Sales Hacker

MARCH 22, 2018

Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Assigning sales functions to other departments (we’ve seen R&D doing sourcing). Sales outsourcing agencies tend to outperform your own team with: Proven experience in exactly the sales functions they offer. Some functions (e.g.

B2B 79

B2B X-functional Cold Call SQL 79

PandaDoc

OCTOBER 3, 2023

For example, an AI tool (like Brandwatch or Amplitude ) identifies a trend: customers in colder regions appreciate the thermostats’ energy-saving features. This insight allows the companies to tailor their marketing campaigns to highlight this feature in those specific regions. The company organized a series of focus group sessions.

Process 52

Process Objectives and Key Results X-functional Sales 52

Hubspot

APRIL 2, 2018

Great to meet you [prospect]! We’d already agreed on X price. If we can come down to X price, would you sign today?”. You might be interested in our newest Feature X. ". Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Great to meet you [prospect]!

Prospecting 96

Prospecting X-functional Contract Cross-sell 96

SalesLoft

FEBRUARY 1, 2017

Put all sales functions under a sales manager so they’ll have the clearest view of the entire team. But, you’re looking at total activity, conversion rates between, call to connect, connect to convert into a meeting, and then the close rates on the flips. And that makes sense, right? Do they have enough?

X-functional 52

X-functional Territory Pipeline Closing 52

Hubspot

OCTOBER 16, 2017

That is to say, if you want your salespeople to do X, reward them financially for doing X. Salespeople are demotivated to do anything but sell, so good luck asking them to attend meetings, log notes, go to training, etc. Selling function (hunting or farming). How sales compensation should work. How many leads they work.

Commission 92

Commission Quota X-functional Non-Profits 92

Sales Hacker

OCTOBER 19, 2018

Sales therefore cedes some of its selling territory to marketing. Within this, you can have a goal for each of your team members to experiment with one new sales tool per quarter, and have a team meeting where each person reports back on how they used this product. . The line between sales and marketing blurs further.

X-functional 58

X-functional Technology Technology Sales 58

Lead Fuze

JULY 1, 2023

Finally, you’ll gain insights on cross-checking territory assignments, compensation incentive programs, capacity staffing and understanding different types of quotes serving different functions. Fairness: Each member should feel their target is fair, considering their skills, experience level, and territory.

Quota 52

Quota Growth Territory Commission 52

PandaDoc

NOVEMBER 15, 2021

Consider organizing a competition to see who can arrange the most team meetings in the first month. For example, you could set a goal for your entire team to meet for your latest product launch or increase activity by a certain percentage. Then, the next day, reward the person who has the shortest average sales cycle.

Sales 52

Sales Quota Trust Promote 52

ConversionXL

FEBRUARY 26, 2014

AdWords Editor makes copying Campaigns really simple, and AdWords has added a copy function within the native web app itself, also. What this means to you as a PPC manager is that your search term reports will contain more regionally-focused language. People in different areas use different language , including when they’re searching.

Territory 111

Territory CTR Campaign Objectives and Key Results 111

Sales Hacker

JUNE 9, 2020

With limits on in-person meetings, it’s even more important to double down on your digital selling strategy. Finally convinced our CEO to give me a sales territory because I was determined to go do this thing. And he finally relented and gave me a sales territory, made my number, did well. Some have caught on.

Finance 78

Finance X-functional Pipeline Territory 78

Heinz Marketing

JUNE 7, 2021

But it’s also a great way to then go back to your business partners and get that partnership and buy-in when you can quantify, “Hey, we’re spending X amount of time building decks, how can we do some things to lighten the sales load?” ” Or, last year in particular, a lot of time in internal meetings.

Pipeline 123

Pipeline B2B Sales Cross-sell 123

SaaStr

JULY 15, 2020

But I think that was when everybody had the proverbial partner meeting discussions about what are we funding, why are we funding, what price are we funding. X and it’s not [inaudible 00:20:29]. I mean, there’s a couple public companies, several private companies, but it had step function. So massive step function.

