Veloxy

DECEMBER 28, 2023

Inside sales focuses on volume, targeting SMB and mid-market buyers with products that are typically more cost-effective and require less consideration from customers, while outside sales emphasizes securing high-value, high-quality accounts and targeting major customers with a higher average contract value. Is outside sales a hard job?

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Partners in Excellence

FEBRUARY 28, 2024

I saw the main purpose of this process in minimizing the risk for the customer’s evaluation team of being accused for having wasted money on a project that eventually did not provide the expected outcomes So, emotional aspects (fear) had priority over the rational aspects for awarding the contract.

Customers 139

Customers Contract Consult Up-sell 139

Gong.io

SEPTEMBER 9, 2021

Decisions makers: Senior leaders and executives who care about how the purchase affects their budget, strategic goals, and org alignment. Those who dwell in due diligence: Budget approvers, legal/contract reviewers, and procurement analysts . Each of those groups can easily include five or more people. Or any deals, really.

Closing 162

Closing Sports GTM Legal 162

Sales Hacker

JULY 25, 2022

Here are the three main types of sales performance metrics you’ll want to include: 3 essential sales performance metrics. How to pivot, strategize, and coach. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline.

Engineering 115

Engineering Objectives and Key Results Cross-sell Pipeline 115

Martech

SEPTEMBER 8, 2021

Technologists should focus on stack roadmap strategy, harmonization of the martech stack as well as how it fits within the broader organization, promotion of strategic decision making, and overall staff training and enablement. Data experts should focus on helping measure and assess campaign and technical performance.

UX 93

UX Contract Strategize Education 93

SaaStr

AUGUST 18, 2019

We found that our average paid user sent about 8-10 contracts a month. So we weren’t giving up much by letting folks do up to 5 e-signed contracts a month for free. My only real point is a strategic one. Marketing team: let's move all the free features into a free trial. CEO: let's go long and build the brand.

Customers 97

Customers Contract Launch Quota 97

Salesmate

JULY 9, 2020

After all, it’s essential to understand how much of the gross revenue from a contract actually ends up in the company bank account. Spending strategically to win contracts is vital, and by measuring deal profitability, you’ll be able to make wise choices. Let’s get started. Sales Cycle Length. Source: Mktg Mentors.

Pipeline 121

Pipeline Contract Sales Territory 121

Salesforce

NOVEMBER 15, 2024

They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. They act as the main point of contact for clients, addressing their needs, resolving issues, and upselling additional products or services.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Sales Hacker

FEBRUARY 14, 2022

That meant they could strategically penetrate accounts and that their success was entwined, improving accountability. Retained CSMs for Enterprise, allowing them to have more strategic conversations about account management, while still giving them access to day-to-day support. Get to the validation stage and achieve proof of concept.

Legal 105

Legal Cold Call Contract Inside sales 105

Sales Hacker

SEPTEMBER 25, 2024

The main reasons why it needs an update include: Initially built for organizations who have a high Average Contract Value (ACV), and is intended to run alongside a Demand Generation / Integrated Marketing function. It was launched back in 2016, which given the rapid pace of go-to-market innovation, is becoming obsolete.

GTM 106

GTM Represent Growth Go To Market 106

Sales Hacker

APRIL 6, 2022

Let’s take a closer look at each word: Configure: Configuration of products and services ensures that what you provide is actually available, meets the buyer’s needs and specifications, and can be delivered according to the agreed-upon contract terms. What are the main differences between old CPQ software and new CPQ solutions?

Cross-sell 108

Cross-sell Contract Price Finance 108

Salesforce

APRIL 7, 2022

While it’s tempting to go full steam ahead to capture your global potential, it’s important to be strategic. In my experience, it’s most effective to first target a small number of strategic, high-potential growth countries. Before contracting with new partners, check existing third-party logistics providers (3PL).

Minimum Viable Product 94

Minimum Viable Product Territory Launch Strategize 94

Hubspot

MARCH 26, 2025

According to arrows.to , however, the average contract value for the platform is more than $90,000. What I like: Seismics AI recommendations ensure sales reps always use the most effective content, making outreach more strategic. Simple drag-and-drop editor for customization. Pricing: Custom pricing based on team size.

