InsightSquared

DECEMBER 3, 2019

From the growth of the revenue operations model to the introduction of new technology solutions that enhance business leader’s abilities to make better decisions, changes are happening daily in the B2B world, and more are sure to come in 2020. Team alignment. They are sales’ private navigator throughout the customer lifecycle. Agile Methods.

Cross-sell 62

Cross-sell Teamwork Sales Gaming 62

Heinz Marketing

MARCH 25, 2020

Sales and marketing leaders seeking to improve revenue generation typically start by examining their channel mixes, tool sets, dashboards, and strategies, but what’s often lost is arguably the most important part of any go-to-market plan: the customer experience. Addressing the overall lack of account-level insights.

Growth 66

Growth Cross-sell Territory Engineering 66

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

Sales Hacker

APRIL 23, 2024

Linda founded Common Room in 2020 to unlock siloed, previously untrackable signals to transform how organizations connect with people. Discussed in this Episode: The evolution of customer intelligence from intent data to signal-based selling. Why a modern go-to-market approach requires moving beyond legacy CRM systems.

GTM 114

GTM Customers Go To Market CRM 114

Sales Hacker

APRIL 30, 2024

He’s been recognized as one of the Industry’s top “40 under 40” by Staffing Industry Analysts in both 2017 and 2018 and as a Top 100 Global Sales Leaders in 2020 by The Modern Sale. 34:33 – Aligning multiple go-to-market motions across market segments. It’s flexible, scalable ABM built for you.

GTM 119

GTM Customers Contract Go To Market 119

SaaStr

MARCH 18, 2025

How to overcome this: Focus on solving specific problems rather than selling “AI.” ” Weavi Founded in 2020, they anticipated the growing importance of unstructured data and embeddings. Determining Demand and Budgets When entering an existing category, understand go-to-market strategies and adoption signals.

Growth 75

Growth Government Customers Healthcare 75

SaaStr

APRIL 1, 2023

The market continued to expand and grow into what it is today. Fast Forward To 2020 The pandemic happened. And there’s no going back once you’re “turned on.” 2020 wasn’t the only reason small business owners adopted software solutions, but it sure sped up the process. Everyone was stuck in place and online was the answer.

GTM 98

GTM Growth Up-sell Gaming 98

Heinz Marketing

SEPTEMBER 6, 2021

This week’s show is called “ Selling into the Public Sector: Strategies & Tactics that Wor k “ My guest is Adriel Sanchez , CMO at Newsela. I want to get into what you’ve done in Newsela, but I mean, let’s talk about public versus private sector marketing and go-to-market in general.

Pipeline 111

Pipeline Sales Up-sell Government 111

Gong.io

JULY 28, 2020

You’ve decided to use Gong across more of your go-to-market teams, including sales development, product, and marketing teams. We’ve got big product plans for 2020 as we build more ways to help you grow your business and acquire more customers. . Product Features To Look Out For. – The Gong team.

Pipeline 77

Pipeline Up-sell Growth Product 77

SaaStr

JANUARY 25, 2021

Key Considerations from 2020: Look at the data. For those selling into the enterprise, channel strategies are very important. Engage partners proactively once the sales team understands the value that a partner is going to bring. Analyze or re-map your target account identification prioritization. Make your reps accountable.

Cross-sell 96

Cross-sell GTM Sales Territory 96

SalesLoft

NOVEMBER 17, 2020

Originally designed to help sales development functions manage high call and email volumes, companies in this segment can now deliver sizable productivity gains to entire revenue teams… — Laura Ramos and Mary Shea, Forrester Research, Now Tech: Sales Enablement Automation Q2 2020 , May 2020. Your Content Strategy.

Sales 105

Sales Territory Technology Technology 105

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. Challenge #2 to scale your agency: Knowing what to sell and when. Use data to help understand what to sell and when.

