Veloxy

AUGUST 31, 2023

And while you can always push a product for the sake of selling it, you’ll only sell it once. Embrace sales technology and analytics Sales technology is among the biggest facilitators that help managers solve the biggest problems that come with outside sales. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Martech

NOVEMBER 30, 2021

Are you looking to increase upsell and cross-sell opportunities at key accounts to improve customer lifetime value? Or do you want to expand into a new segment, territory or vertical market? But shifts in technology and disruptions from the COVID-19 pandemic have accelerated its widespread adoption among marketers.

Cross-sell 119

Cross-sell Territory B2B Technology 119

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

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

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

Highspot

MAY 15, 2020

Doing so requires sales enablement — a must-have function and technology for every business navigating today’s uncertain economic landscape. Sales enablement technology helps marketing teams ensure that all customer-facing roles have access to the same branding, messaging, and content.

Cross-sell 98

Cross-sell Territory Technology Technology 98

Salesforce

SEPTEMBER 21, 2021

To help clients navigate this new sales world, they turned to Bryan Berumen , managing director at Accenture and an 18-year veteran of the technology consulting firm, to build a new solution and bring it to market. It plays out in something as simple as dividing up sales territories. This is not crazy technology.

B2B 96

B2B Territory Manufacturing Sales 96

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

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

MAY 9, 2024

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. Sales velocity varies by industry, region, business model, and other variables. What role does technology play in sales velocity? Why is this?

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

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. Salesforce’s state of sales report shows that sales leaders expect their AI adoption to grow faster than any other sales related technology. How is AI Changing Sales?

Non-Profits 223

Non-Profits Sales CRM Pipeline 223

Heinz Marketing

FEBRUARY 17, 2022

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. Account-focused models not only benefit net new deals, but also provide insights on cross-sell and upsell opportunities.

Pipeline 112

Pipeline Cross-sell Click Through Rate Territory 112

SalesLoft

DECEMBER 19, 2023

Get the best from every player with a revenue workflow platform One of the advantages of workflow technology is its capacity to slash the administrative burden that bogs things down. The solution, then, is not just layering another piece of technology on top of an already bloated tech stack. And that’s just the sell side.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs. A better selling experience. 5 benefits of CPQ software. Scaling sales operations.

Cross-sell 94

Cross-sell Contract Price Finance 94

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Unified data problems. This results in dozens of bottlenecks.

Finance 101

Finance GTM Cross-sell SQL 101

The Lost Book of Sales

AUGUST 15, 2021

🇩🇪 🛫 ➡ 🛬 🇫🇮 The pause in blog activity comes from me having moved out from Munich, Germany over to Finland for starting my Master’s degree studies at the LUT University of Technology. Hmm, as they say, I guess it is first and foremost about providing value.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

Openview

NOVEMBER 20, 2017

Today, Mike is at Veracode , which was recently acquired by CA Technologies. 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? Do the screen and then jump right into the role play.

Territory 72

Territory Healthcare Retail Sales 72

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 57

Sell Territory Cross-sell Strategize 57

Partners in Excellence

MAY 3, 2022

Let’s imagine an IT technology challenge, though we can apply this thinking to just about any problem. Yet when we talk about the same things to the end users, they look at us with their eyes crossed. I’ve shared the story of being a CRO at a technology company. But that requires us to sell differently.

Strategize 83

Strategize Territory Cross-sell Growth 83

criteria for success

FEBRUARY 5, 2020

It’s important to consider your team’s ideal buyer personas as well as the type of offerings they’re responsible for selling when creating a sales process. Because an enterprise sales team means selling large, complex deals with long sales cycles to large companies. Establish cross-function collaboration.

Process 49

Process Cross-sell Territory Sales 49

Hubspot

JUNE 8, 2021

For the same reasons that inside sales reps roles are growing, outside sales reps now often rely on technology to land customers. Nearly half of their time is spent selling remotely (i.e. It's good to check how much travel is involved, what technology you'll have access to, and what performance metrics you'll be evaluated against.

Commission 76

Commission Territory Finance Inside sales 76

SaaStr

JANUARY 25, 2021

Prior to the pandemic, many companies knew which vertical channels were doing well, but COVID caused a change in territory planning overnight. Secure the deal through the use of all available resources such as executive relationships or board relationships in order to provide the most cross-functional attention possible.

