Sales Hacker

MARCH 21, 2025

Every great Product-Led Growth (PLG) company eventually faces a crossroads: When and how to introduce a Sales-Led Growth (SLG) motion. Inbound requests for larger contracts and enterprise agreements. Product & engineering trade-offs: PLG requires simplicity, while enterprise customers demand customization.

Growth 74

Growth GTM Product Government 74

SaaStr

JUNE 6, 2025

The market experienced a brief resurgence in Q2 2024 with 50% YoY growth, only to crash back down to negative territory by Q1 2025. Product-Market Fit Requirements Have Escalated : Customers are no longer willing to adopt “good enough” solutions. AI Budgets Are Where the Growth Is : Are You Really Tapping Into Them?

Territory 100

Territory Growth Price Contract 100

Salesforce

MARCH 13, 2025

Let’s say you’re launching a new product. The total addressable market, or TAM, refers to the total number of customers who could possibly use your product or service. This makes TAM a valuable tool in sizing up new features and products. This number exists in the form of total addressable market (TAM).

Minimum Viable Product 100

Minimum Viable Product Strategic planning Territory E-commerce 100

InsightSquared

MAY 7, 2019

At the highest level, SaaS companies look at sales expense, headcount, sales productivity and SaaS metrics like: The cost of new customer acquisition (CAC). One of the key ones is the average length of sales cycles for your company’s products and services. Typical SaaS Sales Metrics. Customer lifetime value (CLV).

Product 102

Product Territory Contract Sales 102

ClickFunnels

AUGUST 2, 2021

A lead is a potential customer who: Has expressed an interest in your product or service. Alternatively, it can be someone who has not given you their contact details but who has expressed an interest in your product once you have reached out to them directly. You offer the customer a more expensive and more valuable product.

Lead generation 264

Lead generation Territory Contact Start-ups 264

Salesforce

OCTOBER 22, 2024

Attracting qualified prospects — companies that are a good fit for your product or services — is more important in B2B (business-to-business) sales than earning a large number of leads. This provides insight into a prospect’s needs so you can zero in on qualified buyers who are a good fit for your product or service.

E-commerce 87

E-commerce Territory Pitch Sales 87

Highspot

FEBRUARY 20, 2025

Key Takeaways Product training is essential for anyone responsible for taking a product to market. 77% of B2B buyers found their most recent purchase very complex or difficult, emphasizing the need for in-depth product knowledge. Product training techniques like gamification keep teams motivated. What is Product Training?

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Pop!

JULY 23, 2022

The more critical and complex type of navigation is developing the skill for exploring unknown territory. A salesperson has different ways they can offer their product or service, based on the prospect’s requirements or needs. Going further, information about products, services and the company must be complete and transparent.

CRM 226

CRM Pipeline Territory Gaming 226

Salesforce

NOVEMBER 25, 2024

At Connections ’24 we announced that customers in the AMER region could access many of the features we were building out in Marketing Cloud Growth and Advanced Editions. This is currently available in AMER, EMEA, and LATAM, with more regions to follow early next year. Cross-Object Merge Fields. Rule-Based Dynamic Content.

Cross-sell 64

Cross-sell Customers Territory Campaign 64

SaaStr

APRIL 28, 2025

This isn’t just a note-takerit’s an AI that knows your product cold. Products like Delphi are already enabling this functionality where an AI version of yourself can join meetings. Products like Delphi are already enabling this functionality where an AI version of yourself can join meetings.

Negotiate 97

Negotiate Contract E-commerce Price 97

Martech

MARCH 25, 2025

Definition of an email newsletter Its essential to start here because the definition varies across different regions. Articles introducing your new hires, discussing closed contracts, sharing news of awards won or announcing new partnerships even if they are technically editorial and not promotional dont provide value without a purchase.

B2B 117

B2B Promote Click Through Rate Territory 117

Salesforce

SEPTEMBER 19, 2023

If sales reps are your army, then sales territory mapping is your battle plan. This guide walks you through how to design and optimize your sales territory map. This guide walks you through how to design and optimize your sales territory map. Watch the demo What is sales territory mapping? Our demo shows you how.

