Martech

SEPTEMBER 20, 2024

There will be a breach in 2023, 61% of companies reported a third-party breach , according to a study by Prevalent, a third-party risk management provider. In the end, all companies sell the same product: trust. They may have already, but not yet know it. Dig deeper: U.S.

Government 124

Government Legal Contract Commission 124

Hubspot

SEPTEMBER 12, 2024

These numbers hold true to my own experience in SaaS, which is why it’s critical to show prospective buyers how intuitive your software can be or make improvements in usability if that’s not a selling point you can currently tout. We’ll dig into the findings and see what we can learn from the study, but let’s start with some definitions.

B2B 81

B2B B2C Tradeshows Contract 81

Search Engine Land

AUGUST 13, 2024

They should also provide lifestyle images that tell a story or show their product in use, and infographics that highlight a product’s unique selling points. More than 65% of users find short-form videos the most engaging type of content, according to a 2023 Sprout Social report. Brand (32%). Readability (23%). Video content (20%).

Retail 86

Retail Click Through Rate Promote Growth 86

Martech

JANUARY 7, 2025

from 2023, according to Adobe Analytics. For instance, the highest-selling category, electronics, benefited from the highest peak discounts 30.1% The 2024 holidays delivered on, and in fact surpassed, record-breaking projections for ecommerce. consumers spent $241.4 billion online between November 1 and December 31 of this, up 8.7%

Retail 114

Retail Price Up-sell Sell 114

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling? Did you know?

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

Martech

OCTOBER 29, 2024

In 2023, non-swing states saw 1.7x Linear TV networks are selling out and pushing these budgets to digital channels. “For brands focused nationwide, ad spending has shifted (slightly) to geography that tends to have higher conversion rates and are not feeling the impact of the elections.” Non-swing states received 2.2x

Territory 122

Territory Networking Price Up-sell 122

SaaStr

NOVEMBER 17, 2024

So the other day on Workshop Wednesday Andy Wilson, founder CEO of Logikull , and I did a deep dive on what it’s really like selling your company to Private Equity for almost $300,000,000! Andy had to completely reboot the team to reignite growth, pushing past $30m+ ARR by 2023 and selling to a top private equity firm.

Legal 117

Legal Cross-sell Negotiate Growth 117

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. HubSpot's 2023 State of AI in Sales Report found that 73% of sales pros agree AI can help them pull insights from data they otherwise wouldn't find. I recently tested HubSpot's AI Email Copy Generator for another article.

Lead generation 50

Lead generation B2B Sales Campaign 50

Hubspot

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. Heres an example I like: Within the CustomerCentric Selling sales methodology, the first significant milestone is qualifying a champion (someone who can provide the seller access to other key players).

Meeting 66

Meeting Pipeline Quota Sales 66

SaaStr

MARCH 25, 2025

Here’s what you need to know about their path to scale. The Enterprise Penetration Playbook The genius of Otter.ai’s enterprise strategy is its patience.

Meeting 95

Meeting Price Strategize Growth 95

Hubspot

JULY 10, 2024

These processors make it easy for businesses of all sizes to accept payments from customers globally and in person, making them a critical component for anyone who sells goods or services. in 2023, followed by debit cards. Sam’s Book Shop is a local brick-and-mortar store based in Austin that also sells goods online.

Process 74

Process Retail Appointment Price 74

SaaStr

NOVEMBER 13, 2024

It was the only SaaS IPO on 2023. 80% of Top 50 Customers Using their SMS Product Cross-selling is working well for Klaviyo and key to maintaining growth. #8. So the latest SaaS leader to cross $1B ARR is Klaviyo. Klaviyo dominates marketing in the Shopify ecosystem and in ecommerce, and just keeps on scaling. The only one!

Cross-sell 120

Cross-sell Growth Price Up-sell 120

Hubspot

SEPTEMBER 17, 2024

Data from HubSpot’s 2023 Smarter Selling with AI Report revealed that some of sales professionals’ top challenges are as follows: Closing deals Connecting with prospects Deepening customer relationships Even more so, the same report confirmed that at least 87% of sales reps’ time is spent attempting to generate authentic leads.

