Sales Hacker

MARCH 22, 2018

I run a European-based sales agency for software and technology companies. Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Assigning sales functions to other departments (we’ve seen R&D doing sourcing). Some functions (e.g. This is the most outsourced sales function.

B2B 100

B2B X-functional Cold Call SQL 100

Martech

FEBRUARY 7, 2024

Because AI is unexplored territory and, in the wrong hands, can damage a company’s brand, people will need to know how to maintain ethical boundaries. Broaden job skills on an agile marketing team Many marketing teams still operate with specialists who perform a very limited job function.

X-functional 121

X-functional Cross-sell Territory Retail 121

Sales Hacker

APRIL 6, 2020

As technology continues to evolve, buyers have access to more information than ever before. By tuning into this data in real time, we can systematically identify and target the personas in our territory who are most likely to convert to customers. Let’s get started… Introduction to Intent Data. Segment Accounts. Build Your Lists.

Meeting 92

Meeting Territory X-functional Objectives and Key Results 92

Salesmate

OCTOBER 28, 2020

Accurate forecasting can help a sales team function more efficiently and achieve as well as excel sales expectations. Territory shift. When a business expands into new territory, assigns different territory to a sales rep, or a new territory management plan is introduced, there are possibilities of a temporary dip in sales.

Territory 96

Territory X-functional Pipeline Appointment 96

Hubspot

JUNE 14, 2022

The most successful products and services have some kind of edge — a defining, compelling x-factor that captures and capitalizes on potential customers' attention. The market for virtually every product or service is flooded with a variety of options — all serving the same fundamental function. Apple and Samsung both make smartphones.

X-functional 78

X-functional Entertainment Territory Price 78

Hubspot

AUGUST 8, 2019

Revenue by territory. Ramp-up = amount of time spent in training + average sales cycle length + X. X is based on the salesperson’s experience: The more they have, the smaller this number is. It’s relatively simple to gauge CRM and technology adoption: Simply look at your usage data. X months or years).

X-functional 101

X-functional Quota Cross-sell Contract 101

Sales Hacker

OCTOBER 19, 2018

The product can answer questions like, “What technologies does my target prospect use?” We are seeing early signs that we may be heading into a heavy period of sales technology stack consolidation. Look at G2 Crowd’s positioning chart for “sales intelligence technology”, which includes both Zoominfo and Datanyze.

X-functional 73

X-functional Technology Technology Sales 73

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. In simple terms, it’s how your sales team operates — how it is structured, how territories are determined, how pipeline is generated, and so on.

Territory 52

Territory X-functional Sales Cross-sell 52

ConversionXL

SEPTEMBER 30, 2020

From the other side, technology companies like Apple have limited tracking. Fold in contextual data, like user device, region, screen resolution, etc. The final step, then, is normalization: Attributed value for google/cpc = $300/($300+$500) = $300/$800 = 0.375 x $500 = $187.5 A good example is the launch of ITP 2.1

X-functional 93

X-functional SQL Campaign Launch 93

Heinz Marketing

APRIL 11, 2022

How blockchain technology affects digital advertising and go-to-market standpoints. Because blockchain technology does kind of enable and remove a lot of the pain points that people point out with Web2 today. I mean, even awareness about some of those very functional things need to kind of be surfaced.

Pipeline 111

Pipeline B2B Go To Market Sales 111

Hubspot

OCTOBER 23, 2017

Questions you should ask at this stage include: Is the prospect in your territory? MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) was pioneered by Jack Napoli when he was at technology company PTC. From $100 million to $1 billion, we sold a shift in technology.

Sales 101

Sales X-functional Contact Prospecting 101

SaaStr

JANUARY 21, 2020

It’s an SMB SaaS company in the healthcare technology vertical. I was a local sales manager or regional manager. As I think back to when I came out of school and went into the workforce, I remember thinking I got to be this associate territory rep. Hey everyone. My name is Justin Welsh. That was the old way.

Quota 132

Quota Sales Healthcare Territory 132

Lead Fuze

DECEMBER 15, 2023

Aspiring investors can take the leap into this futuristic technology, as AI is closer than they may think. The rise of artificial intelligence (AI) has opened up new horizons for investors willing to embrace this technological revolution. This fund focuses on companies at the forefront of robotics technology and AI development.

