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. Sign up now Thanks, you’re subscribed!

Cross-sell 59

Cross-sell Territory Finance Contract 59

Salesforce

NOVEMBER 15, 2024

On the other hand, SDRs who aren’t having career conversations may seek opportunities elsewhere within organizations that can provide them with the next step up the career ladder or who offer a well-defined career progression plan. Sign up now Thanks, you’re subscribed! Learn more

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Salesforce

OCTOBER 4, 2024

Instead, let’s point out common warning signs to look out for, which may signal that it’s finally time to invest in RevOps: Your go-to-market teams are misaligned Your company can’t effectively upsell, cross-sell, manage renewals, or reduce churn unless your sales, marketing, and customer success teams are all on the same page.

GTM 98

GTM Territory Finance E-commerce 98

Sales Hacker

SEPTEMBER 12, 2019

6:00 am: The first step after I wake up is to walk my dog, Charlie. He’s a mutt from Texas. Catch up on news, personal email, text messages, Reddit, other random noise. Catch up on news, personal email, text messages, Reddit, other random noise. 10:00 – 11:00 am : Follow-up block. 9:00 – 10:00 am : Follow-up block.

Real Estate 76

Real Estate Gaming Follow-up Prospecting 76

Salesforce

JULY 1, 2025

Let’s hear straight from the source: Lynn Knaak – Vice President, SMB Sales Jeffrey Roy – Area Vice President, SMB Sales Ana Elena Vedoveli Francisco – Senior Solutions Engineer Lynn started her Salesforce career in the Bay Area leading the business development team, then left to move back to Texas to be closer to family.

Pitch 52

Pitch Negotiate Strategize Engineering 52

Salesforce

OCTOBER 14, 2024

Perhaps your team isn’t performing, doesn’t listen, or messes up from time to time – it makes sense why your trust might be a bit shaky. When you trust your team to do the job you hired them for, not only does it free you up to do other work, but it also promotes confidence and motivation among your reps. Back to top) 4.

Commission 98

Commission Drivers/motivators Sales Quota 98

Sales Hacker

APRIL 1, 2025

Uh, I’ve got a fantastic guest lined up today. Um, and it just, just doesn’t, doesn’t pass, you know, it doesn’t get the energy up. And it was Dallas, Texas, Western theme cowboys. It wasn’t to beat you up, it wasn’t to to [00:13:00] do an inspection, though there was some inspection.

GTM 62

GTM Up-sell Start-ups Gaming 62

Heinz Marketing

MARCH 25, 2019

Catch up on past shows at SalesPipelineRadio.com and subscribe on Spotify , iTunes , Blubrry , Google Play , or Stitcher. I talk this week with one of the masters of B2B sales, digital selling, a good friend, Jamie Shanks in an episode I call Selling with Spears: Account-Based Sales Development Best Practices with Jamie Shanks.

Pipeline 79

Pipeline Sales Up-sell Quota 79

SBI

MAY 2, 2018

Up-levels the performance of every sales rep through a complementary but transformative “man plus machine” relationship. By integrating our actionable guidance with eCommerce systems, companies accelerate digital revenue through smarter pricing and product upsell and cross sell. 50% reduction in sales rep ramp-up time.

Gaming 55

Gaming Cross-sell Profit margin Price 55

Spiro Technologies

AUGUST 5, 2024

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products and of course, having fun along the way. Rick and I were at the Applied AI for Distributors event, and we had some breakfast together and happened to strike up a really interesting conversation.

E-commerce 59

E-commerce Manufacturing Electricity Gaming 59

Hubspot

AUGUST 30, 2019

While you can’t always control what others say about your brand, strategic brand management is the process of responding to them in a way that elevates your brand and remains true to your core brand values — all while remaining consistent across teams and channels. Strategic Brand Management by edX. Proof Branding. Lucidpress.

Territory 78

Territory Clients Service Follow-up 78

Score More Sales

JANUARY 4, 2011

The decision I made at the end of 2009 to travel North America in 2010 was made when many of my counterparts seemed to be ramping up with webinars and conference calls – sort of “hunkering down” I wanted to get out and go where the people are – meet people right where they lived. It is a very strategic move.

Non-Profits 63

Non-Profits Consult Meeting Clients 63

Hubspot

FEBRUARY 19, 2018

Originally, this meant a complete lifestyle overhaul: replacing meals with kale juices, waking up at 5 a.m. When you woke up this morning, did you do anything remotely different? McRaven gave a Commencement speech to the University of Texas at Austin. This year, my New Year’s resolution was to be healthy. McRaven (2017).

