Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

SaaStr

JUNE 26, 2025

But here’s what’s fascinating: this same deflection model is now making its first moves into sales territory. The Strategic Imperative Sales leaders should start preparing now: Identify deflection candidates : Which deals require minimal human judgment? The AI Account Executive Emerges. The Goal Again?

Territory 107

Territory Sales Negotiate Price 107

SaaStr

JULY 5, 2025

Veeva founder CEO Peter Gassner came to SaaStr to share just how they got to the first $100m ARR selling enterprise vertical SaaS … while raising only $3 million (!). Go Ultra-Vertical When Everyone Says Go Horizontal – The Strategic Why The Contrarian Mindset Peter’s origin story: “I never liked to follow the herd.

E-commerce 95

E-commerce Price Pharmaceutical CRM 95

Martech

SEPTEMBER 16, 2024

The answer is in understanding the unique challenges and opportunities each function faces and positioning martech as a strategic enabler. The role of a martech COE in driving strategic alignment Every organization is different. Sample goals: Host 10 regional events to generate new sales opportunities.

Go To Market 66

Go To Market Objectives and Key Results A/B testing Territory 66

Hubspot

MARCH 13, 2025

Heres an example I like: Within the CustomerCentric Selling sales methodology, the first significant milestone is qualifying a champion (someone who can provide the seller access to other key players). Transaction milestones should meld the prospects buying process with the vendors selling process. Monitor and review.

Meeting 66

Meeting Pipeline Quota Sales 66

Hubspot

OCTOBER 28, 2024

This shift in focus, from selling features to solving a specific pain point, increased our engagement and conversion rates dramatically.” Leading With the Hard Sell Right Away Sandra Stoughton , Director of Marketing Operations at TruBridge , says, "A common mistake is leading with a hard sell right away.

Cold Call 77

Cold Call Objectives and Key Results Pitch Territory 77

Hubspot

JUNE 16, 2025

Use consultative selling to position solutions — tie product benefits directly to the challenges uncovered, making the solution feel custom-made. A candidate for a business development role was asked to sell the company's software on the spot. How is the sales team structured, and how does that impact territory management?

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

RingDNA

APRIL 29, 2025

Sell and Coach Better Across Any Language What is new: Revenue.io What this gives you: If your team sells in Spanish, French, German, or any supported language, Revenue.io Sales performance becomes more consistent across every region. This makes it easier to act on accounts quickly and strategically.

Product 62

Product Territory Outside Sales Up-sell 62

Salesforce

OCTOBER 29, 2024

Like other sales approaches, the goal of door-to-door sales is to establish a relationship with a customer, upsell , cross-sell, and close more deals. You also need to convey excitement about the product or service you’re selling and help prospects understand its benefits in a way that feels personal to them.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

Salesforce

NOVEMBER 15, 2024

Channel Sales: Channel Sales involves selling products or services through third-party partners or intermediaries rather than directly to end customers. The manager role involves strategic planning, performance analysis, and fostering a motivated and productive SDR team.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Highspot

JANUARY 23, 2025

In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects. These challenges compound when teams are spread across different regions and may only meet in person once or twice a year. All of these consultative selling factors contribute to stronger client relationships.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Hubspot

NOVEMBER 15, 2024

In HubSpot’s Smarter Selling with AI research , a quarter of salespeople believe AI helps employees make data-driven decisions. Borys says, “We noticed that our AI system predicted a 30% increase in demand for our outdoor cameras in certain regions during specific months. Pricing decisions. Market entries.

CRM 36

CRM Territory Launch Price 36

Hubspot

JULY 22, 2024

I am calling about our software that helps you with the strategic implementation of your biggest problems from Outbound Company. I’ve also found that regional companies are a great start to your list, as people love to do business with other locals. Regardless of which ‘close’ you end up choosing, focus on selling just that ‘close.’

Cold Call 78

Cold Call Hospitality Objectives and Key Results Follow-up 78

RingDNA

MARCH 18, 2025

Conversation intelligence is the future of smarter selling—helping you close more deals, coach more effectively, and drive continuous improvement. Our conversation intelligence platform empowers sales teams to sell with confidence, turning every interaction into actionable insights.

