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

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. While the free coffee and occasional door prizes are nice, the forward thinking best practices that are present in webinars are next level. SBI Growth Advisory's KPI Dashboard. Don’t wait.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

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.” I think the “layering” concept Jim presents is a great model for all of us to think about.

Sales 105

Sales Objectives and Key Results Territory Go To Market 105

Gong.io

OCTOBER 6, 2021

But we never mention these roots in our marketing. Instead, we opted for a radically different, more human-centered go-to-market strategy four years prior: help business professionals everywhere become sales superstars. . This was the natural next step for Gong in its quest for global recognition. .

Angle 153

Angle Represent Drivers/motivators Territory 153

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

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

Martech

MAY 18, 2022

Faster creation means omnichannel experiences can go to market quicker. In regulated markets, brands have to make sure they are compliant in what messages they deliver on specific channels. . This is about granular control of which content is applicable for which markets, regions, brands and channels,” Tant explained. “It’s

Territory 102

Territory Campaign Presentation Go To Market 102

Hubspot

OCTOBER 2, 2019

Many reps have identified skills they want to build or improve upon , such as effective prospecting or presenting in front of groups. Sales territory optimization - The ability to support strategic territory mapping and efficiency. Their areas of expertise include compensation planning and territory management.

Territory 99

Territory Quota Commission Sales 99

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). Inside sales are sales specialists that can present and sell products over the phone and web conferencing tools.

B2B 100

B2B X-functional Cold Call SQL 100

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). Unique differentiators.

Objectives and Key Results 103

Objectives and Key Results Price GTM Territory 103

Openview

MARCH 16, 2018

Editor’s Note: The following article is based on Liz Cain’s presentation at SalesLoft’s Rainmaker Conference. You can see the full presentation here. I’m going to take you back, way way back. A segment is a group of customers that can be addressed with the same go-to-market strategy and product. The year is 1999.

Pitch 89

Pitch Education Sales Territory 89

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. There are a few different role functions present in RevOps already, so each role has its own unique responsibilities and functions. Assist the CEO and sales leadership team with go-to-market planning.

Finance 117

Finance Cross-sell SQL GTM 117

Hubspot

JUNE 8, 2021

This role is focused on figuring out prospective customers' needs and entails giving demos, running presentations, educating leads on a product or service, addressing a buyer's questions, figuring out exactly what people need to convert, and finalizing the sale. Regional Sales Manager. Image Source. VP of Sales.

Commission 94

Commission Territory Finance Inside sales 94

Highspot

FEBRUARY 20, 2025

Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. Outcome: Marketing can craft compelling messaging, campaigns, and collateral that resonate with potential buyers and accurately reflect the product’s value.

Product 52

Product GTM Objectives and Key Results Cross-sell 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 Sales 72

Hubspot

JULY 6, 2021

For example, you may have a VP of Sales for each region your business is present in. Alison Elworthy, EVP of Revenue Operations at HubSpot, says about CROs: “You’re there to support your revenue teams and your go-to-market teams in a way that scales.in

Strategize 88

Strategize Commission Territory Campaign 88

Heinz Marketing

OCTOBER 7, 2019

And you can find every episode, past, present, and future on salespipelineradio.com. Every week we’re featuring some of the best and brightest minds in B2B sales and marketing. So the other thing that we like to do, not only with end users, with our regional sales management team to the channel, is to get wider, deeper, higher.

Pipeline 74

Pipeline Territory Sales Healthcare 74

Sales Hacker

DECEMBER 4, 2019

Going to market with a new offering, new SKU, or even a new region involves an entire organization. However, it has often fallen to Product Marketing to do the majority of the heavy lifting, both internally and externally. Let’s look at GTM (go-to-market) processes. Both are strategic and both are parallel.

GTM 65

GTM Sales Education Territory 65

Highspot

APRIL 2, 2020

Growth forecasts of sales territories. Planning and strategizing go-to-market plans. Sales operations should work alongside sales leaders and sales enablement leaders to form goals based on experience, market understanding, and experience in the territory. Sales process optimization and lead management.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Salesforce

NOVEMBER 7, 2023

I didn’t mean to, but nature is bound to take over when you’re sitting through the sixth presentation in a row. A great sales kickoff includes team-building, recognition, interactivity like workshops and discussions, and, yes, presentations (but not too many, please). What should be included in a sales kickoff?

