SaaStr

OCTOBER 3, 2022

Celonis’ COO, Arsenio Otero, discusses this as a three-stage process with actionable steps. Knowing GTM segmentation requires understanding the potential impact on the market and how much of that market can be captured. Prioritize those accounts that can match high impact with a high ability to capture the potential market.

GTM 88

GTM Strategize Government Inside sales 88

ConversionXL

AUGUST 5, 2021

It’s critical that you start this process with the customer journey itself. For example, the steps colored in pink represent Salesforce, which clearly visualizes the relationship between one action or trigger to the next. As Smart Panda Labs says, getting other teams involved in this process is critical to get right.

CRM 143

CRM Contact Consult X-functional 143

Partners in Excellence

APRIL 13, 2021

Issues like: How effectively is the sales person representing the company to customers? Is the person leveraging our tools, systems, programs, processes, training to maximum impact and effectiveness? Much of high impact coaching is situational and observational. They are dynamic, both in their mix and over time.

Technology 59

Technology Technology High impact Represent 59

Sales Hacker

OCTOBER 7, 2021

Sales Strategist, Top 50 keynote speakers, Best Selling author of Heart and Sell-(chosen as the textbook for Harvard’s Strategic Selling course) Top Voice on LinkedIn 2018. Mindest : Be a Student, not just of the product, but of the process. Moxie : Focus on action and impact and do not be humble about your accomplishments.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Outreach

APRIL 25, 2019

Over the years, businesses have used many selling techniques to reframe their sales process and improve performance. According to the authors, challenger-type sellers represent the most successful group. Pros: Makes a good fit for complex B2B sales cycles, longer decision processes, and multiple shareholder engagements.

Technique 55

Technique B2B Sell Cross-sell 55

Hubspot

JULY 31, 2013

To find out, Niti Shah and I asked a few of our sales executives, managers, and representatives that same question. By adopting this philosophy, you force yourself to give all prospects the same level of consultation during the sales process and provide them with a solution that truly matches their needs and goals. Follow @coreybeale.

Prospecting 73

Prospecting Pitch Cross-sell Consult 73

Salesforce

JUNE 13, 2022

And so, we went through a 9-month-long process to overhaul the structure, design, and delivery of our leadership development programs. We held a formal nomination process within Salesforce to identify the highest-performing, highest-potential leaders. These parameters created a blueprint to guide the larger transformation process.

Drivers/motivators 98

Drivers/motivators Growth High impact Start-ups 98

Sales Hacker

JUNE 20, 2019

I learned their primary goals (personal and professional) to refine my value language… studied org charts and power dynamics to map out procurement process… learned about organizational misalignment to help create healthy tension… You get the idea. 3) Sales Ops has grown from tactical to strategic. Why go so deep?

Quota 70

Quota X-functional Strategize Contract 70

ConversionXL

JUNE 19, 2019

Three strategic mental models for conducting and applying research: “Knowing the name of something is not the same as knowing something.” You generally need approximately 200–250 responses to accurately represent your population. Brand voice must represent who you are as an organization, your mission, how you operate, etc.

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90