Sales Hacker

MARCH 1, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. Why are SaaS companies embracing it? The smartest companies are embracing Ecosystem-Led Growth, or ELG. The B2B playbook is changing. So, owned media. What is it? Austin’s F1 track.

Media 71

Media Company Distribution How To 71

Pipeliner

OCTOBER 3, 2020

Brand identity does not come only from the visual look, but from the way how a company talks to its customers as well. Slack is a great example of a company which managed to unify the impression its employees, products, and a visual look makes on its customers, and to make an authentic brand personality. Test the Voice.

B2B 98

B2B Company Video B2C 98

Babette Ten Haken

JULY 9, 2020

It just could be that client retention folks are the best salespeople in your company. The best (often uncompensated) salespeople in your company are your client retention folks. First, these post-sale people offer clients insight into what’s next and what’s new in your company’s product, service, and system offerings.

Retention 114

Retention Company Commission Churn 114

The Pipeline

NOVEMBER 14, 2020

Companies who understand they must “go on the offensive” and take a proactive approach to find new customers and new sources of revenue. This is a comprehensive program consisting of: Two half-day instructor-led interactive workshops. The same program we delivered to Pitney Bowes, CMiC, C.H. A Lifetime Of Prospecting Success.

Prospecting 369

Prospecting Buyer Revenue Pipeline 369

SBI Growth

OCTOBER 2, 2019

You see it all the time. An executive leader is scared to make bold decisions required to grow the firm. We call it “Incrementalism.” ” They quickly review minor successes of the past year and re-up. The meagerly reallocate funds towards.

Company 262

Company Research Report Data 262

No More Cold Calling

OCTOBER 17, 2019

That might sound like a pipe dream, but I assure you, with my referral selling virtual workshop series, it’s not. How does one internet security company, one CPA firm, one law firm, one consulting firm, one IT firm, one software company, or one small business owner differentiate themselves? Buyers say we all look alike.

Referrals 39

Referrals Cost per Acquisition Cold Calling Sales Qualified Lead 39

No More Cold Calling

MARCH 10, 2011

There is no question that it is difficult to connect with the right person in a company. Let’s turn the tables for a moment and take a look at cold calling from a company’s perspective. Here are six reasons why many companies hate sales people who cold call: The sales person is uninformed.

Cold Calling 279

Cold Calling Company Gatekeeper Decision Maker 279

Partners in Excellence

APRIL 11, 2024

Very few people care enough to say, “Dave, you can do so much better… ” Jill and I share a common dream, how to make a difference—in the people/companies we work with, in our communities, and in society. Yet, if I wanted to start my own company it was necessary to learn how to sell. What did I love about it?

Face-to-face 101

Face-to-face Sales Methodology Compensation Segment 101

The Pipeline

OCTOBER 4, 2021

He helps companies drive dramatic revenue growth through best-in-class training strategies and proven-effective sales transformation systems. Subscribe today , and take the Breakfast on the go!

Segment 173

Segment Webinar Metrics Conference Sales Enablement 173

The Pipeline

JANUARY 26, 2021

Companies close, get acquired, and a range of reasons beyond fault. Coaching for Sales Performance and Growth virtual workshop. The familiar expression “measure twice, cut once”, has validity in B2B sales as well. Specifically, churn , lost revenue that must be made up for in addition to new revenue goals.

Churn 310

Churn Quota Margin Exercises 310

Your Sales Management Guru

SEPTEMBER 21, 2015

What Happened at the End of the Sales Leadership Training Workshop? It was an interesting out come at the end of the two day Sales Management Training Workshop last week… We discussed the Role of Sales Management, what Strategies face sales managers and focused on the Execution of sales management tactics.

Lead Rank 40

Lead Rank Lead Scoring Hiring Face-to-face 40

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities. Where could they be going wrong?

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Steven Rosen

MAY 15, 2021

We wanted to better understand what skills were important and the level of support companies provide their sales managers in terms of skill development. I recently spoke to the CEO of a mid-sized company about what they were doing to support their sales managers. I decided to speak to a few more companies.