Territory 59

Territory Objectives and Key Results Sales Drivers/motivators 59

Veloxy

DECEMBER 28, 2023

Download Now: The Big Blue Book of Field Sales Outside Sales Reps — flip to the chapters on outside sales productivity, mastering the art of in-person selling, and how to shorten your sales cycle. and embark on this journey to master the art of field selling together! Grab a warm coffee or tea and let’s get started!

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

SaaStr

JUNE 4, 2025

Despite all the sales enablement tools, CRM sophistication, and “sales productivity” solutions we’ve built over the past 20 years, we haven’t moved the needle on the two metrics that matter most: time with customers and account coverage. She’s not talking about AI as another productivity tool.

CRM 99

CRM Follow-up Pipeline Territory 99

Veloxy

JUNE 23, 2021

When we talk about outside sales, we’re referring to a team that goes out on sales calls to sell regionally and at conferences, events, and so on. One way to select between outside and inside sales hires is by analyzing the type of product you’re selling. Does your product have several use cases and high technicalities?

Inside sales 232

Inside sales CRM Sales Pipeline 232

PandaDoc

MAY 2, 2025

That can mean anything from misrepresented pricing to contract clauses that Legal never approved. This is your teams source of truth: a hub for approved building blocks like product descriptions, fee schedules, case studies, or disclaimers that reps can pull into documents as needed without having to recreate or reword content manually.

Legal 52

Legal Territory Contract Price 52

Veloxy

AUGUST 17, 2022

Salesforce automation tools go a long way in helping you improve the productivity and efficiency of your sales team. You’ll easily generate quotes, proposals, and contracts in a variety of formats and in mere seconds. You can prioritize by lead score, territory, or you can block their data automation from entire accounts.

Appointment 147

Appointment Territory Cross-sell Contract 147

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Product demo flows. Think sales playbook by segment or sales playbook by product type or sales playbook by team. Contracting.

Territory 118

Territory Objectives and Key Results Contract Price 118

Martech

APRIL 3, 2025

It specifically states that a sharp hike in tariffs could lead to a broader economic slowdown and potentially contract consumer spending and GDP in 2026, which would, as you might imagine, negatively impact retail sales. That all being said, this is uncharted territory for just about everyone. Hold on to your hats.

Retail 117

Retail Government Territory Price 117

Hubspot

MARCH 27, 2019

Motivating your sales team isn't about taking the coffee from their lips, it's about setting realistic quotas tailored to each rep, the type of product or service they're selling, and the market they're selling to. Smaller companies selling a single product with a static price often set quotas around how many units (i.e., Profit Quota.

Quota 100

Quota Territory Commission Sales 100

SaaStr

SEPTEMBER 11, 2024

As we know today, a strong product-led motion starts with a strong product. Lucid launched in 2010 (before PLG was a term), and their team had an intense focus on product early on, so much so that the COO at the time read through hundreds of thousands of customer support tickets to hear directly from customers.

Territory 120

Territory GTM Price Cross-sell 120

Salesforce

MARCH 7, 2024

To successfully negotiate a contract in today’s sales climate, you need to prioritize relationship building over persuasion, practice active listening, and empathize with your customers’ challenges. What you’ll learn: What is contract negotiation? Why is contract negotiation important?

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

Hubspot

APRIL 4, 2018

By partnering with other vendors, your business can offer a stronger product/service and a better customer experience. But, sometimes, channel partnerships are disrupted by other dealers who sell their product direct to consumer. An effective partner will have a strong reason to sell or mention your product.

Territory 101

Territory Commission Contract Strategize 101

Martech

APRIL 9, 2025

Then came the backlash, and Adidas was left holding the bag literally billions in unsold products. Consumers are more discerning and aware that endorsements are often transactional less about authentic passion for the product and more about a paycheck. When every product is “life-changing,” people stop believing the hype.

Niche 94

Niche A/B testing Campaign Entertainment 94

Search Engine Land

SEPTEMBER 29, 2023

Speaking at the federal antitrust trial, Parakhin alleged this was despite Microsoft offering to pay Apple more than Google – which he claims was offering in the region of 60%. This could reinforce Google’s argument that it’s preferred for its superior product. How much did Microsoft offer Apple? Better offer than Google.

