Salesforce

MARCH 3, 2025

A Deal Desk is a cross-functional team that streamlines the closing of sales complex and non-standard deals, handling everything from quote to cash. The Deal Desk would coordinate with finance to model the long-term revenue impact and verify the different discount thresholds.

Legal

Sales Hacker

MARCH 7, 2022

He has so much sales and management knowledge he could write a book on it — and, in fact, he’s written seven, including “Sales Management That Works: How to Sell in a World That Never Stops Changing.” Sales is cross-disciplinary. It also varies depending upon whom, and where you’re selling.”.

Cross-sell

Sales Hacker

APRIL 1, 2021

If you’re an OEM or selling physical products, this one’s for you (sorry, SaaS folks). Expansion to new territories is never easy, but the coronavirus is providing a wakeup call for enterprises and established companies to start looking at how customers say they prefer you to sell to them.

E-commerce

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

Salesforce

OCTOBER 4, 2024

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. Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. Guess what?

GTM

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs. A better selling experience. 5 benefits of CPQ software. Scaling sales operations.

Cross-sell

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. using Zoom, Skype, email, and CRM). Image Source. VP of Sales.

Commission

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

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

Sales Hacker

DECEMBER 4, 2020

That’s what selling without a sales dashboard is like. This not only takes time away from selling, it can introduce a lot of opportunities for mistakes. Sales leaders can use a dashboard to understand the game their team is playing as they sell and identify where reps may need help or extra training. What is a Sales Dashboard?

Pipeline

SaaStr

AUGUST 12, 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. The first system is what I call the sales finance system. So, the first system is a sales finance system, so let’s start with sales.

Finance

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

Partners in Excellence

AUGUST 14, 2015

I learned the importance of putting together a plan, whether it was for my account, territory, or for the year. Or rather than scraping through with crossed fingers and a few prayers, I could now aim for overachieving my numbers (that’s where the real money started kicking in.). The rest of the business is dependent on us.

Territory

Partners in Excellence

MAY 3, 2022

Finance will see the problem in a different way than IT and customer service. Yet when we talk about the same things to the end users, they look at us with their eyes crossed. ” One of my regional managers knew I had a relationship with the CEO of a major US telecom company. But that requires us to sell differently.

Strategize

Sales Hacker

DECEMBER 22, 2020

million with about 10, and today we’re sitting with 13 people, and we just crossed 2 million in revenue. Sam Jacobs: How do you think about building a revenue plan and working with the finance team to make sure that you’re setting the targets in a way that is right for the company? We can cross-sell.

Cross-sell

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Panel: Colleen Kapase, VP of WW Partner & Alliances, Snowflake. Jessica Alexander: Sure, absolutely.

Cross-sell

Martech

FEBRUARY 25, 2022

Budgeting and planning leverage marketing, CRM and finance systems to measure, track and optimize marketing performance. This includes cross-channel, multi-touch and multi-wave campaigns. Lifecycle Marketing (upsell/cross-sell). Artificial intelligence is used throughout the Acoustic Marketing Cloud. Product overview.

E-commerce

Miller Heiman Group

SEPTEMBER 5, 2019

Organizations with a formal data strategy position themselves to better manage and mine their sales data for useful insights that inform their business decisions, whether it’s: Designing coverage and territory models. Focusing their coaching and selling efforts. Building talent profiles. Optimizing pricing.

Government

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. Sanj Sanampudi | Co-Founder & CEO @ Concert Finance. First step, we have who has worked with a number of SAAS companies in New York City as a CFO, and is now CEO of Concert Finance, a sales commission platform.

Territory

Miller Heiman Group

JANUARY 9, 2020

One is a “Win Room,” where we held weekly or biweekly cross-functional opportunity reviews between sales leaders, marketing, consulting and delivery, product colleagues and anyone who could support our most important revenue opportunities. To sustain transformation efforts, we set up several formal processes.

Cross-sell

Hubspot

JULY 19, 2022

Accepting online payments and making payments available in multiple regions or currencies – no matter where your company is based – is not only a smart business choice, but it’s accessible using tools like HubSpot and its payment partners. A localization department or team for new markets , including a legal or finance representative.

B2B

Gong.io

AUGUST 24, 2022

Sales managers use forecasts for territory planning as well. If you know that next quarter, you’ve got an expected $250k in revenue from one territory and only $100k in expected revenue from a second; you can more appropriately allocate resources to the more lucrative geography. Inventory and equipment purchases.