Survey 358

Survey Coaching Training Sales Management 358

The Pipeline

SEPTEMBER 8, 2012

On Thursday October 18, The Proactive Prospecting Workshop is coming to Houston, specifically to Four Points by Sheraton Houston Southwest, at 2828 Southwest Freeway, Houston. Sales professional in dozens of companies are using the methods and process delivered in the Proactive Prospecting Workshop to deliver consistent results.

Cold Calling 257

Cold Calling Sales Qualified Lead Pipeline Objections 257

Smooth Sale

MAY 3, 2023

Offer Free Workshops Pexels – CCO Licence Offer Free Workshops or Webinars Hosting free workshops or webinars can help establish your business as a thought leader in your industry and generate free advertising. You will do well to consider joint giveaways, shared social media posts, or co-hosted events.

Advertising 144

Advertising Advertising Social Media How To 144

Alice Heiman

DECEMBER 28, 2022

Is the rainmaker sales model right for your company? 06:36] Last year we did a racially or ethnically motivated violent extremism workshop. It was a series of workshops that used a Valens simulation tabletop exercise to anchor the conversations. [08:32] So there’s a cinematic or novel quality to our games. [05:30]

Lead Rank 131

Lead Rank LinkedIn Exercises Analysis 131

MTD Sales Training

AUGUST 10, 2018

A salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week. Google yourself and your company now. Put your name and your company in a search engine. A person you’ve never heard of, from a company that you’ve never dealt with? First, to be found.

Leads 197

Leads Marketing Qualified Lead Cold Calling LinkedIn 197

Partners in Excellence

MARCH 4, 2024

I originally met him about 10 years ago, when he led the sales effort for a specialized product line for his company. So, I needed a job quickly and found myself applying for a job at a local lift truck (forklift) company. Preface: Grahame Don is a great friend and client. We’ve maintained our friendship through the years.

Cold Calling 73

Cold Calling Travel Call-back Up-Sell 73

Sales Hacker

JUNE 7, 2021

What are the characteristics of organizations that are likely to make them a good fit for the products and solutions your company sells? To do this, you have to know about: The risks they may be taking based on what you know about the type of operation they run and your knowledge of the risks faced by other similar companies.

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

SalesFolk

FEBRUARY 10, 2021

Treats from my sold-out Cold Email Copywriting Workshop. I recently gave a virtual workshop on cold email copywriting to 100 eager participants. However, the workshop went into overtime a bit since we had so many great sales prospecting questions and real cold email examples to review, and it ended up being almost an hour.

Sales Qualified Lead 105

Sales Qualified Lead Video Follow-up Channels 105

Sales Lead Management Association

JUNE 3, 2019

June 7: Account Based Marketing for Mid-Size Companies (Live Online) 10:00am–12:00pm PSTYou’re invited to expand your knowledge of ABM Best Practices that can dramatically improve your sales pipeline in the DMAnc.org's Live Online workshop, Account Based Marketing for Mid-Size Companies.We’ll share ABM go-to-market step-by-step tactics and sales pipeline (..)

Account Based Marketing 48

Account Based Marketing Account Company Marketing 48

Selling Energy

JUNE 23, 2022

In many of our keynotes and workshops we highlight “non-utility-cost financial benefits” and “non-financial benefits.” Sometimes these effects are completely unexpected, changing a company in ways the sales professional and their customer couldn’t have anticipated.

Benefit 80

Benefit Energy Positioning Company 80

Customer Centric Selling

FEBRUARY 12, 2014

Sales Training Article: What Does Your Company Do? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Chaiwat at FreeDigitalPhotos.net If you ask a seller what their company does, what percentage answers the question in 15 seconds or less? Customized training.

Company 63

Company Training Guidelines Buyer 63

No More Cold Calling

OCTOBER 31, 2019

Register NOW for Last-of-the-Year Referral Selling Virtual Workshop. That might sound like a pipe dream, but I assure you, with my referral selling virtual workshop series, it’s not. Find out how in my Q4 Virtual Referral Selling Workshop. Read “ Register NOW for the Last-of-the-Year Referral Selling Virtual Workshop.”).

Referrals 136

Referrals Sales Qualified Lead Face-to-face Cold Calling 136

Outside Sales Talk

JANUARY 30, 2024

Paul Cherry is the founder of Performance Based Results, which provides companies with customized sales workshops, coaching, and leadership programs. He has worked with more than 1,200 organizations, including 175 of the Fortune 500.

