SaaStr

MARCH 31, 2022

Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies. And with that being said, today we’re going to discuss how you assess that, how you become successful on these. You need to get those transactions to kind of get that high velocity movement going.

Cross-sell 81

Cross-sell Finance Strategize Technology 81

Sales Hacker

NOVEMBER 24, 2020

She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back. She’s also going to talk about 2021 planning, how this year the planning process must be different. Go to revenuecollective.com.

Sell 80

Sell Territory Quota Up-sell 80

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. 9) Territory planning and territory creation [33:30]. Whether it’s engineering or product help or even the finance team or marketing team. What was really important is joining a company whose product already serves the needs of the market.

Territory 40

Territory Cross-sell Up-sell Objection handling 40

Sales Hacker

JUNE 9, 2020

The finance world wasn’t scratching the itch, though, so he decided that he just had to be in sales. He and I talk about his background in sales, but also about how he started off in the finance world as a private equity analyst at Merrill Lynch Capital Partners before deciding that he just had to be in sales. Incredible company.

Finance 78

Finance X-functional Pipeline Territory 78

SaaStr

SEPTEMBER 10, 2020

372: Latané Conant is the Chief Marketing Officer at 6sense, the company that allows you to achieve predictable revenue growth by identifying accounts looking for your solution, prioritize efforts and then engage the right way. I started running a region. I think comp plans and territories need to be rolled out before sales.

Presentation 69

Presentation Territory Start-ups Quota 69

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. Once you’ve done that schedule lunch or coffee with the finance leader in their organization (or prof. Full time offer with Intel on their strategic finance team. Unified data problems.

Finance 100

Finance GTM Cross-sell SQL 100

Heinz Marketing

MAY 9, 2022

This week’s show is entitled, “ How CROs Can Flip the Relationship with Finance “ and my guest is Jamie Anderson , at Chief Revenue Officer at Xactly. how to align aggressive yet innovative strategies between finance and marketing. how to align aggressive yet innovative strategies between finance and marketing.

Pipeline 98

Pipeline Finance Commission Sales 98

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. Then with the new growth fund, we could lead the 100 million, $200 million financing on it. Jasom Lemkin: Let me ask you an inside baseball question on that strategy of going in seed, which is very attractive. Jasom Lemkin: I got it.

X-functional 60

X-functional E-commerce Growth Retail 60

Sales Hacker

JULY 28, 2021

Bring in your Marketing Ops and Sales Ops leads or your RevOps team to ensure your plans align with their policies and tech stack. These are crucial teams during a purchasing decision, along with finance. Clari says their Connected Revenue Operations platform uses AI and automation to align forecasting across all go-to-market teams.

CRM 111

CRM Pipeline Territory Sales 111

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. Sanj Sanampudi | Co-Founder & CEO @ Concert Finance. First step, we have who has worked with a number of SAAS companies in New York City as a CFO, and is now CEO of Concert Finance, a sales commission platform.

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

SaaStr

AUGUST 7, 2021

Daniel Kahn, Global Open Finance Lead @ Plaid. Mariela Towers, Head of Marketing @ BEE. Hamshy Raveendran, Head of Product Management and Go To Market @ Samsung. Jag Jill, Regional Lead, Customer Success – US East, Canada & Latin America @ Dataiku. Brooke Jutzi , VP Finance @ TIMIA Capital.

Real Estate 106

Real Estate Finance GTM Territory 106

Heinz Marketing

OCTOBER 7, 2019

I would love to have you talk a little bit about how that go to market strategy kind of came about for Opengear and what has really made that reseller program so successful there. So the other thing that we like to do, not only with end users, with our regional sales management team to the channel, is to get wider, deeper, higher.

Pipeline 69

Pipeline Territory Healthcare Sales 69

SalesLoft

JUNE 21, 2022

Your legal and finance teams are likely reviewing and negotiating vendor contracts. Sales Management, Finance, and Legal Teams. This spreadsheet is critical, but for each technology you’ve listed, there are multiple potential points of failure and soft costs across every team in your organization.

