SaaStr

NOVEMBER 1, 2022

Over 100 Indian founders were in town for a unique double header: SaaStr/Dreamforce and the launch of SaaSBOOMi US. We remain optimistic about the prospects of cross-border SaaS. Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. Org Building Ideas for Cross-Border Companies.

GTM 82

GTM Cross-sell Niche Strategize 82

Salesforce

NOVEMBER 7, 2023

Team selling is more important than ever, and sales kickoffs help us sell faster and smarter when we learn more about each other’s working styles. Presentations At sales kickoffs, you’re usually launching something new. SKOs are all about: Camaraderie. Collaboration. What will help them drive the business?

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

SaaStr

AUGUST 12, 2020

Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. So, we studied what they were doing very closely, I read, Mark Benioff has a great book called Behind the Cloud, which I recommend to everybody.

Finance 108

Finance X-functional Launch Objectives and Key Results 108

PandaDoc

SEPTEMBER 19, 2023

Let’s say you’re the head of sales in a small company that recently launched a product. Vertical marketing strategy can help businesses reach their target market, close more sales, increase sales and profits, build reputation, and differentiate themselves from their competitors. Your task as a sales manager is to market it.

Niche 52

Niche Cross-sell Price Referrals 52

Miller Heiman Group

FEBRUARY 26, 2019

This approach combines a company’s past performance with anticipated changes in market conditions, new product launches and more. For instance, the top-down approach may miss the potential of each individual sales rep’s opportunities in their territory or accounts (e.g. Allocate More Time Than Anticipated To Setting Quota. “We

Territory 71

Territory Quota Cross-sell Government 71

SaaStr

JULY 3, 2020

Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. We had to learn how to do sales and sales marketing and compete in heads up battles against other companies selling similar products.

Finance 72

Finance Launch Objectives and Key Results Cross-sell 72

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. Similar to SDRs, inside sales reps roles are a great launch point for a sales career.

Commission 76

Commission Territory Finance Inside sales 76

ConversionXL

JUNE 2, 2022

When leads cross over the MQL threshold, the platform alerts reps with a summary of that activity, and a series of insights to power up their next sales outreach. How GumGum uses personalized content to close enterprise B2B companies. Consider segmenting your ABM rollout by territory rather than by role.

Launch 100

Launch Campaign Pipeline Growth 100

InsightSquared

NOVEMBER 19, 2018

You have one month left in your year to close out strong. The pressure is on and invariably, you will be there the last day of the last month to close business. How can you close out 2018 successfully? Pulling a rabbit out of the hat to close out Q4 is not a strategy. Ideally, it’s a solution procurement and launch plan.

Pipeline 78

Pipeline Cross-sell Cold Call Territory 78

Highspot

JUNE 11, 2020

Customers are constantly engaging with brands long before they purchase and well after a deal closes. Cross-functional input into go-to-market strategies. Closed sales content feedback loop. Managing pipeline, territory planning, and forecasting. Sales’ responsibility is, of course, to sell. Stagnant growth.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

PandaDoc

OCTOBER 13, 2022

Territory management ? ? Territory management ? ? Territory management ? ? Just like Pipedrive, HubSpot CRM will help a new team to launch their operations fast while also delivering a wide coverage across marketing, customer support, email campaigns, and lead generation operations. Territory management ? ?

X-functional 52

X-functional Territory CRM Lead generation 52

Search Engine Land

NOVEMBER 29, 2022

Williams-Sonoma had sold Bodum products for a time but eventually discontinued selling them, opting instead to manufacture their own branded French press coffee makers. Williams-Sonoma case settled out of court, with Williams-Sonoma adding a disclaimer to their web results, “We do not sell Bodum branded products.”. The Bodum v.

Territory 104

Territory Engineering Retail Manufacturing 104

Sales Hacker

FEBRUARY 7, 2018

One of the key shortcuts is to use automated forms of outbound to identify leads that want to have a meeting and use low-cost sales resources to run those meetings in an effort to close. In 2016 Randy was on track to grow the business from $4M to $6M with a big deal that could take it close to $7M. HIT THE LAUNCH WINDOW.

