SBI

MARCH 8, 2018

SAVO enables: Sales Transformation – We accelerate large sales transformations like M&A, changing sales coverage, or implementing a new sales methodology like Challenger to get sellers back to selling quickly. Nancy: What are the top 5 things your solution allows salespeople to do better, or faster than they can today? Diagram #1).

Gaming 55

Gaming Strategize Government Cross-sell 55

ConversionXL

JUNE 30, 2019

Companies do it for a wide variety of reasons—SEO, branding, go-to-market strategy, pricing, etc.—and check-out process). Give the participants a scenario in which they use the site to solve a problem or go through the check-out process. Most likely, they’ll only remember one—your main selling point.

UX 126

UX X-functional A/B testing User Experience 126

Hubspot

JUNE 8, 2021

This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. Nearly half of their time is spent selling remotely (i.e. The aim is to make sure the sales team is running smoothly by minimizing friction in the sales process. Regional Sales Manager.

Commission 76

Commission Territory Finance Inside sales 76

SalesLoft

JUNE 3, 2019

How does like-ability matter in the sales process? It’s so, so hard, but upon reflection, and I had been thinking about this lately, I think the sales book that had the most enduring impact would have been Geoffrey Moore’s Crossing the Chasm. Pick a niche, establish your benchmark, cross the chasm and expand.

Conversion 81

Conversion Real Estate Cross-sell Niche 81

Lead Fuze

NOVEMBER 30, 2021

The push tactics we’ve been using are not working, so here’s why: Sales and marketing teams are more aware of who they’re selling to, rather than just focusing on revenue growth. In order for them to keep up with trends, they need more people who can go into C-suite positions.

E-commerce 52

E-commerce B2B Healthcare Profit margin 52

SBI

FEBRUARY 25, 2020

Beta or early-adopter customers logically represent the tip of the arrow of your go-to-market efforts, but only if that’s been planned. acquired a company and wants to ramp up cross-sell opportunities. Your company: is launching a new product/service offering. has identified a new segment ripe for growth.

Customers 49

Customers Strategize Cross-sell B2B 49

SaaStr

DECEMBER 3, 2020

How does this change when selling to SMBs vs enterprise? * How does Sam think about the relationship between sales and marketing? Are marketing becoming the new sales team with their content being used more and more in the sales funnel? So I was doing environmental consulting. Should you hire 2 at a time?

Sales 69

Sales Cross-sell Start-ups Growth 69

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

Veloxy

MAY 3, 2022

Process Street. Veloxy is a Salesforce AppExchange mobile app that helps automate, streamline, and accelerate the sales process. With this sales calculator, you can discover what’s slowing down your sales process and how much more revenue you can make with an accelerated pipeline. Process Street's Sales Process Checklists.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Heinz Marketing

JUNE 1, 2020

Best Practices from Lisa McLe od” Lisa is the founder of McLeod & More as well as the Author of Selling with Noble Purpose. We know what we want to get done, sometimes we happen to think about what the prospect wants out of this as well, but that’s different than having a noble selling purpose. And I believe it is.

Pipeline 67

Pipeline Sales Up-sell Cross-sell 67

SaaStr

JULY 17, 2020

But that’s more the exception than the rull of the go to market for many companies. And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things. People are buying and selling houses. Look at Model T sales or something.

E-commerce 70

E-commerce Retail Real Estate Growth 70

Martech

OCTOBER 10, 2022

The growing impact of B2B internal disconnects is limiting our customer relationships, affecting our revenue results and hamstringing our go-to-market (GTM) teams’ productivity. This disconnect challenge is made more complicated when every organization, region, team or business unit is doing their own thing in how they go to market.

B2B 112

B2B GTM Customers Cross-sell 112

SaaStr

JUNE 27, 2019

Growing a company’s revenues, customer base, team, process, and product doesn’t just happen without major work and strategy. Fast forward to today, we’ve crossed the $400 million revenue mark. We announced tomorrow, but we’ve crossed that line and now we’re at about 55% of our revenues coming from the enterprise.

Cross-sell 70

Cross-sell Technology Technology Pitch 70

Highspot

SEPTEMBER 30, 2020

Suddenly, your business has gone from a single salesperson to a team of hundreds, each of whom has a different approach to selling — and not all of them right for your business. But to succeed, you’ll need your team to execute your go-to-market strategy in a single, unified motion. Transactional Selling.

Cross-sell 85

Cross-sell Consult Sales Strategize 85

SaaStr

JULY 8, 2020

and before that spent 10 years as the Founder and CEO @ Raw Engineering, building a leading digital transformation consultancy. And before that, spent 10 years as the founder and CEO at Raw Engineering, building a leading digital transformation consultancy. We were not spending a ton of money on marketing.

Non-Profits 81

Non-Profits Teamwork Start-ups Engineering 81

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Always seek to understand, seek more input, and consult your own tribe to decide what’s for you and what is not. Anita Nielsen.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

PandaDoc

MAY 13, 2024

This article will focus on the sales enablement process, what it means for your organization, and how you can benefit from the approach. Key takeaways Sales enablement equips sales and marketing teams with everything they need to succeed. Take a look at your sales and marketing teams. Again, training is only part of the picture.

