Martech

OCTOBER 14, 2022

Processing. Consultants vs. CMOs. Marketing consultants have their place but are quite different than CMOs. Consultants tend to focus on a very specific, niche area to help you get out of the mud, so to speak. Like D2C marketing.) Of course, CMOs can consult on specific needs. Get MarTech!

Non-Profits 112

Non-Profits E-commerce Strategize Consult 112

SalesLoft

NOVEMBER 17, 2020

Your Lead Management Process Flow. Do you have a formal lead management process? 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. Keep yourself accountable, but don’t over complicate the process or you risk burnout.

Territory 105

Territory Sales Technology Technology 105

Gong.io

DECEMBER 14, 2022

One that sees your reps become trusted consultants. Target account selling makes accounts even more likely to close by encouraging reps to personalize every interaction throughout the buying process and building long-term partnerships between the buyer and the seller. Go-to-market outreach. Nurture every stakeholder.

Sell 62

Sell Cold Call Contract GTM 62

Highspot

JANUARY 9, 2024

In this article, we’ll explore the B2B sales process, types and components of an effective training program, best practices, current trends, and pitfalls to avoid. What Does the B2B Sales Process Look Like? The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers.

Technique 52

Technique B2B Cross-sell Negotiate 52

Outreach

NOVEMBER 18, 2020

Larger companies may hire a transformation consultant. That was a challenge for a global financial services company when it launched an initiative to improve the customer experience at its call centers, Gallup reported. Asking these questions allows your reps to become part of the process, which makes them more invested in the outcome.

Launch 52

Launch B2B Management Consulting Consult 52

Sales Hacker

AUGUST 10, 2021

In this episode of the Sales Hacker podcast, we have Keith Daw , VP of GSD and Trainer at McDonell Consulting Group , where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Keith Daw & McDonell Consulting [3:21]. Outreach has been a longtime sponsor of this podcast, and they just launched a new way to learn.

Consult 105

Consult Clients Follow-up Drivers/motivators 105

Gong.io

JANUARY 5, 2019

If you don’t have a strong marketing capability, your message will likely be inconsistent and confusing. So Solution Selling is best suited to complex deals in which sections of your sales process are purely dedicated to discovery calls. Solution Selling Methodology. The questioning sequence is typically overkill in these situations.

Pitch 131

Pitch Sales Up-sell Contract 131

Highspot

APRIL 14, 2023

Enablement is the key to unlocking sales productivity.” — Adam Gilberd, VP Commercial Sales, Salesforce Market dynamics are constantly shifting, which means your sales processes and tactics also need to evolve. Enablement teams that streamline sales processes to unify buyer experiences see 12% higher win rates.

Sales 52

Sales Technology Technology Technique 52

Highspot

APRIL 14, 2023

Enablement is the key to unlocking sales productivity.” — Adam Gilberd, VP Commercial Sales, Salesforce Market dynamics are constantly shifting, which means your sales processes and tactics also need to evolve. Enablement teams that streamline sales processes to unify buyer experiences see 12% higher win rates.

Sales 52

Sales Technology Technology Technique 52

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

SalesLoft

JUNE 3, 2019

This week we are very excited to announce the launch of Hey Sale speople , a podcast hosted by the one-and-only Jeremy Donovan, SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd. How does like-ability matter in the sales process? If you’re a vitamin, you’re a nice-to-have, but not everybody’s going to buy you.

Conversion 81

Conversion Real Estate Cross-sell Niche 81

SBI

FEBRUARY 25, 2020

Your company: is launching a new product/service offering. 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. If you’re in charge of your CAP (or hope to be), here are just a few scenarios for discussion with your CMO.

Customers 49

Customers Strategize Cross-sell B2B 49

PandaDoc

DECEMBER 9, 2022

The definition of pricing for each business, from retail to eCommerce, or even for Amazon merchants, boils down to: This process is a fundamental part of product management, as well as one of the marketing Ps — whether you’re more likely to have four or seven of them exist in your view of the marketing world.

Price 52

Price Profit margin Legal Retail 52

SaaStr

JUNE 4, 2019

I actually worked in sales for five and a half years and that’s probably why I have tended to gravitate to B2B marketing. Decided to go to business school, did that for a little bit and then came out in management consulting, a company. Worked as an AE and then a sales manager. Thank you for your honesty.

Customers 67

Customers Price Launch Growth 67

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. Similar to SDRs, inside sales reps roles are a great launch point for a sales career. The aim is to make sure the sales team is running smoothly by minimizing friction in the sales process.

Commission 77

Commission Territory Finance Inside sales 77

Sales Hacker

FEBRUARY 9, 2021

Fred Mather: I’m a somewhat semi-retired guy, I suppose, if further retirement fully happens for me and I’m mainly focused on consultancy and I work with a variety of different companies in early mid and late stage, primarily in the SaaS area, although a sprinkling of Adtech. you may be afforded the opportunity to pitch on work.

Networking 60

Networking Up-sell Represent Negotiate 60

Sales Hacker

FEBRUARY 23, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. The philosophy that inspired Vichich to keep going?

GTM 90

GTM Sell Finance Launch 90

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. Prior to Contentstack, Neha was the Founder and CEO @ Built.io

Non-Profits 82

Non-Profits Teamwork Start-ups Engineering 82

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. My focus is only revenue.

