Partners in Excellence

OCTOBER 29, 2015

Financial services includes commercial banks, investment companies, insurance, hedge funds, credit card, financing and a number of other segments. Customer Solution Maturity: Geoffrey Moore, in Crossing The Chasm , popularized a version of customer maturity as outlined in the diagram below. But any of these are huge.

Manufacturing 91

Manufacturing Cross-sell Territory Finance 91

Hubspot

JANUARY 14, 2015

Many of them were once sitting in a rickety folding chair on the lawn of their alma mater, wearing an itchy cap and gown, and wondering what on earth they were going to do when they grew up. I was a Sales Planner, which entailed trafficking and reporting on ad campaigns including banners, emails, and pop-ups (remember those?).

Healthcare 72

Healthcare Hospitality Finance Consult 72

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs. A better selling experience. 5 benefits of CPQ software. Scaling sales operations.

Cross-sell 96

Cross-sell Contract Price Finance 96

Sales Hacker

APRIL 21, 2021

Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management. On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. Remind me again – what is RevOps?

Finance 103

Finance GTM Cross-sell SQL 103

Sales Hacker

AUGUST 25, 2023

As always, you can catch up on past articles, podcasts and newsletters all in one place at the new home of Sales Hacker: GTMnow.com Thanks for reading The GTM Newsletter! At Outreach, we implemented Growth AE’s in 2020 that were responsible for cross sell/upsell into accounts, and the year after they started running renewals as well.

GTM 52

GTM Contract Cross-sell Account management 52

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Anything less is failure.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. Sanj Sanampudi | Co-Founder & CEO @ Concert Finance.

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

Sales Hacker

DECEMBER 22, 2020

million with about 10, and today we’re sitting with 13 people, and we just crossed 2 million in revenue. We carve ourselves up into many teams when we attach ourselves to a client. They also lose potentially up to 50% of their compensation. How did you come up with that number? We can cross-sell.

Cross-sell 76

Cross-sell Clients Growth Up-sell 76

Sales Hacker

JANUARY 13, 2020

Jay has spent 30 years in the financial services industry; holding various roles in sales, direct marketing, online marketing and cross-selling strategies. Why you should offer value first when selling. The upsell approach vs. value-sell approach [7:33]. The blessing and curse of selling an amorphous product [12:51].

Cross-sell 54

Cross-sell Territory Growth Up-sell 54

Sales Hacker

FEBRUARY 5, 2019

We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. The Board and executive team need to understand that you can’t simply flip a switch and tell your existing reps to start selling to Enterprise customers. Post-Sale Delivery and Enterprise Service.

Product 58

Product Contract Cross-sell Account management 58

SaaStr

AUGUST 20, 2020

To date the company has raised over $132M in financing from some of the best in the business including Sequoia, a16z, Index, Greylock and Kleiner Perkins to name a few. So we were really selling on the intuitiveness of the design, and in tandem with that, we were hiring these kind of rockstar designers. That made a ton of sense to me.

Sales 77

Sales Price Quota Start-ups 77

SaaStr

JULY 1, 2020

Sorry, I didn’t mean to cut off the video, but I’m learning Zoom bumps, but I think we have 905 folks in, coming up on a thousand. I’ll do some background before we start and let us get up into the quadruple digits, but please grab a coffee, join us. Our goal today is to mix it up. It should be framed.

Process 70

Process Sales Quota Commission 70

Hubspot

NOVEMBER 7, 2023

A CRM system generates an accurate sales funnel for you, which makes it easier to forecast future sales and effectively manage your team’s pipeline. You can also identify specific regions or industries to sell into and benchmark your average sales cycle. Set up the essential reports. Set up lead scoring.

CRM 74

CRM Contact Contract Objectives and Key Results 74

SaaStr

SEPTEMBER 13, 2019

In Today’s Episode We Discuss: * How Allison made her way into the world of SaaS with Gainsight from her start in finance at Bain in New York? Does Allison believe that marketing needs to be held accountable to a number directly tied to revenue? * How can one approach setting up a services team for scale? What is included in it?

Engineering 10

Engineering Objectives and Key Results Strategic planning Strategize 10