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 128

GTM Customers Finance Manufacturing 128

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 102

Territory Quota Strategic planning Sales 102

Sales Hacker

JANUARY 8, 2021

If you are seeing additional demand from a particular region based on in-bound leads or media mentions, don’t miss an opportunity to capitalize on that interest. One of the first steps when you’re preparing to move into a new market is to create a cross-functional, go-to-market strategy. Hire the Right Leaders.

Territory 88

Territory Pipeline Launch Technical Sales 88

SaaStr

NOVEMBER 22, 2020

The four key pillars he lays out are: Product market fit & expansion. Go to market approach & expansion. 1 Product-Market Fit and Expansion. 2 Go-To-Market Approach and Expansion. Determine if your growth is product-led, sales-led, or marketing-led. Geographic regions.

Territory 126

Territory Healthcare Growth Go To Market 126

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 76

Growth Territory Referrals Customers 76

Sales Hacker

FEBRUARY 6, 2023

When the plan is in alignment with execution, your territories remain optimized and sellers are focused on the best opportunities. In the context of go-to-market planning, it’s important to understand that continuous planning does not mean you have to be constantly re-doing your plan. What is the holdout for that sales rep?

GTM 84

GTM Territory Commission Strategize 84

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. The term sales motion refers to the particular method sales organizations use to bring a product or service to market. Align your go-to-market teams.

Territory 52

Territory X-functional Sales Cross-sell 52

Lead Fuze

NOVEMBER 30, 2021

If you are seeing additional demand from a particular region, don†t miss out on the opportunity to capitalize and take advantage of that interest. The first step in entering a new market is to create an actionable cross-functional, go-to-market strategy. Hiring from the area is a great way to test out new markets.

Territory 52

Territory Pipeline Sales Launch 52

Sales Hacker

APRIL 1, 2021

Expansion to new territories is never easy, but the coronavirus is providing a wakeup call for enterprises and established companies to start looking at how customers say they prefer you to sell to them. Analyze your specific sales and market, then look across the globe. The future of this space is digital and streamlined.

E-commerce 71

E-commerce Territory Transportation B2C 71

Lead Fuze

NOVEMBER 30, 2021

Companies are learning that expansion and growth to new territories is never easy, but the coronavirus has provided a wake-up call for them. It’s helpful to do this before a crisis because it will show you what the market may return to or beneficial areas relative to the current situation.

E-commerce 52

E-commerce Territory Transportation Retail 52

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. How do you manage year-to-year territory adjustments as your company grows? Eventually, people will catch on that if their territories are getting bigger, that’s bad.

Territory 72

Territory Healthcare Sales Retail 72

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. Another step Chris has taken was to simply Celonis’ regional structure by reducing nine regions to five.

Engineering 69

Engineering GTM Territory Management Consulting 69

SaaStr

NOVEMBER 28, 2022

What is the secret to aligning go-to-market teams and finance teams? Are you able to take on moving to new territories? Expanding the business’s territory lines is expanding the number of people who will be interested in the business. Make sure your go-to-market teams and sales and finance teams align on success metrics.

Finance 76

Finance GTM Government Territory 76

SBI

JANUARY 31, 2020

TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory. ndrew Gilman, Head of Marketing, NWN Corporation. Accurate and actionable data is the lifeblood of high-performing Go-To-Market organizations,” said Andrew Gilman, Head of Marketing, NWN Corporation.

Territory 29

Territory Engineering Strategize Technology 29

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. You will only get this level of scrutiny if you get more than one person’s eyes on a territory or vertical.

Pipeline 93

Pipeline Objectives and Key Results Territory Teamwork 93

Martech

DECEMBER 11, 2023

Yes, you’re not building a go-to-market plan at this point. As you start to determine which actions you want your customers to take, you need to link different behaviors to each marketing channel your company plans on using. The amygdala then sends signals to the hypothalamus, a critical region for autonomic responses.

Represent 115

Represent Territory Campaign Strategize 115

Salesforce

OCTOBER 22, 2021

Many companies assume the same go-to-market strategies will be effective as they scale up, but that’s often not the case,” said Brandon Jones, head of Revenue Strategy and Operations at Komodo Health , which specializes in software for the healthcare industry. Make sure your reps are focused on selling. Learn more.

Territory 98

Territory Strategize Sales Healthcare 98

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. SaaStr attendee favorite Mark Roberge, Co-Founder and Managing Director @ Stage 2 Capital will discuss making the most of Go-To-Market when you’re working with a PLG motion.

