Sales Hacker

MARCH 2, 2020

Here they are… The 97 Best Sales Books in 2020. How to Get a Meeting with Anyone. No one rises to the top of their game without intentional growth and learning. To know where you’re going means you need to know where you came from. Sales Models and Fundamentals. The Transparency Sale. The Challenger Sale.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Cience

APRIL 27, 2020

And in a more general business sense, it has been a whirlwind start to 2020. We were buried by what seemed like weekly stock market record highs, and the lowest unemployment rates in history. Nearly all B2B marketers use email to distribute content ( 93% to be exact ). Okay, maybe closer to a whiplash. Let’s Talk!

Hospitality 66

Hospitality Angle Contract Appointment 66

SaaStr

MARCH 19, 2021

Is Cloud growth sustainable for the long term? 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. Cloud mutiples are going up.

E-commerce 74

E-commerce Construction Growth Price 74

SaaStr

JUNE 2, 2023

In 2020-2021, many SaaS startups faced a unique challenge. Meet with people you can learn from and share ideas, even if it doesn’t convert into a hire. How they conduct themselves, engage, market the brand, and set a tone, reflect on the brand. Where do you find the right person? Build a currency of trust.

Trust 82

Trust Networking Growth Customers 82

SaaStr

MARCH 12, 2019

He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Join us for SaaStr Annual 2020. Awesome revenue growth on the X axis, awesome revenue retention on the Y.

Growth 82

Growth Cross-sell Contract X-functional 82

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? * Harry Stebbings: Welcome to the very first SaaStr podcast of 2020. Where you can also suggest future guests for the show, but to our first guest of 2020, and I’m thrilled to welcome Bob Moore.

X-functional 52

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

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. But I think that was when everybody had the proverbial partner meeting discussions about what are we funding, why are we funding, what price are we funding. You could just even look at today, there’s some volatility in the market.

X-functional 59

X-functional E-commerce Growth Retail 59

Martech

AUGUST 22, 2023

B2B buying has changed dramatically in the last decade, and marketers need to change with it. 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. Source: RH Blake 2.

B2B 73

B2B Process Manufacturing Customers 73

SaaStr

FEBRUARY 7, 2020

How does Karen meet entrepreneurs before they go out to raise? Karen Page: And we’re so lucky to be able to work with someone who was young in their career, but very committed to our growth. Early stage, there’s going to be demand risk and product market fit risk, but later the risk is about the ability to scale.

Strategize 67

Strategize Pitch Growth Networking 67

Sales Hacker

AUGUST 25, 2023

We’ll continue on our mission to provide real stories/strategies/insights from the best go-to-market operators on the planet, spanning sales, marketing, customer success, operations/enablement, product and hiring. Creating these roles and structuring it this way was how we continued to fuel the growth engine. Very simple.

GTM 52

GTM Contract Cross-sell Account management 52

SalesLoft

NOVEMBER 17, 2020

Whether you need to gain visibility into pipeline activity, manage deals, or decrease rep ramp time, Sales Engagement tools can help you improve efficiency, leading to sustained growth and profitability. You can tailor communication to meet individual needs using cadences. Create cadences for personas. Personas represent individuals.

Territory 105

Territory Sales Technology Technology 105

Sales Hacker

APRIL 1, 2021

As the world is starting to reopen, there is likely room for your products in new markets, if you understand the complexities and risks. At the heart of 2020’s changes is a realization that e-commerce is about more than buying household goods from Amazon. Can You Meet Regulatory Opportunities and Advantages?

E-commerce 67

E-commerce Territory Transportation B2C 67

Lead Fuze

NOVEMBER 30, 2021

Growth Expansion in Times of Crisis: Good Move, or Too Risky for Established Companies? 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. Can Your Company Expansion Growth Be Simplified?

E-commerce 52

E-commerce Territory Transportation Retail 52

criteria for success

MARCH 25, 2020

Upcoming Dates: Wednesday, March 25 2020 at 10 AM EST. Tuesday, March 31 2020 at 10 AM EST. Wednesday, April 1 2020 at 3 PM EST. Click Here to Register. Simple things like moving to videoconferencing instead of just conference calls for internal meetings can help people feel like they are connected to their teammates.