Territory 133

Territory Negotiate Contract Engineering 133

InsightSquared

MARCH 6, 2018

They’ll ensure guidelines are properly adhered to and contracts are being executed, all while simultaneously working to eliminate barriers that slow down the contracting process. This means that sales ops will build a comprehensive tech stack (prospecting tools, email tracking, dialers, contract automation, etc.)

Contract 119

Contract CRM Territory Sales 119

Salesforce

NOVEMBER 15, 2024

So as an SDR manager, how can you ensure your team stays motivated, engaged, and productive in such a demanding and often thankless role? They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. The role of an SDR is, in many ways, hustle culture personified.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Sales Hacker

APRIL 10, 2018

1) Across regions. Regions often respond with a 1-2 year delay to the US Market. Some regions behave similarly such as within Scandinavia. This may require a specific product. Distribution of B2B deals as a function of price (a product of discount and list price). Where Can You Apply This Go To Market Strategy?

Go To Market 93

Go To Market GTM X-functional Territory 93

SaaStr

FEBRUARY 9, 2021

Sometimes, well, Zoom has a simpler webinar product too if all you need is broadcast capabilities. Covid was #1 factor in growth, but multiple products is the #2 factor fueling growth Like Box and others, much of ON24’s growth outside of Covid has been fueled by buying more than 1 product from them. marketers).

Contract 111

Contract Territory Growth Contact 111

Partners in Excellence

SEPTEMBER 14, 2023

There are a lot of powerful tools that help sellers improve their productivity in these non-selling activities. We may never eliminate the time people spend in these activities–some, in fact, are necessary, but we have to make sure sellers are a productive as possible in these activities.

Sell 152

Sell CRM Technique Up-sell 152

Sales Hacker

DECEMBER 21, 2017

Because of its broad scope and deep impact on both top line (productivity) and bottom line (efficiency) performance, the sales operations department has become a strategic and indispensable component of a mature sales organization, especially in the enterprise, SaaS and B2B space. . Sales Territory Assignment and Growth Forecasting.

Territory 105

Territory Non-Profits Contract Quota 105

Partners in Excellence

NOVEMBER 16, 2012

It was difficult for small to mid-sized companies to move beyond their home regions. They may have gotten that email from someone 7-8 time zones away, that one email, and say “there’s demand for our products in other countries, let’s globalize.” Often it required massive resources and investments.

Territory 100

Territory Launch Legal Start-ups 100

Martech

DECEMBER 5, 2023

You can’t lump your contracted costs for technology in the same bucket as a tentative regional breakfast event in Paris in September. I like to start the budget process by identifying costs that fall into one of these two groups: Under contract, can’t be broken. Dig deeper: 5 ways MOps can elevate the annual planning process 2.

Finance 124

Finance Objectives and Key Results Appointment Contract 124

Salesforce

OCTOBER 25, 2024

Now any costs incurred to obtain and fulfill contracts need to be amortized over the estimated customer lifetime. As your organization rolls out more products or expands to new markets and territories, commission gets more complicated — and so does your expensing. ASC 606 changed the game when it comes to revenue reporting.

Commission 52

Commission Territory Transportation Contract 52

Salesmate

JULY 9, 2020

The exact length depends mainly on the value of the products or services. Looking at your sales cycle lengths, and their different variables can help you identify what makes individual salespeople more effective, or why certain products have a higher conversion rate. Shows how much customers are willing to pay for your products.

Pipeline 121

Pipeline Contract Sales Territory 121

Hubspot

SEPTEMBER 20, 2021

Item 8: Restrictions on Sources of Products and Services: The restrictions that the franchisor has established regarding the source of products or services. Item 22: Contracts: This item includes a list of all contracts that a franchisee must sign with the franchisor. The contracts are then attached as an exhibit.

Territory 88

Territory Legal Contract Finance 88

Hubspot

FEBRUARY 7, 2018

That rep is responsible for presenting or demoing the product, resolving the buyer’s objections, and creating a proposal. You’ll be moving around constantly: Around the city, region, state, country, or even world. Without a deep understanding of their business, market, product, and industry, you’ll never earn their confidence.

Territory 101

Territory Commission Outside Sales Account management 101