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

Heinz Marketing

MARCH 25, 2019

You can always find every episode of Sales Pipeline Radio, past, present, and future, at SalesPipelineRadio.com. We are featuring some of the best and brightest minds in B2B sales and marketing each week. Social selling just means the usage of social media platforms within a sales go to market strategy or a sales process.

Pipeline 86

Pipeline Sales Up-sell Quota 86

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 80

Objectives and Key Results Quota Sales Territory 80

Sales Hacker

APRIL 30, 2018

The right mix of CRM, content library (videos, articles, infographics, social media assets, presentations, podcasts, mobile apps, etc.), In general, Sales Ops handles the daily operational side of the sales organization including territory planning, transactions management, compensation , and systems management. 7) Average Win Rate.

Non-Profits 100

Non-Profits Profit margin Quota Sales 100

Sales Hacker

JANUARY 21, 2019

Not just be a regional vice president or something like that, but to be the vice president of sales, and to work for the CEO. We’re going to market in about a month. And they go follow it. The important thing there is, for people that are top performers, opportunity is gonna present itself, and take it.

B2C 17

B2C Territory Follow-up Inside sales 17

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Revenue by territory. Revenue by market. Number of demos or sales presentations. Let's take a look at what sales metrics are. Average lifetime value (LTV) of user or customer.

X-functional 101

X-functional Quota Cross-sell Contract 101

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 58

Territory Cross-sell Sales Cold Call 58

SBI

SEPTEMBER 12, 2018

MediaFly @mediafly MediaFly gives your sales and marketing teams a simple way to create, deliver, and analyze engaging sales presentations all from one technology solution. Go beyond sales enablement to create a sophisticated selling experience that buyers value. Booth 1728. Follow InsideView on Twitter @InsideView.

Territory 42

Territory Appointment Manufacturing CRM 42

The Lost Book of Sales

MAY 13, 2021

Pre-sales materials and presentations 2. 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. Discovery call and demo structure 3. Customer case studies and references 4.

Quota 59

Quota GTM Commission Territory 59

Lead Fuze

JANUARY 1, 2022

Account Executives focus on conversations and presenting product values in meetings. 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. Sales Development Representatives secure such a meeting.

Commission 52

Commission Territory Sales Objectives and Key Results 52

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. When buyers aren’t biting, alignment is key to reigniting your go-to-market engine. Closed sales content feedback loop.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 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. How can we rationalize our use of tools across different go-to-market teams? But this presents a siloed view of your business.

Growth 62

Growth GTM Cross-sell Pipeline 62

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. 9) Territory planning and territory creation [33:30]. Thinking about pricing strategy and customer segmentation and territories as we realized there was an appetite for access to experts. Territory Planning and Territory Creation. Show Agenda and Timestamps.

Territory 43

Territory Cross-sell Up-sell Objection handling 43

SaaStr

SEPTEMBER 13, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. We’re going to start with some dates that predated COVID and really go to prior SaaStrs. Everyone is trying to figure out the go-to-market learning curve. Byron Deeter. Henry Schuck.

Non-Profits 92

Non-Profits Strategize Trust Growth 92

Highspot

OCTOBER 23, 2023

A product launch is a company’s meticulous process to present its new or updated product to the market. The success of the launch relies on a shared strategy across various teams, including sales, product managers, customer support, product marketing, event management, and more. It requires effort from various departments.

Launch 59

Launch Negotiate Product GTM 59

Heinz Marketing

JANUARY 24, 2022

And it doesn’t just define what we are delivering to the market, but it really becomes a compass for how you make tactical and strategic go-to market decisions. I am clearly in, “get off my lawn territory” at this point, but anyway, which is a good sign that we need to wrap this up. MK: Yeah.

Pipeline 115

Pipeline Real Estate Sales Gaming 115

Hubspot

NOVEMBER 28, 2023

Meeting goals requires CSOs and CMOs to intertwine their unique roles and focus on unified, revenue-generating activities that support both go-to-market strategy and operational execution. Customer Messaging One of the most obvious signs of misalignment between sales and marketing teams is during direct customer interactions.

Objectives and Key Results 78

Objectives and Key Results SQL Sales Campaign 78

SalesLoft

JULY 11, 2019

How can you involve the champion in the buying process and inspire them to co-present the solution? I was encouraged to be a little bit of a disruptive voice when I needed to be because this was new territory. What exactly is value engineering? How did Stephanie succeed at coming in brand new at Pendo and changing the GTM strategy?

Engineering 45

Engineering GTM Territory Niche 45