Sales Hacker

MARCH 15, 2022

Sales development school, marketing school, and more for your entire team. Do only a few reps meet quota each quarter? Revenue leaders trust Mindtickle to drive winning sales rep behaviors so you can beat quota every quarter. Go to try.mindtickle.com/sales-hacker to learn more. Learn more at joinpavilion.com.

GTM 104

GTM Technical Sales Quota Growth 104

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. The first role that comes to mind is driving revenue and it’s probably within sales. So, you might hire someone for inbound or outbound sales to meet that growth. That’s a potential short-term way of thinking.

Go To Market 126

Go To Market Growth GTM Product 126

Sales Hacker

SEPTEMBER 16, 2019

Outside sales is the sales of products and services through in-person, face-to-face interactions. Also known as “field sales,” outside sales reps don’t work in-house. Instead, they meet with prospects outside the office. Outside sales often involves a large amount of travel, autonomy, and emotional intelligence.

Outside Sales 100

Outside Sales Inside sales Profit margin Sales 100

SaaStr

JUNE 27, 2019

Your sales organization may go from being primarily hub based or inside sales based to having more of a field presence as we did. We also invested around those field account executives, more technical sales, pre-sales and eventually, customer success and post sales. Meet customers where they are.

Cross-sell 95

Cross-sell Technology Technology Pitch 95

Outreach

APRIL 5, 2019

Distinction among sales reps can be in terms of work venue (inside sales reps vs. outside sales reps); tenure or skill level (junior sales reps vs. senior sales reps); or area of focus ( outbound sales reps vs. inbound sales reps; business development reps vs. sales development reps vs. technical sales reps vs. lead development reps).

Represent 49

Represent B2B Pipeline Technical Sales 49

SalesBlog!

FEBRUARY 22, 2022

For example I developed a holistic approach to technical sales training. Organizing information based on its meaning is how I start the sales process typically. After the initial meeting I always write a summary of what I learned. Finding patterns in the information is a technique that can be used in a variety of ways.

Technique 52

Technique Presentation Sales Technical Sales 52

Sales Hacker

DECEMBER 3, 2020

Sarah Williams , a Technical Sales and Product Trainer at MediaRadar, stresses the importance of having (and leaning on) an outside support system for advice and clarity. “ Talking about the issue you’re having with one coworker with other employees can make a tense situation even messier.

Sales 102

Sales Cross-sell Education Conversion 102

Hubspot

JULY 14, 2015

Each post draft, webinar slide deck, or podcast episode goes through multiple edits and reviews and our golden rule is to never launch anything that doesn’t meet our editorial standards -- even if that means not launching it at all. Is is technically sales?

Conversion 78

Conversion Launch Education Campaign 78

Sales Hacker

MARCH 30, 2021

The more meetings I have, the more revenue I have so it’s been helpful for sure. The power of your network is now more important than ever before – knowing innovative people who can deal with a very technical sale in a very technical environment, is really important.

Sell 112

Sell CRM Appointment Up-sell 112

Gong.io

OCTOBER 27, 2021

Why it matters : If your people put too much time into tasks other than sales (admin, meetings, etc.), of prospect meetings : How many meetings do your sellers book compared with the number of prospecting activities they complete? It’s time to move from “ what is sales ops” to “ who is sales ops”.

Quota 62

Quota Pipeline Sales Contract 62

SalesBlog!

DECEMBER 9, 2021

I have been promoted many times since then in highly technical positions. Myth #2 – Won’t relate to younger sales professionals and customers. At the initial meet possibly… But as a younger professional team member or customer gets to know me , my skills, my knowledge base, that changes immediately.

Sales 52

Sales Technical Sales Trust Technology 52

Salesmate

OCTOBER 22, 2020

For example, in a sales pitch, sales reps can use statistics like, “ Our enterprise customers see an 80% increase in customer engagement within the first three months of using our software. “ Customizations: Sales reps need to understand how to customize a product to meet different customers’ needs.

Sell 59

Sell Sales Up-sell Follow-up 59

Heinz Marketing

JANUARY 11, 2018

Heather started at PFL ten years ago as a technical sales representative and has worked her way up to lead the customer success team. Sometimes I need to focus on training for a powerlifting meet. You can catch up on everyone we’ve featured thus far in the “How I Work” series here.

Customers 45

Customers Technical Sales Represent Gaming 45

Lead Fuze

NOVEMBER 30, 2021

They have to travel a lot, and they can’t meet with customers as much. But it’s important to keep an open mind when hiring, because you might miss out on other great talent who doesn’t have the international experience if they don’t meet that one criterion. Let them make an informed decision.

Territory 52

Territory Pipeline Sales Launch 52

Sales Hacker

AUGUST 18, 2023

Alon Waks , former VP Market @ Kustomer @ Bizzabo now fractional CMO They will likely need investments in a surrounding sales ecosystem – technical sales, services scoping, POC/pilot expectations are massively different at that deal size. Inbound predictability isn’t whale hunting behavior, more sardine fishing.

GTM 90

GTM Up-sell Price Start-ups 90

SBI

JUNE 22, 2021

Garin : Research shows that buyers spend only 17% of their time with vendors, so whether or not reps are remote during the live meetings, 83% of the time the reps are not in the conversation. It details a new buyer enablement framework and gives you a map for how to effectively meet the needs of the new B2B buyer. Buying is Harder.”

Sell 37

Sell Engineering Non-Profits Retail 37

SaaStr

AUGUST 28, 2020

Hilary Headlee: I think you can see it a lot when you’re looking at something around a meeting, and there’s data pulled up, and everyone’s brought their quote, unquote “own data” to the table. So I think that is the underlying theme of a lot of the pieces around rev ops or sales ops.

Sales 84

Sales Start-ups Meeting Follow-up 84

Lead Fuze

AUGUST 5, 2021

One of the top destinations on the web for all sales subject matter. How to Make Sales and Marketing Meetings More Effective and Impactful. Blogger Blurb: Max Altschuler and Gaetano DiNardi put out some amazing content over at Sales Hacker. Sales Wars Blog. 4 Skills Your Technical Sales Experts Need to Have .

Negotiate 98

Negotiate Sales Retail B2B 98