SaaStr

JANUARY 30, 2023

Deel solved this by scaling the revenue operations team in conjunction to support sales, design quotas, and go-to-market strategies, and leverage data to identify the best strategies. Expanding your footprint opens doors to multiple markets and opportunities to introduce your product. Listen to your team.

Cross-sell 91

Cross-sell Account management Clients Growth 91

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Planning and strategizing go-to-market plans. Automating any possible selling or non-selling tasks. Sales process optimization and lead management.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Hubspot

JUNE 8, 2021

If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Nearly half of their time is spent selling remotely (i.e. But if you're thinking "Huh?

Commission 77

Commission Territory Finance Inside sales 77

Highspot

NOVEMBER 1, 2022

A number of factors can affect whether or not your sales team can close deals. Sales performance is affected by your enablement efforts, such as sales training or content management; sales productivity; your customer experience; your cross-functional alignment across sales and marketing team members; and your company culture.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

Hubspot

SEPTEMBER 12, 2018

But what is a sales pipeline and why is it so instrumental to selling success? 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. How to Build a Sales Pipeline.

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101

Sales Hacker

SEPTEMBER 10, 2018

Bringing salespeople in for an interview before you’ve figured out exactly how you’ll compensate them for their work leaves you in a tongue-tied, unenviable position when eager candidates ask about things like quotas, sales incentives, what data you use to set goals, and how often your team exceeds those goals.

Quota 84

Quota Represent Cross-sell Drivers/motivators 84

Sales Hacker

DECEMBER 2, 2019

Every sales org feels the pressure to close deals faster. Our second sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

SaaStr

SEPTEMBER 26, 2019

There you go. They will do outbound, they will qualify inbound, they can close small deals, they can close large deals, they can write white papers, they will do everything and they like to do that. So it really focused our efforts on selling larger deals and go after the enterprise space. Talk to him.

Territory 56

Territory Cross-sell Sales Cold Call 56

SaaStr

DECEMBER 3, 2020

How does this change when selling to SMBs vs enterprise? * How does Sam think about the relationship between sales and marketing? Are marketing becoming the new sales team with their content being used more and more in the sales funnel? ” He said, “It’s time for you to go learn some more.”

Sales 71

Sales Cross-sell Start-ups Growth 71

Sales Hacker

APRIL 16, 2018

The sales team is set up in two teams, we’ve got a team that’s responsible for selling into the buy side and sell side, and a team responsible for selling into big corporations. Sales management at Global Crossing. Sam Jacobs : Let’s keep going through your background. What happened next?

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Highspot

JUNE 6, 2023

In the boardroom, it’s about the percentage of your reps that are attaining quota. And from an efficiency perspective, it’s all about how sellers apply their talent, tools, resources, and processes without putting in endless hours to meet targets and sales quotas. That’s when you know they are working productively.

Closing 52

Closing Product Objectives and Key Results Quota 52

SaaStr

NOVEMBER 16, 2020

Before Salesforce Andy spent close to 5 years at Oracle as VP Product Management. How did he come to be CEO at the market leader, UserTesting? Before Salesforce, Andy spent close to five years at Oracle as VP of Product Management. That to me, is where product marketing really comes into play. It meets a need.

Pipeline 79

Pipeline Territory Price Product 79

Heinz Marketing

JUNE 1, 2020

Best Practices from Lisa McLe od” Lisa is the founder of McLeod & More as well as the Author of Selling with Noble Purpose. We know what we want to get done, sometimes we happen to think about what the prospect wants out of this as well, but that’s different than having a noble selling purpose. And I believe it is.

Pipeline 63

Pipeline Sales Up-sell Cross-sell 63

InsightSquared

JULY 1, 2021

Revenue operations is a methodology that drives cross-functional collaboration in order to close gaps in the customer experience and maximize revenue for the business. It aligns the organization by combining the functions of sales, marketing, and customer success into a single team that drives strategy based on revenue impact. .

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SalesLoft

DECEMBER 19, 2023

That lets them meet buyers where they are, from creation to close, so they can meet and beat quota. With one complete platform for pipeline generation, managing and closing deals, customer growth, and effective coaching, it’s so much easier to address areas of risk and hit team targets. And that’s just the sell side.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Percentage of sales reps attaining 100% quota. Revenue by market.

