Salesforce

JANUARY 9, 2025

So, closing more deals more quickly is a win for everyone sales representatives, sales managers, the finance department, and a company’s leadership. As a result, 84% of sales representatives missed their quota last year, and 67% expect to miss it this year. You only have so much time in a day. How do you make that happen?

Closing

SaaStr

APRIL 6, 2025

Culture Building Through Visual Collaboration Databricks’ approach to culture represents a significant departure from top-down value statements that rarely translate to daily behaviors. Territory Transitions – The hypergrowth required constant territory realignments, which created friction with both customers and AEs.

Growth

Salesforce

MARCH 13, 2025

TAM can also represent the total potential revenue from that market. SOM represents your serviceable obtainable market. Serviceable addressable market (SAM) While TAM represents the full market potential, SAM represents only the portions you could serve now. Back to top ) TAM, SAM, and SOM: What’s the difference?

Minimum Viable Product

Sales Pop!

NOVEMBER 30, 2024

Potential territory realignments and new account assignments present both new and foregone opportunities as we proceed laser-focused on our pursuits and clients, those current and those likely to become ours on Jan. And in sales, our markets represent our surroundings, the geographic, vertical, account size and characteristics, etc.

Transportation

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

Veloxy

DECEMBER 9, 2024

Be a Model Outside Sales Representative As a CEO or Sales Executive, your team looks to you for guidance. Use automation to assign leads based on criteria like territory or deal size. If so, don’t wait to reach out to a field sales representative. Tie Salesforce usage to performance reviews, bonuses, or other rewards.

Objectives and Key Results

Sales Pop!

MAY 22, 2025

It isnt ridiculous because salespeople typically are appointed to varying clients or territories, so why not work collaboratively? Entrepreneurship On a different level, while sales direct representatives are in one direction, the world opens for entrepreneurs new to business. The answer is in your hands.

Growth

Martech

JULY 19, 2024

Zeta is now working with the top five advertising agency holding companies, which represents hundreds of brands. And there is almost always some industry sector or geographic region experiencing softness. Zeta saw growth in the automotive and insurance sectors, something it didn’t expect to see for another quarter.

Cross-sell

Partners in Excellence

FEBRUARY 6, 2025

The win rate represents the proportion of sales opportunities we have competed in, from which we have gotten an customer commitment order. Let’s say those 100 deals represented $100M. And the 35 deals that we won represented $20M. Regional/geographic win rates. I will start at the basics then extend them.

Represent

SaaStr

JULY 1, 2025

Timeline for Improvement : Expect culturally-aware AI models by late 2025/early 2026 as training datasets become more globally representative. “Thank you for your time” translates literally but may sound rushed in cultures where gratitude requires more elaborate expression.

Territory

Salesforce

OCTOBER 15, 2024

Customer service representatives use that number to quickly find the invoice when a customer calls with questions. Otherwise, customers may receive the invoice with less time to pay, which can cause frustration. Invoice number Traditionally, invoice numbers act as a way to uniquely identify each sales invoice.

Finance

SaaStr

MAY 26, 2025

” This represents perhaps the greatest leadership change of the coming year. But ultimately, it may mean sales reps just plain have to close more to earn what they earn today: Team-Based Incentives : Compensation might ultimately tie to overall territory performance rather than individual deals. The 50/50 Challenge for CROs.

Inside sales

Salesforce

SEPTEMBER 16, 2024

By using deal management , sales representatives have the flexibility to make changes that make sense for the company and the customer. Look for a tool that allows you to use rules that trigger changes when specific products are on a quote. You need to apply to change your pricing strategies with price field rules, conditions and actions.

Price

Sales Hacker

FEBRUARY 7, 2025

The Maturity Stage: Defending the Kingdom The maturity stage represents a period of sustained growth and stability for a SaaS company. Additionally, companies explore ways to expand their market reach, such as entering new geographic regions or developing adjacent products and services.

Price

Salesforce

NOVEMBER 14, 2024

Sales capacity planning is the process of identifying and forecasting the number and type of sales representatives needed to achieve a given revenue goal. Our Sales Planning solution keeps sellers on track with easy-to-build and easy-to-optimize sales plans. Create a better plan What is sales capacity planning?

Growth

SaaStr

JUNE 26, 2025

But here’s what’s fascinating: this same deflection model is now making its first moves into sales territory. For sales, every routine interaction handled by AI rather than a human rep represents immediate cost savings and rep time freed for complex deals. The AI Account Executive Emerges. The Goal Again?

Territory

Hubspot

OCTOBER 28, 2024

The key is balance — inject personality without veering off into territory that feels unprofessional or forced. I once witnessed a sales representative who consistently talked over potential clients during cold calls, focusing solely on highlighting the features of the product without understanding the customer's specific needs. "I

Cold Call

Salesforce

NOVEMBER 15, 2024

Customer Support: A Customer Support Representative or Customer Success Manager is responsible for providing assistance and resolving inquiries from customers regarding products or services. They work closely with sales representatives to understand customer needs and propose tailored technical solutions.

Tradeshows

Hubspot

AUGUST 7, 2024

Get a detailed predictive analysis using “what-if” models that consider products, territories, seasonality, etc. Pricing : Oracle doesn‘t list pricing information on its website, and a customer service representative wouldn’t share pricing information with me via chat.

