Sales Hacker

APRIL 1, 2021

Expansion to new territories is never easy, but the coronavirus is providing a wakeup call for enterprises and established companies to start looking at how customers say they prefer you to sell to them. While that can feel like a B2C trend, your B2B shoppers and targets are doing much the same thing.

E-commerce 92

E-commerce Territory Transportation B2C 92

Sales Hacker

NOVEMBER 15, 2017

This sales glossary is meant to reduce ramp time for new reps that are getting immersed in B2B sales jargon for the first time. Account-Based Marketing. B2B is an acronym for Business-to-Business, a model for selling, relationship-building or engagement. . Go-to-Market Strategy. AB Testing. Base Salary.

B2B 105

B2B E-commerce Cold Call Represent 105

Heinz Marketing

DECEMBER 9, 2021

Welcome to the eighth installment of The B2B Marketer’s Quick Start Guide. Features/functionality: ZoomInfo has a portfolio of solutions that combine B2B intelligence and company contact data with engagement software, and dynamic workflows. Without further ado…. Today’s post is about Sales Intelligence platforms/tools.

B2B 78

B2B Objectives and Key Results Contact Sales 78

Hubspot

JANUARY 25, 2019

grouped by region: 1. Region : East Coast. Openview works with companies of all kinds to help with their expansion stage and go-to-market strategy. Region : East Coast. Region : East Coast. Region : West Coast. Region : West Coast. Region : West Coast. Region : West Coast.

Territory 97

Territory Finance Healthcare Negotiate 97

Gong.io

OCTOBER 6, 2021

This gregarious hound gained huge recognition amongst the B2B crowd and was becoming a bit of a legend in social circles. Our bold, festive graphics and bright colors, hilarious social commentary, useful content and laid-back narrative were unique amongst the B2B crowd and connected with sales pros everywhere.

Angle 153

Angle Represent Drivers/motivators Territory 153

Sales Hacker

JULY 28, 2021

Territories: When you reassign territories or hire new reps, there is a significant ramp time before reps can forecast accurately and build new pipeline. Products and pricing: Any planned changes to your product pricing and the addition of new products to the market will affect your forecasting results. SalesDirector.ai.

CRM 131

CRM Pipeline Territory Sales 131

Highspot

JANUARY 27, 2021

The remote reality has accelerated the pace of digital transformation and changed the way go-to-market teams engage buyers. ” (Predictions 2021: B2B Sales, Forrester Research, Inc., ” (Predictions 2021: B2B Sales, Forrester Research, Inc., According to Gartner, Inc., Buckley, T. Travis, 8 September 2020).

Growth 98

Growth Customers Territory Strategize 98

Heinz Marketing

JULY 10, 2018

B2B marketers want to know how their marketing ops and demand generation performance compares to industry benchmarks. Industry benchmarks in B2B marketing must be viewed with pragmatic caution. Market – regulated, SMB, enterprise, government, regional, international. Go to market strategy.

B2B 53

B2B Real Estate Government Healthcare 53

Sales Hacker

DECEMBER 21, 2017

Because of its broad scope and deep impact on both top line (productivity) and bottom line (efficiency) performance, the sales operations department has become a strategic and indispensable component of a mature sales organization, especially in the enterprise, SaaS and B2B space. . Sales Territory Assignment and Growth Forecasting.

Territory 107

Territory Non-Profits Contract Quota 107

Sales Hacker

SEPTEMBER 29, 2023

Manny Ataebi (SVP of Marketing, Eureka – Seed) shares his perspective from experience with B2B enterprise from Seed through Series B/C: “In person dinners: Doing very well with these as we travel around the globe for locations. Most times working with another company or two, sometimes alone.

GTM 129

GTM Growth B2C Territory 129

Sales Hacker

JULY 16, 2020

And while Giphy is a timely B2C example, the good news for SaaS sales professionals is that all these effects are amplified even more in a B2B context. In B2B, so much more of what’s important overlaps with what the ecosystem brings to the table: scalable lead generation, stickier products, higher conversion rates, and measurable outcomes.

Pipeline 127

Pipeline E-commerce Cross-sell Referrals 127

SalesLoft

FEBRUARY 19, 2020

Objections come with the territory when making cold calls. In the 10 years since this concept has become a standard in complex B2B sales. But how do you set a “Challenger” go-to-market strategy in motion? 3 Must-See Sessions. 1) Handling Objections & Rejections.

