Sales Hacker

MAY 6, 2021

The VP of Sales should possess a broader understanding of the business from a commercial perspective, and their incentives typically consist of margin, cost of sale, and other components that they have an impact on (especially if you’re watching your EBITDA for a frothy exit multiple). Big picture revenue growth and retention.

Hiring 95

Hiring Retention B2C Demand Generation 95

The Pipeline

MARCH 6, 2012

In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Demand Generation. All sales aren’t created equal. Cold calling. Communication. Communication Strategy. Customer Care.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

FEBRUARY 3, 2012

One approach that intrepid leaders can look to is too shrink the size of territories, based on a number of factors driven by deal size, length of cycle, nature of the offering (new or mature), is the focus margin or market share, is there opportunity for organic growth, or strictly competitive account growth, and others. Demand Generation.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

The Pipeline

MARCH 2, 2012

Demand Generation. As with all things worth doing in sales, there is some work involved, despite what some soothsayers will tell you, there is no silver bullet in sales. First, identify those things above price, and those item that help balance or neutralize price. Cold calling. Communication. Communication Strategy. Customer Care.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

The Pipeline

APRIL 8, 2011

Similarly in the market world, you have to entice a clientele base by promoting heavily without really striving for a high profit margin. Demand Generation. We started by building or repairing wells and bridges and offering education to anyone who was interested. Cold calling. Communication. Communication Strategy. EDGE Selling.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

Sales Hacker

MARCH 2, 2020

Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. It’s a guide that remains relevant, by many standards, and is a must-read for anyone in demand generation and sales development.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Sales Hacker

OCTOBER 7, 2021

Understanding how various decisions impact the company’s margin (e.g. which activities are classified as COGS vs. S&M), cash flow forecast, etc. I’m confused considering I’ve already forecasted this to my leader. It allowed us to create a game plan and forecast with confidence.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130