GTM 99

GTM Territory Price Growth 99

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 103

Territory Sales Finance Drivers/motivators 103

Martech

JULY 30, 2024

When it comes to customer engagement, startups prioritize personalized communication through social media, while large corporations use CRM systems and broader awareness marketing for scalable customer retention efforts. Community building fosters brand loyalty and advocacy, creating a dedicated customer base.

X-functional 85

X-functional Territory Customer Relationship Management CRM 85

Highspot

JANUARY 27, 2021

The remote reality has accelerated the pace of digital transformation and changed the way go-to-market teams engage buyers. According to Gartner, Inc., 80 percent of business-to-business sales will happen digitally through 2025 (Gartner, “The Future of Sales”, M.

Growth 98

Growth Customers Territory Strategize 98

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]. Expanding into New Regions [24:45].

Territory 85

Territory Consult Hospitality Engineering 85

Hubspot

NOVEMBER 19, 2020

In the second example, TAM increases because you're simply adding more people to your target market, and are able to service new customers without investing in a new product line. Think of corporate expansion by way of hiring salespeople to service a new region, or a restaurant opening up a second location on the other side of town.

Drivers/motivators 101

Drivers/motivators Territory Growth Launch 101

SalesLoft

FEBRUARY 19, 2020

Objections come with the territory when making cold calls. But how do you set a “Challenger” go-to-market strategy in motion? 3 Must-See Sessions. 1) Handling Objections & Rejections. Speaker : Kevin Dorsey, VP of Inside Sales at PatientPop. It’s a challenge to handle these situations gracefully, let alone turn them around.

Inside sales 95

Inside sales Cold Call Territory Drivers/motivators 95

Gong.io

OCTOBER 6, 2021

Gong has spread across teams, divisions, markets, and the globe. What can best be described as a ‘Reality Revolution’ has transformed way beyond just go-to-market teams, helping companies make smarter decisions. Marketers use Gong. These stories are not limited to just individual salespeople and front-line leaders.

Territory 62

Territory Strategize Launch Go To Market 62

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. Start-ups to watch: UserEvidence announces their $9M SeriesA this week, UserEvidence automates social proof for go-to-market teams and creates authentic customer stories at scale Pumped to see their rapid growth!

GTM 106

GTM Growth B2C Territory 106

Hubspot

JULY 11, 2019

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

Commission 81

Commission Territory Quota CRM 81

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 112

B2B GTM Customers Cross-sell 112

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). 3: Accelerate strategic initiatives.

Objectives and Key Results 103

Objectives and Key Results GTM Price Territory 103

Martech

MAY 18, 2022

Faster creation means omnichannel experiences can go to market quicker. In regulated markets, brands have to make sure they are compliant in what messages they deliver on specific channels. . This is about granular control of which content is applicable for which markets, regions, brands and channels,” Tant explained. “It’s

Territory 91

Territory Campaign Presentation Go To Market 91

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. After digging into the platform and appreciating its capabilities, she found OpenAI. She met Sam Altman and was blown away by the audacity of his ambition.

Growth 93

Growth Launch Territory Legal 93

Veloxy

MAY 3, 2022

SBI Growth Advisory, formerly Sales Benchmark Index, is one of the nation’s pioneers and leaders in go-to-market revenue growth consultation. Most people wait for the next regional seminar or national tradeshow to discover future practices. SBI Growth Advisory's KPI Dashboard. Sales Webinars. Don’t wait.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Sales Hacker

DECEMBER 21, 2017

Sales Territory Assignment and Growth Forecasting. Allocation of Accounts and Sales Territories. In addition to the technical and sales enablement responsibilities, the newly formed Sales Operations unit will be responsible for the following tasks: Go-to-market strategy & planning. Territory design. Operations.

Territory 90

Territory Non-Profits Contract Quota 90

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

SaaStr

SEPTEMBER 12, 2023

The company will need a Sales Ops/Enablement professional for every 30-50 salespeople to manage training, onboarding, territories, and compensation plans. . • The company will likely need 1 Sales Engineer for every 8-10 sales reps to support the technical side. •

Price 89

Price Contract Territory Quota 89

Sales Hacker

JULY 28, 2021

Territories: When you reassign territories or hire new reps, there is a significant ramp time before reps can forecast accurately and build new pipeline. Products and pricing: Any planned changes to your product pricing and the addition of new products to the market will affect your forecasting results.

CRM 117

CRM Pipeline Territory Sales 117

Highspot

AUGUST 26, 2024

It focuses on key areas like deal management, territory planning, sales forecasting, CRM management, and training and development. Meanwhile, RevOps takes a broader view, overseeing the entire customer journey, managing sales funnels, guiding go-to-market (GTM) execution, and enhancing the overall customer experience.

Objectives and Key Results 52

Objectives and Key Results CRM Growth Strategize 52