Sales Hacker

APRIL 30, 2024

In this role he oversees all aspects of G2’s revenue generation, including global sales and customer success, enablement, partnerships, and revenue operations. Prior to his tenure at Upwork, Eric held a number of leadership roles at CareerBuilder, most recently as President of Vertical Sales.

GTM 89

GTM Customers Contract Go To Market 89

Highspot

AUGUST 18, 2024

With so many options, ever-changing expectations, and people involved in decision-making, it’s no wonder why many sales teams often struggle to understand what their customers need. It unifies sales, marketing, and customer success teams by providing a clear, shared approach to understanding and addressing customer needs.

GTM 52

GTM Retail Contract Drivers/motivators 52

Sales Hacker

JULY 29, 2019

This week on the Sales Hacker podcast, we speak with Ed Calnan , co-Founder and CEO of Seismic. Today he’s discussing how to go to market with an enterprise solution. With a background in sales leadership that extends beyond 20 years, he knows a thing or two about growing a company. Subscribe to the Sales Hacker Podcast.

Go To Market 52

Go To Market Electricity Healthcare Education 52

Salesforce

JULY 28, 2022

Fortunately, sales leaders can work to avoid these hardships by acting now. To ensure your company is recession ready, develop a game plan for your sales organization that focuses on investments in tools, training, and effective sales tactics. A resilient sales org can nimbly respond to market changes whenever they arise.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Martech

SEPTEMBER 14, 2022

Over 90% of buyers said ease of implementation was a critical factor when it came to the decision to renew a contract. Other important considerations were ROI within six months and ease of use (most contracts were six months or less). Dig deeper: Why B2B buyers are coming to hate traditional B2B selling. A lack of trust.

Contract 98

Contract B2B Technology Technology 98

SaaStr

FEBRUARY 8, 2022

Scaling a sales organization isn’t easy. Knowing which metrics matter and how to analyze them to increase your revenue and hit organizational sales goals is essential. . What makes a sales organization grow? What’s the best way to grow a sales organization? Waze defines value as the deal size or amount of the contract.

Objectives and Key Results 89

Objectives and Key Results Pitch GTM Cold Call 89

Gong.io

DECEMBER 14, 2022

High-value deals are the holy grail for B2B sales managers. If you want to win enterprise-level six-figure deals, you need an enterprise sales strategy. One that has your sales reps focus only on the very best leads. It’s time to talk about target account selling, or TAS. What is the benefit of target account selling?

Sell 62

Sell Cold Call Contract GTM 62

Sales Hacker

DECEMBER 21, 2023

Contracted $ARR quadrupled, win rates doubled, and ACV increased by 150%. Several leading indicators contributed here, including product maturity, a better understanding of our customers and competition, and better coordination across sales and marketing. Here are the areas of greatest impact SEs have made at Stytch: 1.

Engineering 97

Engineering Objectives and Key Results Drivers/motivators Teamwork 97

InsightSquared

APRIL 14, 2021

CROs, and sales leaders alike, often walk into their new role blind. They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. The key is identifying the sales metrics that matter most and getting ahead of pitfalls with actions like managing dashboards correctly. .

Contract 62

Contract Territory Cross-sell Pipeline 62

Salesforce

OCTOBER 12, 2021

Businesses are realizing that to stay agile, strategic, and most importantly, sustainable, they need a CRO who can fold marketing, sales, and customer success into one seamless revenue machine. “In Get the Sales in 60 Seconds newsletter for the latest and greatest sales content. Sign up now. Great question.

Gaming 98

Gaming Cross-sell Sales Finance 98

Gong.io

OCTOBER 27, 2021

Let’s take a page from the book of sales operations (sales ops) and give you an answer as efficiently as possible. Here’s the answer to “ What is sales ops ,” in a nutshell: You have a sales strategy and you have people on the ground to execute it. It’ll show up here soon enough.). Lacking best practices? .