Electricity 78

Electricity Start-ups Follow-up Negotiate 78

Salesforce

MARCH 12, 2024

Below, we explore how to track sales velocity and rev up your sales team’s productivity for faster conversions. If you find roadblocks, you can examine each phase of the customer journey to identify barriers and strategize ways to improve. Sign up now Thanks, you’re subscribed!

Territory 64

Territory E-commerce Pipeline Sales 64

Hubspot

AUGUST 19, 2016

An entire room had been curated to look like a video game setting, and people were dressed up as characters from it. So while they were “already there,” Google set up a few opportunities: To learn about and vote for local nonprofits. It wasn’t just another tired work event. it was an experience. Get uncomfortable.

Campaign 78

Campaign Healthcare Represent Promote 78

Salesforce

MARCH 11, 2024

You decide to go for it… This is what account-based selling (ABS) is like. Read on to learn how to grow your business with account-based selling. What you’ll learn: What is account-based selling? Watch the demo What is account-based selling?

Sell 59

Sell Cross-sell Territory CRM 59

Spiro Technologies

JUNE 30, 2022

On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving and selling products. Now speaking about money Adam, I know one of the things we wanna talk about today is cash, and I looked up the expression “ Cash is King. ” Who knew that somebody needed to come up with that.

Sell 52

Sell Contract Electricity Up-sell 52

SaaStr

JULY 4, 2019

Why should somebody like Mason up there join our organization? Not talking about the person that can’t live up to your values as a company. What’s your expectation of current customer growth, cross-sells? I’m ready to sign back up. Set people free. What I’m talking about here are C players.

Engineering 83

Engineering Quota Growth Sales 83

Salesforce

MARCH 12, 2024

Offers a competitive advantage The effective use of competition based pricing is a great way to one-up your rivals. By strategically setting your prices in response to competitors, you can secure some of their customer base and stay ahead in the market. Sign up now Thanks, you’re subscribed! Consider these steps: 1.

Price 52

Price Profit margin Territory E-commerce 52

Sales Hacker

OCTOBER 20, 2020

So there’s never been a better time, there may be some incentives for signing up now, you should talk to the moment managers. John helps people and businesses grow by working with individuals, entrepreneurs and leaders to develop a vision for where they want to be and a strategic plan to get there. John, welcome to the show.

Gaming 79

Gaming Hospitality Objectives and Key Results Clients 79

Heinz Marketing

JUNE 3, 2019

We talk about the theme of Together… strategically it sounds like a great idea. Some things they may have figured out, some things they may still be working on like the rest of us and I think it’s interesting you talk about that theme of Together, strategically it sounds like a great idea. Operationally, not always so easy.

Pipeline 62

Pipeline Sales Objectives and Key Results B2B 62

Salesforce

FEBRUARY 29, 2024

If my years in sales have taught me one thing, it’s to never assume I know what’s really keeping a customer up at night. Their customers can fill out forms and make payments online, but they must come into the office to hand-sign rental agreements before picking up their equipment at a separate warehouse.

Customers 52

Customers Territory E-commerce Pharmaceutical 52

Sales Hacker

JANUARY 12, 2021

The future of selling in a post-COVID world [24:48]. Guided selling with Revenue Grid allows you to guide reps step-by-step through every deal, reducing guesswork and increasing consistency so your teams have the best odds with every opportunity in the pipeline. And if I recall correctly, the company is originally out of Austin, Texas.

Product 66

Product X-functional Retail Technology 66

Salesforce

MARCH 5, 2024

Reps spend only 28% of their week actually selling, according to the State of Sales Report. Product qualified leads (PQLs) Most often, PQLs are prospects that have signed up for a free trial product or freemium version of your subscription or software. Sign up now Thanks, you’re subscribed!

Territory 52

Territory SQL Contact E-commerce 52

Salesforce

NOVEMBER 8, 2024

Sign up now Thanks, you’re subscribed! Strategic use of automation can lighten workloads and improve productivity during working hours so there’s less to be done off the clock. Recent research suggests that salespeople only spend 28% of their time selling.

