Xant

JUNE 16, 2021

Without a revenue operations role, marketing and sales teams would have no strategy and no process. Operations makes an organization’s actions intentional—meaning there is data, strategy, and process backing everything up. The overall mission of each of these teams is to set up customers for long-term success.

CRM 105

CRM Sales Territory B2B 105

Heinz Marketing

MAY 10, 2021

Bobby: Well, I had the idea of starting Vertical IQ and giving industry research business or industry knowledge for sales professionals, when I was in my 20s. But I found the more I knew about a business or industry, the better the meeting would go. But you bring up a really interesting point.

Pipeline 109

Pipeline Sales Up-sell Growth 109

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. But as SaaS startups mature, they usually start moving up-market. This is why most SaaS companies eventually move up-market and start focusing on bigger deals.

Cross-sell 102

Cross-sell Legal Contract Price 102

Hubspot

APRIL 22, 2018

Collecting demographic information is a great place to begin drafting your personas because it's easy to obtain and starts to paint a clearer, more personal picture of your customer. How did they end up where they are today? Try coming up with real quotes to refer to these challenges. Questions About Their Personal Background.

Education 101

Education Hospitality Networking B2C 101

Hubspot

JUNE 8, 2021

How do you get started in sales? Is the sales job market strong enough to support a career? By the end, you'll know what skills can help you break into sales, what jobs are available, and whether or not sales is a good career for you. So let's get started! The Sales Career Path. Image Source.

Commission 94

Commission Territory Finance Inside sales 94

Sales Hacker

DECEMBER 8, 2020

At 15, he began going to school part-time in Northern England in Manchester, so that he could run a technology consulting business that he had started. He now leads the sales function at a really promising and high-growing unicorn called Instabase. The world of tech sales must become a more diverse place.

Sales 115

Sales E-commerce Angle Technology 115

Sales Hacker

AUGUST 11, 2023

We’re really excited to be able to provide our audience and network with even more high-quality content on all things go-to-market. Ang shares her 5 P’s of Sales Leadership: Professionalism Preparation Process Performance Play More on these below. Sara So, Ang, I’m curious what drew you to Sales Leadership originally?

GTM 79

GTM Sales Launch Pipeline 79

SalesLoft

APRIL 29, 2020

Ollie loves to create go-to-market strategies in disruptive technology environments. But when things start to crumble, so does their mood (and the moods of everyone in the office). The worse things you can do are blow up or ignore a bad situation—make sure you don’t do either of these. But that’s not quite right. .

Drivers/motivators 90

Drivers/motivators Conversion Follow-up Promote 90

SaaStr

JUNE 2, 2021

Announcer: Up today, the secrets to doing freemium and sales-driven sales at the same time with Mixmax CEO, Olof Mathé. Well, this is kind of the traditional way we think about sales in SaaS. It’s the dichotomy between freemium and direct or enterprise sales. This is where the cloud meets. Is it a PayK?

Sales 98

Sales Up-sell Price Start-ups 98

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.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

Sales Hacker

SEPTEMBER 16, 2019

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity. And much more.

Outside Sales 95

Outside Sales Inside sales Profit margin Sales 95

PandaDoc

AUGUST 16, 2022

In a competitive industry like sales, it’s important to continuously invest in your education and stay up to date on the latest trends taking sales by storm. We put together this list to help you discover some of the brightest, innovative minds shaping the future of sales. LinkedIn isn’t just for social selling.

Cold Call 52

Cold Call B2C Sales Follow-up 52

Sales Hacker

AUGUST 5, 2019

If you missed episode 68, check it out here: PODCAST 68: How to Go to Market with an Enterprise Solution w/ Ed Calnan. The Benefit of Starting Out in Account Management. Structuring Your Organization to Grow the Customer Experience. Subscribe to the Sales Hacker Podcast. Subscribe to the Sales Hacker Podcast.

Customers 63

Customers Account management X-functional Hospitality 63

Heinz Marketing

MAY 16, 2022

Customer experience. Why did that bubble up as a topic for you? Alan : Customer experience is the area I’m most passionate about. And as you know, Matt, I’m a big believer in creating a remarkable customer experience. So that experience really starts then. It touches everything. Alan : Yes.

Pipeline 97

Pipeline Referrals X-functional Cross-sell 97

SalesLoft

AUGUST 9, 2023

You’re well aware of the trends affecting the sales industry right now: Low pipeline Declining win rates Smaller opportunity sizes Customer churn Needless to say, this market is quite literally giving teams a run for their money. Right now, sellers can’t keep up. But, how well are those efforts working?

