Outreach

OCTOBER 1, 2020

In short, they need to pick up the pace with go-to-market strategy during one of the toughest markets ever. Some tough questions go along with tackling those challenges: How do you motivate your go-to-market team every day during a time of constant uncertainty ? Focus on the long game.

Go To Market 66

Go To Market Drivers/motivators Technology Technology 66

SaaStr

MARCH 19, 2021

Shopify, since last year, has nearly tripled in market cap driven by the rise of e-commerce, but also the digital payments and the QR code system they provide for contactless payments. Zoom’s market cap grew over 4X to reflect that. As we go forward, the real question is, what’s driving the growth in these unicorns?

E-commerce 111

E-commerce Construction Price Drivers/motivators 111

Heinz Marketing

MARCH 25, 2020

By Josh Baez , Client Engagement Manager at Heinz Marketing. The following blog post was written based on new research from Heinz Marketing and 6Sense. Three of the biggest challenges organizations must overcome in this area are: The challenge of ABM and go-to-market orchestration.

Growth 66

Growth Cross-sell Territory Engineering 66

Sales Hacker

JULY 19, 2022

When we launched a new product in September 2020, our go-to-market team was determined to do so in a data-driven, highly iterative manner. I was taking forever to follow up after meetings ( 4.2 We saw a 10% increase in pipeline velocity in Q3 of 2021, followed by our best ever Q4. But the weird thing is —.

Education 113

Education Pipeline Clients Follow-up 113

SaaStr

DECEMBER 26, 2022

and go-to-market partners, to understand what’s happening in the space. . “G2 G2 track data supports expected spending increase in 2022 with average quarterly SaaS spending up 15% YoY.”. Buyers reported the following challenges during the software buying process: . Third-party partnerships, including tackle.io

Go To Market 98

Go To Market Follow-up Up-sell Trust 98

Xant

MARCH 3, 2021

How have the events of 2020 changed the world of sales? Here are just a few of the reasons we think you’d benefit from it: We’ve got a killer line-up of speakers to guide your team into 2021 (CEOs, authors, sales futurists, and more). How do you fill in the pipeline gaps left after marketing has done its job?

GTM 94

GTM Pipeline Drivers/motivators Follow-up 94

SaaStr

OCTOBER 20, 2023

In June 2020, they launched GPT3 — its first state-of-the-art large language model. From there, the pace picked up rapidly. After that, they released instruction following models, which were the first Enterprise-ready models. The goal seemed outlandish and lofty, and the founders were laughed at.

Growth 117

Growth Launch Territory Legal 117

Martech

FEBRUARY 10, 2022

“We believe marketing technology can help improve those digital experiences – helping your brand grow and increase revenue.”. Acquia’s Customer Experience report found that 94% of marketers claim their organization had changed their digital customer experience strategy in the 18 months following the 2020 pandemic.

Technology 116

Technology Technology Trust Presentation 116

criteria for success

APRIL 1, 2020

You may be finding it difficult to work from home, or you might have seen your pipeline dry up. Upcoming Dates: Wednesday, April 1 2020 at 3 PM EST. Thursday, April 2 2020 at 3 PM EST. Wednesday, April 8 2020 at 10 AM EST and 3 PM EST. Click Here to Register. Clients may have paused recurring orders or up-sells.

Sell 97

Sell Prospecting Up-sell Clients 97

Martech

AUGUST 5, 2021

is spent on implementation and ongoing services from marketing agencies and other local experts. Digital technology is a $220 billion market that is rapidly expanding and comes with its own set of challenges. Wrapping Up: 5 key takeaways for scaling your operations. Challenge #1 to scale your agency: Attracting qualified leads.

Pipeline 110

Pipeline CRM Clients Customer Relationship Management 110

Martech

AUGUST 22, 2023

Let’s look at a company that figured out how to change their marketing to meet their buyers’ behavior and create a positioning that added greater value to their perception in the marketplace. In going to market, the company has traditionally relied on distributors, including catalogs, to access the market opportunity.

B2B 97

B2B Process Manufacturing Customers 97

Gong.io

JANUARY 12, 2021

Manage follow-ups. Manage follow-ups: After every call, Jared uses Gong to listen to that call at 2x speed… 2.5x Jared follows a pretty strict formula in his post-call follow-up emails and uses the recording to fill in holes and check himself. Here is how Jared uses Gong to: . Manage deals.

