Openview

FEBRUARY 7, 2018

In order to host QBRs that are viewed as invaluable, it all comes down to preparation and constructing just the right agenda that packs quantitative and qualitative data points into a succinct time period. And while the sales professional’s job is extensive and takes away from selling time, your output as a sales leader is even greater.

Construction 78

Construction Pipeline Cross-sell Quota 78

Sales Hacker

DECEMBER 12, 2018

For example, if they’re selling equipment leases in Massachusetts – a state with very different laws than the rest of the U.S. First and foremost, it should be considered strategic in helping to deliver on the goals of onboarding and sales training. Are they capable of creating an environment conducive to selling?

Cross-sell 85

Cross-sell Objectives and Key Results Sales Construction 85

Veloxy

FEBRUARY 22, 2023

Field sales, also known as outside sales , is a method of selling that involves sales representatives who engage with potential customers in person, typically outside of an office setting. Effective field sales management requires a range of skills, from leadership and strategic planning to communication and problem-solving.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

PandaDoc

OCTOBER 15, 2024

Richard Gosler, Creative Director PIXELHAUS Enterprise software : large companies that sell intricate software to other enterprise-level companies (B2B, Saas) need a high level of flexibility, customization, and have several steps within their sales cycles. It allows us to respond quicker to quotation requests and track the client’s activity.

Legal 52

Legal Contract Cross-sell Finance 52

Highspot

SEPTEMBER 30, 2020

Suddenly, your business has gone from a single salesperson to a team of hundreds, each of whom has a different approach to selling — and not all of them right for your business. Businesses use sales methodologies to codify their selling techniques and empower sellers to consistently achieve quota. Transactional Selling.

Cross-sell 85

Cross-sell Consult Sales Strategize 85

Search Engine Land

SEPTEMBER 14, 2023

No matter what you sell, you probably have customers who: Truly care about your company, products or services and content. You might operate in what’s classically considered a “boring” vertical such as law, cybersecurity, construction or insurance. Who loves your brand the most? See their own sense of being reflected in your brand.

Niche 129

Niche Intrinsic Campaign B2B 129

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. When you’re building the construct of a revenue plan, I care about key metrics. So the easiest way to look at it is to say, “We can sell more. We can cross-sell. In year two, we hit 1.5

Cross-sell 85

Cross-sell Clients Growth Up-sell 85

Highspot

OCTOBER 21, 2022

in order to help them sell… well – covers a lot of ground. Here are six steps to constructing (and maintaining) an effective sales enablement plan. . That’s because sales leaders know what good selling looks like. Let’s begin with the basics: What exactly is a sales enablement plan and how does it work?

Quota 75

Quota Construction Sales Pitch 75

PandaDoc

AUGUST 22, 2024

SaaS sales is the art of selling software-as-a-service (SaaS), focused on methods to obtain new customers while retaining/upselling existing ones. What makes selling SaaS products different from other types of sales? The combination of tools and features saves time and adds strategic value, improving the number of deals closed.

Contract 52

Contract Cross-sell Legal CRM 52

Hubspot

APRIL 1, 2019

When you talk about your value prop, use language that reflects strategic issues. They want you to help them tackle strategic opportunities like these: The competition. If your solution relates back to those problems, you can sell to the C-suite. Here are two presentations for constructing a new city.

Presentation 100

Presentation Technique Closing Sales 100

Highspot

JANUARY 19, 2022

This includes teaching them how to best engage with prospects, build relationships with customers, close deals, upsell and cross-sell, and much more. The material often deals with topics like relationship building, consultative selling , technology, remote communication with management, and more. Why Sales Training Is Important.

Technique 92

Technique Negotiate Pitch Inside sales 92

The Lost Book of Sales

FEBRUARY 1, 2021

Additionally, in the greater picture there is a mind-boggling lack of cross-disciplinarity in academia. ” When faithfully adhered to, these traits result in one of the best-known Munger characteristics: not buying or selling often! Don’t work for anyone you don’t respect and admire.

