Sales Hacker

MARCH 2, 2021

Lessons Michelle learned in 2020 [20:37]. That’s when I felt really bad selling people that, even though they were signing up for it themselves. A lot of really big fashion brands and jewelers and watch brands, that was a lot of relationship selling, which I like, but it’s not my favorite. Sam’s Corner [31:24].

Referrals 59

Referrals Contract Cross-sell Sales 59

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

Sales Hacker

OCTOBER 2, 2020

No, that’s not the setup for some obscure go-to-market joke. It’s the question that will help companies stand out as we put 2020 behind us. Sales Engagement is designed to promote consistent conversations, rapid sales motions, and sales and marketing alignment. Read More: The Forrester Wave : Sales Engagement, Q3 2020.

Objectives and Key Results 133

Objectives and Key Results Cross-sell Sales Technology 133

Sales Hacker

MARCH 2, 2020

Here they are… The 97 Best Sales Books in 2020. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling. Spear Selling. The Psychology of Selling. Buyer-Centered Selling.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SBI

FEBRUARY 25, 2020

At the change of each year, we scour thought pieces on the web for chief marketing officer (CMO) trends that we must be attuned to in the coming year. The anticipated priorities in 2020, for instance, include some form of: Deepen customer knowledge through advanced analytics. Personalize messaging and content in omni-channel marketing.

Customers 49

Customers Strategize Cross-sell B2B 49

InsightSquared

DECEMBER 3, 2019

From the growth of the revenue operations model to the introduction of new technology solutions that enhance business leader’s abilities to make better decisions, changes are happening daily in the B2B world, and more are sure to come in 2020. Team alignment. AI Influences.

Cross-sell 62

Cross-sell Teamwork Sales Gaming 62

SaaStr

JULY 17, 2020

353: Keith Rabois (Paypal, Linkedin, Square) and SaaStr Founder Jason Lemkin talk about the landscape of SaaS & Cloud fundraising and valuation in 2020. But that’s more the exception than the rull of the go to market for many companies. People are buying and selling houses. Look at Model T sales or something.

E-commerce 70

E-commerce Retail Real Estate Growth 70

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Join us at SaaStr Annual 2020. So it really focused our efforts on selling larger deals and go after the enterprise space. And large companies don’t necessarily go on your website and don’t sign up. You’re crossing the chasm.

Territory 54

Territory Cross-sell Sales Cold Call 54

SaaStr

DECEMBER 3, 2020

How does this change when selling to SMBs vs enterprise? * How does Sam think about the relationship between sales and marketing? Are marketing becoming the new sales team with their content being used more and more in the sales funnel? Not at the scale of what we’re experiencing this year in 2020.

Sales 69

Sales Cross-sell Start-ups Growth 69

SaaStr

MARCH 8, 2019

Join Hubspot CEO Brian Halligan and NEA’s Hilarie Koplow-McAdams to explore the evolution of the marketing and sales funnel you’ve been using for decades to generate traffic and convert and leads into customers. Join us for SaaStr Annual 2020. I think inside of big companies the way they used to sell is you call high.

Cold Call 42

Cold Call Trust B2C Go To Market 42

Heinz Marketing

JUNE 1, 2020

Best Practices from Lisa McLe od” Lisa is the founder of McLeod & More as well as the Author of Selling with Noble Purpose. We know what we want to get done, sometimes we happen to think about what the prospect wants out of this as well, but that’s different than having a noble selling purpose. And I believe it is.

Pipeline 68

Pipeline Sales Up-sell Cross-sell 68

SaaStr

JUNE 27, 2019

Join us at SaaStr Annual 2020. Fast forward to today, we’ve crossed the $400 million revenue mark. We announced tomorrow, but we’ve crossed that line and now we’re at about 55% of our revenues coming from the enterprise. And your marketing spends accordingly will probably have to come down. That was it.

