Hubspot

JULY 11, 2019

Your sales team is working harder than ever to differentiate your product or service and close new business. Enter, the sales operations manager. Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more.

Commission 98

Commission Territory Quota CRM 98

Highspot

JANUARY 27, 2021

Highspot connected more than three million salespeople, channel partners, services reps and customers in modern, digital sales experiences last year, representing a 100 percent increase in platform usage from 2019. ” (Predictions 2021: B2B Sales, Forrester Research, Inc., SEATTLE, Jan. According to Gartner, Inc.,

Growth 98

Growth Customers Territory Strategize 98

Sales Hacker

NOVEMBER 8, 2021

In the world of sales, an SDR is a foundational role that offers a kind of sanity check for aspiring salespeople to see if they have what it takes to make it in a high-stakes sales environment. Less obvious career outcomes for sales professionals. Less obvious career outcomes for sales professionals.

Clients 114

Clients Sales GTM Technology 114

Highspot

DECEMBER 15, 2021

Just a single failure point could spell disaster for even the most thoughtfully designed sales teams and strategies. But not all sales issues are equal, so it can be challenging to isolate which ones you or your sales leadership want to prioritize as you scale your organization and grow revenue.

Sales 97

Sales Up-sell Represent Sales Experience 97

Heinz Marketing

JULY 5, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Well, it’s not live from the Heinz Marketing office today.

Pipeline 122

Pipeline Start-ups Sales Go To Market 122

Xant

JUNE 16, 2021

Revenue operations are the behind-the-scenes happenings in a sales org. Operations (ops) define processes, implement strategies, enable sales teams to do their work, and ultimately drive results. Without a revenue operations role, marketing and sales teams would have no strategy and no process. What is Rev Ops?

CRM 105

CRM Sales Territory B2B 105

SaaStr

APRIL 13, 2025

Sales Organization Structure Conrad reveals his preference for dedicated sales teams for each product, despite internal disagreement. His rationale: Training capacity : Sales teams can only absorb so much product knowledge. Without clear market analogies, explaining the full value proposition continues to be difficult.

Cross-sell 61

Cross-sell Launch UX Up-sell 61

Highspot

NOVEMBER 2, 2022

2, 2022 — Highspot , the sales enablement platform that increases sales productivity, today announced surging customer adoption and usage as companies leverage its capabilities to equip, train and coach reps, and analyze their programs to improve sales performance. SEATTLE, Nov.

Growth 98

Growth Product Customers Healthcare 98

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. What is inside sales?

Outside Sales 94

Outside Sales Inside sales Profit margin Sales 94

SalesLoft

APRIL 2, 2019

Translation: The rules of (sales) engagement have changed. Sales professionals can’t afford to come across as unprepared or pushy. B2B buyers now expect sales experiences. Our platform enables firms to create a personalized, scalable, and consistent go-to-market process across the sales organization.

Commission 69

Commission Consult Sales Technology 69

Sales Hacker

MARCH 18, 2025

She was the Director of Product Marketing at VMware prior to Gusto. 06:49 How 1:1 sales personalization drives 14x higher conversion rates. 10:45 AI-powered hyper-personalization is reshaping enterprise sales. 16:30 The biggest AI mistakes in sales and marketing. And I really got to understand go-to-market.

GTM 63

GTM Sales Pipeline Technology 63

SaaStr

DECEMBER 26, 2022

and go-to-market partners, to understand what’s happening in the space. . “G2 Some call this the ‘ecommercization of software,’ and this trend signals a highly disruptive shift in how we go to market with software. What each of these shares in common is a reflection of the immediate post-sales experience.

Go To Market 98

Go To Market Follow-up Up-sell Trust 98

Heinz Marketing

MAY 10, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We are here each week live, doing Sales Pipeline Radio.

Pipeline 109

Pipeline Sales Up-sell Growth 109

Sales Hacker

DECEMBER 8, 2020

If you missed episode 137, check it out here: From Marketer to CEO: The Power of Brand as a Growth Amplifier with Jake Sorofman. Subscribe to the Sales Hacker Podcast. The role experience plays in evaluating job candidates [27:25]. He now leads the sales function at a really promising and high-growing unicorn called Instabase.

Sales 114

Sales E-commerce Angle Technology 114

Hubspot

JUNE 8, 2021

If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Sales seems like a fast-paced, hardball kind of career. What's a typical sales career path?

Commission 94

Commission Territory Finance Inside sales 94

Sales Hacker

AUGUST 11, 2023

Before we get into it, curious to hear your thoughts on last weeks Sales Hacker/GTMnow announcement ?! 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. This week I sat down and interview the VP of Sales at Crunchbase , Ang McManamon.

GTM 78

GTM Sales Launch Pipeline 78

Highspot

SEPTEMBER 30, 2020

But to succeed, you’ll need your team to execute your go-to-market strategy in a single, unified motion. Enter sales methodologies. Businesses rely on sales methodologies to help their reps consistently deliver at every stage of the sales cycle. Why do I need a sales methodology?

Cross-sell 85

Cross-sell Consult Sales Strategize 85

SaaStr

JUNE 2, 2021

Ep #401: In this session, you will learn how to make the Freemium model work while also incorporating the traditional sales-driven strategy. Olof Mathe will share how the two strategies can blend together and specific lessons he has learned from his experience. What do we mean when we talk about freemium and direct sales?

