SaaStr

SEPTEMBER 12, 2023

10 Crystal Clear Signs Your VP of Sales Just Isn’t Going to Work Out Read this post if you aren’t sure if your VP of Sales is doing to make it. “Jason lists 10 warning signs that a VP of Sales may not work out at a startup. A classic on founder compensation, always one of the most searched topics.

Price 91

Price Contract Territory Growth 91

Sales Hacker

DECEMBER 21, 2017

Sales Territory Assignment and Growth Forecasting. Allocation of Accounts and Sales Territories. To achieve that, sales operations people help streamline process to speed up the sales cycle and enable sellers to close more deals. Territory design. Formulation of Incentives Program. Evaluation of Sales Team Training Needs.

Territory 89

Territory Non-Profits Contract Quota 89

InsightSquared

MARCH 6, 2018

It’s where you’ll track leads to opportunities to closed deals and everything in between. As your sales ops team matures, however, the group will grow, and their focus will expand to other areas as well, including: Territory planning. Quota and compensation planning. Go-to-market strategy. Renewals management.

Contract 119

Contract CRM Territory Sales 119

Hubspot

MARCH 21, 2018

But who has higher on-target earnings, better quota attainment, and brings in more revenue? But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure.

Outside Sales 93

Outside Sales Inside sales Quota Sales 93

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. Regional Sales Manager. But if you're thinking "Huh? What does that mean?" don't worry.

Commission 77

Commission Territory Finance Inside sales 77

Sales Hacker

NOVEMBER 24, 2020

She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back. She’s also going to talk about 2021 planning, how this year the planning process must be different.

Sell 81

Sell Territory Quota Up-sell 81

SalesLoft

JULY 18, 2016

In all seriousness, when a sales operations leader asks reps to comply and correctly fill out fields within the CRM (probability of close, recording task activity, etc.) Sales Executive Management: Ever wonder how those territories, duties and responsibilities are assigned? It’s all in the data. Start today!

CRM 52

CRM Territory Quota Appointment 52

Highspot

APRIL 2, 2020

Growth forecasts of sales territories. Planning and strategizing go-to-market plans. Modern sales operations teams improve sales performance by speeding up the sales cycle and enabling reps to close deals faster. Formulation and evaluation of sales incentive and compensation plans. How to Build Sales Operations Strategy.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Lead Fuze

JANUARY 1, 2022

When I began hiring salespeople, it was difficult to know which outsourcing company would be able to help my business meet its quota. Productmarket-fit evaluation is essential to your go-to market strategy in any new territory you want to enter. Closing the sale or sales execution.

Commission 52

Commission Territory Sales Objectives and Key Results 52

Sales Hacker

JUNE 2, 2020

With chorus.ai, get your reps to hit quota consistently, ramp your new hires faster and replicate your unicorns through coaching initiatives, all while together or fully remote. Go to Chorus.ai/saleshacker Suddenly you’ll go perhaps onto first name terms and you might not have been before then.

Pharmaceutical 67

Pharmaceutical Territory Cold Call Networking 67

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. And are you still closing? When you sign up for hypergrowth especially, you have to go after the US. Talk to him.

Territory 56

Territory Cross-sell Sales Cold Call 56

Sales Hacker

JUNE 14, 2018

There are many outsourcing companies, but which of them can actually hold a sales quota and get results? You might need a team to handle your entire sales process in a new region. Can you illustrate your firm’s proven track record of selling in the enterprise, mid-market, or SMB segments ? Go To Market Strategy ).

Objectives and Key Results 59

Objectives and Key Results Quota Sales Territory 59

Partners in Excellence

DECEMBER 24, 2012

We’re closing the last deals of the year–that frenzy to make the numbers. Some inevitable restructuring, new territories and realignment. Always the new quotas and compensation plans. Have you changed or shifted your go-to-market strategies? We’re getting ready for the Holidays and New Year.

Process 95

Process Territory Sales Quota 95

Gong.io

JANUARY 13, 2020

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. . Every week, we interview senior revenue professionals who share their insights on how they leverage revenue intelligence to drive success and win their market.

Intrinsic 62

Intrinsic Growth Territory Up-sell 62

SBI

SEPTEMBER 12, 2018

Salespeople spend more time closing business, not chasing leads. The most accurate firmographic, technographic and intent data to help you build pipeline and close deals faster. Go beyond sales enablement to create a sophisticated selling experience that buyers value. Celebrate crushing your quota. Booth 1924. Booth 2025.

Territory 42

Territory Appointment Manufacturing CRM 42

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. Harry Stebbings: Trust me.

Pipeline 79

Pipeline Territory Price Product 79

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. 9) Territory planning and territory creation [33:30]. It begins with a phone call or an email and you move into that first meeting, the sales deck , the demo, the discovery call, objection handling, negotiation, closing, etc. Territory Planning and Territory Creation.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Heinz Marketing

MARCH 29, 2021

From a personal, from a dad with young kids’ standpoint, from having to close offices and figure out all of that, it certainly felt long. But also I remember a lot of explicit conversations from 12 months ago talking to go-to-market leaders, especially in some of our manufacturing industrial clients saying like, what am I going to do?

