Gong.io

OCTOBER 6, 2021

But we never mention these roots in our marketing. Instead, we opted for a radically different, more human-centered go-to-market strategy four years prior: help business professionals everywhere become sales superstars. . There were our brand drivers, built right into the mark itself.

Angle 153

Angle Represent Drivers/motivators Territory 153

Openview

NOVEMBER 20, 2017

Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing. How do you manage year-to-year territory adjustments as your company grows? Eventually, people will catch on that if their territories are getting bigger, that’s bad.

Territory 72

Territory Healthcare Sales Retail 72

SalesLoft

FEBRUARY 19, 2020

We’ll cover topics ranging from motivation and productivity to innovative tactics. Objections come with the territory when making cold calls. But how do you set a “Challenger” go-to-market strategy in motion? Who Should Attend Revenue Methodology & Mastery Sessions? 3 Must-See Sessions. 3 Must-See Sessions.

Inside sales 95

Inside sales Cold Call Territory Drivers/motivators 95

Salesforce

OCTOBER 22, 2021

Business leaders sometimes make the mistake of seeing sales operations (increasingly known as revenue operations) as a cost instead of a potential revenue driver. If they go about it with zero strategy or focus on operations, it could lead to a “Wild West” situation where territories overlap and reps argue over accounts and leads.

Territory 98

Territory Strategize Sales Healthcare 98

Sales Hacker

APRIL 21, 2021

According to Gartner , the switch to RevOps is due to five key business drivers: Companies are disillusioned with rigid silos. An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. Customer experience becoming a critical revenue driver.

Finance 117

Finance Cross-sell GTM SQL 117

Martech

OCTOBER 10, 2022

The growing impact of B2B internal disconnects is limiting our customer relationships, affecting our revenue results and hamstringing our go-to-market (GTM) teams’ productivity. 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.

B2B 123

B2B GTM Customers Cross-sell 123

InsightSquared

OCTOBER 11, 2017

How to Shift the Sales Ops Function from a Reporting Factory to Revenue Driver — Tuesday, November 7 at 11:30 a.m. Avra will deliver a case study on how Bazaarvoice’s sales ops function turned into a revenue driver. We hope you can join us for one, or all of our sessions. – 12:10 p.m.,

Drivers/motivators 66

Drivers/motivators Territory Sales CRM 66

Highspot

JANUARY 23, 2025

Your entire go-to-market team also relies on these abilities to create seamless experiences for buyers at each stage of the buyers journey. These challenges compound when teams are spread across different regions and may only meet in person once or twice a year.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Sales Hacker

DECEMBER 21, 2017

Sales Territory Assignment and Growth Forecasting. Allocation of Accounts and Sales Territories. In addition to the technical and sales enablement responsibilities, the newly formed Sales Operations unit will be responsible for the following tasks: Go-to-market strategy & planning. Territory design. Operations.

Territory 106

Territory Non-Profits Contract Quota 106

criteria for success

DECEMBER 1, 2021

Is there a specific area in the market that’s currently underserved? Use this research to refine your solution as well as your go-to-market and targeting approaches. And if you can identify common concerns, tendencies, and business drivers your ideal buyers share, you’ll get even more information about your targets.

Clients 98

Clients Territory Drivers/motivators Contact 98

Hubspot

OCTOBER 2, 2019

Having a set performance management plan keeps compensation structure and overall business objectives aligned, resulting in a more motivated sales team. Sales territory optimization - The ability to support strategic territory mapping and efficiency. How to Implement an Effective Sales Performance Management Process.

Territory 99

Territory Quota Commission Sales 99

Sales Hacker

FEBRUARY 3, 2020

SaaSy Sales Management runs in-person, public, and private workshops to teach go-to-market SaaS leaders how to produce the best outcome for their company and their people. Founders should move to the region where they want to expand into. Expanding into New Regions [24:45]. How do I motivate reps to give their best?

Territory 89

Territory Hospitality Consult Engineering 89

Hubspot

JUNE 8, 2021

You may also need to collaborate with the marketing team to manage personalized materials or advertising for leads, so a background in cross-functional collaboration is helpful for landing a job. Regional Sales Manager. According to Glassdoor , the average base salary for regional sales managers is $75,600. Image Source.