Objectives and Key Results 52

Objectives and Key Results Legal Cross-sell Sales 52

Martech

FEBRUARY 13, 2023

Product-led growth (PLG) is all the rage as a go-to-market (GTM) strategy for B2B software companies looking to increase adoption and grow revenue. Profitability, efficiency and precision are today’s expectations for both vendors and the organizations they sell to. So, why PLG now?

GTM 95

GTM Growth Product Cross-sell 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. Today, Jessica helps companies find ways they can optimize their current business processes. We’re on iTunes. And on Stitcher.

Contract 70

Contract CRM Consult Cross-sell 70

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Sales Hacker

OCTOBER 2, 2020

No, that’s not the setup for some obscure go-to-market joke. A Sales Engagement platform is a technology platform that brings sales (and often customer success) activities under a single roof, allowing sales professionals to efficiently and effectively focus on selling. Manny Medina, CEO of Outreach.

Objectives and Key Results 133

Objectives and Key Results Cross-sell Sales Technology 133

SaaStr

MARCH 31, 2020

My focus is SaaS and my job is to create a defensible go-to market moat, right? When we talk of hypergrowth and I go back to Drift and Segment to give you an idea of how fast and how much growth there is, we did 3X revenue at Segment in 18 months and we made 5X revenue at Drift in 18 months. It’s not going to stop, right?

Growth 52

Growth Engineering Launch Commission 52

SaaStr

JULY 15, 2020

You had to talk more people, how people will slowly flake out of a process, how it’s harder to build relationships over Zoom. It’s hard to know what’s going on especially from folks Twitter feed and what they say. But that’s more the exception than the role of the go to market for many companies.

X-functional 60

X-functional E-commerce Growth Retail 60

SaaStr

JULY 30, 2020

Finally, before TalentBin, Pete founded Honestly.com building the world’s first professional reputation clearinghouse and raising funding from CRV and First Round in the process. Why do founders have to sell the product themselves at the start? So nowadays I’m all go to market all the time.

Cross-sell 79

Cross-sell Up-sell Start-ups Sell 79

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. Rifiniti used field sales to turn an old Lenovo consulting relationship into their first SaaS customer. Inside sales are effective for: Companies with mid-market enterprise customers.

Inside sales 111

Inside sales Cold Call Contract Price 111

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. In both cases, the reason we have separate markets is that the customers could not have referenced each other. What is the "Chasm"? A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. In the early days, most SaaS companies sell to other startups for a number of reasons. But as SaaS startups mature, they usually start moving up-market. We started by selling to other startups, mainly YC companies.

Legal 88

Legal Cross-sell Contract Price 88

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

AUGUST 12, 2020

How does one instill process and discipline without losing agility and speed? And it started by, of course, building a purpose-built function, often people that came from consulting or strategy backgrounds, but it was designed to be a feeder of talent into the organization, into other roles. What is the right balance? *

Customers 70

Customers Strategize Start-ups Growth 70

SaaStr

FEBRUARY 1, 2019

How does Amanda like to run the interview process? How does Amanda think the go-to-market has to change with every stage of development? What can be done to ensure seamless cross-functional communication across the org? And now here I am at Figma, in charge of all go-to-market, which is super exciting for me.

Customers 42

Customers Price Cross-sell Start-ups 42

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 84

Growth Cross-sell Contract X-functional 84

Sales Hacker

FEBRUARY 5, 2019

We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. This guide will arm you with the three most important things to address with your executive team before committing to the Enterprise market. Get Aligned Before Moving Upmarket. Bonus Takeaway.

Product 58

Product Contract Cross-sell Account management 58

Salesforce

AUGUST 24, 2021

Not by a long shot, according to The State of CRM, research conducted by Forrester Consulting on behalf of Salesforce. The research surveyed executives, team managers, and individual contributors across marketing, sales, commerce, service, finance, and IT. Security and work-from-anywhere connectivity are paramount.

CRM 98

CRM Finance Customer Relationship Management Technology 98

Sales Hacker

DECEMBER 8, 2017

Growth of Omni-Channel Sales Strategies & Social Selling. The Continued Emphasis on Alignment of Sales & Marketing. Amazon is your new competitor – They now sell everything and dominate every product category. – Jeffrey Gitomer , Best-Selling Author, The Little Red Book of Selling.

Sales 99

Sales Cross-sell Up-sell Pipeline 99

SaaStr

AUGUST 20, 2020

At what stage does culture and process really start to break? * Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was.

Sales 77

Sales Price Quota Start-ups 77

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. I’m pretty sure all those deals were in process before the crash. At best, it’s concentrated in overfunded unicorns and some parts of consumer.

Quota 81

Quota Growth Product Closing 81

SaaStr

JULY 29, 2022

So you’re really asking how do you get a business going, like selling to restaurants that not only is hard to penetrate but has a hardware component. So maybe it was a crummy time to sell as they were coming up on 20 million US dollars in revenue. Jason Lemkin: Well, look. So thanks, man.

Price 86

Price Product Start-ups Niche 86