SaaStr

FEBRUARY 8, 2022

Do you have a Go-to Market (GTM) for different market opportunities? To test your go-to-market strategies, understand the different opportunities, verticals, and company sizes in the market. Who: Who makes up your revenue, onboarded vs. retained? But this isn’t the best way to proceed. .

Objectives and Key Results 91

Objectives and Key Results Pitch GTM Cold Call 91

Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Heinz Marketing

MAY 20, 2021

This includes direct customer engagement and relationship building via in-person one-to-one meetings or through video chat, cold calls and sales proposals. Sales and marketing alignment is a shared system of communication, strategy, accountability, and goals that enable marketing and sales teams to operate as a unified organization.

Campaign 126

Campaign Cold Call Sales Education 126

Sales Hacker

MARCH 22, 2018

Account Executives doing cold calling). Opportunistic side bets by signing up some commission-only sales agents. Would the product fit the selected market? Product/market-fit evaluation is key in every new market you want to enter as part of your Go-To-Market strategy (geographically and target-segment).

B2B 79

B2B X-functional Cold Call SQL 79

Sales Hacker

DECEMBER 28, 2018

The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy by Jacco Van Der Kooij. This particular piece of the series outlines a tactical approach to building a go-to-market strategy. That means you can’t afford to slip up during sales conversations. by Chris Orlob. Your buyers won’t have it.

Cold Call 97

Cold Call Sales B2B Pipeline 97

Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. Follow-Up and Continuous Learning Process Establish a culture of continuous learning and development.

Technique 52

Technique B2B Cross-sell Negotiate 52

Sales Hacker

FEBRUARY 1, 2022

If you missed episode #193, check it out here : Your New 3-Part Framework for Cold Calling with Jason Bay. Make prospecting videos, follow-ups, product demos, and other communications that drive virtual selling. Try Vidyard for free by signing up at Vidyard.com/free. Nelson Gilliat: You can follow me on LinkedIn.

Commission 90

Commission Quota Assembly Line Sales 90

Highspot

APRIL 14, 2023

This can seem daunting, but it’s clear that cold calling or sending targeted emails isn’t the most effective way to reach your target buyer. If it takes too much effort to keep your program up to date, materials can become stale and irrelevant. Building or maintaining these programs in-house also can be labor intensive.

Sales 52

Sales Technology Technology Technique 52

Highspot

APRIL 14, 2023

This can seem daunting, but it’s clear that cold calling or sending targeted emails isn’t the most effective way to reach your target buyer. If it takes too much effort to keep your program up to date, materials can become stale and irrelevant. Building or maintaining these programs in-house also can be labor intensive.

Sales 52

Sales Technology Technology Technique 52

SalesLoft

JUNE 25, 2019

What’s the ideal talk time on a sales call? Can you actually deliver value on a first cold call? What advice does James have for a US company seeking to go to market in the UK? Bear in mind, this was in the early 2000s when pretty much everyone picks up their milk from the local supermarket. Is that right?

Cold Call 40

Cold Call Pitch Cross-sell Sales 40

Lead Fuze

JANUARY 1, 2022

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: . Who currently have job openings for marketing help. Reasons to outsource include the following: Salespeople who lack expertise and experience in some areas of sales.

Commission 52

Commission Territory Sales Objectives and Key Results 52

ConversionXL

FEBRUARY 27, 2019

The Introduction phase is rarely profitable, and product launches are expected to push products up a steep Growth curve—and into the black. Instead, the product manager should keep iterating on the press release until they’ve come up with benefits that actually sound like benefits. Write a Frequently Asked Questions document.

Launch 110

Launch Product Campaign Cold Call 110

Hubspot

OCTOBER 2, 2019

Looking to set your sales team up for this kind of success? To measure sales productivity, look at the following metrics: Percentage of total hours spent prospecting. For example, if your employee is struggling with cold calling, provide tangible advice or hands-on training that can help them improve in this area.

