Sales Hacker

MARCH 22, 2018

I run a European-based sales agency for software and technology companies. In this article, I will summarize what I’ve learned about B2B sales outsourcing. W hat is Sales Outsourcing? Sales outsourcing gives parts of your own sales process to others (individuals or agencies). Challenging your own sales force.

B2B 80

B2B X-functional Cold Call SQL 80

Openview

OCTOBER 13, 2017

It’s an age-old question: should SDRs report to sales or marketing ? Ask five people, and you’ll get five different answers based on individual experience and factors ranging from company stage to the SDR career path to the individual personalities and preferences of a company’s heads of sales and marketing.

SQL 74

SQL Management Consulting Sales Territory 74

Pointclear

JANUARY 27, 2017

I start with Matt Heinz : If we could get more sales and marketing teams to develop and agree on this model TOGETHER, we’d have a foundation for much better, more efficient and effective sales results well into 2017 and beyond. In our experience, few sales executives have something this complete, or know how to leverage it well.

SQL 51

SQL Pipeline Strategize Contract 51

Heinz Marketing

MARCH 29, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. This time we are talking about sales management intelligence. .

Pipeline 123

Pipeline Sales Gaming Up-sell 123

InsightSquared

SEPTEMBER 20, 2018

At Winning by Design, we help implement Sales as a Science by applying the scientific method to all areas of the customer journey which is, in many ways, the kaizen approach to GTM (go-to-market). One of the key focuses here is to expand beyond the sales cycle alone as the true cycle is from lead creation to close.

GTM 73

GTM Assembly Line Manufacturing SQL 73

Heinz Marketing

MAY 11, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Spotify , iTunes , Blubrry , Google Play , iHeartRADIO , or Stitcher.

Pipeline 83

Pipeline Healthcare Sales Manufacturing 83

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. Recruiting is easier, but the things that don’t change are customers don’t care.

Up-sell 98

Up-sell SQL Product Start-ups 98

Heinz Marketing

JUNE 4, 2018

By Matt Heinz, President of Heinz Marketing. Another episode of Sales Pipeline Radio for you! It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Samuel will answer some great questions: What’s the state of SAS sales?

Pipeline 53

Pipeline Sales Drivers/motivators X-functional 53

Sales Hacker

SEPTEMBER 2, 2021

Product-led is cool, and we have a desire to move away from sleazy sales tactics, don’t we? Contrary to popular belief, being product-led doesn’t automatically mean you’re anti-sales. It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. What does it mean to be product-led?

Product 95

Product SQL Contract Sales 95

Heinz Marketing

DECEMBER 11, 2017

By Matt Heinz, President of Heinz Marketing. Late in 2015 we started producing a bi-weekly radio program called Sales Pipeline Radio , which runs live every other Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Pipeline 44

Pipeline Sales Cross-sell B2B 44

Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. What I mean by MQLs is Marketing Qualified Leads. Staying quiet on go-to-market topics isn’t exactly my style – so let’s get into it. Driving pipeline for sales (SLG). who am I kidding?

GTM 93

GTM Pipeline SQL UX 93

ConversionXL

JUNE 19, 2019

Alexa Hubley: “How to Compete in a Saturated Market”. Product market fit: Value hypothesis is validated. Value hypothesis: why a customer is likely to use your product. The role of product marketing is to define and operationalize the context. How do you bring it to market? What is it? Who is it for?

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90

Martech

MAY 30, 2023

Where do you collect customer behavioral data? To answer this, here’s a look at some how well-known companies are successfully using a range of different marketing personalization software solutions. Google campaigns resulted in a 700% growth in ROAS and a 65% decrease in customer acquisition cost (CAC).

Sports 125

Sports SQL CTR Entertainment 125

SaaStr

SEPTEMBER 20, 2019

* How does Janine look to create alignment between sales and marketing? Why does Janine not believe in having the labels of “MQLs and SQLs”? How does Janine look to reduce the friction when handing off between marketing and sales? How are we seeing marketing also blend with customer success?

E-commerce 54

E-commerce Trust Start-ups SQL 54

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

B2B 99

B2B E-commerce Cold Call Represent 99

Sales Hacker

APRIL 21, 2021

Do you love chasing down the sale? What about using data analysis to create sales strategies? Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management.

