SalesHandy

JULY 12, 2022

is a common misconception amongst many salespeople and marketers believing they should serve everyone. If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. Low CLV and high churn rates indicate that you are selling to the wrong people.

Customers 59

Customers Cross-sell Represent Contract 59

SalesLoft

JULY 11, 2019

Jeremey: Like you, many of the folks that I’ve spoken to had some sort of hustle growing up. I look for people who go into even larger organizations and find an area of opportunity to either become an expert or to really refine their skills and almost carve out a practice for themselves. That helped me a lot. Value Engineering.

Engineering 45

Engineering GTM Territory Strategize 45

Sales Hacker

JULY 24, 2018

Understanding how buyer group preferences impact selling decisions and strategies. Transitioning from individual contributor to manager [5:26]. Most founders ignore market cap [13:38]. Strategic functions to go to market with [30:24]. It was in my second year I was actually Global Account Manager of the year.

Negotiate 41

Negotiate Strategize Sales Pipeline 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. Basics: Markets and segmentation. As the kids like to say: What’s up with that? High-tech innovation and marketing expertise are two cornerstones of the U.S.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Heinz Marketing

JUNE 18, 2018

More from Patrick: I am a growth-driven marketing, sales and business development executive in high technology focused on building high performing teams, building lasting relationships and delivering results. I am also an advisor to innovative start up companies. I run marketing, alliances and channels at Altify.

Pipeline 41

Pipeline Objectives and Key Results Sales B2B 41

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. Territories change. Technologies come and go.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

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

SaaStr

AUGUST 27, 2019

In addition to sales comps go to super power is a mean karaoke rendition of, Since You’ve Been Gone. 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. But also what is my go to market motion?

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

Highspot

JULY 31, 2020

Proactively thinking through how and why your sales organization is set up a certain way ensures that you are not only making strategic hiring decisions but that you’re putting your reps in position to thrive. Sales organization structure is important as it sets sellers up for success. What Does a Sales Department Do?

Assembly Line 72

Assembly Line Territory Strategize Education 72

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. Anita Nielsen.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SBI

JULY 12, 2018

Joe: InsideView helps B2B companies drive rapid growth by empowering business leaders to quickly and confidently make go-to-market decisions. With InsideView, companies have a single source of truth to understand their Ideal Customer Profile (ICP), build their Total Addressable Market (TAM) and pinpoint who they should target.

Gaming 41

Gaming Territory Contact Drivers/motivators 41

SBI

NOVEMBER 7, 2019

Seismic, the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. The selling landscape has changed. Sales Asset Management. Through its unique, account-specific revenue signals and.

Customers 20

Customers Tradeshows Technology Technology 20