Inside sales 95

Inside sales Cold Call Territory Drivers/motivators 95

Heinz Marketing

JUNE 8, 2018

I’ve been asked more often than usual the last couple months for advice on how to organize a modern B2B marketing department. With the growing complexity of marketing itself in today’s B2B buying landscape, many CMOs are appropriately grappling with how to organize their teams to best match that complexity.

B2B 57

B2B Territory Campaign Pipeline 57

Salesforce

OCTOBER 22, 2021

If you’re running a successful B2B company, your sales operations (sales ops) crew is likely the unsung hero of your sales process. If they go about it with zero strategy or focus on operations, it could lead to a “Wild West” situation where territories overlap and reps argue over accounts and leads. Learn more.

Territory 98

Territory Strategize Sales Healthcare 98

Sales Hacker

FEBRUARY 3, 2020

SaaSy Sales Management runs in-person, public, and private workshops to teach go-to-market SaaS leaders how to produce the best outcome for their company and their people. Founders should move to the region where they want to expand into. Expanding into New Regions [24:45]. Expanding into New Regions [24:45].

Territory 90

Territory Hospitality Consult Engineering 90

Xant

JUNE 16, 2021

The same trends are found in B2B sales— 92% of B2B buyers say they are more likely to purchase after reading a positive review. Go-to-market teams should be hitting 60% attainment consistently as a baseline. In 2020, consumers notably valued experience over pricing.

CRM 105

CRM Sales Territory B2B 105

Sales Hacker

FEBRUARY 7, 2018

Growth rate depicted from traditional B2B sales teams vs. SaaS Sales teams. What is new in today’s B2B software world is that products sold against an OpEx (SaaS) model experience an exponential growth due to a variety of factors; An increase in Online Spend – B2B customers are increasing their online spend.

Growth 101

Growth GTM SQL Strategic partnership 101

SaaStr

JANUARY 21, 2022

If your organization is seeking growth in a new segment, like B2B—it will be a challenging ride because you’ll be in an unknown space. Now, let’s look at ten learnings that Dorian gathered while scaling Grammarly from a Consumer to an Enterprise brand with B2B offerings. Go-to market mechanisms don’t translate.

B2C 98

B2C B2B Non-Profits Launch 98

Hubspot

MAY 8, 2020

Demandbase was built with B2B marketing in mind and offers a user-friendly interface. With Engagio, B2B marketers can provide a personalized approach to engagement for accounts. You can use the software to align marketing and sales goals, as well as align revenue operations. Image Source. Image Source.

GTM 101

GTM Price Contact Campaign 101

Lead Fuze

NOVEMBER 30, 2021

Companies are learning that expansion and growth to new territories is never easy, but the coronavirus has provided a wake-up call for them. It’s helpful to do this before a crisis because it will show you what the market may return to or beneficial areas relative to the current situation.

E-commerce 52

E-commerce Territory Transportation Retail 52

Hubspot

MARCH 21, 2018

But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. So, which go-to-market should you choose? As they’re purchasing more goods for personal use on Amazon and other websites, they’ll naturally expect this model to work seamlessly in the B2B environment as well.

Outside Sales 101

Outside Sales Inside sales Quota Sales 101

Highspot

FEBRUARY 20, 2025

Key Takeaways Product training is essential for anyone responsible for taking a product to market. 77% of B2B buyers found their most recent purchase very complex or difficult, emphasizing the need for in-depth product knowledge. Product training techniques like gamification keep teams motivated.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Sales Hacker

JUNE 2, 2020

Rather than just reading or listening, you can now ask questions and get amazing thoughtful answers from the world’s B2B sales professionals who’ve been there before, plus you can share your experience with others. Go to Saleshacker.com and create your profile today. Pangea tries to put that the right way round.

Pharmaceutical 80

Pharmaceutical Territory Cold Call Networking 80

Heinz Marketing

MARCH 25, 2019

It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We are featuring some of the best and brightest minds in B2B sales and marketing each week. So think of it as a series of sales plays that are intertwined into a go to market.

