The 5% Institute

JULY 1, 2020

The I need to speak to sales objection is one of those sales objections that can easily derail your sales efforts. You’ve perhaps gone through your sales process ; building rapport, asking the right sales probing questions and even presented your offer. How To Handle The ‘I Need To Speak To’ Sales Objection.

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Sales Hacker

MARCH 15, 2022

Go to try.mindtickle.com/sales-hacker to learn more. Get accurate sales forecasting, replace manual processes with real-time guidance, and unlock actionable customer intelligence. He launched a division specializing in technical sales and sales engineering. Find out why Outreach is the best: click.outreach.io/30mpc.

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GTM Technical Sales Quota Growth 104

SaaStr

OCTOBER 30, 2021

I considered the four companies and chose Gorgias based on my experience with their team during the interview process. However, in just under 4 years experience at Gorgias, I feel like I have acquired a master’s in sales and a minor in data analytics, growth marketing, automation, and process building.

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Closing E-commerce Customers Quota 112

Gong.io

APRIL 19, 2022

When your customer’s tech stack plays nicely with your tech, there is often a need for more technical minds to have some conversations. In other words … You need a sales engineer as part of your team. Your sales cycles get stuck in technical discussions. The sales process is humming along.

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Engineering Sales Cold Call Up-sell 118

Sales Hacker

SEPTEMBER 16, 2019

However, their actual sales processes are almost identical. Sales Cycle. One big difference between the two is the length and complexity of the sales cycle. You need a personalized touch and lots of face-time to build the trust and relationship necessary to move the prospect through the sales process.

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Outside Sales Inside sales Profit margin Sales 100

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM).

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Go To Market Growth GTM Product 125

Outreach

APRIL 5, 2019

A B2B sales representative is a professional who seeks and builds relationships with corporate decision makers to sell a product or service. Depending on the organization, Account Executives can fall under the "sales rep" umbrella, but we will only be talking about sales development representatives (SDRs) for the purposes of this article.

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Represent B2B Pipeline Technical Sales 49

Sales Hacker

MARCH 30, 2021

Neil’s experience includes a long history of sales leadership, primarily in the Salesforce ecosystem, and is now running revenue for Revenue Grid. They’ve built a new process of guided selling, which Neil discusses during the show. powered by Sounder.

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Sell CRM Appointment Up-sell 113

Hubspot

JULY 14, 2015

5) Use a Process for Approving Copy. It was a great process that’s stuck with us even though there are now multiple people contributing.”. Is is technically sales? It works well for us. As a side, I'm of course super sensitive to lengthy emails hitting my inbox, so I imagine our subscribers are, too.”. Is it clear?

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Conversion Launch Education Campaign 78

PandaDoc

APRIL 29, 2024

Quote-to-Cash (Q2C or QTC) is a process that connects fairly distant points in the sales process. From the moment a request for a quote is received and all the way to shaking hands over a contract and getting paid, QTC dictates how intermediate sales goals are achieved. Without further ado, let’s get into it.

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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. The Sales Chunking Advantage. What an advantage in the sales process if we can learn to use sales chunking in our emails, presentations and proposals.

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Technique Presentation Sales Technical Sales 52

SalesLoft

JANUARY 12, 2016

There are three key elements that make up a successful sales development organization: people, process, and tools. First, in order to run a high-powered sales development organization, you need amazing people. The second piece of the puzzle is the process. High Sales DNA. Are you using account-based philosophy ?

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Technical Sales Sales Gaming Process 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. Keep conversations solutions-oriented .

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Sales Cross-sell Education Conversion 103

SalesBlog!

MARCH 24, 2022

So how do you change this painful process and mindset of setting some targets and objectives? As I have been in the technical sales world most of my career I’m always asked by the company I work for to offer some goals not only for myself to them but to have my sales teams do so as well. I’m terrible at setting goals!

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Education Technical Sales Represent Follow-up 52

Sales Hacker

AUGUST 18, 2023

Also ensuring the reps understand the structural make-up of MM or ENT size companies Samantha Mackenna , Founder #SamSales, former Head of Ent Sales @ Linkedin The biggest “mistake” is just assuming their current motion/process (assuming they’re 100k-250k ACV now) across either Marketing, Sales, or CS works at this level.

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GTM Up-sell Price Start-ups 90

Gong.io

OCTOBER 27, 2021

Sales operations make that plan a reality in the most friction-free and efficient way possible. . And here’s the bigger nutshell version: Sales ops improves a slew of activities and processes, such as sales strategy, business analytics, sales workflows, sales admin, technology purchases, etc. Perfection.

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SalesBlog!

DECEMBER 9, 2021

I have seen newbie after newbie become disillusioned because they can’t immediately point out to their manager all the errors of the company’s direction and process. They are also writing technical sales books and becoming experts and mentors (credibility) in their fields.

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Sales Technical Sales Trust Technology 52

Lead Fuze

NOVEMBER 30, 2021

Need Help Automating Your Sales Prospecting Process? Be honest with your sales reps about what the company is willing to invest in their training. When it comes to the hiring process, transparency is important. The first technical sales hire is crucial, and investing in two reps can help you figure out the market.

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Territory Pipeline Sales Launch 52

Salesmate

OCTOBER 22, 2020

Process pain points: The prospect wants to improve the internal processes of their businesses. For example, qualifying leads before moving them down the sales funnel. With questions like this, sales reps can easily track the success of their sales calls and also identify areas where they need to improve.

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Sell Sales Up-sell Follow-up 59

SaaStr

JUNE 27, 2019

Growing a company’s revenues, customer base, team, process, and product doesn’t just happen without major work and strategy. Your sales organization may go from being primarily hub based or inside sales based to having more of a field presence as we did. When we were SMB focused in the early years, our sales cycles were quick.

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Cross-sell Technology Technology Pitch 94

SBI

JUNE 22, 2021

Garin : What we’re seeing among our customers is an increased focus on using self-directed digital resources and methods that enable the buyer to move more quickly through their tasks in the buying process. I’ve always maintained that there is no such thing as a “complex sale” but instead there are only “complex purchases”.

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SaaStr

AUGUST 28, 2020

How does Hilary train her team around the right strategy to document their processes? I think there are dependencies when you look at your people, your process, and other areas that you need to take a look at. You can do a strict MQL process, and scoring, and attribution, and all kinds of amazing metrics focused items there.

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Lead Fuze

AUGUST 5, 2021

Sales Wars Blog. A long time ago at a B2B company far, far away there was a sales team with an unorganized sales and marketing process and a broken strategy. They quickly turned to Sales Wars for sales development perspectives, tips, and stories to accelerate their sales and marketing forecast.

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