Sales Hacker

JULY 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. at an earlier stage, you just have to take big swings. Partner TriNet, a trusted HR provider to startups and scaling companies.

GTM 78

GTM Growth Sell X-functional 78

Hubspot

NOVEMBER 22, 2024

The fact that the tool made me think about my offer's key selling points when I tested it was a big win. ChartMogul's 2022 SaaS Growth Report finds, “The top quartile of SaaS companies reactivate close to a quarter of their lost customers.” Here's how Freelance Growth Manager Boris Malinov uses AI to re-target churned customers.

Lead generation 50

Lead generation B2B Sales Campaign 50

SaaStr

FEBRUARY 7, 2025

In 2022, you could blame the markets In 2023, you could blame "macro" impacts In 2024, you could still claim we were in a "downturn" In 2025 — you've run out of excuses — Jason SaaStr 2025 is May 13-15 Lemkin (@jasonlk) February 4, 2025 The downturn is over in SaaS and B2B. Competition is Way, Way Up.

Legal 90

Legal Contract B2B Growth 90

SaaStr

JUNE 29, 2025

” In Y Combinator’s 10-week program, Deel burned through 20% of their time selling a payments platform that nobody wanted. ” The Timing : Founded in early 2019, Series A in May 2020 (two months after pandemic lockdowns), $100M ARR by March 2022. Every existing customer was a growth opportunity waiting to be unlocked.

Cross-sell 70

Cross-sell Commission Account management Strategize 70

Hubspot

SEPTEMBER 4, 2024

While effective to an extent, these methods have limitations that make them unsuitable for startups with big growth ambitions. To ensure data integrity, some teams waste up to half their workday updating and maintaining spreadsheets. You sell faster because your sales reps spend more time speaking to prospects and less on admin work.

CRM 73

CRM Price Contact Pipeline 73

SaaStr

JULY 9, 2025

No more “IPO for growth capital” pressure → Public markets got expensive. Employee/early investor liquidity without going public → Strategic acquirers stepped up. The data is stark: IPO share of unicorn exits dropped from 83% to 11% between 2010 and 2024. A brief recovery to 24% in 2023, then back down to 11% in 2024.

B2B 107

B2B Strategize Contract Growth 107

Search Engine Land

SEPTEMBER 30, 2024

Further anchoring growth in retail spending, a 2024 Universit y of Michigan Consumer Sentiment Survey shows that while consumer sentiment has been up and down, consumers are gaining confidence and spending money online again after bottoming out in 2022. Business email address Sign me up! Processing. The little Batman?

Retail 77

Retail Finance Price Follow-up 77

Hubspot

APRIL 23, 2025

I once worked with a client who completely changed the way I think about business growth. Unlike acquisitions, they let businesses share resources without giving up control. Why Companies Form Joint Ventures When growth feels risky, I get why companies look at joint ventures as the smarter bet. I asked him what changed.

X-functional 57

X-functional Manufacturing Non-Profits Government 57

SaaStr

OCTOBER 13, 2024

The SaaS Era of 2013-2022 is Over. The Bar Has Gone Up in SaaS. The Secrets to Selling and Scaling in Vertical SaaS with Slice’s CRO #4. The Revenue Playbook: Rippling’s Top 3 Growth Tactics at Scale with Rippling CRO Matt Plank #5. Top SaaStr Posts of the Week: #1. Welcome to The World of Hyperfunctional SaaS. #2.

Up-sell 117

Up-sell Growth Sell Product 117

Sales Pop!

DECEMBER 17, 2024

The creator economy is thriving exponentially; a 2022 study from Adobe estimated an increase in the number of creators from 165 to 303 million over the last two years, almost 4% of the global population! billion in 2022, a growth of more than 860% since 2016. How are creators shaking things up and giving brands a new game plan?

Negotiate 130

Negotiate Entertainment B2C Niche 130

SaaStr

JULY 8, 2025

But Won’t Be Profitable Until $125 Billion in Revenue The staggering numbers behind OpenAI’s growth trajectory sparked intense discussion about AI business models and the path to profitability. This post served as a wake-up call for SaaS leaders about the urgency of AI integration. Egnyte Sells to Private Equity for $1.5

Pipeline 67

Pipeline Growth Sales Up-sell 67

SaaStr

DECEMBER 27, 2024

Reflecting on Company Outcomes as a Founding CEO We started with Brian flipping the tables a bit and asking Jason a question to kick off the interview: “I know this is a podcast supposed to be interviewing me, but do you regret selling your company?” Now it’s flashing back up.”

