Highspot

JUNE 6, 2023

Boardrooms across the globe are dialed in on sales productivity, and rightly so. Sales productivity is the backbone of revenue generation, and during a time when businesses are being forced to achieve more with less, strengthening it has never been more vital. What is Sales Productivity?

Closing 52

Closing Product Objectives and Key Results Quota 52

Sales Hacker

SEPTEMBER 2, 2020

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. Inside sales. Low-touch sales. No-touch sales.

Inside sales 132

Inside sales Cold Call Contract Price 132

Sales Hacker

NOVEMBER 8, 2021

But before utilizing your early-days-in-sales experience to make this move, an SDR must first answer the question: how passionate am I about listening to clients? Within the go-to-market world, CS and PS can overlap. And equally importantly, am I a problem solver and a proactive individual in the workplace?

Clients 117

Clients GTM Sales Technology 117

Hubspot

JULY 11, 2019

Your sales team is working harder than ever to differentiate your product or service and close new business. This role is usually an entry- or mid-level position that requires little to moderate experience (think 3+ years). This role serves as an administrator and gatekeeper for your sales team.

Commission 98

Commission Territory Quota CRM 98

Highspot

FEBRUARY 20, 2025

Your sales team wants to connect with buyers, but without the right tools and insights, that connection doesnt always happen. And without trust, deals stall, sales cycles drag on, and your competitors swoop in. Turn Skeptical Buyers into Confident Customers Buyers are bombarded with cold calls and generic sales pitches.

Trust 52

Trust GTM Pitch Sales 52

SalesLoft

APRIL 25, 2019

This boosts our ability to seamlessly implement the platform and codify customer’s desired go-to-market in their markets. In the search for a Sales Engagement partner, we offer differences which are critical to the strategies of our customers. This is the future of sales. How are We Different?

Growth 90

Growth Commission Networking Up-sell 90

Heinz Marketing

JULY 5, 2021

If you are going to migrate cloud, if you are going to go multi-cloud, if you are going to bring on Docker or Kubernetes. And to your point about marketing, same thing. Previous life, I was a GM and a product that was all about understanding the skills that were at your company. I need a product marketer.

Pipeline 122

Pipeline Start-ups Sales Go To Market 122

Hubspot

APRIL 22, 2018

The importance with which you should regard your buyer persona's job and seniority level certainly depends on the product or service you're selling. What do they do when they're most productive? If you're going to market and sell to these personas, you need to understand how they consume information. Who reports to you?

Education 101

Education Hospitality Networking B2C 101

Sales Hacker

SEPTEMBER 16, 2019

Inside sales is sales done by a skilled salesperson, remotely. RELATED: How To Build An Inside Sales Team From Scratch. What Is Outside Sales? Outside sales is the sales of products and services through in-person, face-to-face interactions. The Product. Products with a small ACV.

Outside Sales 100

Outside Sales Inside sales Profit margin Sales 100

Highspot

SEPTEMBER 30, 2020

But to succeed, you’ll need your team to execute your go-to-market strategy in a single, unified motion. Enter sales methodologies. Businesses rely on sales methodologies to help their reps consistently deliver at every stage of the sales cycle. ” Why Do I Need a Sales Methodology?

Cross-sell 85

Cross-sell Consult Sales Strategize 85

Hubspot

JANUARY 19, 2012

The importance with which you should regard your persona's job and seniority level certainly depends on the product or service you're selling. Ask yourself what would make your persona get really, really excited about your product or service. Where do they go for information? What should their sales experience feel like?

Education 78

Education B2C Service Presentation 78

Highspot

FEBRUARY 11, 2024

Now, I’m sharing more details about our first-sale teams’ strategy, including new talent joining us at a time when sales enablement has become essential to businesses’ go-to-market (GTM) success. It also means bringing in experienced leadership who can help us continue leveling up.

GTM 59

GTM Appointment Sales Strategize 59

Highspot

OCTOBER 31, 2023

Push the envelope of sales enablement by driving efficiency through AI, scaling coaching with actionable insights, tying enablement efforts to business results, unifying the sales tech stack, and engaging buyers with digital experiences. higher buyer engagement when utilizing Digital Rooms.

