Force Management

MARCH 28, 2024

Top-performing organizations have go-to-market teams that successfully navigate buying committees of multiple stakeholders, as well as the parties who influence them, to sell deals at a high value. Your opportunities, especially at the enterprise level, are rarely ever sold to a single decision-maker.

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GTM Cross-sell Go To Market Sell 126

Sales Hacker

MARCH 8, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. Sales tactics like cold calls often have a low conversion rate.

GTM 95

GTM Growth Referrals Cross-sell 95

Heinz Marketing

OCTOBER 4, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Welcome everyone to another exciting episode of Sales Pipeline Radio.

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Pipeline Go To Market Cross-sell Sales 117

Partners in Excellence

MARCH 26, 2024

It’s a solution that addresses the way buying is changing, integrating digital and personal selling. But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully.

Sell 100

Sell Cross-sell Finance B2C 100

Highspot

MAY 9, 2023

How Leveraging AI Improves Sales Processes For marketing, sales enablement, and sales teams, the potential of AI is vast. Amidst a backdrop of hybrid work, economic uncertainty, reduced budgets, and boards that are asking companies to do more with less, leaders are dialed in on increasing sales productivity.

Cross-sell 98

Cross-sell Strategize Sales Entertainment 98

Veloxy

MAY 3, 2022

As you already know, there are actual sales resources , and then there are promotional tools disguised as sales resources. If you Google sales resources, you’ll be inundated with a wide variety of helpful content and content that will quickly become cold calls and emails. Sandler Sales. Sales Calculators.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Highspot

MAY 3, 2024

Imagine that only 28% of your sales reps expect to hit quota. As a sales leader, you’d probably scoff at this. But according to Salesforce, this is the reality for many businesses, and the pressure to hit revenue targets has companies looking to improve sales processes to boost performance. What is Revenue Enablement?

Cross-sell 93

Cross-sell GTM Technology Technology 93

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

Technique 52

Technique B2B Cross-sell Negotiate 52

SalesLoft

MARCH 31, 2022

The sales industry is advancing more quickly than ever before. . 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. Henrique Moniz de Aragao , VP of Sales at Ultimate.ai.

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Objectives and Key Results Cross-sell Objection handling Sales 105

Salesforce

JULY 28, 2022

Fortunately, sales leaders can work to avoid these hardships by acting now. To ensure your company is recession ready, develop a game plan for your sales organization that focuses on investments in tools, training, and effective sales tactics. Upskill and cross-train your teams. Speed up rep success.

Cross-sell 98

Cross-sell GTM Quota Contract 98

SalesLoft

AUGUST 23, 2019

Have you ever wondered what top sales leaders are reading? Have you ever wondered what their #1 sales book recommendation for success is? What is your favorite sales book of all time and why? We have built up a pretty impressive book list from some of the most successful and influential sales leaders of all time.

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Cross-sell Niche Sales Quota 96

Highspot

JULY 18, 2023

But what is familiar to some may be a mystery to others – what exactly is marketing enablement, and how do you do it well? Let’s dive into all these details, including how you can leverage marketing expertise to support sales and significantly impact business growth. What is Marketing Enablement?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Strategize Lead generation 52

Heinz Marketing

JUNE 21, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Understanding and aligning with the sales team also.

Pipeline 85

Pipeline Start-ups Go To Market Education 85

Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. What I mean by MQLs is Marketing Qualified Leads. Staying quiet on go-to-market topics isn’t exactly my style – so let’s get into it. Driving pipeline for sales (SLG). who am I kidding?

GTM 93

GTM Pipeline SQL UX 93

Martech

DECEMBER 26, 2023

Channel partner marketing means efforts to recruit and support third-party partners to expand a vendor’s market access. Traditional support methods include training, data-sharing, co-marketing campaigns, rebates, MDF (market development funds), and sales enablement, like content, events and sales playbooks.

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B2B Cross-sell Hospitality GTM 106

SaaStr

MARCH 22, 2023

Your Commercial Market Will Define You Throughout Lenta’s experiences with these three journeys, he’s learned some key lessons for those looking to do similar. The commercial market you choose to build and offer your customers defines you, yes. Instead of selling products, they were selling aspirational concepts and business value.

Growth 75

Growth Cross-sell GTM Up-sell 75

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

PandaDoc

MAY 13, 2024

Want to increase sales and boost your bottom line? This article will focus on the sales enablement process, what it means for your organization, and how you can benefit from the approach. Key takeaways Sales enablement equips sales and marketing teams with everything they need to succeed. What is sales enablement?

Objectives and Key Results 52

Objectives and Key Results Legal Cross-sell Sales 52

Highspot

MAY 30, 2024

Ever feel like your sales team is working twice as hard but not seeing the results your business is aiming for? Whether it’s sales and marketing not syncing up, using outdated tools, or outdated processes, these problems can slow progress. This lets you customize your sales approach for each customer segment.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair. Sales Enablement is about to become your priority (if it isn’t already).

