Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Upskill and cross-train your teams. A resilient sales org can nimbly respond to market changes whenever they arise.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Salesforce

NOVEMBER 7, 2023

Team selling is more important than ever, and sales kickoffs help us sell faster and smarter when we learn more about each other’s working styles. Presentations At sales kickoffs, you’re usually launching something new. Use the sales kickoff to discuss product announcements that will help your sellers go to market.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

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

ConversionXL

NOVEMBER 4, 2021

Product marketers work to understand the market and what motivates customers. They choose the market segments to target. They design an effective go-to-market plan along with the required positioning and messaging. They determine what attributes the product needs to win against the competition.

Product 127

Product E-commerce Strategize B2B 127

Highspot

DECEMBER 19, 2023

Its benefits contribute to more aligned sales processes and reps that excel in their roles: 1. Streamline the Sales Process The sales development playbook provides a clear roadmap for handling leads, reducing guesswork, and ensuring consistency. 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. What Factors Affect Sales Performance. Refresh your sales strategy.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

Highspot

JUNE 11, 2020

Marketing would own the top of the funnel and sales would own the bottom. Once a lead was ready for sales, it could be handed off and, in many cases, would never hear from marketing again. This linear process is no longer possible in today’s world. Core Marketing Responsibilities. What Does Marketing Do for Sales?

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Sales Hacker

APRIL 21, 2021

In essence, RevOps is a hybrid job function that combines components of sales, marketing, and customer success roles all wrapped into one, with a goal of helping to eliminate silos that are naturally weaved into the sales process. Focus on process and project management. Why is RevOps generating so much buzz? Garrio Harrison ).

Finance 100

Finance GTM Cross-sell SQL 100

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. It also means switching the focus from the sales process to the buyer’s journey: It’s not about you , it’s about them. Make sense?

Growth 62

Growth GTM Cross-sell Pipeline 62

Highspot

MARCH 30, 2021

Sales performance is affected by your enablement efforts, such as sales training or content management; your customer experience; your cross-functional alignment; and your company culture. That’s because certain sales models are better suited to certain types of businesses, selling motions, or solutions. Make decisions with data.

Objectives and Key Results 69

Objectives and Key Results Assembly Line Cross-sell Sales 69

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

Highspot

MAY 20, 2022

Each of these terms refers to a method of guiding sales reps through the sales process. No matter how your strategy changes – whether that’s selling something new, deploying a new methodology, or entering a new region – sales playbooks ensure that reps know what to do, and how to do it effectively. Align your go-to-market teams.

Territory 52

Territory X-functional Cross-sell Sales 52

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

SalesLoft

JUNE 3, 2019

This week we are very excited to announce the launch of Hey Sale speople , a podcast hosted by the one-and-only Jeremy Donovan, SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd. How does like-ability matter in the sales process? And for those aspirin people he articulated a way to go to market, that was very simplistic.

Conversion 81

Conversion Real Estate Cross-sell Niche 81

Sales Hacker

FEBRUARY 7, 2018

Growth hacking is a process of taking shortcuts. HIT THE LAUNCH WINDOW. How do you know when you are in a launch window? Tell tale signs of being in the launch window. EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative. How the numbers add up.

Growth 87

Growth GTM SQL Strategic partnership 87

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. The key is to know exactly who you are targeting, and then go all in to impress that potential buyer. Inside sales are effective for: Companies with mid-market enterprise customers.

Inside sales 108

Inside sales Cold Call Contract Price 108

SBI

MARCH 8, 2018

SAVO enables: Sales Transformation – We accelerate large sales transformations like M&A, changing sales coverage, or implementing a new sales methodology like Challenger to get sellers back to selling quickly. Nancy: What are the top 5 things your solution allows salespeople to do better, or faster than they can today? Diagram #1).

Gaming 55

Gaming Strategize Government Cross-sell 55

Heinz Marketing

AUGUST 30, 2021

This week’s show is called “ The Evolution of Successful Social Selling ” and our guest is Jamie Shanks , CEO @ Sales for Life and Pipeline Signals. Sort of when lots of people say that they were the godfather of social selling, you were there at the start. I’m giving you that credit. Matt: Yeah.

