Hubspot

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do 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. ". Finally, I picked up the phone and called my prospect’s office. Things to Say On the Phone. “I I just wanted to introduce myself.".

Prospecting 96

Prospecting X-functional Contract Cross-sell 96

Hubspot

OCTOBER 16, 2017

That is to say, if you want your salespeople to do X, reward them financially for doing X. If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase upsell/cross-sell rate. Lower expenses.

Commission 92

Commission Quota X-functional Non-Profits 92

Hubspot

JUNE 5, 2018

Whether you’re at a networking event, a party, a conference, or an office function, walking up to a stranger and introducing yourself can be terrifying. Not only is it boring and unoriginal, but it’s like planting a huge sign in the prospect’s brain that says, “ I’m trying to sell you something!!!”. I’ve been thinking … ”.

X-functional 101

X-functional Territory Prospecting Contact 101

InsightSquared

JANUARY 16, 2019

It will take longer to fully ramp reps up to profitability, and therefore deepen and lengthen this trough: Lengthened Cash Trough from Bad Onboarding. Even if they are fantastic at their job, and were beautifully onboarded, they will still be at less than peak efficiency because of stoppages further up the pipe. This is unsustainable.

X-functional 70

X-functional Objection handling Pipeline Growth 70

Hubspot

AUGUST 22, 2012

These PPC search results are clearly marked as 'Sponsored' at the top of the ad, as you can see from the example below: Furthermore, users also have the option of hiding certain ads by clicking the 'X' in the right-hand corner of the ad. How to Purchase Sponsored Results. As a user, I rarely use Facebook search for anything.

Launch 73

Launch X-functional Territory Networking 73

Heinz Marketing

JUNE 7, 2021

Matt: So, as we record this, we are coming up at the end of May. We used a sales activity study to benchmark how and where sellers are spending their time, pinpointing places where we are maybe spending a little more time on non-direct selling activities than we would like. Thanks for being part of the show.

Pipeline 123

Pipeline B2B Sales Cross-sell 123

Sales Hacker

OCTOBER 19, 2018

and “When did my target prospect implement our competitor’s product, so I can figure out when they may be up for renewal?”. For example, perhaps I sell advertising technology that’s highly complementary to other technologies in the space. Sales therefore cedes some of its selling territory to marketing.

X-functional 59

X-functional Technology Technology Sales 59

Heinz Marketing

SEPTEMBER 17, 2018

We are fortunate to have a line up of awesome content and special guests! Melissa: Yeah, so I’d say that sales enablement, I fell into it, I think like a lot of folks do, they fall into sales enablement through a function of necessity and accident, happy accident. What is this thing you keep talking about?” Melissa: Yeah.

Pipeline 57

Pipeline X-functional Sales CRM 57

Hubspot

OCTOBER 23, 2017

Questions you should ask at this stage include: Is the prospect in your territory? Do you sell to their industry? MEDDIC requires sales reps to understand every aspect of a target company's purchase process, down to whether you have an internal champion -- an employee at a prospective company who will internally sell your product.

Sales 101

Sales X-functional Contact Prospecting 101

PandaDoc

NOVEMBER 15, 2021

The quality of your sales culture determines how much your salespeople sell, how productive they are, how long they stay with your organization, and what benefits can your sales organization expect to reap from how you’ve structured your sales team. The role of congruence in sales. Conclusion. What is the definition of sales culture?

Sales 52

Sales Quota Trust Promote 52

ConversionXL

FEBRUARY 26, 2014

By tightening up the standards and criteria you use to find, deploy, and measure keywords, you can really begin to improve your conversion rates at every level of the funnel. In PPC, this typically means setting up Campaign location targeting by selecting specific locations to show ads or excluding specific locations.

Territory 111

Territory CTR Campaign Objectives and Key Results 111

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. Case Study: Adjusting Quota Based on Performance Imagine this: Jonathan sells fewer products but at higher value points.

