Martech

JANUARY 22, 2024

For digital marketing agencies, driving campaigns is only half the battle. To fully deliver results and revenue for clients, close collaboration with internal RevOps teams is essential. Setting up your agency partner for success from the beginning yields efficient spend and improved outcomes for business objectives.

Clients 108

Clients Closing Objectives and Key Results SQL 108

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. They target those that are in-market and those that should be showing intention. They start worrying about how many touchpoints are sales and marketing hitting.

GTM 79

GTM E-commerce B2B Profit margin 79

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

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

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

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

SaaStr

FEBRUARY 8, 2022

It also helps to analyze which accounts you started working with but didn’t continue. The key to closing bigger deals is to pitch bigger amounts. The key to closing bigger deals is to pitch bigger amounts. Do you have a Go-to Market (GTM) for different market opportunities?

Objectives and Key Results 92

Objectives and Key Results Pitch GTM Cold Call 92

SaaStr

MAY 13, 2022

“Revenue marketing integrates multiple go-to-market initiatives across disciplines, aligning with the entire revenue team, to drive business growth.” ” It’s essential for marketing to work in sync with sales and other departments, such as customer service and pre-sales. Marketing is not a cost center.

Engineering 92

Engineering Objectives and Key Results GTM Growth 92

SalesLoft

MARCH 31, 2022

These changes are positive, but now sales leaders have new challenges that are keeping them up at night – myself included. Natalie Barrie: We’ve really stepped up our game with the design and brand team to make sure our product is coming across as mature and professional visually.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

SalesforLife

JULY 28, 2019

Over the last couple of years, many of our customers have been asking us to identify the go-to-market strategy, and specific execution points, around selling in teams. Here’s a basic framework for our case study format that you can start with. You can go viral with multiple accounts later.

Pipeline 93

Pipeline Objectives and Key Results Territory Teamwork 93

Hubspot

NOVEMBER 28, 2023

After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds. Let’s have a look at five key areas where these two departments should collaborate.

Objectives and Key Results 74

Objectives and Key Results SQL Sales Campaign 74

Heinz Marketing

JUNE 19, 2023

This week’s show is entitled, “ The Convergence of Traditional Demand Gen and ABM “ My guest is Jodi Cerretani , VP of Marketing at RollWorks Tune in to hear more about: How has the role of B2B marketing evolved in the past five years, and what impact does it have on business value and the P&L?

Pipeline 100

Pipeline B2B Objectives and Key Results Sales 100

Heinz Marketing

DECEMBER 9, 2021

In today’s digital technology landscape there are numerous platforms, tools and technologies at the disposal of every marketer—almost too many. My goal with the Quick Start Guide series is to provide you a quick synopsis of a martech solution category. Welcome to the eighth installment of The B2B Marketer’s Quick Start Guide.

B2B 73

B2B Objectives and Key Results Contact CRM 73

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? Influence the market.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Sales Hacker

JULY 13, 2021

How do you manage and navigate a career in the modern world and what are the key skills that you need to be thinking about as you pursue those opportunities? Before we get started we want to thank our sponsors. OnOutreach to see what they’ve got going on. Revenue Collective is the key to getting more out of your career.

Objectives and Key Results 91

Objectives and Key Results Electricity Start-ups Service 91

Heinz Marketing

OCTOBER 27, 2023

By Sarah Threet, Marketing Consultant at Heinz Marketing You might think you know everything about positioning, but you probably don’t know everything about how to DO positioning. Failure to position yourself correctly has costly results because you end up investing in a black hole rather than in your best fit.

Process 70

Process Objectives and Key Results Growth Product 70

Highspot

NOVEMBER 1, 2022

Using the tested tips below, you can assess your approach to sales — and ensure your team is set up for success. Let’s get started. Successful sales teams result from a company-wide commitment to ensuring reps have everything they need to do their jobs effectively. What makes a successful sales team.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

Highspot

APRIL 20, 2021

Enablement leaders, have your go-to-market (GTM) initiatives been landing? If you haven’t already built sales plays into your enablement strategy, now is the time to leverage them to reinforce your key priorities and equip your reps with the guidance they need to succeed. Objection handling. Marketing Plays.

GTM 52

GTM Objectives and Key Results Objection handling Sales 52

Martech

MARCH 10, 2022

Traditional B2B demand gen models are becoming outdated as privacy regulations are more stringent and fewer people are willing to give up their personal information. Because of this it’s essential to have an Account-based marketing (ABM) strategy. Meet pipeline objectives and key results (OKRs) for ABM campaigns.

E-commerce 105

E-commerce Growth Cross-sell Objectives and Key Results 105

Highspot

MARCH 30, 2021

Using the tested tips below, you can assess your approach to sales – and ensure your team is set up for success. Let’s get started. Successful sales teams result from a company-wide commitment to ensuring reps have everything they need to do their jobs effectively. What makes a successful sales team.

Objectives and Key Results 69

Objectives and Key Results Assembly Line Cross-sell Sales 69

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

Gong.io

MARCH 17, 2020

To start, we wanted to see how winning and losing deals compare in terms of numbers of buyers involved in the deal (i.e., It’s like a kiss of death for deals: You can see that most deals start the same way, with one point of contact. And it gets results. . So how can you know a deal is going to close? influence).

