Salesforce

APRIL 2, 2025

The rep for the SaaS product sees that a major airline has signed up and is using their software. These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities. Sign up now Thanks, you’re subscribed! Fantastic that’s an essential first step.

Product 86

Product Territory Sales Price 86

Sales Hacker

JUNE 3, 2025

You know, it was probably around 2000 when I saw the internet just absolutely blowing up. And I went to sell advertising solutions for them and I really enjoyed, you know, matching. audiences that were on Lycos, platforms to what an advertiser was looking to do sell their products. So it was treated as the fifth region.

GTM 92

GTM Territory Gaming Sales 92

Salesforce

MAY 12, 2025

It does this by accounting for three components: Expansion revenue: Revenue gained through upselling or cross-selling to existing customers. If customers leave shortly after signing up, it may indicate issues with onboarding, product usability, or unmet expectations.

Cross-sell 59

Cross-sell Territory Finance Contract 59

Hubspot

JULY 3, 2018

Sales Territory Plan. Assess Account Quality. Assess Territory Quality. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Studies show that effective territory management can increase overall sales, improve customer coverage, and reduce costs.

Territory 101

Territory Referrals Sales Quota 101

Understanding the Sales Force

AUGUST 3, 2022

I do my own weeding and that "hobby" takes up a lot of my free time. If you think about territory sales or sales into a specific vertical, reps should be calling on the same customers and prospects all the time. If a rep is selling consumables and/or supplies of some kind, they'll continue calling on those customers who buy.

Account management 118

Account management Territory Gaming Up-sell 118

Partners in Excellence

NOVEMBER 27, 2012

Sales specialists are very important in sales organizations and critical to account and territory managers. As our products and solutions become more complex, as they broaden, it is impossible for the account or territory manager to have deep knowledge in all the solutions.

Account management 95

Account management Territory Sales Growth 95

Sales Hacker

SEPTEMBER 21, 2021

How to open a regional office. With over 35 years of sales and leadership experience, she’s an accomplished linguist and knows a lot about how companies should expand regionally to maximize growth. You had a chance to then go out and run a region, a set of offices, a set of regions. powered by Sounder.

Territory 103

Territory Finance B2C X-functional 103

Sales Hacker

AUGUST 7, 2020

Regional Vice President of Sales. Regional Vice President of Sales. Sales Manager. Social Centered Selling. Regional Vice President of Sales. Regional Vice President, Commercial Sales. Regional Vice President. Managing Director, Australia. Regional VP Sales. Sales Manager.

Territory 130

Territory Presentation Strategic partnership Inside sales 130

Veloxy

JUNE 23, 2021

What Positions Make Up an Inside Sales Team? This is often why many companies don’t end up with rockstars and new teams miss the mark. When we talk about outside sales, we’re referring to a team that goes out on sales calls to sell regionally and at conferences, events, and so on. 3: Account Managers.

Inside sales 232

Inside sales Sales CRM Pipeline 232

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Consider new territory rules that reflect changes in the market (and your business). Related: Your Territory Model Is Hurting Attainment. Account profiles.

Territory 117

Territory Quota Strategic planning Sales 117

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 101

Territory Commission Outside Sales Account management 101

Veloxy

AUGUST 17, 2022

Price: $49/month for Salesforce users, corporate plans available Automations: Non-selling activities, lead prioritization, lead capture Veloxy has several features to help you automate Salesforce, no matter how long you’ve been using the CRM platform. The Top 7 Best Salesforce Automation Tools. source of image. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

Partners in Excellence

MARCH 18, 2015

Thousands of blogs and articles on social selling, media, marketing focus on building Personal Brands and Thought Leadership. From a corporate management point of view, I’ve always thought it more important to build and reinforce a company’s brand and thought leadership. They always brought new ideas to their customers.

Territory 101

Territory Trust Account management Referrals 101

Partners in Excellence

DECEMBER 1, 2020

Some of the sales people were eating up the programs–but they were the consistent top performers. What maximizes the success of a Global Account Manager in hunting in her account will be different from that which is most effective for territory managers. Who's Responsible For Sales Enablement?

Territory 93

Territory Account management Sales Up-sell 93

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 98

Territory Cross-sell Quota Networking 98

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. In channel sales, companies (here we’ll call them vendors) sell through intermediaries. This business model is also called indirect selling, because the company doesn’t have a direct connection to the end customer.

Manufacturing 111

Manufacturing Retail Territory Sales 111

A Sales Guy

NOVEMBER 27, 2013

The recurring revenue from the existing base can make up as much as 75% and more of your annual revenue. The best way to prioritize SaaS customers is across 4 categories: Low risk to renewing, lots of up-sell opportunities. High risk to renewing, lots of up-sell opportunities. This is not fertile selling territory.

Customers 114

Customers Territory Up-sell Clients 114

Sales Hacker

APRIL 11, 2019

With this approach, you won’t need to develop creative ways to get them to want to sell more. When you praise them, you’ll see them smile and “light up.”. Don’t change anything mid-year that will lead them to believe their compensation may be affected negatively, such as a territory or role change. They just will.

Extrinsic 106

Extrinsic Drivers/motivators Intrinsic Commission 106

Hubspot

JUNE 8, 2021

It's important for this role to educate prospects and follow up once a sale is closed to maintain customer satisfaction and encourage repeat buyers. The path to a promotion is clear, and you'll gain the skills you need to level up to a managerial position. Nearly half of their time is spent selling remotely (i.e. Image Source.