X-functional 52

X-functional Objectives and Key Results Non-Profits Profit margin 52

Heinz Marketing

MAY 9, 2022

Is it a big enough addressable market in this territory? One, for a technology company being around any company that’s innovating, there are wash with ideas. You can’t just blanket an estimate things like a commission forecast based on, well, that’s $1 million deal so we would pay out X. Jamie : Yeah.

Pipeline 98

Pipeline Finance Commission Sales 98

Heinz Marketing

SEPTEMBER 17, 2018

Melissa: Yeah, so I’d say that sales enablement, I fell into it, I think like a lot of folks do, they fall into sales enablement through a function of necessity and accident, happy accident. ” Matt: Thanks everyone for joining us today, if you’re joining us live, thank you so much. Melissa: Yeah. Matt: Love it.

Pipeline 70

Pipeline X-functional Sales Up-sell 70

Sales Hacker

JUNE 9, 2020

We provide human resources expertise, technology, benefits plans, and everything related to your people so that you can focus on your core business. But I was determined to do it and found a technology startup that was willing to give me a shot. And he finally relented and gave me a sales territory, made my number, did well.

Finance 104

Finance X-functional Pipeline Territory 104

ConversionXL

FEBRUARY 3, 2016

Eventually, they could make statements like, “When someone suddenly starts buying X and Y, along with A and B, they could be getting close to delivery. There’s technologies that we didn’t use before that we now use today. So, the real function when we design technologies is how can we take out steps?

Conversion 90

Conversion X-functional Launch Technology 90

PandaDoc

OCTOBER 3, 2023

Virtual selling, role evolution, ethical practices, and immersive technologies will also emerge. For example, an AI tool (like Brandwatch or Amplitude ) identifies a trend: customers in colder regions appreciate the thermostats’ energy-saving features. Each session included 8—10 sales reps from various regions and product lines.

Process 52

Process Objectives and Key Results X-functional Sales 52

Salesforce

JANUARY 31, 2024

Tech sales refers to selling technology as a product or service. Tech sellers typically offer technological solutions to customers’ problems in the form of software, hardware, or information technology (IT) services. Get the free report What is tech sales? The tech industry also moves quickly, so being adaptable is key.

Networking 59

Networking Cross-sell B2C Negotiate 59

SaaStr

AUGUST 7, 2020

How do you help them do that at scalability and how do you as a software company do that for the smallest community and regional institution in the US to the largest, most sophisticated global institutions in the world on one code base, right? Absolutely information technology. And so, how do you help banks do that quicker?

Price 84

Price Retail X-functional Healthcare 84

Lead Fuze

DECEMBER 1, 2021

With the evolution of technology, buyers have access to more information than ever before. If you don’t have access to the database, email one of these teams and they will send it over: -Human Resources -Information Technology Department. To refine the persona, add in a filter for sales under the Function drop-down menu.

Meeting 40

Meeting Territory X-functional Objectives and Key Results 40

SaaStr

SEPTEMBER 13, 2020

It’s also been a powerful moment for technology to be a force for good. We are truly living in a cloud first world today, where businesses not only understand, but they now embrace and are looking to lead with technology solutions from folks on this Zoom, who are cloud first and providing that next generation of solutions.

Non-Profits 91

Non-Profits Strategize Trust Growth 91

SaaStr

JULY 15, 2020

There are some companies that are technology companies that have to do work with them and do target them but that’s not the meat and potatoes of most companies. X and it’s not [inaudible 00:20:29]. I mean, there’s a couple public companies, several private companies, but it had step function.

X-functional 78

X-functional E-commerce Retail Growth 78

SaaStr

DECEMBER 31, 2019

How do we get the functionality of Salesforce out there in the field and on the phone? It Has really, really deep functionality. ” And so we broke it down into a very basic set of functionality, and then used that momentum to sort of bring us towards really our core product, which was the desktop product. Does it matter?

Product 64

Product B2B X-functional Growth 64

PandaDoc

NOVEMBER 15, 2021

Maintain your on-target earnings (OTE) at or above the average for the role, industry, and region. For example, “Become the most successful team within the organization,” or “increase retention by X percentage.” The incentive for action is provided by the purpose, not the job function.