Pipeline 111

Pipeline CRM Customer Relationship Management Clients 111

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. RELATED: Moving to Enterprise Sales (Part 2): 5 Go-to-Market Prerequisites You Need to Succeed. At first, you may be taken aback. Shaking the Partner Money Tree.

Pipeline 123

Pipeline E-commerce Cross-sell Referrals 123

SalesLoft

FEBRUARY 19, 2020

The best-selling book, The Challenger Sale , pioneered the idea of challenging conventional customer thinking. But how do you set a “Challenger” go-to-market strategy in motion? Join us in San Francisco from March 9-11, 2020 for REV2020! In the 10 years since this concept has become a standard in complex B2B sales.

Inside sales 95

Inside sales Cold Call Territory Drivers/motivators 95

SaaStr

DECEMBER 26, 2022

and go-to-market partners, to understand what’s happening in the space. . “G2 Buying and selling software is getting complex. Some call this the ‘ecommercization of software,’ and this trend signals a highly disruptive shift in how we go to market with software. Third-party partnerships, including tackle.io

Go To Market 98

Go To Market Follow-up Up-sell Trust 98

Martech

FEBRUARY 25, 2022

Their fine-tuned strategy helps new brands grow, and since their start in 2020, Heyday has also acquired several of these brands, and received $800 million in funding from investors in the process. The reality about Amazon today is they develop their own in-house products to compete with top-selling brands on their site.

Launch 114

Launch E-commerce Transportation Retail 114

Heinz Marketing

MARCH 29, 2021

Pretty crazy after the 29 month, 2020 that we faced last year. It was not a 29 month in 2020. Talk a little bit about what 2020 was like for you guys. I got reps that are used to going to someone’s office with a box of samples. Well, welcome everyone to another episode of Sales Pipeline Radio. It was only 12.

Pipeline 128

Pipeline Sales Gaming Up-sell 128

SaaStr

OCTOBER 20, 2023

In June 2020, they launched GPT3 — its first state-of-the-art large language model. Sam said he had no idea what sales would look like at OpenAI or how to go to market with their products, but they went for it. It wasn’t a very scalable model, and they ran out of man-hours and services to sell.

Growth 117

Growth Launch Territory Legal 117

Sales Hacker

APRIL 1, 2021

If you’re an OEM or selling physical products, this one’s for you (sorry, SaaS folks). As the world is starting to reopen, there is likely room for your products in new markets, if you understand the complexities and risks. In 2020, US consumers spent nearly $710 billion on e-commerce , a year-over-year increase of 18%.

E-commerce 86

E-commerce Territory Transportation B2C 86

SaaStr

DECEMBER 1, 2021

SaaS spending dipped in the first half of 2020 at the start of the pandemic but has since reaccelerated. For example, there’s a striking preference for third-party purchases, as explained by Malko, “One in five buyers prefers to buy from someone other than you…This is key for thinking about how we go to market.”.

Repeat business 113

Repeat business Growth Trust Product 113

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies.

Cross-sell 103

Cross-sell Finance Strategize Technology 103

Salesforce

OCTOBER 12, 2021

Screenshot from this Future of Selling video (1:13). Short answer: 2020 happened. The Great Resignation is a real thing, and rewarding go-to-market vice presidents (VPs) with an expanded role is a great way to get people in the door and keep them there. It’s a big job with plenty of responsibility. Not exactly.

Gaming 98

Gaming Cross-sell Sales Finance 98

Xant

JUNE 16, 2021

In 2020, consumers notably valued experience over pricing. Go-to-market teams should be hitting 60% attainment consistently as a baseline. You don’t have to worry about the waste of random acts of selling the risks of operating without clear processes and controls. RevOps Summit.

CRM 105

CRM Sales Territory B2B 105

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. By every conversational intelligence measure, I shouldn’t have been selling anything : I was talking too much (I speak for over 60% of the talk time).

Education 113

Education Pipeline Clients Follow-up 113

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. ConvertKit is a prime example of product marketing propelling a brand to $29 million ARR and $80 million LTV. Markets have probably changed since you first opened.

