Highspot

MAY 20, 2022

A good sales playbook should tell reps specifically what to know, say, show, and do for any given customer scenario. A sales play refers to a set of best practices designed for a specific customer scenario. What value does this new product provide to the customer? What new content exists for a rep to send the customer?

Territory 52

Territory X-functional Cross-sell Sales 52

Sales Hacker

APRIL 14, 2020

This week on the Sales Hacker podcast, we speak with Jessica Wilkeyson , Co-Founder and Principal at Alternate Route , a go-to market strategy and revenue operations consultancy based in New York. Reps working from home need to be willing to converse without selling. That was really the basis for wanting to go out on my own.

Contract 70

Contract CRM Consult Cross-sell 70

SaaStr

JULY 15, 2022

And each of those webinars will probably produce at least one customer if you do it every single week in scale. Fergal Kerins (@FergalKerins): What if the customers you are trying to reach are all giants? How, if no one’s heard of you, do you sell to big companies? So, thanks man. Let’s just step back a bit.

Growth 96

Growth Cross-sell Start-ups X-functional 96

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. So first off, I’m saying we start with customer success. Isn’t sales really around customer value creation? That’s easy.

Growth 83

Growth Cross-sell Contract X-functional 83

Heinz Marketing

JANUARY 25, 2021

As marketers, we focus so much on direct demand gen, direct sales– we focus on this direct line of sight that marketers control and yet there is so much leverage and opportunity for so many people in their partner ecosystems. I ask Jason why is this function so interesting? What about partner marketing is so exciting?

Pipeline 86

Pipeline Sales X-functional B2B 86

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. How do they get their customer? So sell your product. X this year. I’m going to go from 2 to 5 or 2 to 6.” What’s their NRR?

Quota 80

Quota Growth Product Closing 80

SaaStr

AUGUST 19, 2020

We shut down something called the Evernote market which was selling physical goods, sunset some nice products like Evernote food which had nice followings, but I felt were distracting from the larger priorities. You have to actually go and talk to your customers. So how do you do this in addition to mapping it out?

E-commerce 101

E-commerce Price Start-ups Growth 101