Cross-sell 70

Cross-sell Technology Technology Retail 70

Heinz Marketing

MARCH 25, 2020

Sales and marketing leaders seeking to improve revenue generation typically start by examining their channel mixes, tool sets, dashboards, and strategies, but what’s often lost is arguably the most important part of any go-to-market plan: the customer experience. A severe lack of cross-functional coordination.

Growth 66

Growth Cross-sell Territory Engineering 66

SaaStr

MARCH 19, 2019

Join us for SaaStr Annual 2020. Ceci Stallsmith – Director of Platform Marketing @ Slack. Then on the go to market side just over 40% of new ARR comes indirectly around the world through partners. I’m happy to talk about both of those as we go through this session. FULL TRANSCRIPT BELOW.

Engineering 48

Engineering Launch Contract Start-ups 48

SaaStr

NOVEMBER 28, 2019

For Collibra, a cross-organizational data governance platform, the company went from slow growth to hypergrowth. Join us at SaaStr Annual 2020. Teddie : I guess you were also selling into sectors and verticals that had been used to buying software as the last license and maybe a little bit slower. FULL TRANSCRIPT BELOW.

Growth 70

Growth Territory Government Engineering 70

SaaStr

JANUARY 25, 2021

Key Considerations from 2020: Look at the data. Secure the deal through the use of all available resources such as executive relationships or board relationships in order to provide the most cross-functional attention possible. For those selling into the enterprise, channel strategies are very important.

Cross-sell 65

Cross-sell GTM Territory Sales 65

SaaStr

MARCH 8, 2019

Join Hubspot CEO Brian Halligan and NEA’s Hilarie Koplow-McAdams to explore the evolution of the marketing and sales funnel you’ve been using for decades to generate traffic and convert and leads into customers. Join us for SaaStr Annual 2020. I think inside of big companies the way they used to sell is you call high.

Cold Call 19

Cold Call Trust B2C Go To Market 19

Sales Hacker

AUGUST 25, 2023

We’ll continue on our mission to provide real stories/strategies/insights from the best go-to-market operators on the planet, spanning sales, marketing, customer success, operations/enablement, product and hiring. Now that we’ve officially combined The Sales Hacker newsletter with The GTM Newsletter, we’re almost 60K strong!

GTM 52

GTM Contract Cross-sell Account management 52

SaaStr

MARCH 31, 2020

Join us at SaaStr Annual 2020. I’m Guillaume Cabane and today I’m going to talk about The Playbook To Running Growth Experiments At Scale. My focus is SaaS and my job is to create a defensible go-to market moat, right? It’s not going to stop, right? Your CAC is going up.

Growth 52

Growth Engineering Launch Commission 52

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? Selling skills matter just as much for account management, just in a more subtle way. Selling Skills and Account Management. Because renewing, especially in SaaS, is pretty much selling. At the end of that contract, you’ve got to sell it again.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

SaaStr

FEBRUARY 7, 2020

And it requires an immediate shift in approach from testing and iterating and learning how to sell and build out processes and teams, to suddenly being expected to scale very rapidly and with a faster cadence, navigating pricing models, entering new markets. That might be a good time to continue to AB test your go to market approaches.

Strategize 69

Strategize Pitch Growth Networking 69

Sales Hacker

OCTOBER 7, 2021

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. Best-selling author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and diversity & inclusion in the workplace.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

JULY 16, 2020

In May 2020, Facebook announced it was buying the gif search engine , Giphy, for $400 million — primarily for its Instagram product. RELATED: Moving to Enterprise Sales (Part 2): 5 Go-to-Market Prerequisites You Need to Succeed. At first, you may be taken aback. Shaking the Partner Money Tree.

Pipeline 96

Pipeline E-commerce Cross-sell Referrals 96

SaaStr

AUGUST 27, 2019

Join us at SaaStr Annual 2020. I think that we would probably all agree that there is no one more motivated than the founder in the founder led sales stage to get sales, cross the line, and when it comes to comp design, there’s really no big comp design to be had if the founder’s the one closing the deals.

