SaaStr

JANUARY 31, 2022

Successful strategies rely on the ability to land and expand, hire for growth, implement ABM and account planning, and pivot with agility. Adding C-level engagements and cross-departmental selling will lengthen your sales cycle but it will provide you with customers who stick and an increased average transaction size.

Territory 90

Territory Cross-sell Quota Networking 90

The 5% Institute

MAY 24, 2023

Sales mapping plays a crucial role in helping businesses optimize their sales strategy, improve performance, and drive revenue growth. It enables sales teams to understand the geographical distribution of their customer base, target markets, and sales territories.

Territory 52

Territory Objectives and Key Results Represent Pharmaceutical 52

PandaDoc

APRIL 26, 2023

Selling is arguably a line of work where personal attachment matters the most. Territory volume Territory volume is a commission paid off based on revenue from a specific region. Territory volume Territory volume is a commission paid off based on revenue from a specific region.

Commission 52

Commission Territory Quota Drivers/motivators 52

Veloxy

MAY 3, 2022

SBI Growth. Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more. In addition to helping sales team’s accelerate sales, Veloxy also helps optimize sales enablement by maximizing selling efficiency. SBI Growth Advisory's KPI Dashboard.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

SaaStr

SEPTEMBER 8, 2020

While some of it was familiar territory, I thought it was a pretty fun discussion with a different perspective in many cases than we’ve touched on before. Jason identifies product/market fit (PMF) as the stage where a startup that has struggled to get customers suddenly sees growth but they don’t know why.

Growth 92

Growth Hospitality Cross-sell Territory 92

Martech

FEBRUARY 13, 2024

You’ve explored the crucial link between your martech stack and strategic goals in “ The CMO’s guide to aligning martech and business strategy ,” understanding why syncing these elements boosts efficiency, customer value and growth.

Objectives and Key Results 97

Objectives and Key Results Cross-sell Strategize Retail 97

Gong.io

JULY 21, 2021

GTM leaders are demanding reliable and predictable growth. tell them it’s the centralized umbrella under which three critical, customer-facing teams and their data work together to create reliable and predictable growth. They both support revenue growth BUT their focus is different. Is your goal selling to more customers?

Growth 62

Growth GTM Cross-sell Pipeline 62

Sales Hacker

FEBRUARY 7, 2018

In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. Traditional Sales Growth vs SaaS Sales Growth. Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year. SaaS Growth Rate.

Growth 87

Growth GTM SQL Strategic partnership 87

Martech

JUNE 28, 2022

The company attributed the increase to existing customers adding capabilities to their marketing automation instances and the growth of enterprise-level customers. . Average subscribers paid 12% more in 2022 than in 2021. HubSpot also continues to add customers; 8,200 were onboarded in Q1. Get the daily newsletter digital marketers rely on.

Customers 74

Customers Customer Relationship Management Cross-sell Territory 74

Sales Hacker

APRIL 1, 2021

If you’re an OEM or selling physical products, this one’s for you (sorry, SaaS folks). Expansion to new territories is never easy, but the coronavirus is providing a wakeup call for enterprises and established companies to start looking at how customers say they prefer you to sell to them.

E-commerce 67

E-commerce Territory Transportation B2C 67

Partners in Excellence

DECEMBER 20, 2016

Recently, Don Mulhern and I were have a discussion about misunderstandings–consequently lost opportunities in prospecting, new account development, account growth. If you are focused on new logos, you assess your territory, finding all the customers in your territory that have the problems your solutions solve.

Territory 53

Territory Cross-sell Prospecting Account management 53

SaaStr

DECEMBER 5, 2022

Some startups need constant cash infusions to achieve growth. In SaaS, retention is usually driven by recurring revenue, cross-selling, and up-selling. Price localization describes pricing that differs for each region you’re selling in. Lever #1: Tactical retention. better at retention.

Product 52

Product Territory Price Cross-sell 52

SaaStr

DECEMBER 14, 2023

At the time, they were less than a billion or two in revenue, and now, they just crossed over a $30B revenue run rate. I t’s been a wild growth experience, and Google Cloud is considered the fourth or fifth-largest Enterprise company in the world.

GTM 94

GTM Cross-sell Territory Retail 94

Partners in Excellence

MAY 30, 2017

Hunters do it in a territory, maximizing their share of territory. Farmers do it in a territory, maximizing their share of territory. The are generating net new revenue from their territories. A hunter’s territory may be defined as a city, region, country, or industry. No Room For Farmers!

Territory 53

Territory Cross-sell Account management Prospecting 53

PandaDoc

SEPTEMBER 19, 2023

The benefits of a vertical marketing strategy for SMBs include focusing resources effectively, developing expertise, fostering innovation, commanding premium prices, and laying the foundation for future growth. This limited customer pool can possibly restrict your growth opportunities and revenue potential.

Niche 52

Niche Cross-sell Price Referrals 52

Salesmate

MARCH 23, 2021

You are already aware that a CRM would be the viable option to invest in for the growth of your start-up, but you aren’t sure how it’ll be beneficial to you, especially at such an early stage of your business. With a CRM, your team can easily visualize every step of the sales processes, clear all the bottlenecks, and sell better! .

CRM 116

CRM Cross-sell Tradeshows Up-sell 116

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. A well-crafted sales and marketing plan is indispensable for the success and growth of any company, whether it’s a startup, small business, or enterprise. 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. A well-crafted sales and marketing plan is indispensable for the success and growth of any company, whether it’s a startup, small business, or enterprise. What is a Sales and Marketing Plan?

Objectives and Key Results 52

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

Partners in Excellence

OCTOBER 25, 2016

Wrapped around this is some notion of upsell/cross sell, “Can we expand the relationship with the current customer (individuals)?” This thinking causes us to miss huge growth opportunities, and short changes the account of the value we might create with them! Most of the thinking is dominated by retention strategies.

