Search Engine Land

AUGUST 14, 2024

Make sure you connect your CRM and map your sales pipeline in the ad platforms, so that you can later highlight which conversions were most valuable to your business. Recreate your sales pipeline. Help the ad platform understand which leads progressed through your pipeline and which ones were irrelevant, unqualified or unreachable.

CRM 116

CRM Campaign Niche Negotiate 116

Sales Gravy

APRIL 23, 2025

What follows is the advice I gave Kyle, cleaned up and expanded so every field seller, territory manager, and outside-sales road warrior can put it to workright now. ask, How many outbound touches do I need to hit my pipeline goal? ask, How many outbound touches do I need to hit my pipeline goal? So what's a field rep to do?

Prospecting 68

Prospecting Appointment Outside Sales Territory 68

Search Engine Land

SEPTEMBER 26, 2024

The complexities of managing SEO across different regions, languages and market conditions add layers of challenges, many of which fall outside the direct control of local SEO teams. Too many companies lack consistent reporting across their markets, making it impossible to roll up data to understand global, regional and market performance.

Territory 86

Territory Technique Promote Presentation 86

Veloxy

DECEMBER 9, 2024

For instance, if lead conversion is a priority, customize dashboards to provide real-time visibility into pipeline stages and conversion metrics. Use automation to assign leads based on criteria like territory or deal size. Once you’ve defined these goals, map your Salesforce configuration to support them.

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

SaaStr

JULY 1, 2025

Start measuring outcome metrics (pipeline quality, deal velocity, win rate). The math works: $200K AE salary + $50K AI tooling = $350K more revenue per rep. Cultural Shift Required : Stop measuring AEs on activity metrics (calls made, emails sent). Let AI handle the activities. Yamini Rangan, CEO of HubSpot, echoed the same at SaaStr 2025: 3.

Territory 83

Territory CRM Negotiate Relationship building 83

Salesforce

MARCH 13, 2025

Get a full visual of your business in an instant Get complete visibility of your pipeline, forecast, and team with Revenue Intelligence from Sales Cloud. Use AI to hit your forecast every time Spot and address pipeline gaps that threaten your forecast. Companies use TAM to illustrate the broadest scope of their business opportunity.

Minimum Viable Product 100

Minimum Viable Product Strategic planning Territory E-commerce 100

Salesforce

APRIL 9, 2025

Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Have representatives review the plan: Show the plan to key representatives, including team members in different regions, to get input.

Quota 84

Quota Territory Represent Commission 84

Hubspot

MARCH 13, 2025

Its relatively straightforward to do simply take your current pipeline, multiply the gross at each milestone times your historical close rates (actual or estimated), and determine if a seller can reasonably expect to be YTD one sales cycle ahead. Relying upon seller opinions when grading pipeline health. Current pipeline.

Meeting 66

Meeting Pipeline Quota Sales 66

Sales Gravy

APRIL 2, 2025

A coach helps each individual absorb and adapt those lessons to their unique style, role, or territory. Sales Leadership and Coaching Priorities Leaders who prioritized weekly one-on-ones, real-time one-to-one coaching, and rigorous sales pipeline reviews consistently deliver better results and productivity.

Objectives and Key Results 59

Objectives and Key Results Territory Appointment Technique 59

Hubspot

SEPTEMBER 9, 2024

During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. After leads have been categorized, the process then involves creating and using these lists for lead management , and tracking to ensure they move efficiently through the sales pipeline.

Territory 83

Territory Cold Call SQL Campaign 83

SaaStr

JULY 7, 2025

Proven S-Tier ROI: Real Case Studies Artisan AI: Immediate Pipeline Impact While Event is Still Live “We just closed our first deal from our SaaStr sponsorship (while it’s still happening), a $60k ARR deal. influenced pipeline from single event Sales enablement platform : $75K investment → $2.1M

Pipeline 81

Pipeline CTR Contract Strategize 81

Hubspot

AUGUST 7, 2024

The Best SaaS CRM Software Marketing automation, lead generation, and an improved sales pipeline are at your fingertips. and see everything important at a glance in your sales pipeline management dashboard. Get a detailed predictive analysis using “what-if” models that consider products, territories, seasonality, etc.