Product 110

Product GTM Construction Launch 110

Gong.io

JANUARY 12, 2021

As a SaaS organization, we have most of the same teams as the companies we sell into — Sales, Product, Customer Success, etc. We practice (and use) what we preach (and sell). Jared Nielsen is also an avid user of Gong, the solution he sells on the daily. Go To Market (GTM) and enablement. Manage follow-ups.

Follow-up 118

Follow-up Objection handling GTM Meeting 118

Miller Heiman Group

MAY 13, 2019

At Elevate 2019 North America: Framing the Future, one thing was clear: there’s a shift occurring in selling. All of these factors contribute to selling challenges with the current sales shift. Sellers now must inspire their buyers by providing knowledge and value at every stage of the sales cycle. perspective is the differ.

Technology 82

Technology Technology Pipeline Strategize 82

criteria for success

MARCH 25, 2020

And no matter where you are or what your organization sells, you’ve likely seen an impact on your business. Selling Through Uncertainty. Criteria for Success is hosting a series of group Q&A's about selling during COVID-19. Step two: Adjust your go-to-market approach. Selling Through Uncertainty.

Cross-sell 66

Cross-sell Sales Up-sell Meeting 66

Highspot

FEBRUARY 11, 2020

Today, building true-blue customer love has become an essential part of any go-to-market strategy. If you sell a human resources platform, utilize it for all internal HR functions. If you sell sales software, leverage it to grow your business. Is sales enablement on your list of 2020 investments?

Product 72

Product Technology Technology User Experience 72

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

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. Following a thorough review process, across the go-to-market leadership team, we unanimously selected Highspot due to its user interface, personalization capabilities, and ease of use.

Technology 52

Technology Technology Product Sales 52

Highspot

MAY 5, 2020

SEATTLE, May 5, 2020 /PRNewswire/ — Highspot, the sales enablement solution that reps love, today announced the launch of its Austria, Germany and Switzerland (DACH) operations, headquartered in Munich. “Selling well today is both an art and a science.

Launch 52

Launch Territory Strategize Technology 52

InsightSquared

FEBRUARY 10, 2020

10, 2020 – InsightSquared , the leading provider of revenue intelligence solutions, has announced the addition of Todd Abbott as President and Chief Operation Officer, and James Davison as Vice President of Products. It’s not about nice-to-have features, it’s about helping reps sell better at every stage, in every deal.”. BOSTON — Feb.

Product 12

Product B2B Engineering Growth 12

Sales Hacker

MARCH 2, 2021

Lessons Michelle learned in 2020 [20:37]. That’s when I felt really bad selling people that, even though they were signing up for it themselves. A lot of really big fashion brands and jewelers and watch brands, that was a lot of relationship selling, which I like, but it’s not my favorite. Sam’s Corner [31:24].

Referrals 66

Referrals Cross-sell Contract Sales 66

SBI

SEPTEMBER 29, 2020

SAN DIEGO & MENLO PARK – [September 29, 2020]. Seismic has emerged as the clear sales enablement and marketing orchestration leader with revenues nearly four times its nearest competitor. Magazine’s Best Workplaces of 2020, among other company and workplace awards. Morgan served as financial advisor to Permira.

Territory 43

Territory Finance Strategize Growth 43

SBI

AUGUST 31, 2020

Seismic Launches Interactive Content to Improve Digital Engagement for Marketers and Sellers in Summer 2020 Release. SAN DIEGO, CA (August 31, 2020) –. With our Summer 2020 release, we are bringing sales content to life.” About Seismic. Natalie Beaulieu Senior Public Relations Manager, Seismic nbeaulieu@seismic.com.

Launch 26

Launch Commission Presentation High impact 26

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. Here’s an illustration, Company X sells marketing automation software. It’s likely you’ve already constructed both the ICP and BP.

B2B 105

B2B Lead generation Contact CRM 105