Sales Hacker

JUNE 14, 2021

Through the mini case studies below, you will see how sales and marketing teams need more strategic focus and strategic intention behind their ABM content, messaging, prospecting, and nurturing. You will see how ABM was used to: Create $2M wins with an account that sales and marketing were “chasing” for more than five years with no results.

GTM 109

GTM E-commerce B2B Profit margin 109

Salesforce

OCTOBER 31, 2023

Build a comprehensive go-to-market (GTM) strategy that combines careful research with tailored messaging that hits on the right buyer pain points. See how it works What is a go-to-market strategy? A go-to-market strategy is a step-by-step plan for introducing a new product to buyers.

Go To Market 72

Go To Market Objectives and Key Results GTM Price 72

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 117

Contract X-functional Objectives and Key Results Legal 117

Hubspot

SEPTEMBER 12, 2018

If you sell a premium product, it might take several months to a year to build up a list of key contacts and accounts. Perhaps prospects are 75% likely to buy in the demo stage and 90% likely to buy in the negotiation stage. Salespeople can use these benchmarks to objectively measure their progress against goal.

Pipeline 101

Pipeline Sales Negotiate Objectives and Key Results 101

Sales Hacker

JUNE 23, 2021

How to combat objections. They also use data to create state of sales reports about key trends, giving readers a competitive advantage in the challenging world of sales. Topics include: Negotiating and closing. They write about negotiation techniques, sales email tips, and how to build rapport with customers.

Cold Call 104

Cold Call Negotiate Objectives and Key Results Sales 104

Highspot

MAY 30, 2024

Ever feel like your sales team is working twice as hard but not seeing the results your business is aiming for? Whether it’s sales and marketing not syncing up, using outdated tools, or outdated processes, these problems can slow progress. Refine Sales Process A smooth and efficient sales process is key to maximizing revenue growth.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Education Objection handling 52

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. It’s no longer just an idea. Why Should You Sell Into Startups?

Sell 103

Sell Minimum Viable Product Objectives and Key Results Cross-sell 103

Sales Hacker

NOVEMBER 15, 2017

Go-to-Market Strategy. a subscription or authentication interface) or other entities that control access to a person or object with a desired attribute such as a premium feature in case of a software service, or the ability to make purchase decisions in case of a corporate executive. Key Accounts. Negotiation.

B2B 105

B2B E-commerce Cold Call Sales 105

Highspot

JUNE 6, 2023

This decreases employee churn, and results in less time and resources spent on sales onboarding. Establishing shared goals begins with defining common objectives and expected results to foster cross-team collaboration and understanding. Finally, let’s not forget about the most important part of your company – your people.

Closing 52

Closing Product Objectives and Key Results Quota 52

Outreach

APRIL 2, 2021

For many go-to-market teams, the challenges are the same. The data from that report was based on Gartner’s sales engagement survey, which was completed by 100 sales and marketing leaders at high-performing organizations. Outreach allows you to measure Key Performance Indicators, like meetings booked, at a glance.

Objectives and Key Results 52

Objectives and Key Results Sales Negotiate Meeting 52

SalesLoft

JANUARY 26, 2024

While you can sort-of act on this information, it’s unclear whether or not your efforts would yield the results you expect or want. The table offers a full list view of every conversation, the related Tracker terms, and additional key features. Use the table to drill down into the peaks and valleys happening on the Trend chart.

Objectives and Key Results 52

Objectives and Key Results Price Negotiate Sales 52

Highspot

MARCH 18, 2024

These platforms spot improvement opportunities and offer tailored coaching, which helps sales teams achieve better results. AI-powered lead scoring and predictive analytics features help sales and marketing teams identify likely buyers and connect with the target audience in more meaningful ways.

Product 52

Product Sales Objectives and Key Results CRM 52

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. What was really important is joining a company whose product already serves the needs of the market. 2) Be selfless: behind the scenes vs. at the front-lines.

Territory 43

Territory Cross-sell Up-sell Objection handling 43

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

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. Remember this when you are negotiating your pay. Remember this when you are spoken over and interrupted.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

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 123

Pipeline Objectives and Key Results Sales Negotiate 123

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.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

SaaStr

JANUARY 17, 2020

Where do founders make mistakes in negotiation? Yousuf Khan: I think the key thing is that companies have basically getting into a stage now that they are buying more software than they’ve ever done before and they’re building more software than they’ve done before.

Pitch 68

Pitch Contract Objectives and Key Results Negotiate 68

SaaStr

JULY 15, 2020

The second way to go is typically, when you do your discounted cashflow for those of you who went to business school or something, you’re basic applying it, the key variables, actually your discount rate and with the effective interest rates being so low, your discount rate is basically negligible. That’s one thesis.

X-functional 79

X-functional E-commerce Retail Growth 79

SaaStr

JUNE 21, 2019

Sara Varni: I think you need a combination of different personalities and skillsets within a product marketing team. I think that the key is just recognizing who you’re talking to and what the goals they are trying to hit are at the end of the day. It’s more of a readout of what the company did.

Start-ups 67

Start-ups X-functional Drivers/motivators Up-sell 67

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

The Lost Book of Sales

JULY 12, 2021

Two key points for now: Because of these incompatibilities, early adopters do not make good references for the early majority. Nonetheless, both the buyer and the seller can build successfully on two key principles. This can only happen if the sales effort is focused on a single niche market.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

SEPTEMBER 22, 2020

Key elements of a growth plan [18:34]. And because the campaigns are structured on email best practices, your campaign warmup period will shrink the result. What do you think are the key things that have changed? Key elements of a growth plan [18:34]. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:04].

Growth 79

Growth Objectives and Key Results Manufacturing Start-ups 79

Highspot

JANUARY 30, 2025

Skill Coaching focuses on developing specific competencies, or skills, that are essential for success in a go-to-market role. This type of coaching doesnt just help you drive success in an individual dealit emphasizes sustainable skill-building that drives results across every deal in the pipeline. Did you know?

Objectives and Key Results 52

Objectives and Key Results Negotiate Objection handling Quota 52