Salesforce

JANUARY 3, 2022

As our recent Sales Summit revealed, the old ways of selling — aggressive quotas, in-person sales calls, nagging pipeline reviews — just don’t work anymore. Aim to create an environment where everyone can thrive, not just hit their sales quota. Learn more: “Diversity Sells”. It’s time to #ThinkOutsidetheQuota.

Growth 98

Growth Quota Intrinsic Cross-sell 98

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Percentage of sales reps attaining 100% quota. Revenue by market.

X-functional 101

X-functional Quota Cross-sell Contract 101

SaaStr

JANUARY 25, 2021

Secure the deal through the use of all available resources such as executive relationships or board relationships in order to provide the most cross-functional attention possible. For those selling into the enterprise, channel strategies are very important. Consider lowering the barrier to entry with a starter tier.

Cross-sell 98

Cross-sell GTM Sales Territory 98

SaaStr

JULY 20, 2022

You’ve identified a persona to sell to and a problem you solve for buyers. Accelerating on a go to market expansion too rapidly can cripple a business’s momentum. Lacking these models for repeatability, these new sales leaders and hires struggle to hit quota. This is by far the top scale-up mistake that companies make.

Cross-sell 104

Cross-sell GTM Finance Growth 104

SaaStr

JANUARY 30, 2023

Deel solved this by scaling the revenue operations team in conjunction to support sales, design quotas, and go-to-market strategies, and leverage data to identify the best strategies. You will be able to leverage the best strategies for the go-to-market function. Listen to your team.

Cross-sell 111

Cross-sell Account management Clients Growth 111

Sales Hacker

SEPTEMBER 10, 2018

Bringing salespeople in for an interview before you’ve figured out exactly how you’ll compensate them for their work leaves you in a tongue-tied, unenviable position when eager candidates ask about things like quotas, sales incentives, what data you use to set goals, and how often your team exceeds those goals.

Quota 104

Quota Represent Cross-sell Drivers/motivators 104

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. . They care about more than quotas. Editor’s Note: This article first appeared on the Intercom blog here.

Product 82

Product Negotiate Quota Cross-sell 82

Highspot

MAY 3, 2024

Imagine that only 28% of your sales reps expect to hit quota. It works to enable each channel and stage of the sales cycle that drives revenue growth, including marketing, customer success, account management, and more. Marketing Enablement: Ensures marketing strategies and materials support the sales process and drive demand.

Cross-sell 93

Cross-sell Technology Technology GTM 93

InsightSquared

JULY 1, 2021

Revenue operations is a methodology that drives cross-functional collaboration in order to close gaps in the customer experience and maximize revenue for the business. It aligns the organization by combining the functions of sales, marketing, and customer success into a single team that drives strategy based on revenue impact. .

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

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. But to succeed, you’ll need your team to execute your go-to-market strategy in a single, unified motion. Transactional Selling.

Cross-sell 85

Cross-sell Consult Sales Strategize 85

Hubspot

SEPTEMBER 12, 2018

But what is a sales pipeline and why is it so instrumental to selling success? If your forecast anticipates you’re going to miss your quota, you should double down on selling activities. The answer depends on your product, prospect base, and marketing resources. How to Build a Sales Pipeline.

Pipeline 101

Pipeline Negotiate Sales Objectives and Key Results 101

Hubspot

JUNE 8, 2021

This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. Nearly half of their time is spent selling remotely (i.e. Once the SDR has determined the prospect is ready to be contacted by the sales team, they send the person over to a closing rep.

Commission 94

Commission Territory Finance Inside sales 94

Hubspot

APRIL 1, 2024

Salespeople said inbound lead flow was worse than it was a year before at every one of these companies And directly or indirectly related, quota attainment rates were down year-over-year , as well. It means sales and go-to-market motions are going to have to evolve. That’s all changed now.

Cross-sell 80

Cross-sell CRM Referrals Up-sell 80

Heinz Marketing

AUGUST 30, 2021

This week’s show is called “ The Evolution of Successful Social Selling ” and our guest is Jamie Shanks , CEO @ Sales for Life and Pipeline Signals. Sort of when lots of people say that they were the godfather of social selling, you were there at the start. You can even ask Alexa! I’m giving you that credit.

Pipeline 122

Pipeline Sales Up-sell Cross-sell 122

SBI

MARCH 8, 2018

SAVO enables: Sales Transformation – We accelerate large sales transformations like M&A, changing sales coverage, or implementing a new sales methodology like Challenger to get sellers back to selling quickly. Quota Attainment – Reps using SAVO outperformed their peers by 70%. of sellers make quota. Diagram #1).

Gaming 55

Gaming Strategize Government Cross-sell 55

Salesforce

SEPTEMBER 19, 2023

To a sales leader, growth is narrow: Hit quota. Trait 2: Data-obsessed CROs own the go-to-market strategy. Should we enter new revenue models, like selling subscriptions? How can we target the right customers at the right time (and on the right channel) for upsells and cross-sells?

