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?

E-commerce 67

E-commerce Territory Transportation B2C 67

Hubspot

MARCH 7, 2018

Upsell/Cross-Sell Rates. How are your salespeople contributing to the expansion of your business in their given territory? Share this data with your team so they can see how they stack up against other reps. Is there something that overperformers do in sales meetings that others don’t? Upsell/Cross-Sell Rates.

Territory 101

Territory Cross-sell A/B testing Promote 101

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts. It addresses how sales representatives engage with prospects, close deals, and meet revenue targets.

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. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts. It addresses how sales representatives engage with prospects, close deals, and meet revenue targets.

Objectives and Key Results 52

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

Salesforce

AUGUST 1, 2023

I also get why smaller or more agile companies may operate more like a rock band, where individuals collaborate with leaders from the bottom up, contributing their suggested goals and strategies to create a cohesive yet dynamic final sales plan. Get started What is sales planning? Sellers use this plan to prospect, sell, and close.

Strategize 52

Strategize Cross-sell Territory Finance 52

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

Sales Hacker

JULY 25, 2022

Everyone on your team must meet their specific goals in order for your engine to operate efficiently. But before we open up the hood, let’s review some sales performance dashboard basics. Regardless of the role you want to build a dashboard for, you have to start with the same question: What is the desired result? .

Engineering 100

Engineering Objectives and Key Results Cross-sell Pipeline 100

InsightSquared

APRIL 14, 2021

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. . So, where do you start? As revenue leaders, we often get caught up in the hectic, day-to-day challenges facing us. Focus on Reactive vs Proactive.

Contract 62

Contract Territory Cross-sell Pipeline 62

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. Also be sure this training is cross-functional. Speed up rep success. said Batrawy.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Salesforce

NOVEMBER 7, 2023

It starts and ends with a simple principle: Put yourself in your audience’s shoes, and give them something good. 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. What you’ll learn: What is a sales kickoff (SKO)?

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

Hubspot

JUNE 8, 2021

How do you get started in sales? So let's get started! An SDR role is right for you if you're looking to start your sales career and don't have much experience. 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.

Commission 77

Commission Territory Finance Inside sales 77

ConversionXL

OCTOBER 20, 2020

An example of this is when we introduced a new marketing automation tool that would enable us to scale up the number of forms/landing pages our marketing team could create in different languages. Instead, we needed to start understanding our users’ wants and needs and then work out how to achieve them. Outsourcing CRO—a false start.

Territory 77

Territory UX Cross-sell A/B testing 77

Gong.io

JULY 27, 2022

For customer success teams , then, that means it’s crucial to meet regularly with key stakeholders to assess product usage, review performance, and align on strategic organizational goals. Follow up with questions like: How are you tracking toward those goals? A sales QBR is an internal quarterly meeting. Territory plans.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Salesforce

JANUARY 3, 2024

According to the State of Sales report, cross-functional alignment is sales leaders’ #1 tactic for driving growth. As a sales leader, it’s your job to distribute this investment wisely and set your team up for success. Here’s where that starts. Take the free tour 1.

Retail 64

Retail Objection handling Sales Cross-sell 64

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

Lead Fuze

DECEMBER 31, 2021

This section makes recommendations for the most effective selling strategies, communication sequences, and playbooks for the company in question. Cross-sells. Prospecting efforts, meeting appointments, and product demos/presentations are all part of the job description. Territory Sales Work Plan. Customer Segments.

Territory 52

Territory Commission Sales Drivers/motivators 52

PandaDoc

OCTOBER 13, 2022

The no-strings-attached free trial, a couple of tutorials, and a bunch of courses allow any user to successfully set up the system and start tinkering with the available features. To capture both professional reviews and opinions from real users, we actively interact with up to 30 various sources of data. Among these are: G2.com

X-functional 52

X-functional Territory CRM Lead generation 52

Partners in Excellence

OCTOBER 28, 2018

Every time I meet sales enablement and sales executives, I ask, “What are the critical skills you are focusing on training and developing your people on? By now, about 70% of the people are looking at me cross-eyed, inevitably thinking, “Those aren’t selling skills, what’s this guy talking about?

Cross-sell 72

Cross-sell Objection handling Territory Up-sell 72

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. Many of them will get gobbled up by the large platforms. Org Building Ideas for Cross-Border Companies. One can’t start investing in a brand early enough.

GTM 86

GTM Cross-sell Niche Strategize 86

Sales Hacker

MARCH 18, 2020

How do you compensate for the lack of B2B face-to-face meetings ? Hold virtual meetings to discuss everything that will be done within the next 48 hours — or to see how your plan can be adjusted. Make sure to change your face-to-face meetings into Skype or Zoom calls before your prospects start canceling appointments.

B2B 135

B2B Healthcare Hospitality Cross-sell 135

Miller Heiman Group

JANUARY 9, 2020

Where Should You Start the Process of Sales Transformation? When we started our transformation efforts, we articulated an overarching goal: improving sales capabilities across the entire company. For instance, it was the starting point for the rollout of our sales methodology. Listen: Find the Magic in Sales Transformation.

