Sales Hacker

JANUARY 7, 2025

One of my questions right away was just, you made this transition, at least at Aircall, from APAC and running that to now overseeing you know global what are some of the differences between selling in apac and selling in in north america hmm. I think that’s true in a lot of different regions.

GTM 115

GTM Sell Customers Cold Call 115

Sales Hacker

FEBRUARY 4, 2025

18:13 The role of cross-functional communication. And we’ve had conversations in the past where it’s like, you’ve got to build division, you’ve got to sell division, and then you’ve got to scale division. You know, we are the we don’t code and we don’t sell, right? It has to be.

GTM 84

GTM Finance Cross-sell X-functional 84

Sales Hacker

JUNE 3, 2025

And Lycos, which was one of the first search engines had, was located outside the Boston area. And I went to sell advertising solutions for them and I really enjoyed, you know, matching. audiences that were on Lycos, platforms to what an advertiser was looking to do sell their products. So it was treated as the fifth region.

GTM 89

GTM Territory Gaming Sales 89

Hubspot

FEBRUARY 12, 2025

Our programming team built a context engine using Large Language Models (LLM). This functionality of the tool became our unique selling point (USP) and users started outputting personalized content. For instance, if youre based in Europe or looking to expand in the region, keeping a close eye on the E.U.s Regulations.

Minimum Viable Product 36

Minimum Viable Product X-functional Healthcare Territory 36

SaaStr

MAY 20, 2025

Create Multiple Revenue Expansion Levers : Successful SaaS businesses need multiple ways to increase customer lifetime valuenew products, tiered pricing, usage-based components, and cross-sells. Global from the Start : Both companies prioritized international expansion, localizing their platforms and establishing regional presence.

Customers 109

Customers Non-Profits Education Cross-sell 109

Salesforce

JUNE 2, 2022

How to build a pipeline engine. Your pipeline engine needs to have all cylinders firing. Tip 2: Understand each of the functions that make up your pipe engine. Salesforce's Eric Stahl explains how to build a pipeline engine. This is arming our sales teams with the right tools to sell and win deals. Enablement.

Pipeline 98

Pipeline Engineering Growth Territory 98

Sales Hacker

JULY 25, 2022

In order for your car to run efficiently, you need every part of your engine firing on all cylinders. Everyone on your team must meet their specific goals in order for your engine to operate efficiently. Every part of your revenue engine serves a specific purpose, but each part supports the whole. Where your problem areas lie.

Engineering 114

Engineering Objectives and Key Results Cross-sell Pipeline 114

Veloxy

AUGUST 17, 2022

Price: $49/month for Salesforce users, corporate plans available Automations: Non-selling activities, lead prioritization, lead capture Veloxy has several features to help you automate Salesforce, no matter how long you’ve been using the CRM platform. The Top 7 Best Salesforce Automation Tools. source of image. source of image.

Appointment 147

Appointment Territory Cross-sell Contract 147

Hubspot

FEBRUARY 7, 2018

Sales Engineer. How to know if this job is right for you: Being an AE is a natural next step once you’ve gotten some selling experience under your belt. You’ll be moving around constantly: Around the city, region, state, country, or even world. But account managers also look for upsell and cross-sell opportunities.

Territory 101

Territory Commission Outside Sales Account management 101

SaaStr

JANUARY 31, 2022

This strategy, called Land and Expand, penetrates multiple departments and multiple locations and forms a transactional business engine. . Adding C-level engagements and cross-departmental selling will lengthen your sales cycle but it will provide you with customers who stick and an increased average transaction size.

Territory 98

Territory Cross-sell Quota Networking 98

Partners in Excellence

JULY 8, 2013

The way customers buy is changing, the complexities of our own products and solutions, the broad range of people involved in the customer buying process mandates a different approach to selling and careful reconsideration of how we define the role of account and territory managers.

