Gong.io

DECEMBER 15, 2022

The value of sales territories isn’t lost on most sales leaders (and if it is, we’ll clarify that shortly). The problem is making your sales territory planning fair without swallowing up your time. . What is sales territory mapping, and why is it important? What is sales territory mapping, and why is it important?

Territory 62

Territory Sales Cross-sell Non-Profits 62

Partners in Excellence

JULY 24, 2024

We have our cadences, following up on our initial outreach. Perhaps sending a follow up message a few days later, a week later. “If your first email wasn’t interesting to me, why is a follow up about the same thing likely to provoke a response?” After all, that’s all we sell.

Cross-sell 143

Cross-sell Territory Follow-up Prospecting 143

Veloxy

AUGUST 17, 2022

Price: $49/month for Salesforce users, corporate plans available Automations: Non-selling activities, lead prioritization, lead capture Veloxy has several features to help you automate Salesforce, no matter how long you’ve been using the CRM platform. Visit Veloxy’s Salesforce AppExchange store to start your free trial today.

Appointment 147

Appointment Territory Cross-sell Contract 147

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. Upsell/Cross-Sell Rates. As a rule of thumb, start by sending an NPS every three-to-six months.

Territory 101

Territory Cross-sell A/B testing Promote 101

Hubspot

DECEMBER 22, 2015

AOL may have scaled back its Patch.com presence in 2013, but the market opportunity for regional publications is still alive and strong. They’re riding the line between news and entertainment and have an opportunity to explore new monetization and engagement opportunities — And it’s not so daunting to do the same if you know where to start.

Territory 53

Territory Cross-sell Entertainment Promote 53

Salesforce

NOVEMBER 19, 2024

However, most companies are up against established rivals who compete on price. Your business will have to set firm red lines that cannot be crossed, no matter how badly the sales team wants to close a deal. Sign up now Thanks, you’re subscribed!

Price 52

Price Profit margin Territory Cross-sell 52

Veloxy

MAY 3, 2022

You need actual thought leadership and takeaways that you can readily apply to your role and your sales organization starting today. Get ready to download and start using (yes, much of these sales resources are actually useful and interactive) these sales tools today. Helps perfect your sales process in order to sell more.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Salesforce

OCTOBER 29, 2024

This practice also applies to canvassing — hanging physical flyers or starting conversations with people on the street to gather information. Like other sales approaches, the goal of door-to-door sales is to establish a relationship with a customer, upsell , cross-sell, and close more deals.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

Salesmate

MARCH 23, 2021

You are a budding entrepreneur and your start-up is just gearing up to take on the market. You are already aware that a CRM would be the viable option to invest in for the growth of your start-up, but you aren’t sure how it’ll be beneficial to you, especially at such an early stage of your business.

CRM 116

CRM Cross-sell Tradeshows Up-sell 116

Partners in Excellence

SEPTEMBER 19, 2013

The sales people are using all the classic arguments—”it wastes my time and diverts me from selling activities,” “it doesn’t help me sell more,” “it’s management’s way of micromanaging me,” “all I do is spend endless hours doing reports, I’m supposed to sell!”

CRM 120

CRM Territory Cross-sell Pipeline 120

SaaStr

JANUARY 31, 2022

It was a critical metric for us because when I started we were at -15% quota capacity. Adding C-level engagements and cross-departmental selling will lengthen your sales cycle but it will provide you with customers who stick and an increased average transaction size. Territory Development. Cross-team resolution of issues.

Territory 98

Territory Cross-sell Quota Networking 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. So buckle up and prepare for one super informative, all inclusive guide to all things Sales AI. The power of selling will never move away from human interaction.

Sales 223

Sales Non-Profits CRM Pipeline 223

Salesforce

SEPTEMBER 28, 2023

Let’s dig into the most important things I’ve learned about target-setting from more than 20 years in sales and business so you can start clocking revenue. Create sales plans that save reps time and maximize sales impact Get your targets, budget, and headcount aligned with just a few clicks so you can sell more efficiently.

Quota 116

Quota Territory Pipeline Sales 116

Martech

JUNE 23, 2022

Swiftcurrent Lake in the Many Glacier region at Glacier National Park. To kick off the vendor selection and onboarding process, Xanterra established a core team of about 15 individuals made up of leaders from every brand in their portfolio. It was new territory for us.”. Image provided by Xanterra. Processing.Please wait.

Territory 107

Territory Customers Hospitality Cross-sell 107

Salesforce

NOVEMBER 18, 2024

How humans with AI transform financial services Maximizing customer engagement and efficiency with AI agents in financial services Get started with Agentforce today What are AI agents? You can start with small jobs to be done and expand your implementation from there — this doesn’t have to be a complete overhaul. Back to top.

Service 52

Service Non-Profits Territory Trust 52

Martech

OCTOBER 10, 2022

This disconnect challenge is made more complicated when every organization, region, team or business unit is doing their own thing in how they go to market. The first place to start is to evaluate your full GTM strategy, with a spotlight on how your target markets operate and your customers buy. Lack of executive ownership.

B2B 126

B2B GTM Customers Cross-sell 126

Hubspot

FEBRUARY 7, 2018

Chances are, you’ll need to start as a business development rep and work your way to an account executive position. On the other hand, if you go into manufacturing sales, you’ll probably be responsible for handling deals from start to finish. You’ll be moving around constantly: Around the city, region, state, country, or even world.