CRM 52

CRM Pipeline Go To Market Up-sell 52

Gong.io

NOVEMBER 25, 2019

How do you level-up B-players’ performance? What are the obstacles getting in the way of your sales force’s success? Jonathan is a partner at Bain, and has over 15 years of strategic sales experience helping organizations of all types and sizes maximize productivity. I’m not going to lose the deal. That’s dumb.”.

Price 71

Price Strategize Up-sell Cold Call 71

Xant

JUNE 16, 2021

Without a revenue operations role, marketing and sales teams would have no strategy and no process. Operations makes an organization’s actions intentional—meaning there is data, strategy, and process backing everything up. The overall mission of each of these teams is to set up customers for long-term success.

CRM 52

CRM Sales Territory B2B 52

Highspot

JUNE 6, 2023

The Impact of a Productive Sales Team In today’s fast-paced, competitive, digital world, every aspect of operations must be fine-tuned to perform at peak sales efficiency. Sales team productivity is not just a nice to have; it’s essential in today’s business landscape.

Closing 52

Closing Product Objectives and Key Results Quota 52

SalesLoft

JUNE 19, 2019

We caught up with Ollie to ask some key questions about his role at SalesLoft, leadership philosophy, and the profession of sales in the UK. My experience in the early days of LinkedIn was a big influence when it came to what attracted me to SalesLoft. As a result, we must improve the quality of our sales interactions in EMEA.

Territory 40

Territory Education Technology Technology 40

SaaStr

OCTOBER 8, 2019

We can actually bring them up on a slide here as well. Here are a couple of the stages of denial that I think I went through as founder CEO from doing sales completely on my own, to building out a sales team and finding actual leaders for the go-to market team. ” That’s one reason.

Sales 57

Sales Intrinsic Growth Up-sell 57

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. Every industry needs sales so the education you receive working in this role can be immense. Anything less is failure. Joyce Johnson.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. Sales Models and Fundamentals.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Salesforce

MAY 2, 2022

To help you sift through the sea of talent, we curated a list of 16 sales influencers to follow in early 2021 — but that list has grown. These are the future-makers in sales. Co-Founder, Women in Sales Club and Strategic Account Executive, Alyce, Chicago, Illinois. Discover timely insights and useful sales tips.

Gaming 98

Gaming GTM Consult Sales 98

SaaStr

JANUARY 28, 2020

Maria is one of the top SaaS leaders in marketing, just finished up the CMO Vanna plan, which IPOed. And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Please sign up. That’s exciting. Aaron : No.

Growth 92

Growth Promote Engineering Up-sell 92

Sales Hacker

MAY 1, 2018

Sales Hacker Podcast—Sponsored by Node. Sam Jacobs: Hi, everyone, and welcome to the Sales Hacker podcast. Before we start, a quick thank you to this month’s Sales Hacker podcast sponsor Node. Rick is currently the VP of Sales at Greenhouse. years at Intralinks where he began his sales career.

Product 56

Product Territory Sales Negotiate 56

SalesLoft

OCTOBER 2, 2018

However, thanks to today’s software and computer-savvy salespeople, it’s now possible to codify an entire sales organization’s processes and rulesets and deploy them across your go-to-market team efficiently and effectively. Above all, sales engagement is customer-centric. Pillar 7: Artificial Intelligence.

Cold Call 52

Cold Call Sales Objection handling Prospecting 52

The Lost Book of Sales

JULY 12, 2021

If you enjoy what you read and would like to receive a very occasional, hand-crafted update from me into your inbox, feel free to sign up below. Basics: Markets and segmentation. Starting to cross the chasm. As the kids like to say: What’s up with that? Here are some previous issues of the newsletter.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

SEPTEMBER 22, 2020

Today on the show we’ve got Tom Martin, an incredible leader who started at the bottom in research and development at Hewlett Packard. Sam Jacobs: Today on the show we’ve got Tom Martin, an incredible leader who started at the bottom in research and development at Hewlett Packard. More sales meetings, that means more money.

Growth 80

Growth Objectives and Key Results Manufacturing Start-ups 80

Sales Hacker

FEBRUARY 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit.

GTM 92

GTM Quota Drivers/motivators Sales 92

Sales Hacker

MARCH 18, 2025

And we’re just talking before this, it has been far too long since we caught up, uh, not over email. And then prior to starting Mutiny, Jaleh was the head of marketing and business development at Gusto, uh, another fantastic company. I got to work right away with the enterprise sales team. Jaleh Rezaei: Thank you.

GTM 64

GTM Sales Pipeline Technology 64