Territory

Salesforce

MARCH 11, 2024

You decide to go for it… This is what account-based selling (ABS) is like. Read on to learn how to grow your business with account-based selling. What you’ll learn: What is account-based selling? Watch the demo What is account-based selling?

Sell

Sales Hacker

DECEMBER 12, 2017

How to Address Comp Plans for Selling New Products. On top of that finance and leadership is probably expecting a similar growth curve as your first product (cause why not?) On top of that finance and leadership is probably expecting a similar growth curve as your first product (cause why not?), Step 8: Refine and Improve.

Quota

Sales Hacker

APRIL 16, 2018

9) Territory planning and territory creation [33:30]. 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. Sales management at Global Crossing. Show Agenda and Timestamps.

Territory

Salesforce

MARCH 7, 2024

A clawback clause, or clawback provision, refers to a “contractual obligation to return money under special circumstances or events,” according to the Corporate Finance Institute. This provision is particularly critical for companies that sell SaaS products. See how it works What is a clawback clause?

Commission

Sales Hacker

JANUARY 13, 2020

Jay has spent 30 years in the financial services industry; holding various roles in sales, direct marketing, online marketing and cross-selling strategies. Why you should offer value first when selling. The upsell approach vs. value-sell approach [7:33]. The blessing and curse of selling an amorphous product [12:51].

Cross-sell

Lead Fuze

AUGUST 6, 2021

By collecting and cross-referencing in sales data analysis, it’s possible to build highly-personalized value propositions tailored to the specific needs of each customer segment. If you want to increase revenue fast, start by reaching out to customers to cross-sell and up-sell products you think could also meet their needs.

Objectives and Key Results

The 5% Institute

JUNE 9, 2023

Effective sales team management involves assigning territories, setting clear expectations, monitoring performance, and fostering a collaborative and motivated work environment. Effective cross-functional collaboration enhances overall business performance. Q4: How can a sales manager improve their sales forecasting accuracy?

Objectives and Key Results

Salesforce

AUGUST 1, 2023

A sales plan includes which buyers and territories to target, which sales strategies to employ, how many reps (if any) to hire, what your quotas should be, and how to set compensation for the sales team. Sellers use this plan to prospect, sell, and close. Plan faster to sell more What is top-down sales planning?

Cross-sell

PandaDoc

JUNE 1, 2023

Up-selling and cross-selling — most CPQ software allows you to easily tailor sales offers to your customers with a few clicks. You can manage the price of your products by region or customer profile. Automates the seller’s buying processes. Adjusts pricing based on specific criteria. CPQs provide value-based pricing.

E-commerce

Sales Hacker

JULY 8, 2020

When our founders built Compass, they said, “Okay, we’re going to build, again, a technology platform, a technology product that real estate agents can use to be more effective, more proactive, more efficient at helping people buy homes, sell homes, find their home.” That makes it a really cool challenge. Okay, great.

Real Estate

Hubspot

NOVEMBER 7, 2023

You can also identify specific regions or industries to sell into and benchmark your average sales cycle. For example, you can use workflows to ensure Deals are enhanced with information from associated Companies and Contacts and even Tickets (for cross-sells or upsells). Customer segmentation. Scaling a sales process.

CRM

PandaDoc

OCTOBER 3, 2023

Do you feel like your selling job is becoming harder and harder over time? As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. So hurry up and learn how to stop wasting your time on inefficient routines and redirect your efforts to selling!

Process

Sales Hacker

JANUARY 19, 2021

Best practices for asynchronous selling [15:38]. Guided selling with Revenue Grid allows you to guide reps step by step through every deal, reducing guesswork and increasing consistency, so your teams have the best odds with every opportunity in the pipeline. I’m not here to sell you anything, but I am here to share good ideas.

Cross-sell

SaaStr

JULY 29, 2022

So you’re really asking how do you get a business going, like selling to restaurants that not only is hard to penetrate but has a hardware component. I think it is possible to get some revenue-based financing here, for sure, both from SVB and others, and also new emerging vendors from Pipe and on, you can get some.

Price

SaaStr

AUGUST 7, 2020

And so, because we had done this before, we were able to very quickly do the fundraising, so we literally had like two meetings with each one of the investors and were able to close on the financing, so I don’t think that’s normal. You got third parties enter to do supply chain finance. Rob Bernshyten: Sure is, sure is.

Price