Kellblog

FEBRUARY 18, 2019

I had the pleasure of working with Elay Cohen during my circa year at Salesforce.com and I reviewed SalesHood , his first book, over four years ago. I was pleased to hear that Elay had written a second book, Enablement Mastery , and even more pleased to be invited to the book launch in San Francisco several weeks back.

Software Review 51

Software Review Scale Sales Hiring Sales Enablement 51

Tom Tunguz

MAY 30, 2019

Where should your sales enablement team focus their time? in bookings on 10M in quota capacity (which is really good). If the sales enablement teams had focus on the top quartile AEs and improve their performance by 20%, the company would have booked $9.3M. in bookings. They generated 8.6M

Scale 253

Scale Scaling Sales Sales Enablement 253

Sales Hacker

SEPTEMBER 8, 2020

Sales enablement is easy. It’s not that easy, but Sapper Consulting has built REGIE to keep the promise of sales enablement alive and keep your team doing what they do best, which is winning. In terms of books, I love books in two categories, for me. If you want to reach out to me, you can.

Scale 71

Scale Artificial Intelligence Sales Recruiting Consulting 71

Sales Hacker

MARCH 2, 2020

As a lifelong learner, I turn to books whenever I want to expand my thinking or improve my performance. And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Books that made the cut: Are on my own bookshelf.

Scale 141

Scale Sales Hiring Sales Recruiting Payment Methods 141

Sales Enablement, SaaS and Growth

APRIL 10, 2018

For the most part, sales enablement is poorly defined and often misunderstood. Across the world conversations take place, day in, day out between business leaders as they decide the part that sales enablement can, should and will play within their organisation. Why does sales enablement provide deal support?

Scale 112

Scale Sales Sales Enablement Software Review 112

Sales Enablement, SaaS and Growth

JANUARY 8, 2019

Source: Sales Hacker It’s fair to say that the sales enablement category has mirrored the impressive growth of the sales technology landscape as a whole (up and to the right). This front row seat gives me the opportunity to research, demo, trial, evaluate, purchase and ultimately, rollout sales enablement tools.

Sales Enablement 112

Sales Enablement Technical Review Technology Scale 112

Sales Hacker

OCTOBER 30, 2018

She was recognized as a leading sales mentor by Women in Sales North America. She is the co-author of a business book, called Aligned to Achieve , about sales and marketing alignment. Trish Bertuzzi founded The Bridge Group to help B2B technology companies build world-class Inside Sales teams.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

Sales Hacker

AUGUST 7, 2020

When it comes time to book a speaker for your next panel, presentation, or podcast there’s a lot to consider. Sales Development. Sales Growth. Sales Enablement. Enterprise Sales. Sales Operations. Sales Technology. Vice President, Global Sales. Whitney Sales. Sales Enablement.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

Sales Hacker

JUNE 2, 2021

Today, we’re excited to share highlights from our interview with Hang Black, VP of Global Revenue Enablement at Juniper Networks. She recently published a book: Embrace Your Edge: Pave Your Own Path as an Immigrant Woman in the Workplace. What’s the role of Sales Enablement vs. Sales Ops in enacting RevOps?

Innovation 63

Innovation Sales Enablement Interviewing Revenue 63

User Pilot

JULY 23, 2023

Book a demo now to see how Userpilot can help your GTM team build code-free product experiences , analyze the behavior of existing customers, and boost customer success and retention. Generating leads for sales. Book a demo now to learn more about how your go-to-market team can thrive better with our platform.

Marketing 88

Marketing Customer Lifetime Value SaaS Advertising 88

Subscription Flow

MARCH 20, 2024

A variety of dashboards offer comprehensive insights into fulfillment and sales, enabling well-informed decision-making. Make the change now to give your publication the best chance of succeeding in the future digital environment by booking a demo with SubscriptionFlow!

Payment Services 100

Payment Services Payments Payment Solutions Payment Methods 100

User Pilot

OCTOBER 6, 2023

As a marketer, your job is to deliver value through in-app communication and sales-enablement content to address specific objections. So, book a Userpilot demo if you want to trigger in-app messages and fuel your marketing funnel. So, book a Userpilot demo if you want to trigger in-app messages and fuel your marketing funnel.

B2B 105

B2B Development Team Review Software Review Marketing 105

Sales Hacker

OCTOBER 19, 2020

This is why it’s so important to A/B test everything and why data science is such a critical part of both sales enablement and improving sales processes. For example, your first contact probably included an invitation to book a 15-minute Zoom meeting. Sounds easy enough, right?