Meeting 113

Meeting B2B Growth Engineering 113

SaaStr

JULY 1, 2025

Growth companies are trading at 13x revenue multiples. We’ve gone from 17% median revenue growth in 2021 to just 9% today. 100% YoY growth? But AI B2B companies are hitting 500%+ growth rates and creating billion-dollar categories in months, not years. Harvey AI serves 34 of the AmLaw 100 firms with 240% YoY growth.

Non-Profits 71

Non-Profits E-commerce Growth B2B 71

SaaStr

MARCH 18, 2025

How to overcome this: Focus on solving specific problems rather than selling “AI.” Deployment Strategies: Top-Down vs. Bottom-Up Infrastructure companies typically deploy top-down, while application-layer tools are more likely to follow bottom-up adoption patterns.

Growth 70

Growth Government Customers Healthcare 70

SaaStr

JULY 6, 2025

Friedman brought deep experience in developer tools and enterprise software from his time leading GitHub through its acquisition by Microsoft and subsequent growth. If I were General Counsel at a scale-up or later, I’d probably ban all use of Granola, Cluely, Notion notetaker, etc.

Represent 125

Represent Launch Technology Technology 125

SaaStr

JUNE 23, 2025

✨ Lemkin (@jasonlk) June 23, 2025 The $10M-$100M ARR Sprint: How Replit Became the Fastest-Growing “Vibe Coding” App (Or One Of The Fastest) A deep-dive into the AI development platform wars and why Replit’s 10x growth in 5.5 You need to set up a dev environment, install packages, configure DB, and, if lucky, deploy.

X-functional 85

X-functional Price Growth B2B 85

Hubspot

FEBRUARY 17, 2025

Its also easy to forego continued learning and growth opportunities for current employees. Many companies assign employee training specifically for new hires to get up to speed. Improved Performance My main worry when starting a new job is that I wont catch up quickly enough. Guess which one went over better?

Legal 36

Legal Intrinsic Promote Teamwork 36

Salesforce

MAY 27, 2025

These tools focus on empowering app builders with advanced platform capabilities, accelerating their time-to-market with streamlined strategies, and cultivating a dynamic community that fuels growth and collaboration. Our commitment to partners growth is unwavering. This is more than just a platform; it’s a partnership.

Networking 52

Networking Launch Go To Market Event Production 52

Salesforce

FEBRUARY 10, 2025

Nearly every company sells their goods and services online, whether its direct-to-consumer or to assist with B2B sales. In a conventional ecommerce setup, a brand launches its own storefront to sell products and services. As a business, you can sell through third-party marketplaces, launch and operate your own, or you can do both.

Healthcare 52

Healthcare Manufacturing B2C Retail 52

Veloxy

DECEMBER 21, 2021

One of the most popular sales resolutions for 2022 will be a commitment to reduce non-selling activity. Did you know that most salespeople spend over 60% of their time not selling. How much more could one of your reps sell with an additional 300+ selling hours a year?

Tradeshows 348

Tradeshows Contract Sales Contact 348

Heinz Marketing

JANUARY 13, 2022

User-Led Growth . Helping those teams understand how to work together more closely (especially now that they might be spending even less time physically together) needs to be a 2022 priority. . Who do you sell to? Who should you really be selling to? You can’t really sell to everyone in health care. In Detail: 1.

B2B 136

B2B Objectives and Key Results Campaign Cross-sell 136

Veloxy

OCTOBER 17, 2022

You’ll be happy to know that Dreamforce 2022 reached full swing now that we’re out of the grasp of the pandemic. There was also talk of changes that’ll take advantage of the over 10% growth last year in the sales platform markets! The Success of Dreamforce 2022 and Salesforce.

Technique 130

Technique Lead generation Pipeline Gaming 130

SaaStr

JULY 21, 2022

We’re less than 60 days away from SaaStr Annual 2022! Find out how the steps they took not only helped nurture a company’s success, but also allowed its leaders to retain a growth mindset long after they hit the $1B milestone. Scaling Revenue in 2022: What’s the Same and What’s Different? Fully vaxxed. 250+ speakers.

GTM 122

GTM Territory Price Growth 122

Sales Pop!

SEPTEMBER 6, 2022

The explosive growth in recreational and medical cannabis has led to intense competition in the market. The CBD market alone has a potential growth rate of nearly 30% by 2029. To help you out, here are five practical tips to get your brand moving up in the CBD niche. CBD Marketing: 5 Tactics to Grow your Brand. million in 2020.

