Partners in Excellence

JUNE 7, 2012

” “Sales is not like manufacturing! ” Certainly, standard work in sales can never be as precisely defined as a manufacturing process. 38% of those using the process can sell value and avoid discounting, where only 4% of those who have no sales process do the same! Territory planning. Account plannnig.

Territory 105

Territory Sales Manufacturing Objectives and Key Results 105

Partners in Excellence

OCTOBER 29, 2015

We may say: We’re targeting the financial services industry, or manufacturing companies, or any other segment. Likewise manufacturing could be process, discrete, consumer products, electronica components, automotive, aerospace, basic materials, technology, medical devices, and on and on and on. But any of these are huge.

Manufacturing 105

Manufacturing Cross-sell Territory Finance 105

InsightSquared

NOVEMBER 5, 2018

Other comparisons such as region-to-region, product-to-product, or customer segment-to-customer segment are relevant too. SaaS benchmark should hover around 95%, not including upsell/cross-sell which should bring it up over 100%. It could be that the sales team is over-selling, or possibly a mix of both.

Territory 94

Territory SQL Negotiate Cross-sell 94

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. If you’re selling a limited number of products or services, or have an extremely simple pricing model, a CPQ system may be beyond your needs. A better selling experience. 5 benefits of CPQ software. Scaling sales operations.

Cross-sell 108

Cross-sell Contract Price Finance 108

Salesforce

DECEMBER 4, 2023

Here’s an example: Joy’s Toys, a toy manufacturer, is focused on growth but doesn’t have a clear target KPI for lead generation that incentivizes reps to keep their pipelines full. If upselling or cross-selling are not possible (due to product portfolio, pricing structures, etc.), Typically measured yearly.

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

Hubspot

OCTOBER 15, 2020

There was a time when selling products was simple. It’s the different places you sell your products, right? You sell your lines straight to their end-users. The principal players in such more complex chains are as follows: Producers – These are the manufacturers who make products or their constituent parts. Image Source.

Retail 89

Retail Manufacturing Cross-sell Sales 89

SBI

OCTOBER 4, 2018

Not only that, their sales onboarding demo won the entire, cross-category demo jam award! Next up was a chat with Greg Dette, Regional Sales Manager for TerrAlign. One of the most important elements for a large sales organization to get right, is the distribution of accounts, or territories for optimal sales coverage, i.e. Revenue.

Territory 55

Territory Cross-sell Manufacturing CRM 55

Search Engine Land

NOVEMBER 29, 2022

Williams-Sonoma, Inc.”), French press coffee maker manufacturer Bodum sued their former retail partner Williams-Sonoma under similar circumstances. Williams-Sonoma had sold Bodum products for a time but eventually discontinued selling them, opting instead to manufacture their own branded French press coffee makers. The Bodum v.

Territory 100

Territory Engineering Retail Promote 100

ConversionXL

JULY 7, 2019

If I had to pick one thing that would sell a product online, it’s images. If you sell stuff you don’t make, add a personal touch and recommendations—tell the customer why you personally recommend this product and how it will help them. Yes, they see that you sell stuff, but how are you better or different?

Conversion 105

Conversion Retail Price Cross-sell 105

Partners in Excellence

SEPTEMBER 20, 2022

” Per the dictionary it is, “…a prediction or estimation about a future event… ” Consequently, in complex B2B selling, it becomes a prediction about a specific deal or opportunity. What inventory do they need, what manufacturing capability is needed, what delivery capabilities are needed, and so forth.

Pipeline 71

Pipeline Manufacturing Cross-sell Represent 71

InsightSquared

NOVEMBER 5, 2018

Other comparisons such as region-to-region, product-to-product, or customer segment-to-customer segment are relevant too. SaaS benchmark should hover around 95%, not including upsell/cross-sell which should bring it up over 100%. It could be that the sales team is over-selling, or possibly a mix of both.

Territory 59

Territory SQL Negotiate Cross-sell 59

Spiro Technologies

MAY 8, 2024

It’s like, “Well, what do you want to sell?” On this podcast, I talk with company leaders about how they’re modernizing the business of making, moving, and selling products, and of course, having fun along the way. We do a lot of private-label manufacturing. Then, we’ll go find a manufacturer for them.

Customers 59

Customers Manufacturing Up-sell Cross-sell 59

ConversionXL

JUNE 2, 2022

Take Engagio (now part of Demandbase ), who manufactured individual bobblehead models of the relevant leaders at key accounts as part of their ABM strategy. When leads cross over the MQL threshold, the platform alerts reps with a summary of that activity, and a series of insights to power up their next sales outreach.

