Sales Hacker

DECEMBER 1, 2023

Most often, it comes down to go-to-market (GTM) execution. Behind the Curtains of 2 Companies Killing It Take a peek behind the curtains at some of the go-to-market strategies and tactics behind these two companies excelling despite challenging times Owner : Behind the curtains Year-to-date in 2023 (11 months) Owner has grown 2.6X

GTM 88

GTM Contract Represent CRM 88

Search Engine Land

SEPTEMBER 22, 2023

Get the daily newsletter search marketers rely on. and the ability to "lean in" where it makes sense (especially if budgets are tight). If you aren’t already doing these things – there’s time to start testing before we get into the throes of holiday planning and execution. However, always take the time to test things for yourself.

Profit margin 111

Profit margin Non-Profits Campaign Clients 111

Heinz Marketing

JANUARY 27, 2023

By Brittany Lieu , Marketing Consultant at Heinz Marketing What is a sales opportunity ? To create the greatest clarity and consistency for not only your sales reps, but the marketing and customer success teams that bookend the sales process, it’s imperative to define and map every stage of a buyer’s life cycle.

Customers 101

Customers B2B CRM Pipeline 101

Veloxy

NOVEMBER 29, 2021

Salesforce is arguably the best customer relationship management system for B2B companies. While it checks a lot of boxes for Sales Managers, there’s still a lot of work that needs to be done to unlock Salesforce’s potential to accelerate sales at your company. What is Sales Acceleration? Table of Contents.

Sales 290

Sales Quota Up-sell B2B 290

Martech

JANUARY 12, 2022

For the past few weeks, we’ve been sharing chapters from MarTech’s Guide to agile marketing for teams, a comprehensive e-book that takes a look at how teams can best execute in an agile marketing playbook. That’s why we’ve created this quick guide to key terms in agile marketing. Agile Marketing.

Campaign 116

Campaign Launch Meeting Product 116

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). Everything from hiring on the GTM side to layering in a sales-led motion into PLG. At the same time?

Go To Market 108

Go To Market Growth GTM Product 108

SaaStr

FEBRUARY 21, 2024

In the new episode, Jason sits down with Drata CMO Sydney Sloan to talk about what’s new at Drata, the role of CMO at Drata vs. In the new episode, Jason sits down with Drata CMO Sydney Sloan to talk about what’s new at Drata, the role of CMO at Drata vs. Salesloft, partner marketing, customer marketing, and more.

Cross-sell 86

Cross-sell Strategize Campaign Education 86

SaaStr

JANUARY 22, 2024

(@jasonlk) January 3, 2024 So perhaps the best management advice you’ll hear again and again is this: #1. And a few other basic Unforced Management Errors — that we all still make. And especially — peed up any that are reversible, and have a good manager to manage them. And yet, most of us only half listen. Be careful.

Conversion 106

Conversion Cross-sell Up-sell Start-ups 106

Sales Hacker

NOVEMBER 17, 2023

Three overarching learnings from incredible sales leaders who have lived through the ups and downs of growing sales teams at some of the fastest growing SaaS companies is exactly what we’ll dive into today – so you can get the learnings and insight without being in the driver’s seat. Making mistakes is a great way to learn.

GTM 105

GTM Pipeline Strategize Strategic planning 105

Martech

APRIL 25, 2023

However, as martech evolves, marketing teams scramble to keep pace. The marketing operations talent shortage leaves businesses to wrangle the three-pronged problem of hiring, training and retaining skilled professionals. But how exactly can AI improve the marketing ops talent problem? And should we entertain that?

Strategize 96

Strategize Strategic planning Entertainment CRM 96

PandaDoc

MAY 7, 2024

An effective lead management process is one of the most critical factors driving sales through your funnel. Optimizing your lead management process , in other words making sure all leads, once hooked, have the maximum chance of converting to a sale, is vital to your business’s success. But not all leads are made equal.

Process 52

Process Lead generation Objectives and Key Results Legal 52

Martech

DECEMBER 29, 2023

In the year ahead, marketers will be looking to expand the channels and ordering methods that customers can use to shop online. Many of these channels have been around for years (see shoppable ads, below), but they will be tied together and more engaging thanks to AI innovations marketers will adopt in greater numbers.

