SaaStr

JANUARY 29, 2021

As Saleloft starts to think about an IPO, there is more and more focus on gross revenue retention, i.e. before upsells and upgrades. SalesLoft wants to overturn the stereotype of the negative sales experience and create sellers who are loved by the buyers they serve. This was an interesting learning for me.

Niche 119

Niche Inside sales Growth Sales Experience 119

SaaStr

SEPTEMBER 10, 2024

Is an SDR that just started 8 weeks ago and is on Instagram the whole time really the right ambassador here? You know the answer … A Pretty Good Line-Up From Prismatic Better to have fewer folks in your booth, even without sales experience, that know the product cold. Yes, sales execs are better at follow-up.

Meeting 121

Meeting Follow-up Start-ups Sales Experience 121

Veloxy

OCTOBER 26, 2023

Developing a strong foundation in sales and the medical industry is key to success, as it allows you to understand the unique challenges and opportunities that come with selling medical devices. Start off with entry-level roles and strive for more.

Healthcare 130

Healthcare Hospitality Networking Negotiate 130

SaaStr

NOVEMBER 13, 2020

With customers S+M+L, picked a CRO with high-velocity sales experience AND enterprise, but not pure enterprise. Just starting to segment sales by vertical. I was surprised that with so many key verticals, the sales team was all selling to each category of customers. This was interesting, too.

E-commerce 126

E-commerce Niche Up-sell Start-ups 126

Heinz Marketing

JULY 5, 2021

So my background real quick, I’ve been a startup marketer for basically, the entirety of my career, so growing companies from about 10 million to a hundred million in that scale up phase. And especially as you start to look for people with very specific skills, you’re going to typically pay more for them. Matt: Right.

Pipeline 122

Pipeline Start-ups Sales Go To Market 122

SaaStr

MARCH 18, 2024

Dear SaaStr: If you were hiring a head of sales for a high-priced, niche B2B SaaS product, would you focus on general B2B SaaS sales experience or on market/customer knowledge, assuming it will be very difficult to find a candidate with both? For highly transactional sales, ignore this advice. That’s a Double No.

Niche 124

Niche B2B Price Sales 124

Sales Hacker

APRIL 18, 2023

If you want to get a leg up and 10x your job hunt results, then stay with me for the whys and hows of sending video as a job hunter. Table of contents Joel’s background: 80% interview rate, 0 sales experience Burn your resume! I had no official sales or business experience. (It’s just not widely distributed yet).

Pitch 102

Pitch Follow-up Sales Start-ups 102

Veloxy

APRIL 12, 2023

Whether you’re new to the industry or an experienced sales professional, these tips will provide you with valuable insights and strategies for selling solar to a diverse range of customers. Let’s get started! Speed up the process. Schedule a Solar Sales Workshop with Jeff Grice here!

Referrals 246

Referrals Finance Objectives and Key Results Sales 246

Veloxy

AUGUST 11, 2022

But this isn’t just about creating a collaborative experience for your sales team. It’s about creating a collaborative sales experience for your customers. As we found in our State of Field Sales Survey , the majority of buyers want a personalized value-added buying experience.

Contact 189

Contact Quota Follow-up Engineering 189

A Sales Guy

APRIL 21, 2013

I started Sunday Morning Blog a few years ago in order to share some of the cool blogs I was reading. I’m not sure why I stopped, so I’m going to start it up again. I met Townsend about 10 years ago when he was consulting for a company where I had just started working. I liked doing the series.

B2B 101

B2B Consult CRM Start-ups 101

Hubspot

JANUARY 17, 2023

Having experience selling tech products is a plus, but if you're starting from ground zero, don't fret. Highlight your sales experience. Tech sales is less about the tech and more about the sales part. These are two critical activities in the sales process.

Networking 94

Networking Sales Commission Up-sell 94

Partners in Excellence

SEPTEMBER 20, 2013

Yesterday, I had the privilege of spending a day with an energetic sales team. For many of them, this was their very first sales job. They’d worked in other jobs before (related to the products they sold), but most had no prior sales experience. It would free them up to sell and improve their effectiveness.