Territory 101

Territory Commission Outside Sales Account management 101

Salesforce

OCTOBER 4, 2024

What started as a manageable headache is now causing your organization to leak revenue — especially as you add more products, territories, and go-to-market strategies into the mix. So while we’d like to sit here and tell you an exact date to start building out the RevOps function within your company, we can’t. Guess what?

GTM 98

GTM Territory Finance E-commerce 98

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

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. But that might mean overlooking a golden opportunity.

E-commerce 87

E-commerce Territory Transportation B2C 87

ConversionXL

OCTOBER 9, 2014

Where do you start? Fortunately for both of us, I’ve found a handful of segments & reports to help get you started. Don’t think of this as a definitive list, but rather as a source of inspiration to jump-start your own thinking around the different ways you can segment your data. Trust me, I hear you.

Referrals 119

Referrals Real Estate Territory Cross-sell 119

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 106

Territory Cross-sell Manufacturing Finance 106

Sales Hacker

JULY 16, 2020

By understanding this macro trend you can set yourself, and your company, up for amazing long-term outcomes. But three things have changed: There are new sets of tools such as partner ecosystem platforms that automate the co-selling and cross-selling process. Those that manage partnerships are in a good position.”.

Pipeline 122

Pipeline E-commerce Cross-sell Referrals 122

Salesforce

JUNE 2, 2022

Tip 1: The sales organization needs to have a very high level of discipline and rigor when it comes to inputting and keeping this data up to date. Sales managers need to review every opportunity so the data rolls up correctly in the platform. Tip 2: Understand each of the functions that make up your pipe engine. Enablement.

Pipeline 98

Pipeline Engineering Growth Territory 98

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 136

Pipeline Cross-sell CRM Sales 136

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. Round up your corporate-approved, top-notch sales decks. Best-selling author, Hal Elrod, once said: . Sales enablement materials.

Territory 118

Territory Objectives and Key Results Contract Price 118

SaaStr

SEPTEMBER 8, 2020

While some of it was familiar territory, I thought it was a pretty fun discussion with a different perspective in many cases than we’ve touched on before. Jason cites the example of how Algolia found PMF when it started. You may not have that magical sales person, but as a founder, you simply have to sell.

Growth 124

Growth Hospitality Cross-sell Territory 124

Sales Hacker

APRIL 21, 2021

If the answer is “yes” to all three, now is the best time to get started in a revenue operations job. On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. An emerging need to support multiple GTM plans across segments and regions. Remind me again – what is RevOps? Unified data problems.

Finance 116

Finance Cross-sell SQL GTM 116

Hubspot

APRIL 4, 2019

Pull up a chair and stay awhile, I’m diving into that and more below. If one of your goals is for 5% of monthly revenue to come from upsells or cross-sells , make this goal specific by identifying what types of clients you’ll target. Upselling and cross-selling. But how do you develop a business development plan?

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

Martech

FEBRUARY 7, 2024

Because AI is unexplored territory and, in the wrong hands, can damage a company’s brand, people will need to know how to maintain ethical boundaries. However, it will be up to the person to critically analyze AI’s results, determine what is true, and validate those assumptions by talking to real customers.

X-functional 126

X-functional Cross-sell Territory Retail 126

Partners in Excellence

JUNE 7, 2012

As we start to look at standard work within sales, we want to look focus on a couple of issues: How do we maximize the time sales people spend with customers helping them identify and solve problems? Imagine the impact of being able to free up just 10% of a sales person’s time.

Territory 111

Territory Sales Manufacturing Objectives and Key Results 111

Partners in Excellence

JULY 8, 2015

Marketing presented tremendous data about web traffic, email hits, SEO results, and so forth–but when the Sales exec stood up, his pipelines were drying up, transactional sales were flat to slightly declining—the story was completely different. They were starting to spend money to support this launch.

Launch 115

Launch Manufacturing Cross-sell Finance 115

Martech

FEBRUARY 13, 2024

Any tool in your arsenal that doesn’t directly contribute to these goals might end up as costly “shelfware.” Match the required martech functionalities to these goals Do you need more robust personalization and experimentation capabilities, content creation tools for different regions or enhancements in mobile engagement?

Objectives and Key Results 114

Objectives and Key Results Cross-sell Strategize Retail 114

Partners in Excellence

JANUARY 31, 2018

Account Based Marketing/Selling is all the rage today. But having played in this space for more than a few years, a lot of what I see is deja-vu all over again, echoing concepts from the 80’s, 90’s, even before (look at some of the original books on account based selling and when they were published.

Sell 77

Sell Territory Cross-sell Strategize 77

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Whether you’re just getting started in sales or you’re onboarding new sales team members , I’ll share the best and most common sales terms used today. Quantify the benefit with stats wherever possible.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Salesforce

DECEMBER 4, 2023

Trending Articles 3 Ways Generative AI Will Help Marketers Connect With Customers 3 min read Skill Up on AI with Trailhead 6 min read What are the most important sales KPIs? 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

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. It's important for this role to educate prospects and follow up once a sale is closed to maintain customer satisfaction and encourage repeat buyers. Image Source.

Commission 94

Commission Territory Finance Inside sales 94