Sell 79

Sell Objectives and Key Results Sports Technique 79

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. Too often, sales and marketing end up working in silos, with little collaboration.

Objectives and Key Results 52

Objectives and Key Results Negotiate Sales Meeting 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 73

Objectives and Key Results Technical Sales Engineering Sales 73

ConversionXL

NOVEMBER 23, 2022

Peep Laja: “How to win” Peep started with a reality check: there have never been as many brands as there are today. Although more and more companies are joining the game, the stability of market positions is astonishing. They don’t usually fit within the consideration set where only category kings go. Who is it for?

B2B 94

B2B Objectives and Key Results Relationship building Growth 94

Martech

OCTOBER 14, 2022

Once upon a time, CMOs were just experienced marketing professionals who oversaw the marketing department and liaised with other executives. There was a lot of trial and error and measuring results was more than a little challenging. All that has changed with the advent of digital tools and modern marketing methods.

Non-Profits 118

Non-Profits E-commerce Strategize Consult 118

Sales Hacker

JUNE 23, 2021

You can also kick off any conversation by signing up as a member of the community and starting a discussion or adding your answer to an existing discussion. How to combat objections. Why we love it: These articles have a finger on the pulse and cover timely and relevant topics with the best and most up-to-date advice.

Cold Call 79

Cold Call Negotiate Objectives and Key Results GTM 79

Hubspot

JULY 25, 2023

At the very least, you’ll stay up-to-date on trends in sales. New technology lets salespeople find prospects that fit their target audience, research their company and industry, and start a conversation. Generative capabilities can produce visual reports for you to share with key stakeholders.

Pipeline 59

Pipeline Sales Objectives and Key Results CRM 59

Sales Hacker

OCTOBER 16, 2020

And to make it worse, everyone and their start-up cousin is calling them, which makes it tremendously difficult to stand out. On the flip side, however, the Enterprise segment offers a vast number of decision makers to go after, and, as we all know, there is a big payoff if you can win the deal. For the rest of you, listen up.

Prospecting 104

Prospecting Cold Call Referrals Objectives and Key Results 104

SaaStr

APRIL 30, 2024

The focus was cleaning up and rebooting, which meant exiting two of the four AEs in his first 45 days. At the end of ‘22, they started a small pilot and grew that function from one and two BDRs to a team of 10 and then 12. The growth engine from both sales and marketing should to be working before you add gas to it. They grew 2.5x

Go To Market 103

Go To Market GTM X-functional Objectives and Key Results 103

Hubspot

SEPTEMBER 12, 2018

If your forecast anticipates you’re going to miss your quota, you should double down on selling activities. If your forecast shows you’re on-track to make 150% of your quota, on the other hand, you’d want to scale back your efforts for this month and start laying the groundwork for an equally successful next month.

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101

Sales Hacker

JUNE 14, 2018

It’s true that outsourcing your sales to a third-party provider can yield favorable results. There are many outsourcing companies, but which of them can actually hold a sales quota and get results? 4) DON’T expect immediate results. 5) DO ensure sales and marketing are aligned. Go To Market Strategy ).

Objectives and Key Results 57

Objectives and Key Results Quota Sales Territory 57

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. Now You’re Ready To Start Selling. It’s no longer just an idea.

Sell 77

Sell Minimum Viable Product Objectives and Key Results Cross-sell 77

Sales Hacker

AUGUST 4, 2020

Key lessons for getting your entrepreneurial venture off the ground [5:26]. When should a company associate with a marketing agency [12:19]. Matt talks about starting a business from his proverbial garage. What we’re going to be talking about is, of course, entrepreneurship since you started on North 6th.

Objectives and Key Results 105

Objectives and Key Results Finance Start-ups Prospecting 105

Sales Hacker

MAY 27, 2019

What are Scott’s key principles to success? How to assess your go to market strategy. We’re taking traditional communications up into the cloud. I ended up with a math degree, but there’s not a lot you can do with a math degree except teach or go to grad school. What You’ll Learn.

Product 60

Product Objectives and Key Results Up-sell Contract 60

Lead Fuze

JANUARY 1, 2022

In an effort to make a little extra money, I signed up some commission-only outsource sales team agents. Finding a product/market fit. I didn’t think I would have to deal with this many issues when we first started our business. Businesses need to change their offerings based on what they know about the market.

Commission 52

Commission Territory Sales Objectives and Key Results 52

Gong.io

JANUARY 5, 2019

I’m going to show you the top 10 sales methodologies out there today, tell you how to choose the right one, and explain how to successfully roll it out across your sales organization. First, let’s start with a list of the top 10 sales methodologies, and how to sort out which one is right for you. The Top 10 Sales Methodologies.

Pitch 131

Pitch Sales Up-sell Contract 131

Sales Hacker

NOVEMBER 21, 2019

This is a start, but to stay ahead of the competition in today’s sales world, sales teams need to start utilizing AI much more than that. But that doesn’t explain why toast tastes good to you, why you chose it over going to the store, or how your brain even knows to classify it as food instead of some other inanimate object.

Technology 83

Technology Technology Sales Clients 83

SaaStr

JANUARY 17, 2020

Listen to the start of the episode for a promo code to our upcoming events! And second, just last week he started an incredibly exciting new opportunity with his new company. I do want to start there. Loving our podcast content? What are the biggest green lights for CIOs when startups are pitching them?

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53