Cross-sell 66

Cross-sell Sales Up-sell Meeting 66

SaaStr

NOVEMBER 28, 2019

For Collibra, a cross-organizational data governance platform, the company went from slow growth to hypergrowth. Felix Van de Maele, Co-Founder and CEO of Collibra, will be joined by Teddie Wardi, Managing Director of Insight Partners, to unpack how he built a unicorn company from idea to conception to record growth.

Growth 68

Growth Territory Government Engineering 68

criteria for success

APRIL 1, 2020

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. You need to know what you’re going to market with and why people should want to buy it. We want to hear how COVID-19 is affecting you and your business.

Sell 97

Sell Prospecting Up-sell Territory 97

SaaStr

APRIL 2, 2019

Karen Peacock, COO of Intercom, one of the fastest growing SaaS businesses of all time, has led businesses of all sizes through massive growth. Join us for SaaStr Annual 2020. Now over the next couple of days, you’re going to hear some great talks about the founding story, and about that initial business success.

Growth 77

Growth Appointment Launch Product 77

Gong.io

JANUARY 12, 2021

Meet Jared, Account Executive (AE) at Gong since April 2019. Meet Carolyn, Senior Sales Development Representative at Gong, since May of 2019. Meet Adarsh “Red” Reddy, a film & technology enthusiast, a USC alum, and a guy who boasts “500+” LinkedIn connections. Account Executive, Jared Nielsen. Want more Jared/AE insights?

Follow-up 118

Follow-up Objection handling GTM Meeting 118

Sales Hacker

MARCH 15, 2022

Join us for an entrepreneurial conversation about how to modernize your talent acquisition approach for both high growth and long-term growth. The importance of listening to the market instead of pursuing growth. Lessons learned from high growth companies [27:31]. Do only a few reps meet quota each quarter?

GTM 94

GTM Technical Sales Quota Growth 94

Highspot

FEBRUARY 11, 2020

In the age of product-led growth, business-critical apps are no longer decided by executives behind closed doors. Rather, everyday users are driving organic growth, championing the platforms they love and catapulting these products into the spotlight. Is sales enablement on your list of 2020 investments?

Product 72

Product Technology Technology User Experience 72

SaaStr

FEBRUARY 9, 2021

In today’s SaaStr podcast episode, Harry Stebbings sits down with Ryan Bonnici, Chief Marketing Officer at Whereby to chat about how to market at scale. Prior to joining Whereby, a browser-based video meeting platform, Bonnici was previously CMO of the world’s leading software review platform G2.com ” Want more?

Territory 61

Territory Launch Up-sell Meeting 61

SaaStr

SEPTEMBER 12, 2019

Ashley Smith, Venture Partner at OpenView provides insight on what investors are looking for in product metrics and growth indicators so you can capitalize on your product’s story for funding. Join us at SaaStr Europa 2020. Product-led growth is something, interestingly enough, that I’ve been doing my whole career.

Growth 40

Growth Product Price Up-sell 40

InsightSquared

JUNE 28, 2019

Over the course of 3 days from June 12 to June 14, Ramp 2019 brought together more than 400 sales, marketing and business operations practitioners to learn from the world’s most recognized go-to-market professionals. In the meantime, make sure you sign up to receive the latest Ramp 2020 updates.

GTM 54

GTM Launch Go To Market Meeting 54

Sales Hacker

JULY 16, 2020

In May 2020, Facebook announced it was buying the gif search engine , Giphy, for $400 million — primarily for its Instagram product. Look no further than tech growth stories like Looker, Slack, Snowflake, Calendly, and Zoom for story after story of partnership-driven expansion that only gets amplified with scale. Like what you read?

