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 asking too many close-ended questions (over 25 per meeting). I was interrupting prospects a lot (over 10 times per meeting). But the weird thing is —.

Education 91

Education Pipeline Follow-up Clients 91

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

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

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

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

SaaStr

MAY 8, 2020

How are your meetings progressing, who are they progressing with, are the right stakeholders in the room, what’s the next action step, how fast is the next followup meeting getting scheduled, how are pilots going, and what else can we be doing to get our clients onboarded as soon as possible? I always love to see that.

Cross-sell 67

Cross-sell Contract Start-ups Up-sell 67

Outreach

NOVEMBER 18, 2020

You’re the person who meets with them one-on-one, coaches them through challenges, holds them accountable, and evaluates their performance. That was a challenge for a global financial services company when it launched an initiative to improve the customer experience at its call centers, Gallup reported. Think Past Launch.

Launch 52

Launch B2B Management Consulting Consult 52

Highspot

FEBRUARY 11, 2020

Today, building true-blue customer love has become an essential part of any go-to-market strategy. Too often, transformative products launch, gain momentum, and fizzle out. Is sales enablement on your list of 2020 investments? Best of all, these insights are straight from the people who know best — real-world users.

Product 72

Product Technology Technology User Experience 72

Sales Hacker

MARCH 15, 2022

Sales development school, marketing school, and more for your entire team. Do only a few reps meet quota each quarter? Go to try.mindtickle.com/sales-hacker to learn more. He launched a division specializing in technical sales and sales engineering. In 2020, he was appointed CEO. Learn more at joinpavilion.com.

GTM 94

GTM Technical Sales Quota Growth 94

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

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

OCTOBER 3, 2019

Join us at SaaStr Annual 2020. Doug Pepper | Marketing Director @Shasta Ventures. And I think we all think of companies like Facebook and Uber and others, and imagine that it must’ve been easy once they launched. So we launched with that, got about a hundred customers … I don’t think we got quite a million ARR.

Up-sell 55

Up-sell Launch Go To Market Start-ups 55

SaaStr

MAY 27, 2020

Maybe you want to launch a business. 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. Whereas the oil markets are down 66%. It all begins with an idea.

Finance 74

Finance Government Price Contract 74

SaaStr

DECEMBER 17, 2019

Join us at SaaStr Annual 2020. This Schwab product, they launched it and a month later they had $10 billion in assets under management. That allows us to have a very different go to market strategy. So, all of our user acquisition is focused on someone hits our docs, our docs or our marketing page. Ari Levy | Sr.

Finance 57

Finance X-functional Non-Profits Launch 57

SaaStr

APRIL 2, 2019

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. I’m going to share with you successes and failures and my top lessons learned. Let’s talk a bit about go to market and how you sell that.

Growth 77

Growth Appointment Launch Product 77

SaaStr

APRIL 4, 2019

Join us for SaaStr Annual 2020. But they are actually accompanying us in the sales cycle and it’s certainly something that’s accelerated our time-to-market but also our success as well. So I’ll give you a flip perspective from a sales and marketing standpoint. Want to see more content like this session?

Engineering 66

Engineering Strategize Technology Technology 66

InsightSquared

DECEMBER 30, 2019

Whether you are in Sales, Marketing or RevOps—we believe the best is yet to come. We look forward to ringing in the new decade with you and reaching many more goals in 2020. Having a set of fundamental beliefs that guide why we do what we do and how we go about doing them is critical to driving the clarity of our function.

A/B testing 12

A/B testing Pipeline Engineering Represent 12

SaaStr

JUNE 12, 2020

This interview was recorded in February 2020. This is where the cloud meets. But we launched this product called SaaStr University just a couple of days ago to take all of our 6,000 articles and blog posts and organize it for the next generation, and we already have almost 4,000 founders on it. Jason Lemkin: Yeah.

Start-ups 67

Start-ups Engineering Product Follow-up 67

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. Not sure where to start? No one does it alone.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

JUNE 11, 2019

Join us at SaaStr Annual 2020. Keith : So for example, sometimes we’ll meet entrepreneurs when they’re really the two kids in the garage sort of thing. Lloyed : And so maybe one of the things in the early days is I need to get the produce market fit, or maybe I need to get the two million ARR. FULL TRANSCRIPT BELOW.

Engineering 87

Engineering Growth Promote B2B 87

SaaStr

AUGUST 8, 2019

Join us at SaaStr Europa 2020. We are online booking solution for patients, and for doctors, what we do is that we have a full software for doctors that does booking management, patients CRM, doctor-to-doctor collaboration, and also recently launched a video conservation in France. Want to see more content like this? Andrei B.:

Appointment 42

Appointment Hospitality Sales Inside sales 42

SaaStr

AUGUST 8, 2019

Join us at SaaStr Europa 2020. We are online booking solution for patients, and for doctors, what we do is that we have a full software for doctors that does booking management, patients CRM, doctor-to-doctor collaboration, and also recently launched a video conservation in France. Want to see more content like this? Andrei B.:

Appointment 42

Appointment Hospitality Sales Inside sales 42

SaaStr

DECEMBER 26, 2019

Join us at SaaStr Annual 2020. Pauline Fumeron | Marketing Automation Manager @ OpenC lassrooms. We launched a year ago and we’re based in New York and the team is seven people today. Guillaume : So your the… as the founder and CEO of a very early stage, like almost pre-product market fits a startup.