Retail 119

Retail B2C Manufacturing B2B 119

Closing Bigger

JUNE 7, 2022

Building an effective Sales Playbook for your organization is vital to your ability to scale and sustain your sales success. It’s your franchise success manual for your sales team. In this podcast I cover the key components of an effective lean sales playbook. How should you use your sales playbook?

Niche 52

Niche Sales Consult B2B 52

Sales Hacker

FEBRUARY 6, 2023

After the sales team returns home, they unpack their bags and hit the streets, energized and excited to hit the ground running. Sales faces a revolving door of change. Continuous GTM planning is a pillar of agile and lean methodologies. COVID is an obvious example of market volatility. stuff happens !

GTM 84

GTM Territory Commission Strategize 84

Search Engine Land

MARCH 6, 2024

Danny Gavin, founder and chief strategist at Optidge Internet Marketing Agency in Houston, TX, said: “AI should not be used without consideration in ad creation; while AI is beneficial, human input remains crucial.” We just started getting comfortable with machine learning. Now, we’re learning how to create winning ads in an AI world.

A/B testing 121

A/B testing Campaign Networking Engineering 121

The 5% Institute

JULY 12, 2021

A Business Development Manager is a very popular career choice, because it can potentially be a very lucrative and financially rewarding career. So how do you become a successful Business Development Manager? In this guide, you’ll learn how to a successful Business Development Manager: Even if you’re not yet popular in your field.

Niche 145

Niche Referrals Objectives and Key Results Strategic planning 145

Search Engine Land

FEBRUARY 27, 2024

Selecting the right digital marketing agency partner is key for businesses aiming to drive results and scale efficiently. With countless agencies vying for attention, marketers must ask the right questions to ensure they make the best choice for their company’s needs. Understanding the importance of this part of the business 1.

Retail 103

Retail Clients Contract Campaign 103

SaaStr

NOVEMBER 21, 2023

In a recent Workshop Wednesday, held every Wednesday at 10 a.m. PST, the CIO and SVP of IT at Freshworks, Prasad Ramakrishnan, shares five ways organizations can leverage AI to solve problems and grow. Don’t be a solution looking for a problem,” Prasad says. Instead, look for a problem to solve. But this AI wave is slightly different. It isn’t new!

X-functional 94

X-functional UX User Experience Gaming 94

Veloxy

FEBRUARY 13, 2023

Open ended sales questions are a crucial aspect of the sales process. Additionally, we’ll cover some of the common mistakes to avoid when asking open ended sales questions. What are open ended sales questions? What are open ended sales questions? It’s true.

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

SaaStr

NOVEMBER 16, 2021

But what roles should you hire for, and what will your org chart look like at each stage? In 2008, he founded Yammer, an enterprise software company that David grew to 500 employees and $60 million in sales. Head of Sales. Positions Needed: Enterprise AEs, Mid-Market & SMB AEs, SDRs, Sales Ops, Sales Engineer.

Finance 102

Finance Promote Engineering Growth 102

SaaStr

JANUARY 5, 2024

In the latest episode of CRO Confidential, host Sam Blond, partner at Founders Fund and former CRO at Brex, sits down with Ashley Kelly, VP of Global Sales Development at Rippling. For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR.

Quota 103

Quota Commission Networking Drivers/motivators 103

Salesforce

OCTOBER 11, 2022

” Those are among a handful of common refrains I hear from sales leaders these days — many of whom are on the hook for promoting efficient growth, even as we face an economic recession. Sales leaders will need to zero in on where they and their teams can increase efficiency, manage risk, and most importantly, drive revenue.

Promote 98

Promote Growth Objectives and Key Results Up-sell 98

Martech

JULY 27, 2021

Good morning, Marketers, and are you moving from big platforms to composable stacks? Sitecore’s CMS is a “high end but tightly coupled offering,” he writes — and it’s starting to look out of place as marketing organizations are increasingly looking to compose stacks from elements created by a number of vendors.

Strategize 110

Strategize Technology Technology Start-ups 110

SalesLoft

MARCH 16, 2020

Travel restrictions, temporary hiring freezes, changes in market demand, and remote teams all create new challenges and make it harder to sell. Check out these pro tips and best practices for SDRs all the way to sales leaders, broken out by role below. For Sales Managers . For SDRs & AEs.

Sell 129

Sell Pipeline Contact Inside sales 129

SaaStr

NOVEMBER 3, 2023

Jonathan joined Toast as the SVP of Sales in 2017. A Glance at Toast’s Hypergrowth Journey When Jonathan joined Toast as the SVP of Sales, the company was Series B with $20M in ARR. That means they still have 85% of the market left to tackle. Just six years later, he’s the CRO of the company. and across the globe. In the U.S.

