Highspot

JUNE 6, 2023

Boardrooms across the globe are dialed in on sales productivity, and rightly so. Sales productivity is the backbone of revenue generation, and during a time when businesses are being forced to achieve more with less, strengthening it has never been more vital. What is Sales Productivity?

Closing 52

Closing Product Objectives and Key Results Quota 52

Heinz Marketing

OCTOBER 4, 2021

This week’s show is called “ A New Go To Market Framework to Get You MOVE-ing “ My guest is Sangram Vajre , Author, Co-Founder & Chief Evangelist at Terminus. We’re going to talk a little bit about that today as well, in terms of better go-to-market strategies. The bait and switch.

Pipeline 117

Pipeline Go To Market Cross-sell Sales 117

Highspot

OCTOBER 23, 2023

You’ve put months of hard work into developing your new product, and now it’s time for its much-awaited debut. However, launching your product is not just another item on your to-do list; it’s a defining moment that can make or break your business. Nearly 30,000 new products are released into the market every year.

Launch 59

Launch Negotiate Product GTM 59

Martech

DECEMBER 26, 2023

Each has its own target audience expertise and product preferences. To scale their value, suppliers must segment partners by type, understand the differing needs and interests of each partner category, and provide the marketing support services they need.

B2B 106

B2B Cross-sell Hospitality GTM 106

SaaStr

MARCH 22, 2023

Your Commercial Market Will Define You Throughout Lenta’s experiences with these three journeys, he’s learned some key lessons for those looking to do similar. The commercial market you choose to build and offer your customers defines you, yes. Instead of selling products, they were selling aspirational concepts and business value.

Growth 75

Growth Cross-sell GTM Up-sell 75

Highspot

MAY 9, 2023

It was an ordinary Tuesday afternoon in the 2000s when I first picked up an iPhone. Amidst a backdrop of hybrid work, economic uncertainty, reduced budgets, and boards that are asking companies to do more with less, leaders are dialed in on increasing sales productivity. I had the future in my hand.

Cross-sell 98

Cross-sell Strategize Sales Entertainment 98

Openview

APRIL 11, 2018

So much of what they do, particularly fundraising, is selling. But even if you have a great product, there will come a point where you simply need to build out a sales function. But if you scale this function with intention, a sales org will enrich your company’s existing culture, help you build better product, and sell it too. .

Product 82

Product Negotiate Quota Cross-sell 82

SaaStr

SEPTEMBER 28, 2023

They offer all the features you need to sell to Enterprise customers. Single sign-on SAML authentication SCIM provisioning for user management You can sell to 20-30-40-person companies all day, but if you want to sell to hundreds of people in a company, you will need this stuff, and WorkOS helps you do it fast.

Cross-sell 85

Cross-sell Growth Up-sell Launch 85

Highspot

MAY 30, 2024

Whether it’s sales and marketing not syncing up, using outdated tools, or outdated processes, these problems can slow progress. When all revenue teams–from sales and marketing to product and customer success–are in sync, they can better understand customer preferences, quickly adapt to trends, and rapidly close deals.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Hubspot

APRIL 1, 2024

It means sales and go-to-market motions are going to have to evolve. Marketing is going to have to evolve, too, but that's a whole other topic.) They have access to a wealth of information online, from product reviews and customer feedback to detailed product specifications and pricing information.

Cross-sell 60

Cross-sell CRM Referrals Up-sell 60

Salesforce

SEPTEMBER 19, 2023

Often, CROs have risen up through a classically successful sales career, only to face an entirely new challenge: take over every revenue-generating function in the business to drive predictable growth. Level up your leadership What is a chief revenue officer? Trait 2: Data-obsessed CROs own the go-to-market strategy.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

Highspot

JANUARY 9, 2024

Each stage requires specific selling skills to satisfy prospect needs. Here’s what the B2B sales cycle looks like: Prospecting: This business development is where the sales process begins, as sales reps search for potential clients who might need their products or services. What is B2B Sales Training?

Technique 52

Technique B2B Cross-sell Negotiate 52

Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. What I mean by MQLs is Marketing Qualified Leads. We asked ourselves: ‘Would you rather have your competitor work remotely or be all huddled up in an office together?’ Our unanimous pick? who am I kidding?

GTM 93

GTM Pipeline SQL UX 93

SalesLoft

MARCH 31, 2022

Both the pandemic and full adoption of digital selling have rapidly improved the way that we are looking at workplaces and teams, how we communicate with customers, and ultimately how we sell. These changes are positive, but now sales leaders have new challenges that are keeping them up at night – myself included.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

Heinz Marketing

JUNE 21, 2021

Join us as Christel shares some best practices on how she prioritizes all the different marketing requirements in an early stage company as well as how she is setting up the marketing organization and priorities internally. But maybe let’s just start back up a minute and just sort of maybe just introduce yourself.

Pipeline 85

Pipeline Start-ups Go To Market Education 85

Salesforce

NOVEMBER 7, 2023

Sales kickoff tips and best practices Learn 8 sales productivity pitfalls (and steps to avoid them) Get the free Sales Productivity Workbook to discover how leading sales experts are side-stepping pitfalls by consolidating their tech stacks, redefining their pipeline stages, and automating approvals. What are the products?

