Crunchbase

MARCH 1, 2023

In celebration of Women’s History Month this year, we’re thrilled to highlight sales directors, account executives and other women who embody what it means to be a leader, innovator and changemaker. The Crunchbase 2023 Influential Women in Sales List is a submission-based list.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Product Management University

SEPTEMBER 10, 2023

As the customer success manager (CSM) role evolves into more of a strategic customer leadership role versus a tactical reactionary role, it’s critical to build relationships with customer executives, and in most cases, it’s not as difficult as you think. Relationships with customer executives aren’t only critical to customer success managers.

Customer 52

Customer How To Gatekeeper Lead Rank 52

Partners in Excellence

MAY 3, 2022

They see the problem in a different way than IT or others, they see the risks of choosing and implementing a solution in a different way; and the urgency of changing in a different way. At the user level, for example the customer service agents, the perspective of the problem is how it impacts how they do their jobs on a day to day basis.

Maximizer 86

Maximizer Customer Service Face-to-face Opportunity 86

Zoominfo

OCTOBER 22, 2020

That was the main message from Founder and CEO of ZoomInfo, Henry Shuck, for the audience at the 2020 SaaStock EMEA conference. We know what you’re thinking, but even with new privacy laws, B2B prospecting is possible in Europe, if you’re taking the right steps. Best practices for going to market across Europe. The answer: yes.

Outbound 246

Outbound Ideal Customer Profile NetSuite Microsoft 246

Sales Hacker

AUGUST 7, 2020

Founder and CEO. Founder & CEO. CEO, Partner. Senior Director Commercial Sales. When it comes time to book a speaker for your next panel, presentation, or podcast there’s a lot to consider. Every detail is important, but here’s something you can’t afford to overlook — diversity. They have more to offer than diversity.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Sales Hacker

MAY 6, 2021

Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them.

Hiring 93

Hiring Retention B2C Demand Generation 93

DiscoverOrg Sales

SEPTEMBER 12, 2017

And they don’t think salespeople can converse with the senior executives who sign off on major purchases. From DiscoverOrg CEO Henry Schuck: When DiscoverOrg partners with sales researcher Steve W. First, the bad news: Most B2B buyers don’t trust salespeople. The good news? Martin , quality data meets quality research.

Buyer Persona 206

Buyer Persona Buyer Survey Ideal Customer Profile 206

Sales 2.0

JULY 8, 2022

Meanwhile most high tech companies accept this level of productivity in their sales departments. If you sell a product of a reasonable value to a reasonably large company there will be several people involved in the buying of such a product ( 6-10 based on Gartner’s research ). I used to work for a major semiconductor manufacturer.

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

Hubspot Sales

MARCH 25, 2024

Are you ready for a shocking, next-level revelation that's going to turn your world upside down? Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Want more content like this? Subscribe to our newsletter! Here it is: Prospects aren't always easy to deal with. You're welcome.

Prospecting 106

Prospecting Cancellation How To Revelation 106

Zoominfo

OCTOBER 20, 2021

Hiring people for senior management positions is one of the toughest tasks for a recruiter. Sourcing the right executive candidates and filling key managerial roles in an organization can be difficult even in the best of times. Let’s take a closer look at ways to improve the search for executives. Who does the role report to?

Strategy 130

Strategy Salary Compensation LinkedIn 130

Alice Heiman

MARCH 21, 2022

It’s more important now than ever that CEOs lead sales. I’m the CEO. The CEO’s Role in Sales. The CEO always has a role in sales, which changes as the company matures. But the most important way CEOs lead sales is by being the orchestrator. Are you kidding me? Their journey is quite different.

Lead Rank 150

Lead Rank Lead Scoring Top of Funnel Leads 150

Zoominfo

DECEMBER 21, 2020

The other quadrants include customer loyalty , offer expansion , and company transformation. Most companies looking to expand into new markets want to boost their sales and have identified a market in which they can see the potential for growth,” according to Marketo, which sells a marketing automation platform.

Lead Rank 130

Lead Rank Company Apparel Lead Scoring 130

Product Management University

MAY 15, 2024

In other words, understand how your users are measured on their performance evaluation, and show them how you’re going to make them measurably better at their job. In other words, understand how your users are measured on their performance evaluation, and show them how you’re going to make them measurably better at their job.