Pipeline 123

Pipeline Sales Gaming Up-sell 123

SaaStr

SEPTEMBER 10, 2020

I started running a region. I was running half the country and I was very opinionated about demand gen and marketing, which I’m sure was annoying to many people, but I was very opinionated about it. Because that’s a pretty big input into field kickoff and getting the team pumped to go and execute.

Presentation 71

Presentation Territory Start-ups Quota 71

Sales Hacker

OCTOBER 22, 2019

This week on the Sales Hacker podcast, we speak with Catie Ivey , Regional Vice President of Mid-Market Sales at Demandbase. Catie has experience both in sales and marketing roles at Meltwater News, Salesforce, Marketo, and other big-name logos. She’s also worked internationally, with refugee camps and medical ships.

Territory 41

Territory Pipeline Cold Call Up-sell 41

Highspot

MAY 20, 2022

This ensures that reps can execute your sales strategy effectively in the field – and close more deals. Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. Sales motions are defined by your larger go-to-market strategy.

Territory 52

Territory X-functional Cross-sell Sales 52

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. How do you manage year-to-year territory adjustments as your company grows? Eventually, people will catch on that if their territories are getting bigger, that’s bad.

Territory 72

Territory Healthcare Retail Sales 72

Sales Hacker

JULY 28, 2021

In fact, 60% of forecasted deals don’t close, leading to uncomfortable conversations about budgets and with investors. Which works exactly like it sounds: sales managers ask their reps about their gut feeling on the likelihood of a deal closing. Just kidding. Unfortunately, sales forecasting is not that straightforward.

CRM 113

CRM Pipeline Territory Sales 113

Heinz Marketing

JUNE 4, 2018

– Territory and Market Optimization – executing to high conversions on the active funnel. Every week we’re featuring some of the best and brightest minds in B2B sales and marketing. Really excited to have a good friend, long time sales and marketing and go to marketing executive, Samuel Sunderarajj.

Pipeline 53

Pipeline Sales Drivers/motivators X-functional 53

Gong.io

APRIL 6, 2020

You can’t take the quota of eight people and go run every deal. You can go have the team do this and that to influence the result. One of the things that we’re watching closely right now is how many of our opportunities are single-threaded. How is this gonna close? You can’t do it yourself.

Closing 62

Closing Objectives and Key Results Territory Contact 62

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. Territories change.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

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

The Lost Book of Sales

MAY 13, 2021

Last ideas and closing thoughts Invite for a discussion I've been building this list on and off in the past couple of years while sometimes adding new ideas. Average duration to close a deal? If so, ask to see the the go-to-market strategy. How many demos a week does an Account Executive have? Average deal size?

Quota 59

Quota GTM Commission Territory 59

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

NOVEMBER 15, 2017

Closed Won. Closed Won is the status of an opportunity where the deal has been closed with the prospect/lead who is now considered a customer. Deal Closing. Deal Closing (or Closing a Deal) is the process of completing a sales transaction wherein the prospect agrees to purchase a product or sign up for a service.

B2B 99

B2B E-commerce Cold Call Represent 99

Sales Hacker

NOVEMBER 13, 2019

You frantically look to see if there’s something you can pull forward, but with only 2 weeks left in the quarter, there’s nothing that can be accelerated to close the gap. Dive deep into deals that need the most attention and review your closing strategy. Discuss close plans for any deals pushed from last quarter.

Pipeline 73

Pipeline Sports Sales Quota 73

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. How can we rationalize our use of tools across different go-to-market teams? GTM leaders are demanding reliable and predictable growth.

Growth 62

Growth GTM Cross-sell Pipeline 62

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Percentage of sales reps attaining 100% quota. Revenue by territory. Revenue by market. Imagine one of your reps isn’t hitting her quota. Percentage of opportunities closed/won.

X-functional 96

X-functional Quota Cross-sell Contract 96

Sales Hacker

JANUARY 21, 2019

This week on the Sales Hacker podcast , we talk to Bill Binch , Chief Revenue Officer for Pendo and a former sales executive at Marketo who, over close to 10 years, helped guide the company through multiple phases of growth including both an IPO and an acquisition. . We’re going to market in about a month.

B2C 13

B2C Territory Follow-up Inside sales 13

Sales Hacker

JANUARY 21, 2021

According to LinkedIn data , salespeople who use social media in their sales prospecting are 51% more likely to achieve their quota and they outsell non-social sellers by 78%. The Professional Plan is for individual sales reps who are looking to supercharge their sales outreach, increase pipeline, and close more deals. DID YOU KNOW?

Territory 99

Territory Networking Sales Contact 99

Highspot

JULY 31, 2020

How you organize your sales team will be determined by the regions you serve, the number of products and services you offer, the size of your sales team, and the size and industry of your customers. In order for salespeople to effectively close deals, they need to focus on sales-critical activities. What Does a Sales Department Do?

Assembly Line 72

Assembly Line Territory Strategize Education 72

SalesLoft

JUNE 21, 2022

Most of the teams I talk with need technology to help create, close, and keep business. Add missed monthly pipeline and closed/won revenue to your cost analysis. If you said less than half, you’re not alone. As a value engineer, I am constantly talking with sales teams about the ROI of sales tech.

Negotiate 52

Negotiate Legal Finance Technology 52