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.

Sell 81

Sell Territory Quota Up-sell 81

SaaStr

NOVEMBER 16, 2020

How does Andy structure the pipeline meetings? Where do many people go wrong in pipeline meetings? That to me, is where product marketing really comes into play. And then scaling a go to market organization, right? I do want to ask though, because you said about kind of scaling go-to-market.

Pipeline 86

Pipeline Territory Price Product 86

Lead Fuze

JANUARY 1, 2022

When I began hiring salespeople, it was difficult to know which outsourcing company would be able to help my business meet its quota. Productmarket-fit evaluation is essential to your go-to market strategy in any new territory you want to enter. Field reps usually come from the same region and industry.

Commission 52

Commission Territory Sales Objectives and Key Results 52

SBI

SEPTEMBER 12, 2018

Aviso @AvisoInc Aviso is one of the industry’s most powerful forecasting and sales visibility platform with real-time sales dashboards, AI-powered forecasts, automated rollup, pipeline value predictions, and data-driven insights. The most accurate firmographic, technographic and intent data to help you build pipeline and close deals faster.

Territory 42

Territory Appointment Manufacturing CRM 42

Sales Hacker

JUNE 14, 2018

There are many outsourcing companies, but which of them can actually hold a sales quota and get results? You might need a team to handle your entire sales process in a new region. Can you illustrate your firm’s proven track record of selling in the enterprise, mid-market, or SMB segments ? Go To Market Strategy ).

Objectives and Key Results 59

Objectives and Key Results Quota Sales Territory 59

SaaStr

SEPTEMBER 26, 2019

When you sign up for hypergrowth especially, you have to go after the US. When I started, our very first target country territory was the US, even though we didn’t have an office. So you completely change your go to market and that also includes the fact that you need to start an outbound team.

Territory 56

Territory Cross-sell Sales Cold Call 56

SalesLoft

JUNE 20, 2019

In this properly dubbed “sales nerd explosion,” Pete and Jeremey discuss everything from the concept of “selling ice to an Eskimo” to a hiring pipeline to the necessity of sales math in modern sales. Why should you approach hiring as a pipeline activity? Listen to this episode for answers you can apply today.

Territory 63

Territory Sales Construction Manufacturing 63

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. 9) Territory planning and territory creation [33:30]. Node is creating an entirely new paradigm for sales and marketing professions to grow pipeline and accelerate revenue philosophy. . Territory Planning and Territory Creation. Show Agenda and Timestamps.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Sales Hacker

OCTOBER 22, 2019

This week on the Sales Hacker podcast, we speak with Catie Ivey , Regional Vice President of Mid-Market Sales at Demandbase. Catie has experience both in sales and marketing roles at Meltwater News, Salesforce, Marketo, and other big-name logos. But a huge percentage of our pipeline is outbound-generated.

Territory 41

Territory Pipeline Cold Call Up-sell 41

SaaStr

SEPTEMBER 10, 2020

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 so I’m doing my thing just because I wanted to make sure my salespeople had enough pipeline.

Presentation 72

Presentation Territory Start-ups Quota 72

Heinz Marketing

MARCH 25, 2019

By Matt Heinz, President of Heinz Marketing. It’s another episode of Sales Pipeline Radio , ( live every Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. This is Matt Heinz. He is the CEO of Sales For Life.

Pipeline 66

Pipeline Sales Up-sell Territory 66

Veloxy

MAY 3, 2022

Sales quota. With this sales calculator, you can discover what’s slowing down your sales process and how much more revenue you can make with an accelerated pipeline. Veloxy’s most popular sales checklists include the Sales Rep Challenges Checklist , Sales Quota Champion Checklist , and the Revenue Growth System Checklist.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Heinz Marketing

OCTOBER 7, 2019

By Matt Heinz, President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Deals don’t wait.

Pipeline 58

Pipeline Territory Healthcare Sales 58

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. Align your go-to-market teams.

Territory 52

Territory X-functional Cross-sell Sales 52

Sales Hacker

JULY 28, 2021

A sales forecast predicts future revenue attainment based on historical data, industry trends, and the current state of your pipeline. Making sales hygiene a priority in your sales enablement programs will go a long way towards better forecasting. Features and functionality. 11 sales forecasting tools to consider. SalesDirector.ai

CRM 113

CRM Pipeline Territory Sales 113

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 Retail Sales 72

InsightSquared

JULY 1, 2021

For example, InsightSquared’s machine learning-driven Revenue Intelligence Platform operates across the following areas to improve an organization’s pipeline attainment, forecast predictability, and overall sales processes: Forecasting. Go-To-Market Strategy. Go-To-Market Team. Quota Attainment. Dashboards.

