Sales
Sales
Why Great Pitches Come From Customers: 5 Questions for Pinpointing Why They Really Buy
Editor’s Note: This article first appeared on Medium here. A few months ago, the CEO of a growth-stage software company…
by Andy Raskin Sales
Hiring for sales in a product led world
Editor’s Note: This article first appeared on the Intercom blog here. Founders make natural salespeople. So much of what they do,…
by Laurabeth Harvey Sales
Designing Effective Sales Comp Plans: The Dos and Don’ts for Every Sales Leader
I recently caught up with a sales rep for a Fortune 500 company that has rolled out an overly complex…
by Liz Cain Sales
5 Important Elements For Strategic Account Planning Sessions
Arguably one of the most underrated elements of enterprise sales is account planning. It takes time, energy, and focus away…
by Frank Dale Sales
The 3 Mistakes Every Company Makes Building the Outbound Sales Model
Editor’s Note: The following article is based on Liz Cain’s presentation at SalesLoft’s Rainmaker Conference. You can see the full…
by Liz Cain Sales
Building NetSuite’s BDR Team from the Ground Up [Podcast]
Liz Cain, Partner at OpenView, and former AVP of Worldwide Business Development at NetSuite, built the company’s BDR team to…
by OpenView Sales
How to Align Your Sales Pitch with C-Suite Buyers
A little more than six years ago, my partner Lee Demby wrote that when talking with customers about the value…
by Sharon Gillenwater Sales
How to Overcome the 5 Challenges of Accurate Sales Forecasting
If there’s one thing that’s always a constant in an organization’s sales pipeline, it’s change. While that’s a positive factor…
by Frank Dale Sales
9 Secret Elements of Highly Effective Sales Conversations
Editor’s Note: This article first appeared on the Gong.io blog here. What makes your top-performing reps so good at selling? Maybe…
by Chris Orlob