Search Engine Land

AUGUST 14, 2024

If you haven’t been keeping up with the role of automation and AI in lead gen advertising, this article includes advice and experiences on: Managing your ad strategy. Aligning marketing and sales efforts. AI tools to help you level up fast. In other words, you’ll be spending money for the opportunity to sell to people.

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. The rep for the SaaS product sees that a major airline has signed up and is using their software. These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities.

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

SaaStr

NOVEMBER 3, 2023

We’ve talked about Toast a bit here on SaaStr – most recently we wrote up the 5 Interesting Learnings from Toast at $1.1B 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.

Growth 109

Growth Territory Referrals Customers 109

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 125

GTM Territory Price Growth 125

Veloxy

MAY 3, 2022

Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more. In addition to helping sales team’s accelerate sales, Veloxy also helps optimize sales enablement by maximizing selling efficiency. Helps perfect your sales process in order to sell more.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

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

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

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

A Sales Guy

OCTOBER 13, 2016

We all want to grow up and be the big girls or boys on the block, right? 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. We all wanna get big.

Education 126

Education Growth Sales Territory 126

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. The State of Sales Jobs From week to week, it can feel like sales roles are up, and the next down. Help your team close more deals.

GTM 125

GTM Sales Growth Represent 125

Salesforce

OCTOBER 22, 2021

It helps sales reps focus on what they do best: selling. Sales operations teams free up time and energy. 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 Make sure your reps are focused on selling.

Territory 98

Territory Strategize Sales Healthcare 98

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. Sign up now Thanks, you’re subscribed! Guess what? You’re not alone. The good news is, there’s a solution.

GTM 98

GTM Territory Finance E-commerce 98

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.

Drivers/motivators 101

Drivers/motivators Territory Launch Growth 101

SaaStr

NOVEMBER 28, 2022

What is the secret to aligning go-to-market teams and finance teams? was pretty simplified, mostly made up of annual or monthly subscriptions. We are seeing more agile packaging and pricing methods, dynamic deals, ramp-up revenue, and consumption and usage. Are you able to take on moving to new territories?

Finance 98

Finance GTM Government Territory 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

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

Sales Hacker

JULY 16, 2020

In a recent conversation, Gainsight CEO Nick Mehta told us he’s turning his attention to his partner ecosystem as the market tightens, “ Partnerships have the lowest customer acquisition costs out there,” he said. By understanding this macro trend you can set yourself, and your company, up for amazing long-term outcomes. I would know.

Pipeline 127

Pipeline E-commerce Cross-sell Referrals 127

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. Image source: PayPal.

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

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

Gong.io

OCTOBER 6, 2021

He’s everywhere: on our website, in our advertising, gracing the covers of countless marketing materials, e-books, landing pages and social posts. We have pictures of Bruno in golf attire, a shot of Bruno with Santa, versions of him wearing headphones or suiting up to hit the waves. But we never mention these roots in our marketing.

Angle 153

Angle Represent Drivers/motivators Territory 153

SaaStr

OCTOBER 20, 2023

From there, the pace picked up rapidly. From there, the pace picked up even more, releasing ChatGPT, Whisper, and GPT4, the state-of-the-art seminal model. 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.

Growth 119

Growth Launch Territory Legal 119

SalesLoft

FEBRUARY 19, 2020

REV2020 , SalesLoft’s industry conference about where sales is going , is shaping up to be a truly transformational event. Objections come with the territory when making cold calls. The best-selling book, The Challenger Sale , pioneered the idea of challenging conventional customer thinking. 50+ sessions. 100+ speakers.

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 B2C Growth Territory 129

Sales Hacker

MARCH 22, 2018

Opportunistic side bets by signing up some commission-only sales agents. 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.). Sell directly to customers or through various sales channels?

B2B 100

B2B X-functional Cold Call SQL 100

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

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. Marketing to connect what your product does to how it solves customer problems with compelling promotions and campaigns. What is Product Training? Customer support to address customer queries and ensure adoption.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

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 125

B2B GTM Customers Cross-sell 125

SalesLoft

NOVEMBER 17, 2020

Buying a Sales Engagement solution is uncharted territory for many organizations. Set up lead-scoring criteria. Once these process areas are developed, a Sales Engagement platform will be easier to successfully set up. Lining up the right people with the right skills helps the implementation go smoothly.

Sales 105

Sales Territory Technology Technology 105

Hubspot

JUNE 8, 2021

It's important for this role to educate prospects and follow up once a sale is closed to maintain customer satisfaction and encourage repeat buyers. The path to a promotion is clear, and you'll gain the skills you need to level up to a managerial position. Nearly half of their time is spent selling remotely (i.e. Image Source.

Commission 94

Commission Territory Finance Inside sales 94

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

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

Openview

MARCH 15, 2019

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. You may inadvertently put your brand’s reputation at risk if you associate with a partner who doesn’t live up to your standards. Increased Complexity. Value-added Resellers. Distributors.

Sales 129

Sales Networking Drivers/motivators Up-sell 129

Hubspot

OCTOBER 2, 2019

Looking to set your sales team up for this kind of success? 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. IBM SPM Solutions.

Territory 99

Territory Quota Commission Sales 99

Sales Hacker

APRIL 21, 2021

Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management. On Linkedin alone, a search for “revenue operations” in the US brings up almost 20,000 results. Remind me again – what is RevOps?

Finance 117

Finance Cross-sell GTM SQL 117

Xant

JUNE 16, 2021

Without a revenue operations role, marketing and sales teams would have no strategy and no process. Operations makes an organization’s actions intentional—meaning there is data, strategy, and process backing everything up. There are several teams that work directly with sales—sales enablement, customer success, and marketing.

CRM 105

CRM Sales Territory B2B 105