Commission 94

Commission Territory Quota Sales 94

Sales Hacker

OCTOBER 7, 2021

We’re often encouraged to hide, toughen up, and bury our emotions. Your sales career project has ups and downs. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Anita Nielsen is a best-selling author and sales performance coach. Anything less is failure.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Salesforce

MAY 2, 2022

Co-Founder, Women in Sales Club and Strategic Account Executive, Alyce, Chicago, Illinois. Strategic Account Executive, Terminus, Charleston, South Carolina. Sign up now. Why you should follow Daniel: He’s one of the world’s leading experts on LinkedIn, Sales Navigator, and social selling. Alexine Mudawar.

Gaming 98

Gaming GTM Consult Sales 98

Salesforce

APRIL 16, 2025

Some training programs cover essential management skills like coaching, sales performance management , motivation, conflict resolution, and strategic planning. Sign up now Thanks, you’re subscribed! They believe the path to developing a great sales coach is by uniting emotional selling with logical selling.

Technique 89

Technique Territory Sales Price 89

SaaStr

AUGUST 20, 2020

As for Kyle, prior to Figma he spent over 5 years at Dropbox achieving some incredible milestones including launching and scaling the Austin, Texas office from 3 to 80 people and being responsible for growing Dropbox’s leading partner ecosystem. Before Figma, Kyle spent close to 3 years as an Account Executive at ADP. What worked?

Sales 103

Sales Price Quota Start-ups 103

SaaStr

JUNE 10, 2020

If you have not set your workforce up to deal with this and you are not online and in the cloud and all the things that we need as employees in a business, you’re making that transformation now. I see a lot of conversations, these little town halls popping up, having conversations. Can we stand a community up?

Launch 88

Launch Start-ups Drivers/motivators Pipeline 88

SaaStr

MAY 27, 2020

We woke up February 2020 with a shock to the system and no idea what it would mean for our business. That’s the week that the CARES Act was signed into law and created some market stability that drove the Dow Jones back up. California employees about 17 million people, Texas about 15 million. FULL TRANSCRIPT BELOW.

Finance 103

Finance Government Price Contract 103

Heinz Marketing

MAY 13, 2019

And we’ve got the SiriusDecisions Summit coming up next week in Austin. Matt: Well, for companies that I’ve seen embrace this concept, they actually ends up being simpler. It ends up creating a lot more work than is necessary. That all has to be orchestrated and set up from a data level.

Pipeline 55

Pipeline Sales Objectives and Key Results B2B 55

Sell Or Die

JULY 16, 2019

Welcome to Woman Crush Wednesday, a brand new segment on Sell or Die. She has used strategic planning to build out her team, schedule more appointments and double her revenue. SEE JEFFREY AND JEN LIVE + SELL OR DIE LIVE August 26 - Dallas/Fort Worth, Texas August 28 - Columbus, Ohio September 24 - St. Blah, blah, blah.is

Strategic planning 40

Strategic planning Appointment Strategize Education 40

Hubspot

OCTOBER 28, 2019

When you're building an advertising strategy, it can be difficult to come up with creative ideas that help you capture new audiences. In the stream of sound bites, Dickerson gets hung up on or disconnected from who she's speaking to a number of times. One person sadly looks up the camera and says, "So I can never eat this again?"

Campaign 70

Campaign Gaming Launch Non-Profits 70

SaaStr

JANUARY 10, 2020

And Jake and I ran that business for eight years, grew it up, and sold it to Magento in 2016 and then promptly the two of us co-founded a spin out called Stitch Data where Jake was a CEO, which we sold to Talend in 2018. You’re selling capital and I think it was a really transformative experience for me.

X-functional 60

X-functional Start-ups Drivers/motivators Go To Market 60

Salesforce

SEPTEMBER 13, 2024

Building and maintaining customer relationships: Scheduling visits with key clients to understand their needs, following up about products and services, and gathering feedback. After a year or two in an entry-level sales role, you can begin to work your way up to sales development rep (SDR), business development rep (BDR), or sales engineer.

Territory 59

Territory Objectives and Key Results Cross-sell E-commerce 59

Salesforce

SEPTEMBER 24, 2024

Sales engineers have multifaceted roles The best sales engineers are technically-minded like an engineer, forward-thinking like a product manager, and have the selling chops of an AE. Focus on what your sales engineer can control It’s easy to get caught up in win/loss ratios and revenue tied to a specific sales engineer.

Engineering 52

Engineering Commission E-commerce Territory 52