Search Engine Land

AUGUST 14, 2024

In other words, you’ll be spending money for the opportunity to sell to people. You need a place for those leads to go, a process and people to follow up with them and a way to determine which ones are most valuable to your business. Review it and let it inform your go-to-market strategy, such as handling objections.

CRM 116

CRM Campaign Niche Negotiate 116

Salesforce

APRIL 2, 2025

Discover how to make product-led sales a part of your go-to-market strategy. These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities. Fewer touchpoints to conversion imply that the product is able to sell itself, reducing reliance on heavy sales efforts.

Product 86

Product Territory Sales Price 86

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Consider new territory rules that reflect changes in the market (and your business). Related: Your Territory Model Is Hurting Attainment. Territory profiles .

Territory 120

Territory Quota Strategic planning Sales 120

criteria for success

APRIL 1, 2020

How long will regional lockdowns last? Here’s a summary of the challenges we’re hearing from salespeople and some best practices for selling through uncertainty. Selling Through Uncertainty. Criteria for Success is hosting a series of group Q&A's about selling during COVID-19. How to Sell Anything to Anyone.

Sell 97

Sell Prospecting Up-sell Territory 97

Partners in Excellence

AUGUST 27, 2024

There are never ending, and important discussions, about our Go To Market (GTM) strategies. further characterize those markets by certain demographics. it may be regional location, for example North America, EMEA, APAC. Sometimes, we refine those strategies by defining personas within the market categories.

GTM 139

GTM Customers Finance Territory 139

SaaStr

NOVEMBER 3, 2023

That means they still have 85% of the market left to tackle. Toast’s Go To Market Structure Toast has seen unprecedented growth on the revenue side, so let’s look at the customer acquisition strategy. More Territory Per Rep Doesn’t Mean More Sales Was Toast methodical in the way they segmented or rolled out nationwide?

Growth 106

Growth Territory Referrals Customers 106

Sales Hacker

APRIL 1, 2021

If you’re an OEM or selling physical products, this one’s for you (sorry, SaaS folks). As the world is starting to reopen, there is likely room for your products in new markets, if you understand the complexities and risks. Analyze your specific sales and market, then look across the globe.

E-commerce 92

E-commerce Territory Transportation B2C 92

Sales Hacker

DECEMBER 21, 2017

Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling. Sales Territory Assignment and Growth Forecasting.

Territory 107

Territory Non-Profits Contract Quota 107

SalesforLife

JULY 28, 2019

Over the last couple of years, many of our customers have been asking us to identify the go-to-market strategy, and specific execution points, around selling in teams. In this blog, I won’t cover why it’s so critical to sell in squads and pods – that should be self-explanatory.

Pipeline 93

Pipeline Objectives and Key Results Territory Teamwork 93

A Sales Guy

OCTOBER 13, 2016

In business, there hopefully comes a time when your current structure and way of going to market no longer works. You are unable to drive the leads, close the deals, penetrate the territory, capture new industries, etc. This can be seen in startups who are first to market. The sales team has to do very little selling.

Education 126

Education Growth Sales Territory 126

SaaStr

JULY 21, 2022

Reaching unicorn status is nice validation, but the luster fades when founders can’t navigate the hidden challenges that come with uncharted territory. From PLG and consumption-based pricing, to value-based selling and driving efficient growth, Erica will share veteran insights that will help you develop your own successful GTM strategy.

GTM 122

GTM Territory Price Growth 122

Salesforce

OCTOBER 22, 2021

It helps sales reps focus on what they do best: selling. I want salespeople to have their feet on the street selling,” said Lauren Hughes, the head of Sales Operations and Strategy at Attentive , a mobile messaging platform. “I I want salespeople to be client-facing, focused on selling solutions. Learn more.

Territory 98

Territory Strategize Sales Healthcare 98

Partners in Excellence

JULY 30, 2012

Sales Strategy: In the sales strategy category, we focus on how the company wants to position itself and be perceived within it’s target markets and by prospects and customers. For example, coaching calls, opportunities, the pipeline, accounts, territories and overall performance.

