Sales Hacker

OCTOBER 2, 2020

No, that’s not the setup for some obscure go-to-market joke. It’s a flywheel for the entire sales funnel, speeding up sales motions and connecting every revenue-generating activity. Sales Engagement is designed to promote consistent conversations, rapid sales motions, and sales and marketing alignment.

Objectives and Key Results 133

Objectives and Key Results Cross-sell Sales Technology 133

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. 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. Anita Nielsen.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

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. Reps working from home need to be willing to converse without selling. Data integrity is more important than you thought.

Contract 70

Contract CRM Consult Cross-sell 70

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. Foundations for moving up-market.

Legal 86

Legal Cross-sell Contract Price 86

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. Basics: Markets and segmentation. Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Table of Contents. What's happening?

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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. View the study. Security and work-from-anywhere connectivity are paramount.

CRM 98

CRM Finance Customer Relationship Management Technology 98

Heinz Marketing

MAY 16, 2022

Why did that bubble up as a topic for you? If I’m ever in market, I won’t buy from them because of how they treated me, because of how they pushed me.” You recommended we cover customer service, customer success today. Customer experience. Alan : Customer experience is the area I’m most passionate about.

Pipeline 93

Pipeline Referrals X-functional Cross-sell 93

SalesLoft

JUNE 26, 2020

Lindsay: When COVID-19 hit in late February, Limeade created a five-person cross-departmental team across sales, marketing, and customers. We met three times per week to align on our go-to-market strategy. . SalesLoft: How did the marketing and revenue teams come together to focus on brand awareness?

A/B testing 52

A/B testing Teamwork Cross-sell Finance 52

ConversionXL

JUNE 30, 2019

You won’t know until you figure out what your competitors are up to. Knowing what the competitors are doing—how they’re thinking about the market, which tactics they’re using, how they’re crafting messages and design—can make all the difference in the battle for customers. Which results show up? By Karl Gilis.

UX 126

UX X-functional A/B testing User Experience 126

Hubspot

JUNE 8, 2021

It's important for this role to educate prospects and follow up once a sale is closed to maintain customer satisfaction and encourage repeat buyers. The path to a promotion is clear, and you'll gain the skills you need to level up to a managerial position. Nearly half of their time is spent selling remotely (i.e. Image Source.

Commission 76

Commission Territory Finance Inside sales 76

SalesLoft

JUNE 3, 2019

Who actually picks up a phone? 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. And for those aspirin people he articulated a way to go to market, that was very simplistic.

Conversion 81

Conversion Real Estate Cross-sell Niche 81

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. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SaaStr

JULY 30, 2020

Why do founders have to sell the product themselves at the start? So as you know, currently the co-founder of Atrium, we make sales performance analysis software that continuously monitors key performance indicators of AEs, SDRs, etc, and bubbles up areas of interest to managers, and operations, and leaders. So that’s my day job.

Cross-sell 75

Cross-sell Up-sell Start-ups Sell 75

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. Kick Off Call & Focused Virtual Meetings – SAVO has a kick off call to consult with the client’s core team.

Gaming 55

Gaming Strategize Government Cross-sell 55

Sales Hacker

JUNE 14, 2021

An e-commerce tech firm learned that there should not be a hand-off between sales and marketing once selling conversations begin. Despite having a team-to-team call and seeing a demo, the executive buying team at the healthcare product firm was still hung-up on what to do with the rental business.

GTM 81

GTM E-commerce B2B Profit margin 81

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.

Product 58

Product Contract Cross-sell Account management 58

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 97

Sales Cross-sell Up-sell Pipeline 97

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 82

Growth Cross-sell Contract X-functional 82

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

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. The sales team’s role in a bottom-up approach. He went to Holy Cross. What You’ll Learn.

Product 52

Product Pipeline Engineering Cross-sell 52

SBI

FEBRUARY 25, 2020

These are the sentiments that describe their view of CAPs: The advocate program is like a reference “help desk,” lining up references for salespeople in the 11th hour of the sales cycle: reactive, tactical; a necessary evil to close deals. acquired a company and wants to ramp up cross-sell opportunities.

Customers 49

Customers Strategize Cross-sell B2B 49

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.

Pipeline 63

Pipeline Sales Up-sell Cross-sell 63

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

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

JULY 15, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling from $1M to $10M. Jason Lemkin: Well, let’s break it up. How, if no one’s heard of you, do you sell to big companies? Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. It was packed.

Growth 91

Growth Cross-sell Start-ups X-functional 91

SaaStr

JULY 17, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in anyway, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks it bubbles up to.

E-commerce 67

E-commerce Retail Real Estate Growth 67

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 66

Sales Cross-sell Start-ups Growth 66

SaaStr

FEBRUARY 1, 2019

What does Amanda mean when she says “pricing is made up of 3 components?” Where does Amanda believe most people go wrong with pricing? 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?

Customers 42

Customers Price Cross-sell Start-ups 42

SaaStr

JUNE 27, 2019

Today, we have more than 17,000 customers, including 50% of the Fortune 100, and the 17,000 customers are broken up into what we would call about 2,000 enterprises and you see a lot of our current customers up there. Fast forward to today, we’ve crossed the $400 million revenue mark. Your marketing mix changes quite a bit.

Cross-sell 67

Cross-sell Technology Technology Pitch 67

SaaStr

AUGUST 12, 2020

I started my career at Bain and Company in consulting and unexpectedly spent over the course of 17 years staying at Bain mainly because when I would get comfortable, I would always have the next opportunity for the next promotion or the next client, et cetera, so I felt like I was always learning and growing. Lara Caimi: Yes.

Customers 67

Customers Strategize Start-ups Growth 67

SaaStr

JULY 29, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. Let’s get it going. If we want to queue up the conversation, we did a blog post on SaaStr last week, about how everyone from Salesloft, to Zendesk, to Salesforce, Workday said they’re really seeing no slow down.

Price 82

Price Product Start-ups Niche 82

SaaStr

AUGUST 26, 2022

Open it up if I can help in any way, or I can make it up, but anyone got a question they’ve got to start? 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.

Quota 79

Quota Growth Product Closing 79

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 110

B2B GTM Customers Cross-sell 110

SaaStr

AUGUST 20, 2020

So I was the first person on the sales team to actually get promoted to becoming a manager, started getting into building teams, opening up our sales and operations hub in Austin, Texas, and doing a bunch of roles over my almost six years there. That made a ton of sense to me. It wasn’t just engineering, product, and design roles.

Sales 74

Sales Price Quota Start-ups 74

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. I was always up to something. And they always ask me three options.

Non-Profits 78

Non-Profits Teamwork Start-ups Engineering 78

SaaStr

JULY 15, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in any way, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks a ball is up to.

X-functional 59

X-functional E-commerce Growth Retail 59

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