Sales Hacker

DECEMBER 6, 2024

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Special thanks to Jason Saltzman and Live Data Technologies for sharing access to real-time job change data for over 88 million professionals, revealing critical trends across customer success and go-to-market teams.

GTM 107

GTM Customers Non-Profits Growth 107

Highspot

NOVEMBER 25, 2020

??Not only are they key to landing your go-to-market strategy for the upcoming year, but one of the few times your entire sales team will be together, making them valuable opportunities for camaraderie and connection. What are the best 2021 sales kickoff themes??. How do you prepare for a virtual sko?

Education 122

Education Drivers/motivators Sales Up-sell 122

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. Rajeev Dham and Karan Singh, Partners at Sapphire Ventures, and Jane Lee, Vice President at Sapphire walk us through how to double your “Magic Number,” a shorthand for your sales and marketing efficiency.

Go To Market 109

Go To Market GTM Non-Profits Quota 109

ClickFunnels

AUGUST 8, 2021

Instead, they focus on just one element of it, e.g. landing pages, pop-ups, etc. Our co-founders, Russel Brunson and Todd Dickerson, each had over a decade of experience selling online via sales funnels. The reason we are bringing this up is that all that extensive funnel building experience went into our software. Full Review.

Lead generation 246

Lead generation A/B testing X-functional Price 246

Sales Hacker

JANUARY 21, 2021

LinkedIn has been around for less than two decades, but it’s already changed the way we sell. This new sales strategy is known as social selling, and the numbers show that when it works, it works. Social selling is quickly becoming a favorite prospecting channel for sales reps and LinkedIn is their social media platform of choice.

Territory 120

Territory Networking Sales Contact 120

Sales Hacker

JUNE 16, 2021

The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. These are opportunities to help lift up low performers to be, at least, on par with average attainment. Marketing automation tools.

GTM 120

GTM Contract Quota Sales 120

SaaStr

JULY 27, 2022

Boterri’s company Accel invested in PayFit in 2017 and again in 2021. But your sales needs when selling to small and medium-sized businesses differ from an enterprise-level market. At PayFit, they prioritize hiring junior talent hoping to grow their sales skills and ambitious to move up at the company.

Go To Market 97

Go To Market B2C GTM Price 97

Martech

JULY 14, 2022

Additionally, the COVID pandemic accelerated fundamental shifts in the B2B buying cycle by forcing events and in-person meetings to go virtual. Last year, Forrester Research found the average number of buying interactions occurring during the purchase process soared by 10 to 27 in 2021. Account-based marketing: A snapshot.

B2B 128

B2B GTM Technology Technology 128

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 can we invest strategically?

Cross-sell 52

Cross-sell Sales Technique Presentation 52

Martech

OCTOBER 18, 2022

Adidas began their metaverse journey in February of 2021. Using these ideas, Wykes-Sneyd developed a go-to-market strategy with the same foundations in consumer and category research that she uses with other product launches. How is that identification going to show up? Here are the steps Adidas has taken so far.

Gaming 142

Gaming Government Pitch Technology 142

SaaStr

DECEMBER 26, 2022

and go-to-market partners, to understand what’s happening in the space. . “G2 G2 track data supports expected spending increase in 2022 with average quarterly SaaS spending up 15% YoY.”. Buying and selling software is getting complex. Go-to-market Partners released a report using G2 data. Ease of use

Go To Market 98

Go To Market Follow-up Up-sell Trust 98

SaaStr

MAY 25, 2023

Probably just say Yes pic.twitter.com/K483lKnyzd — Jason ✨Be Kind✨ Lemkin  (@jasonlk) April 21, 2021 So I wrote a version of this post years ago, about when to think about selling your startup, if you do get an attractive offer. If you raise $30m on a $200m post, you’re going to want to sell for $600m+.

Sell 144

Sell Price Up-sell Start-ups 144

Martech

JUNE 3, 2024

Examples include ProCore, which sells software for construction management and AppFolio, which sells software for apartment management. Horizontal software, on the other hand, can generally be sold to any company, often focusing on either B2C or B2B markets. Dig deeper: Did martech break B2B marketing?

