SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. Rajeev Dham and Karan Singh, Partners at Sapphire Ventures, and Jane Lee, Vice President at Sapphire walk us through how to double your “Magic Number,” a shorthand for your sales and marketing efficiency.

Go To Market 89

Go To Market GTM Non-Profits Quota 89

Heinz Marketing

JUNE 4, 2018

By Matt Heinz, President of Heinz Marketing. Another episode of Sales Pipeline Radio for you! It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Matt: Thank you everyone for joining us on another episode of Sales Pipeline Radio.

Pipeline 55

Pipeline Sales Drivers/motivators X-functional 55

SaaStr

APRIL 30, 2024

2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. At the end of ‘22, they started a small pilot and grew that function from one and two BDRs to a team of 10 and then 12. The way we build financial models, the cell for the number of deals per quarter is always something like reps times quota.

Go To Market 102

Go To Market GTM X-functional Objectives and Key Results 102

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Percentage of sales reps attaining 100% quota. Revenue by market. Imagine one of your reps isn’t hitting her quota. Pipeline Sales Metrics. Revenue by territory.

X-functional 94

X-functional Quota Cross-sell Contract 94

Sales Hacker

MARCH 2, 2020

It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal. Here, Brian walks through strategies and methods for moving deals through the pipeline and adding more “Closed Won” deals to the board. The Little Red Book of Selling.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Highspot

MAY 20, 2022

This will lead to uneven results: some reps may find their own way to sell the new product; others will struggle and fail to meet quota. The term sales motion refers to the particular method sales organizations use to bring a product or service to market. Sales motions are defined by your larger go-to-market strategy.

Territory 52

Territory X-functional Cross-sell Sales 52

Sales Hacker

FEBRUARY 19, 2019

But here’s the truth: calling someone when they aren’t expecting it is not easy (duh), and salespeople often rely on email and LinkedIn to hit their meeting quota. Matt Cameron is the Managing Partner at SaaSy Sales Management , Silicon Valley’s SaaS go to market leadership development community.

Cold Call 12

Cold Call Inside sales Sales B2B 12