Commission 95

Commission Territory Finance Inside sales 95

SalesforLife

MAY 15, 2019

I’ve just returned from a successful business trip to Dubai, and while I was there I met up with one of our customers, Arzoo Edroos. Arzoo is an account-based seller for Refinitiv and Thomson Reuters, and we’ve been working with her for the last seven years. If your team sells into the MENA/GCC market, get ready to be empowered.

Pipeline 75

Pipeline Sell Territory Finance 75

Sales Hacker

JULY 25, 2022

But before we open up the hood, let’s review some sales performance dashboard basics. All of these metrics ladder up to the ultimate goal of bringing in qualified leads. Building an SDR manager dashboard. The driving force behind your SDRs is their manager. Metrics to measure in a sales manager dashboard.

Engineering 114

Engineering Objectives and Key Results Cross-sell Pipeline 114

InsightSquared

MAY 22, 2019

The first thing to note about selling to enterprise is that you are now faced with a large, diverse stakeholder buying committee for any significant transaction, and this cannot be handled by a single account executive. The standard sales rep merely sells them software to reduce costs by 10%. Having the Right People in Place.

Engineering 94

Engineering Territory Transportation Sales 94

SalesLoft

FEBRUARY 19, 2020

REV2020 , SalesLoft’s industry conference about where sales is going , is shaping up to be a truly transformational event. Objections come with the territory when making cold calls. The best-selling book, The Challenger Sale , pioneered the idea of challenging conventional customer thinking. 50+ sessions. 100+ speakers.

Inside sales 95

Inside sales Cold Call Territory Drivers/motivators 95

Understanding the Sales Force

OCTOBER 25, 2023

Those salespeople aren’t aware that they suck and they don’t believe that they suck because they don’t know what great selling looks like, sounds like, or feels like. None of that makes them very good at selling, but those scenarios would certainly contribute to ongoing, recurring account revenue.

Territory 83

Territory Objectives and Key Results Account management Sales 83

Sales Hacker

SEPTEMBER 29, 2023

Regional micro-events have drawn out the buyers who still work from home and don’t want to just meet with an AE. Start-ups to watch: UserEvidence announces their $9M SeriesA this week, UserEvidence automates social proof for go-to-market teams and creates authentic customer stories at scale Pumped to see their rapid growth!

GTM 128

GTM B2C Growth Territory 128

Partners in Excellence

SEPTEMBER 8, 2022

I’m continuing my series on the importance of understanding selling as a complex system. We tend to focus on the pieces/parts of what we do, the responsibilities of our organization, for example marketing, SDRs/Inside Sales, AEs, Account Managers, Sales Engineering, Sales Ops, Sales Enablement.

Territory 77

Territory Pipeline Account management Inside sales 77

Hubspot

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase upsell/cross-sell rate. Acquire “seed” accounts. Manage deal flow. This structure is relatively rare in selling organizations.

Commission 101

Commission Quota X-functional Non-Profits 101

Hubspot

APRIL 5, 2023

Account managers work closely with customers to make sure they have a good experience and get the help they need. The average salary for an account manager is roughly $53,000 a year. Regional sales managers oversee sales reps for a determined district and are focused on helping their team meet sales goals.

Cold Call 90

Cold Call Commission Inside sales Territory 90

Sales Gravy

OCTOBER 23, 2022

Many individual sales professionals were selling more and earning more than ever before. If you're an account manager, you make an impact by expanding and retaining your accounts. Many individual sales professionals were selling more and earning more than ever before. . Sales teams were hitting all time records.

Product 92

Product Construction Territory Pipeline 92

Partners in Excellence

DECEMBER 9, 2018

And I can’t stand picking up all of Dave’s stuff! ” (Yeah, a few of you are probably siding with him on my picking up my stuff, Kookie has already put me on a performance improvement plan.). If organizations are to grow, we have to acquire new customers–within our existing accounts or net new logo’s.

Territory 89

Territory Pipeline Commission Sales 89

Partners in Excellence

NOVEMBER 27, 2018

Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. But there are limitations to this.

Sell 100

Sell Objection handling Assembly Line Territory 100

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 107

Cross-sell Contract Price Finance 107

Salesforce

APRIL 18, 2023

Get answers to your burning questions about the best ways to sell, learn, and grow in this ever-changing field. Atef Ghori, Territory Account Manager, Hitachi Vantara Dear Atef: Most reps I know are motivated by building relationships and bringing real-life solutions to customers, not crunching numbers or drafting emails.

CRM 98

CRM Pitch Territory Presentation 98

Search Engine Land

MARCH 9, 2023

Google followed up with a longer statement that read, in part: “Like other search engines (including Microsoft’s Bing), we also use exception lists when specific algorithms inadvertently impact websites, and when we believe an exception list will significantly improve search quality. Others should focus on building good products, too.”

E-commerce 87

E-commerce Territory Engineering Networking 87

Hubspot

OCTOBER 18, 2012

Are you a global business that sells to customers on an international scale? Have you struggled with the agonizing question of whether to set up multiple social media accounts on each social network to better support your various marketing initiatives geared toward different international markets? In one word: centralization.

Launch 78

Launch Territory Promote Networking 78

Hubspot

MARCH 21, 2018

Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. Inside reps are sales professionals primarily selling remotely, while outside sales professionals primarily broker face-to-face sales. In 2017, inside sales made up 43.5% Inside vs. Outside Sales.

Outside Sales 101

Outside Sales Inside sales Quota Sales 101

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 114

Finance Cross-sell SQL GTM 114