Salesforce

NOVEMBER 7, 2023

Sales kickoff tips and best practices Learn 8 sales productivity pitfalls (and steps to avoid them) Get the free Sales Productivity Workbook to discover how leading sales experts are side-stepping pitfalls by consolidating their tech stacks, redefining their pipeline stages, and automating approvals. Collaboration. What are the products?

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. AI is likely the next platform, dev tools are strategic given the scarcity of developers, cybersecurity is front and center for enterprises, and the data stack is still going strong. Org Building Ideas for Cross-Border Companies. It’s a close-knit buyer/seller group.

GTM 84

GTM Cross-sell Niche Strategize 84

Highspot

DECEMBER 19, 2023

The sales development playbook combines proven strategies, tips, and best practices to help new and experienced sales development reps (SDRs) increase sales and grow pipeline. It harmonizes sales and marketing to ensure focus on unified business targets. This results in a more powerful go-to market strategy.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Highspot

NOVEMBER 1, 2022

Sales performance is affected by your enablement efforts, such as sales training or content management; sales productivity; your customer experience; your cross-functional alignment across sales and marketing team members; and your company culture. Sales Pipeline Coverage. What Factors Affect Sales Performance. Conversion Rates.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

Highspot

SEPTEMBER 28, 2021

Instead, you’ve got to accelerate sales by learning the ins and outs of your revenue engine — so you know exactly how far and how fast you can push it. Go-to-market teams work in silos, rarely communicate. Go-to-market teams collaborate continuously to drive outcomes. Nimbly adapts to shifts in market.

Sales 52

Sales Cross-sell Growth Technique 52

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. How experience as a sales engineer can play into your role as a sales leader. He went to Holy Cross.

Product 52

Product Pipeline Engineering Cross-sell 52

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

Highspot

JUNE 11, 2020

Cross-functional input into go-to-market strategies. Seamless handoff between marketing-generated leads and sales. Managing pipeline, territory planning, and forecasting. What Does Sales Do for Marketing? Sales’ responsibility is, of course, to sell. Or is ad-hoc the way to go?

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

SaaStr

NOVEMBER 16, 2020

How does Andy structure the pipeline meetings? Where do many people go wrong in pipeline meetings? I think that your engineering team, your design team really getting the problem and the customer and how the solution fits. That to me, is where product marketing really comes into play. Who is invited?

Pipeline 78

Pipeline Territory Price Product 78

SalesLoft

JANUARY 19, 2017

At this time I was tasked with developing & executing sales account strategy and managing the training of all go-to-market teams. It’s an approach seen only when reps are compensated on their ability to create pipeline. We’re not talking about 3 or 4 criteria either – do not make the “we can sell to everyone” mistake.

Cross-sell 52

Cross-sell Sales Contract Prospecting 52

SaaStr

SEPTEMBER 26, 2019

So it really focused our efforts on selling larger deals and go after the enterprise space. And large companies don’t necessarily go on your website and don’t sign up. You’re crossing the chasm. Like really advise you to read Crossing The Chasm because it’s a paradigm shift.

Territory 52

Territory Cross-sell Sales Cold Call 52

SaaStr

MAY 8, 2020

Prior to Work-Bench, Jessica was a Learning and Development Manager at Cisco Systems, where she worked with the Engineering organization on Agile transformation, innovation and culture. Jessica Lin: Then, serendipitously again, took on a role at Cisco Systems, working with really great internal engineering teams.

Cross-sell 68

Cross-sell Contract Start-ups Up-sell 68

SaaStr

JULY 8, 2020

and before that spent 10 years as the Founder and CEO @ Raw Engineering, building a leading digital transformation consultancy. And before that, spent 10 years as the founder and CEO at Raw Engineering, building a leading digital transformation consultancy. For starters, I’m not an engineer and I’m a female.

Non-Profits 80

Non-Profits Teamwork Start-ups Engineering 80

SaaStr

MARCH 31, 2020

My focus is SaaS and my job is to create a defensible go-to market moat, right? When we talk of hypergrowth and I go back to Drift and Segment to give you an idea of how fast and how much growth there is, we did 3X revenue at Segment in 18 months and we made 5X revenue at Drift in 18 months. It’s not going to stop, right?

Growth 52

Growth Engineering Launch Commission 52

Hubspot

NOVEMBER 21, 2018

So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? But first, what is a go-to-market strategy?

Go To Market 96

Go To Market Process GTM Education 96

Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. What I mean by MQLs is Marketing Qualified Leads. Now, let’s take this idea and apply it to the world of marketing metrics. Driving pipeline for sales (SLG). Pipeline better aligns with sales.

GTM 93

GTM Pipeline SQL UX 93

Sales Hacker

APRIL 16, 2018

Node is creating an entirely new paradigm for sales and marketing professions to grow pipeline and accelerate revenue philosophy. . The sales team is set up in two teams, we’ve got a team that’s responsible for selling into the buy side and sell side, and a team responsible for selling into big corporations.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

SaaStr

JUNE 27, 2019

As we talk about that journey, the enterprise has been the growth engine for the last several years. Fast forward to today, we’ve crossed the $400 million revenue mark. We announced tomorrow, but we’ve crossed that line and now we’re at about 55% of our revenues coming from the enterprise.

