SalesLoft

MARCH 31, 2022

Both the pandemic and full adoption of digital selling have rapidly improved the way that we are looking at workplaces and teams, how we communicate with customers, and ultimately how we sell. These changes are positive, but now sales leaders have new challenges that are keeping them up at night – myself included.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

Salesforce

SEPTEMBER 19, 2023

Often, CROs have risen up through a classically successful sales career, only to face an entirely new challenge: take over every revenue-generating function in the business to drive predictable growth. Level up your leadership What is a chief revenue officer? Trait 2: Data-obsessed CROs own the go-to-market strategy.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

Highspot

JANUARY 9, 2024

The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers. Each stage requires specific selling skills to satisfy prospect needs. B2B sales training equips sellers with skills, techniques, and tactics for selling products or services to other businesses. What is B2B Sales Training?

Technique 52

Technique B2B Cross-sell B2C 52

SalesLoft

AUGUST 23, 2019

, you know that SalesLoft’s self-declared sales nerd and podcast host, Jeremey Donovan asks every guest two questions: What is the first thing you remember selling? We have built up a pretty impressive book list from some of the most successful and influential sales leaders of all time. Crossing the Chasm by Geoffrey A.

Cross-sell 96

Cross-sell Niche Sales Quota 96

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

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. Speed up rep success.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Martech

MARCH 10, 2022

Traditional B2B demand gen models are becoming outdated as privacy regulations are more stringent and fewer people are willing to give up their personal information. Because of this it’s essential to have an Account-based marketing (ABM) strategy. Meet pipeline objectives and key results (OKRs) for ABM campaigns.

E-commerce 105

E-commerce Growth Cross-sell Objectives and Key Results 105

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

The Lost Book of Sales

AUGUST 15, 2021

You’ve probably signed up for this newsletter thanks to my post called Age of distractions , which seems to have gone “viral” after I shared it with the great audience on Hacker News. 🌪 Book summary #1 (long): Crossing the Chasm by Geoffrey Moore Outtake: -> What is the “Chasm”?

Cross-sell 98

Cross-sell Gambling GTM Territory 98

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. If you’re watching this on demand, thanks very much for catching up with us. Why don’t we go up to the cottage for a weekend?”

Pipeline 116

Pipeline Sales Up-sell Cross-sell 116

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. If your organization isn’t taking advantage of automated activity capture, you, along with every report that relies on the data within your CRM, are set up to fail. . Win Rate by Meeting Number.

Contract 62

Contract Territory Cross-sell Pipeline 62

criteria for success

MARCH 25, 2020

And no matter where you are or what your organization sells, you’ve likely seen an impact on your business. Or, your supply chain is drying up and you are facing production or delivery delays. We’re all in this situation together, and as leaders, it’s up to us to support our teams in uncertain times. Selling Through Uncertainty.

Cross-sell 66

Cross-sell Sales Up-sell Meeting 66

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Many of them will get gobbled up by the large platforms. AI is likely the next platform, dev tools are strategic given the scarcity of developers, cybersecurity is front and center for enterprises, and the data stack is still going strong. That’s too tactical.

GTM 88

GTM Cross-sell Niche Strategize 88

SaaStr

MAY 27, 2023

Next up was Jason Cohen, founder of $100m+ WP Engine. So, whether you’re hiring or you’re selling or you’re running a leadership meeting, a lot of the time you’re banking on your natural skills and experience to get you to a good result so you can move on to the next thing. Now Andy Byrne, CEO at Clari, adds his learnings!

Gaming 71

Gaming Trust Cross-sell Closing 71

Highspot

JUNE 11, 2020

Cross-functional input into go-to-market strategies. Seamless handoff between marketing-generated leads and sales. Through these actions, marketing supports sales by ensuring that buyers are educated, interested, and engaged — and more likely to start, or continue, doing business with you. Market dynamics.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

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. Sales ops frees up bandwidth for sellers to then use these resources to improve their performance. Planning and strategizing go-to-market plans.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

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. Image Source. Regional Sales Manager.

Commission 77

Commission Territory Finance Inside sales 77

Sales Hacker

APRIL 1, 2021

If you’re an OEM or selling physical products, this one’s for you (sorry, SaaS folks). As the world is starting to reopen, there is likely room for your products in new markets, if you understand the complexities and risks. Can You Meet Regulatory Opportunities and Advantages? Can Your Expansion Be Simplified?

