A Sales Guy

JANUARY 2, 2012

Sales leaders, pull out your 2012 sales strategy right now. Go through it and take note of how much of it is dedicated to sales support and enablement. How much of the budget is allocated to sales improvement or support tools? What is your sales support and enablement strategy? Do you have one?

Sales Support 105

Sales Support Quota Sales Pipeline 105

Membrain

NOVEMBER 14, 2021

Engagement with sales people represent the smallest part of their time investment. I’ve written about this transformation suggesting we are going through a transformation of sales led, digitally supported to digitally led, sales supported.

Represent 138

Represent Sales Support Customers Sales 138

Anthony Cole Training

JANUARY 5, 2018

If It’s not a service problem, it’s a sales/sales support turnover problem. If it’s not a production problem, it’s a productivity problem. If it’s not a productivity problem, it’s a servicing problem. In the words of Rosanne Rosannadana, “It’s Always Something”.

Pipeline 120

Pipeline Growth Sales Support Sales 120

CloserIQ

APRIL 23, 2019

(..)

Sales Support 40

Sales Support Sales 40

Anthony Cole Training

JUNE 21, 2013

I have a very close friend who also is in the insurance business and he alone , with a very limited sales support teams and half the time, has built a 4 million dollar operation! The company being purchased had been in business for over 20 years and yet only had a book of business of 4 million dollars.

Sell 163

Sell Sales Up-sell Sales Experience 163

Martech

FEBRUARY 28, 2024

Snowflake’s influence in the customer data and advertising ecosystem continues to grow as it seeks to persuade the industry that operating with cross-enterprise data in the data warehouse is a superior strategy to migrating data from selected sources to a platform used for narrow (marketing, sales, support, etc.) Get MarTech!

Sales Support 119

Sales Support Start-ups Customers Process 119

Anthony Cole Training

JUNE 21, 2013

I have a very close friend who also is in the insurance business and has built a $4 million dollar operation alone , with a very limited sales support team and half the time! I believe the differences in the two sales outcomes are as follows: One organization executed the same things over and over for a period exceeding 20 years.

Sell 150

Sell Sales Up-sell Sales Experience 150

Tibor Shanto

SEPTEMBER 23, 2021

In essence he delivers the building blocks of Sales Enablement. Mike shares the 12 building blocks, tied together with systems thinking and communication management, sitting on a base of (optional) sales support services. Big Messages .

GTM 167

GTM Sales Consult Quota 167

Martech

OCTOBER 21, 2024

By positioning the event as a way to meet late-stage prospects and accelerate deals in the pipeline, sales went from reluctant participants to some of the event’s biggest champions. Start your winning strategy now Shifting from an event marketing-driven monologue to a cross-functional collaboration isn’t easy.

Strategize 124

Strategize Angle Territory Gaming 124

Partners in Excellence

AUGUST 12, 2021

Buying is shifting from being sales led and digitally supported, to digitally led and sales supported. We have to redesign our entire sales and marketing processes to meet our customers where they want to be and how they want to buy.

Sell 154

Sell Sales Up-sell Sales Support 154

Partners in Excellence

AUGUST 19, 2024

We have tools to support our top of funnel processes, SDRs, BDRs, We have tools that help AEs, Account Managers, Corporate Account Managers, Sales Support, and on an on. We have tech stacks that support our organizational structures, optimized to the work that’s done in each box in our organizations.

GTM 138

GTM Account management Presentation CRM 138

APACSMA

DECEMBER 22, 2020

The Digital Sales Support Specialist role is responsible for meeting new business development goals as well as acting as a resource to the sales department in developing, selling, and maintaining digital marketing initiatives.

Education 98

Education Consult Sales Sales Support 98

Partners in Excellence

NOVEMBER 2, 2021

Engagement with sales people represent the smallest part of their time investment. I’ve written about this transformation suggesting we are going through a transformation of sales led, digitally supported to digitally led, sales supported.

