Gong.io

DECEMBER 14, 2022

With that in mind, let’s examine what exactly target account selling is and how you can start executing it in your sales strategy today. Target account selling is a B2B sales methodology that focuses on building and nurturing relationships with strategically chosen, high-value accounts that have a high probability of closing.

Sell 62

Sell Cold Call Contract GTM 62

SaaStr

FEBRUARY 8, 2022

You’re not the only SMB asking this question as you navigate perpetual pitches, closing clients, and growth. . Waze defines value as the deal size or amount of the contract. Additionally, look at why you’re not closing more accounts by zooming into the reasons you’re losing out on them. . Let’s look at them: Value.

Objectives and Key Results 96

Objectives and Key Results Pitch GTM Cold Call 96

InsightSquared

MARCH 6, 2018

Where to Start: CRM. Start building out your sales operations department by hiring someone to own your CRM. It’s where you’ll track leads to opportunities to closed deals and everything in between. When you’re starting out, you may have only one or two folks manning sales operations, juggling all the tasks outlined above.

Contract 119

Contract CRM Territory Sales 119

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. If your organization isn’t taking advantage of automated activity capture, you, along with every report that relies on the data within your CRM, are set up to fail. . So, where do you start?

Contract 62

Contract Territory Cross-sell Pipeline 62

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. Speed up rep success.

Cross-sell 98

Cross-sell GTM Quota Contract 98

SaaStr

NOVEMBER 1, 2022

Many of them will get gobbled up by the large platforms. US companies follow the same model when they start in India. The US is an extremely competitive talent market. That means showing up in every quadrant of your category, hiring A players, putting yourself out there. Marketing is more than just demand gen!

GTM 91

GTM Cross-sell Niche Strategize 91

SaaStr

JANUARY 6, 2023

“Go-to-market innovation today is significantly undervalued.” However, you should spend a similar amount of time on how you can innovate in your go-to-market team. Of course, product innovation is very important, but we often forget how important going to market innovation is.

Legal 52

Legal Prospecting Customers Contract 52

Salesforce

OCTOBER 12, 2021

Sign up now. It’s an evolving discussion that comes up with our customers every day. They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. Discover timely insights and useful tips. What does a chief revenue officer do exactly?

Gaming 98

Gaming Cross-sell Sales Finance 98

Sales Hacker

SEPTEMBER 2, 2023

Our RevTech stacks used to be much simpler… today we have an overwhelming amount of tooling and it can be hard to keep up. Brian Weinberger – SVP of Sales We have re-negotiated contracts as the renewals come in. Has this gone up or down over the past year? —- Robert Simmons – VP of Sales Same per rep as last year.

GTM 79

GTM Negotiate Pipeline Contract 79

SaaStr

DECEMBER 7, 2020

With the right tools, you can leverage product-led growth, a disruptive go-to-market strategy, that’s been adopted by the most successful companies in the subscription business, including Slack, Dropbox, Twilio and Shopify. No need to wait for your existing eSignature contract to end, you can switch to Conga Sign today!

Contract 65

Contract Growth Start-ups Service 65

Gong.io

OCTOBER 27, 2021

It’ll show up here soon enough.). That’s how it ensures alignment between plans and reality, and helps everyone on your sales and go-to-market teams be their highest-performing selves. Throw up the Bat-Signal and sales ops are on their way. And you know data’s gonna back everything they do, right? Step 3: Optimization.

Quota 62

Quota Pipeline Sales Contract 62

Sales Hacker

JANUARY 11, 2021

The contracts are often non-standard and you may need sign-off from several teams and stakeholders. Deal desks create efficiency, speed, and greater visibility across go-to-market teams. Buyer’s don’t generally show up to your website ready to purchase without having done their own due diligence. What is a Deal Desk?

Legal 70

Legal Contract Price Negotiate 70

Martech

SEPTEMBER 14, 2023

4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. Here, in reverse order, are the top four deeper dive areas where we found direct success. #4

GTM 111

GTM Market share Growth Technology 111

Lead Fuze

NOVEMBER 30, 2021

There are many different go-to-market models in SaaS. The average selling price is the value of all closed deals. The Sales Cycle Length is a measurement of how long it takes your company to close a deal, from the first meeting until the contract has been booked. Target Addressable Market (TAM).

GTM 52

GTM Price Contract Sales 52

SaaStr

APRIL 30, 2024

The focus was cleaning up and rebooting, which meant exiting two of the four AEs in his first 45 days. 2022 was a foundation-building year, fixing a very leaky bucket where the product crushed it with the right customers, but they were closing a lot of poor-fit customers. They needed to get their hands on early churn. They grew 2.5x

Go To Market 107

Go To Market GTM X-functional Objectives and Key Results 107

Gong.io

MARCH 17, 2020

When it comes to advice on closing deals, there are a million opinions on how to build momentum, influence deals, and forecast accurately. . So in true Gong fashion, we looked at the data behind sales execution to learn how to close deals effectively. Use it and you may be 258% more likely to close a deal. (I influence).

Sell 79

Sell Objectives and Key Results Sports Technique 79

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

SalesHandy

MAY 4, 2020

At this time, the most important thing for businesses like yours is to keep communicating with prospective customers and bring up their confidence. It would be easy to mess up your prospects with potential customers if you don’t get this right. Because of this, leads are starting to respond less often to sales emails.

Pipeline 81

Pipeline Campaign Price Up-sell 81

Sales Hacker

MARCH 2, 2021

An incredible sales leader, Michelle has risen up the ranks over the last 20 years. She started her sales career at an automotive dealership where she sold PT Cruisers and Jeeps, and then moved on to media sales at places like Vogue before getting into the world of SaaS. How did you get started in sales in the first place?

