Sales Hacker

MARCH 3, 2021

What is the handoff process? A handoff process refers to the period where a lead becomes a customer and handed over to the customer success team from the sales team. Why is the handoff process important? The very first impression of a customer with a business is usually with their marketing and sales teams.

Process 76

Process Assembly Line UX Drivers/motivators 76

SaaStr

FEBRUARY 6, 2024

Because of that, it allows you to create an integrated journey across customer success services support, and over time most CCOs will take over the existing sales, including renewal and expansion, and free up sales to focus on bringing in new logos. ” What’s ‘good vs. bad’ NRR? “Try to do better.

Customers 100

Customers Contract Quota Territory 100

Gong.io

MAY 31, 2021

Meet Exceed sales goals. Pick any (or all) of the above, and you have the reason sales playbooks exist. A sales playbook serves as a guide or a model for capturing best practices for each and every potential sales situation. Best-in-class sales playbooks include: . Sales enablement materials. Team processes.

Territory 118

Territory Objectives and Key Results Contract Price 118

Highspot

MAY 3, 2024

Imagine that only 28% of your sales reps expect to hit quota. As a sales leader, you’d probably scoff at this. But according to Salesforce, this is the reality for many businesses, and the pressure to hit revenue targets has companies looking to improve sales processes to boost performance. Interested to learn more?

Cross-sell 93

Cross-sell GTM Technology Technology 93

Partners in Excellence

SEPTEMBER 21, 2022

One of the observations was, “There is an average of 8 handoffs in the average customer acquisition and delivery process.” Based on their understanding of us, they bring the product and service together, creating something that is memorable. I read a fascinating study from GTM Partners. A mind numbing experience.

GTM 116

GTM Sales Process Customers 116

Hubspot

APRIL 13, 2022

From the outside looking in, sales can seem like a stroke of luck rather than a skill that's practiced over time. From the outside looking in, sales can seem like a stroke of luck rather than a skill that's practiced over time. Creating a sales plan gives you a way to organize these benchmarks into goals, objectives, and tactics.

Networking 59

Networking Pipeline Up-sell CRM 59

SalesLoft

MAY 1, 2024

When sales teams shrink, there’s one casualty that often gets overlooked: the customer experience. Handoffs fumble and fail due to lack of continuity. This becomes possible when you ensure your entire revenue team — post-sales as well as your sellers — is working from a single platform. And where does that leave the customer?

Customers 52

Customers Territory Follow-up Clients 52

PandaDoc

MAY 13, 2024

Sales and marketing are two terms that are often used interchangeably. In this guide, we’ll cover the basics of sales vs marketing and how you can better align and use them in your business. Key takeaways Sales and marketing are separate domains that work together to grow revenue.

Contract 52

Contract Legal A/B testing Teamwork 52

Hubspot

NOVEMBER 10, 2016

How many times has your agency generated the agreed amount of high quality leads, but still lost clients because the client's sales team didn't close those leads? Offering sales support services in addition to more traditional content strategy helps agencies deliver tangible ROI to their clients throughout the sales funnel.

Sales Support 69

Sales Support Service CRM Clients 69

Gong.io

MARCH 16, 2018

With reps in every timezone selling this technical service, CodeScience set out to ensure the right things are said on sales calls, and that client needs are met in handoff and beyond. We started to rework our sales process about a year ago,” recalls Director of Sales, Jeff Goree. You read that right.

Sales 88

Sales Clients Conversion Up-sell 88

Gong.io

DECEMBER 10, 2019

At Gong’s #celebrate conference, sales leaders tackled three pillars: people success, deal success, and strategy success. Sales positioned their company and their products first. I’ve been revealing key takeaways from their talks. In the 20th century, the product was king, so executives had a product-first approach.

Cross-sell 90

Cross-sell Engineering Up-sell Launch 90

Partners in Excellence

MAY 25, 2024

Perhaps the services have not been delivered. But we have this concept of what SaaS is that limits our thinking about how we can build and scale companies. As a result, we see too many software companies failing. And I get frustrated. But that model is no longer serving customers or SaaS companies well, so we need to innovate.

Assembly Line 73

Assembly Line Manufacturing Contract Represent 73

Gong.io

JUNE 29, 2022

How can you increase engagement for your software as a service (SaaS) app? Whether through a free trial or a sales-led motion, providing a strong onboarding experience to new users is a must. . With a higher NDR, you can adjust your sales strategy (e.g., They need some hand holding to help them become proficient. Here’s why.

