Sales Hacker

MARCH 2, 2020

Here they are… The 97 Best Sales Books in 2020. Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. Master negotiating , and you’ve mastered sales — and life itself.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

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

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. Remember this when you are negotiating your pay.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Sales Hacker

FEBRUARY 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jordan Crawford is an AI innovator, the Founder of Blueprint, and one of the top go-to-market engineers working today. Uh, so Jordan Crawford is a go to market engineer and advisor for some of the fastest growing companies out there.

GTM 81

GTM Pitch Up-sell Contact 81

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. Then it takes a while to get through the process of negotiation, real documents, wiring money, [crosstalk 00:16:38]. Literally, our plan for the year was to grow or plan for 2020 would be to grow more than 3X, which is great.

X-functional 74

X-functional E-commerce Retail Growth 74

Heinz Marketing

NOVEMBER 30, 2020

This week’s show is called “ The Lost Art of Note Taking ” and our guest is Saro Zargarian , Senior Director of Go-To-Market Operations at Blueshift and creator of the SMART BOOK FIELD GUIDE. My focus has been in operations, go-to-market, sales coaching, sales management. Saro: Thanks again.

Pipeline 126

Pipeline Objectives and Key Results Sales Negotiate 126

SaaStr

JANUARY 17, 2020

Where do founders make mistakes in negotiation? I’m glad that we’re doing chapter two, and I really just want to thank you for both the feedback wishing you an amazing 2020, because you’ve done so much for this community and I couldn’t be more excited to try and be a little bit more helpful.

Pitch 63

Pitch Contract Objectives and Key Results Negotiate 63

SaaStr

MAY 8, 2020

And the hardest thing, Bob said, is for founders to let go of their founding idea. But you may need to go out and test new ideas, potentially refine or go-to-market urgency fit by validating customer’s new top pain points during this time. I think there’s a lot that you can negotiate with.

Cross-sell 88

Cross-sell Contract Up-sell Start-ups 88

Sales Hacker

AUGUST 18, 2020

We burned through a tremendous amount of cash on things like marketing and scaling up the team, but the revenue wasn’t growing as quick as the spend, and so that was quite challenging for us. And so that’s what resulted in the broadening of our go to market, to this discretionary spending versus just travel as it were.

Start-ups 116

Start-ups Consult Campaign Up-sell 116

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 103

Finance Government Price Contract 103

SaaStr

AUGUST 13, 2019

Join us at SaaStr Annual 2020. And unfortunately by the time we got to the CIO’s, we were heavily price negotiated. I spent a lot of time talking to CEOs and CROs, exchanging best practices and having conversations about go to market strategies. Want to see more content like this? Yamini Rangan | CCO @ Dropbox.

Cross-sell 67

Cross-sell Sales Support Growth Up-sell 67

SaaStr

SEPTEMBER 30, 2020

What elements can founders negotiate on to get the best pricing? * How has Ryan structured his content and marketing team as a result? And it really grows your lens of, is this a big enough idea for me to go start a company or a product around? You have the opportunity to negotiate lower.

Price 63

Price Up-sell Start-ups Product 63