SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. And so obviously the people that need consumers to spend money for their revenue and then their contribution margin just had no shot of selling things, look at model T-shirts or something. People are buying and selling houses.

X-functional 59

X-functional E-commerce Growth Retail 59

SaaStr

FEBRUARY 7, 2020

How does Karen meet entrepreneurs before they go out to raise? For that to happen, founders have to be open to discussing and meeting investors when they’re not raising. We often hear today, only meet investors when you’re actually raising. Is Karen concerned by the compression of fundraising timelines?

Strategize 67

Strategize Pitch Growth Networking 67

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? Selling skills matter just as much for account management, just in a more subtle way. Selling Skills and Account Management. Because renewing, especially in SaaS, is pretty much selling. At the end of that contract, you’ve got to sell it again.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

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

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

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Join us for SaaStr Annual 2020. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast.

Growth 82

Growth Cross-sell Contract X-functional 82

Sales Hacker

DECEMBER 8, 2017

Growth of Omni-Channel Sales Strategies & Social Selling. The Continued Emphasis on Alignment of Sales & Marketing. Ditch your pitch – Bring new ideas to the sales meeting, be creative and think on your toes. Amazon is your new competitor – They now sell everything and dominate every product category. .

Sales 97

Sales Cross-sell Up-sell Pipeline 97

InsightSquared

DECEMBER 3, 2019

From the growth of the revenue operations model to the introduction of new technology solutions that enhance business leader’s abilities to make better decisions, changes are happening daily in the B2B world, and more are sure to come in 2020. Team alignment. AI Influences.

Cross-sell 62

Cross-sell Teamwork Sales Gaming 62

SaaStr

DECEMBER 3, 2020

How does this change when selling to SMBs vs enterprise? * How does Sam think about the relationship between sales and marketing? Are marketing becoming the new sales team with their content being used more and more in the sales funnel? And upon meeting the team, I was just blown away by the people. I want to meet Joe.”

Sales 66

Sales Cross-sell Start-ups Growth 66

SaaStr

JUNE 27, 2019

Join us at SaaStr Annual 2020. 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. And your marketing spends accordingly will probably have to come down.

Cross-sell 67

Cross-sell Technology Technology Pitch 67

SaaStr

JULY 17, 2020

353: Keith Rabois (Paypal, Linkedin, Square) and SaaStr Founder Jason Lemkin talk about the landscape of SaaS & Cloud fundraising and valuation in 2020. But that’s more the exception than the rull of the go to market for many companies. People are buying and selling houses. Look at Model T sales or something.

E-commerce 67

E-commerce Retail Real Estate Growth 67

SaaStr

AUGUST 27, 2019

Join us at SaaStr Annual 2020. 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.

Territory 51

Territory Contract Cross-sell Drivers/motivators 51

SaaStr

JULY 11, 2019

Also, don’t miss out on discounted prices for SaaStr Annual 2020 tickets. So, it was fun to meet, and I want actually. You did it both from technology initially, with Twilio, and then with go-to-market partners like Zendesk and Salesforce, right? Jason Lemkin: But let’s go back in time a second.

Launch 102

Launch Technology Technology Up-sell 102

SaaStr

JULY 15, 2022

It’s pretty good, someone did a Tweet storm the other day on Zeb from ClickUp’s presentation at SaaStr Annual 2020. How, if no one’s heard of you, do you sell to big companies? Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. That’s a great example.

Growth 91

Growth Cross-sell Start-ups X-functional 91

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Join us at SaaStr Annual 2020. So it really focused our efforts on selling larger deals and go after the enterprise space. Around five, San Francisco that wakes up, you’ll have all your one to ones and your meetings between five and 8:00PM Paris.

Territory 52

Territory Cross-sell Sales Cold Call 52

SaaStr

MARCH 8, 2019

Join Hubspot CEO Brian Halligan and NEA’s Hilarie Koplow-McAdams to explore the evolution of the marketing and sales funnel you’ve been using for decades to generate traffic and convert and leads into customers. Join us for SaaStr Annual 2020. I think inside of big companies the way they used to sell is you call high.

Cold Call 42

Cold Call Trust B2C Go To Market 42

SaaStr

JUNE 12, 2020

This interview was recorded in February 2020. This is where the cloud meets. What are you doing to empower that long tail in 2020? Even though you’re both dev tools in a sense, are you aligned from a go to market perspective? Or do they have a goal for 2020 or a job? This podcast is sponsored by Guru.

Start-ups 67

Start-ups Engineering Product Follow-up 67

SaaStr

MAY 27, 2020

We woke up February 2020 with a shock to the system and no idea what it would mean for our business. If you look at this graph, it simply plots out how many people filed in the weeks before 2016, 2017, 2018, 2019, 2020. This is an example just of the oil market compared just from April 2019 to April 2020.

Finance 74

Finance Government Price Contract 74

Heinz Marketing

MARCH 25, 2020

But even if your company failed to meet its revenue goals last year, you’re not alone—. Our research found that 80% of companies failed to exceed revenue goals in 2019 and 38% of companies didn’t meet at least 90% of their goals. A severe lack of cross-functional coordination. Growing disagreement over target accounts.

Growth 63

Growth Cross-sell Territory Engineering 63

SaaStr

NOVEMBER 28, 2019

For Collibra, a cross-organizational data governance platform, the company went from slow growth to hypergrowth. Join us at SaaStr Annual 2020. 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. FULL TRANSCRIPT BELOW.

Growth 68

Growth Territory Government Engineering 68

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. And it’s crazy.

Price 82

Price Product Start-ups Niche 82

SaaStr

AUGUST 20, 2020

Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was. It wasn’t just engineering, product, and design roles.

Sales 74

Sales Price Quota Start-ups 74

SaaStr

MARCH 8, 2019

Join Hubspot CEO Brian Halligan and NEA’s Hilarie Koplow-McAdams to explore the evolution of the marketing and sales funnel you’ve been using for decades to generate traffic and convert and leads into customers. Join us for SaaStr Annual 2020. I think inside of big companies the way they used to sell is you call high.

Cold Call 18

Cold Call Trust B2C Go To Market 18