Growth 87

Growth GTM SQL Strategic partnership 87

Gong.io

JULY 21, 2021

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. . This team is all about creating cross-functional partnerships. Is your goal selling to more customers? So what does a Revenue Ops team look like? Building a Revenue Operations team.

Growth 62

Growth GTM Cross-sell Pipeline 62

Lead Fuze

AUGUST 6, 2021

By collecting and cross-referencing in sales data analysis, it’s possible to build highly-personalized value propositions tailored to the specific needs of each customer segment. If you want to increase revenue fast, start by reaching out to customers to cross-sell and up-sell products you think could also meet their needs.

Objectives and Key Results 64

Objectives and Key Results Click Through Rate CTR Cross-sell 64

Heinz Marketing

JUNE 7, 2021

We used a sales activity study to benchmark how and where sellers are spending their time, pinpointing places where we are maybe spending a little more time on non-direct selling activities than we would like. And so, as we have evolved complex buying and selling, the model has evolved as well. It’s a common noun in B2B.

Pipeline 123

Pipeline B2B Sales Cross-sell 123

The Lost Book of Sales

JULY 12, 2021

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. Launching the invasion. They sometimes even seek them out even before a formal marketing program has been launched. Chasm as the single biggest challenge.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

ConversionXL

FEBRUARY 26, 2014

Are there things that you do on a weekly basis like start new sales, launch email campaigns, or push new content? Create a Monday through Sunday chart and plot out all the possible day-of-week specific Campaign schedules you could create to directly support groups that revolve around these page or product launches. image source.

Territory 111

Territory CTR Campaign Objectives and Key Results 111

Sales Hacker

DECEMBER 12, 2017

Deals closed – good for teams where volume is high and revenue per customer is consistent. an AE probably can’t close 200 deals a month, and prospecting vs closing is a zero sum game) to get to an individual target then add them all up. Just launched a product? an contest on deals closed when quota is based on ACV).

Non-Profits 81

Non-Profits Quota Sales Cross-sell 81

ConversionXL

JUNE 9, 2016

Sell directly from your Page. So, Spencer and his team launched their Facebook store. You can also sell to customers directly via Twitter now, as well. As a result, it’s a no brainer to sell where your customers are rather than trying to lure them to your site. Is it native social selling? Image Source.

Retail 85

Retail Cross-sell Up-sell Promote 85

Partners in Excellence

JUNE 7, 2012

38% of those using the process can sell value and avoid discounting, where only 4% of those who have no sales process do the same! Closely related to this is another personally induced time drain, the lack of planning an preparation. The sales process is based on our best experience in aligning how we sell with how customers buy.

Territory 91

Territory Sales Manufacturing Objectives and Key Results 91

SaaStr

NOVEMBER 28, 2019

How does a startup that launched during the financial crisis in 2008 become a unicorn company in 2019? For Collibra, a cross-organizational data governance platform, the company went from slow growth to hypergrowth. Maybe I should have changed it sooner… Teddie : Makes sense to sell it in a way that the customer wants to buy.

Growth 69

Growth Territory Government Engineering 69

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. Anita Nielsen.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

ConversionXL

OCTOBER 4, 2018

which customers will buy one or more products for a cross-sell or upsell. When we’re delivering to someone close to the outcome, like a marketing manager, they’re typically happy with the model, the finding, and the math behind it.”. which segment, test, or personalization a user is most likely to respond to. customer churn.

Sports 131

Sports Clients Engineering Niche 131

Heinz Marketing

MAY 6, 2019

Consider taking a moment to help ‘make enablement a word’ and sign the petition launched this week which aims to help the industry make ‘enablement’ a real word recognized in the dictionary. . The second is around efficiency, reducing the effort that sales people have to do and marketing have to do to hopefully get to close deals.

Pipeline 56

Pipeline Sales Cross-sell B2B 56

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?

