Miller Heiman Group

JANUARY 9, 2020

To sustain transformation efforts, we set up several formal processes. 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.

Cross-sell 63

Cross-sell Sales Territory Legal 63

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 78

Cross-sell Finance Strategize Technology 78

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 52

Process Objectives and Key Results X-functional Sales 52

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. This also includes identifying customers who have signed up for a trial of your product, but haven’t begun using it. 8 Pipeline Management.

Objectives and Key Results 64

Objectives and Key Results Click Through Rate CTR Cross-sell 64

Partners in Excellence

AUGUST 14, 2015

In spite of that, I always made my number… Well, I’ve got to be honest, I had lots of ups and downs. I learned the importance of putting together a plan, whether it was for my account, territory, or for the year. Finance looks at cash needs based on our revenue/profitability projections.

Territory 90

Territory Cross-sell Manufacturing Finance 90

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. 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.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

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 93

Launch Manufacturing Cross-sell Finance 93

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. Table of Contents.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Partners in Excellence

OCTOBER 29, 2015

Financial services includes commercial banks, investment companies, insurance, hedge funds, credit card, financing and a number of other segments. ” Or we may focus on regions/geographies (though that is becoming less of a factor for many). But any of these are huge. Each of which are very different.

Manufacturing 91

Manufacturing Cross-sell Territory Finance 91

Sales Hacker

DECEMBER 12, 2017

The challenge is setting something up that incentivizes the right thing and is also defensible. of the company should be the sum of their parts (organic + sales + account management + marketing), and everything should add up. There are two ways to do this: top down or bottom up. are usually not. Step 2: Set Metrics.

Non-Profits 82

Non-Profits Quota Sales Start-ups 82

Sales Hacker

APRIL 21, 2021

On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. Traditionally businesses roll up their operations teams under the organization that they serve, resulting in siloed processes, software systems, and often, conflicting goals. RevOps is the biggest competitive advantage for early adopters.

Finance 103

Finance GTM Cross-sell SQL 103

Hubspot

JANUARY 14, 2015

Many of them were once sitting in a rickety folding chair on the lawn of their alma mater, wearing an itchy cap and gown, and wondering what on earth they were going to do when they grew up. I was a Sales Planner, which entailed trafficking and reporting on ad campaigns including banners, emails, and pop-ups (remember those?).

Healthcare 72

Healthcare Hospitality Finance Consult 72

SaaStr

AUGUST 12, 2020

David Sacks, General Partner at Craft Ventures joins the New New in Ventures to discuss The Cadence and how to structure around it while building a start-up. We went from zero to 56 million in sales in under four years, and that resulted in a unicorn, we ended up selling the company to Microsoft in 2012 for 1.2 billion dollars.

Finance 110

Finance X-functional Launch Objectives and Key Results 110

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 96

Cross-sell Contract Price Finance 96

SaaStr

JULY 15, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in any way, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks a ball is up to.

X-functional 60

X-functional E-commerce Growth Retail 60

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 74

Finance Launch Objectives and Key Results Cross-sell 74

Martech

NOVEMBER 15, 2021

When I started as an industry analyst 20 years ago covering the web content and experience management (WCM) market, I marveled at the plethora and diversity of vendor start-ups. Note that sometimes the same vendor will try to sell alternative products for multiple tiers. No roll-ups. IBM famously exited in 2018 and 2019.

Technology 108

Technology Technology Cross-sell Territory 108

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 126

Pipeline Cross-sell CRM Sales 126

SaaStr

AUGUST 16, 2019

In Today’s Episode We Discuss: * How Justin made his way into the world of Sales and came to be one of the industry’s leading scale up Sales leaders with PatientPop and ZocDoc. * Ended up managing five states and then my last year there, spent time reporting directly to Cyrus working on some special projects.