Price 53

Price Sales CRM GTM 53

Hubspot

JULY 24, 2020

I immediately strategize about target audiences and selling tactics — especially during commercials for the Super Bowl. So if my social media company makes blog posts, tweets, main feed posts, pins, and other multimedia elements, those are all considered "owned". Contracted Clients. Owned Media. This can lead to improved ROI.

Contract 101

Contract Referrals Price Campaign 101

Hubspot

FEBRUARY 24, 2025

A sudden urgency often signals shifts in business priorities, new pressures, or emerging opportunities context that helps you position your solution more strategically. Where I once celebrated contract signatures, I now track how my solutions impact clients businesses months and years after implementation.

Sell 46

Sell Drivers/motivators Objectives and Key Results Cross-sell 46

Search Engine Land

SEPTEMBER 11, 2023

Once your page ranks among the top results, you only need to keep it updated to retain rankings, proving to be a strategic advantage. For instance, if you're in security contracting, arms, nuclear, or other industries with low demand or high barriers to entry, you don't have to worry about optimizing your website for search engines.

Niche 139

Niche Engineering Promote Territory 139

SaaStr

MARCH 7, 2023

Actions Companies Can Take Today To Reduce Burn Companies that have been able to beat bottom-line plans have taken various strategic actions, often in tandem, to reduce burn and extend runway. Some other strategies for creating a more efficient go-to-market are: Adjusting pricing and contract terms with customers. Some are killing.

GTM 70

GTM Growth Profit margin Contract 70

Sales Hacker

DECEMBER 1, 2022

Timing misalignment: “Get back to me”: This response could indicate a prospect is currently under contract with a competitor, has said new budget is coming, or expresses other timing reasons. After the second month, I took the data to our RevOps manager to strategize about which accounts would be a better ICP fit for the reps.

Territory 101

Territory Education Contact CRM 101

Salesforce

SEPTEMBER 29, 2021

One of the main issues is the integration of functional teams and data. Leveraging analytics is also a significant strategic advantage as tools like AppExchange and Mulesoft can help investment bankers integrate and unlock all internal and external data through APIs, regardless of where it resides — on-premise, cloud, or hybrid.

CRM 98

CRM Clients Appointment Drivers/motivators 98

Martech

SEPTEMBER 14, 2023

What I have observed over the past two years is that, while cutbacks in marketing may reduce customer acquisition cost, they can also deliver a considerable hit to annual contract value — as much as a 45% fall-off. “We We live in a peer-bound world,” says Chandar Pattabhiram, CMO for business spend management platform Coupa.

GTM 134

GTM Market share Growth Technology 134

Hubspot

AUGUST 17, 2021

With so much room for confusion and error, it's easy for any company to drop the ball and frustrate its salespeople, making poorly-constructed compensation plans one of the main reasons why people leave sales roles. It seems like a solid idea — but again, you need to balance that with other factors in the plan.

Commission 91

Commission Quota X-functional Finance 91

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. The ability to accelerate strategic initiatives. 3: Accelerate strategic initiatives. A stellar sales enablement strategy must help to accelerate strategic initiatives, specifically GTM (go-to-market) ones. A best-in-class onboarding program.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Sales Hacker

FEBRUARY 26, 2019

Or this: “We’re ready to go, but I just need to make little revision to the contract…”. Two main tactics buyers use in negotiations. The next time a buyer requests free shipping (or something similarly insignificant), think about using a simple phrase like: “I don’t have the authority to change the contract terms.”.

Negotiate 104

Negotiate Price Contract Non-Profits 104

Salesforce

SEPTEMBER 19, 2023

Sales closing, or getting a prospect to agree to a deal and sign a contract, is how reps make their quota and how businesses grow revenue. Fundamentally, closing a deal should be the easiest part of a sales cycle,” said Jay Camp, a strategic account director for large enterprises at Salesforce. See how it works What is sales closing?

Technique 105

Technique Closing Sales Electricity 105

Hubspot

JULY 3, 2020

Fortunately, like any aspect of marketing, ABM is made easier with strategic planning. Here are the four main steps you'll need to take when account mapping: 1. It's also helpful to know how the company makes a purchasing decision and their process of awarding a contract. Identify Key Decision Makers and Influencers.

