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. From PLG and consumption-based pricing, to value-based selling and driving efficient growth, Erica will share veteran insights that will help you develop your own successful GTM strategy.

GTM 102

GTM Territory Price Growth 102

Sales Hacker

APRIL 1, 2021

If you’re an OEM or selling physical products, this one’s for you (sorry, SaaS folks). As the world is starting to reopen, there is likely room for your products in new markets, if you understand the complexities and risks. Analyze your specific sales and market, then look across the globe.

E-commerce 67

E-commerce Territory Transportation B2C 67

Lead Fuze

NOVEMBER 30, 2021

This article is specifically for companies that are selling physical products. There are new markets that have been opened up and need your products. Companies are learning that expansion and growth to new territories is never easy, but the coronavirus has provided a wake-up call for them.

E-commerce 52

E-commerce Territory Transportation Retail 52

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. In this blog, I won’t cover why it’s so critical to sell in squads and pods – that should be self-explanatory.

Pipeline 93

Pipeline Objectives and Key Results Territory Teamwork 93

SaaStr

OCTOBER 20, 2023

From there, the pace picked up rapidly. From there, the pace picked up even more, releasing ChatGPT, Whisper, and GPT4, the state-of-the-art seminal model. 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.

Growth 96

Growth Launch Territory Legal 96

Hubspot

NOVEMBER 19, 2020

Your business is getting by just fine – but still, the questions remain: Could you be selling more? Is there an opportunity to increase market penetration? Creating a plan to sell existing products/services to new demographics, through such initiatives as adding locations or expanding delivery radius.

Drivers/motivators 101

Drivers/motivators Territory Growth Launch 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. Regardless of which channels you’re investing in, Martin Gontovnikas (Marketing & Growth Advisor) emphasizes his biggest takeaway of “it’s better to be different than better.

GTM 100

GTM Growth B2C Territory 100

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. Or people don’t want to share best practices because they feel that it takes away from their own selling time. I grew up in a sales environment that was in some ways Machiavellian.

Territory 62

Territory Sales Appointment Manufacturing 62

criteria for success

DECEMBER 1, 2021

If you want to develop a strong organization with core capabilities and predictable results, you need to sell the same kinds of things to the same kinds of people. As you do this over and over again, you’ll build systems and processes to support the selling and delivery functions. Are you selling different solutions?

Clients 98

Clients Drivers/motivators Territory Contact 98

SalesLoft

FEBRUARY 19, 2020

REV2020 , SalesLoft’s industry conference about where sales is going , is shaping up to be a truly transformational event. Objections come with the territory when making cold calls. The best-selling book, The Challenger Sale , pioneered the idea of challenging conventional customer thinking. 50+ sessions. 100+ speakers.

Inside sales 95

Inside sales Cold Call Territory Drivers/motivators 95

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

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

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Objectives and Key Results 52

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

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]. What You’ll Learn. We’re on iTunes.

Territory 80

Territory Hospitality Consult Engineering 80

Salesforce

NOVEMBER 7, 2023

Team selling is more important than ever, and sales kickoffs help us sell faster and smarter when we learn more about each other’s working styles. Typically a moderator will kick it off by introducing a topic, then go around to facilitate table by table. SKOs are all about: Camaraderie. Collaboration. What do they do?

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

Sales Hacker

DECEMBER 21, 2017

Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling. Sales Territory Assignment and Growth Forecasting.

Territory 87

Territory Non-Profits Contract Quota 87

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. If your organization isn’t taking advantage of automated activity capture, you, along with every report that relies on the data within your CRM, are set up to fail. . But, the truth is, time is not on their side.

Contract 62

Contract Territory Cross-sell Pipeline 62

SalesLoft

NOVEMBER 17, 2020

Buying a Sales Engagement solution is uncharted territory for many organizations. Set up lead-scoring criteria. Once these process areas are developed, a Sales Engagement platform will be easier to successfully set up. Lining up the right people with the right skills helps the implementation go smoothly.

Territory 105

Territory Sales Technology Technology 105

InsightSquared

OCTOBER 11, 2017

Last week, our CMO Joe Chernov explained why InsightSquared is going “all-in” at Dreamforce 2017. As part of our increased presence this year, we are teaming up with customers, partners and industry experts to host three interactive break-out sessions throughout the week. San Francisco Marriott: Foothill G1-G2.

Drivers/motivators 66

Drivers/motivators Territory Sales CRM 66

Gong.io

OCTOBER 6, 2021

He’s everywhere: on our website, in our advertising, gracing the covers of countless marketing materials, e-books, landing pages and social posts. We have pictures of Bruno in golf attire, a shot of Bruno with Santa, versions of him wearing headphones or suiting up to hit the waves. But we never mention these roots in our marketing.

Angle 153

Angle Represent Drivers/motivators Territory 153

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. There are several teams that work directly with sales—sales enablement, customer success, and marketing.

