SalesLoft

FEBRUARY 21, 2020

In the last 10 years, the idea of delivering disruptive commercial insight to customers and leading them to a related solution has become the sought after go-to-market strategy. This Wright Brothers side story has a lot to teach anyone in the business of complex B2B selling.

Territory 59

Territory Drivers/motivators Up-sell Consult 59

Sales Hacker

SEPTEMBER 27, 2022

Take advantage of the corporate membership and enroll your entire go-to-market team in our industry-leading courses, including marketing, sales, sales development, and revenue operation Unlock you and your team’s professional potential — get started today at joinpavilion.com. What problem are you trying to solve?

Quota 84

Quota Growth Commission Territory 84

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 Sales 73

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]. Keith Daw & McDonell Consulting [2:15]. powered by Sounder. Show Agenda and Timestamps.

Consult 106

Consult Clients Follow-up Drivers/motivators 106

Openview

OCTOBER 13, 2017

As someone who is often caught in the crossfire between sales and marketing (it’s part of my job description as the VP of Go-to-Market here at OpenView) I was delighted to have the opportunity to host a panel of industry leaders with diverse opinions about and varied experience with this very issue. Is she giving us the hook?

SQL 74

SQL Management Consulting Sales Territory 74

Lead Fuze

JANUARY 1, 2022

Productmarket-fit evaluation is essential to your go-to market strategy in any new territory you want to enter. You can hire a outsource sales team specialist who does not consult with clients but instead goes out and meets prospects face-to-face. Field reps usually come from the same region and industry.

Commission 52

Commission Territory Sales Objectives and Key Results 52

Sales Hacker

MARCH 22, 2018

Would the product fit the selected market? Product/market-fit evaluation is key in every new market you want to enter as part of your Go-To-Market strategy (geographically and target-segment). There are sales specialists who help you with that in a non-consulting, first-hand, prospect-facing manner.

B2B 81

B2B X-functional Cold Call SQL 81

Gong.io

DECEMBER 16, 2019

And it’s trained by LinkedIn employees, fellow peers, that have a very strong data-driven background, usually they’ve had either consulting training or come from a function that uses a lot of data. These variances in go-to-market conversations and subteams is another important concept to consider when aligning your team.

Growth 62

Growth Territory Referrals Start-ups 62

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 83

Sell Territory Quota Up-sell 83

SalesLoft

JUNE 20, 2019

It really wasn’t event marketing. You were sitting in a region with like five or six other sales reps and a manager and your job was to just blanket the entire region. In a modern sales environment, a salesperson is really a business consultant. You got a Dodge Ram pickup truck and a bed full of tools.

Territory 63

Territory Sales Construction Manufacturing 63

SalesLoft

JULY 11, 2019

I was encouraged to be a little bit of a disruptive voice when I needed to be because this was new territory. Having leadership support around that, and constantly echoing to the sales force that this is how we are going to go to market from here on out. That helped me a lot. THERE’S A LOT MORE AFTER THIS!

Engineering 45

Engineering GTM Territory Strategize 45

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

Veloxy

MAY 3, 2022

SBI Growth Advisory, formerly Sales Benchmark Index, is one of the nation’s pioneers and leaders in go-to-market revenue growth consultation. Most people wait for the next regional seminar or national tradeshow to discover future practices. SBI Growth Advisory's KPI Dashboard. Sales Webinars. Don’t wait.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Sales Hacker

JUNE 9, 2020

Finally convinced our CEO to give me a sales territory because I was determined to go do this thing. And he finally relented and gave me a sales territory, made my number, did well. ” Sam Jacobs: If you’re not going into consulting or finance, what are you doing with your life? Barrett Boston: Exactly.

Finance 79

Finance X-functional Pipeline Territory 79

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. Neha Sampat: I go through phases. And so it was really about the scale.

Non-Profits 83

Non-Profits Teamwork Start-ups Engineering 83

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 114

B2B GTM Customers Cross-sell 114

SaaStr

JUNE 27, 2019

It was an inside sales team calling on all regions around the world. And as part of our enterprise transformation, we’ve put more and more feet on the street in local markets where our customers are located. And I had one brave pre-sales consultant on the team who said, “Don’t worry.

Cross-sell 71

Cross-sell Technology Technology Pitch 71

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. In today’s post, we present The Cutting Edge , where the best sales leaders in SaaS share cutting – edge tactics and strategies.