E-commerce 67

E-commerce Territory Transportation B2C 67

SalesLoft

OCTOBER 21, 2016

The acceleration time of those teams’ ROI is rapidly rising, and of those teams executing account-based strategies, half are already meeting/exceeding key revenue metrics. So what’s the hold up? High value accounts that meet a CLTV target based on number of employees. Cross-functional orchestration.

Cross-sell 52

Cross-sell GTM Referrals Contract 52

Highspot

SEPTEMBER 28, 2021

Go-to-market teams work in silos, rarely communicate. Go-to-market teams collaborate continuously to drive outcomes. Static relationship with market, slow to adapt. Nimbly adapts to shifts in market. Your sales acceleration strategy should touch all aspects of your go-to-market approach.

Sales 52

Sales Cross-sell Growth Technique 52

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

Highspot

DECEMBER 18, 2019

The sales kickoff, or SKO, is your go-to-market team’s annual strategy meeting. Done right, a great SKO provides cross-team visibility into major business initiatives for the coming year, motivates the team, and creates momentum. Mixing in fun will keep your teams refreshed and ready to return to selling renewed.

Cross-sell 52

Cross-sell Presentation Follow-up Drivers/motivators 52

Sales Hacker

SEPTEMBER 10, 2018

Hunters” typically have salaries tied to revenue; “farmers” usually get compensated based on renewal percentages; “prospectors” might receive pay for setting up qualified meetings. As you can imagine, that’s a tough sell, especially when you’re at a startup or entering new markets. Not sure where to look?

Quota 84

Quota Represent Cross-sell Drivers/motivators 84

Highspot

NOVEMBER 1, 2022

Using the tested tips below, you can assess your approach to sales — and ensure your team is set up for success. That’s because certain sales models are better suited to certain types of businesses, selling motions, or solutions. A number of factors can affect whether or not your sales team can close deals.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

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

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 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

SalesLoft

JUNE 26, 2020

Lindsay: When COVID-19 hit in late February, Limeade created a five-person cross-departmental team across sales, marketing, and customers. We met three times per week to align on our go-to-market strategy. . SalesLoft: How did the marketing and revenue teams come together to focus on brand awareness?

A/B testing 52

A/B testing Teamwork Cross-sell Finance 52

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

Highspot

MARCH 30, 2021

Using the tested tips below, you can assess your approach to sales – and ensure your team is set up for success. 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. What makes a successful sales team.

Objectives and Key Results 69

Objectives and Key Results Assembly Line Cross-sell Sales 69

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. Kick Off Call & Focused Virtual Meetings – SAVO has a kick off call to consult with the client’s core team.

Gaming 55

Gaming Strategize Government Cross-sell 55

Gong.io

SEPTEMBER 14, 2022

Hence, every business that wants to grow needs direction in the form of a go-to-market strategy. . A go-to-market strategy framework is a blueprint for growth. It’s a living document that keeps your teams focused and aligned and helps you meet your goals. . What is a go-to-market strategy?

Go To Market 62

Go To Market GTM Launch Promote 62

Sales Hacker

JUNE 14, 2021

An e-commerce tech firm learned that there should not be a hand-off between sales and marketing once selling conversations begin. Our client’s software that was designed specifically to integrate with SAP’s ERP does not have the capability at this time to meet the needs of “rental” businesses.

GTM 81

GTM E-commerce B2B Profit margin 81

Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Pointclear

OCTOBER 1, 2015

There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it? Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before?

Lead generation 95

Lead generation Cross-sell B2B Technique 95

SalesLoft

JANUARY 19, 2017

At this time I was tasked with developing & executing sales account strategy and managing the training of all go-to-market teams. Reps have a tendency to make excuses for the prospects they spend time trying to convert and less time being highly exclusive with whom to sell to. 3) Adopt a top-down and bottom-up approach.

Cross-sell 52

Cross-sell Sales Contract Prospecting 52

Sales Hacker

AUGUST 23, 2018

You might optimize your prices and meet compliance regulations or you might have the best sales tools at your disposal. And no matter how much it’s drummed up about, I don’t believe there are any shortcuts to accelerating your sales funnel. Trying to sell to everyone and anyone is tempting, but it’s a fool’s errand.

B2B 56

B2B Cross-sell Negotiate Pitch 56