Benefit 45

Benefit Banking Buyer Examples 45

Hubspot Sales

APRIL 27, 2023

In addition to the great income potential, roles in SaaS tech often offer other perks, including Remote work opportunities. You can start in SaaS sales as an SDR and with enough experience, you'll be able to work in roles like account executive, sales manager, and even vice president of sales. occupations. Professional growth.

Hiring 111

Hiring Salary How To Ideal Customer Profile 111

No More Cold Calling

FEBRUARY 18, 2016

I’ve been selling for decades, but I’d never spoken with the CEO of a Fortune 500 company. When I was certain Bill had received the book, I called his office, knowing I would speak with his executive assistant (or to use the sales term, his “gatekeeper”). I hung up the phone, feeling excited and still a bit nervous.

Referrals 120

Referrals Gatekeeper Cold Calling Lead Generation 120

Emissary

MAY 18, 2022

And just four selling behaviors are most likely to tip the scales. Based on input from 424 senior-level executives, Emissary has identified four B2B sales skills that positively influence a deal when done well and will likely kill a deal if done poorly. Selling with insights versus features, benefits, and questions.

Research 52

Research B2B Scale Enterprise 52

Hubspot Sales

APRIL 2, 2021

These evaluators can be at any level and position within an organization, from team managers to CTOs. Most critical, though, is that each stakeholder has a different level of power within their organization. As a salesperson, you need to be prepared for everything, regardless of the position of the person you’re selling to.

Decision Maker 117

Decision Maker Influencer Gatekeeper How To 117

Sales Hacker

DECEMBER 18, 2017

Selling to c-level executives is a different ball game. Here is a message to sellers from a real c-level buyer: Outbound tactics without strategy are sheer lunacy. It’s not what we use, but how we use it; otherwise, it’s scorched Earth for C-level fish we risk scaring off from still waters. Was he effective?

Buyer 107

Buyer Referrals Lead Rank Lead Scoring 107

Sales Hacker

MARCH 1, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. The B2B playbook is changing. How do you make it work for you?

Media 71

Media Company Distribution How To 71

InsideSales.com

OCTOBER 23, 2019

It may be intimidating to pitch and sell to top brass clients and C-level executives, but it always pays to reach higher… if you know how. RELATED: Four Tips On Selling To C-Level Executives. In this article: Engaging with C-Level Executives. Level with Them. Start at the Top.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

Hubspot Sales

JUNE 8, 2021

Here's a look at a common path you can take, from beginner rep to established executive. Sales Beginner and Mid-Level Careers. If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. But if you're thinking "Huh? What does that mean?" don't worry. That can be true.

Hiring 110

Hiring Salary Top of Funnel Commission 110

DiscoverOrg Sales

JANUARY 3, 2018

We started our “Selling to Marketers” session by training our reps on what that persona cares about. Example: SKO Focus (Selling to Marketers). Bryerton offers this example from our SKO 2017: Our focus last year was “Selling to Marketers.” Intimate, non-corporate environment. Ensure content is data driven.

Hiring 202

Hiring Webinar Metrics Up-Sell Examples 202

Hubspot Sales

OCTOBER 3, 2021

Here, we'll answer all of those questions and more with our list of five key tips you can leverage to take your LinkedIn prospecting efforts to the next level. They often run into trouble by "selling first" over the platform. I work at XYZ company, we sell ABC software to businesses like yours. Where should you be looking?

LinkedIn 118

LinkedIn Prospecting Ideal Customer Profile Remedy 118

Zoominfo

OCTOBER 22, 2020

That was the main message from Founder and CEO of ZoomInfo, Henry Schuck, for the audience at the 2020 SaaStock EMEA conference. But even with new privacy laws, B2B prospecting is possible in Europe, if you’re taking the right steps. It was a powerful talk that covered: How current regulations play into business strategy. Public tasks.

Outbound 100

Outbound Ideal Customer Profile NetSuite Microsoft 100

Smooth Sale

MAY 6, 2022

Greg Jenkins is a dedicated and passionate leader, facilitator, coach, and mentor dedicated to helping people and teams achieve higher performance levels. Greg Jenkins is a dedicated and passionate leader, facilitator, coach, and mentor dedicated to helping people and teams achieve higher performance levels. ’ Greg Jenkins.

