Sales Hacker

FEBRUARY 6, 2023

When the plan is in alignment with execution, your territories remain optimized and sellers are focused on the best opportunities. In the context of go-to-market planning, it’s important to understand that continuous planning does not mean you have to be constantly re-doing your plan. What is the holdout for that sales rep?

GTM 83

GTM Territory Commission Strategize 83

SaaStr

APRIL 25, 2023

In last week’s Workshop Wednesday , President Sales & Field Engineering Chris Donato and SVP Business Development & Ecosystem Shelli Vivona shared how to scale out a go-to-market org. Another step Chris has taken was to simply Celonis’ regional structure by reducing nine regions to five.

Engineering 80

Engineering GTM Territory Management Consulting 80

Lead Fuze

NOVEMBER 30, 2021

If you are seeing additional demand from a particular region, don†t miss out on the opportunity to capitalize and take advantage of that interest. The first step in entering a new market is to create an actionable cross-functional, go-to-market strategy. Hiring from the area is a great way to test out new markets.

Territory 52

Territory Pipeline Sales Launch 52

SaaStr

NOVEMBER 28, 2022

What is the secret to aligning go-to-market teams and finance teams? Are you able to take on moving to new territories? Expanding the business’s territory lines is expanding the number of people who will be interested in the business. Make sure your go-to-market teams and sales and finance teams align on success metrics.

Finance 87

Finance GTM Government Territory 87

Sales Hacker

APRIL 1, 2021

Expansion to new territories is never easy, but the coronavirus is providing a wakeup call for enterprises and established companies to start looking at how customers say they prefer you to sell to them. Analyze your specific sales and market, then look across the globe. The future of this space is digital and streamlined.

E-commerce 67

E-commerce Territory Transportation B2C 67

Lead Fuze

NOVEMBER 30, 2021

Companies are learning that expansion and growth to new territories is never easy, but the coronavirus has provided a wake-up call for them. It’s helpful to do this before a crisis because it will show you what the market may return to or beneficial areas relative to the current situation.

E-commerce 52

E-commerce Territory Transportation Retail 52

Martech

DECEMBER 11, 2023

Yes, you’re not building a go-to-market plan at this point. As you start to determine which actions you want your customers to take, you need to link different behaviors to each marketing channel your company plans on using. The amygdala then sends signals to the hypothalamus, a critical region for autonomic responses.

Represent 126

Represent Territory Campaign Strategize 126

SaaStr

JULY 21, 2022

Reaching unicorn status is nice validation, but the luster fades when founders can’t navigate the hidden challenges that come with uncharted territory. SaaStr attendee favorite Mark Roberge, Co-Founder and Managing Director @ Stage 2 Capital will discuss making the most of Go-To-Market when you’re working with a PLG motion.

GTM 110

GTM Territory Price Growth 110

SBI

JANUARY 31, 2020

TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory. ndrew Gilman, Head of Marketing, NWN Corporation. Accurate and actionable data is the lifeblood of high-performing Go-To-Market organizations,” said Andrew Gilman, Head of Marketing, NWN Corporation.

Territory 29

Territory Engineering Strategize Technology 29

Salesforce

OCTOBER 22, 2021

Many companies assume the same go-to-market strategies will be effective as they scale up, but that’s often not the case,” said Brandon Jones, head of Revenue Strategy and Operations at Komodo Health , which specializes in software for the healthcare industry. Make sure your reps are focused on selling. Learn more.

Territory 98

Territory Strategize Sales Healthcare 98

SalesforLife

JULY 28, 2019

Over the last couple of years, many of our customers have been asking us to identify the go-to-market strategy, and specific execution points, around selling in teams. You will only get this level of scrutiny if you get more than one person’s eyes on a territory or vertical.

Pipeline 93

Pipeline Objectives and Key Results Territory Teamwork 93

Sales Hacker

JANUARY 20, 2022

According to Forrester, the costs of unwanted voluntary turnover hide themselves in the form of uncovered sales territories and lost sales productivity. Combine the hidden costs of uncovered territories and lost productivity with the training, recruiting, and onboarding to calculate total turnover.

Territory 98

Territory Sales Finance Drivers/motivators 98

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

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

Sales Hacker

FEBRUARY 3, 2020

SaaSy Sales Management runs in-person, public, and private workshops to teach go-to-market SaaS leaders how to produce the best outcome for their company and their people. Founders should move to the region where they want to expand into. Expanding into New Regions [24:45]. Expanding into New Regions [24:45].

Territory 80

Territory Hospitality Consult Engineering 80

SaaStr

OCTOBER 20, 2023

Sam said he had no idea what sales would look like at OpenAI or how to go to market with their products, but they went for it. After digging into the platform and appreciating its capabilities, she found OpenAI. She met Sam Altman and was blown away by the audacity of his ambition.

Growth 104

Growth Launch Territory Legal 104

Hubspot

JANUARY 25, 2019

grouped by region: 1. Region : East Coast. Openview works with companies of all kinds to help with their expansion stage and go-to-market strategy. Region : East Coast. Region : East Coast. Region : West Coast. Region : West Coast. Region : West Coast. Region : West Coast.