Outside Sales 52

Outside Sales Field Sales LinkedIn Coaching 52

MEDDIC

MARCH 28, 2024

” These are high-profile companies that align perfectly with your offerings and hold immense growth potential. If you have been to MEDDIC Academy workshops, you know a lot more of these “asks.” Revisit your workshop notes if you have attended one of our live workshops, virtually or in person.

Enterprise 52

Enterprise Enterprise Account B2B 52

Smooth Sale

OCTOBER 3, 2023

Retreats can include team-building activities, workshops, or meditation sessions to help employees relax and recharge. These programs can include activities like yoga or fitness classes, nutrition workshops, and even mental health support sessions. An away event changes the scenery on multiple levels.

Lead Rank 78

Lead Rank Hiring Motivation Networking 78

Sales and Marketing Management

OCTOBER 26, 2020

And this dynamic has merely accelerated a long-term trend of B2B companies shifting their sales capacity from field-based to virtual models. Company size has no bearing on the willingness to use virtual channels. Qualia, a real estate company, uses software that allows sales managers to listen in and “whisper” feedback. .

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Sales Excellence

MAY 10, 2016

Denver, CO, USA –May 10, 2016 – Sales Excellence International, a premier global sales training and consulting organization, today announced the launch of its new virtual workshops available through Sales Excellence University. For more information about Sales Excellence virtual workshops please visit www.salesexcellence.com/virtualworkshops.

Training 20

Training Face-to-face Distribution Travel 20

MEDDIC

OCTOBER 9, 2023

When it comes to selecting the trainer and participating in workshop sessions, the sales leader must be hands-on. Participation in the workshop, whether in-person or virtual, is equally vital. This level of involvement means actively participating in live sessions, almost co-facilitating workshops.

Training 52

Training Hiring Negotiation Pivotal 52

Smooth Sale

DECEMBER 30, 2023

Group Cooking Or DIY Workshops Getting hands-on can always be a fun activity for all, and it helps to get out of the “we need to bond” office mindset. Group cooking lessons can be a great place to begin, and DIY workshops or pottery crafting sessions can be fun, too.

Hiring 100

Hiring Licensing Sports Networking 100

Sales and Marketing Management

MARCH 8, 2019

The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar. This sounds pretty basic but in many sales kickoffs, aside from large general sessions, teams for training workshops are broken out by segment (geography, size, industry, function, etc.)

InsideView 223

InsideView Scale Exercises Call-back 223

Pipeliner

MAY 28, 2021

As tech companies grow and expand their business, customers start expecting more. Inbound Marketing Strategies for Technology Companies in 2021 (and Beyond). Ideally, your tech company will use a diverse mix of all the inbound marketing strategies we’ll describe below. Organize a webinar.

Inbound 52

Inbound Webinar Metrics Company Lead Rank 52

Hubspot Sales

FEBRUARY 19, 2024

A 2-day workshop offered by Primal Play brings in ~$663 per participant. The Opportunity: Fashionably Fit Lululemon became a $56B+ company by making high-quality yoga pants when yoga was getting popular. Source: HelloWonderful Or, host a training program to certify primal movement instructors.

Trends 89

Trends Fashion Exercises Sports 89

Allego

DECEMBER 13, 2023

You can also learn how other companies are solving the problems you may be struggling with. The event includes 70 workshops across 15 different content learning tracks, plus dozens of micro-learning labs. Then there’s the networking.

Conference 77

Conference Sales Enablement Biotechnology Insurance 77

SalesFolk

MARCH 2, 2021

On average companies who generically define their buyer personas as “Marketing” or “Technical decision-maker” tend to get 10-30x worse results from their sales prospecting efforts than those with detailed ICPs. . More free Cold Email treats from my sold-out workshop .

Ideal Customer Profile 64

Ideal Customer Profile Buyer Persona Prospecting Hiring 64

MEDDIC

MARCH 31, 2022

Since our inception five years ago, we have constantly been innovating with modern ways to learn: Multimedia: Videos/Audio Book (Always Be Qualifying) Sample letters Quiz Live Virtual Workshops (vILT) Live in-person workshops Bite-sized eLearning Deal Review and collective coaching Sessions Blended Learning And more….

Hiring 83

Hiring Enterprise Enterprise Course 83