X-functional 62

X-functional E-commerce Growth Retail 62

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. This will lead to uneven results: some reps may find their own way to sell the new product; others will struggle and fail to meet quota. on their own.

Territory 52

Territory X-functional Cross-sell Sales 52

SaaStr

AUGUST 9, 2019

” Then driving that through the sales process and constantly coming back to that, that as we architect a solution, as we think about how we’re going to, which of our packages are you going to select, how are you going to integrate them, et cetera, constantly coming back to, are they going to meet the objectives of those KPIs?

Finance 54

Finance X-functional CRM Engineering 54

SaaStr

AUGUST 7, 2020

And so, because we had done this before, we were able to very quickly do the fundraising, so we literally had like two meetings with each one of the investors and were able to close on the financing, so I don’t think that’s normal. “Well we’ll meet you on Thursday we’re going to fly in.

Price 59

Price Retail X-functional Healthcare 59

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. So, sales in my view is best run on a quarterly plan.

Finance 111

Finance X-functional Launch Objectives and Key Results 111

SaaStr

JANUARY 10, 2020

With more companies launching and thriving outside of Silicon Valley, regions such as ‘Silicon Slopes’ in Utah and ‘Silicon Alley’ in New York City are gaining traction within the startup scene. I was sending a 100 emails a week and doing those initial meetings for that firm for two years. And that was me. In that regard, yes.

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

Heinz Marketing

JUNE 4, 2018

– Territory and Market Optimization – executing to high conversions on the active funnel. I think your customer base grows by two X it seems like every month these days. So gone are the days of feature functionality, obviously have a great product to sell, but more important, it’s getting to know the buyer, right?

Pipeline 53

Pipeline Sales Drivers/motivators X-functional 53

Salesforce

JANUARY 31, 2024

As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. The key is meeting the customers where they want to engage — and that may mean using multiple channels. • SDRs/BDRs also book meetings and demonstrations. Manage customer relationships.

Networking 59

Networking B2C Cross-sell Negotiate 59

Hubspot

AUGUST 8, 2019

Revenue by territory. Number of meetings scheduled. It comes back to your individual sales process, methodology, and strategy: If your reps exclusively target prospects they’ve met at trade shows, the average initial-contact-to-meeting rate would be a better reflection of their performance than average email open rate.

X-functional 96

X-functional Quota Cross-sell Contract 96

SaaStr

SEPTEMBER 27, 2019

What are the core differences when comparing marketing functions at the likes of Salesforce to smaller companies like G2? None of the regions really do anything to drive inbound in the original sense of the word, so inbound meaning blog traffic, because we had a massive and an amazing content team over at headquarters in Boston at HubSpot.

Start-ups 54

Start-ups B2B A/B testing Pipeline 54

Sales Hacker

MAY 9, 2019

Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1. A recoverable draw makes more sense if your sales rep is taking over an established territory where brand name helps close 80% of the business. This fluctuates between markets, regions etc.

SQL 102

SQL Commission Customers Non-Profits 102

SaaStr

APRIL 24, 2020

I think it was 2011 when they did the annual analyst meeting, and they dropped their revenue forecast by $100 million. Harry Stebbings: Can I dive in and ask, in terms of kind of the connection of that strategy, how do you create that connection cross-functionally across the company? And the stock popped.

X-functional 87

X-functional Strategize Retail Technology 87

Sales Hacker

SEPTEMBER 16, 2019

Sam Jacobs: When you think about compensation, what’s your perspective on incentive comp for functions that have traditionally not had a tremendous amount of their compensation in incentives? That is the most Captain Obvious statement, but at the same time, many companies and leaders say, “Well, we want X to happen.