Commission 94

Commission Territory Finance Inside sales 94

Openview

MARCH 15, 2019

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. While there are many benefits to incorporating a channel element into your go-to-market strategy, it’s not the perfect fit for all companies. Motivating Channel Partners.

Sales 129

Sales Networking Drivers/motivators Up-sell 129

Sales Hacker

NOVEMBER 2, 2021

He has built and led AE and SDR sales teams, achieved individual revenue quotas, developed go to market strategies, managed regional sales, and recently has been a hiring machine. Someone who’s self-motivated and hardworking. You need to be super self-motivated and have great persistence around your work.

Drivers/motivators 106

Drivers/motivators Engineering Promote Up-sell 106

Highspot

FEBRUARY 20, 2025

Key Takeaways Product training is essential for anyone responsible for taking a product to market. Product training techniques like gamification keep teams motivated. Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

SalesLoft

JANUARY 30, 2017

As the Director of Enterprise Sales at Box, Fred helped the company grow revenue in his region over 800% in 2 years, and was recognized as the top region in FY15. The experience Fried brings to the Salesloft family are key-drivers for the overall success of our customers, prospects, and employees in the new year.

Territory 52

Territory Appointment Drivers/motivators Sales 52

SaaStr

AUGUST 27, 2019

This will include diving into the pros and cons of the various comp design models, including MBOs, detailed incentive structures and flat commission rate payouts, as well as the nuance between using comp design as a motivational factor but not as a substitute for good management. Why don’t we actually go down the line?

Territory 63

Territory Cross-sell Contract Drivers/motivators 63

SaaStr

JANUARY 21, 2022

Go-to market mechanisms don’t translate. From mechanisms and look and feel of the marketing campaigns to messaging and evaluation methods—everything works differently in Consumer and Enterprise. But the truth was, the campaign was performing above the benchmark, but it was a new area for them.

B2C 98

B2C B2B Non-Profits Launch 98

Highspot

DECEMBER 5, 2024

While unlocking the impact of go-to-market initiatives could feel like an impossible task, high-performing teams approach each challenge as an opportunity for change. They dare to go beyond whats historically been possible. Marketers struggle to ensure reps use the most up-to-date, on-brand materials.

Angle 52

Angle Territory Drivers/motivators Go To Market 52

Openview

APRIL 11, 2018

Recognition – Another thing we’re exploring is how we externally motivate our sales people. We do a monthly global all hands and regional all hands even more frequently. I’m a big believer in positive reinforcement and the symbolic banging of the gong. We continue looking for ways to celebrate our team in a way that fits culturally.

Product 82

Product Negotiate Quota Cross-sell 82

The Lost Book of Sales

AUGUST 15, 2021

Today, I store some of them for my own personal motivation. If so, ask to see the go-to-market strategy. GTM should be cohesive and comprehensive, because throwing reps into new territory without proper support is rarely a good idea. I have a couple of outtakes from back then that I will share below.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

Sales Hacker

AUGUST 10, 2021

There are times when we have leaders and salespeople that are in different regions around the country. The structure could be a hierarchy, could be how they go to market. I do a lot of sessions identifying your team’s personal motivation. Before we go, let’s thank our sponsors. Are you B2B?

Consult 117

Consult Clients Follow-up Drivers/motivators 117

Highspot

APRIL 2, 2020

Growth forecasts of sales territories. Planning and strategizing go-to-market plans. Sales operations should work alongside sales leaders and sales enablement leaders to form goals based on experience, market understanding, and experience in the territory. Motivate the team to increase efficiency.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Highspot

JULY 31, 2020

How you organize your sales team will be determined by the regions you serve, the number of products and services you offer, the size of your sales team, and the size and industry of your customers. Manages day-to-day communications with sales and other go-to-market teams. Makes individual motivation difficult.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

InsightSquared

JULY 1, 2021

And there’s no better driver of great decisions than information and education. . Go-To-Market Strategy. The organization’s plan to deliver its specified value proposition to customers to achieve a competitive market advantage. Go-To-Market Team. What is Revenue Operations (RevOps)? . In-Period Bookings.