Quota 52

Quota Growth Territory Commission 52

SaaStr

AUGUST 9, 2019

Prior to Kustomer, Vikas spent over 20 years implementing, consulting, marketing, and selling CRM and ContactCenter solutions with companies like LivePerson and Oracle. What about the changing tech stacks and infrastructures makes them vulnerable to up and comers? Does this not lead to a consolidatory environment?

Finance 54

Finance X-functional CRM Engineering 54

Sales Hacker

JUNE 9, 2020

With limits on in-person meetings, it’s even more important to double down on your digital selling strategy. LinkedIn Sales Navigator is a relationship-based digital selling tool that is designed to help you do just that. Finally convinced our CEO to give me a sales territory because I was determined to go do this thing.

Finance 78

Finance X-functional Pipeline Territory 78

SaaStr

JULY 15, 2020

” So all the people who were whining, jumping up and down about the evils of short-termism and public markets, which I never really believed in any way, maybe you’re just factually wrong. Does it not all bubble up to even the best cloud stocks? Keith Rabois: It’s unclear which stocks a ball is up to.

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.

Territory 52

Territory X-functional Cross-sell Sales 52

Heinz Marketing

JUNE 4, 2018

Start-up advisor. – Territory and Market Optimization – executing to high conversions on the active funnel. You have been in deep in B2B sales throughout the west coast, in the valley, up here in Seattle for a long time. I think your customer base grows by two X it seems like every month these days.

Pipeline 53

Pipeline Sales Drivers/motivators X-functional 53

SaaStr

AUGUST 7, 2020

We’ve invested in over 300 companies at Salesforce Ventures and have partnered with both of you closely and it’s been amazing to see this story up close and personal over the years. There’s amazing highs, but there’s low lows, too, and you have to do everything. Trisha Price: Yes. Cloud, definite differentiator, right?

Price 59

Price Retail X-functional Healthcare 59

SaaStr

OCTOBER 5, 2020

Selling a completely fungible product. But for many SaaS start-ups, I think accepting this is not only a huge mistake, but it’s a recipe for tragic underperformance. By round-robin, by territory, by whatever. Each one consumes X% of your leads. They suck up a lot of management time. I’m not sure.

Territory 114

Territory X-functional Quota Promote 114

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. When I moved from a dance career to sales, I had zero experience selling a product. Give presentations and demos.

Networking 59

Networking B2C Cross-sell Negotiate 59

SaaStr

DECEMBER 31, 2019

Craig : And I think a lot of the challenges end up being that as you get really close to the customer problems and really understanding your customer’s business, you can feel very confident in in the path that you’re taking. I was up at Box with you when you were going through that. So that was an easy sell there.

Product 52

Product B2B Growth X-functional 52

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. You’re selling capital and I think it was a really transformative experience for me. Harry Stebbings: Listen, I’m sure it is.

X-functional 52

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

SaaStr

AUGUST 12, 2020

David Sacks, General Partner at Craft Ventures joins the New New in Ventures to discuss The Cadence and how to structure around it while building a start-up. When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. I learned this operating myself.

Finance 111

Finance X-functional Launch Objectives and Key Results 111

SaaStr

SEPTEMBER 27, 2019

What are the core differences when comparing marketing functions at the likes of Salesforce to smaller companies like G2? And so, yeah, I guess over the last 10 years I’ve worked my way up and around. You really need to have someone that can think more conceptually about positioning in your unique selling point, and so much more.

Start-ups 54

Start-ups B2B A/B testing Pipeline 54

ConversionXL

MAY 14, 2014

Realizing this was a much bigger problem we’ve yet to address, Peep took to Twitter and asked: Looking for an in-house optimizer in a big company for a blog post on selling CRO internally. He also used real data to back everything up, rather than getting into an opinionated p **g match with anyone who wanted to throw up any barriers.

Conversion 124

Conversion Sell E-commerce Legal 124

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Revenue by territory. Cost of selling as a percentage of revenue generated. You can’t control how much this salesperson sells -- but you can tell her to increase her daily email output. Year-over-year growth.

