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. Maybe you’re launching a new product, selling into a new industry, or tweaking the sales process. SKOs are all about: Camaraderie. Collaboration.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

Hubspot

JUNE 8, 2021

In an increasingly digital world, inside salespeople are the go-to for prospecting, nurturing, and converting leads remotely. They rely on email, phone calls, videos, and virtual meetings—instead of face-to-face interaction—to build relationships and move people through the sales funnel. Regional Sales Manager. Image Source.

Commission 76

Commission Territory Finance Inside sales 76

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. Org Building Ideas for Cross-Border Companies. For application, it’s more demand gen followed by brand marketing. Silicon Valley has a deep talent bench.

GTM 85

GTM Cross-sell Niche Strategize 85

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Growth forecasts of sales territories. Planning and strategizing go-to-market plans. Automating any possible selling or non-selling tasks.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Highspot

JUNE 11, 2020

Cross-functional input into go-to-market strategies. Seamless handoff between marketing-generated leads and sales. Managing pipeline, territory planning, and forecasting. What Does Sales Do for Marketing? Sales’ responsibility is, of course, to sell. Managing the customer experience.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Highspot

OCTOBER 23, 2023

Nearly 30,000 new products are released into the market every year. There are several underlying causes behind this, from lack of preparation to failure to meet the needs of customers. It starts with strategic actions, teamwork, and market understanding. However, 95% of those products tend to fail.

Launch 59

Launch Negotiate Product GTM 59

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. What happened next?

Territory 41

Territory Cross-sell Up-sell Objection handling 41

SaaStr

NOVEMBER 16, 2020

How does Andy structure the pipeline meetings? How are the meetings structured? Where do many people go wrong in pipeline meetings? So I have marketing time every week and things like that. But I have my CMO, for example, bring maybe the team that’s working on our web redesign to that meeting.

Pipeline 78

Pipeline Territory Price Product 78

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

SaaStr

SEPTEMBER 26, 2019

So it really focused our efforts on selling larger deals and go after the enterprise space. When you sign up for hypergrowth especially, you have to go after the US. When I started, our very first target country territory was the US, even though we didn’t have an office. You’re crossing the chasm.

Territory 54

Territory Cross-sell Sales Cold Call 54

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

SaaStr

NOVEMBER 28, 2019

For Collibra, a cross-organizational data governance platform, the company went from slow growth to hypergrowth. Teddie : I guess you were also selling into sectors and verticals that had been used to buying software as the last license and maybe a little bit slower. I was the only one going to board meetings.

Growth 70

Growth Territory Government Engineering 70

SaaStr

JUNE 27, 2019

Fast forward to today, we’ve crossed the $400 million revenue mark. We announced tomorrow, but we’ve crossed that line and now we’re at about 55% of our revenues coming from the enterprise. So we’ve gone through a pretty massive transformation as we’ve taken on the enterprise market.

Cross-sell 69

Cross-sell Technology Technology Pitch 69

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. This will lead to uneven results: some reps may find their own way to sell the new product; others will struggle and fail to meet quota.

Territory 52

Territory X-functional Cross-sell Sales 52

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something. People are buying and selling houses.

X-functional 60

X-functional E-commerce Growth Retail 60

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

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Unified data problems. This results in dozens of bottlenecks.

Finance 103

Finance GTM Cross-sell SQL 103

Openview

NOVEMBER 20, 2017

Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing. Often, it’s not until the end of the process that companies ask a candidate to demonstrate their ability to sell something. Do the screen and then jump right into the role play.

Territory 72

Territory Healthcare Sales Retail 72

SaaStr

JULY 8, 2020

And when we were ready to take those to market and to actually put the fire behind them for go-to-market marketing, sales, all of that good stuff, that’s when we spun them out and started to look at raising funds. We were not spending a ton of money on marketing. Neha Sampat: I go through phases.

Non-Profits 81

Non-Profits Teamwork Start-ups Engineering 81

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

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

SaaStr

AUGUST 27, 2019

I think that we would probably all agree that there is no one more motivated than the founder in the founder led sales stage to get sales, cross the line, and when it comes to comp design, there’s really no big comp design to be had if the founder’s the one closing the deals. But also what is my go to market motion?

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Revenue by territory. Revenue by market. Number of meetings set.

X-functional 94

X-functional Quota Cross-sell Contract 94

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

Heinz Marketing

MARCH 25, 2020

But even if your company failed to meet its revenue goals last year, you’re not alone—. Our research found that 80% of companies failed to exceed revenue goals in 2019 and 38% of companies didn’t meet at least 90% of their goals. A severe lack of cross-functional coordination. Growing disagreement over target accounts.

Growth 65

Growth Cross-sell Territory Engineering 65

Sales Hacker

JULY 16, 2020

RELATED: Moving to Enterprise Sales (Part 2): 5 Go-to-Market Prerequisites You Need to Succeed. But three things have changed: There are new sets of tools such as partner ecosystem platforms that automate the co-selling and cross-selling process. Shaking the Partner Money Tree.

Pipeline 98

Pipeline E-commerce Cross-sell Referrals 98

Sales Hacker

FEBRUARY 7, 2018

In-person meetings are no longer required. . An increase in Market Size – Every seller now operates in a global marketplace with 10x more buyers, and buyers more accustomed to buying from remote providers. EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative.

Growth 89

Growth GTM SQL Strategic partnership 89

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. How does this move impact the relationship between sales and marketing? How should compensation plans be altered with the move? It was really an incredible experience.

Contract 66

Contract Sports Cross-sell Start-ups 66

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

MAY 27, 2020

If you have an amazing product that truly is differentiated IP, that solves real problems, it’s much harder for all the posers to raise their poser money and go to market and make it harder for you to charge for your product or service. As one of my mentors used to say, in a strong market, even turkeys can fly.

Finance 77

Finance Government Price Contract 77

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. So maybe it was a crummy time to sell as they were coming up on 20 million US dollars in revenue. Jason Lemkin: Well, look.

Price 85

Price Product Start-ups Niche 85

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

SaaStr

AUGUST 19, 2020

We shut down something called the Evernote market which was selling physical goods, sunset some nice products like Evernote food which had nice followings, but I felt were distracting from the larger priorities. So if you haven’t experimented with an ROI calculator in your go-to-market motion, I’d highly encourage it.

E-commerce 100

E-commerce Price Start-ups Growth 100