Sales Hacker

SEPTEMBER 29, 2020

Keys to success when scaling a company [10:56]. Regie uses your targeting to inform your campaign, decreases the time your team spends creating campaigns, and because the campaigns are structured on email best practices, your email, and your campaign warm-up period will strengthen results. So what do you think the keys to success are?

Contract 108

Contract X-functional Objectives and Key Results Legal 108

Sales Hacker

JUNE 27, 2022

We ran a survey of more than 900 sales organizations and found that 93% have spent the time identifying and documenting their ideal customer profile (ICP) , which outlines the key qualities that make a buyer a great fit for a seller’s solutions. Skills: Sellers must master key skills to be able to close deals. Sales engineers.

Objectives and Key Results 96

Objectives and Key Results Objection handling GTM Quota 96

Highspot

FEBRUARY 14, 2024

A well-crafted sales and marketing plan is indispensable for the success and growth of any company, whether it’s a startup, small business, or enterprise. This plan serves as a roadmap, outlining clear objectives, targeted customer segments, and actionable tactics to drive sales and promote brand awareness.

Objectives and Key Results 52

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

Highspot

FEBRUARY 14, 2024

A well-crafted sales and marketing plan is indispensable for the success and growth of any company, whether it’s a startup, small business, or enterprise. This plan serves as a roadmap, outlining clear objectives, targeted customer segments, and actionable tactics to drive sales and promote brand awareness.

Objectives and Key Results 52

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

Highspot

JULY 18, 2023

What if we could equip marketing teams with the resources, tools, knowledge, and skills to do their unique jobs, as well as better support with the sales organization? Marketing enablement levels up the efficiency and productivity of your marketing efforts, which in turn drives positive results across your business.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Strategize Lead generation 52

Sales Hacker

SEPTEMBER 16, 2021

To help demystify this sales POC term and provide context for all go-to-market professionals, let’s expand on each of these terms and identify five things the pre-sales professional can do to drive more revenue within the middle of the funnel. Duration: 45 to 90 Days. Seller’s Cost: High. Deal Size: High to Very High.

Objectives and Key Results 74

Objectives and Key Results Technical Sales Engineering Sales 74

Highspot

NOVEMBER 1, 2022

Successful sales teams result from a company-wide commitment to ensuring reps have everything they need to do their jobs effectively. In short, sales can only succeed when your company is executing key initiatives as one unified organization. 15 Ways to Increase Sales Performance. First and foremost is hiring.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

Highspot

DECEMBER 19, 2023

Facilitate Better Sales and Marketing Alignment By incorporating marketing initiatives into sales strategies, the playbook ensures that both teams work towards common goals with consistent messaging and resources. This results in a more powerful go-to market strategy.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Highspot

JUNE 11, 2020

Distributed workforces, fluctuating market dynamics, and office politics can make working in lockstep difficult. Regardless of the root cause, overcoming sales and marketing misalignment is necessary to securing long-term success. What does marketing do for sales? What does sales do for marketing? What is smarketing?

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

Highspot

MARCH 30, 2021

Successful sales teams result from a company-wide commitment to ensuring reps have everything they need to do their jobs effectively. In short, sales can only succeed when your company is executing key initiatives as one, unified organization. 15 Ways to Increase Sales Performance. First and foremost is hiring.

Objectives and Key Results 69

Objectives and Key Results Assembly Line Cross-sell Sales 69

SalesHandy

OCTOBER 28, 2022

All of your marketing and sales efforts are centered around pushing your product or service to your target audience, rather than pulling them in through inbound lead generation. The biggest selling point of outbound is that it allows sales and marketing teams to take complete ownership of their go-to-market (GTM) strategy.

Lead generation 59

Lead generation Cold Call Referrals Objectives and Key Results 59

ConversionXL

NOVEMBER 23, 2022

They don’t usually fit within the consideration set where only category kings go. Your job as a marketer is to get inside it. Marketing : get a larger share of voice. One of the key aspects to out-convert competitors and get in that JTBD framework is using effective messaging. Advertising can be seen as an insurance.

