SaaStr

FEBRUARY 8, 2022

Waze sales executives Fernando Belfort , Head of SMB Sales, and Kendra Wrightson , Head of Sales Enablement, discuss optimizing sales processes for four essential data points: value, variety, volume, and velocity. Waze defines value as the deal size or amount of the contract. Are you compensating your teams to sell recurring revenue?

Objectives and Key Results 90

Objectives and Key Results Pitch GTM Cold Call 90

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. said Batrawy.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. The B2B buying process has gone primarily digital; most B2B sellers and teams have not.

B2B 117

B2B GTM Cross-sell High impact 117

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

JANUARY 5, 2022

We restructured all of our messaging around our Content Cloud to create a simplified go-to-market message that says what it does, and does what it says. So far in FY2022, 62% of our total revenue came from customers with more than one Box product, up from 57% in FY2021. Go big or go home. That work is never done.

Growth 103

Growth Contract Up-sell Product 103

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. If your organization isn’t taking advantage of automated activity capture, you, along with every report that relies on the data within your CRM, are set up to fail. . Average Annual Contract Value.

Contract 62

Contract Territory Cross-sell Pipeline 62

Salesforce

OCTOBER 12, 2021

Sign up now. It’s an evolving discussion that comes up with our customers every day. A CRO leads the revenue-generating processes across your entire organization. They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. Great question.

Gaming 98

Gaming Cross-sell Sales Finance 98

Gong.io

OCTOBER 27, 2021

And here’s the bigger nutshell version: Sales ops improves a slew of activities and processes, such as sales strategy, business analytics, sales workflows, sales admin, technology purchases, etc. It’ll show up here soon enough.). Got bottlenecks or friction in your sales processes? . Sales ops covers a lot, because it has to.

Quota 62

Quota Pipeline Sales Contract 62

Gong.io

JANUARY 5, 2019

If you don’t have a strong marketing capability, your message will likely be inconsistent and confusing. Solution Selling Methodology. As you can see, Solution Selling is a complex skill, and it’s also incredibly question-heavy. SPIN Selling Methodology. Problem: Problem questions are the raw material for SPIN selling.

Pitch 131

Pitch Sales Up-sell Contract 131

Sales Hacker

DECEMBER 21, 2017

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. Sales Operations Process. Performance.

Territory 89

Territory Non-Profits Contract Quota 89

Lead Fuze

JANUARY 1, 2022

It includes a variety of perspectives from buy-side and sell-side employees as well as personal experience, in order to provide an array of ideas. Need Help Automating Your Sales Prospecting Process? These companies usually sell to channel partners or consultants who then provide services around that product for an added value.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Lead Fuze

NOVEMBER 30, 2021

There are many different go-to-market models in SaaS. Average Selling Price (ASP). The average selling price is the value of all closed deals. The more complex the sale, the greater need for account-based SDRs to ensure a smooth process. Are your competitors well established or are they just starting up?

GTM 52

GTM Price Contract Sales 52

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. And so on.”.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies.

Cross-sell 80

Cross-sell Finance Strategize Technology 80

Sales Hacker

MARCH 2, 2021

An incredible sales leader, Michelle has risen up the ranks over the last 20 years. Learn how the team follows up with every lead in record time after virtual events and turns them into revenue. Everything is backed up by data pulled from Outreach processes and their customer base. Show Introduction [00:02].

Referrals 59

Referrals Contract Cross-sell Sales 59

criteria for success

APRIL 1, 2020

You may be finding it difficult to work from home, or you might have seen your pipeline dry up. Here’s a summary of the challenges we’re hearing from salespeople and some best practices for selling through uncertainty. Selling Through Uncertainty. For example, let’s say you sell analytics software. Social Selling.

Sell 97

Sell Prospecting Up-sell Territory 97

Gong.io

MARCH 17, 2020

Truth #2 – Sales TEAMS sell more. Now that we’ve established that buying is a team sport, we wanted to see if the same is true for selling. Team selling is exactly what it sounds like. Email exchanges have a noticeable ramp up in the last week before a deal is signed. Do that using multi-threading and team selling.

Sell 79

Sell Objectives and Key Results Sports Technique 79

SalesHandy

JULY 12, 2022

is a common misconception amongst many salespeople and marketers believing they should serve everyone. If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. Finding and attracting new customers is a costly process from the start to the end.

Customers 59

Customers Cross-sell Represent Contract 59

Sales Hacker

MAY 27, 2019

How to assess your go to market strategy. With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. We’re taking traditional communications up into the cloud. You’re selling yourself, your ideas.

Product 60

Product Objectives and Key Results Up-sell Contract 60

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. A sales operations team also streamlines processes in order to improve sales productivity and give reps more time to engage with customers. Sales communication.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Hubspot

JULY 25, 2023

At the very least, you’ll stay up-to-date on trends in sales. According to our State of AI Report : What we like : The more information you have going into a sales conversation, the quicker you can dive into deeper conversations about your lead’s pain points and possible solutions. It has reduced our follow-up time by 50%.”

