell 34

Sell Pitch Objectives and Key Results Technology 34

SBI

SEPTEMBER 27, 2019

Brainshark’s sales readiness platform – also honored last month in The 2019 International Business Awards® – prepares sales teams with the knowledge and resources they need, right when they need them, so they’re ready for each unique selling situation. in response to coaching assignments for feedback and evaluation.

Objectives and Key Results 34

Objectives and Key Results Non-Profits Strategize High impact 34

Heinz Marketing

AUGUST 27, 2018

We’ve already featured some great guests and have a line up of awesome content and special guests going forward. They’ve been recognized as one of the top twenty sales training companies in the country by Selling Power magazine and featured as the Sales Training Company to Watch List by trainingindustry.com. Norman Behar: Yeah.

Pipeline 63

Pipeline Objectives and Key Results Sales Inside sales 63

SBI

AUGUST 15, 2019

“This honor from the Stevie Awards underscores Brainshark’s commitment to driving perpetual readiness – so reps master their messages and maximize their performance in each and every selling situation.”. 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

SaaStr

OCTOBER 29, 2019

If you value speed, you might up in for an Uber X. And if you’re not price-sensitive at all, you not only want to get there quickly, but you want to ride in a high-quality vehicle, you’re going to gravitate towards Uber Select or Black. And upselling and cross selling users from a cheaper plan to a higher price plan.

Price 45

Price X-functional Cross-sell Drivers/motivators 45

SaaStr

DECEMBER 20, 2019

Does Manny believe that the founder should always be responsible for selling their product at one moment in time? How did Manny sell the first $1m in ARR simply through walking the streets of SOMA and selling door-to-door? And that is the number that you want to make monotonically go up and to the right.

Territory 70

Territory Quota Cross-sell Pipeline 70

SaaStr

MAY 3, 2019

Does Manny believe that the founder should always be responsible for selling their product at one moment in time? How did Manny sell the first $1m in ARR simply through walking the streets of SOMA and selling door-to-door? That is the number you want to make monotonically go up into the right. What is sufficient?

Territory 63

Territory Quota Cross-sell Pipeline 63