SaaStr

APRIL 30, 2024

The CRO at Owner, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion at Workshop Wednesday, held every Wednesday at 10 a.m. How to build operational excellence into your organization at different stages of the growth curve. How do you build GTM efficiency in SMB sales? They grew 2.5x

Go To Market 101

Go To Market GTM X-functional Objectives and Key Results 101

Cerebral Selling

JANUARY 23, 2023

Maybe you have one of the more expensive solutions on the market and have to routinely defend your pricing. Perhaps you work for a boutique firm or startup and constantly deal with questions about your size, youth, or perceived lack of experience. What is Inoculation? It’s called inoculation.

Objection handling 201

Objection handling Cross-sell Price Up-sell 201

Veloxy

JULY 19, 2023

Are you struggling to optimize your sales territories and boost your sales team’s productivity? 64% of companies struggle with ineffective territory planning. In this blog post, we will guide you through the essential steps to create an effective sales territory management plan that will lead your team to success.

Territory 130

Territory Objectives and Key Results CRM Outside Sales 130

Gong.io

AUGUST 31, 2021

They’re bombarded with too many types of messages and ads every day to notice you if you’re doing what everyone else is doing. I’m the CMO of Gong, the fastest-growing revenue intelligence company in the world, and nothing we do is subtle. How many other SaaS companies do you see rocking bright purple in their branding? .

Product 118

Product Technology Technology Education 118

Veloxy

JUNE 23, 2021

For most companies, selling virtually has become the new norm. Instead, you need to train your team and hone their skills to make their experience remarkable. Instead, you need to train your team and hone their skills to make their experience remarkable. And would you want the prospect to only see part of your face?

Sell 317

Sell Education CRM Up-sell 317

Cerebral Selling

JANUARY 14, 2023

As an AE, you may be blowing through your number, signing deals, and having the time of your life. You could also be well behind your quota, struggling to stay motivated and worried about job security. As a leader, it’s likely that your team has a mix of both. Why are targets what they are?

Quota 188

Quota Pipeline Drivers/motivators Negotiate 188

Veloxy

MAY 11, 2023

44% of executives at companies with revenue exceeding $250 million believe their pipeline management to be ineffective. Do I have your attention? Now imagine a world where your sales process flows seamlessly, leads never slip through the cracks, and revenue pours in effortlessly. Here’s a fact. Let’s get started.

Pipeline 130

Pipeline Gaming CRM Prospecting 130

Veloxy

JUNE 23, 2021

As any business will attest, there’s no greater feeling than when your company grows and reaches a point where you need to expand your inside sales team. This is what you have been working so hard to achieve, right? Unfortunately, your company might be the root of the problem. The trend is the same.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Sales Hacker

DECEMBER 1, 2023

However, there are companies excelling despite the challenging macro environment. Take a peek behind the curtain with me on certain areas of insight into two companies that are excelling – let’s get into it. A focus on disciplined execution permeates the company, from Adam Guild (Co-Founder and CEO) through to every team member.

GTM 88

GTM Contract Represent CRM 88

Sales Hacker

AUGUST 5, 2021

Gaining an understanding of the culture you’re selling into matters, not only for the benefit of your bottom line and your clients but for your internal teams, too. To understand and measure your team’s effectiveness, you need to understand their market and how their specific culture influences it.

Sell 107

Sell Territory Negotiate E-commerce 107

Sales Hacker

DECEMBER 19, 2022

I’ll walk you through the impact of job-hopping on our post-pandemic sales landscape , and what it actually does to sales careers and team culture. But also the cost it has on their careers — and your sales team. Related: Should You Quit Your Sales Job? (3 See: how turnover negatively affects companies).

Represent 79

Represent Sales Consult Growth 79

Sales Hacker

NOVEMBER 3, 2022

Consider these three statistics from Zippia : 74% of US companies currently use or will implement a hybrid work model. 64% of companies will provide additional training on how to manage a virtual workforce. Culture, equality, and opportunity in the hybrid workforce. What are they passionate about?

Sales 85

Sales Cold Call Gaming Quota 85

Search Engine Land

MARCH 30, 2023

One of the best things about starting your own business is that you can set it up to reflect your values. As a leader, you set the stage for: How the company will operate. Want to build your own values-based agency? Here’s how to ensure the values you set are infused within your organization.