X-functional 96

X-functional Quota Cross-sell Contract 96

Gong.io

JULY 21, 2021

That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. Once you’ve moved your org beyond ‘ What is revenue operations ”, they’ll know that it’s more than hosting a few cross-functional meetings. .

Growth 62

Growth GTM Cross-sell Pipeline 62

Highspot

SEPTEMBER 30, 2020

Suddenly, your business has gone from a single salesperson to a team of hundreds, each of whom has a different approach to selling — and not all of them right for your business. But to succeed, you’ll need your team to execute your go-to-market strategy in a single, unified motion. Transactional Selling.

Cross-sell 85

Cross-sell Consult Sales Strategize 85

Sales Hacker

OCTOBER 7, 2021

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. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Highspot

MAY 20, 2022

This ensures that reps can execute your sales strategy effectively in the field – and close more deals. No matter how your strategy changes – whether that’s selling something new, deploying a new methodology, or entering a new region – sales playbooks ensure that reps know what to do, and how to do it effectively.

Territory 52

Territory X-functional Cross-sell Sales 52

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something. People are buying and selling houses.

X-functional 62

X-functional E-commerce Growth Retail 62

SaaStr

AUGUST 27, 2019

I think that we would probably all agree that there is no one more motivated than the founder in the founder led sales stage to get sales, cross the line, and when it comes to comp design, there’s really no big comp design to be had if the founder’s the one closing the deals. But also what is my go to market motion?

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

Sales Hacker

DECEMBER 30, 2019

It’s all about how to build a great culture, how to think about incentivizing a team, how to help pull out a quota if you’re going to miss the number, and some creative things you can do to get there. Every sales org feels the pressure to close deals faster. Outreach has your back. Mistakes Companies Make [17:42].

Cross-sell 52

Cross-sell Contract Pharmaceutical Quota 52

SaaStr

JULY 15, 2022

How, if no one’s heard of you, do you sell to big companies? If you haven’t closed a lot of big customers in the early days, or like me, it was a bit of a revelation to be a Senior Vice President Adobe for a little while and sit on the other side, see how things are bought. Jason Lemkin: Well, let’s break it up.

Growth 96

Growth Cross-sell Start-ups X-functional 96

Openview

NOVEMBER 20, 2017

Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing. Often, it’s not until the end of the process that companies ask a candidate to demonstrate their ability to sell something. Do the screen and then jump right into the role play.

Territory 72

Territory Healthcare Retail Sales 72

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast. This is go to market fit.

Growth 83

Growth Cross-sell Contract X-functional 83

SaaStr

AUGUST 26, 2022

As SaaStr Europa 2022 drew to a close, attendees took one more opportunity to ask Jason questions about topics like how to navigate the current market, the future of work, playing in a crowded space, and hiring your first VP of Sales. So sell your product. Transcript. Jason Lemkin: I’ve got no agenda, no slides.

Quota 79

Quota Growth Product Closing 79

SaaStr

AUGUST 20, 2020

Before Figma, Kyle spent close to 3 years as an Account Executive at ADP. Before Figma, Kyle spent close to three years in AE at ADP. So we were really selling on the intuitiveness of the design, and in tandem with that, we were hiring these kind of rockstar designers.

Sales 79

Sales Price Quota Start-ups 79

Sales Hacker

DECEMBER 8, 2017

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018. Growth of Omni-Channel Sales Strategies & Social Selling.

Sales 97

Sales Cross-sell Up-sell Pipeline 97

SaaStr

JUNE 28, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. If ACV increase is a core focus for our startup, should we hire a sales rep solely selling to enterprise? Missed the session?

Price 47

Price Cross-sell Up-sell Start-ups 47

SaaStr

AUGUST 13, 2019

When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. You’re trying to figure out how to sell to them. Also selling up market actually means that you can very easily have predictable revenue streams. The first one.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

SaaStr

JULY 10, 2020

We shut down something called the Evernote Market, which was selling physical goods, sunset some niche products like Evernote Food which had nice followings, but I felt were distracting from the larger priorities. A close cousin of this is cohort analysis. So that’s one example of many.

E-commerce 75

E-commerce Price Start-ups Growth 75