Cross-sell 68

Cross-sell Technology Technology Pitch 68

Heinz Marketing

APRIL 19, 2021

By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Pipeline 75

Pipeline Sales Cross-sell Up-sell 75

SalesLoft

JUNE 25, 2019

In general, how does social selling work in the UK? What advice does James have for a US company seeking to go to market in the UK? It relates to selling in the UK, but what was the first thing you ever remember selling? That has a huge impact on the conversion rate of calls to demos, to then creating pipeline.

Cold Call 40

Cold Call Pitch Cross-sell Sales 40

Sales Hacker

JULY 16, 2020

In May 2020, Facebook announced it was buying the gif search engine , Giphy, for $400 million — primarily for its Instagram product. This makes a gif search engine extremely valuable to the most-used products of our time. RELATED: Moving to Enterprise Sales (Part 2): 5 Go-to-Market Prerequisites You Need to Succeed.

Pipeline 96

Pipeline E-commerce Cross-sell Referrals 96

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SaaStr

OCTOBER 22, 2020

* What should the first marketing hire look like? Why does Ryan believe you should hire two in marketing to start? How does Ryan ensure cross-function working seamlessly from the very beginning with marketing? * How does Ryan think about measuring success when it comes to product marketing? Talk to me about that.

Pipeline 65

Pipeline Cross-sell Launch Start-ups 65

InsightSquared

DECEMBER 3, 2019

The heart of revenue operations is the alignment of marketing, sales and customer success operations and their go-to-market teams around one single north-star goal: revenue. That can now be achieved with the help of AI assistants that improve pipeline visibility, reduce risk and coach sellers in the moment. .

Cross-sell 62

Cross-sell Teamwork Sales Gaming 62

Highspot

JULY 18, 2023

Marketing enablement is all about empowering your marketing team to be more productive in their roles by creating a system to equip, train, and coach them. It involves providing your marketers with everything they need – from the technology, tools, processes, content, training, and analytics – to increase pipeline and drive sales.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Strategize Lead generation 52

SaaStr

JULY 30, 2020

Why do founders have to sell the product themselves at the start? Peter Kazanjy: So at TalentBin, that was kind of like my first training wheels, SaaS business, and also the place where I started to learn and appreciate go to market. So nowadays I’m all go to market all the time. That sounds good.

Cross-sell 77

Cross-sell Up-sell Start-ups Sell 77

Highspot

SEPTEMBER 30, 2020

Suddenly, your business has gone from a single salesperson to a team of hundreds, each of whom has a different approach to selling — and not all of them right for your business. But to succeed, you’ll need your team to execute your go-to-market strategy in a single, unified motion. Transactional Selling.

Cross-sell 85

Cross-sell Consult Sales Strategize 85

Sales Hacker

OCTOBER 7, 2021

You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

JULY 30, 2018

They’re trying to cross?sell sell products. What they’re finding is it’s prohibitively difficult to use these newer technologies like UiPath without being able to connect all these different systems together in a way that the software on top can actually bring together a different picture of what’s going on.

Cross-sell 62

Cross-sell Up-sell Sales Start-ups 62

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast. This is go to market fit.

Growth 84

Growth Cross-sell Contract X-functional 84

SaaStr

JULY 15, 2022

How, if no one’s heard of you, do you sell to big companies? Yes, there is the classic situation where a big company wants to give you a lot of money, but overwhelm your engineering resources. Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. Jason Lemkin: Well, let’s break it up.

Growth 95

Growth Cross-sell Start-ups X-functional 95

SaaStr

JULY 11, 2019

You and five engineers in Lisbon. You did it both from technology initially, with Twilio, and then with go-to-market partners like Zendesk and Salesforce, right? When you go with such a strong message, that’s what got us in the first couple of years after ’14, that got Talkdesk to grow as much as it did.

Launch 104

Launch Technology Technology Up-sell 104

SaaStr

AUGUST 20, 2020

Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was. It wasn’t just engineering, product, and design roles.

Sales 75

Sales Price Quota Start-ups 75

SaaStr

AUGUST 12, 2020

Lara Caimi: And then phase three, which is where I came in, which is when we were transitioning into that phase with John was going from a billion to a multibillion dollar company. When I have studied companies that scale, a lot of what slows companies down is not having a good go to market engine or not having a good product.

Customers 69

Customers Strategize Start-ups Growth 69

SaaStr

AUGUST 13, 2019

When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. You’re trying to figure out how to sell to them. Also selling up market actually means that you can very easily have predictable revenue streams. Solution engineers.

Cross-sell 59

Cross-sell Sales Support Growth Up-sell 59

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. So sell your product. I’m not great at it, but most folks they’re aggressive without crossing the line. You want to co-sell together. You will hire your Rio.

Quota 83

Quota Growth Product Closing 83