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. What were you doing beforehand?

Sell 81

Sell Territory Quota Up-sell 81

Hubspot

MARCH 21, 2018

But who has higher on-target earnings, better quota attainment, and brings in more revenue? But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure.

Outside Sales 93

Outside Sales Inside sales Quota Sales 93

SalesLoft

JULY 18, 2016

Sales operations designs and customizes this data entry system to match up to the sales process they’ve designed. Data integrity affects everyone in the revenue function of a business, including: • Marketing: Sales data is critical for collaborating with marketing to develop a go-to-market process. Start today!

CRM 52

CRM Territory Quota Appointment 52

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. In an effort to make a little extra money, I signed up some commission-only outsource sales team agents. Finding a product/market fit. Field reps usually come from the same region and industry.

Commission 52

Commission Territory Sales Objectives and Key Results 52

Sales Hacker

JUNE 2, 2020

Matthew is a 20-year veteran of the technology industry, first at Thomson Reuters, where he ended up running their enterprise sales team, then at Veeva, where he ran the EU sales organization and helped that company grow to over 700 million in revenue. Go to Chorus.ai/saleshacker Common mistakes in entering a new market [07:59].

Pharmaceutical 67

Pharmaceutical Territory Cold Call Networking 67

SaaStr

SEPTEMBER 26, 2019

Gaetan Gachet : All right, so usually the way I start this session is I ask the crowd which revenue stage they’re in. So Algolia started out mostly as a inbound long tail company. So mid-market, we’re about 40 to 50K ACV enterprise. So up to 100-150K and SMB, we’re at 2K. One and 10?

Territory 57

Territory Cross-sell Sales Cold Call 57

Gong.io

JANUARY 13, 2020

So we have to interview for those characteristics and try not to go in with a preconceived bias for how somebody’s going to be based on how their resume reads, what town they grew up in, or where they went to college. And if they don’t line up, and they’re a nice person, that’s okay. It’s not being inside. podcasts.

Intrinsic 62

Intrinsic Growth Territory Up-sell 62

Partners in Excellence

DECEMBER 24, 2012

Some inevitable restructuring, new territories and realignment. Always the new quotas and compensation plans. New initiatives focusing on the fastest start possible. Have your win rates changed–up or down? Have you changed or shifted your go-to-market strategies? New plans and programs.

Process 95

Process Territory Sales Quota 95

SaaStr

SEPTEMBER 10, 2020

What are the right follow up steps to take? Where do many people go wrong here? Harry Stebbings: I do want to start then with a little bit of context. I started running a region. I started running a region. And so I started to build some of classic demand gen functions, like BDR team.

Presentation 73

Presentation Territory Start-ups Quota 73

Sales Hacker

JUNE 14, 2018

There are many outsourcing companies, but which of them can actually hold a sales quota and get results? Consider the following do’s and don’ts to make sure you select the sales solution provider that best fits your needs, and starts building revenue. 5) DO ensure sales and marketing are aligned. Go To Market Strategy ).

Objectives and Key Results 59

Objectives and Key Results Quota Sales Territory 59

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]. Before we start, a quick thank you to this month’s Sales Hacker podcast sponsor Node. Sam Jacobs : Where did you guys start from? Kiva Kolstein : We started from Maplewood, New Jersey.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

SalesLoft

JUNE 20, 2019

While most of us know Pete for his work building the MSP community, but did you know he started a talent search engine that sold to Monster? Jeremey: I always start out with the same question. I ended up buying a bunch of those for like a buck a pumpkin or whatever, then bringing them home and painting little cartoon figures on them.

Territory 63

Territory Sales Construction Manufacturing 63

Heinz Marketing

MARCH 29, 2021

A lot of that was in-person or semi in-person rituals, whether it was the weekly stand up or people in a large inside sales floor, or you meet up with a manager a “x” number of times per month for lunch or whatever. I got reps that are used to going to someone’s office with a box of samples. Let’s talk about it.

Pipeline 122

Pipeline Sales Gaming Up-sell 122

SaaStr

NOVEMBER 16, 2020

Harry Stebbings: But I do want to start today with a little bit of context. Andy MacMillan: I started my career in tech actually as a developer. So in some ways, things that are important, people will naturally bubble up to you if they know that there’s access. Andy MacMillan: Excellent. Thanks for having me.

Pipeline 81

Pipeline Territory Price Product 81

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

Veloxy

MAY 3, 2022

You need actual thought leadership and takeaways that you can readily apply to your role and your sales organization starting today. Get ready to download and start using (yes, much of these sales resources are actually useful and interactive) these sales tools today. Sales quota. Nancy Nardin. Jeb Blount. Meghan Forgione.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

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

Heinz Marketing

JUNE 4, 2018

Start-up advisor. – Territory and Market Optimization – executing to high conversions on the active funnel. Every week we’re featuring some of the best and brightest minds in B2B sales and marketing. This is when Salesforce came to the market and started being the kind of up and running SaaS CRM play.

