SBI

MARCH 17, 2020

March 17, 2020 12:00 PM Eastern Daylight Time. Conversation Intelligence is a must-have solution for go-to-market teams. introduced Cold Call Central , Roles & Permissions , the State of Conversation Intelligence 2020 , as well as key integrations with Zoom , HubSpot , Amazon Connect and ShoreTel Web Dialer.

Cold Call 37

Cold Call Quota Growth Conversion 37

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 87

Non-Profits Strategize Trust Growth 87

Highspot

AUGUST 23, 2019

Let’s begin with perspective from our friends at SiriusDecisions: “An increasing number of sales enablement functions are responsible for supporting not only quota-bearing sales reps, but also additional buyer-facing roles (e.g. customer success, channel sellers, sales engineers, marketing personnel).

Strategize 40

Strategize Quota Growth Engineering 40

SaaStr

AUGUST 27, 2019

Join us at SaaStr Annual 2020. But what you’re trying to learn at this point is not just what your go to market fit is, and working very closely with your product team on that. But also what is my go to market motion? You haven’t really figured out all the right go to market channels.

Territory 57

Territory Cross-sell Contract Drivers/motivators 57

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 114

Growth Cross-sell Start-ups X-functional 114

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. Dannie : It made for a really nice go-to market model. Want to see more content like this? FULL TRANSCRIPT BELOW.

Follow-up 63

Follow-up Go To Market Meeting Start-ups 63

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Join us at SaaStr Annual 2020. So you completely change your go to market and that also includes the fact that you need to start an outbound team. You need to scale the go to market team to feed that new sort of like next wave of deals.

Territory 56

Territory Cross-sell Sales Cold Call 56

Sales Hacker

MARCH 2, 2020

Here they are… The 97 Best Sales Books in 2020. As its name suggests, expect to read compelling insights on why ethical values — not your quota — should drive the way you engage and sell to customers. This book shows how you can strike the perfect balance between being a trusted advisor and a quota-crushing professional.

Sales 143

Sales Technique Objectives and Key Results Non-Profits 143

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. What is one a-ha moment you’ve had in your sales career?

Sales 136

Sales Up-sell Start-ups Cross-sell 136

SaaStr

JULY 15, 2020

But that’s more the exception than the role of the go to market for many companies. Literally, our plan for the year was to grow or plan for 2020 would be to grow more than 3X, which is great. It’s not going to move the needle in terms of cash deployment. The Squares absolutely, Yelp to some extent absolutely.

X-functional 71

X-functional E-commerce Retail Growth 71

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 104

Growth Cross-sell Contract X-functional 104

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. But a go to market advantage, business model advantage, that is much more sustainable.

Cold Call 22

Cold Call Trust Go To Market B2C 22

SaaStr

JANUARY 3, 2020

The first is do you retire quota at the same rate for renewal as you do for new business? In other words, if I’m an AE and I book a $100,000 deal, $100,000 new customer versus a $100,000 expansion on existing customer, does that retire my quota at an equivalent rate? There’s two questions, I think.

Contract 11

Contract Price Commission Conversion 11

SaaStr

AUGUST 20, 2020

We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side. So I think for us, we at Figma still review sales quotas each quarter. On the pre-sale side, everyone has a quota.

Sales 99

Sales Price Quota Start-ups 99

SaaStr

AUGUST 13, 2019

Join us at SaaStr Annual 2020. And when you divide the pool of opportunities with more and more AEs, they don’t make their quota. And if they don’t make quota, AEs just leave. I spent a lot of time talking to CEOs and CROs, exchanging best practices and having conversations about go to market strategies.

Cross-sell 65

Cross-sell Sales Support Growth Up-sell 65

Heinz Marketing

JUNE 1, 2020

I’m literally right now staring at my somewhat irrelevant 2020 plan that I created in late Q4 of last year. They will actually outsell a sales team who’s focused on internal targets and quotas. Today is absolutely no different. I am stoked, Paul, today to have our guest, I have seen her speak a couple of times.

Pipeline 73

Pipeline Sales Up-sell Cross-sell 73

SaaStr

JANUARY 28, 2020

Join us at SaaStr Annual 2020. You have to put something in to get something out of it, and I think that obviously sounds biased coming from a marketer, but that is just the case. Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. Want to see more content like this?

Growth 90

Growth Promote Engineering Up-sell 90

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. But a go to market advantage, business model advantage, that is much more sustainable.

Cold Call 43

Cold Call Trust Go To Market B2C 43

SaaStr

DECEMBER 3, 2020

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. And that’s astounding when you’re looking at six to 10 years with that kind of growth rate.

Sales 89

Sales Cross-sell Start-ups Growth 89

Sales Hacker

DECEMBER 8, 2017

By 2020, 70% of sales teams will be using analytics to understand their customers. The role and function of the SDR (meeting based) and ISR (quota based) will continue to rise in prominence. Corporate versions of Alexa, Siri, Cortana, and other AI-driven digital assistants will be going mainstream. The atmosphere is relaxed.

Sales 108

Sales Cross-sell Up-sell Pipeline 108

Sales Hacker

MARCH 11, 2025

Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers. If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.

GTM 76

GTM Growth X-functional Referrals 76

Sales Hacker

DECEMBER 10, 2024

Martin brings a wealth of experience in building and scaling sales teams, developing effective go-to-market strategies, and navigating the challenges of startup growth. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

GTM 111

GTM Construction Up-sell Cross-sell 111

Sales Hacker

MARCH 10, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. There was no structured playbook, no hiring blueprint, and certainly no quota capacity planning. On March 16, 2020, two days after lockdowns began, a class of 14 new reps was supposed to start onboarding in person.

GTM 69

GTM Construction Launch Quota 69

SaaStr

JULY 10, 2020

SaaStr CEO Jason Lemkin discusses what the new landscape of SaaS means for you in 2020. In a B2B context, you can imagine overlaying the concept of go-to-market fit which really outlines your approach and your playbook at every step of the way, from awareness to evaluation, purchase, and then pricing and renewals.

E-commerce 102

E-commerce Price Start-ups Up-sell 102