Pipeline 117

Pipeline Sales Up-sell Cross-sell 117

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. Early days in marketing [7:48]. What the first marketer should do [12:49].

Cross-sell 73

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

Sales Hacker

MARCH 2, 2021

Outreach has been a longtime sponsor of this podcast and they just launched a new way to learn. Everything is backed up by data pulled from Outreach processes and their customer base. onoutreach to see what they have going on. Before we get there, we want to thank our sponsor. Head to outreach.io/onoutreach

Referrals 59

Referrals Contract Cross-sell Sales 59

Hubspot

JUNE 8, 2021

This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. Similar to SDRs, inside sales reps roles are a great launch point for a sales career. Nearly half of their time is spent selling remotely (i.e. Image Source. using Zoom, Skype, email, and CRM).

Commission 77

Commission Territory Finance Inside sales 77

SaaStr

OCTOBER 22, 2020

Why was joining Okta the most challenging interview process he has experienced? When do they align and when do they separate? * What should the first marketing hire look like? Why does Ryan believe you should hire two in marketing to start? How does Ryan think about measuring success when it comes to product marketing?

Pipeline 69

Pipeline Cross-sell Launch Start-ups 69

SBI

FEBRUARY 25, 2020

Your company: is launching a new product/service offering. Beta or early-adopter customers logically represent the tip of the arrow of your go-to-market efforts, but only if that’s been planned. acquired a company and wants to ramp up cross-sell opportunities. has identified a new segment ripe for growth.

Customers 49

Customers Strategize Cross-sell B2B 49

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

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? I mean, you look around, process is broken, communication is broken.

Sales 71

Sales Cross-sell Start-ups Growth 71

SBI

APRIL 29, 2020

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. And they crop up a lot down the line during ownership – so they impact cross-sell/up-sell a lot as well. Likewise, if a large initiative was launched before the current issues broke, its priority level may now have changed.

Cross-sell 48

Cross-sell Teamwork Clients Up-sell 48

SaaStr

MARCH 19, 2019

Then on the go to market side just over 40% of new ARR comes indirectly around the world through partners. I’m happy to talk about both of those as we go through this session. I run platform marketing at Slack. Ceci Stallsmith : Awesome. Ceci Stallsmith : Awesome. I’m Ceci Stallsmith. Ceci Stallsmith : Yeah.

Engineering 49

Engineering Launch Contract Start-ups 49

Sales Hacker

DECEMBER 8, 2017

Growth of Omni-Channel Sales Strategies & Social Selling. The Continued Emphasis on Alignment of Sales & Marketing. Amazon is your new competitor – They now sell everything and dominate every product category. – Jeffrey Gitomer , Best-Selling Author, The Little Red Book of Selling.

Sales 96

Sales Cross-sell Up-sell Pipeline 96

Sales Hacker

SEPTEMBER 21, 2020

In some ways, it’s kind of like selling deals — you have playbooks and guides on how to win, but at each step of a deal, you have to ask the right questions and pick a next move that’s specific to that deal. It’s basically some defined section of your Go-to-Market — it could be owning a specific geography, a market segment (e.g.,

Growth 72

Growth Start-ups Drivers/motivators Promote 72

SaaStr

AUGUST 12, 2020

How does one instill process and discipline without losing agility and speed? 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. How does Lara advise founders on when to hire their Chief Customer Officer? *

Customers 71

Customers Strategize Start-ups Growth 71

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

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. At what stage does culture and process really start to break? * What worked?

Sales 79

Sales Price Quota Start-ups 79

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 47

Price Cross-sell Up-sell Start-ups 47

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 72

Cross-sell Contract Start-ups Up-sell 72

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 54

Cross-sell Up-sell Start-ups Engineering 54

SaaStr

FEBRUARY 7, 2020

Or how the customer service team is going to deal with companies that aren’t renewing as planned? You know, we want to understand the thinking, the thought process of these teams. Karen Page: I think part of it is understanding the formulaic approach to go to market. What’s working for you?

Strategize 71

Strategize Pitch Growth Networking 71

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? Will that speed up the investment process?

Finance 79

Finance Government Price Contract 79