Sales Hacker

DECEMBER 6, 2021

Many organizations focus too heavily on upfront price when selecting a CRM only to end up spending more money customizing a system that doesn’t meet their needs. Say you sell software to enterprise and mid-market companies across both retail and B2B. What is an MQL, SQL, SAL, or customer? Number of sales processes.

CRM 105

CRM SQL Government Customer Relationship Management 105

SaaStr

DECEMBER 8, 2023

It’s easier for someone who isn’t as sophisticated with SQL because they can ask questions of their data without the 3-6 month learning curve beforehand. You could feed in transcripts from Gong and have it analyze that and write a next steps follow-up email that’s beautiful and personalized. What about the GTM side?

GTM 123

GTM SQL X-functional Engineering 123

Sales Hacker

APRIL 21, 2021

Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management. On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. Remind me again – what is RevOps?

Finance 114

Finance Cross-sell SQL GTM 114

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. Account-Based Marketing.

B2B 105

B2B E-commerce Cold Call Sales 105

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. I need more output from you.

Pipeline 128

Pipeline Sales Gaming Up-sell 128

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. If you’re selling car tires, anyone with a car is a fit. Following a short conversation, you may learn that they go up the mountain a couple of times a year and that they hate putting on chains.

Prospecting 59

Prospecting SQL GTM X-functional 59

SaaStr

JULY 25, 2021

As we gear up for 2021 SaaStr Annual, I wanted to highlight some of my very favorite Annual sessions from the past you may have missed. Also, don’t miss out on SaaStr Annual 2021 coming up FAST Sep 27-29 in SF Bay Area! And I feel like a talk show host in this kind of set up. This was certainly one of them.

Up-sell 104

Up-sell SQL Product Start-ups 104

Sales Hacker

FEBRUARY 24, 2020

You can’t be all things to all people,” and then they turn around and leave the board meeting and go operate the firm in a way that completely violates that instruction that they gave. Blake Bartlett: How does software get adopted inside businesses today? The prototypical example that we can all point to is something like Slack.

Growth 83

Growth Product SQL Price 83

Heinz Marketing

MAY 11, 2020

I know in some parts of the country, we’re starting to open that up. And I’m up here in Washington, they’re slowly starting to open things up. Parks and golf courses are going to open next week. Instead of trying to market and sell, it’s really just all about helping.

Pipeline 87

Pipeline Sales Healthcare Manufacturing 87

Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

Heinz Marketing

DECEMBER 11, 2017

It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We’ve already featured some great guests and have a line up of awesome content and special guests into 2016. Data-driven Marketing Executive. What’s better than one team winning … three!

Pipeline 47

Pipeline Sales Cross-sell B2B 47

Sales Hacker

SEPTEMBER 2, 2021

It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. What you end up “hunting” for largely dictates whether you should adopt a sales-led, product-led, or sales-assisted approach to user onboarding. What does it mean to be product-led? Avoid this at all costs.

Product 117

Product SQL Contract Sales 117

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

Pipeline 58

Pipeline Sales Drivers/motivators X-functional 58

Highspot

SEPTEMBER 10, 2024

For many companies, a significant percentage of your overall funnel sits in this stage of the buyer’s journey and can easily get lost if things stall or sellers get caught up closing deals closer to the finish line. Social selling is a popular sales methodology that most businesses use, and see a great impact on their conversion rate.

Pipeline 52

Pipeline GTM Non-Profits SQL 52

SaaStr

MARCH 1, 2019

So a huge thank you for putting up with these dulcet British tones once again. So we ran a free trial survey because we found that in most of our startups, many of them at all different price points, even starting around 1K is obvious, but going up to 150K ACV, they were running free trials as part of their marketing campaign.

Contract 67

Contract Price Commission Up-sell 67

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. In the past, Go Nimbly has helped companies like Zendesk, Twilio, PagerDuty and Coursera to achieve alignment and increase revenue by 26%.

X-functional 56

X-functional SQL Pipeline Go To Market 56

SaaStr

NOVEMBER 22, 2019

So that ends up being a very useful skill for customer facing roles. Travis Bryant: So I was in services at a software company and then had this pivot point to go either into product management or into sales and sales engineering. And then, you know, even stranger to end up in venture. And it was a very high velocity model.

Start-ups 79

Start-ups Customers Objectives and Key Results Pipeline 79

SaaStr

SEPTEMBER 20, 2019

The group that I was in was actually made up of the WebEx acquisition and so all of, kind of, our marketing initiatives were run outside of corporate marketing. I mean, I’m a firm believer that people don’t wake up in the morning thinking about your brand. Harry Stebbing: No, I do agree.

E-commerce 56

E-commerce Trust Start-ups SQL 56

SalesHandy

OCTOBER 28, 2022

For example, Leads that are ready to make a purchase i.e. Sales Qualified Lead (SQL) The survival of your business is dependent upon getting 300 leads each quarter. All of your marketing and sales efforts are centered around pushing your product or service to your target audience, rather than pulling them in through inbound lead generation.

Lead generation 59

Lead generation Cold Call Referrals Objectives and Key Results 59

ConversionXL

JUNE 19, 2019

Product lifecycle marketing does the following: Ensures you’re operationalizing in the right context. Follow the go-to-market strategy using the Google Sprint structure: Research: ask the experts, competitive research. We sell success. Sex up the headline. Spots early signs of a pending transition. Create an angle.

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90

SaaStr

JANUARY 3, 2020

So a huge thank you for putting up with these dulcet British tones once again. So we ran a free trial survey because we found that in most of our startups, many of them at all different price points, even starting around 1K is obvious, but going up to 150K ACV, they were running free trials as part of their marketing campaign.

Contract 12

Contract Price Commission Up-sell 12