Partners in Excellence

DECEMBER 24, 2012

We’re getting ready to launch the New Year with a bang. Some inevitable restructuring, new territories and realignment. But year after year, we enter the year with the same old sales process–you know, that one we developed a few years ago–or in the case of one of my clients, over a decade ago!

Process 95

Process Territory Sales Quota 95

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

Hubspot

NOVEMBER 19, 2020

Think of corporate expansion by way of hiring salespeople to service a new region, or a restaurant opening up a second location on the other side of town. How to Create a Market Development Strategy. The decision of when and how to develop your existing market should be a methodical process. Step 4: Go-To Market.

Drivers/motivators 101

Drivers/motivators Territory Growth Launch 101

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. They adapted their team and process to allow for quicker responses and faster expertise.

Launch 59

Launch Territory Inside sales Relationship building 59

SalesLoft

NOVEMBER 17, 2020

Buying a Sales Engagement solution is uncharted territory for many organizations. Your Lead Management Process Flow. Do you have a formal lead management process? So you can realize the full value of your investment, whiteboard your CRM lead management process and formally document it for all involved departments to review.

Territory 105

Territory Sales Technology Technology 105

SBI

JANUARY 31, 2020

TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory. ndrew Gilman, Head of Marketing, NWN Corporation. Accurate and actionable data is the lifeblood of high-performing Go-To-Market organizations,” said Andrew Gilman, Head of Marketing, NWN Corporation.

Territory 29

Territory Engineering Strategize Technology 29

Hubspot

JANUARY 25, 2019

grouped by region: 1. Region : East Coast. Openview works with companies of all kinds to help with their expansion stage and go-to-market strategy. Region : East Coast. Region : East Coast. Region : West Coast. Region : West Coast. Region : West Coast. Region : West Coast.

Territory 79

Territory Finance Healthcare Negotiate 79

Salesforce

NOVEMBER 7, 2023

Here are some ways to do it: Workshops: Organize people into groups and ask them to work on solving a problem together, like ideas for launching a new product, growing the business, or selling into a new industry, region, or company type. Presentations At sales kickoffs, you’re usually launching something new.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

SaaStr

JANUARY 21, 2022

Their offerings have expanded over the years from personal use to Grammarly Business, Grammarly for Non-Profits, and the recently launched Grammarly for Developers. Before Grammarly launched its Enterprise offering, they observed that many professionals brought the app to work. Go-to market mechanisms don’t translate.

B2C 79

B2C B2B Non-Profits Launch 79

Sales Hacker

DECEMBER 21, 2017

Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. Sales Operations Process. Sales Territory Assignment and Growth Forecasting. Allocation of Accounts and Sales Territories.

Territory 88

Territory Non-Profits Contract Quota 88

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. Don’t forget the fundamentals.

Cross-sell 98

Cross-sell GTM Quota Contract 98

SaaStr

FEBRUARY 9, 2021

If you’re selling a product that sells online, a product that grows as a business, it’s freemium, then you’re hiring product first and then people to help promote the product online, so more so marketing. So I’m a big fan of obviously a marketing-led approach, but I think it really depends. ” Want more?

Territory 64

Territory Launch Up-sell Meeting 64

Sales Hacker

APRIL 21, 2021

In essence, RevOps is a hybrid job function that combines components of sales, marketing, and customer success roles all wrapped into one, with a goal of helping to eliminate silos that are naturally weaved into the sales process. An emerging need to support multiple GTM plans across segments and regions. Unified data problems.

Finance 100

Finance GTM Cross-sell SQL 100

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. Moves customers through your sales process quickly.

Assembly Line 72

Assembly Line Territory Strategize Education 72

Sales Hacker

FEBRUARY 7, 2018

Growth hacking is a process of taking shortcuts. HIT THE LAUNCH WINDOW. How do you know when you are in a launch window? Tell tale signs of being in the launch window. EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative. How the numbers add up.

Growth 87

Growth GTM SQL Strategic partnership 87

Hubspot

JUNE 8, 2021

This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. Similar to SDRs, inside sales reps roles are a great launch point for a sales career. Regional Sales Manager. Image Source. Image Source. On a basic level, you help others achieve their goals.

Commission 77

Commission Territory Finance Inside sales 77

Gong.io

JULY 21, 2021

That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. It also means switching the focus from the sales process to the buyer’s journey: It’s not about you , it’s about them. Marketing to SDR.

Growth 62

Growth GTM Cross-sell Pipeline 62

Highspot

JUNE 11, 2020

Marketing would own the top of the funnel and sales would own the bottom. Once a lead was ready for sales, it could be handed off and, in many cases, would never hear from marketing again. This linear process is no longer possible in today’s world. Core Marketing Responsibilities. What Does Marketing Do for Sales?

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

The Bridge Group

APRIL 4, 2019

I like this definition of ABR: a coordinated go-to-market strategy to land and expand target account. In all likelihood, the person you most need to speak with to launch your sales process is the person least likely to download your white paper, attend your webinar, or chat with your bot. Don’t bury the engagement data.

Launch 50

Launch Strategize Territory Meeting 50

SaaStr

NOVEMBER 19, 2021

Doug Landis, Growth Partner at Emergence Capital shares his expertise on the art of business conversations and how your customers should inform your go-to-market messaging. Doug Landis: How do you demonstrate empathy in a conversation when, by the way your sales process says, ‘I’m in discovery stage right now.