Hiring 78

Hiring Lead Rank Lead Scoring Scale 78

Partners in Excellence

SEPTEMBER 6, 2022

Others may work with end users, helping them address their challenges. How does what we do with the functional/departmental groups impact the organization’s ability to meet it’s goals, execute the corporate strategies, and so forth? Before I wrote this, I had conversations with a number of colleagues, testing my premise.

Enterprise 77

Enterprise Enterprise Groups Sales Enablement 77

Pointclear

JUNE 28, 2018

The more senior you are in your organization the more likely it is that you think these actions should be (whether or not they can be) handled by others in your organization. The reality is that not only are they not being managed by others, they’re likely being mismanaged. What is it that we sell? Not 50 things.

Sales Qualified Lead 113

Sales Qualified Lead Revenue Lead Rank Cost per Lead 113

Janek Performance Group

OCTOBER 17, 2022

I don’t know about other salespeople, but if I sit down and tell myself, “It’s time to get creative,” I start out with a variety of simple activities, which include: YouTube videos Writing or journaling Listening to an audio book Reading industry journals Reading customer reviews Going through the transcripts of quarterly earning reports.

How To 62

How To Hiring Journal Gatekeeper 62

Hubspot Sales

OCTOBER 5, 2021

If you're in sales, chances are you've encountered plenty of situations in which you're trying to reach a CEO or C-level executive to pitch your product or service. HubSpot Account Executive Chrissy Callen told me she considers gatekeepers less an obstacle, and more a resource when trying to reach a decision-maker.

Gatekeeper 132

Gatekeeper Decision Maker How To Cold Calling 132

Allego

AUGUST 19, 2021

Now in its fifth year, the annual event brought together over 800 sales, training, and learning and development professionals from more than 250 leading companies to help attendees adapt to a hybrid workplace and master virtual selling. New strategies and tactics have been needed this year more than ever. Congratulations to Jaclyn Smith.

Hiring 71

Hiring Lead Rank Lead Scoring Customer 71

Vengreso

JUNE 21, 2019

Yes, you want to be as top-of-mind as possible when it comes to digital selling. In the video below, Vengreso CEO Mario Martinez, Jr. Viveka says, “If you know for a fact what you share will not overtly offend them,” it’s okay to engage with your audience on other platforms. It depends on several aspects.

Social Media 99

Social Media Media Customer Facebook 99

Vengreso

OCTOBER 25, 2018

Subscribe to Selling With Social. We’ve all heard that there are advantages to selling to the C Suite, but do you know what they are and how to make the most of them? My guest on this episode of #SellingWithSocial is one of the foremost authorities on selling at C Level, Steve Hall. LISTEN NOW!

How To 72

How To Google Twitter Up-Sell 72

Sales Hacker

JUNE 17, 2020

The notion that consultative selling is the optimal way to sell has been around since the last millennium. The concept was coined in the 1970s in the book Consultative Selling by Mack Hanan. To compete in this “new buying normal,” we need to modernize what we mean by and how we execute consultative selling.

Consultative Selling 70

Consultative Selling Hiring Objections Churn 70

Vendor Neutral

JUNE 2, 2021

We hope these resources illuminate today’s best practices and help everyone learn from each other. Stop Killing Deals Hosted by George Bronten, this podcast interviews people outside of sales about a variety of topics and then explores the insights, advice, and guidance that can be gleaned in the selling world. The Sales Management.

B2B 130

B2B Sales Enablement Sales Webinar Metrics 130

Tony Hughes

FEBRUARY 22, 2018

is the process of logging in to others' social media profiles to grock the context of their networks. is the process of logging in to others' social media profiles to grock the context of their networks. Ghostjacking is when the CEO allows you to drive their profile in order to connect from the C-Level to the C-Level.

Ideal Customer Profile 66

Ideal Customer Profile Social Media Account Penetration 66

Crunchbase

JULY 1, 2020

If you’re going to sell to small and medium-sized businesses, you have to do it as an intentional part of your strategy, and tailor not just your pricing but your entire approach, which might include your process, product, training and support. . If you’re going to sell to SMB, you need to go “all in.” .

Scale 102

Scale Small Business Small Business Enterprise 102

CloserIQ

APRIL 30, 2019

As founder and CEO of a B2B SaaS startup , I realized fairly early the importance of a team-driven approach to sales. B2C buying experiences, on the other hand, have evolved across all touch points – with the customers’ journey taking center stage. In comparison, B2B campaigns lack the collaboration required.

B2B 101

B2B B2C Buyer Persona Lead Rank 101