Cross-sell 63

Cross-sell Sales Territory Legal 63

SaaStr

DECEMBER 20, 2019

Listen to the start of the episode for a promo code to our upcoming events! Does Manny believe that the founder should always be responsible for selling their product at one moment in time? How did Manny sell the first $1m in ARR simply through walking the streets of SOMA and selling door-to-door? What is sufficient?

Territory 57

Territory Quota Cross-sell Pipeline 57

Closer's Coffee

JUNE 19, 2019

On the other hand, hire an incompetent, non-progressive thinker, and you end up with turnovers, lost accounts, a poor reputation, and declining market share within your industry. And, it is vital to analyze their historical background for team achievement levels and to set clean expectancies for them at the start of their employment.

Non-Profits 74

Non-Profits Cross-sell Territory Drivers/motivators 74

Veloxy

NOVEMBER 30, 2023

In-person meetings create more space to read between the lines, interpret nuances, and establish bonds that last beyond a single transaction. Grab a warm coffee or tea and let’s get started! This includes having up-to-date info about what they’re selling and being equipped with technology that aids their sales pitches.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

InsightSquared

NOVEMBER 19, 2018

Holiday music is already playing in every store you set foot into, your weekends are starting to fill with egg-nog and apple pie induced festivities and every morning you find yourself layering up with an extra hat or scarf before you step outside. You can end up behind before you even get started. Tis’ the season!

Pipeline 78

Pipeline Cross-sell Cold Call Territory 78

Highspot

JUNE 11, 2020

Cross-functional input into go-to-market strategies. Managing pipeline, territory planning, and forecasting. 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. Managing the customer experience.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

PandaDoc

OCTOBER 3, 2023

Do you feel like your selling job is becoming harder and harder over time? As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. So hurry up and learn how to stop wasting your time on inefficient routines and redirect your efforts to selling!

Process 52

Process Objectives and Key Results X-functional Sales 52

criteria for success

DECEMBER 31, 2019

A sales process is to selling as a recipe is to a cake. Without the proper steps in a particular and strategic order, you will fail at both selling and baking a cake. This depends on the type of solution you sell and who you sell it to. Instead, it’s about what works for those that are out selling each and every day.

Process 59

Process B2B Territory CRM 59

Highspot

OCTOBER 23, 2023

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. This cross-departmental collaboration ensures all team members align with the product launch and company goals.

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]. Before we start, a quick thank you to this month’s Sales Hacker podcast sponsor Node. Sam Jacobs : Where did you guys start from? Kiva Kolstein : We started from Maplewood, New Jersey. Sam Jacobs : Wow.

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? Harry Stebbings: But I do want to start today with a little bit of context. Andy MacMillan: I started my career in tech actually as a developer. Who is invited? Thanks for having me.

Pipeline 79

Pipeline Territory Price Product 79

Partners in Excellence

AUGUST 14, 2015

In spite of that, I always made my number… Well, I’ve got to be honest, I had lots of ups and downs. It never looked pretty, there were a lot of starts and stops, and I never knew until I knew–which led to sleepless nights. As a young sales person, I must have really frustrated my managers.

Territory 90

Territory Cross-sell Manufacturing Finance 90

Partners in Excellence

JULY 8, 2015

Too often, I sit in meetings of top executives and it seems each is speaking a different language. Yet when taken together, too often, the organization isn’t meeting their goals. Yet when taken together, too often, the organization isn’t meeting their goals.

Launch 93

Launch Manufacturing Cross-sell Finance 93

Heinz Marketing

JUNE 7, 2021

Matt: So, as we record this, we are coming up at the end of May. We used a sales activity study to benchmark how and where sellers are spending their time, pinpointing places where we are maybe spending a little more time on non-direct selling activities than we would like. Thanks for being part of the show.

Pipeline 123

Pipeline B2B Sales Cross-sell 123

SaaStr

SEPTEMBER 26, 2019

Gaetan Gachet : All right, so usually the way I start this session is I ask the crowd which revenue stage they’re in. So Algolia started out mostly as a inbound long tail company. So up to 100-150K and SMB, we’re at 2K. So it really focused our efforts on selling larger deals and go after the enterprise space.

Territory 56

Territory Cross-sell Sales Cold Call 56

Highspot

MAY 8, 2020

In this guide, we’ve teamed up with leading sales training and service providers Sandler Training , Challenger , and Corporate Visions to share everything you need to build a sales coaching program with impact, including: What is sales coaching? Account or territory planning. Ad-hoc questions and answers. Role play sessions.

Technique 78

Technique Sales Negotiate Quota 78

Hubspot

JANUARY 4, 2018

A sales kickoff is an annual meeting (usually in January) for your entire sales team. You’re setting the tone for the next 12 months and getting the entire organization -- from the top to the bottom -- fired up to hit their goals. Each of the sales regions created their own video about the average day in the life of a salesperson.

Territory 89

Territory Sales Cross-sell Networking 89