Data 103

Data Sales Enablement Engagement Sales 103

Sales Hacker

SEPTEMBER 15, 2022

Here, according to the 500 reps surveyed, is why sellers are losing deals: 50% cited sales pitches that don’t stand out. 33% had poor sales demos. 29% cited insufficient sales decks. 19% cited limited sales enablement materials. Related: How to Make a Sales Pitch that Stands Out and Gets Results (in 6 Steps).

Scale 96

Scale Technical Review Development Team Review Underperforming Technical Team 96

Sales Hacker

MARCH 23, 2021

There was just this random smorgasbord of information scattered around the internet and various books. Sam, could you honestly say, “I read that book, and literally implemented 70% of it, and it transformed my life?” I struggle to think of a book that’s had as big an impact as Predictable Revenue.

Sales 100

Sales Finance Education Startup 100

SaaStr

NOVEMBER 16, 2020

I really break sales training down into three pieces, maybe the fourth being have a world-class sales enablement person. So first off, have an incredible sales enablement function, helping you ramp, wrap. Our company is going through MEDDIC training right now, which is a sales value selling philosophy.

Sales Hiring 189

Sales Hiring Scale Leadership Sales Enablement 189

InsightSquared

MARCH 9, 2020

What we find inspiring in Tiffani is that she does not shy away from provoking questions and never stops bringing inspiring energy through any medium – her podcasts, her speaking engagements, or her books, or even her everyday work. Our favorite quote from Tiffani is, “Trust the process. How amazing is that?

Sales 87

Sales Sales Enablement Leadership Engagement 87

Sales Hacker

JULY 15, 2022

” When the prospect accepts the meeting invite, they update to “meeting booked.” Read: 10 Types of Sales Objections and How to Overcome Them. For example : Do your reps know how to book a meeting while on a call? For example: Prospects newly discovered but not actioned are considered “new.”

Underperforming Technical Team 86

Underperforming Technical Team Sales Strategy Engagement 86

Intercom, Inc.

JUNE 21, 2018

We started a meetup, which led to a conference, which led to the Sales Hacker publication. We have webinars, virtual events, books – we do everything now. We’ve evolved into the leading resource for B2B salespeople who are trying to figure out how to innovate, evolve and modernize their sales processes. It was simple.

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

Sales Hacker

MAY 6, 2021

This includes roles that are complementary to sales like renewals, customer success, and solution engineering. The mandate of a VP of Sales is to maximize the organization’s revenue bookings, renewals, and retention by maintaining control of the entire deal pipeline, from SQL to proposal to negotiation, to commit, to close.

VP of Engineering 93

VP of Engineering Sales Hiring Sales Recruiting Sales 93

Sales Hacker

APRIL 19, 2022

Dooly, a customer information sales enablement platform, found that 51 percent of sales professionals said they’d quit if they found an opportunity with higher pay. If your average sales cycle is 90 days, your new-hire ramp should also be at least 90 days to allow time for your new reps to close deals.

Compensation 86

Compensation Sales Recruiting Sales Hiring Retention 86

SaaStr

JUNE 10, 2020

We are very much a different model in that we’re one platform where you have your booking travel, your consumer-like interface married to your world class travel agents all in one. And it wasn’t about the amazing booking experience and our world class travel agents, we had that. You need to know where everyone’s at.

Travel 174

Travel Marketing Scale Outsourcing Services 174

Sales Hacker

MAY 12, 2021

Are talk tracks just a fancy new tech take on sales scripts? Not according to these sales and sales enablement experts. Talk tracks are a helpful tool for sales reps, both new and experienced, to practice new pitches, share new info and have confident conversations with their prospects.

Sales Enablement 74

Sales Enablement Sales Outsourced Development Technical Review 74

Sales Hacker

FEBRUARY 8, 2022

Ashley Welch: We’re a sales enablement firm, first and foremost. We’ve pioneered this niche of taking the best tools from the world of design thinking and giving them to various customer-facing professionals to enable them to be more customer-centric, do better discovery, co-create with their customers, in a way that grows revenue.

Innovation 83

Innovation Consulting Revenue Forecasting 83

Sales Hacker

MAY 24, 2023

So at one company, the sales enablement person is the type of person who says, ‘I hate my job. In another company, the enablement guy is a hungry person who’s trying to up their career. Who should we call and try to book a meeting with? I’m gonna do the minimum possible so I don’t get fired.’