X-functional 51

X-functional Finance Pipeline Territory 51

ConversionXL

MAY 14, 2014

Customers searching for legal advice are usually performing information searches, while customers searching for lawyers in a specific region or practice are likely conducting transaction searches. On-going battles for prime real estate, page layouts, copy and imagery persist and often burden cross-functional team performance and relations.

Conversion 124

Conversion Sell E-commerce Legal 124

SaaStr

JANUARY 21, 2020

I was a local sales manager or regional manager. I know everyone likes ping pong, but I like quiet investor meetings. As I think back to when I came out of school and went into the workforce, I remember thinking I got to be this associate territory rep. Some of you might be familiar with it. I love a good game of ping pong.

Quota 102

Quota Sales Healthcare Territory 102

SaaStr

MARCH 17, 2020

.” Maybe they send out a message on Slack, maybe they send you a text message and they say, “Hey, do we have anyone who in Talkdesk could probably be say like of a certain size, with certain number of integrations, maybe in this regional vicinity or in this country?” We don’t have an account management function.

Clients 57

Clients Service Customers Start-ups 57

SaaStr

MARCH 3, 2020

So they come out and they say “It’s sort of manifest destiny that somebody that my magical dream candidate that scaled company X, Y or Z from zero to 50 or zero to 100 is going to come off the beach and stop whatever they’re doing, which is probably not much except golf and jump back in and take a risk to build your company.

Sales 61

Sales Promote X-functional Up-sell 61

Heinz Marketing

DECEMBER 30, 2019

Intercom creates more opportunities for you by booking meetings and collecting data from leads automatically. I don’t think it’s that regional or small time, but maybe it is in many of these other conferences. Sometimes they’re like, “I wish I would have done X. Take Intercom user Elegant Themes.

Pipeline 46

Pipeline Objectives and Key Results Sales Start-ups 46

SaaStr

SEPTEMBER 13, 2020

They’re are always going to be great shepherds and voice and face of your company, but these folks, you want to give them a territory, a good list of customers, maybe they even have their own book of business, and you let them go. And so I deserve 40 X ARR because I know, I know, I know, but it’s not fair, Henry.

Non-Profits 62

Non-Profits Strategize Trust Growth 62

SalesHandy

MAY 28, 2021

In some regions, administrators do have regulations around unsolicited cold calls made to consumers. So following up, booking meetings and closing cold leads over emails gets easier, once you’ve nurtured them over phone calls. Based on a few specifics, I’m ready to offer you a {X}% discount. What do you think of it? [Negative

Cold Call 98

Cold Call Closing Contact Follow-up 98

SaaStr

OCTOBER 30, 2020

And so what we’ll see people come in and do is they’ll say, Hey, we want to acquire name, email, company size, function, or department, and then the consent and all these fields, right? The salesperson now isn’t just getting a name and email and this guy or girl wants to talk at X time.

A/B testing 79

A/B testing X-functional Launch Start-ups 79

Martech

OCTOBER 29, 2021

Before becoming famous for Trump lip-synching, the comedian and ex-Googler Sarah Cooper published a great book about how to sound impressive during meetings, and among the top-ten pieces of advice she doles out is to ask, “But will it scale?” Source: [link]. The problem of scale. Technology needs to help here, not get in the way.

X-functional 101

X-functional Legal Technology Technology 101

SaaStr

AUGUST 19, 2020

If your kids or your dog walk into a Zoom meeting, embrace it. I had the good fortune to be at Google X for a time and be surrounded by just amazing human beings. There’s millions of different ways to do it. Be human, show up, share stories, share your hopes and fears in a really authentic way.

E-commerce 100

E-commerce Price Start-ups Growth 100

Hubspot

OCTOBER 18, 2011

Haven't I seen you do x or buy Google AdWords? You should have an easy way to put all those buttons on your content, and which buttons show up should be a function of your users. It's free you don't have to buy x to get to this point. It's like social media meets SEO now. The answer is yes! We can figure that out.

Follow-up 65

Follow-up Real Estate Up-sell Promote 65