Up-sell 101

Up-sell CRM Prospecting Start-ups 101

Pointclear

OCTOBER 1, 2013

In recent years, many sales reps have focused on getting new business, overlooking the importance of retaining the clients you already have, says my latest guest on PowerViews, Ardath Albee, a B2B marketing strategist and chief executive officer of Marketing Interactions Inc. A Move Toward Customer Retention. Twitter: @ardath421.

Clients 98

Clients Sales Contact B2B 98

Women Sales Pros

AUGUST 9, 2019

In retrospect, my client realized that the salesperson’s previous sales experience wasn’t a good match because selling in her company at this time required high resiliency and persistence. The salesperson’s prior successful sales experience was selling for a well-branded company.

Appointment 90

Appointment Consult Management Consulting Up-sell 90

Sales Hacker

JUNE 18, 2020

Instead of being reticent to change, I slowly started implementing parts of their communication style , which helped me to communicate better with them and others like them. Sales Effectiveness. Recently in one of my businesses, we have started focusing our SDR recruiting efforts on seniors. But I want to take it up a notch.

Gaming 120

Gaming Campaign Start-ups Sales Experience 120

Hubspot

MAY 7, 2018

Even the time you painted your neighbor’s fence for $40 -- sales. My first real foray into the formal sales world was forced upon me when I started my first company. Here's Why Sales Wins. Why do I tell people to get sales experience? Your first couple sales calls will be brutal. Where do I start?”,

Pitch 101

Pitch Sales Cold Call Networking 101

Sales Hacker

APRIL 30, 2020

When you hire for product passion, you can end up with teams that lack good sales techniques because they’re so focused on product or industry knowledge. The truth is, customers can glean product information from your sales packet and website. One of the top things to look for when hiring sales reps is transferable skills.

Sales 120

Sales Up-sell Represent Clients 120

Sales Hacker

FEBRUARY 3, 2021

Approaches to pitching may vary significantly, but throughout years of sales experience in an international SaaS company, we came up with a few fundamentals that can help you get your message across. Start with overarching concepts, and then go into details. Start out subtly, not to lose the customer’s attention.

Pitch 120

Pitch Objectives and Key Results Clients Presentation 120

SaaStr

MARCH 22, 2024

After switching to SaaS, she started as an SMB sales leader with no prior management or SMB sales experience. Aligning people, putting up good goals, and creating excitement around those goals is a job for many CROs. Sales is highly strategic, and the best reps and teams are really the CEO of their territory.

Finance 118

Finance Territory Quota Presentation 118

Hubspot

SEPTEMBER 25, 2019

Transitioning to a career in sales can happen in a variety of ways, however, few roles can set you up for a successful career in sales like a sales associate role can. Often times, sales associates are tasked with answering potential customer’s questions and performing troubleshooting. Creative problem solving.

Retail 101

Retail CRM Sales Up-sell 101

Salesforce

OCTOBER 29, 2024

Ask any seasoned sales pro about their early sales experience, and chances are, they’ll have a story about door-to-door sales. While not as common as it used to be, this approach to sales is still relevant and widely practiced. Sign up now Thanks, you’re subscribed!

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

Heinz Marketing

JULY 12, 2021

We will bring up your questions and comments right on the screen. ” So, the fact that we can start to get out conferences and have… Carla: Have somebody else do the work. You can start out with something as simple as observing the world around you. We were talking before we got started about innovation in sales.

Pipeline 111

Pipeline Sales B2B Pitch 111

SaaStr

APRIL 14, 2020

Only then can you start to put in place the right tools and processes to become more efficient. To be crystal clear, personalization goes beyond segmentation and customer personas (although that’s a great start). Here are a few steps revenue organizations can take to personalize an experience right now.

Trust 125

Trust Construction Legal Finance 125

Partners in Excellence

AUGUST 15, 2022

A reader wrote me, “Dave do you think sales enablement professionals need selling experience?” ” It’s a follow on to many of the discussions about “Do sales managers need sales experience?” Overtime, I started modifying my criteria.

Sell 132

Sell Manufacturing Finance Sales 132

Sales Hacker

OCTOBER 30, 2018

For more than two decades, she has promoted sales development and inside sales as a community, professional, and engine for revenue growth. Her book The Sales Development Playbook is an absolute must-read for everyone in the sales industry. She is also a part of the Women Sales Pros advisory board.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Hubspot

APRIL 5, 2023

There are many things to consider if you are interested in starting your career in sales. You’ll also need a thorough knowledge of sales trends and stats to succeed. When you’re first starting out in sales, you may be overwhelmed by the different positions you could potentially apply for.