Intrinsic 105

Intrinsic Price Construction Trust 105

Heinz Marketing

APRIL 8, 2019

This week, Liz Michaud joins me in an episode I entitled “The power of relationship selling: New research, insights and opportunities for B2B organizations” Matt: Well thank you everyone for joining us on another episode of Sales Pipeline Radio. As we see more A.I. Liz: That’s our goal.

Pipeline 70

Pipeline Cross-sell Sales Up-sell 70

Highspot

JUNE 11, 2020

Cross-functional input into go-to-market strategies. Sales’ responsibility is, of course, to sell. Strategize together. Further, building your plan of attack together ensures that you have cross-team buy-in, eliminates confusion, and guarantees your teams are working towards the shared goals you outlined previously.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Hubspot

APRIL 30, 2015

Basically, he wanted to sell our core product to third parties, who would then turn around and sell the product to their customers.". Don't just report on what you crossed off your to-do list, report on what those activities achieved. "At the time, we sold our software directly to consumers. We know you're working.

Promote 78

Promote Cross-sell Construction Entertainment 78

Highspot

JANUARY 29, 2024

Additionally, negotiation serves as a catalyst for salespeople to cultivate enduring relationships with their customers, providing a platform for constructive communication. Consider price concessions you might be willing to make, what objections might be made, a timeline of deliverables, and even cross-sell or upsell opportunities.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

Highspot

JUNE 6, 2023

Establishing shared goals begins with defining common objectives and expected results to foster cross-team collaboration and understanding. Perfect the Art of Sales Playbooks and Plays Sales playbooks and plays help standardize and enhance sales processes by providing best practices and guidelines tailored to different selling scenarios.

Closing 52

Closing Product Objectives and Key Results Quota 52

Highspot

OCTOBER 23, 2023

It starts with strategic actions, teamwork, and market understanding. Five Ways a Successful Product Launch Can Benefit Your Business A well-orchestrated product launch is a strategic move that can ripple benefits across the company. A strategic product launch targets the needs and desires of its audience.

Launch 59

Launch Negotiate Product GTM 59

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. One of the most important lessons about crossing the chasm is that the task ultimately requires achieving an unusual degree of company unity during the crossing period.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Lead Fuze

AUGUST 6, 2021

By collecting and cross-referencing in sales data analysis, it’s possible to build highly-personalized value propositions tailored to the specific needs of each customer segment. If you want to increase revenue fast, start by reaching out to customers to cross-sell and up-sell products you think could also meet their needs.

Objectives and Key Results 64

Objectives and Key Results Click Through Rate Cross-sell CTR 64

PandaDoc

JUNE 11, 2024

From the benefits and types of B2B sales to key best practices, strategies, and more, let’s dive into the world of business-to-business selling. Implement key strategies like account-based selling, content marketing, and social selling. Implement key strategies like account-based selling, content marketing, and social selling.

B2B 52

B2B Process B2C Objectives and Key Results 52

ConversionXL

MARCH 1, 2016

An interesting Quora answer from Braden Hoeppner on the differences between the two practitioners: Braden Hoeppner: “A UX designer is the person typically responsible for constructing the interaction or visual representation of a user experience project. Now, that’s a risk of exploration. Over the long term, it makes us a lot of money.

UX 66

UX Conversion A/B testing User Experience 66

Sales Hacker

OCTOBER 7, 2021

Bring your feelings, gut instinct, experience, and constructive emotion into the boardroom and sit at the table. If you do something constructive with your doubt, and use it to advance yourself, it can be an asset. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson.

Sales 136

Sales Up-sell Start-ups Cross-sell 136

SaaStr

APRIL 24, 2020

John joined Adobe through the company’s acquisition of Omniture in 2009, where he served as executive vice president of marketing, driving all marketing efforts to strategically advance the industry’s largest standalone web analytics business. So, I think the strategic role for a founder has got to be an organic evolution.

