Sales Hacker

SEPTEMBER 29, 2023

Over the past year, we’ve had tons of founders ask where they should be prioritizing their marketing dollars and resources considering the wild economic year that 2023 has unfolded as. Not only has the economy provided an added challenge, but there has been a general drop in the effectiveness of most traditional marketing channels.

GTM 100

GTM Growth B2C Territory 100

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. Many operations suffer from issues related to the all-too-common disconnect between marketing and sales.

CRM 105

CRM Territory Sales B2B 105

Martech

SEPTEMBER 29, 2023

B2B marketers are getting a lot from the huge amount of new marketing technology, but it comes with more than a few challenges: Systems integration, budget woes, demonstrating ROI to name a few. DATA Intent data for ABM : After bursting on the B2B scene around 2018, intent data is getting better and better.

B2B 86

B2B Teamwork Referrals Cross-sell 86

SaaStr

AUGUST 22, 2022

Way back in the early days of Adobe Sign / EchoSign, my co-founder was a digital marketing genius — but was opposed to events. If you don’t believe in them as a marketing strategy, best to pass on them, for the most part at least. And the best events all attract buyers. They don’t work, he’d say.

Tradeshows 93

Tradeshows Niche Start-ups Closing 93

SaaStr

MARCH 10, 2022

Do you keep hearing that the market is getting too saturated? In this session, Atlassian’s Chief Operating Officer, Anu Bharadwaj, joins us to share the company’s playbook. Building a Values Playbook that Led to a $1.3B Building a Values Playbook that Led to a $1.3B Building a Values Playbook that Led to a $1.3B

Growth 77

Growth Start-ups Product Customers 77

Heinz Marketing

MAY 15, 2021

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. But now when we look at buyer analysis and their attitudes of sales people. They might look similar, but the intent is what matters. Jargon vs. Lingo.

B2B 120

B2B Tradeshows Conversion Trust 120

Martech

APRIL 7, 2023

Customer indecision is now a leading reason for missing B2B marketing and sales pipeline and revenue targets. B2B buyers are dealing with FOMU, not FOMO Authors Matt Dixon and Ted McKenna analyzed more than 2.5 B2B buyers are dealing with FOMU, not FOMO Authors Matt Dixon and Ted McKenna analyzed more than 2.5

B2B 107

B2B Customers GTM Pipeline 107

Hubspot

JULY 3, 2020

Account-based marketing (ABM) is transforming the B2B marketing and sales world because of its effectiveness in reaching high-value target accounts — but it's a difficult strategy to manage. Fortunately, like any aspect of marketing, ABM is made easier with strategic planning. How to Get Started With Account Mapping.

Campaign 101

Campaign Contact Strategic planning Legal 101

Outreach

MARCH 2, 2021

Today, your sales reps rely on more than traditional ‘buying signals,’ such as completing an online form or signing up for a free trial, to identify buyer intent. Sales reps now recognize buyer emotions and engagement. The question is — can these activities or ‘vanity metrics’ accurately show a buyers’ emotion or sentiment?

Referrals 81

Referrals Prospecting B2B Contact 81

Xant

MAY 20, 2021

Today, B2B buyers are completely digital. Start doing what buyers do intuitively: guide actions with provable recommendations and automation. They deliberately craft experiences for us that are buyer-centric (us-centric). That’s where Playbooks lives. Marketing creates duplicates inside of Salesforce. INTEGRATION.

Sell 77

Sell Objectives and Key Results CRM Territory 77

Sales Hacker

MARCH 1, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. The B2B playbook is changing. So, owned media. What is it?

GTM 71

GTM Launch B2B Growth 71

Hubspot

APRIL 1, 2024

Preferably ones with a big budget and high intent to purchase. It means sales and go-to-market motions are going to have to evolve. Marketing is going to have to evolve, too, but that's a whole other topic.) We all know buyer research is changing. Buyers are more informed and empowered than ever before.

Cross-sell 56

Cross-sell CRM Referrals Up-sell 56

Martech

SEPTEMBER 8, 2021

Good morning, Marketers, are you getting enough emails? Email is an important channel for every marketing team, but make sure the audience is really into what you’re sending. Using marketing technology requires great (human) minds. We’re particularly excited for Scott Brinker’s keynote on the arrival of “big ops” in marketing.