Territory 87

Territory Account management Retail Cross-sell 87

Salesforce

SEPTEMBER 21, 2021

Berumen believes that many customers would actually prefer to be able to buy enterprise products and solutions completely online, but that has proven to be an elusive feature in B2B selling. If you’ve got 1,000 job postings that you’re looking to hire for, that’s a pretty good indicator that you’re on a growth trajectory,” Berumen said.

B2B 96

B2B Territory Manufacturing Sales 96

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs. A better selling experience. 5 benefits of CPQ software. Scaling sales operations.

Cross-sell 94

Cross-sell Contract Price Finance 94

Sales Hacker

MAY 26, 2021

Sales ops is responsible for supporting and enabling sales reps to sell efficiently and effectively. Sales operations teams bring a system of selling and structure to a sales organization. The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals.

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

SaaStr

NOVEMBER 28, 2019

For Collibra, a cross-organizational data governance platform, the company went from slow growth to hypergrowth. Felix Van de Maele, Co-Founder and CEO of Collibra, will be joined by Teddie Wardi, Managing Director of Insight Partners, to unpack how he built a unicorn company from idea to conception to record growth.

Growth 69

Growth Territory Government Engineering 69

Partners in Excellence

MAY 3, 2022

If we have traditionally sold these solutions at the executive level, we talk to them about opportunity cost, growth potential, competitive advantage, the ability do address new markets, disrupt markets, and the ability to accelerate their abilities to achieve their strategic goals. But that requires us to sell differently.

Strategize 83

Strategize Territory Cross-sell Growth 83

PandaDoc

MAY 9, 2024

Likewise, you can calculate sales velocity for different teams, products, regions, and markets. A SaaS provider sells document workflow software for businesses of all sizes. Sales velocity varies by industry, region, business model, and other variables. Use sales velocity to track monthly, quarterly, and annual sales.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Miller Heiman Group

FEBRUARY 26, 2019

The resulting subjectivity reinforces the status quo rather than drives growth and achievement. A top-down approach focuses on setting sales targets based on the company’s anticipated growth and allocating that number across teams and individuals. knowing that a new regulation is going to impact a particular seller’s territory).

Territory 71

Territory Quota Cross-sell Government 71

Veloxy

OCTOBER 29, 2021

This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. This includes tools designed to reduce the administrative burden on revenue operations and reps by automating non-selling activities. How is AI Changing Sales?

Non-Profits 223

Non-Profits Sales CRM Pipeline 223

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Creates processes to enhance cross-functional collaboration between sales, marketing, and customer success. We told you.).

Finance 101

Finance GTM Cross-sell SQL 101

Salesforce

JANUARY 3, 2024

According to the State of Sales report, cross-functional alignment is sales leaders’ #1 tactic for driving growth. For example, you might place a new hire in a specific territory because of the influence and connections they have there. Take the free tour 1.

Retail 64

Retail Sales Objection handling Cross-sell 64

Openview

NOVEMBER 20, 2017

There are a lot of moving parts to manage and, if your company has hit a growth spurt, timing is of the essence. Often, it’s not until the end of the process that companies ask a candidate to demonstrate their ability to sell something. How do you manage year-to-year territory adjustments as your company grows?

Territory 72

Territory Healthcare Retail Sales 72

Gong.io

AUGUST 24, 2022

As such, they provide important insights into a business’s ability to reinvest in growth initiatives, highlight requirements for hiring and resourcing, and inform company budgeting. Sales managers use forecasts for territory planning as well. Look at: Current revenue growth rates. Inventory and equipment purchases.

Territory 62

Territory Pipeline Finance Sales 62

ConversionXL

OCTOBER 14, 2021

To efficiently track brand awareness growth, you need to draw out both quantitative data and qualitative insights. Unlike metrics such as brand awareness, which can rise across the board, growth in market share means a decline for competitors. This is demonstrated by an exponential speed of growth: Image source. NPS & CSAT.

Objectives and Key Results 157

Objectives and Key Results A/B testing Growth Market share 157

SaaStr

JANUARY 25, 2021

Prior to the pandemic, many companies knew which vertical channels were doing well, but COVID caused a change in territory planning overnight. Secure the deal through the use of all available resources such as executive relationships or board relationships in order to provide the most cross-functional attention possible.

Cross-sell 65

Cross-sell GTM Territory Sales 65

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. Their main goal is to help customers increase the ROI on a purchase, so they'll often connect with a salesperson if an opportunity to cross-sell or upsell arises. Regional Sales Manager. using Zoom, Skype, email, and CRM). Image Source. VP of Sales.

Commission 76

Commission Territory Finance Inside sales 76

Gong.io

JULY 27, 2022

Plan for future growth or changes. Now, you’re going to look at what you can do to support your customer’s growth in the upcoming quarter. Ask: “Could you tell me a bit about your growth plans and future goals moving forward into the next quarter?”. Territory plans. Sneak peek of upcoming product developments.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

ConversionXL

OCTOBER 20, 2020

So we bought them into the regional teams to tap into their expertise. The team was operating as a Centre of Excellence, with cross-functional specialists coming together to identify issues, build a test pipeline for each journey, execute the tests, and create a feedback loop to bake learnings into future experiences. Conclusion.

Territory 77

Territory UX Cross-sell A/B testing 77

Hubspot

JULY 19, 2022

Accepting online payments and making payments available in multiple regions or currencies – no matter where your company is based – is not only a smart business choice, but it’s accessible using tools like HubSpot and its payment partners. It is best to sell digital products like memberships, tickets, consulting, or memberships.

B2B 63

B2B E-commerce Territory CRM 63