Territory 97

Territory Sales Pipeline Growth 97

Salesforce

OCTOBER 4, 2024

What started as a manageable headache is now causing your organization to leak revenue — especially as you add more products, territories, and go-to-market strategies into the mix. Guess what? You’re not alone. Growing businesses lose 20-30% of their revenue to operational inefficiencies every year.

GTM 98

GTM Territory Finance E-commerce 98

SaaStr

APRIL 25, 2023

In last week’s Workshop Wednesday , President Sales & Field Engineering Chris Donato and SVP Business Development & Ecosystem Shelli Vivona shared how to scale out a go-to-market org. That took into consideration things like use cases, and the personas that they’re selling to. It all goes together.

Engineering 97

Engineering GTM Territory Management Consulting 97

Sales Hacker

SEPTEMBER 18, 2024

This is a special edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. Companies are increasingly relying on AEs for both lead qualification and direct selling, while SDR roles are declining.

GTM 125

GTM Sales Growth Represent 125

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

Hubspot

NOVEMBER 19, 2020

Your business is getting by just fine – but still, the questions remain: Could you be selling more? Is there an opportunity to increase market penetration? Creating a plan to sell existing products/services to new demographics, through such initiatives as adding locations or expanding delivery radius. Step 4: Go-To Market.

Drivers/motivators 101

Drivers/motivators Territory Launch Growth 101

Sales Hacker

JANUARY 20, 2022

According to Forrester, the costs of unwanted voluntary turnover hide themselves in the form of uncovered sales territories and lost sales productivity. Combine the hidden costs of uncovered territories and lost productivity with the training, recruiting, and onboarding to calculate total turnover.

Territory 117

Territory Sales Finance Drivers/motivators 117

SaaStr

NOVEMBER 28, 2022

What is the secret to aligning go-to-market teams and finance teams? This may look like moving from a mid-market business to an SMB, and eventually to an enterprise. Another strategy we often see is moving from a PLG model to a sales assistive model with a more established sales team that can sell the product to the customer. .

Finance 98

Finance GTM Government Territory 98

Hubspot

JULY 11, 2019

Reps need to prospect, sell, and close -- and that doesn’t always leave a lot of time for administrative or big-picture work. Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more.

Commission 98

Commission Territory Quota CRM 98

Sales Hacker

JANUARY 21, 2021

LinkedIn has been around for less than two decades, but it’s already changed the way we sell. This new sales strategy is known as social selling, and the numbers show that when it works, it works. Social selling is quickly becoming a favorite prospecting channel for sales reps and LinkedIn is their social media platform of choice.

Territory 122

Territory Networking Sales Contact 122

Sales Hacker

JULY 16, 2020

RELATED: Moving to Enterprise Sales (Part 2): 5 Go-to-Market Prerequisites You Need to Succeed. But three things have changed: There are new sets of tools such as partner ecosystem platforms that automate the co-selling and cross-selling process. Shaking the Partner Money Tree. are measured by partner-influenced revenue.

Pipeline 127

Pipeline E-commerce Cross-sell Referrals 127

Highspot

JANUARY 23, 2025

Your entire go-to-market team also relies on these abilities to create seamless experiences for buyers at each stage of the buyers journey. In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects. Below are the top 10 skills to nurture: 1.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Pitch 52

SalesLoft

FEBRUARY 19, 2020

Objections come with the territory when making cold calls. The best-selling book, The Challenger Sale , pioneered the idea of challenging conventional customer thinking. But how do you set a “Challenger” go-to-market strategy in motion? 3 Must-See Sessions. 1) Handling Objections & Rejections.

Inside sales 95

Inside sales Cold Call Territory Drivers/motivators 95

Sales Hacker

SEPTEMBER 29, 2023

Regional micro-events have drawn out the buyers who still work from home and don’t want to just meet with an AE. Regardless of which channels you’re investing in, Martin Gontovnikas (Marketing & Growth Advisor) emphasizes his biggest takeaway of “it’s better to be different than better.