Launch 100

Launch Campaign Pipeline Growth 100

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. FireRock's Powerful Pinterest Content. Cisco's Fantastic Videos.

B2B 78

B2B Customer Relationship Management Relationship Management Networking 78

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

PandaDoc

SEPTEMBER 17, 2024

This level of flexibility also makes Miro a great tool for collaborative selling and building strong customer relationships. At the same time, you can define sales territories on a visual map so that reps aren’t accidentally crossing into areas that are allocated to other team members.

Contract 98

Contract CRM Legal Sales 98

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

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 137

Sales Up-sell Start-ups Cross-sell 137

Salesmate

OCTOBER 22, 2021

This commission structure comes with a benchmark, so when your rep crosses that benchmark, their commission percentage increases. So, the reps that provide huge discounts just to sell more products would not be able to benefit from it. 50,940 Real estate brokers Find clients and help them buy, sell, rent, and lease properties.

Commission 52

Commission Drivers/motivators Non-Profits Real Estate 52

SaaStr

AUGUST 13, 2019

In almost any other industry, whether it is healthcare or consumer or manufacturing, 20% growth is phenomenal. When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. You’re trying to figure out how to sell to them. Why is that the case? The first one.

Cross-sell 70

Cross-sell Sales Support Growth Up-sell 70

Hubspot

AUGUST 21, 2023

Distribution: Through what mediums will you sell the product or service? The Channel Model Lastly, in the channel model , an outside agency or partner sells your product for you. They are also often less motivated to sell than your own sales team would be. How will you use content to sell them?

Go To Market 69

Go To Market Process GTM Launch 69

SaaStr

AUGUST 7, 2020

How do you help them do that at scalability and how do you as a software company do that for the smallest community and regional institution in the US to the largest, most sophisticated global institutions in the world on one code base, right? Whether you’re a business or you’re a consumer. Cloud, definite differentiator, right?

Price 87

Price Retail X-functional Healthcare 87

Salesforce

FEBRUARY 6, 2024

Inside sales Inside sales involves selling to customers remotely, often through live chat, video conferencing, email, or by phone. For this type of selling, reps typically train on a specific product and can take a prospect through all of the product’s features and benefits.

E-commerce 64

E-commerce B2C Pharmaceutical Inside sales 64

SaaStr

NOVEMBER 16, 2020

I think product marketing to me is really kind of in that Jeffrey Moore adoption curve model of like crossing the chasm to me, it’s the product marketing challenge, right? I mean, nothing makes me happier than talking about crossing the chasm. They could sell practically anything. It meets a need. It fits what they do.

Pipeline 112

Pipeline Territory Price Cross-sell 112

SaaStr

AUGUST 16, 2019

I spent five years there at ZocDoc in multiple roles, from individual contributor, I moved up really rapidly into local management and then regional management. I guess what I mean by that is you can sort of manufacturer short term performance without strong culture. Justin Welsh: Great question. Justin Welsh: Yeah.

Drivers/motivators 82

Drivers/motivators Start-ups Growth Territory 82

Salesforce

NOVEMBER 19, 2024

Your business will have to set firm red lines that cannot be crossed, no matter how badly the sales team wants to close a deal. Penetration pricing: A penetration pricing strategy involves drastically discounting a product, even to the point of selling it below cost.

Price 52

Price Profit margin Territory Cross-sell 52

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account A business, customer, lead, or prospect a company engages with to sell products or services to. Business-to-business (B2B) A model in which businesses sell products or services directly to other businesses.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Martech

FEBRUARY 25, 2022

B2B and B2C upper mid-market and enterprise marketing teams, supporting retailers, banks, insurance, e-commerce, education, travel, hospitality, media, manufacturing and entertainment. This includes cross-channel, multi-touch and multi-wave campaigns. Target customers. Product overview. Product overview. Product overview.

E-commerce 115

E-commerce B2C Manufacturing Hospitality 115

Salesforce

SEPTEMBER 13, 2024

Wondering what it takes to be a territory sales manager? We’ll discuss what this career looks like, how to build your skills, a typical day for a territory sales manager, and metrics for success, so you can decide whether it’s the job for you. What you’ll learn What is a territory sales manager?

Territory 59

Territory Objectives and Key Results Cross-sell E-commerce 59

SaaStr

JULY 19, 2019

In Today’s Episode We Discuss: * How did Peter make his way into the world of enterprise SaaS with the founding and selling of 6 companies and how did InCountry come about? When is the right time to sell a startup? Harry Stebbings: And then what was the founding moment with InCountry after the bad habit of selling companies?

Cross-sell 63

Cross-sell Up-sell Start-ups Engineering 63