Campaign 101

Campaign Contact Strategic planning Legal 101

Sales Hacker

APRIL 21, 2022

This was all in an effort to increase our average contract value (ACV). Enterprise sales reps need to have business expertise, process management skills, and strategic planning to be able to close the deal. It’s a more strategic, creative sale. But every enterprise contract eventually requires buy-in from leadership.

Cross-sell 102

Cross-sell Legal Contract Price 102

ConversionXL

JANUARY 11, 2013

Viral aspect of the campaign: The more sharing, the more points, and the greater the chances of winning in both the weekly and main prize (luxury all-inclusive weekend in Vihula Manor) draws. IDEON is a contract furniture company specializing in high-quality, stylish lounge seating and tables for design-minded businesses. Image credit.

Campaign 95

Campaign Objectives and Key Results Referrals Territory 95

The Lost Book of Sales

JANUARY 31, 2024

In strategic sales, it's incredibly common for salespeople to decrease their activity and reduce their involvement with their customers when the signatures are exchanged, whereas experienced sales professionals know that the real work between your organizations is only about to begin.

Drivers/motivators 105

Drivers/motivators Sports Clients Sales 105

Hubspot

FEBRUARY 7, 2018

Personality: You’ll be miserable if you dislike the main activities of your role. The main metrics you’ll be measured by? In this position, you'll maintain a more strategic role than that of a sales manager. You should identify strategic hiring opportunities that will strengthen your team, and aid in recruiting top talent.

Territory 101

Territory Commission Outside Sales Account management 101

Sales Hacker

MARCH 25, 2025

And would you say the, the main difference then between just setting up like some automation using, you know, Zapier and, and different APIs versus an actual agent is the, is the reasoning component. Is that kind of the main difference? And for that reason, it was termed a moonshot project over two years ago. And mainly the moon now.

GTM 67

GTM X-functional Start-ups Relationship building 67

PandaDoc

APRIL 29, 2024

Key takeaways A data room index acts as a map of the VDR , illustrating all the documents, main folders and subfolders for a quick and easy search of your data. A data room index should have a hierarchical structure: top-tier folders, main folders and subfolders. ” Each should represent a main aspect of the business.

Legal 52

Legal Contract Government Negotiate 52

Sales Hacker

MAY 9, 2019

Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. There are three models of target setting for a platform product with an average contract value (ACV) of $25k: 1) Top-Down Target Setting: You take the number you wish to achieve, say $4M in ARR, and divide this by the number of salespeople. Set Targets.

SQL 110

SQL Commission Customers Non-Profits 110

Search Engine Land

MAY 16, 2023

This article will tackle five initiatives my team undertakes right after the contract is signed to find and address those critical fixes and ensure we’re setting up our client for success. The three main considerations when assessing topic-related updates: Is the topic evergreen ? Make sure coding is clear and organized.

Contract 76

Contract Clients User Experience Engineering 76

InsightSquared

DECEMBER 6, 2017

As the main point of contact for the sales operations team, they’re the first to know when things go wrong. Ultimately, their job is to increase sales productivity by simplifying processes and implementing sales automation tools, like email prospecting, contract management, and content enablement software.

Objectives and Key Results 72

Objectives and Key Results Finance CRM Cross-sell 72

Hubspot

DECEMBER 5, 2019

Consultants can be an important tool for small businesses that can't afford full-time employees year-round, need a third party to solve a company issue, or want an expert to give advice and strategize. One of the main reasons that companies hire small business consultants is for project management. Strategic planning.

Consult 66

Consult Strategic planning Finance Strategize 66

Hubspot

JANUARY 23, 2018

The first 1,000 seats of TeamLink Extend come bundled free with every Enterprise Edition contract. You can also check out the TeamLink section of an accounts page, which helps you build strategic relationships at an organization you’re targeting. Save a TeamLink Search. Your contacts form new connections every week.

CRM 101

CRM Contact Networking Sales 101

ConversionXL

JUNE 2, 2022

It’s been defined as “a sustained, coordinated, strategic approach to identifying, engaging, closing, and growing the accounts that we know we should win” by Seismic’s Marketing Director Steve Watt. You’re identifying the accounts you want to engage, then strategically marketing to each contact in the account.”. Identifying.

Customers 98

Customers Objectives and Key Results Strategize Growth 98