Gong.io

JANUARY 13, 2020

I focus on the intrinsic characteristics. Because if you have the right perspective, things like territory changes, or a change in quota, or a change in role and how we sell—they’ll fall right off somebody’s back. . Here are the key takeaways and highlights from that episode. Hiring for Character. Listen now at gong.io/podcasts.

Intrinsic 62

Intrinsic Growth Territory Up-sell 62

Sales Hacker

APRIL 12, 2018

Have you mapped out your total addressable market yet or will the said hire be doing this heavy lifting for you? Is your go-to market strategy strong? The data shows that much of the reason VP’s are kicking the can so quickly is due to the fact that salespeople are failing to meet quotas at a higher rate these days.

Intrinsic 54

Intrinsic Quota Sales Up-sell 54

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 51

Territory Contract Cross-sell Drivers/motivators 51