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. But perhaps more than anything else, sales operations brings a system to selling. Sales Territory Assignment and Growth Forecasting.

Territory 89

Territory Non-Profits Contract Quota 89

Heinz Marketing

JUNE 4, 2018

By Matt Heinz, President of Heinz Marketing. Another episode of Sales Pipeline Radio for you! It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Start-up advisor. Catch us LIVE every Thursday at 11:30 a.m. Learn more at Skilljar.com.

Pipeline 55

Pipeline Sales Drivers/motivators X-functional 55

SalesLoft

NOVEMBER 17, 2020

Whether you need to gain visibility into pipeline activity, manage deals, or decrease rep ramp time, Sales Engagement tools can help you improve efficiency, leading to sustained growth and profitability. Buying a Sales Engagement solution is uncharted territory for many organizations. Set up lead-scoring criteria.

Territory 105

Territory Sales Technology Technology 105

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?” Speed up rep success. For example, make it clear you want your reps to double down on pipeline maintenance, ongoing training, and team alignment.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Salesforce

NOVEMBER 7, 2023

Sales kickoff tips and best practices Learn 8 sales productivity pitfalls (and steps to avoid them) Get the free Sales Productivity Workbook to discover how leading sales experts are side-stepping pitfalls by consolidating their tech stacks, redefining their pipeline stages, and automating approvals. SKOs are all about: Camaraderie.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

Heinz Marketing

JUNE 18, 2018

By Matt Heinz, President of Heinz Marketing. Are you joining us LIVE for Sales Pipeline Radio , which runs live every other 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.

Pipeline 43

Pipeline Objectives and Key Results Sales B2B 43

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Sales ops frees up bandwidth for sellers to then use these resources to improve their performance. Growth forecasts of sales territories.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

SaaStr

NOVEMBER 16, 2020

How does Andy structure the pipeline meetings? Where do many people go wrong in pipeline meetings? ” Andy MacMillan: What it avoids is what I hate in senior leadership is when somebody brings the final 20 page PDF version of something to me and I just get to do the thumbs up or the thumbs down like Caesar.

Pipeline 75

Pipeline Territory Price Product 75

SaaStr

JANUARY 3, 2024

Shrav added that if you want to close bigger deals, not just Enterprise, but mid-market and SMB as well, that the moment you’re ready to Go-To-Market, you need to become compliant. whereas ISO 27001 is a lot more common if you have customers in Europe, Australia, and other territories. and letting it mine the data.

Territory 58

Territory Closing Service Product 58

criteria for success

APRIL 1, 2020

How long will regional lockdowns last? You may be finding it difficult to work from home, or you might have seen your pipeline dry up. Here’s a summary of the challenges we’re hearing from salespeople and some best practices for selling through uncertainty. Selling Through Uncertainty. Here’s how to approach it.

Sell 97

Sell Prospecting Up-sell Territory 97

Hubspot

OCTOBER 2, 2019

Looking to set your sales team up for this kind of success? Whether you have sales reps on your team who are new to the field of sales or seasoned sales people ready to learn more advanced selling techniques, employee development is a major perk of having a sales performance management process in place. IBM SPM Solutions.

Territory 87

Territory Quota Commission Construction 87

Sales Hacker

NOVEMBER 24, 2020

Team selling and why it’s making a comeback [7:43]. 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. Where we focus our efforts is really in the area of virtual selling.

Sell 81

Sell Territory Quota Up-sell 81

Lead Fuze

JANUARY 1, 2022

In an effort to make a little extra money, I signed up some commission-only outsource sales team agents. Productmarket-fit evaluation is essential to your go-to market strategy in any new territory you want to enter. What are the best ways to sell? Field reps usually come from the same region and industry.

Commission 52

Commission Territory Sales Objectives and Key Results 52

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

SaaStr

NOVEMBER 1, 2022

Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. Many of them will get gobbled up by the large platforms. The US is an extremely competitive talent market. That means showing up in every quadrant of your category, hiring A players, putting yourself out there.

GTM 81

GTM Cross-sell Niche Strategize 81

Sales Hacker

MAY 1, 2018

On this episode of the Sales Hacker podcast, we talk with Rick Smolen , VP of Sales at Greenhouse Software about moving your product upmarket and how to sell your software to a big company. How to help a hyper-growth company move upmarket from mid-market into enterprise. 4) Growth in an SMB, mid-market, and enterprise [5:10].

Product 47

Product Territory Negotiate Sales 47

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. Topics include: Do you have to have a deep belief in what you’re selling in order to be successful?