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Quota Sales Strategize Objection handling 164

Salesforce

NOVEMBER 7, 2023

It’s true: I once fell asleep during a sales kickoff. When I came to, I made a solemn vow: When I became a sales leader one day, I’d never throw a boring sales kickoff. Today, I’m Head of Sales at Slack, and I’ve made good on that promise (or so my team tells me). Same goes for sales kickoffs.

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Cross-sell Presentation Sales Up-sell 64

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. To a sales leader, growth is narrow: Hit quota. Trait 2: Data-obsessed CROs own the go-to-market strategy.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)?

B2C 95

B2C Pipeline SQL Strategize 95

Salesforce

OCTOBER 12, 2021

Businesses are realizing that to stay agile, strategic, and most importantly, sustainable, they need a CRO who can fold marketing, sales, and customer success into one seamless revenue machine. “In Get the Sales in 60 Seconds newsletter for the latest and greatest sales content. Discover timely insights and useful tips.

Gaming 98

Gaming Cross-sell Sales Finance 98

Highspot

NOVEMBER 18, 2020

As we prepare to exit 2020, the process of building your yearly go-to-market strategy is filled with unknowns: When will we return to our physical offices? While nobody can answer these questions with exact certainty, the broader shifts shaping our markets for the next year are already happening. How Enablement Teams Win.

Cross-sell 52

Cross-sell Sales Technique Go To Market 52

SaaStr

JANUARY 25, 2021

Ready to turbocharge and increase your SaaS sales in 2021? We asked Brooke Treseder, SVP, Revenue Operations at Checkout.com , Ellen Kindley, Chief Transformation Officer at Keyfactor , and Gordana Vuckovic at Contentstack to share their best tips to increase sales. Key Considerations from 2020: Look at the data.

Cross-sell 63

Cross-sell GTM Territory Sales 63

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. Enter sales methodologies.

Cross-sell 85

Cross-sell Consult Sales Strategize 85

Highspot

NOVEMBER 1, 2022

But what happens when your sales performance has stagnated? A number of factors can affect whether or not your sales team can close deals. Using the tested tips below, you can assess your approach to sales — and ensure your team is set up for success. We’ll be covering: What factors affect sales performance.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

Sales Hacker

OCTOBER 2, 2020

What’s the difference between sales enablement and Sales Engagement? No, that’s not the setup for some obscure go-to-market joke. As sales leaders figure out how to do more with less, 9 out of 10 sales orgs consider a Sales Engagement Platform (SEP) critical to their team’s success.

Objectives and Key Results 133

Objectives and Key Results Cross-sell Sales Technology 133

Hubspot

APRIL 1, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. When salespeople rate their sales organizations on our site, we ask them to rate how they feel about inbound lead flow on a scale from 1–5. 20 different sales orgs. Want more content like this?

Cross-sell 60

Cross-sell CRM Referrals Up-sell 60

Highspot

JUNE 11, 2020

Regardless of the root cause, overcoming sales and marketing misalignment is necessary to securing long-term success. In this guide, we’ll be breaking down the keys to achieving — and maintaining — real sales and marketing alignment: What is sales and marketing alignment? Core Sales Responsibilities.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Highspot

NOVEMBER 24, 2021

Peer-to-peer insights are important in any category, but especially so in sales enablement. Is Your Strategy Ready for the New World of Sales? The world of sales is in the throes of a great transformation. How you sell to and engage with customers is now just as, and in some cases, more important than what you are selling.

Cross-sell 52

Cross-sell High impact Go To Market Strategize 52

Heinz Marketing

MAY 16, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Welcome everyone to another episode of Sales Pipeline Radio.

Pipeline 93

Pipeline Referrals X-functional Cross-sell 93

Highspot

JUNE 6, 2023

Boardrooms across the globe are dialed in on sales productivity, and rightly so. Sales productivity is the backbone of revenue generation, and during a time when businesses are being forced to achieve more with less, strengthening it has never been more vital. What is Sales Productivity?

Closing 52

Closing Product Objectives and Key Results Quota 52

Highspot

MARCH 30, 2021

But what happens when your sales performance has stagnated? A number of factors can affect whether or not your sales team can close deals. Using the tested tips below, you can assess your approach to sales – and ensure your team is set up for success. We’ll be covering: What factors affect sales performance.

Objectives and Key Results 69

Objectives and Key Results Assembly Line Cross-sell Sales 69

Highspot

MAY 20, 2022

You’ve built your sales strategy. You’ve rolled out your sales methodology. Now how do you ensure your sales team can effectively execute these actions in the field? Enter sales playbooks. A sales playbook refers to any means of codifying and documenting sales best practices. What is a sales kit?

Territory 52

Territory X-functional Cross-sell Sales 52