Pitch 94

Pitch Conversion Sales Territory 94

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 107

Start-ups Consult Campaign Up-sell 107

Openview

MARCH 15, 2019

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. Consultants. Combining elements of MSPs and SIs, IT consultants are typically brought in to help a customer design a customized IT solution. Strategy Alignment – When a Channel Program Is the Right Fit.

Sales 129

Sales Networking Drivers/motivators Up-sell 129

Heinz Marketing

MARCH 25, 2019

Social selling just means the usage of social media platforms within a sales go to market strategy or a sales process. So think of it as a series of sales plays that are intertwined into a go to market. Twitter was evolving, Facebook, people were using it more, and I saw it as two things. Phone, email.

Pipeline 77

Pipeline Sales Up-sell Territory 77

SaaStr

AUGUST 7, 2021

Dave Kellogg, Principal @ Dave Kellogg Consulting. Hamshy Raveendran, Head of Product Management and Go To Market @ Samsung. Jag Jill, Regional Lead, Customer Success – US East, Canada & Latin America @ Dataiku. Viviana Faga, Investor & Advisor @ Coda. Rachel Wolan, GM @ Dropbox. Tope Awotona, CEO, Calendly.

Real Estate 106

Real Estate Finance GTM Territory 106

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. Stanford Hospital went from roughly 1700 telemedicine consults a day to 74,000 a day. Jasom Lemkin: Let me ask you an inside baseball question on that strategy of going in seed, which is very attractive. So massive step function.

X-functional 60

X-functional E-commerce Growth Retail 60

Gong.io

NOVEMBER 25, 2019

Somebody’s got a bigger patch, and somebody’s got a smaller territory. . But if you look at complex, enterprise field sales and consultative selling, that world has grown so much in complexity. Is someone really right for this sales role, or should they be in a different sales role? . Some of it’s structural. Listen now at gong.io/podcasts.

Price 71

Price Strategize Up-sell Cold Call 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

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

Sales Hacker

NOVEMBER 2, 2021

He has built and led AE and SDR sales teams, achieved individual revenue quotas, developed go to market strategies, managed regional sales, and recently has been a hiring machine. Appy Choudhary: I started off as an engineer and then slowly got into sales engineering, supporting and consulting techy clients.

Drivers/motivators 82

Drivers/motivators Engineering Promote Up-sell 82

Sales Hacker

DECEMBER 8, 2020

At 15, he began going to school part-time in Northern England in Manchester, so that he could run a technology consulting business that he had started. And it was essentially providing consulting services for people in my local town and surrounding area. A gentleman called Mike Rognlien, he runs Multiple Hats Consulting.

Sales 101

Sales E-commerce Technology Technology 101

SaaStr

JULY 29, 2022

And it became a massive capital sink, as the company changed its go-to market around five million in revenue. We’re pre-seed, so pretty early on, just cracking into the 5k MRR territory. So we have a freemium, I guess, going back to this topic about freemium and PLG, we have a free plan.

Price 88

Price Product Start-ups Niche 88

Salesforce

MAY 2, 2022

This year, we’re adding 13 new names to our top-tier cohort, featuring experts in go-to-market strategies, diversity and inclusion, mental health, productivity, and revenue growth in our digital-first world. Think about folks from different industries, regions, and educational backgrounds. Follow her on LinkedIn.

Gaming 98

Gaming GTM Consult Sales 98

The Lost Book of Sales

JULY 12, 2021

The way around this problem for many marketing professionals is to break up the category into isolable “market segments.” Marketing professionals insist on market segmentation because they know that no meaningful marketing program can be implemented across a set of customers who do not reference each other.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SBI

NOVEMBER 7, 2019

“Percolate will be essential in helping Seismic widen our industry lead in enabling marketers do so in one-to-one customer interactions while also expanding our combined capabilities into all content initiatives and distribution channels.”. Territory Optimization. And it all starts with understanding your customers and what needs to.

Customers 20

Customers Tradeshows Technology Technology 20

Sales Hacker

SEPTEMBER 22, 2020

The first sponsor is Sapper Consulting. It’s not that easy, but Sapper Consulting has built Regie to keep the promise of sales enablement alive and keep your team doing what they do best, which is winning. How have you changed your go to market strategy? Go to go.regie.io Sales enablement is easy, right?

Growth 69

Growth Objectives and Key Results Manufacturing Start-ups 69