SaaStr

JUNE 3, 2020

* How does Mike make sales data really actionable within the company? What is the right way to structure their sales pipeline? What can be done to incentivize sales to be accurate in their sales data? * Why does Michael believe that most sales meetings are unproductive? Just some quick context.

Pipeline 73

Pipeline Meeting Start-ups Up-sell 73

Sales Hacker

SEPTEMBER 2, 2020

They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. In this article we’ll review the four main sales motions B2B SaaS teams use: Field sales ( outside sales ). Inside sales. Low-touch sales. No-touch sales. Field Sales.

Inside sales 108

Inside sales Cold Call Contract Price 108

SaaStr

JANUARY 10, 2020

In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * Or hey, we missed our sales numbers last quarter, it’s got to be a management issue. That’s a big fundamental difference in SaaS and it’s a bummer because channel sales is awesome.

X-functional 53

X-functional Start-ups Drivers/motivators Go To Market 53

Hubspot

AUGUST 8, 2019

Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Market penetration.

X-functional 96

X-functional Quota Cross-sell Contract 96