Clients 86

Clients Trust Relationship building Start-ups 86

Sales Hacker

FEBRUARY 23, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. When examining aspirational companies, it’s common to focus on emulating what is visible. When examining aspirational companies, it’s common to focus on emulating what is visible.

GTM 90

GTM Sell Finance Launch 90

Search Engine Land

JANUARY 4, 2023

As we ring in a new year, among your 2023 goals as an agency may be to level up your data game, deliver excellence to your current clients and stand out to prospects. Using the following tips will help you start laying the groundwork to build a culture of data within your organization.

Education 91

Education Government Clients Pipeline 91

Salesforce

JANUARY 2, 2024

What other revolutionary trends will we see explode onto the scene by this time next year? Here’s what sales leaders should keep an eye on. AI has the potential to save significant time by handling these routine tasks, giving your team the freedom to spend more time building relationships with customers and making sales.

Sales 69

Sales Cold Call Technique B2C 69

Salesforce

OCTOBER 9, 2023

Learn how to use data to inform your DEI work Create a culture that embraces diversity, fosters innovation, and paves the way for long-term success. Get articles selected just for you, in your inbox Sign up now Educate hiring teams Educate your hiring teams about the benefits of diverse hiring. Read on for our tips.

Education 134

Education Legal Start-ups Technique 134

Sales Hacker

OCTOBER 27, 2022

I’ve never met anyone who doesn’t share the 115-year-old learn-from-your-mistakes sentiment of Mr. Moody. In one of my companies, when I started in my role, the existing culture created a fear of losing. The consequences of win-at-all-cost culture. You’ll have to change the culture on losing.

Pipeline 86

Pipeline Territory Referrals Quota 86

Salesforce

FEBRUARY 10, 2022

Your company accumulates mass quantities of data every day. The question is, what trends are you missing? Building a Data Culture is the only way to unearth these buried insights. Yet companies that embrace this approach to decision-making are more successful. Unearth buried insights: build a data culture.

Territory 98

Territory Strategize Growth Technology 98

Salesforce

JANUARY 2, 2024

What other revolutionary trends will we see explode onto the scene by this time next year? Here’s what sales leaders should keep an eye on. AI has the potential to save significant time by handling these routine tasks, giving your team the freedom to spend more time building relationships with customers and making sales.

Sales 64

Sales Cold Call Technique B2C 64

Martech

MARCH 20, 2024

A successful rebranding can reinvigorate a company’s reputation, value proposition and growth potential. Here are seven critical lessons learned from my 15 years of experience guiding global B2B technology companies through rebranding initiatives, as an internal team member and external consultant. Descriptive names (e.g.,

Strategize 101

Strategize B2B Legal Launch 101

Salesforce

DECEMBER 12, 2023

That’s why fostering a customer-obsessed culture can improve an organization’s health and longevity. While you may have heard of customer obsession and think your company is hitting the mark, how can you be sure? What you’ll learn: What is a customer-obsessed culture?

Teamwork 59

Teamwork Customers Cross-sell Strategic planning 59

Martech

FEBRUARY 15, 2024

Mergers and acquisitions can throw your marketing plans into chaos. Regardless of how often your company acquires brands, it helps to have a playbook to streamline the process. Find out what is working, what goals the new team has and what tools they use. Get everyone aligned on timelines.

Objectives and Key Results 88

Objectives and Key Results Cross-sell Campaign Strategize 88

SaaStr

JULY 27, 2022

Founded in 2015, PayFit is a software company that empowers entrepreneurs and SMBs to digitize payroll and HR processes. Boterri’s company Accel invested in PayFit in 2017 and again in 2021. As of 2022, Payfit has reached unicorn status –– after raising $289 million in Series E, the company is now valued at $2.1

Go To Market 72

Go To Market GTM B2C Price 72

Salesmate

AUGUST 13, 2020

How to protect the field-sales culture ticking and productive? What is the future of sales? The real issue is that every day is different, with a rising number in cases, and the rules to curb the spread have left companies no other options but to close the shop or view alternatives to function at a break-even.

Appointment 122

Appointment Sales Pipeline CRM 122

Sales Pop!

