Sales Hacker

DECEMBER 1, 2023

Most often, it comes down to go-to-market (GTM) execution. Behind the Curtains of 2 Companies Killing It Take a peek behind the curtains at some of the go-to-market strategies and tactics behind these two companies excelling despite challenging times Owner : Behind the curtains Year-to-date in 2023 (11 months) Owner has grown 2.6X

GTM 89

GTM Contract Represent CRM 89

Sales Hacker

DECEMBER 21, 2023

Contracted $ARR quadrupled, win rates doubled, and ACV increased by 150%. Several leading indicators contributed here, including product maturity, a better understanding of our customers and competition, and better coordination across sales and marketing. Here are the areas of greatest impact SEs have made at Stytch: 1.

Engineering 99

Engineering Objectives and Key Results Drivers/motivators Teamwork 99

SaaStr

MARCH 7, 2023

The Takeaway In today’s environment, companies need to keep a close eye on their burn multiple (how much money are you burning for every new dollar of ARR you’re adding in a given period of time?). Some other strategies for creating a more efficient go-to-market are: Adjusting pricing and contract terms with customers.

GTM 64

GTM Growth Profit margin Contract 64

InsightSquared

APRIL 14, 2021

They are handed a pipeline, but with few exceptions, data quality, visibility, and health are all issues. They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Average Annual Contract Value. CROs, and sales leaders alike, often walk into their new role blind.

Contract 62

Contract Territory Cross-sell Pipeline 62

Gong.io

OCTOBER 27, 2021

That’s how it ensures alignment between plans and reality, and helps everyone on your sales and go-to-market teams be their highest-performing selves. That might include contract lifecycle management, maintaining comms channels, facilitating inter- and intra-team collaboration on major deals, and allocating accounts.

Quota 62

Quota Pipeline Sales Contract 62

Salesforce

JULY 28, 2022

Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. Juliette Evans, learning and development business partner for Close Brothers , uses Salesforce Trailhead to support her teams’ ongoing education. “We Speed up rep success.

Cross-sell 98

Cross-sell GTM Quota Contract 98

Gong.io

DECEMBER 14, 2022

Target account selling is a B2B sales methodology that focuses on building and nurturing relationships with strategically chosen, high-value accounts that have a high probability of closing. What makes these accounts likely to close? If the reason is that you can’t add them to your pipeline, target account selling may be the answer.

Sell 62

Sell Cold Call Contract GTM 62

Sales Hacker

SEPTEMBER 2, 2020

This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. Companies with small customer counts (10-100) and large annual contract values ($100,000+). That kind of contract size almost always requires an in-person meeting!

Inside sales 109

Inside sales Cold Call Contract Price 109

Sales Hacker

SEPTEMBER 2, 2023

Pipeline analytics: Offers sales managers a view of their teams’ pipelines that goes beyond what’s available in their native SFA applications. Have you re-negotiated current contracts given the market? —- Robert Simmons – VP of Sales Yes, at time of renewal we’ve negotiated and came to mutually beneficial terms.

GTM 80

GTM Negotiate Pipeline Contract 80

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

To get new opportunities, you have to constantly fill your sales pipeline with high-quality leads. According to a recent report by Hubspot , 34% of B2B marketers say generating more leads is their top priority for 2021, while only 14% are concerned with closing more deals. Close more deals with outbound sales.

Customers 94

Customers B2B Sales Pipeline 94

SalesLoft

JUNE 21, 2022

Most of the teams I talk with need technology to help create, close, and keep business. Your legal and finance teams are likely reviewing and negotiating vendor contracts. Multiple contracts to negotiate and manage. Add missed monthly pipeline and closed/won revenue to your cost analysis. Points of Failure.

Negotiate 52

Negotiate Legal Finance Technology 52

Heinz Marketing

JUNE 24, 2019

By Matt Heinz, President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Welcome Matt.

Pipeline 64

Pipeline Sports Sales Real Estate 64

Salesforce

OCTOBER 12, 2021

They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. The CRO leverages cross-functional knowledge to create a complete view of the customer lifecycle from bringing in new leads to closing deals to renewing customer contracts. Not exactly.

Gaming 98

Gaming Cross-sell Sales Finance 98

Gong.io

JULY 21, 2021

That’s why m odern go-to-market teams started aligning those teams a while back. Done well, RevOps means higher revenue and a smoother go-to-market (GTM) process. Revenue Ops: tools and processes to accelerate pipeline generation (marketing and sales dev), sales, and post-sales (CS, AM) motion.

Growth 62

Growth GTM Cross-sell Pipeline 62

SaaStr

NOVEMBER 1, 2022

It helps your leaders scale and creates a CXO pipeline for the company. Having a leg in SV could help build a global team and work closely with customers. The former CRO of a successful prosumer SaaS company shared how they gave away free annual licenses for all new users over and above the ones contracted. Learnings on GTM.

GTM 85

GTM Cross-sell Niche Strategize 85

SalesHandy

MAY 4, 2020

Close in on low hanging fruits. If you have a good volume of inbound leads coming in – identify and qualify the ones with the most buying intent and close them first. Depending on how quickly they’re attended and onboarded, you’ll get some smooth closes. Re-work the pipeline.