Underperforming Technical Team 84

Underperforming Technical Team Consulting Company Culture Acquisition 84

Sales Enablement, SaaS and Growth

MARCH 23, 2020

Weak-Leak and Strong-Link Thinking The idea of weak-link and strong-link thinking was first popularised in The Numbers Game: Why Everything You Know About Soccer Is Wrong , a book written by Chris Anderson and David Sally. Using this information you can then make better decisions the first time around and avoid problems later on.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

SaaSX

NOVEMBER 14, 2021

Book 10 meetings from the outreach. These include content marketing, positioning and messaging, public relations, analyst relations, paid strategy, sales enablement, etc. The quantitative inbound math for a hot inbound lead might look something like: 20 hot inbound marketing leads delivered to sales.

Scale 52

Scale Marketing Sales Recruiting Benchmarks 52

Sales Hacker

DECEMBER 3, 2020

Sales leaders at every stage of their careers need to read these responses. . If you’re looking to learn more about conflict resolution, these book and podcast recommendations are the place to start. Where Does Conflict Commonly Arise in Sales Orgs? Sales is a high-stress job with a lot of front-facing communication.

Sales 79

Sales Compensation Underperforming Technical Team Communication 79

Sales Hacker

APRIL 18, 2022

So let’s do some dragon-slaying and put some B2B sales myths to rest! Some of the more popular strategies and templates would have you believe that sales happens in clear-cut stages, one smoothly flowing into the other: Demo booked > Deal created > Demo done > Technical round > Evaluation > Closed won.

Technical Review 88

Technical Review Sales B2B Education 88

OpenView Labs

OCTOBER 2, 2019

How many AEs can the infrastructure of the sales organization support? New account executives will need account books to prospect into and will need training and onboarding from sales enablement and ongoing management and coaching. How many direct reports do sales managers currently have? Account Managers.

Headcount 41

Headcount Sales Hiring Scale Sales 41

Sales Hacker

APRIL 16, 2018

Here are three ways marketers can use recorded calls to be a better partner to their sales teams: 1) Validate buyer personas. 3) Identify sales enablement opportunities. The goal is to find a segment of people who you know explored your website thoroughly prior to committing to time with sales.

Data 62

Data Technical Review Sales Marketing 62

Sales Hacker

SEPTEMBER 28, 2021

When you’re a busy manager looking after ten sales reps, it can be easier to wing it than follow a process. As a sales enablement manager, I’ve learned that this mentality can do more harm than good. Kaia provides real-time enablement support, recordings, and detailed notes to go over in our coaching 1:1s.

Underperforming Technical Team 65

Underperforming Technical Team Systems Review Software Review Sales Enablement 65

InsightSquared

MARCH 8, 2019

After getting perspectives from my manager, our Director of Biz Dev, and our Sales Enablement Manager, I had a clearer picture for steps I could take to better manage my time and optimize the morning dial block. The secret of your success is found in your daily routine.”. Personal Accountability.

Underperforming Technical Team 106

Underperforming Technical Team Sales Sales Enablement Engagement 106

Sales Hacker

JULY 10, 2018

It’s easy to spend much of our time focused on setting goals for sales reps while providing a level of blind trust to our managers (as long as their team gets to their number). As the leader of Sales Enablement , one of my major initiatives is to invest in the development of our management team. 6) Announcing the contest prize.

Scale 45

Scale Management Sales Leadership 45

Sales Hacker

NOVEMBER 22, 2021

Many companies start their sales engagement initiative with just one sales ops person who’s also in charge of sales enablement and working with the marketing team. Show them that a sequence is high performing by breaking it down in terms of meetings booked and pipeline created. Build your content team.

Scale 99

Scale Technical Review Sales Systems Review 99

InsightSquared

NOVEMBER 18, 2020

Machine Learning can deliver a weighted pipeline, projected monthly bookings, manual forecast, and historical trends with likely ranges of outcomes for each. . Being able to run your own reports and view your own data without having to wait for an internal resource is key to sales managers becoming data-driven. . This is a big change.

Revenue 62

Revenue Machine Learning Artificial Intelligence Scale 62

Sales Hacker

MARCH 19, 2019

But wouldn’t it be even better to learn from proven cold email success stories that drove everything from website backlinks to booked meetings, and more? The Creative “Success Check-In” Email That Got Several Prospects to Book a Meeting. Contributor : Taylor Dumouchel , Marketing Strategist at Peak Sales Recruiting. The result?

Sales Recruiting 85

Sales Recruiting Sales Hiring Software Review Sales 85