Miller Heiman Group

MAY 13, 2019

CSO Insights Chief Research Officer Seleste Lunsford shared what’s driving the strongest sales results in today’s global markets in a preview of the 2019 World Class Sales Practices Study, which officially launches in June. The report finds that what sales managers do today was the responsibility of sales directors two years ago. What’s Next?

Technology 82

Technology Technology Pipeline Strategize 82

Heinz Marketing

SEPTEMBER 21, 2020

The Q2 sort of field marketing season really took a sharp left-hand turn. How has sort of go to market strategy really shifted, and what are people learning about that so far this year? Cheri: You’re right about the field marketing world just shifting. In some cases, just hit the brakes entirely. It was overnight.

Pipeline 93

Pipeline Sales Start-ups Clients 93

SaaStr

JANUARY 10, 2020

In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * We need to hire this new head of sales, who’s going to come in and change the way that we’re going to market. How important is it to own the entire customer journey?

X-functional 53

X-functional Start-ups Drivers/motivators Go To Market 53

Heinz Marketing

JUNE 3, 2019

We talk about the theme of Together… strategically it sounds like a great idea. Some things they may have figured out, some things they may still be working on like the rest of us and I think it’s interesting you talk about that theme of Together, strategically it sounds like a great idea. Operationally, not always so easy.

Pipeline 57

Pipeline Sales Objectives and Key Results B2B 57

SaaStr

AUGUST 20, 2020

As for Kyle, prior to Figma he spent over 5 years at Dropbox achieving some incredible milestones including launching and scaling the Austin, Texas office from 3 to 80 people and being responsible for growing Dropbox’s leading partner ecosystem. But when you land in Austin, Texas, it’s a very different tech ecosystem.

Sales 76

Sales Price Quota Start-ups 76

Heinz Marketing

MAY 13, 2019

So I think I’ve been in the marketing space a long time and always had my partner in crime sales right alongside. But when you look at go-to-market today, it’s just very fragmented. So they see the value of having all the go-to-market teams sit under the same leader. There’s fragmented teams.

Pipeline 50

Pipeline Objectives and Key Results Sales B2B 50

Heinz Marketing

MARCH 25, 2019

Social selling just means the usage of social media platforms within a sales go to market strategy or a sales process. So think of it as a series of sales plays that are intertwined into a go to market. As you and I were just talking about, the growth trajectory of that term, social selling. Phone, email.

Pipeline 70

Pipeline Sales Up-sell Territory 70