Sales Hacker

DECEMBER 4, 2020

That’s what selling without a sales dashboard is like. This not only takes time away from selling, it can introduce a lot of opportunities for mistakes. Sales leaders can use a dashboard to understand the game their team is playing as they sell and identify where reps may need help or extra training. What is a Sales Dashboard?

Pipeline 134

Pipeline Cross-sell CRM Sales 134

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. using Zoom, Skype, email, and CRM). Image Source. VP of Sales.

Commission 87

Commission Territory Finance Inside sales 87

SaaStr

AUGUST 12, 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. The first system is what I call the sales finance system. So, the first system is a sales finance system, so let’s start with sales.

Finance 117

Finance X-functional Launch Objectives and Key Results 117

Sales Hacker

APRIL 1, 2021

If you’re an OEM or selling physical products, this one’s for you (sorry, SaaS folks). 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.

E-commerce 76

E-commerce Territory Transportation B2C 76

Martech

NOVEMBER 15, 2021

Note that sometimes the same vendor will try to sell alternative products for multiple tiers. Many of these are regional players, who also take advantage of localized compliance with increasingly disparate data privacy requirements. Enterprise WCM buyers can chose across a complexity spectrum. Source: RSG vendor evaluations.

Technology 110

Technology Technology Cross-sell Territory 110

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 66

Territory Objectives and Key Results Finance Cross-sell 66

Partners in Excellence

MAY 3, 2022

Finance will see the problem in a different way than IT and customer service. 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. But that requires us to sell differently.

Strategize 102

Strategize Territory Cross-sell Finance 102

Partners in Excellence

OCTOBER 29, 2015

Financial services includes commercial banks, investment companies, insurance, hedge funds, credit card, financing and a number of other segments. ” Or we may focus on regions/geographies (though that is becoming less of a factor for many). But any of these are huge. Each of which are very different.

Manufacturing 108

Manufacturing Cross-sell Territory Finance 108

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Panel: Colleen Kapase, VP of WW Partner & Alliances, Snowflake. Jessica Alexander: Sure, absolutely.

Cross-sell 103

Cross-sell Finance Strategize Technology 103

Miller Heiman Group

SEPTEMBER 5, 2019

Organizations with a formal data strategy position themselves to better manage and mine their sales data for useful insights that inform their business decisions, whether it’s: Designing coverage and territory models. Focusing their coaching and selling efforts. Building talent profiles. Optimizing pricing.

Government 63

Government Cross-sell Territory Finance 63

Miller Heiman Group

JANUARY 9, 2020

One is a “Win Room,” where we held weekly or biweekly cross-functional opportunity reviews between sales leaders, marketing, consulting and delivery, product colleagues and anyone who could support our most important revenue opportunities. To sustain transformation efforts, we set up several formal processes.

Cross-sell 63

Cross-sell Sales Territory Legal 63

Highspot

JANUARY 23, 2025

In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects. These challenges compound when teams are spread across different regions and may only meet in person once or twice a year. All of these consultative selling factors contribute to stronger client relationships.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

Gong.io

AUGUST 24, 2022

Sales managers use forecasts for territory planning as well. If you know that next quarter, you’ve got an expected $250k in revenue from one territory and only $100k in expected revenue from a second; you can more appropriately allocate resources to the more lucrative geography. Inventory and equipment purchases.

Territory 62

Territory Pipeline Finance Sales 62

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. Sanj Sanampudi | Co-Founder & CEO @ Concert Finance. First step, we have who has worked with a number of SAAS companies in New York City as a CFO, and is now CEO of Concert Finance, a sales commission platform.

Territory 59

Territory Contract Cross-sell Drivers/motivators 59

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. Sam Jacobs: How do you think about building a revenue plan and working with the finance team to make sure that you’re setting the targets in a way that is right for the company? We can cross-sell.

Cross-sell 85

Cross-sell Clients Growth Up-sell 85

Sales Hacker

DECEMBER 12, 2017

How to Address Comp Plans for Selling New Products. On top of that finance and leadership is probably expecting a similar growth curve as your first product (cause why not?) On top of that finance and leadership is probably expecting a similar growth curve as your first product (cause why not?), Step 8: Refine and Improve.

Quota 91

Quota Non-Profits Sales Start-ups 91

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

The 5% Institute

JUNE 9, 2023

Effective sales team management involves assigning territories, setting clear expectations, monitoring performance, and fostering a collaborative and motivated work environment. Effective cross-functional collaboration enhances overall business performance. Q4: How can a sales manager improve their sales forecasting accuracy?