Represent 143

Represent Sales Support Sell Customers 143

SaaStr

JUNE 10, 2024

Forcing a rep to own onboarding, or post-sales support, that resents or doesn’t want to do it is worse than any other alternative. What’s actionable here? Just a few thoughts: #1. In the early days, let your reps own more than just the close, but don’t force it.

Sell 126

Sell Commission Referrals Sales 126

Sales Hacker

JUNE 12, 2024

Elizabeth Pemmerl currently serves as GitHub’s Chief Revenue Officer, where she oversees all facets of the company’s go-to-market strategy and customer engagement, including sales, support, and operations.

GTM 110

GTM Engineering Growth Cross-sell 110

SaaStr

JUNE 7, 2021

And they almost all have both customer success and post-sales support. We recently did a deep dive with Andrew Bialacki, the CEO of $9.5B ecommerce marketing leader Klaviyo here on this point. The vast majority of their customers are SMBs, often starting around $200 a month.

Customers 141

Customers Sales Up-sell Service 141

Zoho SalesIQ

MAY 5, 2021

And simply providing the best after-sales support won’t make you stand out either. With today’s customers able to choose from many product and service providers, product quality or brand value alone won’t keep your business running. So, what can you really do? The post Unveiling SalesIQ 2.0:

B2C 92

B2C B2B Customers Sales Support 92

SaaStr

OCTOBER 26, 2020

What are the top 10 objections in sales. It is super, duper easy to contact sales, support, marketing, the CEO, anyone? Does your marketing site really speak to them? Are you sure? Does the marketing site answer them? Are you sure? Does the marketing site make you look like you are at least 2x larger than you are?

Product 135

Product Contact Start-ups Sales Support 135

SaaStr

JANUARY 16, 2023

It’s really hard to go from an environment with a ton of support to one with almost none. And as noted above, anywhere with a “brand” has a lot more sales support than you do as a startup. From RevOps to collateral to a manager above them to SDRs feeding them deals.

Up-sell 129

Up-sell Sales Support Price Sell 129

Martech

OCTOBER 24, 2024

AI sales support. AI tools assist in identifying customer needs, generating personalized sales messages, taking meeting notes, automating prospecting, gamifying team training and analyzing CRM data. AI copy generation/writing.

Niche 131

Niche Growth Pipeline CRM 131

SaaStr

JUNE 25, 2020

Do you work with sales engineers and sales support? What’s going to be key in our space about winning vs. competitors? How do you deal with FUD in the marketplace? (This will ferret out if they know how to compete — or not).

Sales 139

Sales Lead generation Sales Support Engineering 139

A Sales Guy

APRIL 29, 2014

Sales people fail because they company fails them and when the company fails them the isn’t doing some or all of these things; They don’t provide a good competitive product. They aren’t providing solid sales support (enablement). They’ve created a shitty sales culture.

Quota 121

Quota Territory Legal Sales 121

Partners in Excellence

MAY 30, 2023

We have to reorganize everything we do around a digitally led, sales supported customer engagement process. We need to redefine workflow, roles, responsibilities–recognizing marketing/sales/customer experience are now tightly intertwined.

Objection handling 133

Objection handling Quota Entertainment Up-sell 133

Martech

NOVEMBER 6, 2023

Request specific feedback Customers are used to receiving messages after a purchase asking them about the sales experience. Consider refining your feedback request so that it can be helpful to both your customer and the sales support team. “We Often those surveys are too long and too broad.

Account management 132

Account management B2B Follow-up Meeting 132

Partners in Excellence

APRIL 28, 2021

We will probably see a shift in our engagement strategies from sales led/digitally supported to digitally led/sales supported. We will engage them digitally, We will engage them with different people and expertise from our organizations. This will demand a tremendous need for reskilling the people that do sell.