Territory 104

Territory Account management Cross-sell Sales 104

Salesforce

OCTOBER 4, 2024

Every CRO finds themselves thinking this about their original revenue engine at some point — usually after a period of growth. What started as a manageable headache is now causing your organization to leak revenue — especially as you add more products, territories, and go-to-market strategies into the mix. “It’s not me. Guess what?

GTM 98

GTM Territory Finance E-commerce 98

Martech

MAY 30, 2024

This saves publishers from selling their ad inventory at lower prices and ensures better fill rates. Ada’s customer service AI Agent has enhanced its capabilities in skills development, trust and reliability, and cross-channel coverage. to determine the value of an impression and set optimal floors.

Cross-sell 114

Cross-sell Territory Price Launch 114

Veloxy

OCTOBER 29, 2021

This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. This includes tools designed to reduce the administrative burden on revenue operations and reps by automating non-selling activities. How is AI Changing Sales?

Sales 223

Sales Non-Profits CRM Pipeline 223

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. As a sales professional, building and co-selling with your ecosystem can help you shake loose new revenue.

Pipeline 124

Pipeline E-commerce Cross-sell Referrals 124

Salesforce

SEPTEMBER 28, 2023

Create sales plans that save reps time and maximize sales impact Get your targets, budget, and headcount aligned with just a few clicks so you can sell more efficiently. These targets are used to guide the quota-setting, territory mapping , and sales team strategies. Is additional product or sales training needed before teams can sell?

Quota 116

Quota Territory Pipeline Sales 116

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. Their main goal is to help customers increase the ROI on a purchase, so they'll often connect with a salesperson if an opportunity to cross-sell or upsell arises. Regional Sales Manager. Sales Engineer. using Zoom, Skype, email, and CRM). Image Source.

Commission 95

Commission Territory Finance Inside sales 95

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Creates processes to enhance cross-functional collaboration between sales, marketing, and customer success.

Finance 114

Finance Cross-sell SQL GTM 114

Openview

MAY 11, 2018

Combining that cross-functional skill set with strong technical competences means that the best reps don’t rely on their sales engineers to explain how their solution integrates or complements their prospect’s technology stack. Now that’s a driver for scalability. They understand their product inside and out.

Drivers/motivators 105

Drivers/motivators Cross-sell Territory Sales 105

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. Best-selling author, Hal Elrod, once said: . Territories. What defines a territory (zip code, country, state, region, country, etc.)?

Territory 118

Territory Objectives and Key Results Contract Price 118

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. Org Building Ideas for Cross-Border Companies. SV SaaS companies sell to other SV SaaS companies. The spending slowdown is real but there is no log jam.

GTM 117

GTM Niche Cross-sell Contract 117

Openview

APRIL 11, 2018

So much of what they do, particularly fundraising, is selling. But if you scale this function with intention, a sales org will enrich your company’s existing culture, help you build better product, and sell it too. . We do a monthly global all hands and regional all hands even more frequently. Founders make natural salespeople.

Product 100

Product Negotiate Quota Cross-sell 100

Veloxy

OCTOBER 26, 2023

The Role of a Medical Device Sales Rep Medical device sales representatives play a critical role in the healthcare industry, selling and promoting medical devices to healthcare professionals. Aligning your personal and professional interests with the medical devices you sell can help you excel in your role.

Healthcare 130

Healthcare Hospitality Networking Negotiate 130

SaaStr

AUGUST 12, 2020

Rather than the CEO running around telling the engineers exactly what to build, you now have product managers. Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. I learned this operating myself.

Finance 117

Finance X-functional Launch Objectives and Key Results 117

Sales Hacker

MAY 26, 2021

Sales ops is responsible for supporting and enabling sales reps to sell efficiently and effectively. Sales operations teams bring a system of selling and structure to a sales organization. The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals.

Territory 69

Territory Objectives and Key Results Finance Cross-sell 69

Partners in Excellence

JULY 8, 2015

Marketing talks about their performance, sales, customer success, product management, engineering, development, finance, manufacturing, HR… Each has metrics and can go through pages and pages of data showing their performance. All of this because we aren’t aligned–cross functionally and vertically within our organizations.

