SaaStr

NOVEMBER 12, 2020

Our panel said it’s crucial to define an initial Ideal Customer Profile (ICP) before building a team for an upmarket effort. Keeping the marketing team aligned with the sales team and product team is imperative before going upstream. . Are your customers, investors, or the board asking for it?

Sell 108

Sell Cross-sell Drivers/motivators Technical Sales 108

Heinz Marketing

JANUARY 11, 2018

This week I’m excited to feature Heather Kahler , VP of Customer Experience for PFL. Heather started at PFL ten years ago as a technical sales representative and has worked her way up to lead the customer success team. You can catch up on everyone we’ve featured thus far in the “How I Work” series here.

Customers 43

Customers Technical Sales Represent Gaming 43

Sales Hacker

MARCH 15, 2022

Get accurate sales forecasting, replace manual processes with real-time guidance, and unlock actionable customer intelligence. He launched a division specializing in technical sales and sales engineering. We went from sales to the entire go-to-market org, practices, technical sales, and executive search.

GTM 94

GTM Technical Sales Quota Growth 94

SalesBlog!

FEBRUARY 22, 2022

Hard enough for us to grasp and remember, but what about the customer? I have not doubt if presented this way it will make sense to a potential customer as well. How I Sales Chunk. For example I developed a holistic approach to technical sales training. The Sales Chunking Advantage. How do you sales chunk?

Technique 52

Technique Presentation Sales Technical Sales 52

Sales Hacker

JANUARY 8, 2021

Gain agreement from everyone involved on market status, product, marketing, customer success investments, success metrics, and timeline. They will be spending a lot of time doing business development activities like speaking at events, meeting partners, and making customers successful, all while still building pipeline.

Territory 83

Territory Pipeline Launch Technical Sales 83

SalesBlog!

DECEMBER 9, 2021

I have been promoted many times since then in highly technical positions. Myth #2 – Won’t relate to younger sales professionals and customers. At the initial meet possibly… But as a younger professional team member or customer gets to know me , my skills, my knowledge base, that changes immediately.

Sales 52

Sales Technical Sales Trust Growth 52

Outreach

APRIL 5, 2019

Distinction among sales reps can be in terms of work venue (inside sales reps vs. outside sales reps); tenure or skill level (junior sales reps vs. senior sales reps); or area of focus ( outbound sales reps vs. inbound sales reps; business development reps vs. sales development reps vs. technical sales reps vs. lead development reps).

Represent 49

Represent B2B Pipeline Technical Sales 49

Hubspot

APRIL 25, 2019

If you're ready to see what a great resume looks like, check out these sales manager resume examples next. Sales Manager Resume Sample. Regional Sales Manager Resume Sample. Technical Sales Manager Resume Sample. Sales Manager Resume Templates. Sales Manager Resume Template from Resume Companion.

Strategic planning 78

Strategic planning Territory Sports Education 78

Gong.io

OCTOBER 27, 2021

That’s how it ensures alignment between plans and reality, and helps everyone on your sales and go-to-market teams be their highest-performing selves. Sales ops moves you from a fragmented sales model to an agile and customer-focused one. Got bottlenecks or friction in your sales processes? . Step 2: Operations.

Quota 62

Quota Pipeline Sales Contract 62

Lead Fuze

NOVEMBER 30, 2021

Gain agreement from everyone involved on the current state of the market, product features and benefits, marketing plan for customer acquisition or retention rates depending on your business model (retailer vs. wholesaler), timeline for success metricsgoals set by management team. What if you have a plan but it doesn†t work out?

Territory 52

Territory Pipeline Sales Launch 52

Sales Hacker

MARCH 30, 2021

Today’s sponsor is Outreach , the number one sales engagement platform. Outreach revolutionizes customer engagement by moving away from solid conversations to a streamlined and customer-centric journey. Save your seat at Unleash.Outreach.io. Communication through email and chatter has changed everything.

Sell 103

Sell CRM Appointment Up-sell 103

Hubspot

JULY 14, 2015

You have a website, a customer acquisition team, and a really great product -- but people aren’t getting on board. There are ways to turn visitors into customers -- you just have to know which best practices you should start following. 1) Use Tailor-Made Pages for Custom Campaigns. Ryan Engley , Director of Customer Success.

