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 math only works when there’s the proper pipeline to make those reps successful. Now, they have over 22 BDRs.

Go To Market 105

Go To Market GTM X-functional Objectives and Key Results 105

Heinz Marketing

JANUARY 25, 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. ROI is a two-way street.

Pipeline 85

Pipeline Sales X-functional B2B 85

Heinz Marketing

MAY 9, 2022

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.

Pipeline 96

Pipeline Finance Commission Sales 96

Sales Hacker

JUNE 9, 2020

You can help your sales teams increase their pipeline, win rates, and deal sizes. Go to sales.linkedin.com to try it out for yourself. I just decided that it’s the sales function that grows companies and drives the economy, quite frankly. Some teach marketing. Some have caught on. Not all of them teach sales.

Finance 78

Finance X-functional Pipeline Territory 78

SaaStr

JANUARY 10, 2020

In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * We need to hire this new head of sales, who’s going to come in and change the way that we’re going to market. How important is it to own the entire customer journey?

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

SaaStr

OCTOBER 3, 2023

Finding product market fit Moving from SMB to Enterprise or vice versa Achieving Enterprise repeatability Strategic expansion Borland has experienced all four stages at three different companies and knows what teams and functions look like for each stage of growth. Why is teaming the new selling? The journey covers three stages.

B2B 93

B2B GTM Objectives and Key Results X-functional 93

Heinz Marketing

FEBRUARY 5, 2018

By Matt Heinz, President of Heinz Marketing. Late in 2015 we started producing a bi-weekly radio program called Sales Pipeline Radio , which runs live every other Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Pipeline 49

Pipeline B2B Sales Pitch 49

Heinz Marketing

APRIL 2, 2018

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

Pipeline 48

Pipeline Sales Presentation B2B 48

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Pipeline Sales Metrics. Gauge the health of your sales pipeline with these metrics. Weighted value of pipeline by month/quarter (by team and by individual). Number of referral requests.

X-functional 96

X-functional Quota Cross-sell Contract 96

SaaStr

JUNE 21, 2019

Sara Varni: I think you need a combination of different personalities and skillsets within a product marketing team. It might be internal challenges that you have within the company where it’s just not going to fit with the culture of how the company’s structured and what’s happened in the past.

Start-ups 58

Start-ups X-functional Drivers/motivators Up-sell 58

SaaStr

FEBRUARY 2, 2022

There’s no harm, of course, in celebrating big numbers — but not at the cost of neglecting a go-to-market (GTM) strategy. fell away in favor of Salesforce’s overriding preference to focus on its pipeline. PLG, for all its virtues, doesn’t mean that you can skip GTM functions. 2018’s Lesson from Salesforce.

Growth 94

Growth Product GTM X-functional 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

SaaStr

NOVEMBER 2, 2019

How should this data feedback into your product roadmap and pipeline? * How does your customer success and customer support functions change with the move to enterprise? Let’s say the customer is going to the next stage and they want additional help, let’s say in [inaudible] of security.

GTM 53

GTM Price Up-sell Product 53

SaaStr

MAY 10, 2019

Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. In the past, Go Nimbly has helped companies like Zendesk, Twilio, PagerDuty and Coursera to achieve alignment and increase revenue by 26%.

X-functional 55

X-functional SQL Pipeline GTM 55

Highspot

MAY 20, 2022

The term sales motion refers to the particular method sales organizations use to bring a product or service to market. In simple terms, it’s how your sales team operates — how it is structured, how territories are determined, how pipeline is generated, and so on. Sales motions are defined by your larger go-to-market strategy.

Territory 52

Territory X-functional Cross-sell Sales 52

SaaStr

NOVEMBER 21, 2020

I look at my experience through those companies, and I learned a lot about enterprise software sales, about buying patterns, about functions like product management and product marketing, and how they fit into a well functioning and operating company. It just made it a lot easier for us to scale up Salsify as we found success.

E-commerce 105

E-commerce Manufacturing X-functional Retail 105

ConversionXL

NOVEMBER 5, 2020

When clients ask, “Do you do X?,” How you communicate as a function of that design is a critical problem that you should aim to solve. This way, you can focus on business development, communications, and awareness to build a sales pipeline and “validate” early demand. What go-to-market activity have we already tried?

UX 120

UX Clients Service Niche 120

Sales Hacker

FEBRUARY 19, 2019

Matt Cameron is the Managing Partner at SaaSy Sales Management , Silicon Valley’s SaaS go to market leadership development community. Listen to Lori on a Sales Hacker webinar as she decodes the X factor that makes women more effective in sales. What’s the ROI on my sales development team as a function?

Cold Call 12

Cold Call Inside sales Sales B2B 12

SaaStr

AUGUST 30, 2019

As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations. Whitney is also an advisor to companies funded by the YC Continuity Fund, focusing on enterprise strategy, go-to-market strategy, leadership and execution.

X-functional 55

X-functional Drivers/motivators Start-ups Engineering 55

SaaStr

JULY 15, 2022

And the way you get it is whether it’s outbound, generally inbound events or whatever, solve a 10 X pain point, solve a unique pain point that a large enterprise has that other vendors don’t provide. Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. But potentially even technology.

Growth 98

Growth Cross-sell Start-ups X-functional 98

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. And then once you set it up, align the whole go to market around it. This is go to market fit. You have go to market fit.

Growth 83

Growth Cross-sell Contract X-functional 83

SaaStr

SEPTEMBER 13, 2020

Law number three, this is huge, particularly in COVID, so we’re going to talk about this a little bit differently. Everyone is trying to figure out the go-to-market learning curve. Transcript of Episode 374: Henry Schuck: Every company big and small is realizing that high quality data is a necessity to go to market.

Non-Profits 63

Non-Profits Strategize Trust Growth 63

SaaStr

AUGUST 26, 2022

I’ll tell you, of all the founders I’m impressed with, I’m most impressed with founders that I meet and I’m like, “How you doing”, “Well, I’m at 2 million in revenue and I’m going to grow 2.5 X this year. I’m going to go from 2 to 5 or 2 to 6.”

Quota 81

Quota Growth Product Closing 81

SaaStr

AUGUST 20, 2019

Sameer Dhokalia: The go-to-market model was magical. It’s the culture was a big part of it, the fact that you had this great go-to-market. There was something special about the market where some of the education had been done before. There was an adjacent market. I think you touched on some of those.

Growth 55

Growth X-functional Start-ups Conversion 55