Launch 99

Launch Manufacturing Cross-sell Finance 99

SaaStr

JULY 3, 2020

Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. We had to learn how to do sales and sales marketing and compete in heads up battles against other companies selling similar products.

Finance 106

Finance Launch Objectives and Key Results Cross-sell 106

Search Engine Land

NOVEMBER 29, 2022

Doorway pages seemed like a mystical, magical thing back in the earliest days of search engines. Thus, as search engines absorbed and reflected webpages, it suddenly felt like reaching some high stage of Buddhist-monk-level enlightenment to realize that a website could now have many “front doors” through which visitors would enter.

Territory 100

Territory Engineering Retail Promote 100

Veloxy

AUGUST 31, 2023

Know your product Whereas inside sales reps need to speak intelligently about their products, outside sales reps also need to know how best to use their products, their industrial applications, and in some cases the products’ intricate engineering. Maybe you’re selling the right products to the wrong audience in the wrong market.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

ConversionXL

FEBRUARY 26, 2014

This type of cross referencing will help expand the scope of your conversion measurement and allow you to shape your conversion funnel. What this means to you as a PPC manager is that your search term reports will contain more regionally-focused language. You Need To Be Where The People Are. image source. Get Focused on Location.

Territory 111

Territory CTR Campaign Objectives and Key Results 111

Hubspot

APRIL 2, 2018

I’ve CC’d our lead engineer to speak to your concerns.”. It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over. I’ve CC’d our lead engineer to speak to your concerns.”. This ensures you never sell your company or your prospect short.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Martech

FEBRUARY 25, 2022

All content leverages the built-in personalization engine to tailor content and offers to individual customers. This includes cross-channel, multi-touch and multi-wave campaigns. HubSpot CMS: Uses a personalization engine to customize the website experience for each visitor. Lifecycle Marketing (upsell/cross-sell).

E-commerce 122

E-commerce B2C Manufacturing Hospitality 122

Lead Fuze

JUNE 28, 2021

Leads can come from a variety of sources, including advertisements on search engines, banner ads, and other online platforms that offer lead generation services to businesses. Affiliate marketing is a form of performance-based marketing where the affiliate earns commissions by selling or advertising products from their own site.

Lead generation 97

Lead generation E-commerce Commission Real Estate 97

Search Engine Land

JANUARY 8, 2023

This was welcome news for advertisers who had been adding the same lists of negative keyword accounts manually or using a script to automate cross-account negative lists. . 2020: Bing would appear as an option in the United Kingdom only, while DuckDuckGo and Info.com will appear alongside Google in all 31 EU territories. URL network.

Referrals 83

Referrals CTR Launch Engineering 83

Search Engine Land

JUNE 14, 2023

For instance, if you’re selling high-end clothing, you should think twice before giving an affiliate agency carte blanche to work with a range of coupon sites. If you’re seriously considering working with an agency that focuses on affiliate, ask for case studies and testimonials from cross-channel agency partners.

Contract 83

Contract Cross-sell Territory Niche 83

Heinz Marketing

JUNE 7, 2021

This week’s show is called “ How Forrester is applying the SiriusDecisions frameworks both within the organization and across the revenue engine to drive results ” and our guest is Kelley Hippler , Chief Sales Officer at Forrester. And so, as we have evolved complex buying and selling, the model has evolved as well.

Pipeline 129

Pipeline B2B Sales Cross-sell 129

SaaStr

SEPTEMBER 26, 2019

So it really focused our efforts on selling larger deals and go after the enterprise space. When I started, our very first target country territory was the US, even though we didn’t have an office. You’re crossing the chasm. Like really advise you to read Crossing The Chasm because it’s a paradigm shift.

Territory 58

Territory Cross-sell Sales Cold Call 58