Sales Hacker

MAY 26, 2021

If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. 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.

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

SalesLoft

MAY 31, 2016

When a sales organization first looks to scale, the first strategic move is to sales development. Sales pods are collections of cross-functional roles, each dependently intertwined to achieve a specific and scalable goal within a sales organization. To reach that end goal, should your sales pods be cross-functional? Industries?

Strategize 52

Strategize Teamwork Cross-sell Objectives and Key Results 52

SaaStr

DECEMBER 5, 2022

In SaaS, retention is usually driven by recurring revenue, cross-selling, and up-selling. Price localization describes pricing that differs for each region you’re selling in. Lever #1: Tactical retention. Hooking in new customers is exciting, but customer retention is where your business will make money.

Product 52

Product Territory Price Cross-sell 52

PandaDoc

MAY 9, 2024

You need to know how quickly your team generates revenue to better plan and strategize for the business. 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. Why is sales velocity important? Why is this?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Salesforce

AUGUST 1, 2023

I’ll explore the pros and cons of each below — and propose a third, hybrid model that lets you harmonize the strategic vision of leadership with the on-the-ground expertise of your customer-facing teams. 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

JULY 25, 2022

How to pivot, strategize, and coach. 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. Where you stand in relation to business goals. Where your problem areas lie. New accounts.

Engineering 100

Engineering Objectives and Key Results Cross-sell Pipeline 100

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. Accenture is not new to offering its clients strategic guidance about navigating an increasingly complex sales environment.

B2B 96

B2B Territory Manufacturing Sales 96

Highspot

FEBRUARY 14, 2024

In contrast, the marketing plan is strategic, focusing on creating a favorable market environment and building brand equity. Sales Plan Template: The Essential Components A sales plan is a strategic document that outlines the tactics and activities a business will undertake to achieve its sales objectives.

Objectives and Key Results 52

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

Highspot

FEBRUARY 14, 2024

In contrast, the marketing plan is strategic, focusing on creating a favorable market environment and building brand equity. Sales Plan Template: The Essential Components A sales plan is a strategic document that outlines the tactics and activities a business will undertake to achieve its sales objectives.

Objectives and Key Results 52

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

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. PP could be a strategic enabler of GTM scale up if done well. Picking early customers is very strategic.

GTM 86

GTM Cross-sell Niche Strategize 86

Gong.io

AUGUST 24, 2022

Sales managers use forecasts for territory planning as well. If you know that next quarter, you’ve got an expected $250k in revenue from one territory and only $100k in expected revenue from a second; you can more appropriately allocate resources to the more lucrative geography. Inventory and equipment purchases.

Territory 62

Territory Pipeline Finance Sales 62

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

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. Align with strategic goals. Territory plans. How has your product or service met expectations? Goals change. Expansion opportunities.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

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

Lead Fuze

DECEMBER 31, 2021

And having a strategic sales plan template is the best way to ensure success in your business. This section makes recommendations for the most effective selling strategies, communication sequences, and playbooks for the company in question. Cross-sells. Territory Sales Work Plan. Customer Segments. New Prospects.

Territory 52

Territory Commission Sales Drivers/motivators 52

Salesforce

JANUARY 3, 2024

According to the State of Sales report, cross-functional alignment is sales leaders’ #1 tactic for driving growth. With sales budgets expected to increase , sales teams have an exciting opportunity to work together to try new things and drive revenue for their companies, but this requires a strategic mindset.

Retail 64

Retail Objection handling Sales Cross-sell 64

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. Listen: Find the Magic in Sales Transformation. Where Should You Start the Process of Sales Transformation?

Cross-sell 63

Cross-sell Sales Territory Legal 63

Miller Heiman Group

AUGUST 24, 2019

Our book, Sales Enablement—A Master Framework to Engage, Equip and Empower a World-Class Sales Force , defines a sales enablement charter as a “guide for turning random sales enablement efforts into a formal, scalable and strategic enablement discipline that has a definable, positive impact on your business.” Define your enablement customers.

Objectives and Key Results 77

Objectives and Key Results Cross-sell Territory Government 77

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. At one point in your life, you’ve probably had some type of baking conundrum.

Process 59

Process B2B Territory CRM 59

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. Their main goal is to help customers increase the ROI on a purchase, so they'll often connect with a salesperson if an opportunity to cross-sell or upsell arises. Regional Sales Manager. using Zoom, Skype, email, and CRM). Image Source. VP of Sales.

Commission 77

Commission Territory Finance Inside sales 77

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. Planning and strategizing go-to-market plans. Automating any possible selling or non-selling tasks.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. So those have been the two things, both deal acceleration, but also allowing us to get closer to our most strategic partner.