Pipeline 85

Pipeline Sales Up-sell Quota 85

Sales Hacker

NOVEMBER 25, 2019

Make it branded : A little internal branding can go a long way towards driving adoption and positive impressions among the sales team. RELATED: Power-Up Your B2B Sales Enablement Strategy With These Essential Tips. Go-to-market information. Geographic reach : Which geographic regions your competitor is targeting.

Objection handling 91

Objection handling GTM Cross-sell Sales 91

Hubspot

MARCH 2, 2017

Every year, Content Marketing Institute (CMI) and MarketingProfs conduct massive surveys of B2B and B2C marketers in North America and distill the findings into reports full of original, useful data about how marketers do their jobs in the current year. B2B Paid Content Distribution: Facebook vs. LinkedIn.

B2C 78

B2C CTR Technology Technology 78

Heinz Marketing

OCTOBER 7, 2019

The show is less than 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Every week we’re featuring some of the best and brightest minds in B2B sales and marketing. So thank you so much everyone for joining us. I talk about it all the time.

Pipeline 72

Pipeline Territory Sales Healthcare 72

Heinz Marketing

MARCH 1, 2021

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We are featuring every week some of the best and brightest minds in B2B sales and marketing. For those who have been listening for a while, you know the drill.

Pipeline 127

Pipeline Sales Up-sell Start-ups 127

Highspot

MAY 5, 2020

Experienced enterprise B2B sales executive Thomas Hellweg has joined Highspot to lead expansion in the DACH region as the company continues doubling year-over-year (YoY) across all primary business metrics. “Our number-one priority is to enable our customers’ success,” said Highspot CEO Robert Wahbe.

Launch 52

Launch Territory Strategize Technology 52

Sales Hacker

JUNE 14, 2018

You might need a team to handle your entire sales process in a new region. Eg, consumer sales, B2B sales-specific, or other? Can you illustrate your firm’s proven track record of selling in the enterprise, mid-market, or SMB segments ? How will your company support and enable expansion into a new geography or market segment? (

Objectives and Key Results 82

Objectives and Key Results Quota Sales Territory 82

Heinz Marketing

JANUARY 24, 2022

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. If you like what you hear today, we try to cover good topics in B2B sales and marketing. We try to feature some of the best and brightest minds in B2B sales and marketing.

Pipeline 115

Pipeline Real Estate Sales Gaming 115

SalesLoft

FEBRUARY 21, 2020

This Wright Brothers side story has a lot to teach anyone in the business of complex B2B selling. In the last 10 years, the idea of delivering disruptive commercial insight to customers and leading them to a related solution has become the sought after go-to-market strategy. From Manned Flight to Commercial Insight.

Territory 59

Territory Drivers/motivators Up-sell Consult 59

Sales Hacker

APRIL 30, 2018

In general, Sales Ops handles the daily operational side of the sales organization including territory planning, transactions management, compensation , and systems management. from prospect to marketing qualified lead, from sales qualified lead to won opportunity and to a closed deal). . 7) Average Win Rate. 8) Attach Rate.

Non-Profits 102

Non-Profits Profit margin Quota Sales 102

SBI

JANUARY 31, 2020

TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory. ndrew Gilman, Head of Marketing, NWN Corporation. Accurate and actionable data is the lifeblood of high-performing Go-To-Market organizations,” said Andrew Gilman, Head of Marketing, NWN Corporation.

Territory 22

Territory Engineering Strategize Technology 22

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Static Opportunity Properties: amount, stage, industry, region, custom properties, etc. Static Account Properties: region, territory, owner, custom properties, etc. Take Advantage of the Data!

Contract 62

Contract Territory Cross-sell Pipeline 62

SBI

JULY 12, 2018

Joe: InsideView helps B2B companies drive rapid growth by empowering business leaders to quickly and confidently make go-to-market decisions. With InsideView, companies have a single source of truth to understand their Ideal Customer Profile (ICP), build their Total Addressable Market (TAM) and pinpoint who they should target.

Gaming 41

Gaming Territory Contact Drivers/motivators 41

Sales Hacker

JANUARY 21, 2019

In 2016, his sales operation grew from targeting B2B to B2C, from SMB to enterprise, and from domestic to global with customers and offices all over the world. Not just be a regional vice president or something like that, but to be the vice president of sales, and to work for the CEO. We’re going to market in about a month.

B2C 18

B2C Territory Follow-up Inside sales 18