B2B 94

B2B Objectives and Key Results Relationship building Growth 94

SaaStr

SEPTEMBER 13, 2019

264: Allison Pickens is the COO @ Gainsight, the company that provides everything you need to turn your customers into your biggest growth engine. Ep: 265: Matt Schatz is SVP of Sales at WP Engine, responsible for defining and executing the global sales strategy. How can one approach setting up a services team for scale?

Engineering 10

Engineering Objectives and Key Results Strategic planning Strategize 10

Sales Hacker

MARCH 2, 2020

It may be hard to imagine, but something as counterintuitive as leading with your flaws can result in faster sales cycles, increased win rates, and makes competing with you almost impossible. The result is a simple three-level approach characteristic of the Insight Selling framework: connect, convince, collaborate. Todd Caponi.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Sales Hacker

DECEMBER 3, 2018

Outreach makes customer facing teams more effective and approves visibility into what really drives results. It was all engineers and how I got there is I knew the founder, Elliot. Meghan Gill: Our sales reps, one of their key responsibilities that’s quite distinct from an SA is pipeline generation, right? Where are you from?

Product 60

Product Angle Objectives and Key Results Sales 60

Sales Hacker

SEPTEMBER 11, 2020

This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. Now that you’re a startup expert let’s talk about how you can help them achieve their growth objectives. – Robert Conrad, Head of Engineering, Crunchbase.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

SaaStr

APRIL 4, 2019

Eyal Manor – VP, Engineering @ Google Cloud. Eyal Manor: So I’ve been building SaaS services for over 10 years now in an engineering capacity, and just before we start can we get a sense from the audience, I know it’s kind of hard to see but who here is kind of in a technical hat? They wanted real-time results.

Engineering 66

Engineering Strategize Technology Technology 66

ConversionXL

JUNE 19, 2019

Follow the go-to-market strategy using the Google Sprint structure: Research: ask the experts, competitive research. Key Messaging: define the core messages and unique value proposition that you’ll communicate across every asset and channel. Use a neutral approach for best results. Shapes the curve of your business.

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90

SaaStr

JANUARY 17, 2020

300: When it comes to seamlessly scaling your applications, a top-notch engineering team will be your foundation. Yousuf Khan: And so as a result, I think the intersection has been that the CIO has been much more involved in decision making around SaaS purchases. Yousuf Khan: Maybe that’s a productivity uplift in your employees.

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

Gong.io

JANUARY 5, 2019

Instead, they introduced strategic, high-value questions purposefully designed to gain key information and guide the conversation. Basic Issue: These questions raise potential problems so you can overcome objections. Market Intelligence: What’s happening in this market? Priority: Focus on your buyers’ needs.

Pitch 131

Pitch Sales Up-sell Contract 131

Sales Hacker

OCTOBER 7, 2021

Using her 20+ years of trench experience in B2B tech sales and support, Anita teaches sales professionals around the globe how to leverage key principles of human psychology to help buyers make a decision in the seller’s favor. Anita Nielsen is a best-selling author and sales performance coach. The moment I realized I was in control.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Partners in Excellence

JANUARY 19, 2018

While we may not be able to play a significant role in this, the better we understand it, connecting the buying portion of the journey to these broader objectives, the more value we create and the more likely we can help the customer achieve their desired outcome. Diving in a little more deeply. That process is unique to the company.

Process 52

Process Sell Drivers/motivators Sales 52

The Lost Book of Sales

JULY 12, 2021

That is, if I sell an oscilloscope for monitoring heartbeats to a doctor in Boston and the identical product for the same purpose to a doctor in Zaire, and these two doctors have no reasonable basis for communicating with each other, then I am dealing in two different markets. First, visionaries like a project orientation.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

APRIL 17, 2019

Prior to Harness, Stephen was VP of Marketing at Glassdoor, managing a team of 52 in product marketing, helping grow B2B revenue from $19m to $90m in just 2 years, leading to their $1.2Bn acquisition. I mean, my career started as a software engineer, and out of frustration, I went into sales. billion acquisition by Cisco.

Sales 40

Sales Engineering Objectives and Key Results Up-sell 40

Heinz Marketing

JUNE 3, 2019

When we think about specially, about sales and marketing and even customer success in a lifetime journey perspective… when you’ve got sales and marketing working together, it’s fine to say we have the same objectives but then you have to figure out what does that look like on Tuesday?

