Lead Fuze

JULY 1, 2023

Finally, you’ll gain insights on cross-checking territory assignments, compensation incentive programs, capacity staffing and understanding different types of quotes serving different functions. Case Study: Adjusting Quota Based on Performance Imagine this: Jonathan sells fewer products but at higher value points.

Quota 52

Quota Growth Territory Commission 52

Heinz Marketing

FEBRUARY 17, 2022

40% More Pipeline. It provides more high-quality accounts in the pipeline. Pipeline velocity. You can measure this by measuring Pipeline Velocity. It measures the time it takes for a deal to move from one stage to another in the pipeline, all the way up to closed-won. Pipeline Influence. Larger Deal Sizes.

Pipeline 106

Pipeline Click Through Rate Cross-sell Territory 106

Veloxy

MAY 3, 2022

With this sales calculator, you can discover what’s slowing down your sales process and how much more revenue you can make with an accelerated pipeline. Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more. Is this free or paid?

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Salesforce

AUGUST 24, 2023

Cross eyes. Automatically create sales dashboards to visualize your data Hit your targets with data-driven selling guidance built directly into your CRM. If your singular goal is total sales, you probably want to track metrics that support that goal, like leads generated, leads in pipe, and pipeline value. (My Fill in cell.

Pipeline 98

Pipeline Quota Lead generation CRM 98

Partners in Excellence

AUGUST 11, 2020

I’m often amazed looking at the pipeline profiles of a lot of enterprise focused sales organizations. It turned out, the structure and the territory assignments of the sales people in these organizations, was a problem. Each sales person, had about 1000 customers in their territories.

Territory 91

Territory Cross-sell Pipeline Inside sales 91

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. It also varies depending upon whom, and where you’re selling.”.

Cross-sell 83

Cross-sell Territory Finance Consult 83

Gong.io

AUGUST 24, 2022

They’re calculated estimates based on an analysis of factors such as current sales pipeline , previous sales history, total addressable market, and lead stage scoring. Sales managers use forecasts for territory planning as well. Say, for instance, you have 10 deals in your pipeline currently. Inventory and equipment purchases.

Territory 62

Territory Pipeline Finance Sales 62

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 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

Sales Hacker

JULY 25, 2022

SDRs fuel the whole revenue engine by bringing in qualified leads to generate pipeline. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline. Accounts by region. Pipeline coverage. New accounts.

Engineering 99

Engineering Objectives and Key Results Cross-sell Pipeline 99

Gong.io

MAY 31, 2021

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: . Best-in-class sales playbooks include: . Sales enablement materials. Fostering ongoing collaboration.

Territory 118

Territory Objectives and Key Results Contract Price 118

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. Be seen as the company that’s still there and ready to assist.”.

Cross-sell 98

Cross-sell GTM Quota Contract 98

PandaDoc

OCTOBER 13, 2022

CRMs have always been about managing your sales pipeline. Any sales rep can drag and drop stages and figure out how to optimize the sales pipeline for a specific segment, product type, or scenario. Multiple pipelines live well together and allow easy switching between them. Territory management ? ? Lead generation X ?

X-functional 52

X-functional Territory CRM 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

InsightSquared

APRIL 14, 2021

They are handed a pipeline, but with few exceptions, data quality, visibility, and health are all issues. You can take conversion rates to the next level by filtering pipeline data across different categories, such as commit and upside. Are we overlooking up-selling and cross-selling to this high-value customer?

Contract 62

Contract Territory Cross-sell Pipeline 62

ConversionXL

OCTOBER 20, 2020

This new team redeployed a web analyst to take on the role of CRO and create test pipelines for each of our journeys. So we bought them into the regional teams to tap into their expertise. Creating the first internal CRO role. The structure had meant that digital managers were more focused on execution. Resources to get it done.

Territory 77

Territory UX Cross-sell A/B testing 77

Partners in Excellence

SEPTEMBER 20, 2022

It was surprising to see the reactions to my post, Pipeline, Tutorial. Mistakenly, I had assumed people understood the basics around pipeline management, how to use the pipeline as a tool for maximizing personal performance, and other things. In the previous post, I talked about the distinction between pipelines and forecasts.

Pipeline 68

Pipeline Manufacturing Cross-sell Represent 68

Heinz Marketing

MAY 6, 2019

Yet another great episode this time of Sales Pipeline Radio , live every Thursday at 11:30 a.m. So thank you very much for joining us and every episode, past present and future of Sales Pipeline Radio, always available at salespipelineradio.com. They have different regional chapters and it’s fantastic.

Pipeline 54

Pipeline Sales Cross-sell B2B 54

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

SBI

DECEMBER 12, 2017

Customers realize they have a wealth of information about the selling process but are yet to see business gains from it. Alan: We speak to a lot of organizations that know they need to drive better upsell/cross-sell, or they know that growth is a corporate imperative, but they don’t know how they can get there.

Cross-sell 55

Cross-sell Sell Pipeline CRM 55

SalesLoft

DECEMBER 19, 2023

With one complete platform for pipeline generation, managing and closing deals, customer growth, and effective coaching, it’s so much easier to address areas of risk and hit team targets. And that’s just the sell side. Territories change. Revenue Operations (RevOps) get a 360° view of performance at every level.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

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. You can use that information to match a new recruit to the right role.

