Tibor Shanto

SEPTEMBER 23, 2021

Rather than a feel-good theory fueled soliloquy, Mike delivers a solid process, road tested and proven in real world and company settings. In essence he delivers the building blocks of Sales Enablement. It turns out, sales enablement isn’t just training, or content, or technology. A Managed Process. Big Messages .

GTM 167

GTM Sales Consult Quota 167

InsightSquared

MARCH 6, 2018

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. Let a sales ops expert handle the heavy lifting. Define Processes and Reporting.

Contract 119

Contract CRM Territory Sales 119

SaaStr

OCTOBER 3, 2022

Celonis’ COO, Arsenio Otero, discusses this as a three-stage process with actionable steps. This revenue strategy consists of three core questions: What is the market opportunity—the problem that needs to be solved? When you can answer these questions confidently, it is time to go to market. Sales Cycle.

GTM 109

GTM Strategize Government Inside sales 109

Sales Hacker

MARCH 25, 2025

Ray breaks down why the rise of AI agents is a tectonic shift, how businesses are already seeing ROI, and what it means for SaaS, team structure, and go-to-market strategies. 31:12 Inside Microsoft CoPilot: Real-world agent use cases across sales, support, and strategy. It’s going to be.

GTM 69

GTM X-functional Start-ups Relationship building 69

SaaStr

JANUARY 30, 2023

Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up. 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.

Cross-sell 109

Cross-sell Account management Clients Growth 109

Heinz Marketing

JANUARY 7, 2022

By Maria Geokezas , COO and VP of Client Services at Heinz Marketing. Content marketing has defined the last two decades, but there’s a go-to-market strategy that’s been capturing lots of attention — product-led growth. You should provide content and sales support to give the customer the resources to succeed.

Growth 119

Growth Product Intrinsic Referrals 119

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. The B2B buying process has gone primarily digital; most B2B sellers and teams have not. We know the facts.

B2B 112

B2B GTM Cross-sell Cold Call 112

Heinz Marketing

AUGUST 16, 2021

Join Marne and I as we talk about the things that create and maintain the PFL culture, the importance of the integrated experience between marketing channels and the body of work, the importance of having a personality as a brand, some best practices for enabling experience across go-to-market teams, plus more about hybrid experiences.

Pipeline 116

Pipeline Sales Go To Market B2B 116

Highspot

DECEMBER 8, 2020

What are the six stages of the B2B buying process. Unlike sales enablement , which is the formalized process of providing your sales organization with the content, training, and guidance they need to close deals, buyer enablement is less of a program and more of a mindset. What are the four types of buyers.

Drivers/motivators 98

Drivers/motivators B2B Negotiate Closing 98

Sales Hacker

SEPTEMBER 16, 2021

To help demystify this sales POC term and provide context for all go-to-market professionals, let’s expand on each of these terms and identify five things the pre-sales professional can do to drive more revenue within the middle of the funnel. Pre-salespeople are the quarterback of the evaluation process.

Objectives and Key Results 103

Objectives and Key Results Technical Sales Engineering Sales 103

Heinz Marketing

FEBRUARY 8, 2021

We’ve been just saying account-based go-to-market, which I think for us is, even for companies that, quite frankly, I think your phrase and vision is better because it incorporates the whole customer experience. We’re not going to just be reaching out to people no matter what, any time, regardless of their interest.

Pipeline 119

Pipeline B2B Sales Objectives and Key Results 119

SaaStr

MARCH 31, 2022

Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies. And with that being said, today we’re going to discuss how you assess that, how you become successful on these. So we’ll start with the assess phase. The funnel is actually inverted.

Cross-sell 103

Cross-sell Finance Strategize Technology 103

Sales Hacker

APRIL 30, 2018

Given its broad and powerful impact, sales enablement is no longer an optional but a crucial element for survival, growth, and success in the new economy. . Here’s everything we’ll cover now: 1) Sales enablement definition. 4) Process. 6) Sales enablement vs. sales operations. 2) Key functions.

Non-Profits 101

Non-Profits Profit margin Quota Sales 101

Sales Hacker

NOVEMBER 15, 2017

Account Based Marketing (ABM) is a strategic framework that engages qualified individual prospects or customer accounts as unique markets in themselves, worthy of focused, hyper-personalized treatment by sales, marketing and other teams. .

B2B 105

B2B E-commerce Cold Call Represent 105

ConversionXL

NOVEMBER 29, 2018

And optimizing for micro-conversions can undermine macro-conversions, especially if your marketing team never sees what happens after a form fill. Define your go-to-market strategy. As Wes Bush details, you have three options for a SaaS go-to-market strategy : sales led, marketing led, or product led.

Customers 119

Customers Cross-sell Referrals Networking 119

SaaStr

AUGUST 13, 2019

As we went through the process, we made a lot of errors and we tried. How do you actually go from selling to consumers to then to SMB customers and then going up market. So myth number three is worry about sales support later. And his question to me was, hey, when should I hire my first sales support person?

Cross-sell 69

Cross-sell Sales Support Growth Up-sell 69

Hubspot

JUNE 8, 2021

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. This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. Sales Engineer. VP of Sales. Image Source.

Commission 94

Commission Territory Finance Inside sales 94

Sales Hacker

OCTOBER 7, 2021

Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. What would you tell a woman just starting a career in sales? Mindest : Be a Student, not just of the product, but of the process.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

The Lost Book of Sales

JULY 12, 2021

The only proper response to this situation is to acknowledge the lack of data as a condition of the process. Unlike numerical analysis, it does not rely on processing a statistically significant sample of data in order to achieve a given level of confidence. We just have a better set of material to work with.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Martech

MARCH 4, 2025

Marketing is no longer a support function but a strategic growth driver, influencing everything from brand to demand. From sales support to strategic business driver Historically, B2B tech marketing played a critical support role, primarily focused on lead generation, sales enablement and event execution.

Drivers/motivators 118

Drivers/motivators Strategize B2B Growth 118

Salesforce

JULY 25, 2024

The AWS Marketplace gives customers a single view across their IT spend, simplified procurement processes, and consolidated billing through AWS. We anticipate Salesforce’s ISV Fast Track program will greatly accelerate Certinia’s go-to-market timeline. Sign up here

GTM 78

GTM Growth Up-sell Represent 78