Conversion 62

Conversion Objectives and Key Results Sales CRM 62

Martech

JULY 17, 2025

This connector lets you ask complex questions and get strategic insights in plain language. How it helps you Manually tracking tax rates across regions is time consuming and risky. It’s a major time-saver for teams selling in the U.S. It’s like having a more strategic teammate built directly into your HubSpot portal.

CRM 60

CRM Territory Campaign Contact 60

Hubspot

NOVEMBER 18, 2024

In HubSpot’s Smarter Selling with AI research , a quarter of salespeople believe AI helps employees make data-driven decisions. Borys says, “We noticed that our AI system predicted a 30% increase in demand for our outdoor cameras in certain regions during specific months. Pricing decisions. Market entries.

CRM 36

CRM Territory Launch Price 36

Martech

MAY 1, 2025

” YouTube can feel like unfamiliar territory if you’re only used to advertising on Google or social platforms. Medical device company Create custom audience segments based on smaller, niche competitor websites that sell the same type of product as you. But that’s starting to change. Just go in with your eyes open.

B2B 114

B2B B2C Niche Education 114

PandaDoc

JUNE 16, 2025

Tiered commission rates encourage reps to sell more by raising their commission as revenue is earned. Drawbacks of OTE Even though OTE offers a number of strategic benefits, it also comes with a handful of challenges that need to be properly managed. Here’s a step by step guide to getting it right: Step 1: Set clear quotas.

Commission 52

Commission Quota Represent Sales 52

Highspot

JULY 9, 2025

Whether you sell machinery, building supplies, or vehicle parts, leveraging a unified, AI-powered enablement platform with rich analytics is invaluable, as it can lead to faster deal cycles, higher closed-won rates, and more predictable revenue growth. – Our content is tagged by persona, product, and region.

Manufacturing 40

Manufacturing GTM Objectives and Key Results Sales 40

SaaStr

MAY 24, 2025

Strategic Segmentation by Restaurant Density Rather than segmenting purely by revenue opportunity, Toast takes a unique approach by considering restaurant density. They assign territory reps to densely populated areas like New York City, while inside reps cover less densely populated areas. 5 Things Toast Doesn’t Do 1.

Quota 59

Quota Territory Referrals Strategic partnership 59

SaaStr

JULY 16, 2025

” This clarity drove every strategic decision. Restructure marketing around what works : Raaz moved field marketing under sales leadership, recognizing that regional alignment matters more than organizational charts. I helped shape the selling process. “I knew our business inside out. I sold to a lot of customers.

Product 83

Product Territory Growth Entertainment 83

SaaStr

APRIL 28, 2025

A company selling $2-5K software packages won’t need humans for standard implementationsthe AI will qualify, demo, answer questions, negotiate within parameters, and close deals automatically. This consolidation will change org structures, eliminating the territorial battles between teams about who owns which customer interaction.

Negotiate 97

Negotiate Contract E-commerce Price 97

SaaStr

JULY 10, 2025

VC Fund That 4X’d in Two Years—Then Got Acquired by Meta The Strategic Implications This wasn’t just an acqui-hire; it represents Meta’s systematic approach to building an “AI talent magnet.” This move shows how companies with high-multiple stocks can strategically de-risk their business models.

Strategize 74

Strategize Represent B2B Growth 74

Martech

JUNE 24, 2025

Retail media is entering a new phase — one where it’s not just a performance channel but a strategic pillar of marketing. This is a logical strategic extension for RMNs. Brands are increasingly embracing these opportunities to: Sell products. Think shoppable videos on Walmart.com or product-focused reels inside Target’s app.

Retail 73

Retail Campaign Strategize Cross-sell 73

Martech

MAY 12, 2025

Retailers should be asking strategic questions, such as: Is my marketing campaign effective, and is it reaching the right audience? Test new product rollouts, target audiences, regions, messaging, etc. Which product lines are landing the best and with whom? What technology can I lean on to increase my average basket value?