JULY 3, 2023

Hunting the top talent for your sales team requires putting in some elbow grease to scout, choose, and onboard a perfect match. But what would motivate a sales professional to join your company? The potential hires should acknowledge that your business is on a meaningful mission and their role will make a difference.

Sales 52

Sales Technique Commission Construction 52

SaaStr

JULY 18, 2022

The competition for engineers is fiercer than ever — and that means that companies need to work harder than ever to attract and retain them. Each company approaches this challenge uniquely, but there are a few features consistent in every workplace that are hard to leave. Focus on retaining your engineers from day one.

Engineering 87

Engineering Non-Profits Growth Technology 87

PandaDoc

FEBRUARY 13, 2023

It’s vital to recognize the importance of collaboration across your company. Your company will achieve its goals more efficiently and to a higher standard by working cohesively. What is interdepartmental collaboration? The following tips will guide you on your way to better business collaboration: 1.

E-commerce 91

E-commerce Legal Promote Trust 91

SaaStr

DECEMBER 5, 2023

All of these components will ultimately drive your valuation. Most companies go upmarket to expand their TAM, land bigger deals, and find more opportunities. Going upmarket drives category leadership because you establish yourself as the company that the Fortune 500 logos use. Security — SOC 2 compliance is table stakes.

GTM 74

GTM Cross-sell Government Legal 74

Heinz Marketing

OCTOBER 28, 2022

The following are some of my top takeaways from the sessions and keynotes they originated from with brief explanations: Creativity can be your competitive advantage. Creativity is the best way to connect to your audience. Harness and tap into it from everyone in your team – Product, Sales, Marketing, etc. Resist the status quo.

B2B 114

B2B B2C Networking Campaign 114

VanillaSoft

JULY 7, 2021

Are your sales reps productive? They may be busy, but not in a way that positively impacts your bottom line. What do you think they would say if you asked them? Their answers may surprise you as according to surveys, sales reps only spend 33% of their time talking to prospects and actually selling. . I’m glad you asked.

Product 102

Product Inside sales Objectives and Key Results Appointment 102

Hubspot

FEBRUARY 22, 2023

Many headlines throw the term around, claiming that employees are doing it — but do we really know what that means? And if so, what does it look like to sales professionals? If salespeople are withdrawn and unmotivated, prospects will be forgotten in the sales pipeline or lose interest. Sales rely on won deals.

Drivers/motivators 67

Drivers/motivators Quota Sales Pipeline 67

Sales Pop!

MAY 26, 2023

What is Sales Enablement? The goal of sales enablement is to improve the productivity, efficiency, and effectiveness of the sales team, by providing them with the necessary resources to engage and convert prospects into customers. Depending on who you talk to, there are various definitions of “sales enablement.

Objectives and Key Results 98

Objectives and Key Results Cross-sell Sales Strategize 98

Salesforce

JULY 6, 2023

As sales fanatics, we often ask ourselves: What makes top sellers the best at what they do? We wanted to know what sales book made the lightbulb go off above their head, along with their favorite passages and the takeaways that changed how they sell. Get deals done, make customers successful, and help your company grow.

Quota 86

Quota Closing Education Sales 86

SalesLoft

AUGUST 22, 2022

Too often what could be a powerful, individualized conversation ends up being generic training or a discussion about how many calls were made. It’s Time to Modernize Your Sales Coaching. Using what we learned, we built workflows to deliver the best practices of world-class coaches to every user. – Zengar Folkman. .

Cross-sell 97

Cross-sell Construction Trust Sales 97

Spiro Technologies

SEPTEMBER 15, 2022

The internet has done plenty of wonderful things for salespeople, from providing enormous resources to helping us connect with prospects. But you’d be better served learning how to weed out bad prospects in favor of good ones than trying to fit a round peg in a square hole. Making money is all that matters. Not quite.

Commission 111

Commission Inside sales Outside Sales Up-sell 111

Martech

AUGUST 22, 2023

Let’s look at a company that figured out how to change their marketing to meet their buyers’ behavior and create a positioning that added greater value to their perception in the marketplace. Their company is distinguished by a culture of trust and service, where business is often done on a handshake. Let’s review them now.

B2B 75

B2B Process Manufacturing Customers 75