Sales Hacker

DECEMBER 29, 2023

Just like last week, we’ve got something special for you: a compilation of perspectives from some of the best go-to-market (GTM) leaders out there. Email marketing is kind of dead. To me, once you put a number in CRM that’s your new maximum deal size, because it gets in your head.

GTM 71

GTM Cold Call UX Price 71

Salesforce

JULY 28, 2022

But that’s only possible when you invest in upskilling and cross-training to ensure your team can take on new roles or responsibilities that emerge as you adapt to shifting market dynamics. ” Be sure you consolidate your sales data in one CRM so they have access to critical billing information when customers reach out.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Sales Hacker

FEBRUARY 20, 2023

These leaders are looking for the right person to own the implementation and management of their company’s go-to-market tech stack. This usually includes a CRM and marketing automation plus any other systems related to sales, marketing, and customer success. Related: Is a Revenue Operations Career Right for You?

Strategize 71

Strategize Consult Growth CRM 71

Veloxy

MAY 3, 2022

HubSpot is a CRM software that helps companies optimize and align inbound marketing with sales. SBI Growth Advisory, formerly Sales Benchmark Index, is one of the nation’s pioneers and leaders in go-to-market revenue growth consultation. What numbers you track and what you do with them can make all the difference.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

PandaDoc

MAY 13, 2024

They’ll be in charge of looking after your customer relationship management software (CRM). If any errors occur with your CRM, the sales operations team will be the first hands on deck. Looks at the best tactics for increasing LTV, such as consultative selling (an approach that focuses on building relationships with customers).

Objectives and Key Results 52

Objectives and Key Results Legal Cross-sell Sales 52

SalesLoft

NOVEMBER 17, 2020

So you can realize the full value of your investment, whiteboard your CRM lead management process and formally document it for all involved departments to review. Lining up the right people with the right skills helps the implementation go smoothly. Marketing Team: Deep involvement with creating cadences using persona-specific content.

Territory 105

Territory Sales Technology Technology 105

Highspot

SEPTEMBER 30, 2020

But to succeed, you’ll need your team to execute your go-to-market strategy in a single, unified motion. Many consulting companies and vendors have created and popularized specific sales methodologies, but a sales methodology can also be homegrown. Consultative Selling. Enter sales methodologies.

Cross-sell 85

Cross-sell Consult Sales Strategize 85

Sales Hacker

MAY 6, 2021

As an ex-VP sales and current CRO, the debate between CRO and VP sales responsibilities is very near and dear to me, so I thought I’d publish my experience with the debate as well as what I’ve seen while consulting for companies ranging from series A through to series D and later. The VP of Sales. Staying in their lane.

B2C 95

B2C Pipeline SQL Strategize 95

Sales Hacker

APRIL 14, 2020

This week on the Sales Hacker podcast, we speak with Jessica Wilkeyson , Co-Founder and Principal at Alternate Route , a go-to market strategy and revenue operations consultancy based in New York. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM.

Contract 70

Contract CRM Consult Cross-sell 70

Sales Hacker

MARCH 22, 2022

Ultimately I embraced the Salesforce consulting in a much more developed way. I figured, why not double down on the consulting thing, see if I can make something of it? I ended up lining up my dream job with Deloitte, and lo and behold, March of 2020, the pandemic hit. Finding and retaining talent [22:08].

Education 75

Education Consult Cold Call Start-ups 75

Heinz Marketing

DECEMBER 9, 2021

By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. In today’s digital technology landscape there are numerous platforms, tools and technologies at the disposal of every marketer—almost too many. Orchestration: Kickstart your go-to-market activities across the technologies and channels you know and love.

B2B 73

B2B Objectives and Key Results Contact CRM 73

Gong.io

DECEMBER 14, 2022

One that sees your reps become trusted consultants. The consultative approach used in target account selling means sales reps need to spend a lot of time nurturing buyers. This research starts with the data in your own CRM — data that will form the basis of your ICP and customer personas. Go-to-market outreach.

