Veloxy

AUGUST 31, 2023

From long-lasting client relationships to face-to-face meetings , field reps can make all the difference in innovation by continually supporting customer needs. If you’ve been meeting quota attainment for the past few months in a row, then you’re clearly underplaying your real potential.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. This will lead to uneven results: some reps may find their own way to sell the new product; others will struggle and fail to meet quota.

Territory 52

Territory X-functional Cross-sell Sales 52

Hubspot

MARCH 7, 2018

Upsell/Cross-Sell Rates. How are your salespeople contributing to the expansion of your business in their given territory? Is there something that overperformers do in sales meetings that others don’t? Upsell/Cross-Sell Rates. KPIs for Sales Managers. New Leads/Opportunities. Client Acquisition Rates.

Territory 101

Territory Cross-sell A/B testing Promote 101

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

Veloxy

OCTOBER 26, 2023

The Role of a Medical Device Sales Rep Medical device sales representatives play a critical role in the healthcare industry, selling and promoting medical devices to healthcare professionals. Aligning your personal and professional interests with the medical devices you sell can help you excel in your role.

Healthcare 130

Healthcare Hospitality Networking Negotiate 130

Sales Hacker

MARCH 7, 2022

He has so much sales and management knowledge he could write a book on it — and, in fact, he’s written seven, including “Sales Management That Works: How to Sell in a World That Never Stops Changing.” Sales is cross-disciplinary. In the past, it was enough for sellers to simply meet or exceed their quotas.

Cross-sell 84

Cross-sell Territory Finance Consult 84

Salesmate

MARCH 23, 2021

Bottlenecks may arise when your team chases the wrong customers, or neglect the right ones at the right time, delays in-process activities, and letting go of upselling and cross-selling opportunities once the sale has been completed. Manual labor is nothing but a distraction from selling for your team. Cut down on manual work .

CRM 116

CRM Cross-sell Tradeshows Up-sell 116

Heinz Marketing

FEBRUARY 17, 2022

It will help you meet your target account where they prefer to engage the most. If you don’t see a jump in win rate over time, you can adjust your approach for selling. Average deal size is the average $ value of closed won business in a territory within a given timeframe. Top account-based (ABM) metrics to track.

Pipeline 112

Pipeline Cross-sell Click Through Rate Territory 112

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. They’re selling from SMBs, especially with Workspace, all the way through some of the largest Enterprises in the world. Under her purview, Alison is responsible for Google Workspace and the Google Cloud Platform.

GTM 94

GTM Cross-sell Territory Retail 94

Veloxy

MAY 3, 2022

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. Helps perfect your sales process in order to sell more.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

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. And if I sell mobile phones, maybe that’s a good reason I should call this company because I know they’re about to hire 1,000 people.”.

B2B 96

B2B Territory Manufacturing Sales 96

PandaDoc

MAY 9, 2024

Qualified leads meet criteria such as having the budget or buying authority for your product or service. 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. What is an example of sales velocity? Why is this?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 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

PandaDoc

SEPTEMBER 19, 2023

Best practices for vertical sales and marketing include targeted advertising, content marketing, participating in industry events, establishing thought leadership, social media marketing, direct outreach, referral programs, industry partnerships, cross-selling, upselling, SEO, and CRM. Try PandaDoc What is vertical marketing?

Niche 52

Niche Cross-sell Price Referrals 52

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. Set clear performance expectations — and rise to meet them.

Cross-sell 98

Cross-sell GTM Quota Contract 98

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

Highspot

MAY 15, 2020

Sales enablement technology enables cross-regional revenue teams to work together more efficiently and effectively in the face of change by combining intelligent content management, clear sales guidance, and better buyer engagement data. What’s more, marketers can rest assured knowing their time and resources are well spent.

Cross-sell 98

Cross-sell Territory Technology Technology 98

Highspot

FEBRUARY 14, 2024

It addresses how sales representatives engage with prospects, close deals, and meet revenue targets. Collaboration Sales Plan: Primarily involves collaboration within the sales team, setting individual and team goals, and coordinating efforts to meet targets. It sets the stage for sales by creating a favorable market environment.