Sell 136

Sell Cross-sell Up-sell Technology 136

A Sales Guy

OCTOBER 18, 2011

Bad sales techniques aside, I did enjoy learning about the new companies providing a breadth of sales support products and services. There was good attendance by sales solutions companies. There are a lot of killer companies starting in world of sales support. How bizarre is that?

Sell 92

Sell Pitch Technique Sales 92

A Sales Guy

JULY 24, 2012

Sales Support (Insides Sales, Content Marketing, Technical Support, etc.). Sales Investments. Sales person tenure (new reps vs established reps). Data driven quota’s come from careful analysis of available data like; Historical performance. Market Conditions. TAM (Total Available Market).

Quota 113

Quota Commission Territory Government 113

A Sales Guy

DECEMBER 16, 2011

Sales people have enough challenges externally to getting the deal closed, they don’t need to have to fight internally too. Get rid of the sales prevention department and stop making it hard for you sales people to sell. Sales are increasingly more and more complex.

Commission 128

Commission Cross-sell Sales Up-sell 128

SaaStr

MAY 14, 2020

“Surfacing positivity from customers worked wonders – a sentence or two from sales, support or personal convos shared in Slack is a solid reminder to everyone that what you do still matters” – Karl Kasper, cofounder, Klausapp. It’s validating and energizing in a time when uncertainty erodes both.”

Sales Support 114

Sales Support Trust Growth Closing 114

Partners in Excellence

APRIL 16, 2021

We are seeing a profound shift in buying, with customers preferring digital engagement channels to sales engagement. I am beginning to explore what this means for our overall engagement strategies, moving from a sales led, digitally supported to a digitally led, sales supported process.

Process 139

Process Sales Sales Support Sell 139

Salesmate

JANUARY 19, 2021

Post-sales Support. Your role does not end when a sale is made. In fact, providing proper post-sales support to your clients is an important part of maintaining good relationships with them. The SaaS product that I sell, as mentioned above, provides top-class security to my clients.

Represent 124

Represent Referrals Clients CRM 124

Martech

MAY 7, 2024

In our data, we detected that genAI-based martech tools offer sales use cases, such as sales support, i.e., client meetings, notes, supporting material (n=137), lead sourcing and outreach (n=65), lead scoring (n=27) and pitch decks (n=18). A possible competitive advantage for your company?

Legal 130

Legal Growth Pitch Technology 130

InsightSquared

MARCH 6, 2018

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership.

Contract 119

Contract CRM Territory Sales 119

Miller Heiman Group

JANUARY 21, 2020

The study identified 21 activities that sales operations typically owns or extensively involves itself in across four categories: Sales Performance Management. Sales Support. Sales Planning Support. On average, sales operations teams owned or played a heavy hand in managing 11 or more of those 21 practices.

Quota 75

Quota CRM Technology Technology 75

A Sales Guy

MARCH 17, 2012

A few obvious things: A shitty sales team. The wrong sales people in the wrong roles. Poor sales leadership. Poor sales support. If the team isn’t closing enough deals, something else is wrong. It could be a lot of things. A weak product. A bad commission plan. All of the above.

Drivers/motivators 106

Drivers/motivators Closing Commission Sales 106

SaaStr

DECEMBER 4, 2022

And importantly — use it for a cross-functional discussion across Sales, Support, Customer Success, Marketing, Engineering, and Product. Challenge the team to via NPS, and watch them rise to the occassion. I was wrong. Track NPS as a core, monthly metric. Share it with everyone.

Cross-sell 119

Cross-sell Engineering Sales Support Promote 119

Score More Sales

JANUARY 3, 2019

One of those points – “The New Era of Tech Hiring Will Be For Non-Tech Jobs” (which includes SALES) supports our point of view about NOW being the time for more women and people of color to consider a career in B2B sales. A couple weeks ago, Glassdoor published their 5 Workforce Disruptions to Watch for in 2019 and Beyond.

Sales Support 75

Sales Support B2B Sales 75