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

SaaStr

JANUARY 30, 2023

Overcoming challenges by optimizing for success In the early stages of setting up your SaaS business, it’s always a good idea to invest time thinking about the direction you want to take. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up.

Cross-sell 87

Cross-sell Account management Clients Growth 87

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. Get Aligned Before Moving Upmarket.

Product 58

Product Contract Cross-sell Account management 58

SaaStr

JULY 20, 2022

As start-ups begin to accumulate success and ?generate generate momentum, they will inevitably need to scale up. You’ve identified a persona to sell to and a problem you solve for buyers. Or, perhaps, you’ve secured a new round of funding and want to live up to the hype. Come up with a list of standard inputs (i.e.,

GTM 74

GTM Cross-sell Finance Growth 74

Martech

MARCH 10, 2022

Traditional B2B demand gen models are becoming outdated as privacy regulations are more stringent and fewer people are willing to give up their personal information. Because of this it’s essential to have an Account-based marketing (ABM) strategy. 70% of the buyer’s journey is complete before a buyer even reaches out to sales.

E-commerce 99

E-commerce Growth Cross-sell Objectives and Key Results 99

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

SaaStr

FEBRUARY 14, 2023

It’s much easier to sell something to a customer you’re already working with than it is to win them again and again. To calculate your net dollar retention, take all of your existing ARR at the beginning of the period, add on any cross-sell or upsell, subtract out any churn, and then see the ending ARR. Sign up HERE !

Profit margin 80

Profit margin Drivers/motivators Cross-sell Growth 80

Sales Hacker

JULY 16, 2020

In May 2020, Facebook announced it was buying the gif search engine , Giphy, for $400 million — primarily for its Instagram product. By understanding this macro trend you can set yourself, and your company, up for amazing long-term outcomes. This makes a gif search engine extremely valuable to the most-used products of our time.

Pipeline 96

Pipeline E-commerce Cross-sell Referrals 96

PandaDoc

MAY 13, 2024

This involves tracking leads and sending follow-up reminders to agents. It must be up to date. Inside sales For agents who engage in remote selling; on the phone, via video call, social media, or email. Training focuses on winning the trust of customers and providing an effective sell.

Objectives and Key Results 52

Objectives and Key Results Legal Cross-sell Sales 52

Highspot

JULY 18, 2023

Let’s dive into all these details, including how you can leverage marketing expertise to support sales and significantly impact business growth. What is Marketing Enablement? Marketing enablement is all about empowering your marketing team to be more productive in their roles by creating a system to equip, train, and coach them.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Strategize Lead generation 52

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. Kevin’s rep productivity model. Why rep productivity is the output, not the input.

Product 52

Product Pipeline Engineering Cross-sell 52

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies.

Cross-sell 76

Cross-sell Finance Strategize Technology 76

Sales Hacker

MARCH 11, 2020

This is a leading indicator of sales production, unlike bookings or pipeline — which are both lagging indicators. It’s common that 80% – 95% of these leads never convert to meetings, and most leaders believe their team’s level of follow-up is too slow. Your value per meeting is $6,250. Talk about low-hanging fruit.

Meeting 71

Meeting Cross-sell Pipeline Up-sell 71

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Drive the shift from push to pull marketing.

B2B 99

B2B GTM Cross-sell High impact 99

SalesLoft

DECEMBER 19, 2023

Over the past year, the brunt of cuts have hit SDR and BDR roles, leaving AEs, AMs, and even CSMs to pick up the work of prospecting, qualification, and upsell. As people pick up new responsibilities, the lines between roles can get blurry, making it harder to know who to turn to for the information you need.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. In the early days, most SaaS companies sell to other startups for a number of reasons. Startups are more willing to be early adopters of a new product. Small companies require less customization.

Legal 86

Legal Cross-sell Contract Price 86

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)?

B2C 95

B2C Pipeline SQL Strategize 95

The Lost Book of Sales

AUGUST 15, 2021

You’ve probably signed up for this newsletter thanks to my post called Age of distractions , which seems to have gone “viral” after I shared it with the great audience on Hacker News. 🌪 Book summary #1 (long): Crossing the Chasm by Geoffrey Moore Outtake: -> What is the “Chasm”?

Cross-sell 98

Cross-sell Gambling GTM Territory 98

Heinz Marketing

AUGUST 30, 2021

This week’s show is called “ The Evolution of Successful Social Selling ” and our guest is Jamie Shanks , CEO @ Sales for Life and Pipeline Signals. If you’re watching this on demand, thanks very much for catching up with us. Why don’t we go up to the cottage for a weekend?”

Pipeline 117

Pipeline Sales Up-sell Cross-sell 117

Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair. How exactly will they know what’s going on?

Quota 164

Quota Sales Strategize Objection handling 164

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Many of them will get gobbled up by the large platforms. Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. .

GTM 81

GTM Cross-sell Niche Strategize 81