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Join us for SaaStr Annual 2020. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast.

Growth 84

Growth Cross-sell Contract X-functional 84

SaaStr

JULY 15, 2022

It’s pretty good, someone did a Tweet storm the other day on Zeb from ClickUp’s presentation at SaaStr Annual 2020. How, if no one’s heard of you, do you sell to big companies? Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. That’s a great example.

Growth 96

Growth Cross-sell Start-ups X-functional 96

Salesforce

AUGUST 24, 2021

Research suggests that even as customer expectations, market dynamics, and technologies have rapidly evolved, the way companies use CRM systems is not keeping up with the times. With enhanced workforce resiliency, executives can more easily adapt go-to-market strategies to pivot during times of change or uncertainty.

CRM 98

CRM Finance Customer Relationship Management Technology 98

Sales Hacker

DECEMBER 8, 2017

Growth of Omni-Channel Sales Strategies & Social Selling. The Continued Emphasis on Alignment of Sales & Marketing. Amazon is your new competitor – They now sell everything and dominate every product category. – Jeffrey Gitomer , Best-Selling Author, The Little Red Book of Selling.

Sales 97

Sales Cross-sell Up-sell Pipeline 97

SaaStr

JULY 11, 2019

Also, don’t miss out on discounted prices for SaaStr Annual 2020 tickets. You did it both from technology initially, with Twilio, and then with go-to-market partners like Zendesk and Salesforce, right? It’s the easiest … not easiest, but the fastest go-to-market and cheapest go-to-market a startup can get.

Launch 104

Launch Technology Technology Up-sell 104

SaaStr

AUGUST 13, 2019

Join us at SaaStr Annual 2020. When organizations actually go from starting up to selling to SMBs and going up market, the pool up market is undeniable. You’re trying to figure out how to sell to them. So today what I actually want to talk about is how do you cross the chasm?

Cross-sell 61

Cross-sell Sales Support Growth Up-sell 61

SaaStr

MAY 27, 2020

We woke up February 2020 with a shock to the system and no idea what it would mean for our business. If you look at this graph, it simply plots out how many people filed in the weeks before 2016, 2017, 2018, 2019, 2020. This is an example just of the oil market compared just from April 2019 to April 2020.

Finance 77

Finance Government Price Contract 77

SaaStr

AUGUST 20, 2020

Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was. It wasn’t just engineering, product, and design roles.

Sales 77

Sales Price Quota Start-ups 77

SaaStr

JULY 29, 2022

So you’re really asking how do you get a business going, like selling to restaurants that not only is hard to penetrate but has a hardware component. So maybe it was a crummy time to sell as they were coming up on 20 million US dollars in revenue. Jason Lemkin: Well, look. And it’s crazy.

Price 86

Price Product Start-ups Niche 86

SaaStr

JUNE 12, 2020

This interview was recorded in February 2020. What are you doing to empower that long tail in 2020? Even though you’re both dev tools in a sense, are you aligned from a go to market perspective? We’re not aligned, we don’t have co-selling agreements or anything like that. These orgs, they need it.

Start-ups 69

Start-ups Engineering Product Follow-up 69

SaaStr

JULY 10, 2020

SaaStr CEO Jason Lemkin discusses what the new landscape of SaaS means for you in 2020. We shut down something called the Evernote Market, which was selling physical goods, sunset some niche products like Evernote Food which had nice followings, but I felt were distracting from the larger priorities. Chris O’Neill.

E-commerce 74

E-commerce Price Start-ups Growth 74

ConversionXL

JUNE 19, 2019

Product lifecycle marketing does the following: Ensures you’re operationalizing in the right context. Follow the go-to-market strategy using the Google Sprint structure: Research: ask the experts, competitive research. We sell success. Cross-sectional studies, surveys. Spots early signs of a pending transition.

A/B testing 90

A/B testing Objectives and Key Results UX Retail 90