Retail 106

Retail Strategic partnership Networking Commission 106

Martech

FEBRUARY 12, 2025

Technology providers are rapidly developing AI agents for various jobs to be done and are now selling them to businesses and customers alike. In collaboration with business planning teams, AI assists in evaluating pricing across different regions, bundling offerings and comparing special deals against competitors. Processing.

Launch 127

Launch Territory Campaign Technology 127

SaaStr

JUNE 4, 2025

Your sales reps are drowning in tasks that have nothing to do with selling: Data entry and CRM hygiene Proposal generation and customization Meeting scheduling and follow-up coordination Lead qualification and research Activity logging and reporting Contract management and renewal tracking All necessary. It’s administrative quicksand.

CRM 102

CRM Follow-up Pipeline Territory 102

Sales Hacker

APRIL 1, 2025

Let’s sell the holistic story. Traditionally, sellers will sell and then they’ll hand it to services, be it a partner or your own internal services, and then they hand it to their C to the CSMs. And, um, you know, the best sellers do a lot of active listening, um, do a lot of consultative selling.

GTM 62

GTM Up-sell Start-ups Gaming 62

Salesforce

MAY 12, 2025

Perhaps that’s why more are taking long-term strategic views a stance that resonates throughout their organizations. It does this by accounting for three components: Expansion revenue: Revenue gained through upselling or cross-selling to existing customers.

Cross-sell 59

Cross-sell Territory Finance Contract 59

SaaStr

MAY 18, 2025

Geography : This is a common starting point, especially if youre selling globally or across multiple time zones. It ensures reps can work during the same hours as their prospects and build relationships in specific regions. Its also useful if there are regional differences in how your product is adopted or sold.

Territory 65

Territory Healthcare Quota Manufacturing 65

SaaStr

MAY 20, 2025

Keys to HubSpot’s Success: The “Hub” Strategy : HubSpot mastered the land-and-expand model, starting with Marketing Hub and strategically expanding to Sales Hub, Service Hub, CMS Hub, Operations Hub, Commerce Hub, and Content Hub. Its not either / or. Or at least, it doesnt have to be.

Customers 109

Customers Non-Profits Education Cross-sell 109

Salesforce

MARCH 3, 2025

Its an estimate of how much your business will sell over a specific period (like a month, quarter, or year). Strategic planning: Set realistic goals for marketing, hiring, and product launches. You can instantly see if a certain product isnt selling as well as expected or if a sales rep needs extra support.

Angle 59

Angle CRM Pipeline Sales 59

Hubspot

JULY 3, 2018

Sales Territory Plan. Assess Territory Quality. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Studies show that effective territory management can increase overall sales, improve customer coverage, and reduce costs. What Is a Sales Territory?

Territory 101

Territory Referrals Sales Quota 101

Veloxy

JANUARY 2, 2024

While you may want your sales team to focus on selling, they also spend much time on administrative tasks. In doing so, you can give your reps more time to sell while helping them reach more qualified leads. These range from strategic alterations to investments you can make that will have a transformational impact.

Product 246

Product Territory Objectives and Key Results Sales 246

Veloxy

SEPTEMBER 29, 2021

Salesforce Adoption Pain Point #1 : Sales representatives report spending 66% of their day performing tedious, non-selling activity in Salesforce. This is a conundrum for most sales managers, as sales productivity is one of the common selling points of the Salesforce CRM platform. The key is Salesforce automation. Table of Contents.

Territory 342

Territory Represent Sales Lead generation 342

Partners in Excellence

AUGUST 30, 2022

They had invested a lot in training, content, and other programs to support the account based selling focus. Sometimes, I think we make Account Planning and Account Based Selling more complicated than it needs to be. As sellers, our job is to find or initiate new opportunities with customers in our territory.

Sell 124

Sell Territory Cross-sell Referrals 124

Closing Bigger

SEPTEMBER 18, 2023

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance.

Strategize 116

Strategize Sales Pipeline Non-Profits 116