Process 62

Process Follow-up Start-ups Customers 62

Openview

JANUARY 14, 2019

Clearly, the software as a service (SaaS) model is here to stay; most vendors that sell via the long-established model need to contemplate making the switch. As businesses move from a one-time sale to an ongoing subscription service, however, they likely need to change how they handle their sales processes.

Contract 88

Contract Inside sales Customer Relationship Management Price 88

Outreach

JUNE 14, 2018

It's critical that when a prospect wants to meet with a rep from your sales team, they're able to book a meeting easily and get on the phone as quickly as possible. With Team Meetings in Outreach, you can: Create a seamless scheduling and handoff experience for prospects. Let inbound prospects book meetings with your reps instantly.

Meeting 78

Meeting Territory Strategize Prospecting 78

SaaStr

JANUARY 10, 2020

” In the context of the larger article, he’s making the case for manufacturers to adopt a SaaS playbook: become customer-centric, hire Customer Success Managers (CSMs) to engage customers more deeply, deploy technology to manage the customer relationship beyond the initial sale, etc. By Matthew Klassen, Gainsight Head of Creative.

Manufacturing 53

Manufacturing Cross-sell Sports Service 53

Heinz Marketing

NOVEMBER 8, 2023

By Carly Bauer , Marketing Coordinator at Heinz Marketing At Heinz Marketing, we regularly talk about sales and marketing alignment– A strategic and collaborative approach in which a company’s sales and marketing teams work closely together to achieve common goals, increase efficiency, and improve overall business performanc e.

Meeting 112

Meeting Campaign Lead generation Strategize 112

Miller Heiman Group

MARCH 10, 2020

Our 2018-2019 Sales Performance Report showed that 70% of B2B revenue comes from existing customers. What Outstanding Customer Service Looks Like. What Outstanding Customer Service Looks Like. Loyalty drives the 4 Rs: revenue, reputation, referrals and retention. In an online survey of 5,000 global buyers, 50% of U.S.

Cross-sell 64

Cross-sell Referrals B2B Represent 64

Gong.io

AUGUST 19, 2021

I worked with nearly 200 B2B sales leaders to measure their reps’ activities and identify inefficiencies in their systems, tools, and processes. This gave them a data-driven way to decide where to focus their sales organization’s efforts so they could free up reps’ time to actually sell. Efficiency for the win. .

Product 127

Product Cross-sell CRM Sales 127

Highspot

JANUARY 14, 2024

Discover how mastering virtual sales strategies can elevate customer interactions, even in complex sales cycles. Virtual selling is a technology-driven approach to sales. Unlike traditional face-to-face interactions, sales reps use digital tools to engage with customers remotely. What Is Virtual Selling?

Quota 52

Quota Sell Sales Contract 52

The 5% Institute

MAY 24, 2023

In today’s competitive business landscape, achieving better sales performance is crucial for sustainable growth and success. Businesses strive to optimize their sales strategies, improve sales skills, and leverage technology to drive revenue.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Repeat business 52

SalesLoft

DECEMBER 21, 2016

The sales handoff between the Sales Development Rep and Account Executive is a crucial piece of the modern sales process. This is where a potential lead becomes a viable sales prospect. Salesforce makes it easy to update a lead’s status and reassign to a new user, making the SDR-to-AE handoff seamless.

Appointment 52

Appointment Customer Relationship Management Sales Relationship Management 52

SaaStr

APRIL 4, 2022

Demand generation is the focus of targeted marketing programs that drive awareness and interest in a company’s products and or services. Rather than operating on our own in silos, marketers must extend our focus beyond top-of-funnel metrics and partner with sales to create a pipeline velocity. . Pillars of Revenue Marketing .

Teamwork 99

Teamwork Pipeline Strategize Campaign 99

Gong.io

JULY 21, 2021

Sales teams can’t keep up with their tech stack. It also means switching the focus from the sales process to the buyer’s journey: It’s not about you , it’s about them. Revenue Operations vs Sales Operations: Same but different? Sales Ops: tools and processes to accelerate the sales motion. Customer lifecycle.

Growth 62

Growth GTM Cross-sell Pipeline 62

Sales Hacker

MAY 21, 2020

When inbound sales and marketing works, it’s great. I’ve worked with many companies throughout my career, and there tends to be six common, tactical mistakes when it comes to inbound process: They don’t have sales and marketing alignment and accountability documented in a comprehensive SLA. Start with a Sales & Marketing SLA.

