Highspot

APRIL 2, 2020

When implemented alongside strategic training, tools, and engagement techniques, sales operations can help sales teams become more productive and efficient and have a positive impact on both top- and bottom-line performance. Growth forecasts of sales territories. Planning and strategizing go-to-market plans.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

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. It is strategic.

Sell 81

Sell Territory Quota Up-sell 81

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. If you dont see this as a strategic investment, it might be difficult to listen and understand the feedback from your sales team. Field reps usually come from the same region and industry.

Commission 52

Commission Territory Sales Objectives and Key Results 52

Hubspot

JUNE 8, 2021

This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. You may also need to collaborate with the marketing team to manage personalized materials or advertising for leads, so a background in cross-functional collaboration is helpful for landing a job.

Commission 76

Commission Territory Finance Inside sales 76

Gong.io

JANUARY 13, 2020

Because if you have the right perspective, things like territory changes, or a change in quota, or a change in role and how we sell—they’ll fall right off somebody’s back. . Every week, we interview senior revenue professionals who share their insights on how they leverage revenue intelligence to drive success and win their market.

Intrinsic 62

Intrinsic Growth Territory Up-sell 62

SBI

SEPTEMBER 12, 2018

Go beyond sales enablement to create a sophisticated selling experience that buyers value. Its sales territory optimization solutions enable companies to maximize revenues across the entire sales force – territory by territory. Celebrate crushing your quota. Booth 1728. Get pricing right on every quote.

Territory 42

Territory Appointment Manufacturing CRM 42

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. I use a strategic planning tool called V2MOM. Latane Conant: Well, it was a little bit accidental. What’s our vision?

Presentation 68

Presentation Territory Start-ups Quota 68

SalesLoft

JUNE 20, 2019

I also mentioned that John’s firm is a key strategic partner to SalesLoft, he does train us and we do recommend him to many of our customers. You were sitting in a region with like five or six other sales reps and a manager and your job was to just blanket the entire region. John, welcome to the show. I appreciate it.

Territory 63

Territory Sales Construction Manufacturing 63

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

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

Sales quota. Veloxy’s most popular sales checklists include the Sales Rep Challenges Checklist , Sales Quota Champion Checklist , and the Revenue Growth System Checklist. SBI Growth Advisory, formerly Sales Benchmark Index, is one of the nation’s pioneers and leaders in go-to-market revenue growth consultation.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Heinz Marketing

JUNE 4, 2018

– 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. Really excited to have a good friend, long time sales and marketing and go to marketing executive, Samuel Sunderarajj.

Pipeline 53

Pipeline Sales Drivers/motivators X-functional 53

Sales Hacker

NOVEMBER 15, 2017

Account Based Marketing (ABM) is a strategic framework that engages qualified individual prospects or customer accounts as unique markets in themselves, worthy of focused, hyper-personalized treatment by sales, marketing and other teams. . Go-to-Market Strategy. Gatekeeper. General Manager. Key Accounts.

B2B 99

B2B E-commerce Cold Call Represent 99

The Lost Book of Sales

MAY 13, 2021

Maybe the strategic priority is to get new logos instead of just cold-hard revenue. 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.

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. Your data and analytics won’t help you make bold, strategic plans. How can we rationalize our use of tools across different go-to-market teams?

Growth 62

Growth GTM Cross-sell Pipeline 62

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. Manages day-to-day communications with sales and other go-to-market teams. What Is Sales Organization Structure?

Assembly Line 72

Assembly Line Territory Strategize Education 72

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. Engage partners proactively once the sales team understands the value that a partner is going to bring. Key Considerations from 2020: Look at the data. Strengthen Channel Partner Relationships.

Cross-sell 66

Cross-sell GTM Territory Sales 66

SalesLoft

JUNE 21, 2022

More challenging to identify where the problem is if something breaks; time spent troubleshooting takes away from more strategic work . Multiple technologies to integrate, learn, support, and troubleshoot. Sales Management, Finance, and Legal Teams. Multiple contracts to negotiate and manage. Could their time be better spent elsewhere?

Negotiate 52

Negotiate Legal Finance Technology 52

Heinz Marketing

MARCH 25, 2019

Social selling just means the usage of social media platforms within a sales go to market strategy or a sales process. So think of it as a series of sales plays that are intertwined into a go to market. Inbound from marketing or from their channel. I’m the first to admit that that’s just click bait.

Pipeline 70

Pipeline Sales Up-sell Territory 70

Sales Hacker

OCTOBER 7, 2021

Sales Strategist, Top 50 keynote speakers, Best Selling author of Heart and Sell-(chosen as the textbook for Harvard’s Strategic Selling course) Top Voice on LinkedIn 2018. “Amy has a passion for the art of strategic communication and. And she needs a hug every now and then. Shari Levitin. Amy Reczek.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

SEPTEMBER 13, 2020

Byron Deeter and Elliott Robinson, partners at Bessemer Venture Partners, offer macro trends in the public and private cloud markets, strategic advice to cloud founders, and insights into why entrepreneurs should feel auspicious about the future. Everyone is trying to figure out the go-to-market learning curve.

Non-Profits 64

Non-Profits Strategize Trust Growth 64

Sales Hacker

DECEMBER 4, 2019

According to Sales Enablement Pro’s 2019 report , formalizing enablement in organizations results in higher win rates, as well as overall better quota attainment. Just as marketing has had to mature over the past decade, it’s time for enablement to do the same. Product Marketing, Sales Enablement, and Readiness can clash regularly.

GTM 57

GTM Sales Education Territory 57

Heinz Marketing

OCTOBER 7, 2019

I would love to have you talk a little bit about how that go to market strategy kind of came about for Opengear and what has really made that reseller program so successful there. 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 61

Pipeline Territory Healthcare Sales 61

Gong.io

APRIL 6, 2020

You can’t take the quota of eight people and go run every deal. The sooner you can let everybody understand what their charge is and what the territory they own is—so that they can be ultra responsible for that territory—the better off you’re going to be. You can’t do it yourself.

Closing 62

Closing Objectives and Key Results Territory Contact 62

Sales Hacker

APRIL 30, 2018

These companies also deliver : 32% higher team sales quota attainment, 24% better individual quota achievement, and. We often don’t speak the language of business, and we don’t do a good job of strategically aligning our programs to their goals. 2) Quota Attainment. 23% higher lead conversion rate. 3) Sales Cycle.

Non-Profits 79

Non-Profits Profit margin Quota Sales 79

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 60

Cross-sell Sales Support Growth Up-sell 60

Salesforce

MAY 2, 2022

This year, we’re adding 13 new names to our top-tier cohort, featuring experts in go-to-market strategies, diversity and inclusion, mental health, productivity, and revenue growth in our digital-first world. Co-Founder, Women in Sales Club and Strategic Account Executive, Alyce, Chicago, Illinois. Alexine Mudawar.

Gaming 98

Gaming GTM Consult Sales 98

SBI

NOVEMBER 7, 2019

Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar. ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. more likely to hit quota. Think how effective it would be.

Customers 20

Customers Tradeshows Technology Technology 20