Referrals 59

Referrals Contract Cross-sell Sales 59

Sales Hacker

JULY 22, 2019

With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. Look at your tool stack and start optimizing around your pipeline. And when is that kind of right time to start to looking at it? How does that lead flow look?

Growth 56

Growth Pipeline Contract Start-ups 56

Hubspot

SEPTEMBER 12, 2018

While a pipeline includes every opportunity a salesperson is handling, no matter how new or mature it is, a sales forecast is an estimate of the opportunities likely to close in a given time period. Meanwhile, a forecast shows salespeople and sales managers how closely they’re trending to goal and how to prepare.

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101

SaaStr

MARCH 31, 2022

Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies. And with that being said, today we’re going to discuss how you assess that, how you become successful on these. So we’ll start with the assess phase.

Cross-sell 83

Cross-sell Finance Strategize Technology 83

Cience

APRIL 27, 2020

And in a more general business sense, it has been a whirlwind start to 2020. We came into the year with a roaring economy, bullish outlooks on the future, a smattering of contraction warnings. We were buried by what seemed like weekly stock market record highs, and the lowest unemployment rates in history. What about the typos?

Hospitality 66

Hospitality Angle Contract Appointment 66

Lead Fuze

JANUARY 1, 2022

OEM licenses are larger than direct to end-user contracts because the licensee is usually pushing out software to their entire customer base or a large portion of it. One OEM contract can give thousands or tens of thousands access to licensors software. Licensing OEM software Sellers. Exclusivity.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Sales Hacker

DECEMBER 2, 2019

Fresh out of college, Mary started out in accounting, but it didn’t take long before she began a 20-year sales career that led her through Monster.com, HubSpot, and several others. Every sales org feels the pressure to close deals faster. Most recently she worked at Crayon, which is an early-stage market intelligence platform.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. This element of up-leveling our team’s performance delivered more wins.”.

Objectives and Key Results 74

Objectives and Key Results Technical Sales Engineering Sales 74

Gong.io

NOVEMBER 6, 2019

Their close rate from opportunity to customer is 17%. Design Big, Start Small. You don’t come out of the gate—especially if you’re taking over a team that isn’t that data driven, or you’re starting a company from the ground up. Just start with something really basic, like four stages of the funnel. You have a rep.

Product 48

Product Government Strategize Contract 48

SaaStr

MAY 8, 2020

Listen to the start of the episode for a promo code to our upcoming events! But I do want to start today with a bit about you. Harry Stebbings: I do want to dive in straight though because it’s such a pressing and interesting environment right now, and I want to start on the lifeblood of any business, which is the sales.

Cross-sell 73

Cross-sell Contract Start-ups Up-sell 73

Gong.io

JANUARY 5, 2019

I’m going to show you the top 10 sales methodologies out there today, tell you how to choose the right one, and explain how to successfully roll it out across your sales organization. First, let’s start with a list of the top 10 sales methodologies, and how to sort out which one is right for you. The Top 10 Sales Methodologies.

Pitch 131

Pitch Sales Up-sell Contract 131

Sales Hacker

MAY 27, 2019

How to assess your go to market strategy. With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. We’re taking traditional communications up into the cloud. What You’ll Learn. We’re on iTunes.

Product 60

Product Objectives and Key Results Up-sell Contract 60

SalesHandy

JULY 12, 2022

If you don’t have an ideal customer profile, you will end up focusing your efforts on different areas of the market. In turn, your sales and marketing reps will be running after leads who were never going to buy from you. Finding and attracting new customers is a costly process from the start to the end.

Customers 59

Customers Cross-sell Represent Contract 59

Sales Hacker

JUNE 17, 2019

Persuasion Starts By Establishing Buy-In Early On [11:49]. With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. Persuasion Starts By Establishing Buy-In Early On. And on Stitcher. Show Agenda and Timestamps.

Contract 63

Contract Drivers/motivators Sales Price 63

SalesLoft

JANUARY 19, 2017

At this time I was tasked with developing & executing sales account strategy and managing the training of all go-to-market teams. But even then, many reps struggle to source and identify truly qualified opportunities that their company is likely to close. 3) Adopt a top-down and bottom-up approach.

Cross-sell 52

Cross-sell Sales Contract Prospecting 52

Sales Hacker

SEPTEMBER 11, 2020

Once a startup closes a new round of funding, it’s time to execute on its lofty vision. This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. Now You’re Ready To Start Selling. What Happens Once They Raise Funding?

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

Sales Hacker

JUNE 2, 2020

Matthew is a 20-year veteran of the technology industry, first at Thomson Reuters, where he ended up running their enterprise sales team, then at Veeva, where he ran the EU sales organization and helped that company grow to over 700 million in revenue. One was at Thomson Reuters, where he ended up running their enterprise sales team.

Pharmaceutical 67

Pharmaceutical Territory Cold Call Networking 67

SaaStr

JANUARY 17, 2020

Listen to the start of the episode for a promo code to our upcoming events! What other elements of the contract should startups really spend a lot of time focusing on? And second, just last week he started an incredibly exciting new opportunity with his new company. I do want to start there. Loving our podcast content?

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

criteria for success

APRIL 1, 2020

You may be finding it difficult to work from home, or you might have seen your pipeline dry up. I’m starting with the area where I’ve heard salespeople express the most pain and uncertainty. You need to know what you’re going to market with and why people should want to buy it. Selling Through Uncertainty.

Sell 97

Sell Prospecting Up-sell Territory 97