Overcoming sales objections is difficult--it can be paralyzing. The truth is that both new and experienced salespeople often struggle with these situations. It’s hardwired in many of us to not push too hard on anyone to try to get them to say yes when they don’t really seem sure. And when you don’t have a response figured out, it can be extremely difficult to come up with one off the top of your head.
Unfortunately, it’s not easy to land your first customers. Especially since new startups lack the brand awareness, social proof, and referrals that provide many established businesses with valuable leads. Today, we’re going to cover four actionable strategies to help you acquire the first 100 customers for your startup.
Uber, McDonald’s, Starbucks, Apple, and Amazon are among the biggest, most valuable brands in the world. Today, these businesses are massively successful – but they were started by entrepreneurs who worked their way up from the bottom. In fact, you might be surprised by the events and circumstances that led to their success.
Today, we’re going to talk all about annual run rate (ARR): what it is, how to calculate it, and why it’s not the most accurate way to forecast your sales revenue.
As a startup founder, the time will come where you need to hire your first salesperson. Now this can be scary. First of all, you’ve likely never hired a salesperson before--what do you even look for? Secondly, your first salesperson will be responsible for the core revenue generating activity for your entire company. This guide explains how you should go about making that all-important first sales hire: when you should hire someone, where to look for the right talent, how to screen and interview, and how you can close the deal with the right candidate.
To get the most bang for your buck when it comes to your marketing budget, it’s important to recognize which leads will be most receptive to your content and efforts. This is where marketing qualified leads (MQLs) enter the picture. The more accurately your marketing team can identify the right leads – those that are actively seeking information about your solutions – the better you can allocate your resources and only target those who are most likely to become customers.
Whether you’re sending cold emails, corresponding with potential investors, or offering support to your customers, your email signature is attached to every email you send. It only makes sense to put effort into designing the perfect signature. This article will cover what you should include in your email signature, design tips, how to generate your own signature, and provide the resources you need to get your signature set up and properly formatted in your email client.
As a startup, you must carefully balance your need for sales with your need to conserve resources. Combine that with the fact that most startups lack defined hiring and onboarding practices and things start to get complicated real quick. Today, we’ll look at the steps you should follow if you want to build a sales team that drives revenue for your startup without sacrificing culture or performance.
Making the jump to enterprise sales is more complicated than scaling up the strategy you already use to sell to SMBs. Enterprise sales is a whole different beast. If your company is looking to sell to larger companies and land more valuable accounts, it’s important to rethink several key aspects of your sales process to make sure you get it right.
If you don’t know what a sales hacker is, you might assume this article is about salespeople looking for shortcuts to success or a guaranteed way to close every single deal. Either way, you’re a bit off the mark.
There’s more to growing your startup than just making sales. It’s critical to look beyond how many deals you closed this period to the factors impacting your sales team’s success.
Being a good storyteller is good for business. If you can infuse your sales process with inspirational, persuasive, and memorable anecdotes, you can make a bigger impact on your prospects and steer them towards the decision to buy. Science backs this up. An engaging story can trigger the release of oxytocin, which is also known as the trust hormone. This reaction increases your prospect’s trust in you, your brand, and the product or service you’re pitching.
Not all leads are created equal. Some sales leads are just tire kickers looking for a deal. Others are ready to buy and they’re looking to make a decision as quickly as possible. Once you’ve started to build a reliable sales pipeline, your focus shifts from getting leads to identifying, nurturing, and closing those leads--making sales. How do you know if someone is a good sales lead or not?
We’ve put together a list of 24 common sales terms you need to know. So if you’re a marketing expert, you can communicate better with the folks over in sales; and if you’re an aspiring entrepreneur, you can nail the lingo right out of the gate.
Deciding how to compensate your sales staff can sometimes feel like a “chicken or the egg” scenario. You need good sales reps to get customers and you need paying customers to expand your hiring budget. So, how do you strike a balance? By developing a scalable sales compensation plan that can evolve with your business.
The condition of your sales pipeline says a lot about your business. It reveals how close your sales reps are to meeting their quotas, how much revenue you can expect over the next quarter, and whether you have enough new leads to sustain your level of success.
There’s no getting around the fact that it takes time, practice, and resilience to master the art of cold calling. Maybe that’s why so many new sales reps want to believe cold calling doesn’t matter anymore? But cold calling is far from dead. I repeat, cold calling is not dead.
The sales pipeline coverage ratio is the metric of choice for sales managers that want to keep a close eye on the health of the business and make sure their reps are on track to hit their quotas.
Before your sales team can deliver a winning pitch that lands a new customer, they need to know who they should be pitching to. If a lead is passed on to sales before they’re serious about making a purchase, the conversation isn’t likely to end well. So, how can you tell which leads are done window shopping and primed to buy? By following a lead qualification process to help your marketing and sales professionals identify sales qualified leads (SQLs).
When assembling your sales team, you need to consider if you want reps who are agile jack-of-all-trades-types or specialists who truly shine in their given role. Smaller teams are more likely to benefit from sales reps who can do a little bit of everything. But as your startup grows, along with your need to bring on new hires, it becomes increasingly important to hire specialists for each of the sales roles on your team.
The key to sending a successful cold email isn’t necessarily writing the perfect sales pitch or sending it at just the right time (though these are important, too) – it’s convincing your prospect to open and read your message. Once you’ve identified who you want to contact and managed to find their email address, crafting the perfect cold email subject line is the number one thing that influences how likely your prospect is to read your message at all. Not only is the subject line your first chance to make an impression, it could be your last if it doesn’t get clicked.