Negotiate 52

Negotiate Legal Finance Technology 52

Sales Hacker

APRIL 22, 2019

Nick Worswick : I got my career started in finance, and I learned that I didn’t really want to be in finance. I can be helpful in go to market. I have some interesting ideas around how we can prospect within this particular market because I’ve spent some time talking to the first 25, 35, 45 customers.”

Territory 54

Territory Finance Growth Conversion 54

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. What Is Sales Organization Structure? Customer Size.

Assembly Line 72

Assembly Line Territory Strategize Education 72

SBI

SEPTEMBER 29, 2020

In addition, I’m excited to welcome EDBI, a leading global investment firm in Asia, to the Seismic family as we continue to expand our footprint in the Asia-Pacific region.” Seismic has emerged as the clear sales enablement and marketing orchestration leader with revenues nearly four times its nearest competitor. About Seismic.

Territory 38

Territory Finance Strategize Growth 38

Sales Hacker

NOVEMBER 15, 2017

Account Based Marketing (ABM) is a strategic framework that engages qualified individual prospects or customer accounts as unique markets in themselves, worthy of focused, hyper-personalized treatment by sales, marketing and other teams. . Go-to-Market Strategy. Gatekeeper. General Manager. Global Business Unit.

B2B 99

B2B E-commerce Cold Call Represent 99

Hubspot

JULY 2, 2020

Speak to customers (or refer to previously completed market research) to determine the ideal selling price. Meet with finance to determine aggressive yet realistic sales forecasts to contribute to the company's bottom line. Production Marketing Mix Template. Download this Template. Mix It All Together.

Retail 101

Retail Promote Price Profit margin 101

SaaStr

MAY 27, 2020

Why is financing hard right now? It’s very difficult to get financed. So the market hates uncertainty. And then one day the whole market resets to the seven times. The problem in private markets is private markets don’t adjust their pricing because it takes time until financing’s actually happen.

Finance 78

Finance Government Price Contract 78

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. As for Erica, under her CRO role, she leads all go to market functions including marketing, sales, operations, customer success, services, and support.

Contract 68

Contract Sports Cross-sell Start-ups 68

Sales Hacker

APRIL 30, 2018

Unlike well-established departments such as Finance and Human Resources, the team structure of sales enablement dramatically varies across organizations. . In general, Sales Ops handles the daily operational side of the sales organization including territory planning, transactions management, compensation , and systems management.

Non-Profits 78

Non-Profits Profit margin Quota Sales 78

Sales Hacker

OCTOBER 7, 2021

Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. Your team’s unique strategy can change the way companies go to market decades later. Bridget Gleason.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

DECEMBER 8, 2020

Having founded his first company at age 15, Luke Rogers, now VP: sales at Instabase, is determined to turn the world of technology upside down in more ways than one, a passionate believer that experiences is the least important quality when building an elite go-to-market team. The world of tech sales must become a more diverse place.

Sales 98

Sales E-commerce Technology Technology 98

SaaStr

JULY 29, 2022

I think it is possible to get some revenue-based financing here, for sure, both from SVB and others, and also new emerging vendors from Pipe and on, you can get some. And it became a massive capital sink, as the company changed its go-to market around five million in revenue. It’s really an existential challenge.

Price 88

Price Product Start-ups Niche 88

The Lost Book of Sales

JULY 12, 2021

The D-Day strategy keeps everyone on point — if we don’t take Normandy, we don’t have to worry about how we’re going to take Paris. And by focusing our entire might on such a small territory, we greatly increase our odds of immediate success. We just have a better set of material to work with.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

MAY 30, 2019

I’d also suggest that structure in financing rounds is not something I’d recommend. I think that structure is a way to not accept the valuation the market’s willing to pay you, and structure creates different motivations in different outcomes. 500 of them with all the regional district rollups.

Finance 57

Finance Growth Objectives and Key Results Start-ups 57

SaaStr

JULY 19, 2019

You look at my insertion point right now, it’s the large cloud vendors are not in these smaller markets that have bad power infrastructure, and bad internet connectivity, and what have you, like Vietnam or Indonesia. When they build out a region, it’s massive. Now my question is, why not Sacramento?

Cross-sell 52

Cross-sell Up-sell Start-ups Engineering 52