Follow-up 132

Follow-up SQL Quota Contact 132

Miller Heiman Group

AUGUST 1, 2019

Almost half of organizations report having a weak relationship between their sales and customer success teams; and a third report that service plays no role in generating sales. For companies that have prioritized customer success, they know that service teams touch existing customers 10 times more than salespeople.

Customers 63

Customers Objectives and Key Results Cross-sell CRM 63

Sales Hacker

JUNE 2, 2021

Sales enablement is an exciting place to be. It’s the glue that holds together many lines of business as your company treks forward on the path to sales success. The Sales Enablement “Holy Trinity”. I call these the Sales Enablement Holy Trinity: Communication. George Bernard Shaw. Collaboration. Orchestration.

Sales 109

Sales Pipeline Cross-sell Sports 109

Veloxy

FEBRUARY 15, 2022

Learn how easy it is to become the highest-performing field sales professional at your company. Before Covid, field sales was synonymous with hitting the road, meeting customers in person, and regularly making significant commissions. But what does tomorrow hold for field sales? But what does tomorrow hold for field sales?

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

SalesLoft

JULY 10, 2023

If you’re being asked to do more with less, you need sales technology that will help you get the most out of your entire revenue motion. Each list below bullets out the features that sales leaders want to check off as they evaluate their sales tech. Opportunity When sales are hard to come by, every opportunity is precious.

Cross-sell 40

Cross-sell Technology Technology Account management 40

Gong.io

MARCH 11, 2021

Gong Gives Genesys Sales Managers The Ability to “Ride Shotgun” With Any Deal. Shopify Creates a Learning Environment for Their Sales Team. Our platform helps CS teams: Streamline customer interactions, including better handoffs from sales to CS as well as cross-team collaboration. Better Handoffs.

Customers 62

Customers Contract Growth Conversion 62

Gong.io

MARCH 16, 2018

With reps in every timezone selling this technical service, CodeScience set out to ensure the right things are said on sales calls, and that client needs are met in handoff and beyond. We started to rework our sales process about a year ago,” recalls Director of Sales, Jeff Goree. You read that right.

Sales 48

Sales Clients Conversion Up-sell 48

Lead Fuze

DECEMBER 1, 2021

Sales is all about relationships, but the focus has been on external ones. It’s nearly impossible to get a deal closed without sales leadership, marketing or even customer success. Here are some internal relationship management strategies to make your company more efficient when it comes to sales. Who use Hubspot.

Cross-sell 52

Cross-sell Objectives and Key Results Pipeline Engineering 52

The 5% Institute

JUNE 15, 2023

One crucial role in achieving these goals is that of a Sales SDR (Sales Development Representative). A Sales SDR plays a vital role in generating leads, nurturing prospects, and supporting the sales team in driving revenue. What is a Sales SDR?

Lead generation 52

Lead generation Relationship building Objection handling Sales 52

Sales Hacker

MAY 29, 2020

What’s your customer service horror story? The customer service that was so bad, no discount or Black Friday deal could entice you back. According to a report by American Express , more than half of all Americans have scrapped a planned purchase because of bad service. The one that made you swear off a company for good.

Customers 69

Customers Healthcare Follow-up Contact 69

Highspot

JANUARY 21, 2021

How should sales and customer enablement work together? In practice, customer enablement can take the form of a services or customer success team that helps users quickly ramp on your product, to video series that provides ongoing education on your industry and offering. How Should Sales and Customer Enablement Work Together?

Customers 59

Customers Education Engineering Closing 59

Openview

OCTOBER 31, 2018

Buyers are more in the driver’s seat of the sales process than they ever have been: You MUST make sure that your buyer’s experience at each touchpoint is seamless and pain-free. It’s a HUGE part of how they decide if your product/service/widget is worth buying. Then I asked to see the technology. ” Really?

Process 110

Process Sales Technology Technology 110

Sales Hacker

DECEMBER 5, 2017

Over the past few months, I’ve been constantly talking to VPs of Sales, SDR leaders, and SDRs themselves. One constant struggle I hear is the SDR to AE handoff. This is when the real handoff happens. The problem is mostly centered around accountability, process and compensation. SDR vs AE: Vicious Cycle of Blame.

Cold Call 82

Cold Call E-commerce Pipeline Sales 82