SBI

FEBRUARY 3, 2021

B2B [1] Enterprise [2] Not primarily meant for marketers Primarily meant for sales organizations [3] Are software solutions – not services Eliminating the apples-to-oranges comparisons Category Definitions We’ve also taken care to give the categories names that are easily understood. For one, we no longer have a Sales Enablement category.

Cross-sell 72

Cross-sell Objectives and Key Results Technical Sales CRM 72

Sales Hacker

MARCH 30, 2021

They’ve built a new process of guided selling, which Neil discusses during the show. If you missed episode 153, check it out here: Learning Drives Sales Effectiveness with Paul Fifield?. How Revenue Grid enables smarter selling. Guided selling and engagement. Scaling sales during the pandemic.

Sell 112

Sell CRM Appointment Up-sell 112

SaaStr

FEBRUARY 9, 2024

Everything from hiring on the GTM side to layering in a sales-led motion into PLG. First, we’ve talked about this a lot at SaaStr: product-led or sales-led, which is right? Some say sales if you don’t have a product that lends itself to being self-service. Simply put the product does the selling.

Go To Market 126

Go To Market Growth GTM Product 126

SaaStr

OCTOBER 30, 2021

We came up with a list of 30 companies that I felt had potential, and I wrote targeted emails to each of the founders. I sent cold emails and LinkedIn messages and ended up with nine interviews. When I first joined the Gorgias team, there were two founders, two engineers, and myself as the first non-technical hire.

Closing 113

Closing E-commerce Customers Quota 113

Partners in Excellence

MARCH 2, 2024

Here’s Maria: “I graduated with a degree in chemical engineering with a chemistry minor. And I started my career with a chemical company doing the things you would expect a chemical engineer to do…research, development, manufacturing, operations and beyond. I built strong relationships. And I still can’t stop watching.

Sell 77

Sell Manufacturing Engineering Technical Sales 77

Sales Hacker

AUGUST 18, 2023

Share It seems like every second start-up founder and revenue leader I talk to these days is trying to move upmarket or ‘break into the enterprise’. On top of this, the sale cycle is longer, more bureaucracy and more legal scrutiny up there. Sales…SDR motion is also different and may end up be more “research intensive”.

GTM 90

GTM Up-sell Price Start-ups 90

SaaStr

JUNE 27, 2019

Today, we have more than 17,000 customers, including 50% of the Fortune 100, and the 17,000 customers are broken up into what we would call about 2,000 enterprises and you see a lot of our current customers up there. As we talk about that journey, the enterprise has been the growth engine for the last several years.

Cross-sell 95

Cross-sell Technology Technology Pitch 95

SBI

JUNE 22, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Essentially “buyer enablement”.

Sell 37

Sell Engineering Non-Profits Retail 37

Lead Fuze

AUGUST 5, 2021

From the best sales blogs to the online course (many free), it’s the place to see all of the best sales minds in the world — all in one place. One of the best resources on the internet for anyone who sells stuff. Sales Hacker accepts guest contributors as well as sponsored content from relevant folks. The Gist: .

Negotiate 98

Negotiate Sales Retail B2B 98