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

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.

Finance 101

Finance GTM Cross-sell SQL 101

InsightSquared

NOVEMBER 5, 2018

Other comparisons such as region-to-region, product-to-product, or customer segment-to-customer segment are relevant too. SaaS benchmark should hover around 95%, not including upsell/cross-sell which should bring it up over 100%. It could be that the sales team is over-selling, or possibly a mix of both.

Territory 94

Territory SQL Negotiate Cross-sell 94

Sales Hacker

NOVEMBER 21, 2017

SQL (Sales Qualified Lead) A person who wants to take action and positively impact the situation. x/= : Customer is happy buys more of your service through renewal, upsell and cross sell. Problem: Measuring of related sales metrics against different points (SAL and SQL). Sometimes first impact is delivered. Web visitors.

SQL 91

SQL Non-Profits Drivers/motivators Education 91

Sales Hacker

FEBRUARY 7, 2018

DECREASE IN SALES CYCLE – The Sales Cycle is measured between SQL and WIN stage. Not entering the data correctly: An untrained sales manager gets a lead (SQL) and following a discovery call disqualifies it. For example: Added regional teams to increase coverage a nd decrease dependence on your local market.

Growth 87

Growth GTM SQL Strategic partnership 87

InsightSquared

NOVEMBER 5, 2018

Other comparisons such as region-to-region, product-to-product, or customer segment-to-customer segment are relevant too. SaaS benchmark should hover around 95%, not including upsell/cross-sell which should bring it up over 100%. It could be that the sales team is over-selling, or possibly a mix of both.

Territory 59

Territory SQL Negotiate Cross-sell 59

Heinz Marketing

JUNE 7, 2021

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. And so, as we have evolved complex buying and selling, the model has evolved as well. It’s a common noun in B2B.

Pipeline 123

Pipeline B2B Sales Cross-sell 123