Partners in Excellence

JULY 8, 2015

Marketing talks about their performance, sales, customer success, product management, engineering, development, finance, manufacturing, HR… Each has metrics and can go through pages and pages of data showing their performance. All of this because we aren’t aligned–cross functionally and vertically within our organizations.

Launch 91

Launch Manufacturing Cross-sell Finance 91

Partners in Excellence

OCTOBER 29, 2015

We may say: We’re targeting the financial services industry, or manufacturing companies, or any other segment. Likewise manufacturing could be process, discrete, consumer products, electronica components, automotive, aerospace, basic materials, technology, medical devices, and on and on and on. But any of these are huge.

Manufacturing 90

Manufacturing Cross-sell Territory Finance 90

Sales Hacker

APRIL 16, 2018

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. Sales management at Global Crossing. Show Agenda and Timestamps.

Territory 40

Territory Cross-sell Up-sell Objection handling 40

Salesmate

OCTOBER 22, 2021

This commission structure comes with a benchmark, so when your rep crosses that benchmark, their commission percentage increases. So, the reps that provide huge discounts just to sell more products would not be able to benefit from it. 50,940 Real estate brokers Find clients and help them buy, sell, rent, and lease properties.

Commission 52

Commission Drivers/motivators Non-Profits Real Estate 52

Partners in Excellence

JUNE 7, 2012

” “Sales is not like manufacturing! ” Certainly, standard work in sales can never be as precisely defined as a manufacturing process. 38% of those using the process can sell value and avoid discounting, where only 4% of those who have no sales process do the same! Territory planning. Account plannnig.

Territory 90

Territory Sales Manufacturing Objectives and Key Results 90

ConversionXL

JULY 7, 2019

If I had to pick one thing that would sell a product online, it’s images. If you sell stuff you don’t make, add a personal touch and recommendations—tell the customer why you personally recommend this product and how it will help them. Yes, they see that you sell stuff, but how are you better or different?

Conversion 105

Conversion Retail Price Territory 105

SaaStr

NOVEMBER 16, 2020

I think product marketing to me is really kind of in that Jeffrey Moore adoption curve model of like crossing the chasm to me, it’s the product marketing challenge, right? I mean, nothing makes me happier than talking about crossing the chasm. They could sell practically anything. It meets a need. It fits what they do.

Pipeline 82

Pipeline Territory Price Product 82

Salesforce

FEBRUARY 6, 2024

Inside sales Inside sales involves selling to customers remotely, often through live chat, video conferencing, email, or by phone. For this type of selling, reps typically train on a specific product and can take a prospect through all of the product’s features and benefits.

E-commerce 64

E-commerce B2C Pharmaceutical Inside sales 64

Salesforce

DECEMBER 4, 2023

Here’s an example: Joy’s Toys, a toy manufacturer, is focused on growth but doesn’t have a clear target KPI for lead generation that incentivizes reps to keep their pipelines full. If upselling or cross-selling are not possible (due to product portfolio, pricing structures, etc.), Typically measured yearly.

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

SaaStr

AUGUST 16, 2019

I spent five years there at ZocDoc in multiple roles, from individual contributor, I moved up really rapidly into local management and then regional management. I guess what I mean by that is you can sort of manufacturer short term performance without strong culture. Justin Welsh: Great question. Justin Welsh: Yeah.

Drivers/motivators 57

Drivers/motivators Start-ups Growth Territory 57

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 93

Cross-sell Contract Price Finance 93

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

Search Engine Land

NOVEMBER 29, 2022

Williams-Sonoma, Inc.”), French press coffee maker manufacturer Bodum sued their former retail partner Williams-Sonoma under similar circumstances. Williams-Sonoma had sold Bodum products for a time but eventually discontinued selling them, opting instead to manufacture their own branded French press coffee makers. The Bodum v.

Territory 106

Territory Engineering Retail Manufacturing 106

Hubspot

FEBRUARY 7, 2018

On the other hand, if you go into manufacturing sales, you’ll probably be responsible for handling deals from start to finish. How to know if this job is right for you: Being an AE is a natural next step once you’ve gotten some selling experience under your belt. But account managers also look for upsell and cross-sell opportunities.

Territory 91

Territory Commission Outside Sales Account management 91

PandaDoc

JUNE 1, 2023

Up-selling and cross-selling — most CPQ software allows you to easily tailor sales offers to your customers with a few clicks. You can manage the price of your products by region or customer profile. Automates the seller’s buying processes. Adjusts pricing based on specific criteria. CPQs provide value-based pricing.

E-commerce 52

E-commerce Profit margin Legal Price 52

Partners in Excellence

SEPTEMBER 20, 2022

” Per the dictionary it is, “…a prediction or estimation about a future event… ” Consequently, in complex B2B selling, it becomes a prediction about a specific deal or opportunity. What inventory do they need, what manufacturing capability is needed, what delivery capabilities are needed, and so forth.

Pipeline 68

Pipeline Manufacturing Cross-sell Represent 68

Hubspot

AUGUST 21, 2023

Distribution: Through what mediums will you sell the product or service? The Channel Model Lastly, in the channel model , an outside agency or partner sells your product for you. They are also often less motivated to sell than your own sales team would be. How will you use content to sell them?

Go To Market 69

Go To Market Process GTM Launch 69

ConversionXL

JUNE 2, 2022

Take Engagio (now part of Demandbase ), who manufactured individual bobblehead models of the relevant leaders at key accounts as part of their ABM strategy. When leads cross over the MQL threshold, the platform alerts reps with a summary of that activity, and a series of insights to power up their next sales outreach.

Launch 100

Launch Campaign Pipeline Growth 100

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. Anita Nielsen.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

AUGUST 7, 2020

How do you help them do that at scalability and how do you as a software company do that for the smallest community and regional institution in the US to the largest, most sophisticated global institutions in the world on one code base, right? Whether you’re a business or you’re a consumer. Cloud, definite differentiator, right?

Price 60

Price Retail X-functional Healthcare 60

SaaStr

AUGUST 13, 2019

In almost any other industry, whether it is healthcare or consumer or manufacturing, 20% growth is phenomenal. When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. You’re trying to figure out how to sell to them. Why is that the case? The first one.

Cross-sell 61

Cross-sell Sales Support Growth Up-sell 61

Hubspot

AUGUST 21, 2012

The company works with a massive cross-section of industries, from government to life sciences. At Deloitte, their knowledge is their selling point, so creating informed, useful content is core to their marketing strategy. FireRock's Powerful Pinterest Content. Cisco's Fantastic Videos.

B2B 78

B2B Customer Relationship Management Relationship Management Networking 78

Martech

FEBRUARY 25, 2022

B2B and B2C upper mid-market and enterprise marketing teams, supporting retailers, banks, insurance, e-commerce, education, travel, hospitality, media, manufacturing and entertainment. This includes cross-channel, multi-touch and multi-wave campaigns. Target customers. Product overview. Product overview. Product overview.

E-commerce 122

E-commerce B2C Manufacturing CRM 122

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 53

Cross-sell Up-sell Start-ups Engineering 53