Highspot

FEBRUARY 14, 2024

By defining specific goals and identifying key performance indicators (KPIs), a sales and marketing plan provides a structured framework for marketing and sales to align their go-to-market efforts. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Click Through Rate Lead generation 52

SalesLoft

DECEMBER 19, 2023

And that’s just the sell side. Tracking down information could involve emailing or Slacking five different people, crossing your fingers that they get back to you before your next touchpoint with the customer. Territories change. Technologies come and go. A sale is not a one-time — or even a one-team — thing.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Sales Hacker

APRIL 21, 2021

An emerging need to support multiple GTM plans across segments and regions. Proliferation of marketing and sales technology. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Assist the CEO and sales leadership team with go-to-market planning.

Finance 101

Finance GTM Cross-sell SQL 101

SaaStr

JANUARY 25, 2021

Prior to the pandemic, many companies knew which vertical channels were doing well, but COVID caused a change in territory planning overnight. 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.

Cross-sell 65

Cross-sell GTM Territory Sales 65

Sales Hacker

JULY 16, 2020

RELATED: Moving to Enterprise Sales (Part 2): 5 Go-to-Market Prerequisites You Need to Succeed. But three things have changed: There are new sets of tools such as partner ecosystem platforms that automate the co-selling and cross-selling process. Shaking the Partner Money Tree.

Pipeline 96

Pipeline E-commerce Cross-sell Referrals 96

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Knowing this key sales metric offers an opportunity to assess high-value customers for up-sell and cross-sell potential. Are we overlooking up-selling and cross-selling to this high-value customer?

Contract 62

Contract Territory Cross-sell Pipeline 62

Hubspot

JUNE 8, 2021

Nearly half of their time is spent selling remotely (i.e. Their main goal is to help customers increase the ROI on a purchase, so they'll often connect with a salesperson if an opportunity to cross-sell or upsell arises. Regional Sales Manager. using Zoom, Skype, email, and CRM). Image Source. VP of Sales.

Commission 76

Commission Territory Finance Inside sales 76

Salesforce

NOVEMBER 7, 2023

Team selling is more important than ever, and sales kickoffs help us sell faster and smarter when we learn more about each other’s working styles. Maybe you’re launching a new product, selling into a new industry, or tweaking the sales process. SKOs are all about: Camaraderie. Collaboration. What are the products?

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. Org Building Ideas for Cross-Border Companies. SV SaaS companies sell to other SV SaaS companies. The spending slowdown is real but there is no log jam.

GTM 85

GTM Cross-sell Niche Strategize 85

Highspot

JUNE 11, 2020

Cross-functional input into go-to-market strategies. Seamless handoff between marketing-generated leads and sales. Managing pipeline, territory planning, and forecasting. What Does Sales Do for Marketing? Sales’ responsibility is, of course, to sell. Or is ad-hoc the way to go?

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Openview

APRIL 11, 2018

So much of what they do, particularly fundraising, is selling. 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. . We do a monthly global all hands and regional all hands even more frequently. Founders make natural salespeople.

Product 82

Product Negotiate Quota Cross-sell 82

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. Once you’ve moved your org beyond ‘ What is revenue operations ”, they’ll know that it’s more than hosting a few cross-functional meetings. .

Growth 62

Growth GTM Cross-sell Pipeline 62

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies.

Cross-sell 80

Cross-sell Finance Strategize Technology 80

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

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Growth forecasts of sales territories. Planning and strategizing go-to-market plans. Automating any possible selling or non-selling tasks.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

SaaStr

AUGUST 27, 2019

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. But also what is my go to market motion?

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

Sales Hacker

APRIL 16, 2018

4) Going up the sales career ladder [9:00]. 9) Territory planning and territory creation [33:30]. The sales team is set up in two teams, we’ve got a team that’s responsible for selling into the buy side and sell side, and a team responsible for selling into big corporations. What happened next?

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Sales Hacker

NOVEMBER 25, 2019

They help you: Understand the competitive landscape and how your company positions itself against other players in the market. Understand HOW to tactically sell against specific competitors. Understanding how to sell tactically. RELATED: The Power of Social Selling (+ 7 Rules for Storytelling in Sales). Win/loss insights.

Objection handling 73

Objection handling GTM Cross-sell Sales 73

SaaStr

SEPTEMBER 26, 2019

So it really focused our efforts on selling larger deals and go after the enterprise space. When you sign up for hypergrowth especially, you have to go after the US. When I started, our very first target country territory was the US, even though we didn’t have an office. You’re crossing the chasm.