Many successful CEOs read an average of 4-5 books per month. When it comes to books on professional development and improving your sales techniques, there are tons of titles to sift through. We put together this list of the best sales books ever written to help you choose a starting point.
Monthly recurring revenue (usually referred to as MRR) is one of the most meaningful metrics a SaaS business can measure. After all, the entire subscription-based business model hinges on the ability to generate and maintain a profitable MRR.
We want to help you deliver impactful sales or product demos that allow you to close more deals and grow your company. So whether your demos are already pretty good or still need some work, try out these tips to make your demos amazing and take your sales to the next level. That’s why we put together this list of 14 proven tips for sales demos that convert more prospects into customers.
Have you ever gone looking for advice on the best time to send your email and walked away feeling more confused than confident? You’re not alone.There is lot of conflicting information out there about when and how to send emails in order to get the best results. Literally, dozens of studies have been done and almost all of them offer up slightly different conclusions.
Understanding your customer lifetime value allows you to predict how much revenue a new deal will bring in over the course of the customer relationship.
While all businesses should pay close attention to their churn rate, it’s particularly important for SaaS companies that operate on a subscription model. Some of your customers will stick around for decades, but other will drop off your radar as soon as their free trial ends.
This list of useful and shocking sales stats offers insight into how buyers make decisions, the importance of persistence, and why most of your cold calls don’t lead anywhere.
Part of the trouble is estimating which leads are most likely to become customers. There may be a large variance in the size of your opportunities and the likelihood of closing each one. Though there’s no guaranteed way to predict success or forecast sales perfectly, a weighted pipeline can help paint a more accurate picture of your pipeline’s overall value.
These 39 sales quotes will inspire you to take control, encourage your team, and remind you why you do what you do - even on your most difficult days.
Crafting a targeted cold email campaign is one of the best ways to grow your business. It allows you to warm up leads, connect with prospects, and access a world of potential sales opportunities.That’s why we created The Beginner’s Playbook to Running a Cold Email Campaign. We want to help you develop cold email campaigns that get delivered to your ideal targets, clearly communicate your value, and produce real results for your business.
This guide is a step-by-step process for finding almost anyone’s email address on the web. And it’s ridiculously effective, without relying on expensive tools or technology (unless they’re absolutely necessary).
Different types of CRMs support your business goals from different angles. Choosing the best CRM system for your company requires looking at your objectives and determining the main customer management problems you need resolved.
One of the most effective ways to measure your customer’s happiness, loyalty, and likelihood to refer you new customers, is with Net Promoter Score or NPS. NPS is a 10-point rating system allows you to quickly gauge your customer’s overall satisfaction and is also designed to tell you who among your current customers are your most ardent supporters.
Landing new clients is the name of the game in sales, but that doesn’t mean you can sit back and relax as long as there’s money coming in. It’s also important to look at how much is actually being spent to turn leads into paying customers. That is, you need to calculate your customer acquisition cost.
IBM created the BANT framework as a simple way to qualify the leads who were most likely to buy and disqualify the ones who probably wouldn't.
Hollywood loves to typecast salespeople as ruthless, corrupt, and hilariously corny. But sales movies can also capture the passion, energy, and ambition necessary to launch a successful career. We’ve rounded up 26 of the best sales movies that will teach, entertain, and inspire you!
Cold emailing doesn’t have to feel like a shot in the dark. There are a number of cold emailing techniques that are proven to increase There are a number of cold emailing techniques that are proven to increase response rate, warm up leads, and open up the high-value sales opportunities you’re after. In this article, we’ll break down four highly successful cold email campaigns to find out exactly what they did right and how you can follow their lead.
When it comes to connecting with customers via email, one of your biggest hurdles is simply getting noticed. Your average customer’s inbox is teeming with competing messages and sales pitches. So what does it take to ensure your email stands out, gets opened, and gets read? We’re going to provide you with 13 proven tactics that will increase your email open rates for existing contact lists and cold email campaigns.
So you built a SaaS product. Great! But now you have to sell it, and if you’re just getting started there can be a number of metrics that can seem dizzying to a first time entrepreneur. To make sure you’re covering all your bases, read below to find the 9 critical sales metrics you should be tracking from day one.
OK, so you know how important it is to build a high quality, targeted lead list for your email campaigns, but is the thought of doing all that research by yourself beyond daunting? If so, there’s a simple answer: outsource the job to a web researcher! Not sure where to start? Here’s a step-by-step guide on how to identify your ideal target, hire the right professional, and start building your lead list.
We’ve all heard them: sales phrases that make the hairs on the back of your neck stand up. Some phrases have been part of sales conversations for so long they deserve their own Wikipedia page, but just because something’s been around for awhile doesn’t it mean it’s worth repeating. Here are some phrases that should go the way of the Rolodex.
Today, I’m excited to announce an integration with another company designed to make work easier: PieSync. With PieSync, you can sync your Propeller data across dozens of business applications like Google Contacts, MailChimp, Zendesk, and more.
First, let’s start off with the elephant in the room: there are already a lot of CRM products out there. And Salesforce is the largest SaaS company in the world. Isn’t this market all wrapped up? Aren’t we wasting our time? But if you dig deeper, you’ll actually see a common problem with existing products: they were built to manage sales, not to make sales.