Pipeline 59

Pipeline Sales Objectives and Key Results CRM 59

SalesHandy

MAY 4, 2020

At this time, the most important thing for businesses like yours is to keep communicating with prospective customers and bring up their confidence. It would be easy to mess up your prospects with potential customers if you don’t get this right. Avoid “selling” aggressively, practice empathy. Source: Hubspot. Best, Jacob.

Pipeline 81

Pipeline Campaign Price Up-sell 81

Hubspot

SEPTEMBER 12, 2018

But what is a sales pipeline and why is it so instrumental to selling success? A sales pipeline encompasses every stage of your sales process. Because sales processes differ from company to company (and even product to product), your sales pipeline should be unique and reflect the typical buyer's journey. Sales Pipeline Stages.

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101

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. Pre-salespeople are the quarterback of the evaluation process.

Objectives and Key Results 75

Objectives and Key Results Technical Sales Engineering Sales 75

Hubspot

NOVEMBER 21, 2018

So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? But first, what is a go-to-market strategy?

Go To Market 96

Go To Market Process GTM Education 96

Sales Hacker

AUGUST 23, 2018

And no matter how much it’s drummed up about, I don’t believe there are any shortcuts to accelerating your sales funnel. In this post, I am going to highlight the seven hidden traps in the B2B sales process that might be holding you back. Trying to sell to everyone and anyone is tempting, but it’s a fool’s errand.

B2B 56

B2B Cross-sell Negotiate Pitch 56

SalesLoft

OCTOBER 21, 2016

From the OG, Account Based Marketing, to the new front man Account Based Sales Development , the lift in annual contract values alone is proof that the targeted approach to customer acquisition is working.As the model evolves into an Account-Based Everything approach, Craig Rosenberg is guiding us all through the process, step by step.

Cross-sell 52

Cross-sell GTM Referrals Contract 52

Lead Fuze

JANUARY 1, 2022

Outsource sales team can be a good thing, but you need to make sure that expectations are set before the process begins. The first thing we do is define what it means to outsource sales, how to go about outsourcing your company’s sales efforts, and when you should or shouldn’t. Finding a product/market fit.

Commission 52

Commission Territory Sales Objectives and Key Results 52

SalesLoft

JANUARY 19, 2017

At this time I was tasked with developing & executing sales account strategy and managing the training of all go-to-market teams. Reps have a tendency to make excuses for the prospects they spend time trying to convert and less time being highly exclusive with whom to sell to. 3) Adopt a top-down and bottom-up approach.

Cross-sell 52

Cross-sell Sales Contract Prospecting 52

Sales Hacker

DECEMBER 2, 2019

Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. Most recently she worked at Crayon, which is an early-stage market intelligence platform.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

SBI

MAY 12, 2020

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. JOHN: Selling is a critical activity in the B2B buying experience. The focus on the sales team, and how they move the buyer through the sales process smoothly and linearly, is a problem. The buyer is in charge of the process, not the seller.

Technology 48

Technology Technology Contract Price 48

Cience

NOVEMBER 6, 2019

His most recent book is Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press), which was cited as, “the best sales book of the year” ( Strategy + Business ), “a must read” ( Gartner Group) , and “perhaps the best sales book ever” ( Forbes ). But selling is what they do.

Retail 42

Retail Manufacturing Price Up-sell 42

Sales Hacker

JUNE 17, 2019

Change the Job Process to Find the Right Candidate w/ Kathleen Roberge. With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. They’ll figure out a way to execute and a way to come up with an even better idea if they need it.

Contract 63

Contract Drivers/motivators Sales Price 63

SBI

FEBRUARY 9, 2021

To reach a decision you have to process a lot of information, some provided by the salesperson (realtor), some you find online, your peers (friends & family) will happily weigh in, but in the end there is a significant gut instinct component you just can’t get around. No pressure. Either way, it’s still a loss.

Customers 46

Customers B2B Contract Quota 46

SaaStr

JANUARY 17, 2020

What other elements of the contract should startups really spend a lot of time focusing on? What can startups do to actively work with procurement teams and make the process as fast as possible? I think number two is yes, keeping up regular updates is a good thing. What must startups remember about how CIOs think about price?

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

SaaStr

MAY 8, 2020

So, I studied International Development in Swahili in undergrad, thought I was going to end up in a career in global health, but then serendipitously ended up taking an engineering class in my senior year of college that led me down a path of working with student startups. And a lot of them really love tech.

Cross-sell 68

Cross-sell Contract Start-ups Up-sell 68

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. you are right!

Customers 49

Customers Strategize Cross-sell B2B 49