Pipeline 59

Pipeline Sales Objectives and Key Results B2B 59

SaaStr

FEBRUARY 1, 2019

Where does Amanda believe most people go wrong with pricing? How does Amanda think the go-to-market has to change with every stage of development? And now here I am at Figma, in charge of all go-to-market, which is super exciting for me. * What does Amanda mean when she says “pricing is made up of 3 components?”

Customers 42

Customers Price Cross-sell Start-ups 42

Heinz Marketing

JUNE 17, 2019

Talk a little bit about the problems Sendoso is solving because you guys have really risen very quickly partly in the ABM, account-based marketing side, but also just in helping companies personalize the sales and marketing efforts and driving greater results. So our go to market strategy was impeccable.

Pipeline 65

Pipeline Sales B2B Objectives and Key Results 65

Heinz Marketing

AUGUST 5, 2021

Some platforms are more robust whereas others help with a few key components and might rely on the integration of other systems to complete the strategy. This doesn’t have to be your criteria but could be some key differentiators between platforms. Account targeting functionality. Can the platform identify new accounts to target?

B2B 120

B2B Objectives and Key Results Campaign CRM 120

SaaStr

MARCH 27, 2019

In Leyla’s role today, she leads the charge on extending the power of Salesforce with a full portfolio of mobile apps, and is responsible for driving product, go-to-market and other key programs around Salesforce’s mobile offerings. I can’t go tell an engineer, “You must code this,” right?

Start-ups 51

Start-ups Objectives and Key Results UX Follow-up 51

SaaStr

NOVEMBER 22, 2019

Travis Bryant: So I was in services at a software company and then had this pivot point to go either into product management or into sales and sales engineering. Harry Stebbings: Can I ask, in terms of like being super effective in your role, transparency must be key because you must be essentially kind of CC’d on all emails.

Start-ups 61

Start-ups Customers Objectives and Key Results Growth 61

SaaStr

AUGUST 29, 2019

Looking in the rear mirror, I think this is one of the best thing that could happen to us cause my background is engineers. Because our go to market, we were spared that, but if you go to market is very high touch sort of enterprise field sales, you will be under incredible pressure in the early days to become that custom.

Growth 42

Growth Start-ups Drivers/motivators Objectives and Key Results 42

Heinz Marketing

NOVEMBER 30, 2020

This week’s show is called “ The Lost Art of Note Taking ” and our guest is Saro Zargarian , Senior Director of Go-To-Market Operations at Blueshift and creator of the SMART BOOK FIELD GUIDE. My focus has been in operations, go-to-market, sales coaching, sales management. So the planning is key.

Pipeline 122

Pipeline Objectives and Key Results Sales Negotiate 122

Hubspot

OCTOBER 17, 2018

But with a little bit of light shed on how growth hacking works -- and how marketers have successfully experimented with it before -- you'll be on your way to producing your own significant results. At its core, there are five major pillars to growth hacking: Evaluate current marketing initiatives. Let it run.

Growth 99

Growth Objectives and Key Results A/B testing Campaign 99

Sales Hacker

APRIL 16, 2018

It begins with a phone call or an email and you move into that first meeting, the sales deck , the demo, the discovery call, objection handling, negotiation, closing, etc. Whether it’s engineering or product help or even the finance team or marketing team. 2) Be selfless: behind the scenes vs. at the front-lines.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Sales Hacker

FEBRUARY 19, 2019

For more than two decades, she has been instrumental in promoting sales development and inside sales as a community and engine for revenue growth. In this webinar, executive Sales coach Josh Braun discussed how to best respond to the most common objections while cold-calling. Jaimie Buss – VP of Sales, North America at Zendesk.

Cold Call 11

Cold Call Inside sales Sales B2B 11

Hubspot

NOVEMBER 1, 2011

The biggest irony with most marketers is their inability to successfully communicate internally. By and large, we inbound marketers are experts in our functions of content creation, search engine optimization , social media, and the like. What’s going on here? Development of the go-to-market plan is a team sport.

Objectives and Key Results 61

Objectives and Key Results Campaign Sports Engineering 61