SaaStr

NOVEMBER 16, 2020

Before Salesforce Andy spent close to 5 years at Oracle as VP Product Management. Before Salesforce, Andy spent close to five years at Oracle as VP of Product Management. I was at a little company in Minnesota called Stellent that was acquired by Oracle. How did he come to be CEO at the market leader, UserTesting?

Pipeline 78

Pipeline Territory Price Product 78

Heinz Marketing

JULY 20, 2020

I was born in Minnesota, lived in Wisconsin, and spent much of my life in Michigan. So, I don’t think you need a separate team, because everybody might go into a territory and say, “This morning, I’ve got a product that’s got 8% market share. But I grew up in the upper Midwest. Tim: We’ve seen all of it.

Pipeline 101

Pipeline Sales Up-sell Conversion 101

Sales Hacker

OCTOBER 7, 2021

Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. You’ll learn a lot if you listen closely. And to always keep in mind it is about the client, not the product you are pitching.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Salesforce

MARCH 11, 2024

Account-based selling (ABS) is a sales approach that prioritizes building relationships with high-value account holders so you can quickly close big deals. Other benefits include: Higher conversion rates: ABS can help you land larger clients and close better deals. Watch the demo What is account-based selling?

Sell 59

Sell Cross-sell Territory CRM 59

Salesforce

FEBRUARY 29, 2024

This information helps you pinpoint specific areas where a service or product is falling short so you can tailor your pitch and recommend a better solution. 4: Don’t make assumptions about pain points Experience and intuition are great tools for a salesperson to have, but be careful not to let them spill over into assumption territory.

Customers 52

Customers Territory E-commerce Pharmaceutical 52

Salesforce

MARCH 5, 2024

The importance of lead qualification Common types of qualified leads A step-by-step guide for qualification Three lead qualifying frameworks Lead qualification checklist Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast.

Territory 52

Territory SQL E-commerce Contact 52

Salesforce

MARCH 7, 2024

When to negotiate a contract The contract creation and negotiation process How to improve contract negotiation core skills 9 contract negotiation tips Learn 3 ways to sell faster with Salesforce CPQ See how Salesforce CPQ helps sellers close faster, and companies launch new revenue models in days, not months.

Contract 59

Contract Negotiate Objectives and Key Results Legal 59