Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. 9) Territory planning and territory creation [33:30]. Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. Sales management at Global Crossing.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. Table of Contents.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Hubspot

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do Finally, I picked up the phone and called my prospect’s office. Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. If your prospect approaches any of these topics via email, drop what you’re doing and pick up the phone.

Prospecting 96

Prospecting X-functional Contract Cross-sell 96

SalesHandy

JULY 12, 2022

If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. It makes use of account-based marketing, which focuses on selling to targeted accounts that align your products/services’ capabilities with the needs of the customers.

Customers 59

Customers Cross-sell Represent Contract 59

Sales Hacker

DECEMBER 12, 2017

I think most leaders and managers would love to find a way to better quantify the performance of their teams. The challenge is setting something up that incentivizes the right thing and is also defensible. of the company should be the sum of their parts (organic + sales + account management + marketing), and everything should add up.

Non-Profits 81

Non-Profits Quota Sales Cross-sell 81

Partners in Excellence

OCTOBER 29, 2015

” Or we may focus on regions/geographies (though that is becoming less of a factor for many). Customer Solution Maturity: Geoffrey Moore, in Crossing The Chasm , popularized a version of customer maturity as outlined in the diagram below. There are all sorts of variations of this model, any one can be useful.

Manufacturing 91

Manufacturing Cross-sell Territory Finance 91

Salesforce

NOVEMBER 16, 2023

Leaders from your different regions show up with estimates they all calculated in different ways, some of them in spreadsheets. Defining a consistent process can give your sales teams the framework they need to keep forecasts up-to-date. Picture this.

Process 59

Process Territory Objectives and Key Results Pipeline 59

SaaStr

JANUARY 31, 2022

Adding C-level engagements and cross-departmental selling will lengthen your sales cycle but it will provide you with customers who stick and an increased average transaction size. You need to have the people already in place when you’re looking to hire for senior account management. Accountability to review.

Territory 87

Territory Cross-sell Quota Networking 87

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 95

Cross-sell Contract Price Finance 95

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. When I moved from a dance career to sales, I had zero experience selling a product. Give presentations and demos.

Networking 59

Networking B2C Cross-sell Negotiate 59

Hubspot

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Account Executive (AE). Account Manager. Sales Manager. Jobs in sales: Sales development rep (SDR). Outside Salesperson. Sales Engineer.

Territory 94

Territory Commission Outside Sales Account management 94

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. Revenue Accountant.

Finance 101

Finance GTM Cross-sell SQL 101

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 73

Healthcare Hospitality Finance Consult 73

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. Ironically, smaller revenue teams are often more complicated to manage. And that’s just the sell side. Even a small-scale deal involves a rep, a CSM, and RevOps.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

SaaStr

AUGUST 27, 2019

Jessica Lin: Next up we have Michaela Lairs, senior director of finance at Movable Ink, a digital marketing platform, and also a veteran of top enterprise startups in New York City. So next up an early sales team. In addition to sales comps go to super power is a mean karaoke rendition of, Since You’ve Been Gone.

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

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

Partners in Excellence

JANUARY 31, 2018

Account Based Marketing/Selling is all the rage today. But having played in this space for more than a few years, a lot of what I see is deja-vu all over again, echoing concepts from the 80’s, 90’s, even before (look at some of the original books on account based selling and when they were published.

Sell 57

Sell Territory Cross-sell Strategize 57

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 75

Cross-sell Clients Growth Up-sell 75

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

OCTOBER 21, 2019

Keep reading to learn who they chose as the most dynamic women sales leaders and the most dynamic up-and-coming women in the industry — listed in no particular order. In my 20s, I came up with a business plan for a service to large corporations. My advisor said the idea was great but that it wouldn’t work unless I learned how to sell.

Sales 90

Sales Up-sell Start-ups Cross-sell 90

Heinz Marketing

AUGUST 27, 2018

We’ve already featured some great guests and have a line up of awesome content and special guests going forward. They’ve been recognized as one of the top twenty sales training companies in the country by Selling Power magazine and featured as the Sales Training Company to Watch List by trainingindustry.com. Norman Behar: Yeah.

Pipeline 49

Pipeline Objectives and Key Results Sales Inside sales 49

Cience

FEBRUARY 21, 2020

How to Write Email Copy that Sells. Pop-up Questions During The Campaign. Pop-up Questions During The Campaign. How Long Should I Wait Before Following Up? Tips On How to Write A Good Follow-up Sales Email. Follow-up Email Subject Line. How to Write Email Copy that Sells. Personalization Tools.

Campaign 79

Campaign B2B Objectives and Key Results Contact 79

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 75

CRM Contact Contract Objectives and Key Results 75

Hubspot

DECEMBER 27, 2023

Pipeline management training can increase your sales manager’s effectiveness. It can also provide the necessary structure and knowledge to help sales teams improve their account management processes. What products or services is it trying to sell? We got caught up with the backlog between ourselves.

Pipeline 66

Pipeline Profit margin Commission CRM 66