Price 45

Price Cross-sell Up-sell Start-ups 45

Sales Hacker

JULY 8, 2020

When our founders built Compass, they said, “Okay, we’re going to build, again, a technology platform, a technology product that real estate agents can use to be more effective, more proactive, more efficient at helping people buy homes, sell homes, find their home.” That makes it a really cool challenge.

Real Estate 113

Real Estate Strategize Launch Commission 113

SBI

JUNE 12, 2019

” Zilliant’s new office, co-located on the SAP world headquarters campus in Walldorf, Germany , allows Zilliant to accelerate its growth within the region in collaboration with SAP. Revegy’s new look, which launched in early April, allows customers to collaborate more easily and use their time more wisely. About Zilliant.

Price 20

Price Strategize Cross-sell B2B 20

Sales Hacker

JANUARY 19, 2021

Best practices for asynchronous selling [15:38]. Guided selling with Revenue Grid allows you to guide reps step by step through every deal, reducing guesswork and increasing consistency, so your teams have the best odds with every opportunity in the pipeline. I’m not here to sell you anything, but I am here to share good ideas.

Cross-sell 63

Cross-sell Up-sell Objectives and Key Results Start-ups 63

Hubspot

MARCH 2, 2015

Inventing the Ronald McDonald mascot, designing those golden arches, creating all those catchy jingles, teaming up with all those celebrities, and running all those cross-promotions with other big brands over the years … that’s what transformed McDonald’s from a California-based burger chain into a global icon, right? It''s pretty darn close!

Electricity 78

Electricity Follow-up Cross-sell Market share 78

Sales Hacker

MAY 5, 2020

Sam Jacobs: On today’s show, we’re excited and lucky to have a friend of mine and a colleague and somebody that I crossed paths with in previous roles, a man named Devante Lewis-Jackson. Most recently I was with a company called The Muse where you said, Sam, you and I crossed paths for about five years.

Conversion 63

Conversion Cross-sell Retail Up-sell 63

Sales Hacker

OCTOBER 21, 2019

My advisor said the idea was great but that it wouldn’t work unless I learned how to sell. However, my plans changed once I discovered the unique challenges of selling. I’d have to say it’s either SNAP Selling or More Sales Less Time. . SNAP Selling focuses on how to deal with today’s overwhelmed buyers. Fail Fast!”

Sales 90

Sales Up-sell Start-ups Cross-sell 90

SaaStr

MARCH 27, 2020

May Habib: Then when I was in the UAE, a couple of years later, I was working for the government when Abu Dhabi bailed out Dubai and I was in the heart of the region a couple of years later, when oil prices fell from a hundred bucks a barrel, which is what they were when I moved, to $50 a barrel when I left to move to San Francisco.

Start-ups 79

Start-ups Closing Prospecting Customers 79

SaaStr

MAY 27, 2020

Maybe you want to launch a business. It doesn’t mean these companies are yet out of cash, but they’re getting pretty close. Executives at companies are told, engage with startups, launch new initiatives, be first to market. Why aren’t you launching collaborative this or that? It all begins with an idea.

Finance 75

Finance Government Price Contract 75

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. This guide can be used for startups, B2B businesses, and virtually any new venture you plan on launching. Create Alignment Alignment is essential when preparing to launch a new product or service.

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

AUGUST 7, 2020

We’ve invested in over 300 companies at Salesforce Ventures and have partnered with both of you closely and it’s been amazing to see this story up close and personal over the years. Trisha Price: Yeah, I mean, for us, it has changed over the years and it has changed as we’ve launched new solutions, right?

Price 58

Price Retail X-functional Healthcare 58

SaaStr

SEPTEMBER 6, 2019

Before Box, Jon spent 4 years as VP of Professional Services at NetSuite and prior to that, close to 8 years as Senior Director of professional services at Informatica. It’s not only that you’re not as close to the work as you once were, but you literally don’t know the people. We’re selling to businesses.

Consult 52

Consult Start-ups Service Customers 52