CRM 81

CRM Price User Experience Customer Relationship Management 81

Salesforce

JUNE 17, 2025

And for all you scale-ready sales leaders: Easily expand your partner ecosystem with Partner Cloud’s centralized management of enablement, pipelines, and comp planning. Then, navigate to Agent Builder in Setup and enable Pipeline Management. This is just the tip of the productivity iceberg. Finally, configure and test in Agent Builder.

Sell 83

Sell Territory E-commerce Sales 83

SaaStr

MARCH 12, 2025

Top CMO Learnings: The CMO should be the quarterback of your pipeline – They’re the only executive with visibility across all four pipeline sources (Marketing, SDR outbound, Alliances, and Sales outbound). For product-oriented founders, marketing often feels like unfamiliar territory.

Pipeline 78

Pipeline B2B Territory Quota 78

Salesforce

NOVEMBER 14, 2024

A sales capacity plan can also help you optimize the resources you already have on hand and keep your focus on selling more effectively rather than worrying about having a big enough team to handle increased demand.

Growth 52

Growth Quota Territory E-commerce 52

Salesforce

OCTOBER 22, 2024

Implementing the MEDDIC sales process Other sales methodologies to consider Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Learn more What is the MEDDIC sales process?

E-commerce 87

E-commerce Territory Pitch Sales 87

SaaStr

MARCH 5, 2025

Developing a Culture of Pipeline Ownership A critical element of Codiums success was fostering a culture where reps owned their pipeline. Codium implemented weekly pipeline generation days to make prospecting a team event, ensuring accountability and momentum. Here are a few key areas Codium continues to optimize: 1.

Territory 71

Territory Drivers/motivators Quota Pipeline 71

Hubspot

JULY 15, 2024

If you find navigating LinkedIn overwhelming, trust me, you're not alone — but if you approach the platform with a clear strategy, you can turn it into a powerful tool for generating pipeline and driving sales. For instance, you might discover your ICP is the IT director at a mid-sized tech company in the EMEA region.

Prospecting 78

Prospecting Process Real Estate Non-Profits 78

Salesforce

NOVEMBER 12, 2024

Learn more What is a customer value proposition (CVP)? A customer value proposition (CVP) is a statement that summarizes why a potential customer should choose your product or service over the competition.

Transportation 52

Transportation Drivers/motivators Customers Territory 52

Martech

SEPTEMBER 16, 2024

Whether it’s targeting specific regions, industries or customer segments, martech’s role is to act as a bridge between business objectives and customer engagement. Sample goals: Host 10 regional events to generate new sales opportunities. Increase regional sales pipeline by 20%.

Go To Market 67

Go To Market Objectives and Key Results A/B testing Territory 67

Salesforce

NOVEMBER 15, 2024

Best practices for developing an official SDR career track Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Salesforce

MARCH 31, 2025

Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Let’s talk about 9 sales motivation techniques that work, according to the experts. Learn more 1.

Drivers/motivators 64

Drivers/motivators Quota Territory E-commerce 64

Hubspot

JUNE 16, 2025

Hiring managers don't just want to know what you sold — they want to know how fast you moved deals through the pipeline. Leveraged Salesforce opportunity scoring to prioritize high-value prospects, increasing my team’s conversion rate by 32% and generating an additional $420K in pipeline.'

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

Partners in Excellence

OCTOBER 15, 2024

Want to grow by 100%, easy—double your outreach and activities, double your pipeline, “poof” you’ve scaled. We started noticing disparities across regions. We saw one region driving about 60% of revenues with the rest of the world contributing 40%. The path to 100% growth has been mapped.

Territory 62

Territory Growth Start-ups Pipeline 62

Salesforce

DECEMBER 17, 2024

Instead of wasting resources on broad outreach, they can zero in on specific industries, company sizes, or regions. Learn more What is an ideal customer profile (ICP)? An ideal customer profile (ICP) is a detailed description of a company that’s a perfect fit for your products or services. Lead generation also gets a boost from an ICP.