Pipeline 52

Pipeline Sales Drivers/motivators X-functional 52

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. An example of a process change that accelerates hiring and reduces mistakes is to flip that around and put that role playing at the start. It can’t change overnight.

Territory 72

Territory Healthcare Retail Sales 72

SaaStr

JULY 15, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in any way, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks a ball is up to.

X-functional 63

X-functional E-commerce Growth Retail 63

SaaStr

AUGUST 27, 2019

In addition to sales comps go to super power is a mean karaoke rendition of, Since You’ve Been Gone. Jessica Lin: Next up we have Michaela Lairs, senior director of finance at Movable Ink, a digital marketing platform, and also a veteran of top enterprise startups in New York City. But also what is my go to market motion?

Territory 55

Territory Contract Cross-sell Drivers/motivators 55

InsightSquared

JULY 1, 2021

Whether you’re just starting your journey or on a team that’s scaling, we’ve created this comprehensive RevOps overview and glossary of revenue operations terminology and KPIs for your reference. . Go-To-Market Strategy. Go-To-Market Team. Quota Attainment. In-Period Bookings. Revenue Impact. Revenue Team.

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

The Lost Book of Sales

MAY 13, 2021

A quote below sums it up well for me: When a manager with a reputation for brilliance tackles a business with a reputation for bad economics, it is usually the reputation of the business that remains intact. Let's get started. Even if you just get two yeses out of three, you're already off to a great start.

Quota 59

Quota GTM Commission Territory 59

Sales Hacker

JULY 28, 2021

Before you start diving into product demos and trials, create a team of stakeholders to take part in the evaluation. Territories: When you reassign territories or hire new reps, there is a significant ramp time before reps can forecast accurately and build new pipeline. How do I evaluate sales forecasting tools?

CRM 113

CRM Pipeline Territory Sales 113

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. What would you tell a woman just starting a career in sales? I realized, though, that if I couldn’t be who I am and do what I KNEW was right by my customer, I had to go. Anything less is failure.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

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%. Custom lists and territory preferences. To start, head over to your account and set up your sales preferences. What is LinkedIn Sales Navigator?

Territory 99

Territory Networking Sales Contact 99

Heinz Marketing

MARCH 25, 2019

It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Catch up on past shows at SalesPipelineRadio.com and subscribe on Spotify , iTunes , Blubrry , Google Play , or Stitcher. Really excited to see our numbers continue to inch up.

Pipeline 69

Pipeline Sales Up-sell Territory 69

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started. Gatekeeper.

B2B 99

B2B E-commerce Cold Call Represent 99

Sales Hacker

JANUARY 21, 2019

He spent close to ten years at Marketo, rose up the ranks and eventually became EVP of worldwide sales. With Chorus, more reps meet quota, new hires ramp faster, leaders become better coaches, and everyone in the organization can collaborate over the actual voice of the customer. We’re going to market in about a month.

B2C 13

B2C Territory Follow-up Inside sales 13

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. Percentage of leads followed up with.

X-functional 96

X-functional Quota Cross-sell Contract 96

Gong.io

JULY 21, 2021

Sales teams can’t keep up with their tech stack. 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. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process.

Growth 62

Growth GTM Cross-sell Pipeline 62

Heinz Marketing

OCTOBER 7, 2019

He’s the Vice President of America sales for Opengear , We talk about keys to developing a successful reseller strategy and talk a little bit about what it takes to build a team and getting that channel up and running. We started out initially selling direct to really anybody that would buy the product.

Pipeline 60

Pipeline Territory Healthcare Sales 60

Highspot

JULY 31, 2020

Proactively thinking through how and why your sales organization is set up a certain way ensures that you are not only making strategic hiring decisions but that you’re putting your reps in position to thrive. Sales organization structure is important as it sets sellers up for success. What Are the Types of Sales Organizations?

Assembly Line 72

Assembly Line Territory Strategize Education 72

Sales Hacker

NOVEMBER 13, 2019

Accurate forecasting helps to insulate your company from the ups and downs of the market. There may be little to no input (or committment) from the folks in Marketing or Customer Success who have data that is vital for an accurate forecast. Let’s look at the 5 things you can start doing today to master sales forecasting.

Pipeline 73

Pipeline Sports Sales Quota 73

SalesLoft

JUNE 21, 2022

The latest features can often seem too tempting to pass up, and in many cases they are. I’ve started encouraging revenue teams to evaluate technology differently. You may be starting to realize that one product in your sales tech stack offers more capabilities than you are currently using. Think: Is it easy to use?

Negotiate 52

Negotiate Legal Finance Technology 52

Gong.io

APRIL 6, 2020

You can’t take the quota of eight people and go run every deal. We start out with our results. When you’re watching that, it gives you an extra check down to the team forecast and team roll up that can help you feel a lot more confident in where you’re going. You can’t do it yourself.

Closing 62

Closing Objectives and Key Results Territory Contact 62