Sales Hacker

NOVEMBER 15, 2017

Go-to-Market Strategy. Kickers are monetary bonuses or extra commissions offered to motivate sales professionals to exceed quota, showcase a specific service or product, or target a particular market segment. . Gatekeeper. General Manager. Global Business Unit. Gatekeeper is a person (e.g., Key Accounts.

B2B 105

B2B E-commerce Cold Call Represent 105

Heinz Marketing

MARCH 29, 2021

But also I remember a lot of explicit conversations from 12 months ago talking to go-to-market leaders, especially in some of our manufacturing industrial clients saying like, what am I going to do? I got reps that are used to going to someone’s office with a box of samples. And he’s going to save all that.

Pipeline 128

Pipeline Sales Gaming Up-sell 128

Sales Hacker

SEPTEMBER 2, 2021

It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. And there’s still a quota to hit. If they meet this requirement, leads become a sales-qualified lead (SQL). Based on product engagement data and customer fit, the lead becomes an SQL, and the sales process kicks off.

Product 115

Product SQL Contract Sales 115

Highspot

SEPTEMBER 10, 2024

But going to major events in your industry where your buyers – both existing and prospective customers – are present offers a very real opportunity to generate first-sale and expansion pipeline through executive meetings. In fact, social sellers are 66% more likely to drive pipeline and hit their quota.

Pipeline 52

Pipeline GTM Non-Profits SQL 52

Heinz Marketing

JUNE 4, 2018

Every week we’re featuring some of the best and brightest minds in B2B sales and marketing. Really excited to have a good friend, long time sales and marketing and go to marketing executive, Samuel Sunderarajj. How does the solution map to what the buyer is ultimately going to solve? Today is no different.

Pipeline 60

Pipeline Sales Drivers/motivators X-functional 60

SaaStr

MARCH 1, 2019

The first is do you retire quota at the same rate for renewal as you do for new business? In other words, if I’m an AE and I book a $100,000 deal, $100,000 new customer versus a $100,000 expansion on existing customer, does that retire my quota at an equivalent rate? SQL versus the MQL. The second wave was Salesforce.

Contract 59

Contract Price Commission Conversion 59

SaaStr

JANUARY 3, 2020

The first is do you retire quota at the same rate for renewal as you do for new business? In other words, if I’m an AE and I book a $100,000 deal, $100,000 new customer versus a $100,000 expansion on existing customer, does that retire my quota at an equivalent rate? SQL versus the MQL. The second wave was Salesforce.

Contract 11

Contract Price Commission Conversion 11