Prospecting 52

Prospecting Customers Territory E-commerce 52

Salesforce

OCTOBER 29, 2024

SPM software also makes it easy to assign reps to specific territories and track which of them generates the most leads where. Learn more What is door-to-door sales? Door-to-door (D2D) sales is a practice that requires a sales rep or team to visit customers in person, typically at their homes or workplaces.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

Highspot

JUNE 23, 2025

Meanwhile, execution varies by team or region because there’s nothing to reinforce consistent adoption. With Highspot, reps across every region follow the same playbook, get trained on the same positioning, and share content tailored to each stage of the buyer journey. Imagine your team is launching a new product.

Growth 52

Growth B2B Objection handling Objectives and Key Results 52

Highspot

APRIL 1, 2025

Team Management Managing team members while juggling an already overburdened pipeline can negatively impact even great sales managers , especially if some sales reps work remotely. Is it a 1:1 coaching session, pipeline review, or deal strategy discussion? How do you distribute workloads fairly and still motivate team members?

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Sales Gravy

MARCH 11, 2025

Suddenly, she finds herself making all her own cold calls no marketing team, no pre-existing territory full of warm leads. Below, youll find the strategies we discussed to help Cindy navigate these challenges, book more appointments, and build a solid pipeline in a brand-new industry. Whats the price? Im busycall me later.

Profit margin 54

Profit margin Cold Call Appointment Territory 54

SaaStr

JUNE 6, 2025

The market experienced a brief resurgence in Q2 2024 with 50% YoY growth, only to crash back down to negative territory by Q1 2025. Sales teams need to adjust forecasting models and pipeline management accordingly.

Territory 100

Territory Growth Price Contract 100

Engage Selling

NOVEMBER 8, 2023

Take charge of your territory and build a thriving pipeline of sales leads! Don’t let marketing challenges hinder your success. Also – don’t forget to check out: The Surprising Strategy … The post Time to stop complaining and control your own destiny first appeared on Colleen Francis - The Sales Leader.

Territory 62

Territory Pipeline Lead generation Sales 62

PandaDoc

MAY 2, 2025

Use Workspaces to organize content by region, product, or sales team. Based on deal details like industry, region, or deal size, Smart Content can dynamically insert the right messaging, case studies, or product bundles automatically so every doc feels tailored to the customer. For fast-growing teams, structure matters.

Legal 52

Legal Territory Contract Price 52

Martech

JULY 11, 2025

How can event marketers use AI to personalize outreach, elevate event experiences and turn content into a steady pipeline of assets? meets its government and private-sector customers at events around the globe, from major meteorological conferences to regional road shows. You’re driving pipeline.

Territory 75

Territory Government Pipeline Pitch 75

Hubspot

SEPTEMBER 4, 2024

Automatically create tasks for sales reps or other team members based on specific triggers, such as a lead reaching a particular stage in the pipeline. Best for: Small sales teams looking for a simple and easy-to-use CRM with pipeline visualization tools. Affordable (regional) pricing. Task reminders. Data enrichment.

CRM 73

CRM Price Contact Pipeline 73

Highspot

FEBRUARY 20, 2025

By leveraging these events in your training process, you can introduce new features, address market shifts, and ensure every sales rep is aligned on messaging before heading back to their territory.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Hubspot

OCTOBER 28, 2024

The key is balance — inject personality without veering off into territory that feels unprofessional or forced. "Acknowledge the person behind the prospect, engage them in genuine conversation, and allow your personality to shine through.

Cold Call 77

Cold Call Objectives and Key Results Pitch Territory 77

Highspot

JULY 7, 2025

Sales cycle length, pipeline velocity, win rate, and deal size all improve when GTM teams work together on executing account-based sales and marketing campaigns. Without sales enablement technology to drive ABS strategies, though, sales reps and account executives can’t deliver captivating customer experiences that close deals.

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52