Hubspot

JUNE 8, 2021

There's the hustle to find leads, the hundreds of calls, and the high of delivering a flawless pitch. Similar to SDRs, inside sales reps roles are a great launch point for a sales career. If you imagine jet-setting to new locations to pitch prospective clients, an outside sales rep role could be the career for you. Image Source.

Commission 76

Commission Territory Finance Inside sales 76

SaaStr

DECEMBER 3, 2020

How does this change when selling to SMBs vs enterprise? * How does Sam think about the relationship between sales and marketing? Are marketing becoming the new sales team with their content being used more and more in the sales funnel? When is the right time to hire the first sales rep? Should you hire 2 at a time?

Sales 67

Sales Cross-sell Start-ups Growth 67

SaaStr

MAY 8, 2020

How have you seen the best engage with offering pilots, and what’s the structure of the pilots that you tend to advise when selling to enterprise? So, our company, Arthur, an explainable AI company, realized that the regulated industries they sell into also want their solution on prem, even during a pilot phase.

Cross-sell 68

Cross-sell Contract Start-ups Up-sell 68

Gong.io

JULY 21, 2021

That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. Once you’ve moved your org beyond ‘ What is revenue operations ”, they’ll know that it’s more than hosting a few cross-functional meetings. .

Growth 62

Growth GTM Cross-sell Pipeline 62

Highspot

JULY 18, 2023

Done well, it serves to align marketing departments around a single source of truth for marketing initiatives, planning, and messaging. Effective marketing enablement programs can help drive faster time to close, higher win rates, and increased revenue. This operational rigor is what good marketing enablement looks like.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Strategize Lead generation 52

Highspot

MAY 20, 2022

However, whereas sales plays are focused on telling reps what to know, say, show, and do, a sales kit narrows in on “what to know” and “what content to show” buyers – such as talking points, and email pitch templates. Sales motions are defined by your larger go-to-market strategy.

Territory 52

Territory X-functional Cross-sell Sales 52

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? I’m interested.

Pipeline 65

Pipeline Cross-sell Launch Start-ups 65

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

The Lost Book of Sales

JULY 12, 2021

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. Launching the invasion. In both cases, the reason we have separate markets is that the customers could not have referenced each other. A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

JULY 11, 2019

This is a 20-year-old market, and then how did you really get traction? What changed in technology, in the market, that a new entrant for a CEO that by the time I met you, knew the market cold? Let me tell you, the first pitch. But how could you penetrate this old, dated market with this brand new company?

Launch 104

Launch Technology Technology Up-sell 104

Sales Hacker

MARCH 10, 2020

This week on the Sales Hacker podcast, we speak with Nicole Wojno Smith , the VP of Marketing at Tackle.io. Nicole is the VP of Marketing at Tackle.io, a company that helps ISVs sell their software through the cloud marketplaces. This is our go-to-market strategy and about 99% of our deals are close to the marketplace.

Cross-sell 73

Cross-sell Objectives and Key Results Pitch Start-ups 73

SaaStr

FEBRUARY 7, 2020

Which was my first exposure to pitching and seeing how the venture community took on entrepreneurs and their thinking and the questions that they asked and the way in which the opportunities were evaluated and considered. But you said, “Invest in people, not pitches.” Karen Page: Yeah, the pitch is just one of it.

Strategize 67

Strategize Pitch Growth Networking 67

SaaStr

MAY 27, 2020

Maybe you want to launch a business. Well, in a booming market, executives are paid to innovate. Executives at companies are told, engage with startups, launch new initiatives, be first to market. Why aren’t you launching collaborative this or that? It all begins with an idea. FULL TRANSCRIPT BELOW.

Finance 75

Finance Government Price Contract 75

Sales Hacker

DECEMBER 8, 2017

Growth of Omni-Channel Sales Strategies & Social Selling. The Continued Emphasis on Alignment of Sales & Marketing. Ditch your pitch – Bring new ideas to the sales meeting, be creative and think on your toes. Amazon is your new competitor – They now sell everything and dominate every product category. .

Sales 97

Sales Cross-sell Up-sell Pipeline 97

SaaStr

AUGUST 20, 2020

As for Kyle, prior to Figma he spent over 5 years at Dropbox achieving some incredible milestones including launching and scaling the Austin, Texas office from 3 to 80 people and being responsible for growing Dropbox’s leading partner ecosystem. Before Figma, Kyle spent close to 3 years as an Account Executive at ADP.

Sales 75

Sales Price Quota Start-ups 75

SaaStr

JUNE 28, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. If ACV increase is a core focus for our startup, should we hire a sales rep solely selling to enterprise? Missed the session?

Price 45

Price Cross-sell Up-sell Start-ups 45

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 51

Cross-sell Up-sell Start-ups Engineering 51