Retail 64

Retail Objection handling Sales Cross-sell 64

Partners in Excellence

AUGUST 25, 2014

We talk a lot about account planning, particularly if our “territory” is one or a few large accounts. But we probably won’t achieve all the growth we need to achieve by relying on upgrades and cross sell to our current customers. Create a customer for life, through providing great, ongoing customer experiences.

Territory 94

Territory Cross-sell Strategize Account management 94

Lead Fuze

JUNE 2, 2021

They believe in what they sell. A CRM will help you with managing this pipeline as it will help you visualize which leads can be closed at the earliest. Whether you’re looking for someone in a specific industry or region of the country, it got what you need – just type in what you want, and voila! Click To Tweet.

Technique 98

Technique Closing Cross-sell Sales 98

InsightSquared

NOVEMBER 19, 2018

Closing out the year with no line of sight into Q1 sales pipeline is asking for a disaster. We’ve all seen the issue of emptying the pipeline to finish strong but then faced the challenge of starting the new year with nothing. Be realistic regarding your pipeline and move opportunities out, down or up. Marketing is required.

Pipeline 78

Pipeline Cross-sell Cold Call Territory 78

SaaStr

NOVEMBER 16, 2020

How does Andy structure the pipeline meetings? Where do many people go wrong in pipeline meetings? 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? And to do that, we focus a lot on pipeline.

Pipeline 84

Pipeline Territory Price Product 84

Miller Heiman Group

JANUARY 9, 2020

The key is to align enablement efforts to corporate strategic imperatives, such as sales coaching initiatives to support sales leaders in improving pipeline and funnel review processes in which forecast accuracy might be the objective. To sustain transformation efforts, we set up several formal processes.

Cross-sell 63

Cross-sell Sales Territory Legal 63

SaaStr

DECEMBER 20, 2019

Why does Manny believe it is so important to track pipeline coverage as one of your core metrics? What does good look like when it comes to pipeline coverage? Does Manny believe that the founder should always be responsible for selling their product at one moment in time? What is sufficient? What is excessive?

Territory 57

Territory Quota Cross-sell Pipeline 57

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. Org Building Ideas for Cross-Border Companies. It helps your leaders scale and creates a CXO pipeline for the company. It’s a close-knit buyer/seller group.

GTM 92

GTM Cross-sell Niche Strategize 92

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Growth forecasts of sales territories. Automating any possible selling or non-selling tasks. Sales Enablement Core Responsibilities.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Salesforce

NOVEMBER 7, 2023

Sales kickoff tips and best practices Learn 8 sales productivity pitfalls (and steps to avoid them) Get the free Sales Productivity Workbook to discover how leading sales experts are side-stepping pitfalls by consolidating their tech stacks, redefining their pipeline stages, and automating approvals. SKOs are all about: Camaraderie.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

Lead Fuze

AUGUST 6, 2021

By collecting and cross-referencing in sales data analysis, it’s possible to build highly-personalized value propositions tailored to the specific needs of each customer segment. If you want to increase revenue fast, start by reaching out to customers to cross-sell and up-sell products you think could also meet their needs.

Objectives and Key Results 64

Objectives and Key Results Click Through Rate CTR Cross-sell 64

The 5% Institute

MAY 16, 2023

Sales Strategy and Pipeline Review Coaches review the sales strategies and pipelines of individual salespeople or the entire team. They assess the effectiveness of current approaches, identify areas for improvement, and help salespeople develop strategies to move deals through the pipeline more effectively.

Objectives and Key Results 52

Objectives and Key Results Technique Sales Objection handling 52

SBI

OCTOBER 4, 2018

” It helps sales and marketing build pipeline. Not only that, their sales onboarding demo won the entire, cross-category demo jam award! Next up was a chat with Greg Dette, Regional Sales Manager for TerrAlign. They call this “evolved selling” – I’d say it’s called evolved marketing as well.

Territory 55

Territory Cross-sell Manufacturing CRM 55

Gong.io

JULY 21, 2021

Revenue Ops: tools and processes to accelerate pipeline generation (marketing and sales dev), sales, and post-sales (CS, AM) motion. Once you’ve moved your org beyond ‘ What is revenue operations ”, they’ll know that it’s more than hosting a few cross-functional meetings. . This team is all about creating cross-functional partnerships.

Growth 62

Growth GTM Cross-sell Pipeline 62

Gong.io

JULY 27, 2022

The sales team gets together to discuss performance over the last quarter, looking at aspects such as: Sales pipeline reviews. Territory plans. When you’re fully aligned with your clients on their biggest objectives, you’re better positioned to help them meet them and identify relevant upsell and cross-sell opportunities.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Heinz Marketing

FEBRUARY 26, 2018

We loving sharing Sales Pipeline Radio with you (live every Thursday at 11:30 pst). Listen in and/or read our conversation below: Matt: Welcome to a winter Olympics edition of Sales Pipeline Radio. Thank you so much everyone for joining us on another episode of Sales Pipeline Radio. By Matt Heinz, President of Heinz Marketing.

Pipeline 47

Pipeline Sales B2B Start-ups 47