Quota 62

Quota Pipeline Sales Contract 62

SalesLoft

JANUARY 16, 2024

After weekends, holidays, and vacations, that’s how many selling hours there are left in a year. Multiplied across your whole team, you might think that sounds like ample time for your reps to hit their number and gain some major wins for your sales org. Selling is where you live. You guessed it: administrative work.

Trust 52

Trust Up-sell Contract Technology 52

Lead Fuze

NOVEMBER 30, 2021

Here is a flowchart that tells you in no uncertain terms whether account-based sales development is right for your company, and 5 factors that can make or break it. There are many different go-to-market models in SaaS. Average Selling Price (ASP). The average selling price is the value of all closed deals.

GTM 52

GTM Price Contract Sales 52

Gong.io

JANUARY 5, 2019

The best sales methodology for your situation will change; it’s not static. Your company needs different sales methodologies at different stages of its maturity. The sales methodology that works in one stage of your company’s growth may actually harm it at a different stage. The Top 10 Sales Methodologies.

Pitch 131

Pitch Sales Up-sell Contract 131

SaaStr

APRIL 5, 2024

How do you sell against the competition or become a market leader in a very crowded space? Leandra has over 30 years of experience leading large sales and revenue teams. Apollo is a next-gen sales tool that combines sales intelligence and execution workflows with AI. This hypergrowth platform raised $100M at a $1.6B

Sell 73

Sell GTM Price Up-sell 73

Sales Hacker

DECEMBER 21, 2017

What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling.

Territory 87

Territory Non-Profits Contract Quota 87

Hubspot

MARCH 25, 2024

First, A Refresher What we’re discussing here don’t include enterprise contracts, where you get paid millions a year by big clients. If you look at a list of the “fastest” growing SaaS companies, besides having a great product and great go-to-market skills, they’re usually B2B sales-led products.

Niche 60

Niche Price Contract B2B 60

SaaStr

JANUARY 5, 2022

We restructured all of our messaging around our Content Cloud to create a simplified go-to-market message that says what it does, and does what it says. So far in FY2022, 62% of our total revenue came from customers with more than one Box product, up from 57% in FY2021. Go big or go home.

Growth 101

Growth Contract Up-sell Product 101

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Sales has limited access to prospects and customers. A reality check. We know the facts.

B2B 117

B2B GTM Cross-sell Cold Call 117

Sales Hacker

SEPTEMBER 2, 2023

Our RevTech stacks used to be much simpler… today we have an overwhelming amount of tooling and it can be hard to keep up. AI-guided selling: Drives seller effectiveness and efficiency by delivering feedback on deal-related efforts and prescriptive guidance on what actions to take next, based on AI analysis.

GTM 78

GTM Negotiate Pipeline Contract 78

Sales Hacker

MARCH 2, 2021

If you missed episode 149 check it out here: What Makes a Great Sales Leader with Hunter Madeley. Subscribe to the Sales Hacker Podcast. From hubcaps to Hubspot: Michelle’s sales career [1:27]. What has changed in sales leadership since 2005 [8:43]. From hubcaps to Hubspot: Michelle’s sales career [1:27].

Referrals 59

Referrals Contract Cross-sell Sales 59

Hubspot

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. It’s here, and it’s already changing sales as we know it. Whether you’re skeptical, curious, or fully on board, it’s important to educate yourself about how sales reps are using AI.

Sales 63

Sales Pipeline Objectives and Key Results CRM 63

Hubspot

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. But what is a sales pipeline and why is it so instrumental to selling success? In this guide, you'll learn everything you need to know about sales pipeline management, including: Sales Pipeline Definition.

Pipeline 101

Pipeline Negotiate Sales Objectives and Key Results 101

Martech

OCTOBER 11, 2021

She has had a front-row seat for the evolution of those roles during a period when B2B go-to-market has become less transactional and more focused on long-term customer engagement. ” She then moved to a London-based start-up, Decibel, to scale their client services practice. Stepping up to customer love.