Strategize 72

Strategize CRM Government Closing 72

Hubspot

JUNE 8, 2021

Due to the role's responsibilities, the best SDRs have strong interpersonal communication and organizational skills, understand the ins and outs of the products or services, and make a lasting impression. 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

Highspot

JULY 31, 2020

Sales organization structure refers to the segmentation of your sales team into specialized groups. How you organize your sales team will be determined by the regions you serve, the number of products and services you offer, the size of your sales team, and the size and industry of your customers. Customer Size.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

Heinz Marketing

MAY 10, 2021

I think a lot of companies in their marketing are too centric around, what problems their solution solves too early, when really what they should be doing is talking about what issues are going on out there that your product ultimately may solve. You’re going to stand out. That’s what LinkedIn’s about.

Pipeline 109

Pipeline Sales Up-sell Growth 109

SaaStr

JUNE 2, 2021

Olof Mathé: Freemium, on the other hand, I think is being really popularized by a SaaS product like Dropbox, where it was about having a really low friction product with massive reach. Either you can focus on a better product experience or a better buying experience. Of course, they never talked to a human.

Sales 98

Sales Up-sell Price Start-ups 98

Sales Hacker

APRIL 21, 2022

Startups are more willing to be early adopters of a new product. Startups are less demanding than a big company both from a services and product perspective. There’s also minimal feature requirements outside of the core product offering – SSO, SCIM, SOC2, Admin Permissioning, etc. Product usage. Revenue number.

Cross-sell 104

Cross-sell Legal Contract Price 104

Sales Hacker

AUGUST 5, 2019

If you missed episode 68, check it out here: PODCAST 68: How to Go to Market with an Enterprise Solution w/ Ed Calnan. The larger the deal, if you’re talking an enterprise customer, actually bringing the account management, like the account manager in at the late stage sales cycle before the formal close, can be really impactful.

Customers 66

Customers Account management X-functional Hospitality 66

SalesLoft

JANUARY 30, 2017

A key hire for 2017, Fried’s role focuses on continuing to scale Salesloft’s ability to serve enterprise-level clients, helping Salesloft to transform more companies into modern sales organizations. Fred will be a tremendous asset in expanding the reach of this mission and catalyzing this type of change in more sales organizations.

Territory 52

Territory Drivers/motivators Appointment Sales 52

Heinz Marketing

MAY 16, 2022

And as you know, Matt, I’m a big believer in creating a remarkable customer experience. Without naming names, there are two companies in the last five years that I actively tried not to buy from because I was so turned off by the sales experience. That could be a self-help tool in a product led growth format.

Pipeline 97

Pipeline Referrals X-functional Cross-sell 97

PandaDoc

AUGUST 16, 2022

The former Selling Local host is known for sharing tactical methods sales teams can use to rebel against outdated sales processes. Dale’s been featured on the Sales Enablement podcast, Sales Experience podcast, and Sales Gypsy podcast. And these ten sales gurus won’t disappoint. Follow GB on LinkedIn.

Cold Call 52

Cold Call B2C Sales Follow-up 52

Gong.io

NOVEMBER 25, 2019

Jonathan is a partner at Bain, and has over 15 years of strategic sales experience helping organizations of all types and sizes maximize productivity. There are two big insights that we’ve had from observations that we’ve made over the years, watching lots of sales forces operate. . Turning A-Players Into B-Players.

Price 71

Price Strategize Up-sell Cold Call 71

SalesLoft

AUGUST 9, 2023

Let us break it down with a little example of how nearly every organization has tried to build their go-to-market tech stack: Start with a system of record — a CRM — designed to store a ton of incredibly valuable data on your customers. So productivity and outcomes are affected. Invest in point solutions (e.g. Sound familiar?

CRM 52

CRM Pipeline Go To Market Up-sell 52

Sales Hacker

DECEMBER 8, 2020

Having founded his first company at age 15, Luke Rogers, now VP: sales at Instabase, is determined to turn the world of technology upside down in more ways than one, a passionate believer that experiences is the least important quality when building an elite go-to-market team. Sam Jacobs: Tell me about those people.

