SaaStr

SEPTEMBER 12, 2023

Believe It Or Not, It’s Time for Your First User Conference One thing that always works in marketing is bringing your customers and prospects together IRL. You Have to Train Sales Reps 3–10. You have to start formal sales training by rep #3. How would you structure a sales team to get you from $10s to $100 millions in revenue?

Price 90

Price Contract Territory Growth 90

SaaStr

APRIL 5, 2024

Leandra has over 30 years of experience leading large sales and revenue teams. Apollo is a next-gen sales tool that combines sales intelligence and execution workflows with AI. What they did for marketers, Apollo is trying to do for sales. This hypergrowth platform raised $100M at a $1.6B How do you do that?

Sell 75

Sell GTM Price Up-sell 75

Gong.io

OCTOBER 27, 2021

Let’s take a page from the book of sales operations (sales ops) and give you an answer as efficiently as possible. Here’s the answer to “ What is sales ops ,” in a nutshell: You have a sales strategy and you have people on the ground to execute it. Sales ops covers a lot, because it has to. Have a team of 20?

Quota 62

Quota Pipeline Sales Contract 62

Sales Hacker

SEPTEMBER 1, 2022

After working with thousands of teams, we’ve identified five key roles that significantly impact your sales engagement efforts. Meet your executive sponsor, aka “the head honcho.” The executive sponsor will often have the title of VP of Sales, VP of Sales Operations, VP of Marketing, or Director of Sales Enablement.

GTM 85

GTM Contract CRM Meeting 85

Gong.io

DECEMBER 14, 2022

High-value deals are the holy grail for B2B sales managers. If you want to win enterprise-level six-figure deals, you need an enterprise sales strategy. One that has your sales reps focus only on the very best leads. But, as you’ll see below, it can be an incredibly profitable sales methodology when done right.

Sell 62

Sell Cold Call Contract GTM 62

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. Sales Profile: SMB to Commercial. Sales Profile: SMB to Commercial.

Objectives and Key Results 74

Objectives and Key Results Technical Sales Engineering Sales 74

Lead Fuze

NOVEMBER 30, 2021

Here is a flowchart that tells you in no uncertain terms whether account-based sales development is right for your company, and 5 factors that can make or break it. There are many different go-to-market models in SaaS. The more complex the sale, the greater need for account-based SDRs to ensure a smooth process.

GTM 52

GTM Price Contract Sales 52

Spiro Technologies

MAY 26, 2023

For many businesses, pipeline refers to potential future sales. It’s a crucial component that allows organizations to visualize and track their sales process, from prospecting through fulfillment. Without clarity on sales stages, businesses lose visibility into how deals progress through the pipeline.

Pipeline 52

Pipeline CRM Represent Contract 52

SalesLoft

JANUARY 16, 2024

Multiplied across your whole team, you might think that sounds like ample time for your reps to hit their number and gain some major wins for your sales org. But the reality for most go-to-market teams is that only about a third of that is spent engaging customers and prospects. You guessed it: administrative work.

Trust 52

Trust Up-sell Contract Technology 52

Sales Hacker

OCTOBER 7, 2019

Is account-based sales development right for your business? We’ve put together a flowchart that tells you in no uncertain terms whether it’s a good model for your organization, plus 5 factors that can make or break your account-based sales development initiatives. What you need to know about go-to-market models in SaaS.

GTM 68

GTM Education Sales Contract 68

Sales Hacker

DECEMBER 21, 2017

What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling. Technology.

Territory 88

Territory Non-Profits Contract Quota 88

Hubspot

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. But what is a sales pipeline and why is it so instrumental to selling success? In this guide, you'll learn everything you need to know about sales pipeline management, including: Sales Pipeline Definition.

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101

InsightSquared

MAY 25, 2021

Industry-first Benchmark Study from InsightSquared and RevOps Squared Reveals Top Avenues for Boosting Forecast Accuracy include Improved Data Quality, Increased Sales Rep Accountability and Automation . Following are key takeaways from the research: Sales Rep involvement and data quality are key to improving accuracy.

CRM 62

CRM B2B Contract Growth 62

Martech

SEPTEMBER 14, 2023

. #4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. Executives can also convince themselves that sales will provide enough “air cover.”

GTM 113

GTM Market share Growth Technology 113

Salesforce

AUGUST 12, 2021

workers back at their brick-and-mortar buildings and nearly 50% of salespeople anticipating more virtual sales, demand generation marketers need to market faster and smarter. By improving marketing workflows. Go to trailhead. Create dedicated channels to stay close to your sales team. With only 28% of U.S.

Campaign 98

Campaign Contract B2B Conversion 98

Sales Hacker

JANUARY 11, 2021

In a recent SalesGlobe survey , 70 percent of companies had a deal desk in their sales organization, but nearly 30 percent of respondents hadn’t even heard of a deal desk. Complex, large deals with long sales cycles can be a nightmare to manage. Deal desks create efficiency, speed, and greater visibility across go-to-market teams.

Legal 70

Legal Contract Price Negotiate 70

SaaStr

JANUARY 6, 2023

He’ll dig into real-world examples for reducing friction in sales, product, and customer success. “Go-to-market innovation today is significantly undervalued.” However, you should spend a similar amount of time on how you can innovate in your go-to-market team. They want to sign big contracts.

Legal 52

Legal Prospecting Customers Contract 52

Martech

OCTOBER 11, 2021

“We do scheduling and routing of meetings,” she clarified. “The meeting might be going through to a salesperson, account manager or a CSM. Our premise is, life is too short to spend time booking meetings.” From account management to customer success.