Objectives and Key Results 52

Objectives and Key Results Finance Drivers/motivators Sales 52

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 41

Territory Cross-sell Up-sell Objection handling 41

SaaStr

MAY 27, 2020

Why is financing hard right now? It’s very difficult to get financed. The problem in private markets is private markets don’t adjust their pricing because it takes time until financing’s actually happen. So that kind of price discovery makes financing very difficult. It’s an important region.

Finance 100

Finance Government Price Contract 100

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 77

Healthcare Hospitality Finance Consult 77

Salesforce

AUGUST 1, 2023

A sales plan includes which buyers and territories to target, which sales strategies to employ, how many reps (if any) to hire, what your quotas should be, and how to set compensation for the sales team. Sellers use this plan to prospect, sell, and close. Plan faster to sell more What is top-down sales planning?

Cross-sell 52

Cross-sell Strategize Territory Sales 52

PandaDoc

JUNE 1, 2023

Up-selling and cross-selling — most CPQ software allows you to easily tailor sales offers to your customers with a few clicks. You can manage the price of your products by region or customer profile. Automates the seller’s buying processes. Adjusts pricing based on specific criteria. CPQs provide value-based pricing.

E-commerce 52

E-commerce Profit margin Legal Price 52

Sales Hacker

JULY 8, 2020

When our founders built Compass, they said, “Okay, we’re going to build, again, a technology platform, a technology product that real estate agents can use to be more effective, more proactive, more efficient at helping people buy homes, sell homes, find their home.” That makes it a really cool challenge. Okay, great.

Real Estate 122

Real Estate Strategize Launch Commission 122

Hubspot

NOVEMBER 7, 2023

You can also identify specific regions or industries to sell into and benchmark your average sales cycle. For example, you can use workflows to ensure Deals are enhanced with information from associated Companies and Contacts and even Tickets (for cross-sells or upsells). Customer segmentation. Scaling a sales process.

CRM 78

CRM Contact Contract Objectives and Key Results 78

PandaDoc

OCTOBER 3, 2023

Do you feel like your selling job is becoming harder and harder over time? As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. So hurry up and learn how to stop wasting your time on inefficient routines and redirect your efforts to selling!

Process 52

Process Objectives and Key Results X-functional Sales 52

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

Sales Hacker

JANUARY 19, 2021

Best practices for asynchronous selling [15:38]. Guided selling with Revenue Grid allows you to guide reps step by step through every deal, reducing guesswork and increasing consistency, so your teams have the best odds with every opportunity in the pipeline. I’m not here to sell you anything, but I am here to share good ideas.

Cross-sell 71

Cross-sell Up-sell Objectives and Key Results Start-ups 71

SaaStr

JULY 15, 2020

And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something. People are buying and selling houses. Right now if you look on the other side, an area I know a fair amount about, look at US real estate.

X-functional 72

X-functional E-commerce Growth Retail 72

SaaStr

JULY 29, 2022

So you’re really asking how do you get a business going, like selling to restaurants that not only is hard to penetrate but has a hardware component. I think it is possible to get some revenue-based financing here, for sure, both from SVB and others, and also new emerging vendors from Pipe and on, you can get some.

Price 109

Price Product Start-ups Niche 109

SaaStr

AUGUST 7, 2020

And so, because we had done this before, we were able to very quickly do the fundraising, so we literally had like two meetings with each one of the investors and were able to close on the financing, so I don’t think that’s normal. You got third parties enter to do supply chain finance. Rob Bernshyten: Sure is, sure is.

Price 78

Price Retail X-functional Healthcare 78

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 136

Sales Up-sell Start-ups Cross-sell 136

SaaStr

NOVEMBER 4, 2022

Whether raising your next round or aiming for an exit as your next financing event, plan your revenue ahead with realistic multiples and build an efficient business. Burn management is essentially solving for the next financing event for your company. Partnering to sell to SMBs while you’re an expert in selling to enterprises.

Growth 19

Growth GTM Cross-sell Non-Profits 19

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 57

Cross-sell Territory Up-sell Growth 57

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 16, 2019

258: Companies that have access to more accurate financial data have the ability to develop seamless exchanges of information, providing consumers with improved ways to manage their finances. ” Or, “I wasn’t aware that I needed to sell eight units in my first three months. Enter the platform company.

Drivers/motivators 77

Drivers/motivators Start-ups Growth Territory 77

SaaStr

MARCH 27, 2020

May Habib: Then when I was in the UAE, a couple of years later, I was working for the government when Abu Dhabi bailed out Dubai and I was in the heart of the region a couple of years later, when oil prices fell from a hundred bucks a barrel, which is what they were when I moved, to $50 a barrel when I left to move to San Francisco.

Start-ups 96

Start-ups Closing Prospecting Customers 96