InsightSquared

JANUARY 16, 2019

If field-based, then each salesperson might be responsible for different geographic territories. This helps lead to value selling, rather than feature function selling. The challenges they are going to come across are often going to be the X vs Y type. CRM proficiency. Who owns which accounts? Teach About Your Culture.

X-functional 70

X-functional Objection handling Pipeline Growth 70

Heinz Marketing

SEPTEMBER 17, 2018

Melissa: Yeah, so I’d say that sales enablement, I fell into it, I think like a lot of folks do, they fall into sales enablement through a function of necessity and accident, happy accident. Melissa: My strong opinion is that the sales enablement function should report up into sales. Melissa: Yeah.

Pipeline 56

Pipeline X-functional Sales CRM 56

SaaStr

AUGUST 9, 2019

Ep 255: Vikas Bhambri is SVP Sales and Customer Experience @ Kustomer, the startup providing Real-time, actionable views of customers with continuous omnichannel conversations and intelligence that automates repetitive, manual tasks. Why the “strongest” conversations need to happen between engineering and marketing. Missed the session?

Finance 55

Finance X-functional CRM Engineering 55

Heinz Marketing

JUNE 4, 2018

– Territory and Market Optimization – executing to high conversions on the active funnel. I think your customer base grows by two X it seems like every month these days. This is when Salesforce came to the market and started being the kind of up and running SaaS CRM play. – Creating Value = sales multiple.

Pipeline 52

Pipeline Sales Drivers/motivators X-functional 52

PandaDoc

NOVEMBER 15, 2021

Maintain your on-target earnings (OTE) at or above the average for the role, industry, and region. Get everyone on Slack or a similar chat channel and say something like, “Hey, this new combination of CRM filters is turning up some hot leads!” With the manager’s assistance, create a new conversation track.

Sales 52

Sales Quota Trust Promote 52

SaaStr

AUGUST 7, 2020

How do you help them do that at scalability and how do you as a software company do that for the smallest community and regional institution in the US to the largest, most sophisticated global institutions in the world on one code base, right? Thanks for inviting me and welcome to all the folks from SaaStry. We want to keep them forever.

Price 60

Price Retail X-functional Healthcare 60

SaaStr

JANUARY 10, 2020

With more companies launching and thriving outside of Silicon Valley, regions such as ‘Silicon Slopes’ in Utah and ‘Silicon Alley’ in New York City are gaining traction within the startup scene. Harry Stebbings: Can I push back and ask, and I’m sorry this is off schedule, but as I said, we let the conversation flow.

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. So, sales in my view is best run on a quarterly plan.

Finance 113

Finance X-functional Launch Objectives and Key Results 113

Hubspot

AUGUST 8, 2019

Revenue by territory. Number of conversations. Conversion rate by sales funnel stage (by team and by individual). Percentage of prospects who agree to a conversation. Primary Conversion Metrics. Average number of conversations for won opportunities. Average number of conversations for lost opportunities.

X-functional 96

X-functional Quota Cross-sell Contract 96

SaaStr

SEPTEMBER 27, 2019

What are the core differences when comparing marketing functions at the likes of Salesforce to smaller companies like G2? None of the regions really do anything to drive inbound in the original sense of the word, so inbound meaning blog traffic, because we had a massive and an amazing content team over at headquarters in Boston at HubSpot.

Start-ups 55

Start-ups B2B A/B testing Pipeline 55

ConversionXL

JANUARY 2, 2020

Because with out-of-the-box tools, you’re limited by their functionality, data transformations, models, and heuristics. browser, region, etc.), You can see all of the sources in reports like Top Conversion Paths in Google Analytics: Over time, you accumulate a trove of source types and chains. Feature permutations.

SQL 91

SQL Territory X-functional UX 91

Hubspot

JULY 29, 2018

Social Media Terms - X. Algorithm - An algorithm is a set of formulas developed for a computer to perform a certain function. Conversion Rate - Conversion rate refers to a common metric tracked in social media that is the percentage of people who completed an intended action (i.e. Social Media Terms - P.

Networking 101

Networking X-functional E-commerce Follow-up 101

Heinz Marketing

DECEMBER 30, 2019

It’s funny, we just had somebody on from a Goldmine CRM and he was calling in. Alabama’s still in that conversation. I don’t think it’s that regional or small time, but maybe it is in many of these other conferences. Paul: All right, we’re going to a slash back to the conversation here.

Pipeline 46

Pipeline Objectives and Key Results Sales Start-ups 46

SaaStr

OCTOBER 30, 2020

For example, right now, what we’re doing is we’re having a conversation. And so what we’ll see people come in and do is they’ll say, Hey, we want to acquire name, email, company size, function, or department, and then the consent and all these fields, right? So it’s a dialogue, it’s an interaction.

A/B testing 81

A/B testing X-functional Launch Start-ups 81

ConversionXL

OCTOBER 4, 2018

which leads will convert—however you define conversion. or “Who is likely to try product X?” Folding online data, such as search patterns, into sales data can better manage inventory, especially at a regional and local level. which segment, test, or personalization a user is most likely to respond to. customer churn.

Sports 131

Sports Clients Engineering Niche 131