Sales Hacker

APRIL 1, 2021

Expansion to new territories is never easy, but the coronavirus is providing a wakeup call for enterprises and established companies to start looking at how customers say they prefer you to sell to them. Analyze your specific sales and market, then look across the globe. Can You Meet Regulatory Opportunities and Advantages?

E-commerce 92

E-commerce Territory Transportation B2C 92

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 Drivers/motivators Territory Go To Market 52

SaaStr

JULY 21, 2022

4,000+ meetings and braindates! Reaching unicorn status is nice validation, but the luster fades when founders can’t navigate the hidden challenges that come with uncharted territory. Ticket prices go up at the end of the month! We’re less than 60 days away from SaaStr Annual 2022! Sep 13-15 in the SF Bay Area!!

GTM 125

GTM Territory Price Growth 125

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 107

Territory Non-Profits Contract Quota 107

Hubspot

JULY 11, 2019

In fact, HubSpot research shows 72% of companies with less than 50 new opps were unable to meet their goals. Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more. Enter, the sales operations manager.

Commission 98

Commission Territory Quota CRM 98

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

Sales Hacker

JANUARY 20, 2022

According to Forrester, the costs of unwanted voluntary turnover hide themselves in the form of uncovered sales territories and lost sales productivity. Combine the hidden costs of uncovered territories and lost productivity with the training, recruiting, and onboarding to calculate total turnover. Conclusion.

Territory 117

Territory Sales Drivers/motivators Finance 117

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 97

Territory Finance Healthcare Negotiate 97

SaaStr

APRIL 25, 2023

In last week’s Workshop Wednesday , President Sales & Field Engineering Chris Donato and SVP Business Development & Ecosystem Shelli Vivona shared how to scale out a go-to-market org. Another step Chris has taken was to simply Celonis’ regional structure by reducing nine regions to five.

Engineering 97

Engineering GTM Territory Management Consulting 97

Hubspot

NOVEMBER 19, 2020

In the second example, TAM increases because you're simply adding more people to your target market, and are able to service new customers without investing in a new product line. 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.

Drivers/motivators 101

Drivers/motivators Territory Launch Growth 101

Sales Hacker

JULY 28, 2021

Automate processes: Integrate your CRM, marketing platform, and sales forecasting tools for accurate data. Use 1:1 forecast meetings to uncover and address roadblocks early. There will always be unexpected losses but a constantly updated rolling forecast can reflect changes in your business and market. Employ AI-based insights.

CRM 131

CRM Pipeline Territory Sales 131

Veloxy

MAY 3, 2022

SBI Growth Advisory, formerly Sales Benchmark Index, is one of the nation’s pioneers and leaders in go-to-market revenue growth consultation. Most people wait for the next regional seminar or national tradeshow to discover future practices. SBI Growth Advisory's KPI Dashboard. Sales Webinars. Don’t wait.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

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

SaaStr

OCTOBER 20, 2023

Sam said he had no idea what sales would look like at OpenAI or how to go to market with their products, but they went for it. During her first week, she walked in on a meeting and learned they had oversold their license model and needed help undoing it. The reality was product market fit wasn’t quite there yet.

Growth 119

Growth Launch Territory Legal 119

Hubspot

OCTOBER 2, 2019

Did your employee meet expectations? Generally, it helps to rate employee performance on the following scale: 1 — Does not meet expectations. 3 — Meets expectations. Sales territory optimization - The ability to support strategic territory mapping and efficiency. 2 — Needs improvement. 4 — Exceeds expectations.

Territory 99

Territory Quota Commission Sales 99

Sales Hacker

SEPTEMBER 29, 2023

Regional micro-events have drawn out the buyers who still work from home and don’t want to just meet with an AE. Start-ups to watch: UserEvidence announces their $9M SeriesA this week, UserEvidence automates social proof for go-to-market teams and creates authentic customer stories at scale Pumped to see their rapid growth!

GTM 129

GTM B2C Growth Territory 129

Sales Hacker

JULY 16, 2020

RELATED: Moving to Enterprise Sales (Part 2): 5 Go-to-Market Prerequisites You Need to Succeed. of partner managers report that exchanging warm introductions with partners is part of their go-to-market strategy. Shaking the Partner Money Tree. Return the favor by doing the same for them.

Pipeline 127

Pipeline E-commerce Cross-sell Referrals 127

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]. Expanding into New Regions [24:45].

Territory 90

Territory Hospitality Consult Engineering 90

Partners in Excellence

JUNE 6, 2012

.” It offers an interesting view and initiates a great conversation on critical elements of developing and implementing a customer focused “Go To Market Strategy.” As we (our companies) develop our Go To Market Strategies and our Sales Stacks, we have to start with the customer.

Sales 101

Sales Objectives and Key Results Territory Go To Market 101

Hubspot

JUNE 8, 2021

In an increasingly digital world, inside salespeople are the go-to for prospecting, nurturing, and converting leads remotely. They rely on email, phone calls, videos, and virtual meetings—instead of face-to-face interaction—to build relationships and move people through the sales funnel. Regional Sales Manager. Image Source.

