Partners in Excellence

MAY 30, 2017

Hunters do it in a territory, maximizing their share of territory. Farmers do it in a territory, maximizing their share of territory. The are generating net new revenue from their territories. A hunter’s territory may be defined as a city, region, country, or industry. No Room For Farmers!

Territory 66

Territory Cross-sell Account management Prospecting 66

Partners in Excellence

DECEMBER 20, 2016

Recently, Don Mulhern and I were have a discussion about misunderstandings–consequently lost opportunities in prospecting, new account development, account growth. If you are focused on new logos, you assess your territory, finding all the customers in your territory that have the problems your solutions solve.

Territory 60

Territory Cross-sell Prospecting Account management 60

Partners in Excellence

OCTOBER 20, 2011

This week we’ll focus on a metric critical to major, global or key account managers. For those of you with broad territories and dozens to hundreds of customers, this metric is probably of secondary importance. Your account plan should include very strong cross sell and upsell plans.

Territory 103

Territory Cross-sell Negotiate Account management 103

Sales Hacker

JULY 25, 2022

Sales development managers shoulder a host of responsibilities, but their biggest job is to coach their reps. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline. Metrics to measure in a sales manager dashboard.

Engineering 116

Engineering Objectives and Key Results Cross-sell Pipeline 116

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. Keep in mind that the majority of people in this position have several years of experience since they often have to work independently and excel at time management. Account Manager. This is where account managers come in. Regional Sales Manager.

Commission 94

Commission Territory Finance Inside sales 94

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs. A better selling experience. 5 benefits of CPQ software. Scaling sales operations.

Cross-sell 108

Cross-sell Contract Price Finance 108

Hubspot

OCTOBER 16, 2017

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. Acquire “seed” accounts. Manage deal flow. If they sell nothing in a month, their salary is zero.

Commission 101

Commission Quota X-functional Non-Profits 101

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Creates processes to enhance cross-functional collaboration between sales, marketing, and customer success.

Finance 116

Finance Cross-sell GTM SQL 116

Partners in Excellence

JANUARY 31, 2018

Account Based Marketing/Selling is all the rage today. But having played in this space for more than a few years, a lot of what I see is deja-vu all over again, echoing concepts from the 80’s, 90’s, even before (look at some of the original books on account based selling and when they were published.

Sell 71

Sell Territory Cross-sell Strategize 71

Partners in Excellence

MAY 3, 2022

Yet when we talk about the same things to the end users, they look at us with their eyes crossed. ” One of my regional managers knew I had a relationship with the CEO of a major US telecom company. This regional VP thought he should call at the top, asking me to arrange an intro to my friend the CRO.

Strategize 102

Strategize Territory Cross-sell Finance 102

Sales Hacker

DECEMBER 22, 2020

million with about 10, and today we’re sitting with 13 people, and we just crossed 2 million in revenue. So the easiest way to look at it is to say, “We can sell more. We can cross-sell. We were profitable in our first month. We scaled in our first year to 446,000 and had about five people. Where is that plan?

Cross-sell 103

Cross-sell Clients Growth Up-sell 103

Partners in Excellence

OCTOBER 29, 2015

” Or we may focus on regions/geographies (though that is becoming less of a factor for many). Customer Solution Maturity: Geoffrey Moore, in Crossing The Chasm , popularized a version of customer maturity as outlined in the diagram below. It may cause us to think about how much we want to invest in those accounts that struggle.

Manufacturing 105

Manufacturing Cross-sell Territory Finance 105

Hubspot

APRIL 2, 2018

It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over. If a prospect sends an email saying, “ I’m not sure I can sell this internally, ” reply with, “ I can help with that -- I’ll give you a call and we can discuss. ”

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Search Engine Land

JUNE 14, 2023

For instance, if you’re selling high-end clothing, you should think twice before giving an affiliate agency carte blanche to work with a range of coupon sites. If you’re seriously considering working with an agency that focuses on affiliate, ask for case studies and testimonials from cross-channel agency partners.

Contract 83

Contract Cross-sell Territory Niche 83

Salesforce

NOVEMBER 16, 2023

Leaders from your different regions show up with estimates they all calculated in different ways, some of them in spreadsheets. Using a revenue intelligence solution, you can proactively identify opportunities or renewals at risk, find high-growth accounts, and drive predictable revenue growth so you and your team can sell better.

Process 59

Process Territory Objectives and Key Results Pipeline 59

SalesLoft

MAY 31, 2016

Sales pods are collections of cross-functional roles, each dependently intertwined to achieve a specific and scalable goal within a sales organization. To reach that end goal, should your sales pods be cross-functional? Should they be divided by territories? find, sell, and keep ). This is where sales pods come into play.

Strategize 52

Strategize Teamwork Cross-sell Objectives and Key Results 52

SaaStr

AUGUST 27, 2019

I think that we would probably all agree that there is no one more motivated than the founder in the founder led sales stage to get sales, cross the line, and when it comes to comp design, there’s really no big comp design to be had if the founder’s the one closing the deals. We can talk about all the accounting stuff.

Territory 63

Territory Contract Cross-sell Drivers/motivators 63

Sales Hacker

DECEMBER 12, 2017

of the company should be the sum of their parts (organic + sales + account management + marketing), and everything should add up. How to Address Comp Plans for Selling New Products. Splits / Territories / Geographies. First, the goals should all be linearly aligned and cumulative. Step 8: Refine and Improve.

