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 117

Finance X-functional Launch Objectives and Key Results 117

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. In simple terms, it’s how your sales team operates — how it is structured, how territories are determined, how pipeline is generated, and so on.

Territory 52

Territory X-functional Sales Cross-sell 52

SalesLoft

FEBRUARY 1, 2017

Put all sales functions under a sales manager so they’ll have the clearest view of the entire team. As you think about how AE’s need to be managed, it’s less about activities and it has more to do with managing pipeline. And that makes sense, right? Do they have enough? What are they doing with it?

X-functional 52

X-functional Territory Pipeline Closing 52

Heinz Marketing

DECEMBER 30, 2019

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Another episode of Sales Pipeline Radio. By Matt Heinz, President of Heinz Marketing.

Pipeline 57

Pipeline Sales Objectives and Key Results Start-ups 57

InsightSquared

JANUARY 16, 2019

Without good SDRs, you have no pipeline, no opportunities, no deals, no revenue, no growth. The quicker that investment pays off and they start contributing fully to the pipeline and revenue, the better for rep and company both. If field-based, then each salesperson might be responsible for different geographic territories.

X-functional 70

X-functional Objection handling Pipeline Growth 70

Sales Hacker

JUNE 9, 2020

You can help your sales teams increase their pipeline, win rates, and deal sizes. 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. Go to sales.linkedin.com to try it out for yourself.

Finance 100

Finance X-functional Pipeline Territory 100

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 61

X-functional Finance Pipeline Territory 61

Salesforce

JANUARY 31, 2024

As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. Sales Cloud , for example, offers a suite of features that address many sales pain points, such as sales team collaboration tools, pipeline management tools, and forecasting tools. Use sales data to stay on target.

Networking 59

Networking Cross-sell B2C Negotiate 59

SaaStr

AUGUST 7, 2020

How do you help them do that at scalability and how do you as a software company do that for the smallest community and regional institution in the US to the largest, most sophisticated global institutions in the world on one code base, right? You can see it right behind you going across the bridge but can you see 10 X?

Price 84

Price Retail X-functional Healthcare 84

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 73

Clients Service Customers Start-ups 73

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 92

Non-Profits Strategize Trust Growth 92

Sales Hacker

MAY 20, 2025

I hear, at least on the marketing side, but across all functions is I wish we hired rev ops sooner and brought ops in sooner. And sounds like, I mean, across every function it’s [00:06:00] AI at the intersection is really elevating each function, allowing people to get outta the weeds, which is fantastic.

GTM 103

GTM Engineering Growth X-functional 103

Heinz Marketing

APRIL 11, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Well, welcome everyone to another episode of Sales Pipeline Radio. My name is Matt Heinz.

Pipeline 111

Pipeline B2B Go To Market Sales 111

Heinz Marketing

MAY 9, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Welcome everyone to another episode of Sales Pipeline Radio. How many reps do we need?

Pipeline 98

Pipeline Finance Commission Sales 98

Search Engine Land

FEBRUARY 23, 2024

In-house teams constantly juggle a never-ending pipeline of SEO projects, from competitor analysis and technical maintenance to launching new products and website migrations. for all regions or all websites)? I have used this functionality in both Jira and Asana, saving me up to an hour every week. Is it really measurable?

X-functional 115

X-functional Territory Launch Follow-up 115

Heinz Marketing

SEPTEMBER 17, 2018

This was another great episode of Sales Pipeline Radio. You can find us on iTunes, Google Play, Stitcher, Spotify, wherever fine podcasts are sold, and every episode of Sales Pipeline Radio, past, present, and future. By Matt Heinz, President of Heinz Marketing. The show runs live every Thursday at 11:30 a.m. Melissa: Yeah.

Pipeline 68

Pipeline X-functional Sales Up-sell 68

Sales Hacker

JANUARY 7, 2025

So that means I know how many months ahead I need to look at to make sure I’ve got enough pipelines. So if I look at a month or a quarter, you start and you say, okay, do we have enough pipeline? I think that’s true in a lot of different regions. The first one, I know my sales cycle. Fred Viet: That’s good.

GTM 114

GTM Sell Customers Cold Call 114

Heinz Marketing

JUNE 4, 2018

Another episode of Sales Pipeline Radio for you! – Territory and Market Optimization – executing to high conversions on the active funnel. Matt: Thank you everyone for joining us on another episode of Sales Pipeline Radio. I think your customer base grows by two X it seems like every month these days. Absolutely.

Pipeline 60

Pipeline Sales Drivers/motivators X-functional 60

Hubspot

OCTOBER 23, 2017

Questions you should ask at this stage include: Is the prospect in your territory? Many salespeople are loath to disqualify prospects and shrink their pipelines. Need functions the same way as it does in BANT, but has been moved up in priority. If your company has buyer personas, reference them when qualifying a prospect.

Sales 101

Sales X-functional Contact Prospecting 101

SaaStr

APRIL 24, 2020

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? So effectively, what works, I guess, in terms of your experience in connecting with the individual heads of function to imbue the strategic thoughts that you have to them?

X-functional 94

X-functional Strategize Retail Technology 94

SaaStr

AUGUST 9, 2019

Vikas Bhambri: We’re going to ask them to build territories, build awareness, create their own pipeline, et cetera, especially in the mid-market enterprise, which you also have to understand also takes time. New chat, new territories, new processes, new structures. How do you think about sales rep onboarding?

Finance 61

Finance X-functional CRM Engineering 61

SaaStr

SEPTEMBER 27, 2019

What are the core differences when comparing marketing functions at the likes of Salesforce to smaller companies like G2? How does Ryan build candidate pipeline? I care about how much marketing sourced pipeline is my team sourcing for sales. What were Ryan’s biggest takeaways from his time at Salesforce?

Start-ups 56

Start-ups B2B A/B testing Pipeline 56

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. Bob Moore: At that 50 plus era, there’s a function for this. Stitch Data where I was the co-founder, our business was data pipelines.

X-functional 62

X-functional Start-ups Drivers/motivators Go To Market 62

Sales Hacker

MARCH 11, 2025

Creative tactics like video mailers and regional user groups to engage customers and drive product adoption. So grow our businesses, exit ARR, because that’s a function of both the new logo and the install base, right? And the idea with the regional user groups was that, Yeah. 22:16 The best ways to measure customer trust.

GTM 78

GTM Growth X-functional Referrals 78

SalesHandy

MAY 28, 2021

In some regions, administrators do have regulations around unsolicited cold calls made to consumers. Supplements Your Sales Pipeline. Oftentimes, marketing channels that make up for sales opportunities in your sales pipeline can fall short on targets. Based on a few specifics, I’m ready to offer you a {X}% discount.

Cold Call 98

Cold Call Closing Contact Follow-up 98

Sales Hacker

FEBRUARY 4, 2025

18:13 The role of cross-functional communication. 18:13 The role of cross-functional communication. Our pipeline is getting weak here. 00:11:00] Was literally treating me like an outside entity and this is my territory stay out of it You know, it’s kind of an old school type of mentality. And this is what happened.

GTM 84

GTM Finance Cross-sell X-functional 84