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

SalesLoft

DECEMBER 19, 2023

That lets them meet buyers where they are, from creation to close, so they can meet and beat quota. With one complete platform for pipeline generation, managing and closing deals, customer growth, and effective coaching, it’s so much easier to address areas of risk and hit team targets. Territories change. And that’s the key.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Sales Hacker

NOVEMBER 13, 2019

If your US team is forecasting on a quarterly basis with only managers submitting and your EMEA region is forecasting weekly and includes reps, then your sales ops team is probably spending hours and days trying to make sense of it all. Review and inspect your current quarter pipeline to see if anything is at-risk or needs more attention.

Pipeline 73

Pipeline Sports Sales Quota 73

The Lost Book of Sales

MAY 13, 2021

What is the pipeline amount, where does it come from, what is the division between each source? If so, ask to see the the go-to-market strategy. GTM should be cohesive and comprehensive, because throwing reps into a new territory without proper support is rarely a good idea. Why do you lose deals?

Quota 59

Quota GTM Commission Territory 59

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. Revenue Ops: tools and processes to accelerate pipeline generation (marketing and sales dev), sales, and post-sales (CS, AM) motion.

Growth 62

Growth GTM Cross-sell Pipeline 62

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Percentage of sales reps attaining 100% quota. Revenue by territory. Revenue by market. Imagine one of your reps isn’t hitting her quota. Pipeline Sales Metrics.

X-functional 96

X-functional Quota Cross-sell Contract 96

Sales Hacker

JANUARY 21, 2021

According to LinkedIn data , salespeople who use social media in their sales prospecting are 51% more likely to achieve their quota and they outsell non-social sellers by 78%. The Professional Plan is for individual sales reps who are looking to supercharge their sales outreach, increase pipeline, and close more deals. It costs $64.99

Territory 99

Territory Networking Sales Contact 99

SaaStr

JANUARY 25, 2021

Prior to the pandemic, many companies knew which vertical channels were doing well, but COVID caused a change in territory planning overnight. Companies need to look at the company-specific data for their company for where to focus and where not to focus, as well as to understand what’s happening in the pipeline.

Cross-sell 69

Cross-sell GTM Territory Sales 69

Sales Hacker

NOVEMBER 15, 2017

A business development representative (BDR) or sales development representative (SDR) is a sales specialist focusing on finding new prospects, establishing foundational relationships, and refreshing the sales pipeline with new leads for account executives. Go-to-Market Strategy. Sales Pipeline. Gatekeeper. Key Accounts.

B2B 99

B2B E-commerce Cold Call Represent 99

SalesLoft

JUNE 21, 2022

But calculating the opportunity cost of a non-optimized onboarding experience – pipeline and revenue not generated during ramp – is a bit trickier. I recommend creating a composite ‘fully ramped’ seller based on average pipeline and revenue generation per month in the onboarding rep’s org. Could their time be better spent elsewhere?

Negotiate 52

Negotiate Legal Finance Technology 52

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

Gong.io

APRIL 6, 2020

You can’t take the quota of eight people and go run every deal. Then I have, from an objective standpoint, pipeline metrics. . We have a really good idea of our forecasting pipeline from those types of metrics. You can’t do it yourself. You have to become a leader and a manager. . Quotes that are out.

Closing 62

Closing Objectives and Key Results Territory Contact 62

Sales Hacker

NOVEMBER 2, 2021

Today on the show we’re talking about sales development and pipeline creation with Appy Choudhary. 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. Sam’s Corner [22:17].

Drivers/motivators 81

Drivers/motivators Engineering Promote Up-sell 81

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. She thrives at the corner of career and culture and is passionate about building a diverse pipeline of future sales leaders.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

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. Here, what you really want to think about is testing out two or three reps, seeing how they work, see if their quotas are about right.

Non-Profits 66

Non-Profits Strategize Trust Growth 66

SaaStr

AUGUST 28, 2020

If that was not enough, Hilary is also a Limited Partner in Stage 2 Capital, the venture firm focused purely on go-to-market. If that wasn’t enough, Hilary’s also a limited partner in Stage 2 Capital, the venture firm focused entirely on go-to-market. I really do so appreciate that.

Sales 66

Sales Start-ups Meeting Follow-up 66

SaaStr

AUGUST 13, 2019

This is important because if you don’t increase the total addressable market and the opportunities, and if you don’t increase the win rate, and you don’t increase the ASP but you add more AEs, what happens is that you’re taking the same number of opportunities and giving it to more and more AEs. Myth number three.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

SBI

NOVEMBER 7, 2019

Both of our companies endeavor to foster better alignment between marketing and sales and improve the buyer/seller interaction, resulting in accelerated deals and pipeline for our customers. Combining with Seismic allows Percolate to provide even more capability to our customer base and more value to the marketing ecosystem.”.

Customers 20

Customers Tradeshows Technology Technology 20