Territory 76

Territory Finance Healthcare Negotiate 76

Gong.io

OCTOBER 6, 2021

Gong has spread across teams, divisions, markets, and the globe. What can best be described as a ‘Reality Revolution’ has transformed way beyond just go-to-market teams, helping companies make smarter decisions. Marketers use Gong. These stories are not limited to just individual salespeople and front-line leaders.

Territory 62

Territory Strategize Launch Go To Market 62

SalesLoft

FEBRUARY 19, 2020

Objections come with the territory when making cold calls. But how do you set a “Challenger” go-to-market strategy in motion? 3 Must-See Sessions. 1) Handling Objections & Rejections. Speaker : Kevin Dorsey, VP of Inside Sales at PatientPop. It’s a challenge to handle these situations gracefully, let alone turn them around.

Inside sales 95

Inside sales Cold Call Territory Drivers/motivators 95

SaaStr

SEPTEMBER 12, 2023

The company will need a Sales Ops/Enablement professional for every 30-50 salespeople to manage training, onboarding, territories, and compensation plans. . • The company will likely need 1 Sales Engineer for every 8-10 sales reps to support the technical side. •

Price 101

Price Contract Territory Growth 101

Sales Hacker

SEPTEMBER 29, 2023

Regional micro-events have drawn out the buyers who still work from home and don’t want to just meet with an AE. Start-ups to watch: UserEvidence announces their $9M SeriesA this week, UserEvidence automates social proof for go-to-market teams and creates authentic customer stories at scale Pumped to see their rapid growth!

GTM 100

GTM Growth B2C Territory 100

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

Martech

MAY 18, 2022

Faster creation means omnichannel experiences can go to market quicker. In regulated markets, brands have to make sure they are compliant in what messages they deliver on specific channels. . This is about granular control of which content is applicable for which markets, regions, brands and channels,” Tant explained. “It’s

Territory 98

Territory Campaign Presentation Go To Market 98

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

OCTOBER 11, 2017

Mike Wolff, SVP, Commercial Sales, at Salesforce, Adrian Rosenkranz, Head of SMB Marketing at Salesforce, Peri McDonald, Regional Vice President, Customer Success at Salesforce and Fred Shilmover, co-founder and CEO of InsightSquared. San Francisco Marriott: Foothill G1-G2.

Drivers/motivators 66

Drivers/motivators Territory Sales CRM 66

Sales Hacker

DECEMBER 21, 2017

Sales Territory Assignment and Growth Forecasting. Allocation of Accounts and Sales Territories. In addition to the technical and sales enablement responsibilities, the newly formed Sales Operations unit will be responsible for the following tasks: Go-to-market strategy & planning. Territory design. Operations.

Territory 87

Territory Non-Profits Contract Quota 87

Heinz Marketing

APRIL 11, 2022

Tune in to hear more about navigating marketing experiences in a crypto world, while learning about: The differences and implications between B2B Marketing in Web2 vs. Web3. How blockchain technology affects digital advertising and go-to-market standpoints. The other is really from a go-to-market standpoint.

Pipeline 101

Pipeline B2B Go To Market Sales 101

criteria for success

DECEMBER 1, 2021

Is there a specific area in the market that’s currently underserved? Use this research to refine your solution as well as your go-to-market and targeting approaches. Has one of your ideal targets lost interest, or have you tapped out the market for them? Does your solution align with market trends?

Clients 98

Clients Drivers/motivators Territory Contact 98

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. “Our number-one priority is to enable our customers’ success,” said Highspot CEO Robert Wahbe.

Launch 52

Launch Territory Strategize Technology 52

InsightSquared

MARCH 6, 2018

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. Collaborating with other teams (Marketing, Customer Success, Support, etc.). Quota and compensation planning. Renewals management.

Contract 119

Contract CRM Territory Sales 119

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

Xant

JUNE 16, 2021

Go-to-market teams should be hitting 60% attainment consistently as a baseline. Ops teams traditionally rely on basic territory planning and account planning for an initial prioritization, but there isn’t really much prioritization strategy beyond that initial plan for more organizations.

CRM 105

CRM Territory Sales B2B 105

SalesLoft

NOVEMBER 17, 2020

Buying a Sales Engagement solution is uncharted territory for many organizations. Sit down with your marketing content strategist and review existing materials (eBooks, case studies, blog posts, testimonials, etc). Ensuring your messaging and content are up to date and reflect your go-to-market strategy.

Territory 105

Territory Sales Technology Technology 105

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Static Opportunity Properties: amount, stage, industry, region, custom properties, etc. Static Account Properties: region, territory, owner, custom properties, etc.

Contract 62

Contract Territory Cross-sell Pipeline 62

Gong.io

OCTOBER 6, 2021

But we never mention these roots in our marketing. Instead, we opted for a radically different, more human-centered go-to-market strategy four years prior: help business professionals everywhere become sales superstars. . Bruno, welcome to Gong’s next chapter.

Angle 153

Angle Represent Drivers/motivators Territory 153

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