Territory 53

Territory Cross-sell Sales Cold Call 53

Sales Hacker

FEBRUARY 7, 2018

EXECUTE THE GO TO MARKET PLAN. To meet the growth potential a Go To Market (GTM) plan is imperative. For example: Added regional teams to increase coverage a nd decrease dependence on your local market. Add new products/services to uplift the price, and create upsell/cross-sell opportunities.

Growth 87

Growth GTM SQL Strategic partnership 87

Highspot

OCTOBER 23, 2023

By introducing a new product or updating an existing one, businesses can tap into new customer segments or markets, ensuring a diversified and steady revenue flow. Ensure Communication Across Departments A product launch necessitates seamless communication across various departments, from product development to marketing.

Launch 59

Launch Negotiate Product GTM 59

The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. In both cases, the reason we have separate markets is that the customers could not have referenced each other. What is the "Chasm"? A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

NOVEMBER 16, 2020

I think product marketing to me is really kind of in that Jeffrey Moore adoption curve model of like crossing the chasm to me, it’s the product marketing challenge, right? That to me, is where product marketing really comes into play. And then scaling a go to market organization, right?

Pipeline 78

Pipeline Territory Price Product 78

SalesHandy

JULY 12, 2022

is a common misconception amongst many salespeople and marketers believing they should serve everyone. If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. Low CLV and high churn rates indicate that you are selling to the wrong people.

Customers 59

Customers Cross-sell Represent Contract 59

SaaStr

NOVEMBER 28, 2019

For Collibra, a cross-organizational data governance platform, the company went from slow growth to hypergrowth. 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. It can order subscription. Felix : Yeah, exactly. Financial services.

Growth 69

Growth Territory Government Engineering 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

SaaStr

JUNE 28, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. If ACV increase is a core focus for our startup, should we hire a sales rep solely selling to enterprise? Missed the session?

Price 45

Price Cross-sell Up-sell Start-ups 45

SaaStr

AUGUST 13, 2019

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. Also selling up market actually means that you can very easily have predictable revenue streams. The first one.

Cross-sell 60

Cross-sell Sales Support Growth Up-sell 60

SaaStr

JULY 30, 2018

They’re trying to cross?sell sell products. What they’re finding is it’s prohibitively difficult to use these newer technologies like UiPath without being able to connect all these different systems together in a way that the software on top can actually bring together a different picture of what’s going on.

Cross-sell 62

Cross-sell Up-sell Sales Start-ups 62

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. How does this move impact the relationship between sales and marketing? How should compensation plans be altered with the move? It was really an incredible experience.

Contract 67

Contract Sports Cross-sell Start-ups 67

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 118

B2B GTM Customers Cross-sell 118

SaaStr

JUNE 27, 2019

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. So we’ve gone through a pretty massive transformation as we’ve taken on the enterprise market. That was it.

Cross-sell 69

Cross-sell Technology Technology Pitch 69

SaaStr

AUGUST 19, 2020

We shut down something called the Evernote market which was selling physical goods, sunset some nice products like Evernote food which had nice followings, but I felt were distracting from the larger priorities. So if you haven’t experimented with an ROI calculator in your go-to-market motion, I’d highly encourage it.

E-commerce 100

E-commerce Price Start-ups Growth 100

InsightSquared

JULY 1, 2021

Revenue operations is a methodology that drives cross-functional collaboration in order to close gaps in the customer experience and maximize revenue for the business. It aligns the organization by combining the functions of sales, marketing, and customer success into a single team that drives strategy based on revenue impact. .

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

SaaStr

JULY 19, 2019

In Today’s Episode We Discuss: * How did Peter make his way into the world of enterprise SaaS with the founding and selling of 6 companies and how did InCountry come about? When is the right time to sell a startup? Harry Stebbings: And then what was the founding moment with InCountry after the bad habit of selling companies?

Cross-sell 52

Cross-sell Up-sell Start-ups Engineering 52

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. It is a tailwind pulling you up.

Price 86

Price Product Start-ups Niche 86

SaaStr

JULY 8, 2020

And when we were ready to take those to market and to actually put the fire behind them for go-to-market marketing, sales, all of that good stuff, that’s when we spun them out and started to look at raising funds. We were not spending a ton of money on marketing. Neha Sampat: I go through phases.

Non-Profits 81

Non-Profits Teamwork Start-ups Engineering 81