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

SalesLoft

FEBRUARY 21, 2020

In the last 10 years, the idea of delivering disruptive commercial insight to customers and leading them to a related solution has become the sought after go-to-market strategy. Sellers who adopt it push themselves to craft and deliver messages that break down status-quo thinking and motivate the customer to think and act differently.

Territory 59

Territory Drivers/motivators Up-sell Consult 59

criteria for success

APRIL 1, 2020

How long will regional lockdowns last? You need to know what you’re going to market with and why people should want to buy it. Consider both industry and regional factors. And if you stay connected to encourage and motivate each other, you’ll all have a team around you when you’re in a tough situation or feeling down.

Sell 97

Sell Prospecting Up-sell Territory 97

Outreach

OCTOBER 20, 2020

Leaders who oversee go-to-market teams understand that better than anyone. Leaders who saw the early signs that they needed to pivot their go-to-market strategies were set up for success in ways they never could have imagined. The pilot team became the top-performing team in the region. Change is hard.

Launch 59

Launch Territory Inside sales Relationship building 59

SBI

JULY 12, 2018

Joe: InsideView helps B2B companies drive rapid growth by empowering business leaders to quickly and confidently make go-to-market decisions. With InsideView, companies have a single source of truth to understand their Ideal Customer Profile (ICP), build their Total Addressable Market (TAM) and pinpoint who they should target.

Gaming 41

Gaming Territory Contact Drivers/motivators 41

Hubspot

MARCH 2, 2017

Marketing agency Fractl publishes interesting research about growth and content marketing strategies, including linkbuilding, writing, and social media. Check out some of its latest studies here: The Motivation for Sharing on Facebook. The Ultimate List of Marketing Statistics. Source: Fractl. 9) WordStream.

B2C 78

B2C CTR Technology Technology 78

Lead Fuze

JANUARY 1, 2022

When we were testing different outsource sales team incentives, it was crucial to find out what motivates the person and why they might not be doing well. Productmarket-fit evaluation is essential to your go-to market strategy in any new territory you want to enter. However, people are not just motivated by pay.

Commission 52

Commission Territory Sales Objectives and Key Results 52

Sales Hacker

NOVEMBER 15, 2017

Go-to-Market Strategy. Kickers are monetary bonuses or extra commissions offered to motivate sales professionals to exceed quota, showcase a specific service or product, or target a particular market segment. . Gatekeeper. General Manager. Global Business Unit. Gatekeeper is a person (e.g., Key Accounts.

B2B 105

B2B E-commerce Cold Call Represent 105

SalesLoft

JUNE 20, 2019

It really wasn’t event marketing. You were sitting in a region with like five or six other sales reps and a manager and your job was to just blanket the entire region. That’s one motivation. So I’m actually delivering a solution to them, where they don’t have to go to the mall and what have you.

Territory 63

Territory Sales Construction Up-sell 63

Gong.io

JANUARY 13, 2020

My responsibility is really sales motivated, and then partnership and alliances within the organizations. Because if you have the right perspective, things like territory changes, or a change in quota, or a change in role and how we sell—they’ll fall right off somebody’s back. . It’s, “What’s driving revenue for us?”. Be Uncomfortable.

Intrinsic 62

Intrinsic Growth Territory Up-sell 62

Sales Hacker

MARCH 31, 2020

Todd brings a unique perspective to the acquired partnership between the sales, marketing, and customer service experiences and the drivers behind revenue operations. They’re not territory management systems. He’s got experience at Cisco, Avaya and Mitel. And our CRM systems were never designed for the rep.

CRM 85

CRM Pipeline Teamwork Start-ups 85

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. 9) Territory planning and territory creation [33:30]. Thinking about pricing strategy and customer segmentation and territories as we realized there was an appetite for access to experts. Territory Planning and Territory Creation. Show Agenda and Timestamps.

Territory 43

Territory Cross-sell Up-sell Objection handling 43