Salesforce

MARCH 3, 2025

These teams work closely with experts from sales, marketing, accounting, operations, and legal, serving as liaisons between these groups. This includes everything from securing approvals and ensuring every contract is compliant. Standard deals often flow through automated processes or sales reps without Deal Desk involvement.

Legal 59

Legal Finance Contract Non-Profits 59

Sales Hacker

APRIL 19, 2022

Because of that, compensation plans should be ready to go by the start of the new year and rolled out to reps in a timely manner. As for how you roll out these plans, I recommend a dedicated session with the sales team. This should be led by the sales leader and focus on any changes and the “whys” behind each adjustment.

Commission 98

Commission Product Quota Drivers/motivators 98

A Sales Guy

OCTOBER 13, 2015

It’s not uncommon for me to get calls from business owners, CEO’s, heads of sales, etc. In some cases, there is a good need to work together, and we enter into a contract. I’m super excited for these guys; it sounds like things are going well, and they are about to blow up! asking for help. Good for them!

Quota 117

Quota Appointment Negotiate Referrals 117

A Sales Guy

FEBRUARY 10, 2021

———————– The Pitch: So, we signed the contract paid our 20k dollars upfront fee, and met the creative team. If you’re not up to speed on what’s going on, see Part I of this calamity here. A salesperson in a “Low Sales Support Group.” That was it.

Pitch 107

Pitch Up-sell Promote Contract 107

Sales Hacker

JUNE 12, 2020

How to overcome limited sales support. How to overcome limited sales support (06:15). ? Business starts with “busi” (23:00). ? All right guys, welcome to the Sales Hacker’s Success Summit presentation, How To Close The Enterprise When You Are Just A Startup. What You’ll Learn. Be Tenacious (21:48). ?

Closing 79

Closing Contract Pipeline Meeting 79

Sales Hacker

MARCH 25, 2025

If you missed GTM 138, check it out here: The AI Advantage, Solving Sales & Marketing Alignment for Better GTM Execution with Jaleh Rezaei Highlights: 06:53 What makes an AI agent different from bots and automationand why it matters now. 31:12 Inside Microsoft CoPilot: Real-world agent use cases across sales, support, and strategy.

GTM 66

GTM X-functional Start-ups Relationship building 66

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

B2B 105

B2B E-commerce Cold Call Sales 105

Hubspot

FEBRUARY 7, 2018

Chances are, you’ll need to start as a business development rep and work your way to an account executive position. On the other hand, if you go into manufacturing sales, you’ll probably be responsible for handling deals from start to finish. Sales Engineer. Of course, there are also a lot of highs. Outside Salesperson.

Territory 101

Territory Commission Outside Sales Account management 101

Sales Hacker

SEPTEMBER 16, 2021

With the advent of product-led growth – where people can experience a SaaS product with a free self-service account or want hands-on support over several months – evaluations can take different forms, have varying costs to the seller, and require different levels of commitment from buyers and sellers. Guided trial.

Objectives and Key Results 97

Objectives and Key Results Technical Sales Engineering Sales 97

PandaDoc

MARCH 26, 2024

A sales pipeline is a roadmap that shows the customer journey from the moment they first hear about your product or service until after they buy it, similar to — but not exactly the same as — a sales funnel. Negotiation The next stage of the sales cycle is negotiating contracts with decision-makers.

Pipeline 52

Pipeline Contract CRM Customer Relationship Management 52

SaaStr

MARCH 31, 2022

So we’ll start with the assess phase. And Jessica, I’ll start with you. During this time of remote workforce, budgets are tightening and a lot of our enterprise customers are using their pre committed cloud security contracts to buy enterprise software and software from ISVs. The funnel is actually inverted.

Cross-sell 102

Cross-sell Finance Strategize Technology 102

PandaDoc

MAY 9, 2024

Pipeline velocity is a comprehensive metric that monitors four primary sales factors. Let’s look at the elements that make up the sales velocity definition. Number of opportunities Sales velocity opportunities do not equal the total number of leads. Sales velocity can also measure the performance of teams and individuals.

Pipeline 52

Pipeline Objectives and Key Results Legal Lead generation 52

PandaDoc

MAY 8, 2023

These tools offer a greater level of customization, which can be useful if you’re relying on AI and automation to handle a multitude of requests (sales, support, customer success, etc.). Knowledge base software Any pro-level customer support system will offer a self-service solution. Ease of use: 8.9/10 10 Ease of setup: 8.4/10

Service 52

Service Product Customers E-commerce 52

Hubspot

JANUARY 14, 2025

Every interaction with a prospect is an opportunity, and sales champions dont just know this, but they make the most of it. From the initial discovery email or phone call to the final contract negotiation conversation, they ensure every touchpoint adds value for the prospect. Sales champions take crushing it to a whole new level.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

SaaStr

MARCH 26, 2024

Before diving into your questions, you’ll want to head over to the link below and sign up for an exciting event coming up this week. On Wednesday, March 27th, SaaStr is hosting AI Day, you can sign up for free at this link. Many folks in CS don’t want to hear that their outbound emails are horrific or that they don’t follow up.

Price 119

Price X-functional B2C Growth 119

SaaStr

AUGUST 13, 2019

So most of the SaaS organizations really find it pretty difficult to scale up. Why is it very difficult to actually scale up? When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. We started as a consumer company. The first one.

Cross-sell 66

Cross-sell Sales Support Growth Up-sell 66

Sales Hacker

AUGUST 18, 2023

Share It seems like every second start-up founder and revenue leader I talk to these days is trying to move upmarket or ‘break into the enterprise’. On top of this, the sale cycle is longer, more bureaucracy and more legal scrutiny up there. Sales…SDR motion is also different and may end up be more “research intensive”.

GTM 85

GTM Up-sell Price Start-ups 85

Hubspot

AUGUST 21, 2023

Go-to-Market Strategy Benefits As you develop a new product or service, it’s vital to start drawing a go-to-market strategy that’s customized to fit your budget and your buyer persona. Now, let’s get started. Download the kit today to get started on your go-to-market strategy. First up is the attract phase.

Go To Market 69

Go To Market Process GTM Launch 69

PandaDoc

MARCH 7, 2023

Many that work in sales choose the field because of the flexibility and edge-of-your-seat experience that implementing a sales strategy involves. Salespeople quickly adapt to consumer needs and switch up tactics whenever necessary. What is a sales workflow? Wondering how to streamline the sales process ?

Process 52

Process Objectives and Key Results Pitch Sales 52

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. Starting to cross the chasm. As the kids like to say: What’s up with that? Technology Adoption Lifecycle Let's go through each group starting from the left.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52