Real Estate 79

Real Estate Networking B2B Technique 79

Heinz Marketing

OCTOBER 12, 2021

By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. In today’s digital technology landscape there are numerous platforms, tools and technologies at the disposal of every marketer—almost too many. Welcome to the eighth installment of The B2B Marketer’s Quick Start Guide. Without further ado….

B2B 115

B2B A/B testing Territory Technology 115

SalesLoft

MARCH 31, 2022

We all know that with the lack of in-person meetings, buyers are able to meet with a lot more vendors than they used to. The buyer is a lot more skilled in doing their own research. If you’re still pushing to get in front of the economic buyer , it’s important to realize that you’re battling a fight that can’t be won.

Objectives and Key Results 105

Objectives and Key Results Cross-sell Objection handling Sales 105

ConversionXL

SEPTEMBER 20, 2018

Tidal Wave 1: Buyers now prefer to self-educate. Three out of every four B2B buyers would rather self-educate than learn about a product from a sales representative, according to Forrester. As Aptrinsic notes , “Enterprise buyers also expect to try and evaluate software in an easy, frictionless way.”. Target or enemy (i.e.

Go To Market 289

Go To Market GTM Profit margin Education 289

Outreach

JUNE 15, 2021

We recently hosted a roundtable discussion with top revenue leaders to uncover how buyer sentiment data can drive their business (and grow pipeline!). What are buyer emotive signals? All potential buyers give you emotional cues to demonstrate how engaged they are in your product. Let’s dive in.

Pipeline 52

Pipeline Sales Prospecting Education 52

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. Many operations suffer from issues related to the all-too-common disconnect between marketing and sales.

CRM 52

CRM Territory Sales B2B 52

Xant

MAY 20, 2021

Today, B2B buyers are completely digital. Start doing what buyers do intuitively: guide actions with provable recommendations and automation. They deliberately craft experiences for us that are buyer-centric (us-centric). That’s where Playbooks lives. Marketing creates duplicates inside of Salesforce. INTEGRATION.

Sell 52

Sell Objectives and Key Results CRM Territory 52

Outreach

MAY 16, 2019

Challenge #1: Much of the buyer journey happens without you. According to Gartner, B2B buyers spend 66% of the buying journey finding and processing information without any help from a sales rep. Takeaway : Provide high-quality sales and marketing content — including case studies — on the website and to your sales reps.

B2B 85

B2B B2C A/B testing Quota 85

ConversionXL

OCTOBER 4, 2022

Not for lack of competition, but as the result of a carefully designed ecommerce marketing strategy. This is what drives growth for online stores like ASOS, despite existing in a saturated market. Table of contents What exactly is an ecommerce marketing strategy? Leverage FOMO in social media marketing 3.

Referrals 129

Referrals Retail Growth Cross-sell 129

Highspot

APRIL 14, 2023

The Importance of Building Sales Skills The sales landscape has dramatically shifted: 44% of B2B buyers said they don’t want to speak to a sales rep. This can seem daunting, but it’s clear that cold calling or sending targeted emails isn’t the most effective way to reach your target buyer.

Sales 52

Sales Technology Technology Technique 52

Highspot

APRIL 14, 2023

The Importance of Building Sales Skills The sales landscape has dramatically shifted: 44% of B2B buyers said they don’t want to speak to a sales rep. This can seem daunting, but it’s clear that cold calling or sending targeted emails isn’t the most effective way to reach your target buyer.

Sales 52

Sales Technology Technology Technique 52

Heinz Marketing

AUGUST 30, 2021

By Matt Heinz , President of Heinz Marketing. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Pipeline 115

Pipeline Sales Up-sell Cross-sell 115

Hubspot

DECEMBER 22, 2020

These channels aren't meant to be siloed, and getting them aligned is one of the most underrated ways to improve your overall digital marketing performance. Sometimes, certain types of keywords can have subtle differences, and end up aligning to the wrong intent. These are two wildly different search intents. Probably not.