Commission 94

Commission Territory Finance Inside sales 94

SaaStr

SEPTEMBER 12, 2023

The company will need a Sales Ops/Enablement professional for every 30-50 salespeople to manage training, onboarding, territories, and compensation plans. While you may not close the deal every time, this approach can at least start a dialogue and get some prospects to take a meeting.

Price 116

Price Contract Territory Quota 116

Sales Hacker

FEBRUARY 7, 2018

In-person meetings are no longer required. . An increase in Market Size – Every seller now operates in a global marketplace with 10x more buyers, and buyers more accustomed to buying from remote providers. EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative.

Growth 101

Growth GTM SQL Strategic partnership 101

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). See the ICP section above. Start with this.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

SalesLoft

NOVEMBER 17, 2020

Buying a Sales Engagement solution is uncharted territory for many organizations. You can tailor communication to meet individual needs using cadences. Sit down with your marketing content strategist and review existing materials (eBooks, case studies, blog posts, testimonials, etc). Create cadences for personas.

Sales 105

Sales Territory Technology Technology 105

Sales Hacker

MARCH 22, 2018

Would the product fit the selected market? Product/market-fit evaluation is key in every new market you want to enter as part of your Go-To-Market strategy (geographically and target-segment). You see this service often provided by individuals from a particular region and industry.

B2B 100

B2B X-functional Cold Call SQL 100

Lead Fuze

NOVEMBER 30, 2021

If you are seeing additional demand from a particular region, don†t miss out on the opportunity to capitalize and take advantage of that interest. The first step in entering a new market is to create an actionable cross-functional, go-to-market strategy. Hiring from the area is a great way to test out new markets.

Territory 52

Territory Pipeline Sales Launch 52

InsightSquared

OCTOBER 11, 2017

Mike Wolff, SVP, Commercial Sales, at Salesforce, Adrian Rosenkranz, Head of SMB Marketing at Salesforce, Peri McDonald, Regional Vice President, Customer Success at Salesforce and Fred Shilmover, co-founder and CEO of InsightSquared. If you are looking to get really deep sales analytics out of your CRM, meet us at Dreamforce.

Drivers/motivators 66

Drivers/motivators Territory Sales CRM 66

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Assist the CEO and sales leadership team with go-to-market planning.

Finance 117

Finance Cross-sell SQL GTM 117

Highspot

FEBRUARY 20, 2025

A solid curriculum empowers: Sales to confidently build relationships, handle objections, meet customer expectations, and close deals faster. Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. Customer support to address customer queries and ensure adoption.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. This will lead to uneven results: some reps may find their own way to sell the new product; others will struggle and fail to meet quota. on their own.

Territory 52

Territory X-functional Sales Cross-sell 52

Hubspot

MARCH 21, 2018

But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. So, which go-to-market should you choose? But, this doesn’t mean it’s the optimal sales model in the current market. What's the difference between inside and outside sales? Conclusion.

Outside Sales 101

Outside Sales Inside sales Quota Sales 101

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. When selling through uncertainty, make sure you work with sales leadership and marketing to adjust your message to meet market needs. Consider both industry and regional factors.

Sell 97

Sell Prospecting Up-sell Clients 97

Highspot

AUGUST 31, 2021

Your sales process should detail step-by-step exactly what this team — and other supporting go-to-market functions — must do in order to transform potential buyers into customers. Whichever sales model you choose, it’s essential to ensure that your pick meets your business objectives. Types of Sales Models.

Sales 94

Sales Cold Call Territory Customer Relationship Management 94

Lead Fuze

NOVEMBER 30, 2021

Companies are learning that expansion and growth to new territories is never easy, but the coronavirus has provided a wake-up call for them. It’s helpful to do this before a crisis because it will show you what the market may return to or beneficial areas relative to the current situation.

E-commerce 52

E-commerce Territory Transportation Retail 52

Sales Hacker

NOVEMBER 2, 2021

Conga’s expertise in comprehensive solution suites for commercial operations help businesses meet customer needs while increasing agility to adapt to change. 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.

Drivers/motivators 107

Drivers/motivators Engineering Promote Up-sell 107

SaaStr

NOVEMBER 1, 2022

Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. For application, it’s more demand gen followed by brand marketing. Demand gen can help you meet this year’s targets, you will need product marketing to hit next year and brand marketing to hit two years out.

GTM 119

GTM Niche Cross-sell Contract 119

Heinz Marketing

MARCH 25, 2020

But even if your company failed to meet its revenue goals last year, you’re not alone—. Our research found that 80% of companies failed to exceed revenue goals in 2019 and 38% of companies didn’t meet at least 90% of their goals. Marketing continually works to fill the funnel, but goals typically grow faster than budgets.

Growth 68

Growth Cross-sell Territory Engineering 68