SalesLoft

NOVEMBER 17, 2020

Buying a Sales Engagement solution is uncharted territory for many organizations. To allay your stakeholders’ concerns, you need to think and act strategically. Lining up the right people with the right skills helps the implementation go smoothly. Not all Sales Engagement platforms are created equal. Your Team’s Skills.

Territory 105

Territory Sales Technology Technology 105

Gong.io

MARCH 30, 2020

Why is it important to create balanced sales territories? Well-designed territories help create an equal footing for your reps. Creating Balanced Territories. When I first arrived at HubSpot, everyone had their own mini territory. There are these little micro-territories. . How do you build a healthy sales culture?

Territory 62

Territory Sales Appointment Manufacturing 62

Sales Hacker

DECEMBER 21, 2017

Through strategically implemented training, software tools and engagement techniques, sales ops leaders enable sales reps to focus more on selling in order to drive business results. . Sales Ops has expanded its role to include nearly all functions that provide strategic insight needed by a sales team to achieve sustainable growth.

Territory 87

Territory Non-Profits Contract Quota 87

Highspot

MAY 5, 2020

Experienced enterprise B2B sales executive Thomas Hellweg has joined Highspot to lead expansion in the DACH region as the company continues doubling year-over-year (YoY) across all primary business metrics. We empower companies to elevate customer conversations that drive strategic growth. About Highspot.

Launch 52

Launch Territory Strategize Technology 52

Hubspot

NOVEMBER 19, 2020

In the second example, TAM increases because you're simply adding more people to your target market, and are able to service new customers without investing in a new product line. Think of corporate expansion by way of hiring salespeople to service a new region, or a restaurant opening up a second location on the other side of town.

Drivers/motivators 101

Drivers/motivators Territory Growth Launch 101

SaaStr

NOVEMBER 1, 2022

Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. Companies, especially those with an undifferentiated product, may want to think strategically about the evolution of their respective category and the path towards building a platform. . Picking early customers is very strategic.

GTM 88

GTM Cross-sell Niche Strategize 88

Highspot

FEBRUARY 14, 2024

By defining specific goals and identifying key performance indicators (KPIs), a sales and marketing plan provides a structured framework for marketing and sales to align their go-to-market efforts. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

Highspot

FEBRUARY 14, 2024

By defining specific goals and identifying key performance indicators (KPIs), a sales and marketing plan provides a structured framework for marketing and sales to align their go-to-market efforts. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

Hubspot

JULY 11, 2019

Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more. Reps need to prospect, sell, and close -- and that doesn’t always leave a lot of time for administrative or big-picture work.

Commission 77

Commission Territory CRM Quota 77

InsightSquared

MARCH 6, 2018

Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. As your sales ops team matures, however, the group will grow, and their focus will expand to other areas as well, including: Territory planning. Go-to-market strategy. Quota and compensation planning.

Contract 119

Contract CRM Territory Sales 119

Xant

JUNE 16, 2021

Operations need to not only define and strategize an effective process but execute and often adapt that process to ensure it is always working for the organization. There are several teams that work directly with sales—sales enablement, customer success, and marketing. The Issues Rev Ops Teams are Facing. Coordination is key.

CRM 105

CRM Territory Sales B2B 105

InsightSquared

OCTOBER 11, 2017

The sessions will offer sales and sales operations professionals with case studies, lessons learned and the tactical takeaways needed to become even more strategic within their organizations. Market, sell and support: best practices from SMB leaders — Wednesday, November 8 at 1 – 1:40 p.m., – 12:10 p.m.,

Drivers/motivators 66

Drivers/motivators Territory Sales CRM 66

Highspot

OCTOBER 23, 2023

It starts with strategic actions, teamwork, and market understanding. Dive into the art of coordinated strategies, discover how hits like the iPhone and Netflix mastered market needs and brand appeal, and use key metrics to elevate your launch. A strategic product launch targets the needs and desires of its audience.

Launch 59

Launch Negotiate Product GTM 59

Hubspot

JULY 6, 2021

As revenue generation is dependent on the customer, a CRO also maintains a customer-first mindset and makes strategic decisions based on their needs. For example, you may have a VP of Sales for each region your business is present in. Create alignment between all revenue-relevant teams (sales, marketing, support, etc.)

Strategize 84

Strategize Commission Territory Campaign 84

SaaStr

MARCH 31, 2022

Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies. And with that being said, today we’re going to discuss how you assess that, how you become successful on these. You need to get those transactions to kind of get that high velocity movement going.

Cross-sell 83

Cross-sell Finance Strategize Technology 83

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

Hubspot

OCTOBER 2, 2019

Sales territory optimization - The ability to support strategic territory mapping and efficiency. About: Anaplan’s sales performance management software allows sales organizations to develop robust go-to-market strategies, using their team’s performance to drive planning. IBM SPM Solutions. Image Source: IBM.

Territory 86

Territory Quota Commission Construction 86

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

The Lost Book of Sales

AUGUST 15, 2021

Maybe the strategic priority is to get new logos instead of just cold-hard revenue. If so, ask to see the go-to-market strategy. GTM should be cohesive and comprehensive, because throwing reps into new territory without proper support is rarely a good idea.