Gambling 101

Gambling CTR Education Campaign 101

SalesLoft

JUNE 6, 2022

Business buyers are particularly demanding, with 85% expecting sales reps to demonstrate a firm understanding of their business. With this in mind, David Thorton, marketing operations manager at Salesloft, has increased inbound leads using Drift, a conversational AI company known for its website chat and intelligence solutions.

Sell 52

Sell Lead generation Up-sell B2B 52

Sales Hacker

OCTOBER 19, 2022

Bigger strategic lifts require more intention. It’s the same playbook regardless of context,” said Stage 2 Capital Manager Director Mark Roberge. In a reasonably sized, mid-market company, RevOps drives it,” Mark said. Understanding the market. You have to understand the market and what the job actually entails.

Commission 94

Commission Finance Quota Strategize 94

SaaStr

NOVEMBER 3, 2023

So, let’s dive into what it looks like to be a company like Toast and how fellow CRO’s can steal from Jonathan’s experience and playbook. That means they still have 85% of the market left to tackle. The folks on the sales and marketing teams helped think through the rollout process, from resourcing to territory planning.

Growth 74

Growth Territory Referrals Customers 74

Sales Hacker

JULY 21, 2021

RevOps helps achieve sales and marketing alignment”. That happy place where every marketing qualified lead turns into a sales qualified lead. With trust, transparency, and timing, sales and marketing can achieve real alignment , especially if they take a RevOps approach to managing their data, metrics, and tools. Not exactly.

X-functional 125

X-functional Sales Strategize Cold Call 125

Sales Hacker

DECEMBER 28, 2018

The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy by Jacco Van Der Kooij. This particular piece of the series outlines a tactical approach to building a go-to-market strategy. people involved in each B2B deal, you need a deck if you want your message to travel from the champion you met to the buyer you didn’t.

Cold Call 96

Cold Call Sales B2B Pipeline 96

Hubspot

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Table of Contents How can Sales and Marketing collaborate? Let’s take a closer look with some examples: Product datasheets.

Objectives and Key Results 69

Objectives and Key Results SQL Sales Campaign 69

Hubspot

SEPTEMBER 17, 2020

Although sometimes, you drop the qualifier (the “best” of) and simply search for a broad transactional category: “Marketing automation software”. As marketers, we know search queries like these are important for two main reasons. This means it’s both a high traffic and high intent keyword. Hotels in Tallinn”. Ahrefs vs SEMRush”.

Click Through Rate 101

Click Through Rate Real Estate Launch Follow-up 101

Sales Hacker

SEPTEMBER 26, 2022

So “traditional sales” sounds outdated compared to our shiny new Product-Led Sales playbooks, PQL hypotheses, and sales-assist motions. Those larger enterprise deals and new target markets can all seem out of reach without an SDR team in place. I’m with you. And a part of me agrees. That’s when many PLG businesses turn to outbound.

Growth 82

Growth Product Pitch Strategize 82

Salesmate

JANUARY 23, 2020

The way your sales reps are projecting your solution in the market to the prospects; influences the outcome of a deal. In a typical sales cycle, your marketing team hands you a bunch of leads based on their actions on your website or social media pages. And they can decide the plan of action based on the findings. Shortens sales cycle.

Sell 132

Sell CRM Pitch Sales 132

ConversionXL

JULY 16, 2021

It should be informed by your market, competitor, and user research, and optimized through feedback and testing. Figure out how your product uniquely fits into the market and drive that message home. Even then, treat your marketing messaging as a living document to match your ever-evolving audience. Start with user research.

Niche 127

Niche User Experience Launch Transportation 127

Openview

APRIL 11, 2018

But if you scale this function with intention, a sales org will enrich your company’s existing culture, help you build better product, and sell it too. . For us, it was: We’re product-led – At Intercom we’re product-led , rather than sales or marketing-led. They don’t solely rely on past playbooks. They’re resilient.

Product 82

Product Negotiate Quota Cross-sell 82

SalesLoft

MAY 3, 2016

The movement of the persona-based model has historically been dominated by the content marketing world. Because as hard as it is for this sales development advocate to admit, marketing has been leading charge on through the ever-popular Account Based Marketing (ABM) strategy. And there’s that word again: buyer persona.

Sell 52

Sell Cold Call Up-sell Technology 52