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

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. Planning and strategizing go-to-market plans. Automating any possible selling or non-selling tasks. Sales process optimization and lead management.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Openview

NOVEMBER 20, 2017

Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing. Often, it’s not until the end of the process that companies ask a candidate to demonstrate their ability to sell something. Do the screen and then jump right into the role play.

Territory 72

Territory Healthcare Sales Retail 72

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. But also what is my go to market motion?

Territory 63

Territory Contract Cross-sell Drivers/motivators 63

Gong.io

JULY 21, 2021

That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. Once you’ve moved your org beyond ‘ What is revenue operations ”, they’ll know that it’s more than hosting a few cross-functional meetings. .

Growth 62

Growth GTM Cross-sell Pipeline 62

Highspot

JUNE 6, 2023

In the boardroom, it’s about the percentage of your reps that are attaining quota. And from an efficiency perspective, it’s all about how sellers apply their talent, tools, resources, and processes without putting in endless hours to meet targets and sales quotas. You need to identify the root causes of poor productivity.

Closing 52

Closing Product Objectives and Key Results Quota 52

Highspot

JANUARY 9, 2024

Each stage requires specific selling skills to satisfy prospect needs. B2B sales training equips sellers with skills, techniques, and tactics for selling products or services to other businesses. It plays a pivotal role in nurturing top selling talent who contribute to company growth. What is B2B Sales Training?

Technique 52

Technique B2B Cross-sell B2C 52

SaaStr

JULY 15, 2022

How, if no one’s heard of you, do you sell to big companies? Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. First of all, on go-to-market and sales and marketing, be very, very wary of folks that want to outsource your core. Jason Lemkin: Well, let’s break it up.

Growth 119

Growth Cross-sell Start-ups X-functional 119

Sales Hacker

DECEMBER 30, 2019

It’s all about how to build a great culture, how to think about incentivizing a team, how to help pull out a quota if you’re going to miss the number, and some creative things you can do to get there. I got fired from all three of those companies and across six years, I never achieved a quota a single time.

Cross-sell 53

Cross-sell Contract Pharmaceutical Quota 53

Highspot

NOVEMBER 1, 2022

Sales performance is affected by your enablement efforts, such as sales training or content management; sales productivity; your customer experience; your cross-functional alignment across sales and marketing team members; and your company culture. Sales Quota Attainment. What Factors Affect Sales Performance. Conversion Rates.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

SalesLoft

DECEMBER 19, 2023

That lets them meet buyers where they are, from creation to close, so they can meet and beat quota. And that’s just the sell side. Tracking down information could involve emailing or Slacking five different people, crossing your fingers that they get back to you before your next touchpoint with the customer. And that’s the key.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Highspot

MAY 20, 2022

No matter how your strategy changes – whether that’s selling something new, deploying a new methodology, or entering a new region – sales playbooks ensure that reps know what to do, and how to do it effectively. As reps begin to sell the product, they can access the sales play to understand which actions they should take and why.

Territory 52

Territory X-functional Sales Cross-sell 52

SaaStr

SEPTEMBER 26, 2019

So it really focused our efforts on selling larger deals and go after the enterprise space. And large companies don’t necessarily go on your website and don’t sign up. You’re crossing the chasm. Like really advise you to read Crossing The Chasm because it’s a paradigm shift.

Territory 60

Territory Cross-sell Sales Cold Call 60

Sales Hacker

DECEMBER 2, 2019

Our second sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best. Outreach has your back. About Mary Rogul and Crayon.

Strategize 55

Strategize Contract Strategic planning Drivers/motivators 55

Sales Hacker

APRIL 16, 2018

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. Sam Jacobs : Let’s keep going through your background. What happened next?

Territory 44

Territory Cross-sell Up-sell Objection handling 44

SaaStr

MARCH 2, 2025

But with each new product, the go-to-market motion became increasingly complex. As they grew, they tried having CSMs own cross-sell opportunities, but this proved ineffective. We also had to give them the capacity to actually focus on retention by bringing in product AEs for complex selling.”

Growth 80

Growth Cold Call Cross-sell Account management 80

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.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Martech

OCTOBER 28, 2022

B2B marketing leaders are at a crossroads. But the go-to-market (GTM) strategies, systems and plays many teams use are not connecting with how buyers and companies research and make purchase decisions. . But in simple terms, it starts with B2B marketing viewing sales as their customer. This is not an “MQL is dead!”

B2B 128

B2B GTM Cross-sell Quota 128

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling. Integrity Selling for the 21st Century.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

Salesforce

JULY 28, 2022

Refocus on delivering value, not hitting quotas. Instead of obsessing over quota attainment, find ways to deliver more value and support to your existing customer base so they know their investment is worthwhile — and won’t disappear. Upskill and cross-train your teams. Also be sure this training is cross-functional.

Cross-sell 98

Cross-sell GTM Quota Contract 98

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast. This is go to market fit.

Growth 106

Growth Cross-sell Contract X-functional 106

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. I’m not great at it, but most folks they’re aggressive without crossing the line. You want to co-sell together. You will hire your Rio.

Quota 98

Quota Growth Product Closing 98