The 5% Institute

JUNE 9, 2023

Effective sales team management involves assigning territories, setting clear expectations, monitoring performance, and fostering a collaborative and motivated work environment. Effective cross-functional collaboration enhances overall business performance.

Objectives and Key Results 52

Objectives and Key Results Finance Drivers/motivators Sales 52

Hubspot

MARCH 2, 2015

Inventing the Ronald McDonald mascot, designing those golden arches, creating all those catchy jingles, teaming up with all those celebrities, and running all those cross-promotions with other big brands over the years … that’s what transformed McDonald’s from a California-based burger chain into a global icon, right?

Electricity 78

Electricity Follow-up Cross-sell Market share 78

The 5% Institute

MAY 16, 2023

A great coach can articulate concepts clearly, actively listen, and provide constructive feedback that resonates with the salesperson. They provide constructive feedback, highlighting strengths and areas for improvement. Resistance to Change Salespeople may resist changes in their selling approach or techniques.

Objectives and Key Results 52

Objectives and Key Results Technique Sales Objection handling 52

Highspot

OCTOBER 23, 2023

This cross-departmental collaboration ensures all team members align with the product launch and company goals. Soft Launch A soft launch is a strategic release targeting a limited audience, often in a specific region or demographic. This approach reduces risk and allows for fine-tuning based on real-world feedback.

Launch 59

Launch Negotiate Product GTM 59

Cience

FEBRUARY 21, 2020

If you’ve ever been a receiver of a poorly-constructed and low-personalized cold email, then you have witnessed a sender lose an opportunity to work with you. How to Write Email Copy that Sells. LinkedIn Sales Navigator It’s an essential tool for lead research and social selling. How to Write Email Copy that Sells.

Campaign 79

Campaign B2B Objectives and Key Results Contact 79

Sales Hacker

OCTOBER 7, 2021

Bring your feelings, gut instinct, experience, and constructive emotion into the boardroom and sit at the table. If you do something constructive with your doubt, and use it to advance yourself, it can be an asset. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

SaaStr

MAY 3, 2019

How does Manny think about quota construction today? Does Manny believe that the founder should always be responsible for selling their product at one moment in time? How did Manny sell the first $1m in ARR simply through walking the streets of SOMA and selling door-to-door? Is it your territory? What is excessive?

Territory 63

Territory Quota Cross-sell Pipeline 63

SaaStr

DECEMBER 20, 2019

How does Manny think about quota construction today? Does Manny believe that the founder should always be responsible for selling their product at one moment in time? How did Manny sell the first $1m in ARR simply through walking the streets of SOMA and selling door-to-door? Is it your territory? What is excessive?

Territory 63

Territory Quota Cross-sell Pipeline 63

SaaStr

APRIL 24, 2020

Number one is they didn’t really have an enterprise software selling group when they bought Omniture, so that route to market was something they were very interested in creating. And going through the process of selling boxed software in stores to selling online delivery of the application, it’s crazy.

X-functional 91

X-functional Strategize Retail Technology 91

SaaStr

MARCH 12, 2019

With the scaling of departments and teams, what has Erica seen work really well when it comes to making cross-functional teams communicate really well? I’m super interested because I’m always quite perplexed when one has those early adopters within the enterprise, but then one’s selling to maybe the CIO.

Contract 84

Contract Sports Cross-sell Start-ups 84

The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. One of the most important lessons about crossing the chasm is that the task ultimately requires achieving an unusual degree of company unity during the crossing period.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Salesforce

SEPTEMBER 25, 2024

It’s a constructive way to show your team you value their hard work. 5: Team rewards: Selling isn’t a solitary activity, and many successful sales are the result of a team effort. Encourage cross-org collaboration with real-time comments and notifications for quicker alignment. Employee turnover is expensive.

Commission 97

Commission Drivers/motivators Territory Sales 97

Hubspot

DECEMBER 27, 2023

What products or services is it trying to sell? Be that updating spreadsheet/CRM or crossing the t’s and dotting the i‘s on paperwork. We have a remote team of over 50 sales executives, all in different regions and time zones. What prospects is your company trying to target? It’s just not their thing.

Pipeline 78

Pipeline Profit margin Commission CRM 78

Sales Hacker

DECEMBER 10, 2024

I feel like from selling flip-flops to half a billion dollar acquisition by Procore feels like a pretty damn good title for this episode. And I tried to sell Scott Wolf health insurance for the company, thinking that it was much bigger than what it was. I love it. Martin Roth: [1:15] Or at least a podcast episode. No venture funding.

GTM 110

GTM Construction Up-sell Cross-sell 110

Sales Hacker

FEBRUARY 4, 2025

18:13 The role of cross-functional communication. And we’ve had conversations in the past where it’s like, you’ve got to build division, you’ve got to sell division, and then you’ve got to scale division. You know, we are the we don’t code and we don’t sell, right? It has to be.

GTM 80

GTM Finance Cross-sell X-functional 80