Quota 98

Quota Non-Profits Sales Drivers/motivators 98

Sales Hacker

APRIL 16, 2018

9) Territory planning and territory creation [33:30]. Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. Sales management at Global Crossing. Global Crossing had just bought Frontier Communications.

Territory 44

Territory Cross-sell Up-sell Objection handling 44

Gong.io

JULY 27, 2022

Territory plans. When you’re fully aligned with your clients on their biggest objectives, you’re better positioned to help them meet them and identify relevant upsell and cross-sell opportunities. QBRs can also be used to identify growth opportunities within an account. Expansion opportunities. How often to hold a QBR .

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Sales Hacker

JANUARY 13, 2020

Jay has spent 30 years in the financial services industry; holding various roles in sales, direct marketing, online marketing and cross-selling strategies. Why you should offer value first when selling. The upsell approach vs. value-sell approach [7:33]. The blessing and curse of selling an amorphous product [12:51].

Cross-sell 59

Cross-sell Territory Up-sell Growth 59

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. Get the free report What is tech sales?

Networking 59

Networking B2C Cross-sell Negotiate 59

SalesLoft

DECEMBER 19, 2023

Account Execs (AEs) and Account Managers (AMs) can track multi-threaded conversations across channels, so they always have the complete context for every conversation. And that’s just the sell side. Territories change. A sale is not a one-time — or even a one-team — thing. But how can you get to those insights?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Sales Hacker

OCTOBER 21, 2019

My advisor said the idea was great but that it wouldn’t work unless I learned how to sell. However, my plans changed once I discovered the unique challenges of selling. I’d have to say it’s either SNAP Selling or More Sales Less Time. . SNAP Selling focuses on how to deal with today’s overwhelmed buyers. Fail Fast!”

Sales 98

Sales Up-sell Start-ups Cross-sell 98

Sales Hacker

OCTOBER 7, 2021

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. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace. Anita Nielsen.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. Tips on whole product management. As a buying group, visionaries are easy to sell but very hard to please. What is the "Chasm"? A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Hubspot

NOVEMBER 7, 2023

A CRM system generates an accurate sales funnel for you, which makes it easier to forecast future sales and effectively manage your team’s pipeline. You can also identify specific regions or industries to sell into and benchmark your average sales cycle. Customer segmentation. Scaling a sales process. Leaderboards. Mobile CRM.

CRM 78

CRM Contact Contract Objectives and Key Results 78

Hubspot

JANUARY 14, 2015

The bag of stuff that I had to sell kept getting bigger. "By By the end of my run there, search had starting taking off and I was selling a bunch of it to advertisers and agencies. My first job was as a cashier and shelf stocker at a Brooks Pharmacy, a regional chain of retail pharmacies in New England. Follow @andrewteman.

Healthcare 78

Healthcare Hospitality Finance Consult 78

SalesHandy

JULY 12, 2022

If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. It makes use of account-based marketing, which focuses on selling to targeted accounts that align your products/services’ capabilities with the needs of the customers.

Customers 59

Customers Cross-sell Represent Up-sell 59

Heinz Marketing

AUGUST 27, 2018

This week Norman Behar , Founder & Managing Director at Sales Readiness Group joins us as we focus on content and best practices in this episode called, Training & Professional Development for your Sales Managers: New Best Practices from Norman Behar. We have account executives. We have account managers.

Pipeline 58

Pipeline Objectives and Key Results Sales Inside sales 58

SBI

JUNE 12, 2019

” Zilliant’s new office, co-located on the SAP world headquarters campus in Walldorf, Germany , allows Zilliant to accelerate its growth within the region in collaboration with SAP. Revegy, a leading provider of strategic account management technology, is proud to announce the addition of David Keil to its Board of Directors.

Price 20

Price Cross-sell B2B Strategize 20

Cience

FEBRUARY 21, 2020

How to Write Email Copy that Sells. LinkedIn Sales Navigator It’s an essential tool for lead research and social selling. You can implement it for advertising regional promotions or with the help of location-specific content, draw the attention and offer a personalized experience. How to Write Email Copy that Sells.

Campaign 79

Campaign B2B Objectives and Key Results Contact 79

Sales Hacker

DECEMBER 10, 2024

I feel like from selling flip-flops to half a billion dollar acquisition by Procore feels like a pretty damn good title for this episode. And I tried to sell Scott Wolf health insurance for the company, thinking that it was much bigger than what it was. I love it. Martin Roth: [1:15] Or at least a podcast episode. There was a handful.

GTM 114

GTM Construction Up-sell Cross-sell 114

Sales Hacker

MARCH 11, 2025

Creative tactics like video mailers and regional user groups to engage customers and drive product adoption. Ellen Turchilla, you know, she challenged me and said, in addition to this executive level, you know, advisory board, I want to launch these regional user groups that she called rugs. 52:48 A fantastic multi-media mail campaign.

GTM 81

GTM Growth X-functional Referrals 81

Hubspot

DECEMBER 27, 2023

Pipeline management training can increase your sales manager’s effectiveness. It can also provide the necessary structure and knowledge to help sales teams improve their account management processes. What products or services is it trying to sell? Sounds too good to be true, doesn’t it? It’s just not their thing.

Pipeline 78

Pipeline Profit margin Commission CRM 78