Cross-sell 98

Cross-sell Gambling GTM Territory 98

Lead Fuze

JANUARY 1, 2022

If you dont see this as a strategic investment, it might be difficult to listen and understand the feedback from your sales team. Productmarket-fit evaluation is essential to your go-to market strategy in any new territory you want to enter. Field reps usually come from the same region and industry.

Commission 52

Commission Territory Sales Objectives and Key Results 52

Xant

JUNE 16, 2021

Operations need to not only define and strategize an effective process but execute and often adapt that process to ensure it is always working for the organization. There are several teams that work directly with sales—sales enablement, customer success, and marketing. The Issues Rev Ops Teams are Facing. Coordination is key.

CRM 52

CRM Territory Sales B2B 52

Hubspot

JUNE 8, 2021

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. Regional Sales Manager. According to Glassdoor , the average base salary for regional sales managers is $75,600. Image Source.

Commission 74

Commission Territory Finance Inside sales 74

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 80

Sell Territory Quota Up-sell 80

SBI

AUGUST 27, 2019

I shared an earlier post on LinkedIn about the necessity of fast-growing companies to switch their go to market (GTM) plans to stay in sync with their growth stage. The salespeople we thought were going to be in a role or territory are gone. It’s 2019, Still Segmenting and Planning in Excel?

GTM 37

GTM Territory CRM Strategize 37

Sales Hacker

JULY 24, 2018

Most founders ignore market cap [13:38]. Strategic functions to go to market with [30:24]. So coming off of a really great year, I received a double promotion to a regional manager level. A strategic pain is, “Hey, I’m losing market share to my chief competitor because my organization moves slower.”

Negotiate 41

Negotiate Strategize Sales Pipeline 41

Sales Hacker

MARCH 22, 2018

Would the product fit the selected market? Product/market-fit evaluation is key in every new market you want to enter as part of your Go-To-Market strategy (geographically and target-segment). You see this service often provided by individuals from a particular region and industry.

B2B 78

B2B X-functional Cold Call SQL 78

Gong.io

DECEMBER 16, 2019

These variances in go-to-market conversations and subteams is another important concept to consider when aligning your team. and Canada] as a region has one language for the most part, similar cultures…so, it’s natural to go, “We got this to scale, so let’s scale it even further.” . are inbound. are outbound.

Growth 62

Growth Territory Referrals Start-ups 62

Hubspot

MARCH 21, 2018

But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. So, which go-to-market should you choose? Inside sales offers a leaner, more automated approach, while outside sales capitalizes on the in-person interaction and power of face-to-face communication.

Outside Sales 91

Outside Sales Inside sales Quota Sales 91

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. TerrAlign @TerrAlign TerrAlign helps you achieve more with your sales organization.

Territory 42

Territory Appointment Manufacturing CRM 42

criteria for success

APRIL 1, 2020

How long will regional lockdowns last? You need to know what you’re going to market with and why people should want to buy it. Consider both industry and regional factors. Why Social Media Matters, How to Strategize & What to Include in Your Sales PlayBook. What’s the potential economic fallout? Social Selling.

Sell 97

Sell Prospecting Up-sell Territory 97

Highspot

JUNE 11, 2020

Cross-functional input into go-to-market strategies. Seamless handoff between marketing-generated leads and sales. Managing pipeline, territory planning, and forecasting. When buyers aren’t biting, alignment is key to reigniting your go-to-market engine. Strategize together. Generating revenue.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Hubspot

NOVEMBER 28, 2023

Sales and marketing teams today must break away from traditional silos and forge powerful, collaborative alliances. Meeting goals requires CSOs and CMOs to intertwine their unique roles and focus on unified, revenue-generating activities that support both go-to-market strategy and operational execution.

Objectives and Key Results 71

Objectives and Key Results SQL Sales Campaign 71

SalesLoft

JULY 11, 2019

I was encouraged to be a little bit of a disruptive voice when I needed to be because this was new territory. In order for us to win upmarket, in order for us to really capture the mindshare of big strategic customers, we can’t just sell on the value of our technology working. That helped me a lot.

Engineering 45

Engineering GTM Territory Strategize 45

Heinz Marketing

JANUARY 24, 2022

And it doesn’t just define what we are delivering to the market, but it really becomes a compass for how you make tactical and strategic go-to market decisions. And so, the location, the real estate, it’s a strategic advantage. There’s a difference though, between strategic advantage and purpose.

Pipeline 108

Pipeline Real Estate Sales Gaming 108

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. I think comp plans and territories need to be rolled out before sales.

Presentation 69

Presentation Territory Start-ups Quota 69

Sales Hacker

AUGUST 10, 2021

He places his focus and energy on amplifying professionals, teams, and organizations in the areas of leadership, sales, strategic customer care, organizational excellence, and especially, that human communications thing where many sometimes struggle. The structure could be a hierarchy, could be how they go to market.

Consult 104

Consult Clients Follow-up Drivers/motivators 104