Sales 52

Sales Quota Trust Promote 52

Hubspot

JULY 29, 2018

Social Media Terms - X. AddThis - AddThis is a web-tracking technology company that offers a wide range of social media and content tools -- from responsive sharing buttons to custom follow buttons to recommended content plugins -- designed to help you increase engagement on your website and earn more followers on social media.

Networking 101

Networking X-functional E-commerce Follow-up 101

SaaStr

APRIL 24, 2020

Is digital transformation a technology challenge or a behavioral challenge? * Harry Stebbings: Can I dive in and ask, in terms of kind of the connection of that strategy, how do you create that connection cross-functionally across the company? What were John’s biggest takeaways from running Domo’s annual event virtually?

X-functional 94

X-functional Strategize Retail Technology 94

SaaStr

AUGUST 9, 2019

Ep 256: As a global technology provider powering thousands of SaaS companies, Google is at the forefront of driving exciting and innovative technologies to market. I think from one perspective, at the end of the day, technology does become dated. So one is just the sheer technology aspect of it. So it’s that.

Finance 60

Finance X-functional CRM Engineering 60

SaaStr

JANUARY 10, 2020

With more companies launching and thriving outside of Silicon Valley, regions such as ‘Silicon Slopes’ in Utah and ‘Silicon Alley’ in New York City are gaining traction within the startup scene. Bob Moore: At that 50 plus era, there’s a function for this. 298: Startup success is not exclusive to Silicon Valley.

X-functional 64

X-functional Start-ups Drivers/motivators Go To Market 64

Salesforce

SEPTEMBER 16, 2024

Businesses can capitalize on this need by using a fixed subscription model with a monthly allocation of X units. The switch is usually transformative, requiring processes and technology across the organization to shift or be redesigned. Learn how Revenue Cloud can help. Customers can then pay for extra units as needed.

Price 52

Price Electricity E-commerce Finance 52

ConversionXL

OCTOBER 4, 2018

or “Who is likely to try product X?” Folding online data, such as search patterns, into sales data can better manage inventory, especially at a regional and local level. Endor’s technology has taken on similarly serious challenges. Like Vizadata, MIT’s Endor pursues this path. Inventory management.

Sports 131

Sports Clients Engineering Niche 131

Sales Hacker

MARCH 11, 2025

Creative tactics like video mailers and regional user groups to engage customers and drive product adoption. Where you started to see the 1st B2B enterprise software businesses being built here and sailed through was 1 of those early businesses that we sold enterprise marketing technology solutions. So 2013 was sort of this era.

GTM 81

GTM Growth X-functional Referrals 81

Hubspot

FEBRUARY 12, 2025

So, we decided to create a tool that could scan individuals Twitter (now X) profiles and generate content tailored to the individual. When we launched, we simply shared the link on X, hoping a few dozen users might try it out. You also have to avoid creating technology for technologys sake. Regulations.

Minimum Viable Product 36

Minimum Viable Product X-functional Healthcare Territory 36

Sales Hacker

APRIL 1, 2025

And, you know, you’ve had a hell of a career, you know, over the last 20 plus years, worked at the helm of really what I would consider the world’s leading technology brands. Microsoft was really seen as kind of yesterday’s technology company, so it was a big jump for me. Functional purity and segment alignment.

GTM 63

GTM Up-sell Start-ups Gaming 63

Martech

OCTOBER 29, 2021

Technology needs to help here, not get in the way. Rather than define scale as X number of employees and Y amount of sales, let’s review some challenges that emerge when trying to implement technologies at larger enterprises. Firms with a global or near-global footprint face significant marketing technology challenges.

X-functional 113

X-functional Legal Technology Technology 113

SaaStr

AUGUST 19, 2020

I’ve held a bunch of technology leadership roles in startups, in rocket ships and turnarounds, including about 10 years at Google, and just over three years leading efforts at Evernote. So over the course of those 20 or so odd years in technology leadership roles. I’ve spent a bunch of my career in and out of the valley.

E-commerce 114

E-commerce Price Start-ups Gaming 114

Hubspot

OCTOBER 18, 2011

Haven't I seen you do x or buy Google AdWords? You should have an easy way to put all those buttons on your content, and which buttons show up should be a function of your users. It's free you don't have to buy x to get to this point. And then we would get the question, which you're probably asking yourself right now.

Follow-up 78

Follow-up Real Estate Up-sell Promote 78