Cross-sell 78

Cross-sell Finance Strategize Technology 78

Highspot

OCTOBER 23, 2023

It starts with strategic actions, teamwork, and market understanding. Five Ways a Successful Product Launch Can Benefit Your Business A well-orchestrated product launch is a strategic move that can ripple benefits across the company. A strategic product launch targets the needs and desires of its audience.

Launch 59

Launch Negotiate Product GTM 59

PandaDoc

OCTOBER 3, 2023

Do you feel like your selling job is becoming harder and harder over time? Machine learning and artificial intelligence can handle them: analyze tons of data and make strategic predictions, cover multiple communication channels, provide valuable advice, and automate most of your routine tasks.

Process 52

Process Objectives and Key Results X-functional Sales 52

Hubspot

AUGUST 30, 2019

While you can’t always control what others say about your brand, strategic brand management is the process of responding to them in a way that elevates your brand and remains true to your core brand values — all while remaining consistent across teams and channels. Northeastern Region. Midwestern Region. Southern Region.

Territory 77

Territory Clients Service Follow-up 77

Pointclear

SEPTEMBER 24, 2015

Maybe you traditionally sell to one line of business. It’s a combined effort all the way over the finish line, and on into customer up and cross-sell, along with customer education and renewal. Certainly not, because it isn’t a solution, it’s a philosophy, a strategic approach.

Lead generation 95

Lead generation Cross-sell Territory Gaming 95

Highspot

JUNE 11, 2020

Cross-functional input into go-to-market strategies. Managing pipeline, territory planning, and forecasting. Sales’ responsibility is, of course, to sell. Strategize together. Cross-functional collaboration is great, but it can also be complicated. Managing the customer experience. Generating revenue.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Veloxy

NOVEMBER 30, 2023

This includes having up-to-date info about what they’re selling and being equipped with technology that aids their sales pitches. This allows them to focus more on selling and less on administrative tasks. Understand Your Market and Customers Start by learning about the market where you’ll sell your products or services.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Partners in Excellence

FEBRUARY 16, 2012

It’s supposed to help them better manage their opportunities, territories, and time. But managing our deals, pipelines and territories are much more complex. Do I have upsell, cross sell opportunities? They enable us to manage our time, maximize our impact, free us up to think, plan, strategize, and execute.

CRM 90

CRM Territory Cross-sell Sports 90

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

Sales Hacker

OCTOBER 28, 2019

Team Selling Playbooks. Additionally, don’t forget that you and your SDRs should strategize together. Strategize with them. Work with marketing on planning events in your territory. The post Team Selling: A Tactical Approach to Winning Deals as a Team appeared first on Sales Hacker. Two heads are wiser than one.

Sell 55

Sell Teamwork Objectives and Key Results Consult 55

Hubspot

APRIL 4, 2019

It’s usually confused with sales , often overlooked, and only sometimes given the strategic focus it deserves. Strategic Plan. Strategic Plan Template. Keeping your elevator pitch at the forefront of all strategic planning will remind everyone what you’re working toward and why. Craft your elevator pitch. Measurable.

Strategic planning 92

Strategic planning Strategize Referrals Cross-sell 92

Sales Hacker

NOVEMBER 21, 2017

x/= : Customer is happy buys more of your service through renewal, upsell and cross sell. Target/ABM: Pro-active based on a pattern of wins and/or strategic nature of deals a list of accounts can be pursued (Marketing Qualified Accounts). Sometimes first impact is delivered. USE : Solution delivers impact again and again. +/x/=

SQL 91

SQL Non-Profits Drivers/motivators Education 91

Highspot

MAY 8, 2020

Account or territory planning. Empower coaches with sales playbooks for organic topics, like negotiation, persuasion, upselling, cross selling, and competitive differentiation, to ensure coaches can effectively respond to issues as they arise. Coach the Way Reps Actually Sell. Ad-hoc questions and answers. Goal setting.

Technique 78

Technique Sales Negotiate Quota 78

Sales Hacker

FEBRUARY 20, 2023

Land and expand” is a selling tactic that starts with landing a small deal with a new account or organization. Through a strong relationship and proven results, that first deal turns into more sales and increased revenue as you continue to sell across the company. The next step is to carve out “land and expand”-friendly territories.

Cross-sell 91

Cross-sell Sell Territory Up-sell 91

Hubspot

OCTOBER 23, 2017

Questions you should ask at this stage include: Is the prospect in your territory? Do you sell to their industry? For example, if you ask your prospect about the company’s strategic goals and they’re unable to answer, it’s a good sign they’re not close enough to the decision process and lack influence. What’s the company size?

Sales 101

Sales X-functional Contact Prospecting 101

SalesHandy

JULY 12, 2022

If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. It makes use of account-based marketing, which focuses on selling to targeted accounts that align your products/services’ capabilities with the needs of the customers. Any sale is a good sale.”

Customers 59

Customers Cross-sell Represent Contract 59