Sell 62

Sell Cold Call Contract GTM 62

Sales Hacker

APRIL 20, 2021

You’ll learn new go-to-market strategies, get deeper funnel insights and actionable takeaways for your entire organization from revenue leaders at high-growth startups and Fortune 500 companies. But we started as a consulting firm. And after the call, it would automatically update your CRM and generate next action items.

Growth 93

Growth CRM Consult Start-ups 93

Highspot

JANUARY 9, 2024

Technology Training Technology training keeps sales teams up-to-date with the latest tools and solutions to streamline the sales process, from CRM systems to data analytics. Realign training to emphasize relationship building, consultative selling , and customer success.

Technique 52

Technique B2B Cross-sell Negotiate 52

Sales Hacker

JUNE 16, 2021

They’re all on board – marketing, sales, product, customer success, and executive leaders. Their sales tools are integrated effectively, coaching is readily available, and sales reps are happily using their CRM. They help sales reps and marketing teams identify and surface contacts at your target companies. How do they do it?

GTM 101

GTM Contract Quota CRM 101

Miller Heiman Group

SEPTEMBER 20, 2019

public companies with more than $50 million in sales over the last four downturns, Boston Consulting Group found that 14% accelerated their growth and increased their profitability. Many sales organizations are reluctant to act because they can’t predict their needs in a fluctuating market. But in a recent study of all U.S.

Growth 57

Growth Consult Up-sell CRM 57

Sales Hacker

OCTOBER 2, 2020

No, that’s not the setup for some obscure go-to-market joke. That’s because Sales Engagement isn’t just a tool for automated sequences and CRM integrations. Sales enablement tools — your CRM, asset management solutions, etc. It’s the question that will help companies stand out as we put 2020 behind us.

Objectives and Key Results 133

Objectives and Key Results Cross-sell Sales Technology 133

Highspot

APRIL 14, 2023

Surface related training content in your sales plays and CRM. Connect your CRM and training courses to sales performance to monitor the value of your program and identify where skill gaps exist. This helps them have successful conversations and improves go-to-market initiatives by 50%. Learn by doing.

Sales 52

Sales Technology Technology Technique 52

Highspot

APRIL 14, 2023

Surface related training content in your sales plays and CRM. Connect your CRM and training courses to sales performance to monitor the value of your program and identify where skill gaps exist. This helps them have successful conversations and improves go-to-market initiatives by 50%. Learn by doing.

Sales 52

Sales Technology Technology Technique 52

SalesLoft

APRIL 25, 2019

This boosts our ability to seamlessly implement the platform and codify customer’s desired go-to-market in their markets. While we’ve collected many positive stories from customers, we wanted to quantify it for the market. How are We Different? This category has progressed to become ‘must-have’ for revenue organizations.

Growth 90

Growth Commission Networking Finance 90

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

SEPTEMBER 16, 2021

To help demystify this sales POC term and provide context for all go-to-market professionals, let’s expand on each of these terms and identify five things the pre-sales professional can do to drive more revenue within the middle of the funnel. Application of this evaluation is typically applied to more transaction-oriented sales.

Objectives and Key Results 74

Objectives and Key Results Technical Sales Engineering Sales 74

SBI

MARCH 8, 2018

Go-To-Market Changes – We deliver content & knowledge about new products, market segments, competitive threats, cross/upsell opportunities, and marketing programs to sellers quickly to help them leverage changes in go-to-market strategy to win more business. Diagram #1).

Gaming 55

Gaming Strategize Government Cross-sell 55

Sales Hacker

SEPTEMBER 30, 2019

I ended up becoming a consultant managing and implementing call center CRM software for clients like Bank of America, UPS, and Eckerd Drugs. So I actually shifted out of being a developer now to more of a program manager, tech consultant. I’ve leapfrogged from developer, to consultant, to sales engineer.

Engineering 50

Engineering Negotiate Technology Technology 50

Heinz Marketing

JULY 26, 2021

And now that we can get back to normal, a lot of those adjustments are becoming fixtures as part of people’s go-to-market strategy. I used to joke with you and your team about getting the bacon button in the CRM. We don’t know, but we’re just going to hopefully blast a bunch of stuff out.”

