Sales Hacker

SEPTEMBER 10, 2018

“Hunters” typically have salaries tied to revenue; “farmers” usually get compensated based on renewal percentages; “prospectors” might receive pay for setting up qualified meetings. Related: The Saas Executive’s Guide to Building a Winning Go-to-Market Strategy. Personally, I arrange a compensation review plan quarterly.

Quota 83

Quota Represent Cross-sell Drivers/motivators 83

The Lost Book of Sales

MAY 13, 2021

What is the structure of your internal sales meeting? Pre-sales materials and presentations 2. If so, ask to see the the go-to-market strategy. OTE is your base salary + commission you receive when you've reached your 100% sales quota. Average duration to close a deal? Average deal size?

Quota 59

Quota GTM Commission Territory 59

PandaDoc

DECEMBER 9, 2022

Your pricing, often along with how it is presented (especially for retail businesses), is a key factor that impacts your business viability and profitability. However, in many cases, you’d be better off figuring out your own unique path and go-to-market strategy. Make important decisions based on changing market conditions.

Price 52

Price Profit margin Legal Retail 52

ConversionXL

JANUARY 18, 2022

It partners with sales to close more revenue, informs product teams to deliver better products, and in some cases, co-owns demand generation activities with marketing teams. The marketing platform has a specific and unique selling position : “The only marketing platform built for creators, by creators.”. Why buy now?

Product 110

Product GTM Construction Launch 110

Sales Hacker

SEPTEMBER 16, 2019

Instead, they meet with prospects outside the office. Requires demos, meetings, and other high-touch interactions. Obviously, on the surface they can look very different — one being an office job and the other involving a lot of travel and in-person meetings. How do you go about researching your product? Sales Cycle.

Outside Sales 81

Outside Sales Inside sales Profit margin Sales 81

Sales Hacker

APRIL 21, 2021

The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Half of the meeting is spent validating data across three different team reports. Assist the CEO and sales leadership team with go-to-market planning. 2+ years experience leading teams.

Finance 101

Finance GTM Cross-sell SQL 101

Sales Hacker

JANUARY 13, 2021

Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment. If the licensor can meet the licensee’s security, integration, and performance requirements, the licensee will usually prefer to have the licensor host.

GTM 74

GTM Negotiate Profit margin Contract 74

SBI

AUGUST 6, 2019

In the next 12-24 months, the ways in which a business sells to an end user versus a consumer will continue to blur, and businesses that haven’t yet started to adapt their go-to-market strategy to accommodate this shift are going to be in trouble. This is time that’s not spent engaging with prospects and selling.

B2B 37

B2B B2C Commission Consult 37

Sales Hacker

NOVEMBER 21, 2019

But that doesn’t explain why toast tastes good to you, why you chose it over going to the store, or how your brain even knows to classify it as food instead of some other inanimate object. The true reason “why” is often well beyond our present grasp. Should they: Schedule a meeting? Our brain simply does what it does.

Technology 84

Technology Technology Sales Clients 84

SalesHandy

OCTOBER 28, 2022

All of your marketing and sales efforts are centered around pushing your product or service to your target audience, rather than pulling them in through inbound lead generation. The biggest selling point of outbound is that it allows sales and marketing teams to take complete ownership of their go-to-market (GTM) strategy.

Lead generation 59

Lead generation Cold Call Referrals Objectives and Key Results 59

Lead Fuze

JANUARY 1, 2022

A critical parameter that will affect the pricing and go-to-market strategy is whether or not a company chooses to include embedded OEM software as default for all customers, or make it an optional option. If there is a disagreement on pricing, the party that proposed the deal structure can then alter it to meet their needs.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Heinz Marketing

JUNE 3, 2019

Thanks so much for joining us there and every episode of Sales Pipeline Radio, past, present and future is always mailed on salespipelineradio.com. Each and every week we are featuring some of the best and brightest minds in B2B sales and marketing today is no different.

Pipeline 57

Pipeline Sales Objectives and Key Results B2B 57

SaaStr

JULY 30, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Peter Kazanjy: So at TalentBin, that was kind of like my first training wheels, SaaS business, and also the place where I started to learn and appreciate go to market. Harry Stebbings. Pete Kazanjy.

Cross-sell 75

Cross-sell Up-sell Start-ups Sell 75

SaaStr

JANUARY 10, 2022

As software purchasing becomes increasingly democratized and complex, there’s often a false narrative that companies need to choose either a self-serve or a sales-driven go-to-market model to drive growth. We believe very much in a free product that delivers a lot of value because there’s also learning in work management.

Customers 83

Customers Price Start-ups Growth 83

Spiro Technologies

MAY 31, 2023

I started at an early age—we were the largest commission dyers in Europe. Presently it’s very wasteful and that’s where we make a big impact. With Fibre52, we don’t drop the bath, we go straight from prepare for dye, into dye, saving time again, but also saving energy because you have to reheat the bath.

Manufacturing 52

Manufacturing Up-sell Process Start-ups 52

Sales Hacker

OCTOBER 7, 2021

He became threatened and told me that I had to follow his ridiculously complex and impractical method that required presenting 60+ confusing slides. I realized, though, that if I couldn’t be who I am and do what I KNEW was right by my customer, I had to go. What is your best piece of career advice for women in sales?

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

MARCH 1, 2019

Should sales commission be paid on renewals? You can also take your SaaStr to go: Listen on iTunes. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Tom Tunguz: So we published a presentation about the 10 learnings of the free trials. Tom Tunguz.

Contract 45

Contract Price Commission Conversion 45

SaaStr

SEPTEMBER 26, 2019

Around five, San Francisco that wakes up, you’ll have all your one to ones and your meetings between five and 8:00PM Paris. So you completely change your go to market and that also includes the fact that you need to start an outbound team. The fact that they don’t read TechCrunch, they don’t read Hacker News.

Territory 52

Territory Cross-sell Sales Cold Call 52

SaaStr

MARCH 27, 2019

In Leyla’s role today, she leads the charge on extending the power of Salesforce with a full portfolio of mobile apps, and is responsible for driving product, go-to-market and other key programs around Salesforce’s mobile offerings. You can also take your SaaStr to go: Listen on iTunes. Listen on Google Play Music. Leyla Seka.

Start-ups 51

Start-ups Objectives and Key Results UX Follow-up 51

Heinz Marketing

JANUARY 20, 2020

Intercom creates more opportunities for you by booking meetings and collecting data from leads automatically. You can find past, present, and future on salespipelineradio.com. Every week we’re featuring some of the best and brightest minds in sales and marketing. That’s just not going to do it.”

Pipeline 55

Pipeline Sales Up-sell Start-ups 55

SBI

NOVEMBER 7, 2019

Even add a "schedule a meeting" button. A well-presented value. ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success.

Customers 20

Customers Tradeshows Technology Technology 20

SaaStr

JANUARY 3, 2020

Should sales commission be paid on renewals? Tom Tunguz: So we published a presentation about the 10 learnings of the free trials. One thing that I go back and forward on is kind of AEs and their relationship with renewals in terms of should they get commissioned for renewals? What are your thoughts on that?

Contract 10

Contract Price Commission Conversion 10

Heinz Marketing

JANUARY 1, 2018

Like what worked with 4 SDRs just doesn’t work at 32 SDRs from a process and a system and a go-to-market perspective. So, they’ll set a meeting, and then they’ll schedule it for an account executive that they are matched to; then, the account executive will do the demos. But we did that. We scaled the team.

Pipeline 50

Pipeline Finance Sales Cold Call 50