Highspot

JUNE 11, 2020

Distributed workforces, fluctuating market dynamics, and office politics can make working in lockstep difficult. Regardless of the root cause, overcoming sales and marketing misalignment is necessary to securing long-term success. What does marketing do for sales? What does sales do for marketing? What is smarketing?

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

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 Makes a Sales Team Successful. 15 Ways to Increase Sales Performance.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

Highspot

DECEMBER 19, 2023

Facilitate Better Sales and Marketing Alignment By incorporating marketing initiatives into sales strategies, the playbook ensures that both teams work towards common goals with consistent messaging and resources. This results in a more powerful go-to market strategy.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

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. Successful sales teams result from a company-wide commitment to ensuring reps have everything they need to do their jobs effectively.

Objectives and Key Results 69

Objectives and Key Results Assembly Line Cross-sell Sales 69

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. In both cases, the reason we have separate markets is that the customers could not have referenced each other. What is the "Chasm"? A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status.

Sell 79

Sell Minimum Viable Product Objectives and Key Results Cross-sell 79

Hubspot

SEPTEMBER 12, 2018

But what is a sales pipeline and why is it so instrumental to selling success? Certain prospects may even skip stages in your pipeline -- for example, if a buyer proactively introduces you to the budget authority before you’ve asked, you’d move the deal straight from “initial connect” to “meeting with decision maker.”.

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

Sales Hacker

APRIL 16, 2018

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. Sam Jacobs : Let’s keep going through your background. What happened next?

Territory 41

Territory Cross-sell Up-sell Objection handling 41

SaaStr

JULY 15, 2020

The second way to go is typically, when you do your discounted cashflow for those of you who went to business school or something, you’re basic applying it, the key variables, actually your discount rate and with the effective interest rates being so low, your discount rate is basically negligible. That’s one thesis.

X-functional 60

X-functional E-commerce Growth Retail 60

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

InsightSquared

JULY 1, 2021

Revenue operations is a methodology that drives cross-functional collaboration in order to close gaps in the customer experience and maximize revenue for the business. It aligns the organization by combining the functions of sales, marketing, and customer success into a single team that drives strategy based on revenue impact. .

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

PandaDoc

MAY 13, 2024

First, you must ensure that teams are properly equipped to meet these goals. Key takeaways Sales enablement equips sales and marketing teams with everything they need to succeed. Enablement means providing continuous support and adapting your approach to meet the needs of your employees. It must be up to date.

Objectives and Key Results 52

Objectives and Key Results Legal Cross-sell Sales 52

SalesLoft

DECEMBER 19, 2023

That lets them meet buyers where they are, from creation to close, so they can meet and beat quota. And that’s just the sell side. Tracking down information could involve emailing or Slacking five different people, crossing your fingers that they get back to you before your next touchpoint with the customer.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Sales Hacker

OCTOBER 2, 2020

No, that’s not the setup for some obscure go-to-market joke. A Sales Engagement platform is a technology platform that brings sales (and often customer success) activities under a single roof, allowing sales professionals to efficiently and effectively focus on selling. Is Sales Engagement Always the Right Fit?

Objectives and Key Results 133

Objectives and Key Results Cross-sell Sales Technology 133

InsightSquared

FEBRUARY 4, 2021

According to Gartner , “poor quality data weakens an organization’s competitive standing and undermines critical business objectives.” Not to know how long it takes to get the decision maker engaged in a meeting. If the concept is new to you, Activity Capture is the automated capture of key activities related to each and every deal.

Objectives and Key Results 62

Objectives and Key Results Cross-sell CRM Sales 62

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

Highspot

JUNE 6, 2023

And from an efficiency perspective, it’s all about how sellers apply their talent, tools, resources, and processes without putting in endless hours to meet targets and sales quotas. This decreases employee churn, and results in less time and resources spent on sales onboarding.

Closing 52

Closing Product Objectives and Key Results Quota 52

Highspot

MAY 20, 2022

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. As reps begin to sell the product, they can access the sales play to understand which actions they should take and why.

Territory 52

Territory X-functional Cross-sell Sales 52

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 1, 2019

How does Amanda think the go-to-market has to change with every stage of development? What can be done to ensure seamless cross-functional communication across the org? And now here I am at Figma, in charge of all go-to-market, which is super exciting for me. What are the challenges with this? *

Customers 42

Customers Price Cross-sell Start-ups 42