Territory 87

Territory Quota Commission Construction 87

SaaStr

MARCH 8, 2019

If you’re interested in HubSpot and you’re interested in inbound marketing, I would encourage you as a next step to check up the free trial on our site and see if it works for you. Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low. How are you going to grow the company?”

Cold Call 42

Cold Call Trust B2C Go To Market 42

Hubspot

JUNE 8, 2021

There's the hustle to find leads, the hundreds of calls, and the high of delivering a flawless pitch. But it's also about relationships, follow-through, communication, analytics, and patience. Is the sales job market strong enough to support a career? Sales seems like a fast-paced, hardball kind of career. That can be true.

Commission 76

Commission Territory Finance Inside sales 76

Sales Hacker

NOVEMBER 21, 2019

The struggle to find clients, research, and keep CRM data up-to-date is a task that sucks time and energy from a sales team’s day. Any manager who’s tried knows that getting sales teams to enter data consistently can be tougher than picking up the 800-pound phone to make a cold call. AI Use Case #1: Research.

Technology 84

Technology Technology Sales Clients 84

Sales Hacker

OCTOBER 22, 2019

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. Outreach has your back. Sam Jacobs: So what is Demandbase?

Territory 41

Territory Pipeline Cold Call Up-sell 41

Veloxy

MAY 3, 2022

If you Google sales resources, you’ll be inundated with a wide variety of helpful content and content that will quickly become cold calls and emails. KPI Dashboards are perfect for any sales manager to keep tabs on how all of their team’s small wins add up to more revenue. Is this free or paid? Is this free or paid?

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Heinz Marketing

JUNE 4, 2018

Samuel Sunderaraj has the following experience in sales management: Driving and initiating contact with senior decision-makers at Small To Enterprise Accounts (C-level). Start-up advisor. – Territory and Market Optimization – executing to high conversions on the active funnel. All this and a lot more!

Pipeline 55

Pipeline Sales Drivers/motivators X-functional 55

SaaStr

MARCH 8, 2019

If you’re interested in HubSpot and you’re interested in inbound marketing, I would encourage you as a next step to check up the free trial on our site and see if it works for you. Brian Halligan: Whether we all like it or not, trust in sales and marketing is at an all-time low. How are you going to grow the company?”

Cold Call 19

Cold Call Trust B2C Go To Market 19

Heinz Marketing

MARCH 22, 2021

This week’s show is called “ Are Partnerships Your Next Growth Engine ? ” It seems to me one of the still underutilized go-to-market efforts is partnerships. I ask Brendon to talk a little bit about what he’s seen in the market. And what have you seen in the market that maybe the pandemic has changed?

Pipeline 131

Pipeline Referrals Angle Sales 131

Martech

OCTOBER 28, 2022

B2B marketing leaders are at a crossroads. But the go-to-market (GTM) strategies, systems and plays many teams use are not connecting with how buyers and companies research and make purchase decisions. . Dump the ‘lead capture’ mentality and turn up the engagement-first approach. Oxford Dictionary.

B2B 121

B2B GTM Cross-sell Quota 121

Sales Hacker

FEBRUARY 19, 2019

Think of this as a sneak-peek of what’s coming up at Unleash ‘19! Lauren Alt – Marketing Campaigns Manager at Outreach. Lauren is an email marketing wiz and always has a trick or two up her sleeve to share with her sales colleagues. Cold calling is still very much the lifeblood of sales.

Cold Call 11

Cold Call Inside sales Sales B2B 11

Cience

OCTOBER 27, 2020

If someone Googles “marketing campaigns,” could you blame them for thinking the only way to go to market is through increasing inbound leads? You’d think there was nothing else in the marketing world but SEO, content writing, blogging, webinars, and ads. The Throw-Back Channel: Cold Calls. Yes, yes, we know!