Pitch 91

Pitch Conversion Sales Territory 91

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. Your quotas are now combined.

Sell 80

Sell Territory Quota Up-sell 80

Sales Hacker

AUGUST 10, 2021

Outreach has been a longtime sponsor of this podcast, and they just launched a new way to learn. I am a very actionable, results-oriented, process-oriented person. And I think that’s one of the things that the clients and others appreciate, it’s one thing to go to a training or listen to somebody and hear some stuff.

Consult 105

Consult Clients Follow-up Drivers/motivators 105

Spiro Technologies

MAY 31, 2023

To your point, there’s a lot of water used in growing cotton, which gets a lot of publicity, but there’s a lot of water used in coloration and processing cotton. Um, and that’s part of what we are about is conserving the environment, but also a big part of that is making sure we use less water in processing.

Manufacturing 52

Manufacturing Up-sell Process Start-ups 52

SaaStr

SEPTEMBER 10, 2020

What does the preparation process look like pre-sales kick off week? I started running a region. I was running half the country and I was very opinionated about demand gen and marketing, which I’m sure was annoying to many people, but I was very opinionated about it. And what does that process look like for you.

Presentation 71

Presentation Territory Start-ups Quota 71

SaaStr

AUGUST 8, 2019

Andrei Brasoveanu will sit down for a conversation with Agnes Bazin Doctolib on how to create a targeted and effective sales process tailor-made for SMB. We thought we would organize the talk in four chapters in terms of the four core tenants of their strategy, which is organization, sales processes, sales operations, and people.

Appointment 43

Appointment Hospitality Sales Inside sales 43

SaaStr

AUGUST 8, 2019

Andrei Brasoveanu will sit down for a conversation with Agnes Bazin Doctolib on how to create a targeted and effective sales process tailor-made for SMB. We thought we would organize the talk in four chapters in terms of the four core tenants of their strategy, which is organization, sales processes, sales operations, and people.

Appointment 43

Appointment Hospitality Sales Inside sales 43

Heinz Marketing

MARCH 1, 2021

It’s just that today it’s been really hard to get that into the go-to-market systems like Salesforce. So we’ll automate that process. I hear people say people process technology, which is probably the right progression. He had a territory down there. Things were not going well for him.

Pipeline 120

Pipeline Sales Up-sell Start-ups 120

SaaStr

JULY 28, 2021

From her advice on how to not be ‘that guy’ to what she learned while forging her own path through uncharted startup territory, there’s plenty of food for thought and discussion to be found throughout. I’m also a serial launch entrepreneur. making process where we defined founders as these brilliant geniuses.

Start-ups 110

Start-ups Gaming Up-sell Contract 110

SaaStr

JULY 8, 2020

I essentially started off doing services in tech as a marketing person, and eventually went into product marketing and product management and realized that I have an incredible passion for products, and products that change the way that we work and the way that we do things. Neha Sampat: I go through phases.

Non-Profits 82

Non-Profits Teamwork Start-ups Engineering 82

SaaStr

MAY 27, 2020

Maybe you want to launch a business. Well, in a booming market, executives are paid to innovate. Executives at companies are told, engage with startups, launch new initiatives, be first to market. Why aren’t you launching collaborative this or that? Will that speed up the investment process?

Finance 79

Finance Government Price Contract 79

Sales Hacker

SEPTEMBER 22, 2020

I started in manufacturing and research and development, and then very quickly realized that, that was a lot harder and less fun than marketing organization. And so I found my way into the marketing organization a few years after I started there. And those were the kinds of things that I asked in the process.

Growth 69

Growth Objectives and Key Results Manufacturing Start-ups 69

SaaStr

JANUARY 10, 2020

In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * Where do most startups go wrong both in hiring for partnerships and in the engagements themselves? How important is it to own the entire customer journey? At what scale does that become impossible?

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

SaaStr

JUNE 28, 2019

Common go-to-market myths and lessons. When we looked at what was going on, we can tell you that our eastern region performed just as well as they have done in the past. David Skok: But our western region didn’t, so they missed planned. Missed the session? Jason Lemkin. How do you [crosstalk 00:16:37] that?

Price 47

Price Cross-sell Up-sell Start-ups 47

SaaStr

SEPTEMBER 13, 2020

Law number three, this is huge, particularly in COVID, so we’re going to talk about this a little bit differently. Everyone is trying to figure out the go-to-market learning curve. Transcript of Episode 374: Henry Schuck: Every company big and small is realizing that high quality data is a necessity to go to market.

Non-Profits 62

Non-Profits Strategize Trust Growth 62

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. Mindest : Be a Student, not just of the product, but of the process. What would you tell a woman just starting a career in sales?

Sales 130

Sales Start-ups Up-sell Cross-sell 130

The Lost Book of Sales

JULY 12, 2021

Being sales vs. market driven when crossing the chasm. Launching the invasion. They sometimes even seek them out even before a formal marketing program has been launched. And by focusing our entire might on such a small territory, we greatly increase our odds of immediate success. Choosing the beachhead segment.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SBI

NOVEMBER 7, 2019

Percolate is an Orchestration Hub that gives marketers the power to control all aspects of the marketing lifecycle. Percolate offers solutions to introduce visibility into the marketing process, improve coordination of work, and effectively build marketing campaigns and content. Blog Article. Sales Efficiency.

Customers 20

Customers Tradeshows Technology Technology 20