CRM 105

CRM Territory Sales B2B 105

Hubspot

JULY 11, 2019

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

Commission 77

Commission Territory CRM Quota 77

Hubspot

JUNE 8, 2021

It's important for this role to educate prospects and follow up once a sale is closed to maintain customer satisfaction and encourage repeat buyers. The path to a promotion is clear, and you'll gain the skills you need to level up to a managerial position. Nearly half of their time is spent selling remotely (i.e. Image Source.

Commission 74

Commission Territory Finance Inside sales 74

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

Lead Fuze

JANUARY 1, 2022

In an effort to make a little extra money, I signed up some commission-only outsource sales team agents. Productmarket-fit evaluation is essential to your go-to market strategy in any new territory you want to enter. What are the best ways to sell? Field reps usually come from the same region and industry.

Commission 52

Commission Territory Sales Objectives and Key Results 52

A Sales Guy

OCTOBER 13, 2016

We all want to grow up and be the big girls or boys on the block, right? In business, there hopefully comes a time when your current structure and way of going to market no longer works. You are unable to drive the leads, close the deals, penetrate the territory, capture new industries, etc. We all wanna get big.

Education 126

Education Growth Sales Territory 126

Sales Hacker

NOVEMBER 24, 2020

Team selling and why it’s making a comeback [7:43]. 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. Where we focus our efforts is really in the area of virtual selling.

Sell 80

Sell Territory Quota Up-sell 80

SaaStr

JANUARY 3, 2024

Shrav added that if you want to close bigger deals, not just Enterprise, but mid-market and SMB as well, that the moment you’re ready to Go-To-Market, you need to become compliant. whereas ISO 27001 is a lot more common if you have customers in Europe, Australia, and other territories. and letting it mine the data.

Territory 59

Territory Closing Service Product 59

criteria for success

APRIL 1, 2020

How long will regional lockdowns last? You may be finding it difficult to work from home, or you might have seen your pipeline dry up. Here’s a summary of the challenges we’re hearing from salespeople and some best practices for selling through uncertainty. Selling Through Uncertainty. How to Sell Anything to Anyone.

Sell 97

Sell Prospecting Up-sell Territory 97

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Speed up rep success. I’ve been through the ups and downs of our economy over the years. said Batrawy.

Cross-sell 98

Cross-sell GTM Quota Contract 98

SaaStr

FEBRUARY 9, 2021

Ryan Bonnici: “I think it depends on what you’re selling, right? If you’re selling a product that sells online, a product that grows as a business, it’s freemium, then you’re hiring product first and then people to help promote the product online, so more so marketing. ” Want more?

Territory 63

Territory Launch Up-sell Meeting 63

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Sales ops frees up bandwidth for sellers to then use these resources to improve their performance. Growth forecasts of sales territories.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Openview

APRIL 11, 2018

So much of what they do, particularly fundraising, is selling. But if you scale this function with intention, a sales org will enrich your company’s existing culture, help you build better product, and sell it too. . We do a monthly global all hands and regional all hands even more frequently. Founders make natural salespeople.

Product 82

Product Negotiate Quota Cross-sell 82

Hubspot

OCTOBER 2, 2019

Looking to set your sales team up for this kind of success? Whether you have sales reps on your team who are new to the field of sales or seasoned sales people ready to learn more advanced selling techniques, employee development is a major perk of having a sales performance management process in place. IBM SPM Solutions.

Territory 86

Territory Quota Commission Construction 86

The Lost Book of Sales

AUGUST 15, 2021

You’ve probably signed up for this newsletter thanks to my post called Age of distractions , which seems to have gone “viral” after I shared it with the great audience on Hacker News. If so, ask to see the go-to-market strategy. Munger Outtake: -> Career What should a young person look for in a career?

Cross-sell 98

Cross-sell Gambling GTM Territory 98

SalesLoft

FEBRUARY 21, 2020

This Wright Brothers side story has a lot to teach anyone in the business of complex B2B selling. In the last 10 years, the idea of delivering disruptive commercial insight to customers and leading them to a related solution has become the sought after go-to-market strategy. A Focus On Spark. Spark is the attention grabber.

Territory 59

Territory Drivers/motivators Up-sell Consult 59

SalesLoft

JUNE 19, 2019

He is charged with overseeing SalesLoft’s growth in the European region and growing our trademark world-class culture in the office there. 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. How is the approach to selling different in the UK?

Territory 40

Territory Education Technology Technology 40

Sales Hacker

MARCH 22, 2018

Opportunistic side bets by signing up some commission-only sales agents. Typical reasons and triggers to outsource parts of your sales process include: Drastically changing your sales model ( introducing SDR/AE split , Account Based Selling, etc.). Sell directly to customers or through various sales channels?

B2B 78

B2B X-functional Cold Call SQL 78