Follow-up 118

Follow-up Objection handling GTM Meeting 118

Salesforce

OCTOBER 6, 2021

Stacy Cooper Dent : When that first stay at home order hit back in March of 2020, we didn’t know much, but we knew that we were going to put people at the center of every decision — our team, our customers, and of course, our consumers. What is the key to Canva’s success in expanding up-market? Learn more.

Growth 98

Growth Niche Manufacturing Retail 98

Xant

JUNE 16, 2021

Operations makes an organization’s actions intentional—meaning there is data, strategy, and process backing everything up. They follow leads through to close and sometimes cover customer renewals in CS. Many operations suffer from issues related to the all-too-common disconnect between marketing and sales.

CRM 105

CRM Sales Territory B2B 105

SaaStr

JANUARY 2, 2024

The only challenge with a free term is there’s nowhere else to go. Establishing Your GTM Strategy Looking back at 2020, most of Zendesk’s customer funnel came in organically through their website, some paid, and a small percentage through partnerships. Back it up with powerful testimonials. Focus on who your ICP is.

Growth 104

Growth GTM Start-ups Follow-up 104

ConversionXL

JANUARY 18, 2022

It partners with sales to close more revenue, informs product teams to deliver better products, and in some cases, co-owns demand generation activities with marketing teams. When a company is in a growth stage, focus product marketing in your marketing department. Markets have probably changed since you first opened.

Product 110

Product GTM Construction Launch 110

SaaStr

MARCH 31, 2022

If you would like to find out more about the guests, you can follow us on Twitter here: Jason Lemkin. What you’ll see in that cloud spend box is actually Gartner’s 2020 estimate for infrastructure as a service spending for companies, which was $50 billion. Director of GTM Ops, Sapphire Ventures. Colleen Kapase. Crowdstrike.

Cross-sell 103

Cross-sell Finance Strategize Technology 103

Highspot

SEPTEMBER 15, 2020

“Enablement has been a vital go-to-market element for us,” said Don Matejko, President and Chief Revenue Officer at Shift. “Highspot’s intuitive user interface, personalization capabilities and analytics, will allow us to stay up-to-date with content that is always relevant to each of our sales motions.”

Technology 52

Technology Technology Product Sales 52

Sales Hacker

MARCH 15, 2022

In 2020, he was appointed CEO. Asad Zaman : We specialize in helping companies build their go-to-market teams. We went from sales to the entire go-to-market org, practices, technical sales, and executive search. Product marketing, customer success, etc. I was born in Pakistan, I grew up over there.

GTM 103

GTM Technical Sales Quota Growth 103

criteria for success

MARCH 25, 2020

Or, your supply chain is drying up and you are facing production or delivery delays. We’re all in this situation together, and as leaders, it’s up to us to support our teams in uncertain times. And as you are continuing to communicate, hold yourself accountable to follow up on previous announcements. Nurture Culture.

Cross-sell 66

Cross-sell Sales Up-sell Meeting 66

Sales Hacker

MARCH 2, 2021

Lessons Michelle learned in 2020 [20:37]. An incredible sales leader, Michelle has risen up the ranks over the last 20 years. Learn how the team follows up with every lead in record time after virtual events and turns them into revenue. So I just think I kind of came up with understanding sales as an industry.

Referrals 66

Referrals Cross-sell Contract Sales 66

Highspot

NOVEMBER 18, 2020

As we prepare to exit 2020, the process of building your yearly go-to-market strategy is filled with unknowns: When will we return to our physical offices? While nobody can answer these questions with exact certainty, the broader shifts shaping our markets for the next year are already happening. How Enablement Teams Win.

Cross-sell 52

Cross-sell Sales Technique Presentation 52

Heinz Marketing

SEPTEMBER 21, 2020

Matt: Any natural disasters we need to know about up in New Hampshire right now? Matt: See, that’s what we don’t get up here in Seattle. That just kind of sneaks up on you. It’s interesting you bring up sort of that timeline in terms of being on the analyst side. You guys doing okay? Matt: Yeah.

Pipeline 100

Pipeline Sales Start-ups Clients 100

SaaStr

JUNE 12, 2020

This interview was recorded in February 2020. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Announcer: Up today, Zapier CEO, Wade Foster. I think there’s an opportunity for us to really make setting this stuff up super simple.