Growth 134

Growth Pharmaceutical B2C Construction 134

SaaStr

OCTOBER 20, 2023

From there, the pace picked up rapidly. In 2021, they trained GPT3 on Github repositories, produced a model that could code, and released embedding that allowed people to vectorize language and search across it to perform recommendations. Aliisa joined OpenAI in 2021 after leaving WalkMe after 3.5

Growth 117

Growth Launch Territory Legal 117

Sales Hacker

FEBRUARY 2, 2024

Those three little letters that can stir up so much debate in the marketing and go-to-market world. What I mean by MQLs is Marketing Qualified Leads. We asked ourselves: ‘Would you rather have your competitor work remotely or be all huddled up in an office together?’ Our unanimous pick? who am I kidding?

GTM 120

GTM Pipeline SQL UX 120

SaaStr

NOVEMBER 3, 2023

We’ve talked about Toast a bit here on SaaStr – most recently we wrote up the 5 Interesting Learnings from Toast at $1.1B Jonathan saw them through IPO in 2021 with the highest software multiple IPO ever. That means they still have 85% of the market left to tackle. and across the globe. In the U.S.

Growth 106

Growth Territory Referrals Customers 106

SaaStr

JULY 20, 2022

As start-ups begin to accumulate success and ?generate generate momentum, they will inevitably need to scale up. You’ve identified a persona to sell to and a problem you solve for buyers. Or, perhaps, you’ve secured a new round of funding and want to live up to the hype. Come up with a list of standard inputs (i.e.,

Cross-sell 103

Cross-sell GTM Finance Quota 103

Heinz Marketing

SEPTEMBER 20, 2021

Check out Sendoso, you can go to sendoso.com. Go to sendoso.com/connected actually and check out their connected event coming up on October 13th, 2021. But for marketers in particular, I feel like they need to have GRIT. And so, to me, you have to have that GRIT to keep going. They need to have moxy.

Pipeline 115

Pipeline Go To Market Sales Technology 115

SaaStr

JUNE 6, 2022

Up today: Plaid co-founder and CEO, Zach Perret. In 2021, Plaid raised $425 million in Series D funding that boosted the company to decacorn status at a $13.4 Their typical target is developers, and they sell up through the organization. That allows us to have a very different go-to-market strategy.

Account management 113

Account management Engineering Technology Technology 113

Outreach

JANUARY 3, 2022

What we do know is that go-to-market teams are more innovative and driven than ever, and we will continue to be there every step of the way to help you – our customers – succeed. Let’s take a look at what you helped us achieve in 2021. In 2021, Outreach…. Hosted Unleash 2021 Virtual Summit Series. The Highlights.

CRM 40

CRM Pipeline Referrals Meeting 40

SaaStr

MARCH 6, 2023

B2B founders and sales agents feel pressured to keep up with the rapidly evolving market. Digitalization of the buying and selling process. The status quo approach of going to market and old-school selling methods will not be sufficient.” Up until 2015, CRM ruled king in sales.

B2B 98

B2B Growth GTM CRM 98

SaaStr

JANUARY 30, 2023

Overcoming challenges by optimizing for success In the early stages of setting up your SaaS business, it’s always a good idea to invest time thinking about the direction you want to take. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up.

Cross-sell 109

Cross-sell Account management Clients Growth 109

Sales Hacker

MARCH 30, 2021

They’ve built a new process of guided selling, which Neil discusses during the show. How Revenue Grid enables smarter selling. Guided selling and engagement. Scaling Up During The Pandemic [11:40]. Sam Jacobs: I’d be remiss not to tell you about Unleash 2021 on May 11th – 13th. powered by Sounder.

Sell 111

Sell CRM Appointment Up-sell 111

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). Where sales intelligence tools go wrong.