Growth 52

Growth Engineering Launch Commission 52

Partners in Excellence

JULY 26, 2016

Providing systems, tools, training, and processes to enable them to perform and achieve their objectives represent other levers management needs to exercise in driving top performance. If we have designed our compensation and performance management processes well, we should be ecstatic with the big commission or bonus checks.

Commission 49

Commission Manufacturing Sales Engineering 49

SaaStr

NOVEMBER 2, 2019

What is the process to do it efficiently? Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. So before we dive into the process itself, again, we chatted before and you said you were paranoid about staying up to date with your customer. And build on more marketing.

GTM 52

GTM Price Up-sell Product 52

SBI

SEPTEMBER 10, 2019

DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. New ZoomInfo Powered by DiscoverOrg platform combines a robust suite of software tools with advanced machine learning and human research to enable sales and marketing teams to hit their growth numbers.

Go To Market 27

Go To Market Launch B2B GTM 27

SaaStr

DECEMBER 3, 2020

So I was doing environmental consulting. But I think for me, the interesting lesson was on how to place go-to-market bets, sitting with and understanding how uncomfortable that can make you feel. I mean, you look around, process is broken, communication is broken. I’m a California kid from the Bay Area.

Sales 71

Sales Cross-sell Start-ups Growth 71

Sales Hacker

NOVEMBER 24, 2020

She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back. She’s also going to talk about 2021 planning, how this year the planning process must be different. Welcome to the Sales Hacker podcast.

Sell 80

Sell Territory Quota Up-sell 80

SaaStr

DECEMBER 26, 2019

We launched a year ago and we’re based in New York and the team is seven people today. Guillaume : So your the… as the founder and CEO of a very early stage, like almost pre-product market fits a startup. As I said, there’s only seven of us in the team and so all the build resources that we have go to the product.

B2C 61

B2C CRM Product Engineering 61

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. How can you unite many sellers under one approach? Transactional Selling.

Cross-sell 85

Cross-sell Consult Sales Strategize 85

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 71

Customers Strategize Start-ups Growth 71

Sales Hacker

OCTOBER 7, 2021

Always seek to understand, seek more input, and consult your own tribe to decide what’s for you and what is not. Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. Nikki Ivey.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

SEPTEMBER 2, 2020

Rifiniti used field sales to turn an old Lenovo consulting relationship into their first SaaS customer. The key is to know exactly who you are targeting, and then go all in to impress that potential buyer. If you sell at a price point north of $50,000 per year, field sales is the perfect go-to-market sales motion for you.

Inside sales 108

Inside sales Cold Call Contract Price 108

Sales Hacker

SEPTEMBER 29, 2020

Vishal and I talk about what it’s like to start a company from nothing and how his experience at Backupify and InsightSquared helped inform the process. Vishal and I talk about what it’s like to start a company from nothing and how his experience at Backupify and InsightSquared helped inform the process. We’re on iTunes.

Contract 107

Contract X-functional Objectives and Key Results Legal 107

SaaStr

DECEMBER 17, 2019

So, as a consumer, the way that you interacted with your finances in the web pre-Plaid was doing a variety of manual processes. So if you’ve ever had to start a new job and walk in with a voided check and then they take that voided check and they figure out how to process your payroll. That’s pre-Plaid.

Finance 57

Finance X-functional Non-Profits Launch 57

SaaStr

NOVEMBER 19, 2021

Doug Landis, Growth Partner at Emergence Capital shares his expertise on the art of business conversations and how your customers should inform your go-to-market messaging. Doug Landis: How do you demonstrate empathy in a conversation when, by the way your sales process says, ‘I’m in discovery stage right now.

Pitch 91

Pitch Conversion Sales Territory 91

The Bridge Group

APRIL 4, 2019

I thought I’d share what I’ve seen change over that time both in our client work and in our experience as a consulting firm selling to named accounts. I like this definition of ABR: a coordinated go-to-market strategy to land and expand target account. Bottom line, if Marketing is wrong on account selection, they get bad ROI.

Launch 50

Launch Strategize Territory Meeting 50

Hubspot

OCTOBER 17, 2018

Growth hacking is the term used to describe experiments and processes aimed at building and maintaining a company’s customer base. Quick Sprout is largely the work of Neil Patel -- a name with which anyone even remotely involved with digital marketing is familiar. What is growth hacking? Brianne Kimmel ( BrianneKimmel.com ).

Growth 100

Growth Objectives and Key Results A/B testing Campaign 100

SaaStr

AUGUST 20, 2020

As for Kyle, prior to Figma he spent over 5 years at Dropbox achieving some incredible milestones including launching and scaling the Austin, Texas office from 3 to 80 people and being responsible for growing Dropbox’s leading partner ecosystem. At what stage does culture and process really start to break? * What worked?

Sales 79

Sales Price Quota Start-ups 79

Sales Hacker

DECEMBER 8, 2017

With the explosion of available data on buying behaviors and preferences, along with tools and artificial intelligence to automate the process, the time is ripe for analytics to become a mainstream and seamless part of the sales cycle. Chat bots are revolutionizing the sales process like never before. So what will you do about it?

Sales 96

Sales Cross-sell Up-sell Pipeline 96

The Lost Book of Sales

JULY 12, 2021

Being sales vs. market driven when crossing the chasm. Launching the invasion. The way around this problem for many marketing professionals is to break up the category into isolable “market segments.” We have enough high-tech marketing history now to see where our model has gone wrong and how to fix it.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52