Drivers/motivators 55

Drivers/motivators Start-ups Growth Territory 55

PandaDoc

JUNE 1, 2023

This leads to countless hours spent determining current product availability, up-to-date product pricing, or waiting for contract approval — and sometimes all three — when that time would be better spent fine-tuning their proposals and landing more deals. You can manage the price of your products by region or customer profile.

E-commerce 52

E-commerce Profit margin Legal Price 52

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 52

Territory Contract Cross-sell Drivers/motivators 52

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. 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. Anything less is failure.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

AUGUST 7, 2020

We’ve invested in over 300 companies at Salesforce Ventures and have partnered with both of you closely and it’s been amazing to see this story up close and personal over the years. There’s amazing highs, but there’s low lows, too, and you have to do everything. Trisha Price: Yes.

Price 59

Price Retail X-functional Healthcare 59

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 54

Cross-sell Territory Growth Up-sell 54

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. We carve ourselves up into many teams when we attach ourselves to a client. They also lose potentially up to 50% of their compensation. How did you come up with that number? We can cross-sell.

Cross-sell 76

Cross-sell Clients Growth Up-sell 76

SaaStr

NOVEMBER 4, 2022

Whether raising your next round or aiming for an exit as your next financing event, plan your revenue ahead with realistic multiples and build an efficient business. Burn management is essentially solving for the next financing event for your company. Partnering to sell to SMBs while you’re an expert in selling to enterprises.

Growth 16

Growth GTM Non-Profits Cross-sell 16

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 63

Cross-sell Up-sell Objectives and Key Results Start-ups 63

SaaStr

MARCH 12, 2019

With the scaling of departments and teams, what has Erica seen work really well when it comes to making cross-functional teams communicate really well? Harry Stebbings: You already kind of touched on the rise of bottoms up sales and kind of that evolution that we’ve seen. We talk a lot about the bottoms up and the top down.

Contract 66

Contract Sports Cross-sell Start-ups 66

SaaStr

MAY 27, 2020

We woke up February 2020 with a shock to the system and no idea what it would mean for our business. That’s the week that the CARES Act was signed into law and created some market stability that drove the Dow Jones back up. So we’ll know tomorrow, the extent to which that goes up. Why is financing hard right now?

Finance 77

Finance Government Price Contract 77

SaaStr

MARCH 27, 2020

The pace at which Corona is impacting us all right now is so fast, it’s hard to keep up. And, now I’m in self isolation, I’m getting up some weird and wonderful stuff on Instagram, so do check it out at HStebbings1996 with two Bs. But, it was certainly months of anxiety leading up to and after the bankruptcy.

Start-ups 81

Start-ups Closing Prospecting Customers 81

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.

Real Estate 114

Real Estate Strategize Launch Commission 114

SaaStr

JULY 29, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. If we want to queue up the conversation, we did a blog post on SaaStr last week, about how everyone from Salesloft, to Zendesk, to Salesforce, Workday said they’re really seeing no slow down. Jason Lemkin: Okay. Times are good.

Price 85

Price Product Start-ups Niche 85

Hubspot

NOVEMBER 7, 2023

You can also identify specific regions or industries to sell into and benchmark your average sales cycle. Set up the essential reports. Kasim recommends that users don’t set up their own CRM and instead use a partner. He warns that those who set up their own CRM regretted it later. Set up lead scoring.

CRM 74

CRM Contact Contract Objectives and Key Results 74

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. Offers a highly configurable platform that sets users up for success and adapts as their business needs evolve. Product overview.

E-commerce 117

E-commerce B2C Manufacturing CRM 117

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 59

Sell Cross-sell Territory CRM 59

SaaStr

JULY 19, 2019

In Today’s Episode We Discuss: * How did Peter make his way into the world of enterprise SaaS with the founding and selling of 6 companies and how did InCountry come about? When is the right time to sell a startup? Harry Stebbings: And then what was the founding moment with InCountry after the bad habit of selling companies?

Cross-sell 52

Cross-sell Up-sell Start-ups Engineering 52

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 52

Commission Finance Legal Quota 52