GTM 129

GTM Growth B2C Territory 129

Partners in Excellence

JUNE 6, 2012

.” It offers an interesting view and initiates a great conversation on critical elements of developing and implementing a customer focused “Go To Market Strategy.” As we (our companies) develop our Go To Market Strategies and our Sales Stacks, we have to start with the customer.

Sales 103

Sales Objectives and Key Results Territory Go To Market 103

Gong.io

OCTOBER 6, 2021

To sell to this demanding crowd and win upmarket, Gong needed to look more sophisticated. But we never mention these roots in our marketing. Instead, we opted for a radically different, more human-centered go-to-market strategy four years prior: help business professionals everywhere become sales superstars. .

Angle 153

Angle Represent Drivers/motivators Territory 153

Sales Hacker

FEBRUARY 3, 2020

SaaSy Sales Management runs in-person, public, and private workshops to teach go-to-market SaaS leaders how to produce the best outcome for their company and their people. Founders should move to the region where they want to expand into. Expanding into New Regions [24:45]. What You’ll Learn. We’re on iTunes.

Territory 90

Territory Hospitality Consult Engineering 90

SaaStr

OCTOBER 20, 2023

Sam said he had no idea what sales would look like at OpenAI or how to go to market with their products, but they went for it. This was when she understood they were selling services — buy a license with OpenAI and meet with the team once a week to solve problems and ideate. tokens per word in the English language.

Growth 117

Growth Launch Territory Legal 117

Sales Hacker

MARCH 22, 2018

Typical reasons and triggers to outsource parts of your sales process include: Drastically changing your sales model ( introducing SDR/AE split , Account Based Selling, etc.). Entering new markets (geographically or target-segment). Sell directly to customers or through various sales channels? Challenging your own sales force.

B2B 100

B2B X-functional Cold Call SQL 100

Martech

OCTOBER 10, 2022

The growing impact of B2B internal disconnects is limiting our customer relationships, affecting our revenue results and hamstringing our go-to-market (GTM) teams’ productivity. This disconnect challenge is made more complicated when every organization, region, team or business unit is doing their own thing in how they go to market.

B2B 124

B2B GTM Customers Cross-sell 124

Hubspot

OCTOBER 2, 2019

Whether you have sales reps on your team who are new to the field of sales or seasoned sales people ready to learn more advanced selling techniques, employee development is a major perk of having a sales performance management process in place. Sales territory optimization - The ability to support strategic territory mapping and efficiency.

Territory 99

Territory Quota Commission Sales 99

Gong.io

JUNE 11, 2021

Rapidly evolved into a strategic, go-to-market function. They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine). A best-in-class onboarding program.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

InsightSquared

OCTOBER 11, 2017

Mike Wolff, SVP, Commercial Sales, at Salesforce, Adrian Rosenkranz, Head of SMB Marketing at Salesforce, Peri McDonald, Regional Vice President, Customer Success at Salesforce and Fred Shilmover, co-founder and CEO of InsightSquared. San Francisco Marriott: Foothill G1-G2.

Drivers/motivators 66

Drivers/motivators Territory Sales CRM 66

criteria for success

DECEMBER 1, 2021

If you want to develop a strong organization with core capabilities and predictable results, you need to sell the same kinds of things to the same kinds of people. As you do this over and over again, you’ll build systems and processes to support the selling and delivery functions. Are you selling different solutions?

Clients 98

Clients Territory Drivers/motivators Contact 98

SaaStr

JANUARY 25, 2021

Prior to the pandemic, many companies knew which vertical channels were doing well, but COVID caused a change in territory planning overnight. For those selling into the enterprise, channel strategies are very important. Engage partners proactively once the sales team understands the value that a partner is going to bring.

Cross-sell 96

Cross-sell GTM Sales Territory 96