Finance 101

Finance GTM Cross-sell SQL 101

Sales Hacker

APRIL 8, 2021

If you’ve worked at a B2B company that uses an ABM strategy for their Go To Market and has an SDR team you have inevitably run into the problem of lead attribution. Was it the Facebook ad that helped us drive the sale? The foundations of the marketing/sales attribution problem. Or was it the blog, or the TV ad?

B2C 93

B2C E-commerce Tradeshows Commission 93

Sales Hacker

DECEMBER 6, 2021

You can customize almost any customer relationship management (CRM) system to support your organization’s sales funnel. But the best CRM for you is the one that can map to the processes in your sales funnel using the smallest amount of custom development. Number of sales processes. Number of sales processes.

CRM 84

CRM SQL Government Customer Relationship Management 84

Sales Hacker

FEBRUARY 7, 2018

In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. Traditional Sales Growth vs SaaS Sales Growth. SaaS Growth Rate.

Growth 88

Growth GTM SQL Strategic partnership 88

InsightSquared

AUGUST 24, 2018

At Winning By Design , we start by defining and outlining the customer journey and what the key metrics of measurement are. The best way to model and measure your business is by aligning to key stages in the process mapped against the customer journey. Although this does have an impact, how big of an impact does it really make?

SQL 54

SQL Contract Growth GTM 54

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. In the past, Go Nimbly has helped companies like Zendesk, Twilio, PagerDuty and Coursera to achieve alignment and increase revenue by 26%.

X-functional 54

X-functional SQL Pipeline GTM 54

Sales Hacker

FEBRUARY 24, 2020

This week on the Sales Hacker podcast, we speak with Blake Bartlett , Partner at OpenView. VPs of sales/marketing need to be flexible and willing to reinvent themselves. Subscribe to the Sales Hacker Podcast. Shrinking Tenures of VP of Sales [32:40]. Sam Jacobs: Welcome to the Sales Hacker Podcast.

Growth 73

Growth Product SQL Price 73

SaaStr

MARCH 1, 2019

What time frame from SAL to closed lead suggests product market fit? What one question must all founders be asking in the sales process? * How should comp plans differ when comparing AEs to customer success? Where should the responsibility for upsell lie, customer success or sales? Harry Stebbings: Absolutely.

Contract 46

Contract Price Commission Conversion 46

SaaStr

NOVEMBER 22, 2019

As for Travis, prior to joining Redpoint, Travis was head of Customer Growth at Front, after spending 5 years building the global Sales organization at Optimizely, the world’s most popular experimentation platform. Why does it suggest misalignment between customer and vendor from Day 1? Loving our podcast content?

Start-ups 65

Start-ups Customers Objectives and Key Results Growth 65

Sales Hacker

AUGUST 30, 2018

The Winning By Design Blueprint Series provides practical advice for parts of a SaaS sales organization. In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. Thus making them a sales qualified lead. Example of a single-tap sales cadence.

Prospecting 47

Prospecting SQL GTM X-functional 47

SaaStr

JANUARY 3, 2020

What one question must all founders be asking in the sales process? * How should comp plans differ when comparing AEs to customer success? Where should the responsibility for upsell lie, customer success or sales? Should sales commission be paid on renewals? Harry Stebbings: Absolutely. Harry Stebbings: Absolutely.

Contract 10

Contract Price Commission Conversion 10

SalesHandy

OCTOBER 28, 2022

For example, Leads that are ready to make a purchase i.e. Sales Qualified Lead (SQL) The survival of your business is dependent upon getting 300 leads each quarter. The beauty of outbound lead gen is that you are able to pick and choose your ideal customers, and then decide to reach out directly to them. You need leads now!

Lead generation 59

Lead generation Cold Call Referrals Objectives and Key Results 59

SaaStr

DECEMBER 8, 2023

It’s easier for someone who isn’t as sophisticated with SQL because they can ask questions of their data without the 3-6 month learning curve beforehand. A big learning during this process was the importance of developing alongside customers. Another learning was to invest in customer success work early on. Personalization.

GTM 95

GTM SQL X-functional Engineering 95