Legal 207

Legal Niche Government Up-sell 207

ConversionXL

OCTOBER 4, 2022

This is what drives growth for online stores like ASOS, despite existing in a saturated market. Above, the average order value and sales conversion rate equally impact total sales growth. Everyone is selling online; you’re competing in a digital mall with endless aisles. 7 powerful ecommerce marketing tactics for 2022.

Referrals 129

Referrals Retail Growth Cross-sell 129

Martech

MAY 3, 2022

2022 Martech Landscape. One might imagine a technology company (marketing or otherwise) as a fully staffed operation selling a range of products. But it makes one wonder how much of the admittedly long tail of the martech space is made up of those kinds of companies. Actually, there are 9,932 reasons. And why not?

Represent 113

Represent Manufacturing Technology Technology 113

SaaStr

AUGUST 29, 2022

If you haven’t already, sign up here for tickets before we sell out. We’re 15 days away from SaaStr Annual 2022, and we are excited to feature hundreds of speakers, sharing their knowledge and experience with you! Scaling Revenue in 2022: What’s the Same and What’s Different?

GTM 113

GTM Growth B2B Territory 113

Martech

JUNE 3, 2024

As companies prioritize “efficient growth,” vertical software has gained prominence due to its lower customer acquisition costs, higher expansion sales and stronger gross retention than its horizontal counterparts. In 2021-2022, software companies could easily raise vast amounts of money and win vast numbers of customers.

Growth 134

Growth Pharmaceutical B2C Construction 134

Sales Hacker

AUGUST 3, 2022

Never fear — I’ll navigate you through the rise of social e-commerce and divulge the best-kept social selling tactics for a campaign that targets a new active audience. This led to more start-ups than ever before taking to the e-commerce playing field. 5 social selling tactics to revolutionize your sales.

E-commerce 105

E-commerce Sell Cross-sell Campaign 105

SaaStr

JANUARY 20, 2022

How to check on a competitor's growth plan: 1/ Search on LinkedIn how many sales reps they have 2/ Multiply by $500,000 ($250,000 if SMB). — Jason BeKind Lemkin 2⃣0⃣2⃣2⃣ (@jasonlk) January 12, 2022. That's how much in bookings they plan to add this year. Multiply by $500,000 on average.

Growth 124

Growth Quota Up-sell Closing 124

Salesforce

FEBRUARY 15, 2022

In 2022, retailers only need to follow one north star: connect online and offline shopping experiences and remove friction across the journey. Here, we predict the five areas where retailers will transform in 2022. Refresh the retail customer experience in 2022. million retail jobs opened up.

Retail 98

Retail Manufacturing Service Gaming 98

SaaStr

MARCH 24, 2022

We wanted to give a special shout-out to some of our newest sponsors for SaaStr Annual 2022. The Modern Revenue Workspace by Salesloft is the one place for sellers to execute all of their digital selling tasks, communicate with buyers, understand what to do next, and get the coaching and insights they need to win. Grab tickets here.

Contract 102

Contract Up-sell Growth Sell 102

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. In 2022 Sean made the switch from operator to investor, currently serving as Managing Partner at Perkins Cove Partners.

GTM 120

GTM Growth Referrals Contract 120

Sales Hacker

FEBRUARY 17, 2022

As we begin 2022, B2B buyers are more digitally inclined than ever. What sales investments should you focus on in 2022? To help companies prioritize, here are three areas in which to add strength in 2022 and three where it makes sense to hold steady. Where to ramp up. The post Where Will Sales Investments Pay off in 2022?

Objectives and Key Results 103

Objectives and Key Results Sales B2B Pipeline 103

SaaStr

FEBRUARY 28, 2022

2022 — the year we’re now in the New Normal. Back to getting on jets, doing real events and field marketing, but also … living primarily distributed start-up lives, on top of Zoom. Many of you will have little to no dedicated help in sales operations , even up to $10m ARR or beyond. Are being trained properly?

Quota 98

Quota Sales Start-ups Contract 98

Veloxy

DECEMBER 14, 2022

Back in 2018, Salesforce discovered that sales reps were only spending 34% of their time selling (707 hours a year). Salesforce just found that salespeople are only spending 28% of their time selling. That’s a stunning 125 hours of less selling time than in 2018 ! You’ll add another 300+ selling hours to each rep’s year.

Quota 246

Quota Sell CRM Contact 246

Salesforce

JANUARY 25, 2022

Looking for more commerce insights to drive growth? In 2022, B2B marketplaces will be the real MVP. Additionally, marketplace operators often see meaningful revenue growth (with little risk) since they earn margin on top of third-party products. Keep up with more B2B commerce trends. We’ve got a few ideas.

B2B 98

B2B Cold Call B2C Territory 98