Sales 117

Sales E-commerce Technology Technology 117

SalesLoft

JUNE 19, 2019

SalesLoft is not just about making a product to make money. Once we educated that market on who we were, we had to teach prospects about the functionality of the tool. This was the time I enjoyed most at LinkedIn: selling a product while simultaneously educating the market. SalesLoft has a huge market opportunity in EMEA.

Territory 40

Territory Education Technology Technology 40

Gong.io

NOVEMBER 18, 2019

Charlie Goodtimes sales guy—it’s gone. Because the amount of research and transparency that a smart buyer can get on your product, your company, you. You can literally go onto different sites now and get reviews of salespeople. . I think the days of the extraverted, slick, “Hey, how you doing?” It’s incredible, right?

Price 48

Price Up-sell Contact Technique 48

SaaStr

OCTOBER 8, 2019

Typically founders are the first sales people. After all it’s likely they know the product the best, and they can use customer feedback to measure market fit. However, at some point a founder needs to hire a sales team. Most founders, CEOs, they build the product themselves or at least are heavily involved.

Sales 59

Sales Intrinsic Growth Product 59

Sales Hacker

OCTOBER 7, 2021

After spending a couple of years in a sales role, that knowledge will assist you throughout your life in business and elsewhere. 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. Anita Nielsen.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Sales Hacker

MAY 1, 2018

On this episode of the Sales Hacker podcast, we talk with Rick Smolen , VP of Sales at Greenhouse Software about moving your product upmarket and how to sell your software to a big company. How to help a hyper-growth company move upmarket from mid-market into enterprise. An Impactful Moment in Rick’s Sales Career.

Product 60

Product Territory Sales Negotiate 60

Salesforce

MAY 2, 2022

To help you sift through the sea of talent, we curated a list of 16 sales influencers to follow in early 2021 — but that list has grown. These are the future-makers in sales. Co-Founder, Women in Sales Club and Strategic Account Executive, Alyce, Chicago, Illinois. Alexine Mudawar. Pro-tip: Become your customers’ customer.

Gaming 98

Gaming GTM Consult Sales 98

Sales Hacker

MARCH 2, 2020

Productivity. More Sales, Less Time. 80/20 Sales and Marketing. The Go-Giver. Contrary to popular sales training, you don’t have to make presentations to everyone who will listen. You don’t have to be subservient, forfeit your self-respect, or fake enthusiasm about your product or service.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

SaaStr

JANUARY 28, 2020

” Like our Googles, our Comcast, our Dells, our BTs, they didn’t cancel my product. I certainly didn’t know if people needed my product. Aaron : Well, actually they go from customer success, they really know the product and they have the desire-. Aaron : Yeah, vitamin painkiller. Aaron : Yeah, I know.

Growth 97

Growth Promote Engineering Up-sell 97

SalesLoft

OCTOBER 2, 2018

A sales engagement platform enables the consistent and systematic execution of an organization’s living sales playbook. It increases productivity and scalability within a sales organization. The desire to build and execute on a sales playbook is not new. Where do I start with a sales engagement platform?

Cold Call 52

Cold Call Sales Objection handling Prospecting 52

The Lost Book of Sales

JULY 12, 2021

Being sales vs. market driven when crossing the chasm. Tips on whole product management. R&D decisions: From products to whole products. Basics: Markets and segmentation If two people buy the same product for the same reason but have no way they could reference each other, they are not part of the same market.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

SEPTEMBER 22, 2020

And so I moved to Europe and spent some time the last five years actually at HP in Europe, managing all of Europe, Middle East and Africa and all of their consumers in B2B business for the consumer product lines. It’s more about how are you going to make sure the manufacturing supply chain is in place?

Growth 82

Growth Objectives and Key Results Manufacturing Start-ups 82

Sales Hacker

FEBRUARY 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit.

GTM 99

GTM Quota Drivers/motivators Sales 99