Objectives and Key Results 52

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

Highspot

FEBRUARY 14, 2024

It addresses how sales representatives engage with prospects, close deals, and meet revenue targets. Collaboration Sales Plan: Primarily involves collaboration within the sales team, setting individual and team goals, and coordinating efforts to meet targets. It sets the stage for sales by creating a favorable market environment.

Objectives and Key Results 52

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

Gong.io

MAY 31, 2021

Meet Exceed sales goals. It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Best-selling author, Hal Elrod, once said: . Territories. How are territories divided up by rep?

Territory 118

Territory Objectives and Key Results Contract Price 118

Openview

NOVEMBER 20, 2017

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? Eventually, people will catch on that if their territories are getting bigger, that’s bad. It can’t change overnight.

Territory 72

Territory Healthcare Retail Sales 72

InsightSquared

APRIL 14, 2021

Knowing this key sales metric offers an opportunity to assess high-value customers for up-sell and cross-sell potential. Are we overlooking up-selling and cross-selling to this high-value customer? Win Rate by Meeting Number. The number of meetings to get to a decision? A specific use case?

Contract 62

Contract Territory Cross-sell Pipeline 62

Sales Hacker

JULY 25, 2022

Everyone on your team must meet their specific goals in order for your engine to operate efficiently. Future meetings. If your reps don’t meet their quota, you have a record of their activity — which means you can dig into the numbers to figure out why they’re behind and coach them accordingly. Accounts by region.

Engineering 100

Engineering Objectives and Key Results Cross-sell Pipeline 100

Hubspot

JUNE 8, 2021

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. People in this position typically spend their time traveling from place to place to give demos, attend conferences, and meet with buyers. Regional Sales Manager.

Commission 76

Commission Territory Finance Inside sales 76

The Lost Book of Sales

AUGUST 15, 2021

🌪 Book summary #1 (long): Crossing the Chasm by Geoffrey Moore Outtake: -> What is the “Chasm”? The gap between these two markets, all too frequently ignored, is in fact so significant as to warrant being called a chasm, and crossing this chasm must be the primary focus of any long-term high-tech marketing plan.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

Miller Heiman Group

FEBRUARY 26, 2019

Yet, there is an objective way to set quota that incorporates high-level organizational goals while also meeting the realistic expectations of individual sellers. For instance, the top-down approach may miss the potential of each individual sales rep’s opportunities in their territory or accounts (e.g. How much time do they take?

Territory 71

Territory Quota Cross-sell Government 71

SalesLoft

DECEMBER 19, 2023

That lets them meet buyers where they are, from creation to close, so they can meet and beat quota. And that’s just the sell side. Tracking down information could involve emailing or Slacking five different people, crossing your fingers that they get back to you before your next touchpoint with the customer.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Salesforce

AUGUST 1, 2023

A sales plan includes which buyers and territories to target, which sales strategies to employ, how many reps (if any) to hire, what your quotas should be, and how to set compensation for the sales team. Sellers use this plan to prospect, sell, and close. Plan faster to sell more What is top-down sales planning?

Strategize 52

Strategize Cross-sell Territory Finance 52

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. Let’s take a closer look at each word: Configure: Configuration of products and services ensures that what you provide is actually available, meets the buyer’s needs and specifications, and can be delivered according to the agreed-upon contract terms.

Cross-sell 94

Cross-sell Contract Price Finance 94

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

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. Half of the meeting is spent validating data across three different team reports. Unified data problems.

Finance 101

Finance GTM Cross-sell SQL 101

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. It’s wise to come to the table with a few ideas, but this section of the quarterly business review meeting agenda should be very consultative.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Partners in Excellence

MAY 3, 2022

How much it impacts them on a day to day basis; what it keeps them from doing; the personal hassle factor; and meeting their day to day goals. Yet when we talk about the same things to the end users, they look at us with their eyes crossed. But that requires us to sell differently. My friend did me a favor and met with us.

Strategize 83

Strategize Territory Cross-sell Growth 83

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

Sales Hacker

DECEMBER 4, 2020

That’s what selling without a sales dashboard is like. This not only takes time away from selling, it can introduce a lot of opportunities for mistakes. Sales leaders can use a dashboard to understand the game their team is playing as they sell and identify where reps may need help or extra training. What is a Sales Dashboard?

Pipeline 125

Pipeline Cross-sell CRM Sales 125

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

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