Customers 85

Customers Account management Real Estate Contract 85

Hubspot

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. It’s here, and it’s already changing sales as we know it. Whether you’re skeptical, curious, or fully on board, it’s important to educate yourself about how sales reps are using AI.

Pipeline 60

Pipeline Sales Objectives and Key Results CRM 60

Gong.io

JANUARY 5, 2019

The best sales methodology for your situation will change; it’s not static. Your company needs different sales methodologies at different stages of its maturity. The sales methodology that works in one stage of your company’s growth may actually harm it at a different stage. The Top 10 Sales Methodologies.

Pitch 131

Pitch Sales Up-sell Contract 131

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? While this title is SMB-oriented, the advice applies to Mid-Market and Enterprise, too. You shouldn’t be adding a bunch of sales reps or spending a bunch of money on marketing if the economics aren’t sustainable. So board meeting number two was a lot better.

Go To Market 101

Go To Market GTM X-functional Objectives and Key Results 101

Heinz Marketing

MARCH 29, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. This time we are talking about sales management intelligence. .

Pipeline 123

Pipeline Sales Gaming Up-sell 123

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into selling to enterprise. Those deals are large, with 3 year contracts and prestigious logos. One of the most important parts about being a successful SaaS company is understanding how to go-to market. Need Help Automating Your Sales Prospecting Process?

Sell 52

Sell Account management Contract Price 52

Gong.io

MARCH 17, 2020

So in true Gong fashion, we looked at the data behind sales execution to learn how to close deals effectively. Your sales approach will change if you keep reading. We analyze sales interactions from our product users (anonymized of course). You don’t only meet with buyers, you pursue them via email as well.

Sell 79

Sell Objectives and Key Results Sports Technique 79

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Why is sales operations important? What is the difference between sales enablement and sales operations? Sales operations roles.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

NOVEMBER 1, 2022

One smart way to build a US presence is to hire a GM, ideally someone who could run an important function like sales or marketing besides being responsible for US operations. The former CRO of a successful prosumer SaaS company shared how they gave away free annual licenses for all new users over and above the ones contracted.

GTM 86

GTM Cross-sell Niche Strategize 86

Sales Hacker

JUNE 17, 2019

This week on the Sales Hacker podcast, we speak with Kathleen Roberge , Chief Revenue Officer (CRO) at Rocketrip. Subscribe to the Sales Hacker Podcast. Sam Jacobs : Hey folks, it’s Sam Jacobs, your friendly neighborhood Sales Hacker Podcast host. She’s great at managing people and incentivizing teams. What You’ll Learn.

Contract 63

Contract Drivers/motivators Sales Price 63

Lead Fuze

JANUARY 1, 2022

Sales Outsourcing Guide With 6 Dos & Donts for Choosing the Right Outsourced Sales Professionals. There are many ways that a sales leader or organization can gain scale, accelerate revenue, drive cost savings and augment their outsource sales team. Will your outsource sales team really affect the top and bottom line?

Commission 52

Commission Territory Sales Objectives and Key Results 52

Cience

MAY 1, 2020

CIENCE has worked with over 750 companies since 2017, and we believe everything is possible in sales when outbound marketing is part of the Go-to-Market strategy. Outbound marketing is everything for sales now. Events are meant to start sales conversations between its’ attendees. Who Is At Risk?

Non-Profits 79

Non-Profits Lead generation Contract B2B 79

Cience

APRIL 27, 2020

We came into the year with a roaring economy, bullish outlooks on the future, a smattering of contraction warnings. We were buried by what seemed like weekly stock market record highs, and the lowest unemployment rates in history. Nearly all B2B marketers use email to distribute content ( 93% to be exact ). Not in this case.

Hospitality 66

Hospitality Angle Contract Appointment 66

Lead Fuze

JANUARY 1, 2022

Need Help Automating Your Sales Prospecting Process? Go through a variety of filters to zero in on the leads you want to reach. OEM licenses are larger than direct to end-user contracts because the licensee is usually pushing out software to their entire customer base or a large portion of it. Licensing OEM software Sellers.

Negotiate 52

Negotiate Profit margin Contract GTM 52

SalesLoft

JANUARY 19, 2017

As an early employee at Radius, I had the opportunity to wear multiple hats in marketing and sales (as you do in most startups). One of them, notably, was during my tenure in sales enablement. At this time I was tasked with developing & executing sales account strategy and managing the training of all go-to-market teams.

Cross-sell 52

Cross-sell Sales Contract Prospecting 52

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into the Enterprise market. Those deals are large, with 3 year contracts and prestigious logos. One of the most important parts about being a successful SaaS company is understanding how to go-to market. We even included some examples for you.

Product 40

Product Account management Contract Price 40

Cience

AUGUST 31, 2020

Now there’s a word that conjures up an all too common misconception, suggesting that the only (real) reason companies contract work out is to save money. As a matter of fact, outsourcing can be a business owner’s best friend, a contracted colleague to lean on through the thick and, considering the recent pandemic, the thin.

Contract 52

Contract Pipeline Campaign Clients 52

criteria for success

APRIL 1, 2020

You need to know what you’re going to market with and why people should want to buy it. Or more specifically, “As brick-and-mortar stores are temporarily closed and retailers move to online-only sales, we help them monitor information so they can make decisions quickly.”. The Ultimate Guide to Sales Targeting.

Sell 97

Sell Prospecting Up-sell Territory 97

Sales Hacker

AUGUST 23, 2018

One of the reasons why B2B sales is so complicated is because of the many blind spots it involves that can ambush sales deals. You might optimize your prices and meet compliance regulations or you might have the best sales tools at your disposal. Limiting sales to just phone and emails. Never asking for the sale.

B2B 55

B2B Cross-sell Negotiate Pitch 55