Sales 98

Sales Up-sell Price Start-ups 98

Highspot

FEBRUARY 11, 2024

Now, I’m sharing more details about our first-sale teams’ strategy, including new talent joining us at a time when sales enablement has become essential to businesses’ go-to-market (GTM) success. I’m excited to announce that Martin Savitt has joined Highspot as our new sales leader for North America.

GTM 59

GTM Appointment Sales Strategize 59

SalesLoft

APRIL 25, 2019

Where Will the Money Go? As the creators of the Sales Engagement category, we’ll use this investment to continue leading the innovation that has come to define the category. This means investments in our ecosystem API, the mobile application, and our AI-powered sales coaching network. The Future: Sales Coaching Network TM.

Growth 90

Growth Commission Networking Up-sell 90

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. What does a sales department do? What are the types of sales organizations? How do you structure a sales team?

Assembly Line 72

Assembly Line Territory Strategize Sales 72

Heinz Marketing

MAY 16, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Welcome everyone to another episode of Sales Pipeline Radio.

Pipeline 97

Pipeline Referrals X-functional Cross-sell 97

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. Jed Mahrle.

Cold Call 52

Cold Call B2C Sales Follow-up 52

SalesLoft

JANUARY 30, 2017

Salesloft is proud to announce the appointment of Fred Fried as Vice President of Enterprise Sales. Fried joins the executive management team in the company’s San Francisco office and brings over 20 years of experience and passion for hiring, building, and scaling sales teams to an already fast-growing Salesloft.

Territory 52

Territory Appointment Drivers/motivators Sales 52

Xant

JUNE 16, 2021

Revenue operations are the behind-the-scenes happenings in a sales org. Operations (ops) define processes, implement strategies, enable sales teams to do their work, and ultimately drive results. Without a revenue operations role, marketing and sales teams would have no strategy and no process. What is Rev Ops?

CRM 52

CRM Sales Territory B2B 52

Highspot

JUNE 6, 2023

Boardrooms across the globe are dialed in on sales productivity, and rightly so. Sales productivity is the backbone of revenue generation, and during a time when businesses are being forced to achieve more with less, strengthening it has never been more vital. What is Sales Productivity?

Closing 52

Closing Product Objectives and Key Results Quota 52

SalesLoft

APRIL 29, 2020

Ollie loves to create go-to-market strategies in disruptive technology environments. As VP of Revenue in EMEA, I lead 15 people in our London office, an extremely talented collection of sales, pre-sales, customer success, and marketing professionals. . Post by Ollie Sharpe, VP of Revenue in EMEA for SalesLoft.

Drivers/motivators 90

Drivers/motivators Conversion Follow-up Promote 90

Hubspot

APRIL 22, 2018

Buyer personas are a crucial component of successful inbound marketing, particularly for the sales and marketing departments. After all, the marketing team needs to know to whom they are marketing, and the sales team needs to know to whom they are selling. What should their sales experience feel like?

Education 101

Education Hospitality Networking B2C 101

Highspot

OCTOBER 31, 2023

Push the envelope of sales enablement by driving efficiency through AI, scaling coaching with actionable insights, tying enablement efforts to business results, unifying the sales tech stack, and engaging buyers with digital experiences.

Strategize 72

Strategize CRM Government Closing 72

Hubspot

JANUARY 19, 2012

Buyer personas are a crucial component of successful inbound marketing, particularly for the sales and marketing departments. After all, the marketing team needs to know to whom they are marketing, and the sales team needs to know to whom they are selling. Where do they go for information?

Education 78

Education B2C Service Presentation 78

Sales Hacker

AUGUST 5, 2019

This week on the Sales Hacker podcast, we speak with Megan Bowen , SVP of Business Operations at Managed By Q. If you missed episode 68, check it out here: PODCAST 68: How to Go to Market with an Enterprise Solution w/ Ed Calnan. Structuring Your Organization to Grow the Customer Experience. What You’ll Learn.

Customers 62

Customers Account management X-functional Hospitality 62

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. This is why most SaaS companies eventually move up-market and start focusing on bigger deals. Related: What is Complex Sales? An Explainer on Enterprise Sales. Managing the enterprise sales cycle.

Cross-sell 101

Cross-sell Legal Contract Price 101

SalesLoft

JUNE 19, 2019

Since welcoming our new Vice President of Revenue for EMEA , Ollie Sharpe, last month, we’ve done an even deeper dive into the state of sales in the UK. 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. Why did you join SalesLoft?

Territory 40

Territory Education Technology Technology 40

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. Salesloft gave us enriching sales data and the ability to coach with valuable insights.”

CRM 52

CRM Pipeline Go To Market Up-sell 52

Gong.io

NOVEMBER 25, 2019

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. Is someone really right for this sales role, or should they be in a different sales role?

Price 71

Price Strategize Up-sell Cold Call 71

SaaStr

OCTOBER 8, 2019

Typically founders are the first sales people. After all it’s likely they know the product the best, and they can use customer feedback to measure market fit. However, at some point a founder needs to hire a sales team. However, at some point, you do need to hire a sales team as a founder or else I’d be out of a job.

Sales 56

Sales Intrinsic Growth Up-sell 56

Gong.io

NOVEMBER 18, 2019

What should you look for in your next sales hire? EVP of Global Sales, Shep Maher, for answers to these and other questions. Building a Sales Enablement Team. And if you have an awesome head of Sales Enablement, then they are changing your game, and changing your company. The Evolution of Sales.

Price 48

Price Up-sell Contact Technique 48