SaaStr

JANUARY 31, 2022

This strategy, called Land and Expand, penetrates multiple departments and multiple locations and forms a transactional business engine. . Adding C-level engagements and cross-departmental selling will lengthen your sales cycle but it will provide you with customers who stick and an increased average transaction size.

Territory 98

Territory Cross-sell Quota Networking 98

Martech

MAY 30, 2024

This saves publishers from selling their ad inventory at lower prices and ensures better fill rates. Ada’s customer service AI Agent has enhanced its capabilities in skills development, trust and reliability, and cross-channel coverage. to determine the value of an impression and set optimal floors.

Cross-sell 108

Cross-sell Territory Price Launch 108

Veloxy

OCTOBER 29, 2021

This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. This includes tools designed to reduce the administrative burden on revenue operations and reps by automating non-selling activities. How is AI Changing Sales?

Sales 223

Sales Non-Profits CRM Pipeline 223

Salesforce

SEPTEMBER 28, 2023

Create sales plans that save reps time and maximize sales impact Get your targets, budget, and headcount aligned with just a few clicks so you can sell more efficiently. These targets are used to guide the quota-setting, territory mapping , and sales team strategies. Is additional product or sales training needed before teams can sell?

Quota 116

Quota Territory Pipeline Sales 116

Salesforce

NOVEMBER 18, 2024

These agents are configured with Salesforce data, its Atlas Reasoning Engine that plans, evaluates, and refines actions, and industry-specific data models for banks, lenders, insurers, and wealth and asset managers using the trusted AI Einstein platform.

Service 52

Service Non-Profits Territory Trust 52

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. Their main goal is to help customers increase the ROI on a purchase, so they'll often connect with a salesperson if an opportunity to cross-sell or upsell arises. Regional Sales Manager. Sales Engineer. using Zoom, Skype, email, and CRM). Image Source.

Commission 94

Commission Territory Finance Inside sales 94

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

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Best-selling author, Hal Elrod, once said: . Territories. What defines a territory (zip code, country, state, region, country, etc.)?

Territory 118

Territory Objectives and Key Results Contract Price 118

SaaStr

NOVEMBER 4, 2022

Partnering to sell to SMBs while you’re an expert in selling to enterprises. Partnering to sell in Europe, Latin America, or Asia with successful partners in those regions. Helping your partner sell their own product quickly will always win over sales commissions as the motivation to sell your product. .

Growth 19

Growth GTM Cross-sell Non-Profits 19

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. Org Building Ideas for Cross-Border Companies. SV SaaS companies sell to other SV SaaS companies. The spending slowdown is real but there is no log jam.

GTM 117

GTM Niche Cross-sell Contract 117

Partners in Excellence

JULY 8, 2015

Marketing talks about their performance, sales, customer success, product management, engineering, development, finance, manufacturing, HR… Each has metrics and can go through pages and pages of data showing their performance. All of this because we aren’t aligned–cross functionally and vertically within our organizations.

Launch 107

Launch Manufacturing Cross-sell Finance 107

Openview

MAY 11, 2018

Combining that cross-functional skill set with strong technical competences means that the best reps don’t rely on their sales engineers to explain how their solution integrates or complements their prospect’s technology stack. Now that’s a driver for scalability. They understand their product inside and out.

Drivers/motivators 90

Drivers/motivators Cross-sell Territory Sales 90

Sales Hacker

MAY 26, 2021

Sales ops is responsible for supporting and enabling sales reps to sell efficiently and effectively. Sales operations teams bring a system of selling and structure to a sales organization. The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals.

Territory 71

Territory Objectives and Key Results Finance Cross-sell 71

Veloxy

OCTOBER 26, 2023

The Role of a Medical Device Sales Rep Medical device sales representatives play a critical role in the healthcare industry, selling and promoting medical devices to healthcare professionals. Aligning your personal and professional interests with the medical devices you sell can help you excel in your role.

Healthcare 130

Healthcare Hospitality Networking Negotiate 130

SaaStr

AUGUST 12, 2020

Rather than the CEO running around telling the engineers exactly what to build, you now have product managers. Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. I learned this operating myself.

Finance 117

Finance X-functional Launch Objectives and Key Results 117

SaaStr

JULY 3, 2020

Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. We had to learn how to do sales and sales marketing and compete in heads up battles against other companies selling similar products.

Finance 106

Finance Launch Objectives and Key Results Cross-sell 106

Search Engine Land

NOVEMBER 29, 2022

Doorway pages seemed like a mystical, magical thing back in the earliest days of search engines. Thus, as search engines absorbed and reflected webpages, it suddenly felt like reaching some high stage of Buddhist-monk-level enlightenment to realize that a website could now have many “front doors” through which visitors would enter.

Territory 100

Territory Engineering Retail Promote 100

Veloxy

AUGUST 31, 2023

Know your product Whereas inside sales reps need to speak intelligently about their products, outside sales reps also need to know how best to use their products, their industrial applications, and in some cases the products’ intricate engineering. Maybe you’re selling the right products to the wrong audience in the wrong market.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

ConversionXL

FEBRUARY 26, 2014

This type of cross referencing will help expand the scope of your conversion measurement and allow you to shape your conversion funnel. What this means to you as a PPC manager is that your search term reports will contain more regionally-focused language. You Need To Be Where The People Are. image source. Get Focused on Location.