Cross-sell 65

Cross-sell GTM Territory Sales 65

Miller Heiman Group

SEPTEMBER 5, 2019

A formal sales data strategy is a documented framework that collects information from sales technology tools—and it should have executive sales ownership and buy-in. Focusing their coaching and selling efforts. On average, sales organizations use 10 different sales technologies and plan to implement four more this year.

Government 63

Government Cross-sell Territory Finance 63

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. So they took the same technology and repackaged it as an API. Basically, a different expression/use case of the technology but the one that was right for the market.

Growth 92

Growth Hospitality Cross-sell Territory 92

Sales Hacker

JULY 16, 2020

But look closer and you’ll see Giphy is yet another beneficiary of the Era of the Ecosystem — this paradigm in SaaS where the ability to integrate your technology into other products is just as important as your product itself. As a sales professional, building and co-selling with your ecosystem can help you shake loose new revenue.

Pipeline 96

Pipeline E-commerce Cross-sell Referrals 96

Openview

MAY 11, 2018

To achieve explosive growth, technology startups need to have world-class sales teams. Combining that cross-functional skill set with strong technical competences means that the best reps don’t rely on their sales engineers to explain how their solution integrates or complements their prospect’s technology stack.

Drivers/motivators 90

Drivers/motivators Cross-sell Territory CRM 90

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. Territory Sales Work Plan. Managers who oversee a region use territory sales plans to help their directors and VPs keep track of the progress in each area.

Territory 52

Territory Commission Sales Drivers/motivators 52

Miller Heiman Group

JANUARY 9, 2020

We kept our goal in mind when we were choosing new tools for our technology stack and made it part of our hiring process. During each opportunity review we made sure selling behaviors aligned with the sales methodology and established clear next steps, accountability for these selling motions, and expected outcomes.

Cross-sell 63

Cross-sell Sales Territory Legal 63

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

Miller Heiman Group

SEPTEMBER 19, 2018

Advancements in sales technology, such as access to behavioral data and AI-augmented selling, as well as dramatic changes in buyer behaviors have sales leaders everywhere talking about transforming their sales force. months in which a territory is being underserved. months, and it takes 9.2 That leaves a total gap of 12.9

Territory 57

Territory Cross-sell Construction Sales 57

Miller Heiman Group

SEPTEMBER 20, 2018

Advancements in sales technology, such as access to behavioral data and AI-augmented selling, as well as dramatic changes in buyer behaviors have sales leaders everywhere talking about transforming their sales force. months in which a territory is being underserved. months, and it takes 9.2 That leaves a total gap of 12.9

Territory 55

Territory Cross-sell Construction Sales 55

The 5% Institute

JUNE 9, 2023

Effective sales team management involves assigning territories, setting clear expectations, monitoring performance, and fostering a collaborative and motivated work environment. Effective cross-functional collaboration enhances overall business performance.

Objectives and Key Results 52

Objectives and Key Results Finance Drivers/motivators Sales 52

SBI

OCTOBER 4, 2018

As I always do, I stopped at the booths of some of the most exciting technologies to learn what they had to share at the event. 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. These guys are on to something big.

Territory 55

Territory Cross-sell Manufacturing CRM 55

PandaDoc

OCTOBER 3, 2023

Do you feel like your selling job is becoming harder and harder over time? As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. So hurry up and learn how to stop wasting your time on inefficient routines and redirect your efforts to selling!

Process 52

Process Objectives and Key Results X-functional Sales 52

Lead Fuze

JUNE 28, 2021

Affiliate marketing is a form of performance-based marketing where the affiliate earns commissions by selling or advertising products from their own site. Affiliate marketing is most successful with the effectiveness of tracking technology which credits paying customers whenever they refer someone. What Is Affiliate Marketing?

Lead generation 97

Lead generation E-commerce Commission Real Estate 97

The Lost Book of Sales

JULY 12, 2021

It's one of those books that you have to read if you work in sales or technology. Technology Adoption Lifecycle. Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. Example: Early adopters vs. early majority.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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. This includes everything from implementing key sales technology to administering compensation. Growth forecasts of sales territories.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75