B2C 58

B2C CRM Product Engineering 58

SaaStr

JANUARY 3, 2020

296: The vision of exceeding sales, establishing credibility and successfully launching a product is no small task, especially when striving for that perfect introduction into the world of consumers. With so many articles, investors, and outside opinions, the true, simple tasks of launching can get lost in the noise.

Contract 10

Contract Price Commission Conversion 10

SaaStr

DECEMBER 3, 2020

And upon meeting the team, I was just blown away by the people. I want to meet Joe.” But I think for me, the interesting lesson was on how to place go-to-market bets, sitting with and understanding how uncomfortable that can make you feel. Not at the scale of what we’re experiencing this year in 2020.

Sales 66

Sales Cross-sell Start-ups Growth 66

SaaStr

JUNE 23, 2019

Join us at SaaStr Annual 2020. Keith : So for example, sometimes we’ll meet entrepreneurs when they’re really the two kids in the garage sort of thing. Lloyed : And so maybe one of the things in the early days is I need to get the produce market fit, or maybe I need to get the two million ARR. FULL TRANSCRIPT BELOW.

Engineering 76

Engineering Growth Promote B2B 76

SaaStr

SEPTEMBER 13, 2020

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. Law number three, this is huge, particularly in COVID, so we’re going to talk about this a little bit differently.

Non-Profits 61

Non-Profits Strategize Trust Growth 61

Sales Hacker

DECEMBER 8, 2017

Ditch your pitch – Bring new ideas to the sales meeting, be creative and think on your toes. Coffee shop meetings are the best neutral ground to meet – You and the customer are equal. By 2020, 70% of sales teams will be using analytics to understand their customers. The atmosphere is relaxed. And the coffee is cheap.

Sales 97

Sales Cross-sell Up-sell Pipeline 97

Heinz Marketing

JUNE 3, 2019

Matt: I mean for years, the SiriusDecisions summit, for anyone listening who hasn’t been there, I mean it’s just been a mainstay of the B2B marketing conference circuit and just really is pound for pound, quantity and quality one of the best conferences. The other exciting thing about that digital sales transformation.

Pipeline 57

Pipeline Sales Objectives and Key Results B2B 57

Sales Hacker

AUGUST 18, 2020

More sales meetings. But eventually, we got our feet on the ground, and over the course of about two and a half years, we launched offices in Dublin and Paris, Germany and Dubai, and scaled that business from zero to about 22 million in that two and a half year timeframe. The result? Start creating better sequences faster.

Start-ups 106

Start-ups Consult Campaign Up-sell 106

SaaStr

OCTOBER 22, 2019

As one of the most difficult markets to enter and succeed, how can new and old SaaS providers win with SMBs? Join us at SaaStr Annual 2020. Small businesses have a huge market opportunity in particular with younger generations. By 2020 they’ll account for 30% of US retail sales valued at 1.4 FULL TRANSCRIPT BELOW.

Government 40

Government Technology Technology User Experience 40

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. Ash Bhoopathy (@ashbhoopathy): Probably more around go-to-market and sales. First of all, on go-to-market and sales and marketing, be very, very wary of folks that want to outsource your core.

Growth 91

Growth Cross-sell Start-ups X-functional 91

SaaStr

OCTOBER 31, 2019

Join us at SaaStr Annual 2020. After hearing a lot of discussions about this topic at board meetings, we went off and we did some research. We tried to put together a framework that I’m going to walk you through that’ll help founders think through how to build a resilient company, and we’ve identified four key areas.

Finance 40

Finance Growth Retail Drivers/motivators 40

SaaStr

AUGUST 20, 2020

As for Kyle, prior to Figma he spent over 5 years at Dropbox achieving some incredible milestones including launching and scaling the Austin, Texas office from 3 to 80 people and being responsible for growing Dropbox’s leading partner ecosystem. Before Figma, Kyle spent close to 3 years as an Account Executive at ADP.

Sales 74

Sales Price Quota Start-ups 74

SaaStr

SEPTEMBER 12, 2019

Join us at SaaStr Europa 2020. We launched SMS a year later. After that I went and led go-to-market at Parse. Individuals typically begin using our platform when someone invites them to a Zoom meeting. We allow anyone to join or host a meeting for free. Want to see more content like this? I’m Ashley.

Growth 40

Growth Product Price Up-sell 40

SaaStr

NOVEMBER 28, 2019

How does a startup that launched during the financial crisis in 2008 become a unicorn company in 2019? Join us at SaaStr Annual 2020. I was the only one going to board meetings. Again, it depends on your go to market more than swarm, but it’s really enterprise software. FULL TRANSCRIPT BELOW.

Growth 68

Growth Territory Government Engineering 68

SaaStr

DECEMBER 5, 2019

Join us at SaaStr Annual 2020. So about two years ago, nearly two years ago in August, I was about ready to go out on holiday for two weeks and it was the first time… I’ve been at Workday 10 years and it was the first time I was going out on holiday for two straight weeks. Want to see more content like this?

Strategize 52

Strategize Strategic partnership Start-ups Up-sell 52