Pipeline 81

Pipeline Campaign Price Up-sell 81

Salesforce

AUGUST 12, 2021

Lead every marketing effort with Slack. Go to trailhead. Create dedicated channels to stay close to your sales team. From nurturing leads to analyzing metrics, sales and marketing alignment is vital for optimizing every stage of a campaign.

Campaign 98

Campaign Contract B2B Conversion 98

Sales Hacker

OCTOBER 7, 2019

What you need to know about go-to-market models in SaaS. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Average Selling Price is defined as the average value of your closed won deals. Target Addressable Market (TAM).

GTM 69

GTM Education Sales Contract 69

Sales Hacker

DECEMBER 21, 2017

Contract Lifecycle Management. To achieve that, sales operations people help streamline process to speed up the sales cycle and enable sellers to close more deals. Contract Management. Contract Lifecycle Management. Customer contract life cycle management. Allocation of Accounts and Sales Territories. Automation.

Territory 89

Territory Non-Profits Contract Quota 89

Gong.io

MARCH 17, 2020

When it comes to advice on closing deals, there are a million opinions on how to build momentum, influence deals, and forecast accurately. . So in true Gong fashion, we looked at the data behind sales execution to learn how to close deals effectively. Use it and you may be 258% more likely to close a deal. (I Big time. .

Sell 79

Sell Objectives and Key Results Sports Technique 79

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

JULY 22, 2019

With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. Look at your tool stack and start optimizing around your pipeline. What’s the pipeline look like?” But first, we’d like to thank our sponsors.

Growth 56

Growth Pipeline Contract Start-ups 56

InsightSquared

MAY 25, 2021

Less than half (47%) of opportunities actually close within the original forecast date. During tabulating the research findings, the following company segmentation attributes were used: 1) Company Revenue; 2) Average Annual Contract Value; 3) Distribution Model; 4) Target Customer Market and; 5) Go-To-Market Motion.

CRM 62

CRM B2B Contract Growth 62

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

Cience

AUGUST 31, 2020

Now there’s a word that conjures up an all too common misconception, suggesting that the only (real) reason companies contract work out is to save money. As a matter of fact, outsourcing can be a business owner’s best friend, a contracted colleague to lean on through the thick and, considering the recent pandemic, the thin.

Contract 52

Contract Pipeline Campaign Clients 52

Highspot

APRIL 2, 2020

Planning and strategizing go-to-market plans. Modern sales operations teams improve sales performance by speeding up the sales cycle and enabling reps to close deals faster. Pipeline Value: The estimated value of the pipeline in a set time in the process (sales operations can also use this to make profit/loss forecasts).

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. Closed Won. Account Executive.

B2B 99

B2B E-commerce Cold Call Represent 99

SaaStr

NOVEMBER 21, 2020

NetSuite exited close to a decacorn. So if you are in the modern world, 2021, you are going to market, as a brand manufacturer, as a retailer, as a distributor, any of these models, in a hundred different ways. Rob Gonzalez: So your routes to market are extremely varied and also changing all the time.

E-commerce 102

E-commerce Manufacturing X-functional Retail 102

Heinz Marketing

SEPTEMBER 20, 2021

By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. My name is Matt Heinz.

Pipeline 106

Pipeline Go To Market Sales Technology 106

SaaStr

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM 63

GTM Healthcare Pipeline Sales 63

Sales Hacker

NOVEMBER 2, 2021

Today on the show we’re talking about sales development and pipeline creation with Appy Choudhary. He has built and led AE and SDR sales teams, achieved individual revenue quotas, developed go to market strategies, managed regional sales, and recently has been a hiring machine. Sam’s Corner [22:17].

Drivers/motivators 80

Drivers/motivators Engineering Promote Up-sell 80

Sales Hacker

DECEMBER 17, 2019

Every sales org feels the pressure to close deals faster. Take control with a DocuSign agreement cloud, a suite of tools that automated sales contracts and quotes all in your CRM. Great custom contracts, get them signed and pull data back into your opportunities. We’ve got two sponsors today. The first is DocuSign.

Cross-sell 52

Cross-sell Contract Sales Up-sell 52

Sales Hacker

DECEMBER 2, 2019

Every sales org feels the pressure to close deals faster. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. So how do we do that?

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

InsightSquared

OCTOBER 30, 2019

Halloween is here and there are spooky things all around us, but your sales pipeline should not be one of them. While others might be thinking of candy and costumes on October 31st, those of us who are part of the go-to-market engine are hoping we receive treats from our prospects and not tricks.

Pipeline 9

Pipeline Contract Prospecting Process 9

InsightSquared

OCTOBER 29, 2019

Halloween is here and there are spooky things all around us, but your sales pipeline should not be one of them. While others might be thinking of candy and costumes on October 31st, those of us who are part of the go-to-market engine are hoping we receive treats from our prospects and not tricks.

Pipeline 9

Pipeline Contract Prospecting Process 9

Pointclear

JANUARY 27, 2017

I start with Matt Heinz : If we could get more sales and marketing teams to develop and agree on this model TOGETHER, we’d have a foundation for much better, more efficient and effective sales results well into 2017 and beyond. You have omitted the "qualified sales pipeline opportunities." That's what people are referring to.

SQL 51

SQL Pipeline Strategize Contract 51

Sales Hacker

MAY 27, 2019

How to assess your go to market strategy. With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. As sellers mature, they learn that lesson and focus on developing pipe even while they’re closing deals.

Product 60

Product Objectives and Key Results Up-sell Contract 60