Territory 111

Territory CTR Campaign Objectives and Key Results 111

Hubspot

APRIL 2, 2018

I’ve CC’d our lead engineer to speak to your concerns.”. 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. I’ve CC’d our lead engineer to speak to your concerns.”. This ensures you never sell your company or your prospect short.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

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. There are all sorts of variations of this model, any one can be useful.

Manufacturing 103

Manufacturing Cross-sell Territory Finance 103

Lead Fuze

JUNE 28, 2021

Leads can come from a variety of sources, including advertisements on search engines, banner ads, and other online platforms that offer lead generation services to businesses. Affiliate marketing is a form of performance-based marketing where the affiliate earns commissions by selling or advertising products from their own site.

Lead generation 97

Lead generation E-commerce Commission Real Estate 97

Openview

APRIL 11, 2018

So much of what they do, particularly fundraising, is selling. But if you scale this function with intention, a sales org will enrich your company’s existing culture, help you build better product, and sell it too. . We do a monthly global all hands and regional all hands even more frequently. Founders make natural salespeople.

Product 82

Product Negotiate Quota Cross-sell 82

Search Engine Land

JANUARY 8, 2023

This was welcome news for advertisers who had been adding the same lists of negative keyword accounts manually or using a script to automate cross-account negative lists. . 2020: Bing would appear as an option in the United Kingdom only, while DuckDuckGo and Info.com will appear alongside Google in all 31 EU territories. URL network.

Referrals 83

Referrals CTR Launch Engineering 83

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

Heinz Marketing

MARCH 25, 2020

Yet creating a predictable revenue growth engine is no small task, nor is it one that can be done overnight. A buyer’s experience with your brand spans from their first touchpoint with marketing all the way through to customer success, renewals, and up-sells; and it doesn’t end with just a single individual from a single company.

Growth 70

Growth Cross-sell Territory Engineering 70

Heinz Marketing

JUNE 7, 2021

This week’s show is called “ How Forrester is applying the SiriusDecisions frameworks both within the organization and across the revenue engine to drive results ” and our guest is Kelley Hippler , Chief Sales Officer at Forrester. And so, as we have evolved complex buying and selling, the model has evolved as well.

Pipeline 129

Pipeline B2B Sales Cross-sell 129

SaaStr

SEPTEMBER 26, 2019

So it really focused our efforts on selling larger deals and go after the enterprise space. When I started, our very first target country territory was the US, even though we didn’t have an office. You’re crossing the chasm. Like really advise you to read Crossing The Chasm because it’s a paradigm shift.

Territory 58

Territory Cross-sell Sales Cold Call 58

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

NOVEMBER 28, 2019

For Collibra, a cross-organizational data governance platform, the company went from slow growth to hypergrowth. Teddie : I guess you were also selling into sectors and verticals that had been used to buying software as the last license and maybe a little bit slower. It can order subscription. Felix : Yeah, exactly. Financial services.

Growth 76

Growth Territory Government Engineering 76

criteria for success

DECEMBER 31, 2019

A sales process is to selling as a recipe is to a cake. Without the proper steps in a particular and strategic order, you will fail at both selling and baking a cake. This depends on the type of solution you sell and who you sell it to. Instead, it’s about what works for those that are out selling each and every day.

Process 59

Process B2B Territory CRM 59

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. Meghan Gill: Yeah, building on that.

Territory 62

Territory Contract Cross-sell Drivers/motivators 62

Hubspot

AUGUST 21, 2012

The company works with a massive cross-section of industries, from government to life sciences. At Deloitte, their knowledge is their selling point, so creating informed, useful content is core to their marketing strategy. The inbound marketing agency covers mainly how-to topics, largely sought after by their prospective customers.

B2B 78

B2B Customer Relationship Management Relationship Management Networking 78

SaaStr

JUNE 27, 2019

As we talk about that journey, the enterprise has been the growth engine for the last several years. Fast forward to today, we’ve crossed the $400 million revenue mark. We announced tomorrow, but we’ve crossed that line and now we’re at about 55% of our revenues coming from the enterprise.

Cross-sell 95

Cross-sell Technology Technology Pitch 95

Hubspot

JULY 17, 2023

In 2020, Silver Peak hired Aviso , an AI selling platform, to predict quarterly business. to enhance customer engagement and improve account-based selling. Through adoption of these tools, they were able to obtain better data for account selling. Tinuiti closed 50% more recurring revenue from cross-selling with Gong.

Cross-sell 68

Cross-sell Objectives and Key Results CRM Price 68

Sales Hacker

APRIL 16, 2018

9) Territory planning and territory creation [33:30]. The sales team is set up in two teams, we’ve got a team that’s responsible for selling into the buy side and sell side, and a team responsible for selling into big corporations. Sales management at Global Crossing. Show Agenda and Timestamps.

Territory 44

Territory Cross-sell Up-sell Objection handling 44