CRM

Salesforce

JULY 24, 2025

At that time, Alicia had just been promoted to Business Development Representative, and her journey was only beginning. Sales Development Representative (SDR) : Here, I became the first point of contact for potential customers. Account Executive (AE) : I’m the CEO of my own territory.

Cold Call

SaaStr

JULY 5, 2025

at IPO 1,432+ customers paying average of $1.75M annually 7,291 employees – from 650 at IPO 20%+ growth at massive scale, highly profitable Dominant market position : 80%+ market share in life sciences CRM This represents a 29.8% market cap – up from $2.4B Peter’s top tips and learnings: 1.

E-commerce

Salesforce

NOVEMBER 1, 2024

After an employee has represented the brand publicly and in a positive light. As a way to celebrate a demanding accomplishment, such as a person or team completing a long-term, consequential project. When an employee embodies the core values or brand, such as above-and-beyond customer service.

Commission

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. The critical question facing the industry is whether Q1 2025’s performance represents a temporary setback or a new baseline for the B2B market. Looking Ahead: Is This the New Baseline?

Territory

Salesforce

NOVEMBER 18, 2024

Insurance In the insurance industry, producers, territory managers, CSRs, and claims adjusters can greatly benefit from Agentforce. This means that customer service representatives (CSRs) and adjusters can focus on delivering things that AI can’t, like empathy and exceptional service during times of hardship. Back to top.

Service

Hubspot

JANUARY 14, 2025

Luckily, they excel at navigating the twists and turns that come with the territory of selling. Sales champions can adapt to the evolving dynamics of a deal. Deals are rarely linear. You know this. I know this. Sales champions damn sure know this, too.

Negotiate

Hubspot

JULY 15, 2024

Use a clear, professional-looking photo that represents you well. For instance, you might discover your ICP is the IT director at a mid-sized tech company in the EMEA region. A lot of prospects are going to visit your profile before they consider scheduling a meeting — that’s why you need to ensure your page is airtight and engaging.

Prospecting

Highspot

MAY 15, 2025

Key takeaways Partner enablement extends your sales force with skilled external teams who can represent your brand, reach new markets, and close deals with the same confidence and consistency as your internal reps. Additionally, global partners may need localized content, while regional ones may prioritize relationship building.

Healthcare

Highspot

FEBRUARY 20, 2025

Product Training for Partners Channel partners, resellers, and distributors extend your reach, but they need the right tools and product knowledge training materials to represent your product and brand effectively. Training focus: Pitch decks, competitive differentiators, pricing structures, and partner-exclusive resources (e.g.,

Product

Martech

FEBRUARY 20, 2025

Some accounts may behave consistently across a single business unit or division, while others may show consistency across a region. The decision-making group is too small to represent what the account will do. This is not easy, as behavior is the key factor determining what parts of the company fit into each buying group.

Objectives and Key Results

PandaDoc

JUNE 16, 2025

” OTE represents the total amount that a rep can expect to earn if they hit 100% of their quota, combining their base salary with annual commissions or bonuses. OTE stands for on-target earnings and represents the total compensation a salesperson can expect to earn if they meet 100% of their quota. What is OTE in sales?

Commission

Salesforce

NOVEMBER 8, 2024

But, in a profession that feels like a 24/7 commitment, there’s this mentality that long hours just come with the territory. And in the era of remote and hybrid work, team unity is no longer something that simply comes with the territory. Recent research suggests that salespeople only spend 28% of their time selling.

Commission

Sales Hacker

NOVEMBER 29, 2024

A common misconception is that the name is representative of the type of software we invest in. Sales Development Representative (SDR II) at UserEvidence (Hybrid – Jackson Hole/Denver/Nashville/DC) See more top GTM jobs on the GTMfund Job Board. We do invest in GTM software, but not that frequently.

GTM

Salesforce

JUNE 17, 2025

Can the technology actually represent your brand properly? Take a regional utilities provider that uses a knowledge management system to help reps handle service outages and billing questions. So far, it’s resolved 83% of cases without any human assistance. Can it provide the same level of support your customers expect?

Service

Salesforce

JUNE 5, 2025

This groundbreaking capability represents a pivotal advancement in our Zero Copy approach, offering a distinct and optimized pathway to access the vast datasets typically residing in data lakes and lakehouses, complementing our existing query federation capabilities.

Retail

Hubspot

SEPTEMBER 4, 2024

Automatically assign leads based on predefined criteria to sales representatives. Affordable (regional) pricing. Dedicated CRMs Drive Higher Productivity Gains A CRM lets you automate repetitive day-to-day tasks, such as lead assignment, task reminders, data enrichment, and reporting. Lead assignment. Task reminders. One-stop shop.

CRM

Salesforce

DECEMBER 3, 2024

Many potential buyers view salespeople with trepidation, often due to hard-charging representatives who will say anything to get them to sign on the dotted line. The best relationships are built on trust, and the sales world is no exception. In fact, it’s the bedrock of every deal.

Sell

Hubspot

APRIL 9, 2025

Representing the business in key decisions. million returns and representing over 28 million partners in the 2022 tax year, its clear that defining leadership roles within these structures is crucial for sustainable growth. According to the IRS, limited partnerships represent only 9.9% Managing finances and strategy.

Strategize