Cold Call 90

Cold Call Commission Inside sales Territory 90

SalesLoft

APRIL 25, 2019

In the search for a Sales Engagement partner, we offer differences which are critical to the strategies of our customers. The differences start with our purpose. While some focus on simply sending more email, we focus on elevating the sales professional as a whole. It’s why we get up every day. Measuring Impact.

Growth 90

Growth Commission Networking Up-sell 90

CloserIQ

FEBRUARY 21, 2019

New Account Executives are coming to your company with more sales experience than SDRs. Remember: Even if your new AEs have sales experience, they’re new to selling your product. In order to become effective members of the team, they need to gain familiarity with your company, product, and sales process.

Sales Experience 96

Sales Experience Meeting Consult Strategize 96

SaaStr

FEBRUARY 7, 2024

Automated Outbound as a Low-CAC Growth Strategy Axelle Heems, Senior Director of Growth Operations at Gorgias, started us off by walking us through how their demand gen engine is fully automated and optimized using a multi-channel approach to reach all contacts at companies within their TAM. . $1.80, which is a big difference.

E-commerce 108

E-commerce Referrals Growth Quota 108

Highspot

DECEMBER 15, 2021

Ignore a rattling sound coming from under the hood for long enough, and it’s likely just a matter of time before you end up broken down. Just a single failure point could spell disaster for even the most thoughtfully designed sales teams and strategies. Unfortunately, these leaders might end up not seeing the forest for the trees.

Sales 97

Sales Up-sell Represent Sales Experience 97

Sales Hacker

NOVEMBER 26, 2019

WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. Sales Hacker Success Summit: Level Up for 2020. So, start clearing your schedule, and get ready for the best week of your sales career! Monday, December 9: Modern Sales. WHEN : December 9–13, 2019.

Gaming 130

Gaming Objectives and Key Results Sales Up-sell 130

Partners in Excellence

OCTOBER 21, 2022

But we tend to become prisoners of our own experience. As a result, we end up copying each other, perhaps getting some incremental improvement. I started this post asking, “Is there selling life outside SaaS?” ” SaaS sellers need to start looking in other places for ideas. Related Posts: ".Must

Cross-sell 103

Cross-sell Quota Sales Up-sell 103

Sales Hacker

JANUARY 23, 2023

But this natural leaning causes significant headaches and roadblocks when it bleeds into the sales world. Let’s talk about how to spot overcomplication in your sales process and what to do about it. That’s a fantastic statistic — but you can’t work those odds if you aren’t picking up the phone. Should they ask for the sale?

Process 109

Process Cold Call Intrinsic Entertainment 109

PandaDoc

FEBRUARY 9, 2021

Most sales training manuals will tell you to ask open-ended questions and treat a sales experience as an opportunity to explore your client’s needs. Questions about their budget and how they ended up talking to you in the first place can tell you whether you’re facing a difficult (or impossible) sale.

Non-Profits 111

Non-Profits Pipeline Prospecting Entertainment 111

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. But as SaaS startups mature, they usually start moving up-market. This is why most SaaS companies eventually move up-market and start focusing on bigger deals. Foundations for moving up-market.

Cross-sell 104

Cross-sell Legal Contract Price 104

Sales Hacker

SEPTEMBER 2, 2020

Let’s dive into 28 world-class examples of how real companies use these different sales motions to drive revenue growth. And we’ll break down some of the tactics they’ve used to drive millions in sales. If you’re trying to build a world-class sales team, this is where you should start. Field Sales.

Inside sales 132

Inside sales Cold Call Contract Price 132

Heinz Marketing

MAY 10, 2021

Bobby: Well, I had the idea of starting Vertical IQ and giving industry research business or industry knowledge for sales professionals, when I was in my 20s. Then, there’s sales professionals that sell mainly to one or two verticals. But you bring up a really interesting point. Then, they added chiropractors.

Pipeline 109

Pipeline Sales Up-sell Growth 109