Customers 111

Customers Account management Real Estate Contract 111

Lead Fuze

JANUARY 1, 2022

It includes a variety of perspectives from buy-side and sell-side employees as well as personal experience, in order to provide an array of ideas. Need Help Automating Your Sales Prospecting Process? These companies usually sell to channel partners or consultants who then provide services around that product for an added value.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Heinz Marketing

MARCH 29, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. This time we are talking about sales management intelligence. .

Pipeline 119

Pipeline Sales Gaming Up-sell 119

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. Sales Profile: SMB to Commercial. Duration: 15 to 30 Days.

Objectives and Key Results 73

Objectives and Key Results Technical Sales Engineering Sales 73

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Why is sales operations important? What is the difference between sales enablement and sales operations? Sales operations roles.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

SaaStr

NOVEMBER 1, 2022

Many of them will get gobbled up by the large platforms. One smart way to build a US presence is to hire a GM, ideally someone who could run an important function like sales or marketing besides being responsible for US operations. The US is an extremely competitive talent market. Silicon Valley has a deep talent bench.

GTM 82

GTM Niche Cross-sell Strategize 82

Sales Hacker

DECEMBER 2, 2019

This week on the Sales Hacker podcast, we speak with Mary Rogul , a VP Sales Consultant, who’s currently an Enterprise Sales Advisor at Crayon. Fresh out of college, Mary started out in accounting, but it didn’t take long before she began a 20-year sales career that led her through Monster.com, HubSpot, and several others.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

Sales Hacker

JUNE 17, 2019

This week on the Sales Hacker podcast, we speak with Kathleen Roberge , Chief Revenue Officer (CRO) at Rocketrip. Subscribe to the Sales Hacker Podcast. Sam Jacobs : Hey folks, it’s Sam Jacobs, your friendly neighborhood Sales Hacker Podcast host. She’s great at managing people and incentivizing teams. What You’ll Learn.

Contract 63

Contract Drivers/motivators Sales Price 63

Lead Fuze

JANUARY 1, 2022

Sales Outsourcing Guide With 6 Dos & Donts for Choosing the Right Outsourced Sales Professionals. There are many ways that a sales leader or organization can gain scale, accelerate revenue, drive cost savings and augment their outsource sales team. Will your outsource sales team really affect the top and bottom line?

Commission 52

Commission Territory Sales Objectives and Key Results 52

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

SalesHandy

MAY 4, 2020

At this time, the most important thing for businesses like yours is to keep communicating with prospective customers and bring up their confidence. It would be easy to mess up your prospects with potential customers if you don’t get this right. Avoid “selling” aggressively, practice empathy. Source: Hubspot. Best, Jacob.

Pipeline 81

Pipeline Campaign Price Up-sell 81

Gong.io

MARCH 17, 2020

So in true Gong fashion, we looked at the data behind sales execution to learn how to close deals effectively. Your sales approach will change if you keep reading. We analyze sales interactions from our product users (anonymized of course). Truth #2 – Sales TEAMS sell more. You can’t un-know the truth. .

Sell 79

Sell Objectives and Key Results Sports Technique 79

Sales Hacker

MAY 27, 2019

This week on the Sales Hacker podcast, we speak with Scott Armour. After 16 years at IBM, Scott has learned a thing or two about assessing marketing strategy and how effective your product is. How to assess your go to market strategy. Subscribe to the Sales Hacker Podcast. Welcome to the Sales Hacker Podcast.

Product 59

Product Objectives and Key Results Up-sell Contract 59

Sales Hacker

AUGUST 23, 2018

One of the reasons why B2B sales is so complicated is because of the many blind spots it involves that can ambush sales deals. You might optimize your prices and meet compliance regulations or you might have the best sales tools at your disposal. Limiting sales to just phone and emails. Never asking for the sale.

B2B 55

B2B Cross-sell Negotiate Pitch 55