Territory 63

Territory Sales Construction Manufacturing 63

SBI

SEPTEMBER 12, 2018

Following these companies will allow you to keep up to date on what’s happening which is a good thing whether you’re attending or not. With 2595+ sessions to choose from and 170000 expected attendees, you’ll want to keep up on the latest announcement, breaking news, coolest swag give-aways and who knows, “celebrity” sightings?

Territory 42

Territory Appointment Manufacturing CRM 42

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. . Sam Jacobs : Let’s keep going through your background.

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. She’s also worked internationally, with refugee camps and medical ships.

Territory 41

Territory Pipeline Cold Call Up-sell 41

SaaStr

SEPTEMBER 26, 2019

So mid-market, we’re about 40 to 50K ACV enterprise. So up to 100-150K and SMB, we’re at 2K. So it really focused our efforts on selling larger deals and go after the enterprise space. When you sign up for hypergrowth especially, you have to go after the US. I don’t we can communicate that.

Territory 52

Territory Cross-sell Sales Cold Call 52

Sales Hacker

JULY 24, 2018

Understanding how buyer group preferences impact selling decisions and strategies. Most founders ignore market cap [13:38]. Strategic functions to go to market with [30:24]. So coming off of a really great year, I received a double promotion to a regional manager level. Strategic Functions to Go to Market With.

Negotiate 41

Negotiate Strategize Sales Pipeline 41

Highspot

JUNE 11, 2020

Cross-functional input into go-to-market strategies. Seamless handoff between marketing-generated leads and sales. Managing pipeline, territory planning, and forecasting. What Does Sales Do for Marketing? Sales’ responsibility is, of course, to sell. Market dynamics. Generating revenue.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Sales Hacker

JUNE 14, 2018

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 ? How will your company support and enable expansion into a new geography or market segment? ( Go To Market Strategy ).

Objectives and Key Results 59

Objectives and Key Results Quota Sales Territory 59

Sales Hacker

JUNE 9, 2020

With limits on in-person meetings, it’s even more important to double down on your digital selling strategy. LinkedIn Sales Navigator is a relationship-based digital selling tool that is designed to help you do just that. You can help your sales teams increase their pipeline, win rates, and deal sizes.

Finance 78

Finance X-functional Pipeline Territory 78

Heinz Marketing

MARCH 25, 2019

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. Because at the end of the day, social selling, digital selling, it’s all just selling.

Pipeline 80

Pipeline Sales Up-sell Territory 80

SaaStr

SEPTEMBER 10, 2020

What are the right follow up steps to take? Where do many people go wrong here? 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. We were mostly a channel based play.

Presentation 67

Presentation Territory Start-ups Quota 67

SaaStr

JULY 8, 2020

I was always up to something. So when I was 12 years old, my best friend and I started a fan club for our favorite band, who I’m not going to name right now, and I charged teenagers all over the world $18 for a homemade fan club folder that we made ourselves. I can start a start up or I could join an incumbent.”

Non-Profits 78

Non-Profits Teamwork Start-ups Engineering 78

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.

Pipeline 67

Pipeline Territory Healthcare Sales 67

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

Veloxy

MAY 3, 2022

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. Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more. Is this free or paid?

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

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? You’re selling capital and I think it was a really transformative experience for me.

X-functional 52

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

SaaStr

JUNE 27, 2019

Today, we have more than 17,000 customers, including 50% of the Fortune 100, and the 17,000 customers are broken up into what we would call about 2,000 enterprises and you see a lot of our current customers up there. It was an inside sales team calling on all regions around the world. Your marketing mix changes quite a bit.

Cross-sell 67

Cross-sell Technology Technology Retail 67

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. Often, it’s not until the end of the process that companies ask a candidate to demonstrate their ability to sell something. Do the screen and then jump right into the role play.

Territory 72

Territory Healthcare Retail Sales 72

Sales Hacker

JULY 16, 2020

In a recent conversation, Gainsight CEO Nick Mehta told us he’s turning his attention to his partner ecosystem as the market tightens, “ Partnerships have the lowest customer acquisition costs out there,” he said. By understanding this macro trend you can set yourself, and your company, up for amazing long-term outcomes. I would know.

Pipeline 96

Pipeline E-commerce Cross-sell Referrals 96

Heinz Marketing

NOVEMBER 4, 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, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Matt: I love that.

Pipeline 46

Pipeline Sales CRM Strategize 46

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). A best-in-class onboarding program.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103