Start-ups 90

Start-ups Engineering Product Networking 90

Lead Fuze

NOVEMBER 30, 2021

There are new markets that have been opened up and need your products. The 2020 changes are all about e-commerce, and how it’s a driving factor in the way that people get work done. Companies are learning that expansion and growth to new territories is never easy, but the coronavirus has provided a wake-up call for them.

E-commerce 52

E-commerce Territory Transportation Retail 52

SalesHandy

MAY 4, 2020

At this time, the most important thing for businesses like yours is to keep communicating with prospective customers and bring up their confidence. It would be easy to mess up your prospects with potential customers if you don’t get this right. Sign up to track your email engagement using Saleshandy. Source: Hubspot.

Pipeline 81

Pipeline Campaign Price Up-sell 81

SaaStr

SEPTEMBER 13, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Transcript of Episode 373: Byron Deeter: I’m going to dive in here with a little bit of an overview. To say that 2020 has been unusual, and unprecedented, and momentous would all be understatements.

Non-Profits 92

Non-Profits Strategize Trust Growth 92

Heinz Marketing

DECEMBER 20, 2021

Join us as we discuss some of the pivots we have seen this year that have become new standards, how brands make you feel, and where we see these changes from the past year going in the future. You’ll learn: How to get a cult-like following. Where people are going for recommendations, BEFORE they go to Google.

Pipeline 75

Pipeline Sales B2B Follow-up 75

SaaStr

JUNE 2, 2021

This episode is an excerpt of Olof’s session at SaaStr @ Home 2020. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Announcer: Up today, the secrets to doing freemium and sales-driven sales at the same time with Mixmax CEO, Olof Mathé. Olof Mathé.

Sales 98

Sales Up-sell Price Start-ups 98

SaaStr

JULY 2, 2019

Join us at SaaStr Annual 2020. Dannie Herzberg, Head of Mid-Market Sales @ Slack. We’re here to talk for the next 25 minutes or so about our experience going from freemium to enterprise. Kevin : The buyer had to go through a tremendous amount of work and process to just even get their hands on the technology itself.

Follow-up 67

Follow-up Go To Market Meeting Start-ups 67

SaaStr

JUNE 19, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Up today, Christoph Janz, managing partner at Point Nine Capital. So lots and lots of questions there, burn rates, your targets in 2020, how is your team doing? This podcast is sponsored by Guru.

Pitch 74

Pitch Trust Meeting Follow-up 74

ConversionXL

JUNE 25, 2021

The typical product lifecycle can be broken down into four stages: Introduction: Your product may still be in development and your marketing goals focus on generating awareness and motivating users to sign up and purchase. You’re adding new product features and looking to capture more market share from your competitors.

Launch 96

Launch Product Non-Profits GTM 96

Gong.io

DECEMBER 2, 2019

The failure rate in sales is so much greater than it is in sports—it builds up some resiliency and some mental toughness for sure. I don’t know, because I grew up playing sports. So when I show up, I’m usually like, “Okay, give me a rundown of how you’re pitching and presenting this.” I’m going to destroy it.

Pitch 71

Pitch Sports Sales Presentation 71

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. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. This episode is sponsored by Lightmatter. Keith Rabois.

E-commerce 94

E-commerce Retail Real Estate X-functional 94

Outreach

NOVEMBER 18, 2020

Small- or medium-sized businesses may end up leaning on managers to absorb this role. The messages would cascade from leaders to directors to managers, picking up additional priorities at every touchpoint. One of the biggest mistakes of change management is only planning a strategy up until launch. Show Permanency of the Change.

Launch 52

Launch B2B Management Consulting Consult 52

SaaStr

JULY 15, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling from $1M to $10M. It’s pretty good, someone did a Tweet storm the other day on Zeb from ClickUp’s presentation at SaaStr Annual 2020. Jason Lemkin: Well, let’s break it up. Jason Lemkin: Hey everybody. It was packed.

Growth 117

Growth Cross-sell Start-ups X-functional 117

SaaStr

JUNE 11, 2019

Join us at SaaStr Annual 2020. Give it up, ladies and gentlemen. ” Keith : And so they wrote that down, and they sent me an email after the meeting and said, “When we become really successful, we’re gonna put that quote up in our office. You’re missing that whole element of growth or go-to-market.

Engineering 109

Engineering Promote Growth B2B 109