Conversion 76

Conversion Launch Education Campaign 76

Sales Hacker

DECEMBER 3, 2020

The shift to remote work isn’t just impacting the way we sell, it’s changing the way customers buy. With budgets tightening and more companies looking to invest in long-term remote solutions, old sales strategies aren’t going to work. This shift to remote selling has forced many organizations to rethink their sales strategy. .

Sales 80

Sales Cross-sell Education Conversion 80

Sales Hacker

SEPTEMBER 16, 2019

Because the price and commitment are lower, the convenience of the purchase is going to be one of the most important aspects to your customer. The sales velocity is much higher. You usually want to see how it works in person, have the product customized for your brand, and shake a person’s hand as you make the deal.

Outside Sales 81

Outside Sales Inside sales Profit margin Sales 81

SBI

JUNE 22, 2021

In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. . Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

Sell 37

Sell Engineering Non-Profits Retail 37

SaaStr

JUNE 27, 2019

Growing a company’s revenues, customer base, team, process, and product doesn’t just happen without major work and strategy. New Relic powers our customer’s digital transformations. The second is adoption of DevOps practices, and the third is a focus on a digital customer experience. The first is a migration to the cloud.

Cross-sell 67

Cross-sell Technology Technology Pitch 67

SaaStr

AUGUST 28, 2020

So about 13 million in revenue on the B2B side, and they needed someone to come and run sales ops, and training, and customer success, and they gave me a call and that’s how I got up to California, and then it’s been about 10 years going to different SaaS companies, usually pre-IPO, a little bit crazy, a little bit chaotic.

Sales 62

Sales Start-ups Meeting Follow-up 62

Gong.io

APRIL 19, 2022

Any solid SE should be the technical resource for sales reps, the person who jumps into calls and meetings and deals to help customers … and ultimately win the account. Even better: They know which ones work best for your customer. Help customers understand integrations with unsupported systems, especially APIs.

Engineering 118

Engineering Cold Call Up-sell Sales 118

PandaDoc

APRIL 29, 2024

It is very important to understand the boundaries of Q2C, as it does not cover the entire scope of a typical sales funnel. Q2C starts exactly when a potential customer requests a quote for a product or service and ends when payment (full or partial) for said service or product is received.

Cross-sell 52

Cross-sell Contract Legal Negotiate 52

Sales Hacker

AUGUST 18, 2023

The Sales Hacker Newsletter has now merged with The GTM Newsletter to make one of the largest newsletters in the space. As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring.

GTM 68

GTM Up-sell Price Start-ups 68

Closing Bigger

FEBRUARY 11, 2009

Does the company have a solid infrastructure, quality control, technical standards, and sufficient resources for customer support? This results in delayed projects, poor customer service, and loss of clients, market share, and opportunity. Too many start-ups lack this infrastructure and back-office support.

Commission 52

Commission Technology Technology Sales 52

Closing Bigger

FEBRUARY 11, 2009

Does the company have a solid infrastructure, quality control, technical standards, and sufficient resources for customer support? This results in delayed projects, poor customer service, and loss of clients, market share, and opportunity. Too many start-ups lack this infrastructure and back-office support.

Commission 40

Commission Technology Technology Clients 40

Salesmate

OCTOBER 22, 2020

Sales representatives are critical to the growth of any business. They serve as a principal point of contact between the business and its customers. Sales reps ensure that current customers have the right products, identify new sales leads, and pitch to prospects. Understand the pain points of the customer.

Sell 59

Sell Sales Up-sell Follow-up 59

Sales Hacker

AUGUST 9, 2021

Veriff is an online identity verification company that protects businesses and their customers from online identity fraud. Microsoft recently included Alkira in its Microsoft for Startups program , which will provide the company with access to technical, sales, and marketing resources. Number of Employees: 251–500.

Growth 103

Growth CRM Networking Government 103

Lead Fuze

AUGUST 5, 2021

Through interesting and informative content, Leah’s goal is to spread the word about modern sales. The Gist: WoodPecker has a “ mission is to enable all B2B companies to connect with their ideal customers. ” This goal is seen thoroughly in their products and best sales blogs content. Sales Engine.

Negotiate 98

Negotiate Sales Retail B2B 98