X-functional 91

X-functional Strategize Retail Technology 91

SaaStr

FEBRUARY 7, 2020

Plus, from 2007 until 2013, Karen ran all of Box’s business development, partnership, and strategic alliance activities. Plus from 2007 until 2013, Karen ran all of Box’s business development, partnership and strategic alliance activities. How do you think about where maybe your strategic insight is most impactful?

Strategize 80

Strategize Pitch Growth Networking 80

SaaStr

JUNE 14, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. ” They’d show up and try and squeeze up EBITDA and try and sell you for an EBITDA multiple. .”

Strategize 63

Strategize Quota Non-Profits Price 63

SaaStr

MARCH 12, 2019

With the scaling of departments and teams, what has Erica seen work really well when it comes to making cross-functional teams communicate really well? I’m super interested because I’m always quite perplexed when one has those early adopters within the enterprise, but then one’s selling to maybe the CIO.

Contract 84

Contract Sports Cross-sell Start-ups 84

SaaStr

AUGUST 20, 2020

Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was. Kyle Parrish: No, it really isn’t.

Sales 100

Sales Price Quota Start-ups 100

SaaStr

MARCH 20, 2019

I think Jeff and I will often talk about how you could go to a hackathon or a developer event, a start up event and you would probably see a blue hoodie SendGrid developer evangelist at a table right next to Twilio red track jacket wherein a developer evangelist and they were there to help and they weren’t there to sell.

Start-ups 69

Start-ups Product Minimum Viable Product Niche 69

Highspot

MARCH 9, 2022

They’re strategic decision-makers, coaches, sales experts, and change managers, all rolled into one. They also play a role in each sales rep’s professional development by mentoring them one-on-one, doing annual performance reviews, and offering constructive criticism to help them reach their full potential. Sales Managers.

Intrinsic 95

Intrinsic Technique Cross-sell Sales 95

Martech

MAY 9, 2023

Founder Olivier Moingeon strongly advises brands not to sell NFTs and instead to consider this emerging technology as a long-term strategy to win the hearts of future customers. He believes the future of fashion is digital and that fashion houses will be selling digital wearables as their bread and butter within the next few years.

Cross-sell 101

Cross-sell Technology Technology Launch 101

Salesforce

OCTOBER 18, 2024

A top motivating factor for most people — especially those in finance, insurance, and construction — is money. You can sell products without holding inventory by partnering with suppliers who ship directly to customers. Food products: Create and sell artisanal foods such as sauces, desserts, or snacks. No problem.

Minimum Viable Product 111

Minimum Viable Product Cross-sell Niche Legal 111

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. No venture funding.

GTM 100

GTM Construction Up-sell Cross-sell 100

Hubspot

DECEMBER 27, 2023

What products or services is it trying to sell? Strategic planning “As a small startup, we're very agile, and we have already changed direction multiple times in reaction to market conditions,” says Louise Horscroft , Commercial Director at AquaSwitch. What prospects is your company trying to target? the rest is learned on the job."

Pipeline 75

Pipeline Profit margin Commission CRM 75

Sales Hacker

FEBRUARY 4, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Casey Woo is the Founder and CEO of Operators Guild, an invite-only community for professionals in strategic finance and operations roles. Prior to Landing, he served as the Global Head of Strategic Finance at WeWork. It has to be.

GTM 75

GTM Finance Cross-sell X-functional 75

SaaStr

MAY 21, 2019

35% annual growth rate by the industry on average to cross the half billion dollar mark. If you extrapolate this, take a third off the growth rate, ten full points of CAGER, we still have a line of sight to crossing that trillion dollar milestone in the next few years as an industry. We hit this milestone March 2nd last year.

Finance 75

Finance Growth Drivers/motivators Cross-sell 75