Pipeline 96

Pipeline E-commerce Cross-sell Referrals 96

SBI

MARCH 17, 2020

March 17, 2020 12:00 PM Eastern Daylight Time. SAN FRANCISCO–( BUSINESS WIRE )– Chorus.ai , the premier Conversation Intelligence Platform for high-growth sales teams, today announced Jim Benton as CEO. Conversation Intelligence is a must-have solution for go-to-market teams. Jim Benton Joins Chorus.ai

Cold Call 37

Cold Call Quota Growth Conversion 37

Cience

OCTOBER 27, 2020

If someone Googles “marketing campaigns,” could you blame them for thinking the only way to go to market is through increasing inbound leads? You’d think there was nothing else in the marketing world but SEO, content writing, blogging, webinars, and ads.

Campaign 63

Campaign Cold Call GTM Contact 63

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. The marketing platform has a specific and unique selling position : “The only marketing platform built for creators, by creators.”. Why buy now?

Product 110

Product GTM Construction Launch 110

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

ConversionXL

JUNE 25, 2021

We’ll also share when to transition to the growth stage in the product lifecycle so you can drive conversions and revenue off your momentum. Growth: A sharp increase in users and sales. You’re adding new product features and looking to capture more market share from your competitors. Thinking like this is too narrow.

Launch 96

Launch Product Non-Profits GTM 96

SaaStr

APRIL 7, 2022

2020: $607m rev. Luciana: Last year the growth was also meaningful. What is your philosophy around growth if you have one? Unless you just go every day and try to do your best and survive. I think part of it is market timing. Growth for us is about massive scaling and hiring. UIPath History. 2014: $500k rev.

Finance 100

Finance Government Growth Start-ups 100

Cience

AUGUST 31, 2020

Well, as businesses go headlong into the fourth quarter of 2020 , their employees armed with all kinds of protective gear (i.e. It might have been considered a luxury back in the day, but in 2020, the year of the Rat according to the Chinese zodiac, it has become a necessity, a way of life. What’s the old saying?

Contract 52

Contract Pipeline Campaign Clients 52

Cience

OCTOBER 6, 2020

As buyers, industries, and the greater world shift (2020 has taken this to the extreme), it’s critical to update as your business and your buyers evolve. To this point, Company X has relied on network and referral sales, with its CEO taking many of the initial meetings. It’s likely you’ve already constructed both the ICP and BP.

B2B 105

B2B Lead generation Contact CRM 105

Gong.io

AUGUST 10, 2020

I love the buzz being published recently about retention being the new growth. The more successful customers are with the solutions they initially buy, the more likely they’re going to buy more. Data Breakout—Retention is the New Growth. So it’s through the good and the bad, the ups and the downs. Listen now at gong.io/podcasts.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

Sales Hacker

OCTOBER 7, 2021

Cassie is an operating partner at Primary Venture Partners, where she works closely with Primary’s portfolio companies to help them build, scale and optimize their go-to-market efforts. Prior to joining Primary in early 2020, Cassie spent 15 years as a tech operator. Constantly work on developing a growth mindset. ??If

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Gong.io

JANUARY 20, 2020

We meet once a month, once a quarter. But really, you’re not accountable or responsible for that person’s career growth and development. . When I started selling in 1999, we sell exactly the same in 2020. So I have a lot of people that will ask me to mentor them, or that I will ask to mentor me. We take proposals the same.

Up-sell 62

Up-sell Trust Strategize Drivers/motivators 62

SaaStr

JUNE 19, 2020

This is where the cloud meets. For them, it’s easy to raise because they see such strong growth. But if you’re not in one of these categories, then it’s most likely going to be harder. So lots and lots of questions there, burn rates, your targets in 2020, how is your team doing?

Pitch 61

Pitch Trust Meeting Follow-up 61

Sales Hacker

MARCH 22, 2022

Revenue leaders trust MindTickle to identify and drive winning sales rep behaviors so you can meet and beat quota every quarter. I ended up lining up my dream job with Deloitte, and lo and behold, March of 2020, the pandemic hit. Take advantage of the Pavilion for Teams corporate membership. I loved it.

Education 75

Education Consult Cold Call Start-ups 75