Campaign 63

Campaign Cold Call GTM Contact 63

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. Whether or not you learn them and follow them will make or break your career. Here they are… The 97 Best Sales Books in 2020.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Sales Hacker

APRIL 8, 2021

If you’ve worked at a B2B company that uses an ABM strategy for their Go To Market and has an SDR team you have inevitably run into the problem of lead attribution. If a demo request comes in from an account that was never reached out to by an SDR, it’s purely a marketing lead. Three weeks go by, no response.

B2C 93

B2C E-commerce Tradeshows Commission 93

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

Winning a customer with a highly recognizable brand makes you more desirable to at least a dozen other companies that follow big names and famous logos. In addition to social proof in future marketing efforts, discriminating clients signal high quality to other similar companies. Predictability. How do you reach out to prospects?

Customers 94

Customers B2B Sales Pipeline 94

Salesforce

JANUARY 3, 2022

In this new digital-everything world — especially following the pandemic — you need to hold on to good people. Sign up now. Create a single source of truth to empower go-to-market teams. Before you roll out AI, make sure your data is clean, assimilated, and funneled up to a single source of truth.

Growth 98

Growth Quota Intrinsic Cross-sell 98

SaaStr

NOVEMBER 21, 2020

How should sales and marketing work together on pricing? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. But it took a lot of thinking up until that point before we ended up pulling the trigger. Harry Stebbings. Rob Gonzalez.

E-commerce 103

E-commerce Manufacturing X-functional Retail 103

ConversionXL

APRIL 7, 2021

Account-Based Marketing (ABM) isn’t new. While reading a book called “ No Forms, No Cold Calls & No Spam ” by Latané Conant, I came to the realization that many vendors try to position ABM as a $40,000 technology stack problem. If you’re selling B2B, you know it’s a wide and competitive market.

GTM 98

GTM CRM Cross-sell Cold Call 98

Heinz Marketing

FEBRUARY 8, 2021

I think, fundamentally the fact that with traditional ABM, we would identify the accounts that we really wanted to go after, and we’d go after them, regardless of whether they were interested in hearing from us or if it was the right time. With ABM, we were calling people regardless of whether they were interested.

Pipeline 114

Pipeline B2B Sales Objectives and Key Results 114

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Your sales career project has ups and downs. Women in sales often have a polarizing experience.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Gong.io

NOVEMBER 25, 2019

How do you level-up B-players’ performance? Following Bain’s work with an anonymized client, they isolated the change required to transform B-players into A-players. Even if you only add up the extra time spent with clients, that’s an additional 150 selling hours (or about 18 days) per rep every year. . That is cool stuff to me.

Price 71

Price Strategize Up-sell Cold Call 71

Heinz Marketing

MARCH 25, 2019

It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Catch up on past shows at SalesPipelineRadio.com and subscribe on Spotify , iTunes , Blubrry , Google Play , or Stitcher. You can follow Jamie on Twitter @jamieshanks. This is Matt Heinz.

Pipeline 80

Pipeline Sales Up-sell Territory 80

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. What are you doing up so early? What’s the failure rate for a Series A start up? What’s the failure rate of a Series C start up? We are screwing up the scale. SaaStr, good morning. Get right into it.

Growth 84

Growth Cross-sell Contract X-functional 84

Heinz Marketing

JANUARY 1, 2018

It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We’ve already featured some great guests and have a line up of awesome content and special guests into 2016. o Better aligned SDR team w/ Marketing. o Invested in new Marketing leadership.

Pipeline 55

Pipeline Finance Sales Cold Call 55

Sales Hacker

FEBRUARY 24, 2020

You can’t be all things to all people,” and then they turn around and leave the board meeting and go operate the firm in a way that completely violates that instruction that they gave. You didn’t adopt Slack because the Slack SDR cold called the CIO or something like that. Shrinking Tenures of VP of Sales [32:40].

Growth 73

Growth Product SQL Price 73