Growth 80

Growth Territory Referrals Customers 80

SaaStr

DECEMBER 26, 2022

In this session, she shares insights and trends from research conducted this year that can help software buyers and sellers make smarter decisions about software and the market. . G2 track, their proprietary SaaS spend management platform. and go-to-market partners, to understand what’s happening in the space. . “G2

Go To Market 79

Go To Market Follow-up Trust Up-sell 79

Search Engine Land

OCTOBER 23, 2023

I was actually leading the ecommerce sales business, so basically building out our relationships with all the different grocery (digital) channel players like Kroger, Sam’s Club, Amazon, Walmart. That’s when we started leaning into retail media networks in a really big way. The interview has been edited for length and clarity.

Retail 117

Retail Networking Customers E-commerce 117

Salesforce

SEPTEMBER 19, 2023

Often, CROs have risen up through a classically successful sales career, only to face an entirely new challenge: take over every revenue-generating function in the business to drive predictable growth. To a sales leader, growth is narrow: Hit quota. Level up your leadership What is a chief revenue officer? That’s … everything.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

SaaStr

OCTOBER 17, 2023

PST — Former VP of Customer Success and current founder and Managing Partner at Success Venture Partners, John Gleeson, shares his lessons learned scaling customer success from $1M to $300M in ARR. If you don’t know, it’s the hockey stick curve going from $2M to $6M to $18M to $36M and on and on after you’ve found product market fit.

Cross-sell 69

Cross-sell Customers GTM A/B testing 69

Search Engine Land

NOVEMBER 30, 2023

As an accidental entrepreneur who started a digital marketing agency seven years ago, I’ve learned first-hand what it takes to achieve longevity while navigating periods of rapid growth and economic uncertainty. Again, this doesn’t mean you should take on work you’re not staffed to manage appropriately.

Contract 101

Contract Clients Pitch Growth 101

Sales Hacker

MARCH 7, 2022

Sales is not an easy topic for academics to teach. Just ask Frank Cespedes , Senior Lecturer in the Entrepreneurial Management Unit at Harvard Business School. Sales is cross-disciplinary. Sales doesn’t exist in a silo (or, at least, it shouldn’t). Here are some of the key takeaways from our conversation.

Cross-sell 83

Cross-sell Territory Finance Consult 83

Lead Fuze

OCTOBER 20, 2023

That’s exactly how it feels to be in the business world searching for sales leads. But what are sales leads really? It goes beyond just lead generation, diving into managing those precious contacts efficiently through CRM tools. How do you get sales leads? What is a good sales lead?

Growth 52

Growth E-commerce Real Estate SQL 52

Heinz Marketing

SEPTEMBER 12, 2022

By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Pipeline 92

Pipeline Sales Process Product 92

The 5% Institute

OCTOBER 29, 2019

Sales coaching is an important and useful part of a Sales Managers role, because there is a large number of benefits that come from coaching and mentoring your staff. So how can you be an effective sales coach? 5 x Sales Coaching Tips For Sales Managers. Having a strong marketing plan.

Objectives and Key Results 98

Objectives and Key Results Teamwork Sales Sports 98

Highspot

MARCH 19, 2020

Even with the rapid growth in solution offerings, many businesses are challenged with how to effectively organize and manage sales assets. Teams who have invested in content management solutions lack the internal processes necessary to maximize their value. ?As Historically, this has fallen into marketing’s wheelhouse.

Drivers/motivators 75

Drivers/motivators Sales Strategize Growth 75

Martech

OCTOBER 5, 2023

I was actually leading the ecommerce sales business, so basically building out our relationships with all the different grocery (digital) channel players like Kroger, Sam’s Club, Amazon, Walmart. That’s when we started leaning into retail media networks in a really big way. The interview has been edited for length and clarity. )

Retail 107

Retail Networking Customers E-commerce 107

Outreach

JULY 13, 2020

Many sales leaders knew they needed to make changes to their sales structures — COVID-19 only accelerated the problem. Many sales leaders knew they needed to make changes to their sales structures — COVID-19 only accelerated the problem. Day to day, role by role. Day to day, role by role.

Sales 95

Sales Up-sell Strategize Outside Sales 95