Pipeline 107

Pipeline Sales Prospecting Campaign 107

Hubspot

FEBRUARY 6, 2019

Salesforce -- CRM. Last year, we added 95 new API endpoints (for a total of 355), creating programmatic access to tickets, products, line items, CRM pipelines, GDPR compliance features, and more. For instance, our global network of thousands of agencies and consultants helps businesses leverage our software to grow better.

Launch 76

Launch Sports CRM Pipeline 76

Sales Hacker

DECEMBER 8, 2017

I’m talking about selling through communities, consultants, conferences, and people/companies that have built a trusted relationship with your buyer already. – Richard Harris , Owner, The Harris Consulting Group and Dir. of Sales Training & Consulting, Sales Hacker. I hope the consolidation of sales & marketing 2.0

Sales 97

Sales Cross-sell Up-sell Pipeline 97

Sales Hacker

FEBRUARY 5, 2019

This guide will arm you with the three most important things to address with your executive team before committing to the Enterprise market. Related: The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy. For example: a Configure, Price, Quote tool that integrates with your CRM. Integrations.

Product 58

Product Contract Cross-sell Account management 58

Sales Hacker

AUGUST 18, 2020

We’ve got two sponsors, including a new one called Sapper Consulting. Okay, it’s not that easy, but Sapper Consulting has built REGIE to keep the promise of sales enablement and help carry the load to help keep your team doing what they do best, winning. Sales enablement is easy. Building a business in Europe [14:37].

Start-ups 106

Start-ups Consult Campaign Up-sell 106

SBI

AUGUST 31, 2020

Director, Sales Enablement and Strategic CRM Initiatives, Experian. Seismic is the industry-leading sales enablement and marketing orchestration solution, aligning go-to-market teams while empowering them to deliver engaging buyer experiences that drive growth. About Seismic.

Launch 26

Launch Commission Presentation High impact 26

Gong.io

NOVEMBER 25, 2019

If the tools suck, and don’t make it easy to do that—you want people to do account planning, but you give them a 500-page PowerPoint template as opposed to something that’s built into the CRM. But if you look at complex, enterprise field sales and consultative selling, that world has grown so much in complexity. Listen now at gong.io/podcasts.

Price 71

Price Strategize Up-sell Cold Call 71

Sales Hacker

DECEMBER 30, 2019

He then went on to help build PatientPop to over 60 million in recurring revenue and now he’s consulting to SMB businesses. It’s all about how to build a great culture, how to think about incentivizing a team, how to help pull out a quota if you’re going to miss the number, and some creative things you can do to get there.

Cross-sell 52

Cross-sell Contract Pharmaceutical Quota 52

SaaStr

DECEMBER 26, 2019

Today marketing, there’s only me doing it and then I have someone in customer success who is helping me and so we’re mostly using Intercom for one-on-one interaction with our users. We’re in private beta so we have a smaller set of users, and then Zapier, and then a CRM that we are hacked with Trello basically.

B2C 58

B2C CRM Product Engineering 58

Gong.io

JANUARY 5, 2019

Exchanging information builds trust and helps you and your buyer engage in more consultative discussions. Market Intelligence: What’s happening in this market? Go-to-Market Outreach: What’s my final selling strategy based on all this research? How to Know If It’s Right For You. NEAT Sales Methodology.

Pitch 131

Pitch Sales Up-sell Contract 131

Sales Hacker

DECEMBER 2, 2019

This week on the Sales Hacker podcast, we speak with Mary Rogul , a VP Sales Consultant, who’s currently an Enterprise Sales Advisor at Crayon. She’s now a consultant helping VPs of Sales scale and build their sales teams. Mary is one of the leaders in the go-to-market and sales space and sales community in the Boston area.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast. This is go to market fit.

Growth 82

Growth Cross-sell Contract X-functional 82

Partners in Excellence

JANUARY 19, 2018

The buying process is just one element of the overall change management or problem solving initiative the customer is going through. Even if the customer is looking at a major new initiative, let’s say CRM, the CRM system itself is just a part of the transformation effort itself. Diving in a little more deeply.

Process 52

Process Sell Drivers/motivators Sales 52