X-functional 96

X-functional Quota Cross-sell Contract 96

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. 2) Bottom-Up Target Setting: You take “till date” numbers and use 80% of the best month ever as your guideline. Deals like this are the result of selling to the wrong customer. Experienced/Top Performer.

SQL 103

SQL Commission Customers Non-Profits 103

ConversionXL

APRIL 25, 2016

The GDN is made up of millions of websites, videos and mobile apps. In-App Purchases: You sell goods / services to users after they have downloaded and began using the app. In-App Purchases: You sell goods / services to users after they have downloaded and began using the app. AdMob : Advertise your app in other apps.

X-functional 88

X-functional GTM UX Objectives and Key Results 88

SaaStr

APRIL 24, 2020

They are coming up on $10m ARR but aren’t there quite yet, so a lot like a lot of you, or where you’ll be soon enough. Number one is they didn’t really have an enterprise software selling group when they bought Omniture, so that route to market was something they were very interested in creating.

X-functional 87

X-functional Strategize Retail Technology 87

SaaStr

JANUARY 21, 2020

So you might be wondering who am I and why am I up here talking about sales culture? I think it’ll become clear why Jason asked me to come up and talk about this very specific topic. I was a local sales manager or regional manager. In the last year, I ended up working directly for the CEO doing special projects.

Quota 103

Quota Sales Healthcare Territory 103

Sales Hacker

SEPTEMBER 16, 2019

If you missed episode 74, check it out here: PODCAST 74: Picking Up the Right Company to Work for w/ Ryan Lallier. 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? What You’ll Learn.

X-functional 51

X-functional Finance Pipeline Territory 51

SaaStr

MARCH 3, 2020

So the title of my presentation is The Playbook To Hiring Your First VP Of Sales And Not Screwing It Up. The best recruiters that ended up with getting the best VPs of Sales do it over six months, a year, sometimes more than that. And then the next morning you wake up and you’re thinking about solutions. How do I fix this?

Sales 62

Sales Promote X-functional Up-sell 62

SaaStr

MARCH 17, 2020

I remember in my first week or two at Talkdesk I had one of the sales leaders come up to me and say, “Hey, we’re going to need a reference for this customer that we’re trying to close to help us help sell the deal.” So much of what Talkdesk sells on is innovation and trust. NPS surveys.

Clients 57

Clients Service Customers Start-ups 57

ConversionXL

NOVEMBER 9, 2022

Your time on this page has already generated data on the pop-ups you close, how fast you read, and where your cursor stops. A graph that points up and to the right quickly signals growth. Let’s say your company sells an intelligent paid promotion tool, but prospects are not converting because of the time it takes to see results.

Objectives and Key Results 110

Objectives and Key Results Represent Presentation Promote 110

Hubspot

JULY 29, 2018

But with new social media networks and innovative software cropping up almost daily, even seasoned social media users are bound to run into a term or acronym that leaves them thinking, "WTF?". Social Media Terms - X. Algorithm - An algorithm is a set of formulas developed for a computer to perform a certain function.

Networking 101

Networking X-functional E-commerce Follow-up 101

Heinz Marketing

DECEMBER 30, 2019

Football does come up, but we also talk about 2020. Knowing the storm is probably going to try to tear it to pieces, but having that plan up front, if you don’t have some semblance of that, it’s going to be very hard to start the year off on the right track. And what are the key things that are going to get you there?

Pipeline 46

Pipeline Objectives and Key Results Sales Start-ups 46

SalesHandy

MAY 28, 2021

Or getting a call from a company that wants to partner up and work on a collaboration that could benefit you both. Cheaper calling and data costs have made it easier for everyone to pick up the phone, which has lowered the barriers for scrappy sales teams. Key Benefits Of Cold Calling For Sales. Supplements Your Sales Pipeline.

Cold Call 98

Cold Call Closing Contact Follow-up 98