Education 113

Education Pipeline Clients Follow-up 113

Sales Hacker

OCTOBER 16, 2020

And to make it worse, everyone and their start-up cousin is calling them, which makes it tremendously difficult to stand out. On the flip side, however, the Enterprise segment offers a vast number of decision makers to go after, and, as we all know, there is a big payoff if you can win the deal. Sell time on your calendar.

Prospecting 126

Prospecting Cold Call Referrals Objectives and Key Results 126

Hubspot

DECEMBER 8, 2020

Now that 2020's global pandemic has taught most of the world how to live and work completely from home, marketers planning their 2021 strategy are asking one big question: “Will this uncertain time change the way people spend money?”. Over 60% of global consumers have changed shopping behavior, many of them for convenience and value.

Entertainment 101

Entertainment Gambling Price Campaign 101

Highspot

DECEMBER 15, 2021

Ignore a rattling sound coming from under the hood for long enough, and it’s likely just a matter of time before you end up broken down. In fact, many sales leaders and frontline managers will approach solving these critical problems in ways that are not scalable or that wind up creating more problems in the future.

Sales 97

Sales Up-sell Represent Sales Experience 97

Hubspot

JUNE 8, 2021

It's important for this role to educate prospects and follow up once a sale is closed to maintain customer satisfaction and encourage repeat buyers. The path to a promotion is clear, and you'll gain the skills you need to level up to a managerial position. Nearly half of their time is spent selling remotely (i.e. Image Source.

Commission 94

Commission Territory Finance Inside sales 94

Salesforce

SEPTEMBER 27, 2021

Sing up now. Breidenthal had been closely tracking the rise of Coinbase in the months leading up to its public offering. In April 2021, when Coinbase went public, it became the largest crypto exchange in the United States with 68 million users. Reimagine the selling experience. see what's new.

Closing 98

Closing Contract Legal Cross-sell 98

Heinz Marketing

MARCH 29, 2021

Can’t believe it, almost 25% of 2021 already in the books. And you mentioned it being 25% of the way through 2021. A lot of that was in-person or semi in-person rituals, whether it was the weekly stand up or people in a large inside sales floor, or you meet up with a manager a “x” number of times per month for lunch or whatever.

Pipeline 128

Pipeline Sales Gaming Up-sell 128

Hubspot

DECEMBER 13, 2022

Over the past two years, we’ve talked a lot about how the pandemic has sped up the rate of digital transformation, particularly in the shift to selling online. A 2021 Gartner report revealed that 44% of millennials prefer interactions online with no sales representative in B2B purchase settings (and 100% of authors of this post).

B2C 78

B2C Price B2B Sales 78

Sales Hacker

MARCH 1, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. Consider the overnight success of a celebrity-owned product.

GTM 91

GTM Launch B2B Lead generation 91

Heinz Marketing

MAY 10, 2021

Join us, as Bobby shares about the idea of industry experience and how important having industry experience and industry perspective is, especially when selling in a commodity market. I was a banker, and I was selling a commodity. But I found the more I knew about a business or industry, the better the meeting would go.

Pipeline 102

Pipeline Sales Up-sell Growth 102

Hubspot

MARCH 25, 2024

If you look at a list of the “fastest” growing SaaS companies, besides having a great product and great go-to-market skills, they’re usually B2B sales-led products. Ramp grew 400% in a year because they could sell longer-term deals and collect more cash upfront. Can I Afford To Be Patient? Amazon bought PillPack for $1B in 2018.

Niche 77

Niche Price Contract B2B 77

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. But success didn’t happen overnight.

Product 110

Product GTM Construction Launch 110

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. Now that we’re in 2021, you’ve got data from at least three quarters of the COVID era.

E-commerce 87

E-commerce Territory Transportation B2C 87

Highspot

JUNE 25, 2021

Like many other rapidly growing companies, StackAdapt had to quickly establish and scale their sales enablement efforts – pivoting from reps building their own sales materials in silos, to a collaborative, centralized strategy that equips them with up-to-date, marketing-approved content that they can customize, share, and measure. .

GTM 59

GTM Drivers/motivators Launch Quota 59