Sales 41

Sales Healthcare Technology Technology 41

SaaStr

JUNE 22, 2025

Learning #1: The Growth Reality Check – We’re Back to Pre-March 2020 Levels of Growth For Most (And That’s Actually OK) The brutal truth : Overall median growth dropped from 30% in 2023 to 25% in 2024. Yes, you read that right – a 5 percentage point decline year-over-year.

B2B 85

B2B Cross-sell Growth Up-sell 85

Sales Hacker

JULY 1, 2025

Because now we’re talking a lot about signal based selling, you know, signals. When we started unifying early 2023, we saw just this huge crescendo of the old way of the world no longer working right? All of a sudden we’re course correcting in 2023. It was impossibly hard to sell. You mentioned buying intent.

GTM 78

GTM Growth Sell X-functional 78

Hubspot

JANUARY 2, 2025

This likely explains why a 2023 study by Gartner found that generative artificial intelligence (GenAI) was the number one type of AI solution deployed in organizations. Breezes guided selling feature helps reps close deals faster by automatically identifying and prioritizing the best leads.

Gaming 78

Gaming Technology Technology Campaign 78

SaaStr

DECEMBER 18, 2024

The meta point is after a tough late 2023 and into 2024, SaaS, Cloud and more is back: In some cases, AI is the driver (Databricks, Palantir). Perhaps Databricks isn’t really SaaS, it’s Cloud + AI/Cloud infrastructure. But close enough for purposes of this post. It will be cash-flow positive in 2025. #4.

Cross-sell 113

Cross-sell Drivers/motivators Up-sell Growth 113

SaaStr

JULY 12, 2025

Churn vs. Expansion Revenue In token-based models, expansion revenue isn’t about selling more seats—it’s about customers consuming more tokens as they build larger applications. To put this in perspective, it took Snowflake—one of the fastest SaaS companies in history—six quarters to go from $1B to $2B ARR.

B2B 99

B2B Healthcare Price Drivers/motivators 99

Martech

JULY 25, 2024

It’s relevant that this long-established business has a digital presence, selling not only through its own showrooms and authorized re-sellers but also through an e-commerce business across 14 European markets. .” Other clients include Lamborghini, Ducati, Lotus, and Land Rover.

E-commerce 120

E-commerce Hospitality Angle Sports 120

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. Not all, but many. #6.

Legal 92

Legal Contract B2B Growth 92

Martech

OCTOBER 17, 2024

The problem with privacy Customers are confused and feel a lack of control In 2019, and again in 2023, Pew Research found that Americans are concerned, confused and upset about how their data is being collected. You’re getting a couple days at the resort so they can try to sell you some real estate. Why can’t we do that with data?

Trust 128

Trust Customers Real Estate Technology 128

Highspot

JULY 2, 2025

Recent Salesforce research found sales reps spend up to 70% of their time on non-selling activities. A 2023 Peaksales study found nearly half give up on a deal after one follow-up, even though most deals take five. The cost of getting it wrong is already showing up in the data.

GTM 52

GTM Cross-sell Pitch Go To Market 52

Martech

MARCH 5, 2025

But this thinking misses a key point brick-and-mortar is not just about selling. This might seem out of step with its digital-first model, but it isnt opening stores just to sell more subscriptions. This shift fueled Everlanes physical expansion and contributed to its most profitable year in 2023. Processing.

Retail 87

Retail Drivers/motivators Launch Up-sell 87

Martech

OCTOBER 25, 2024

spent more than $3 billion on data in 2023, including data for enrichment and intent. And how do they research and vet the dozens of data providers out there selling data to B2B marketing organizations? B2B marketers in the U.S. How are marketers using this data?

B2B 114

B2B Conversion Sell 114

Hubspot

JANUARY 14, 2025

Your clientele, the type of real estate properties you specialize in selling (i.e., Do real estate entrepreneurs make money? This answer is totally subjective because its based on a lot of things, not one sole variable. commercial, land, residential, luxury, vacation, mixed-use), what state you practice in, and a bunch of other factors.

Real Estate 64

Real Estate Non-Profits Strategic planning Education 64

Highspot

DECEMBER 19, 2024

Forresters 2023 B2B Sales Survey reveals that while 63% of sales leaders expect digital buying behaviors to have a significant impact on their business in the next two years, only 37% are prioritizing digitizing the buyer journey. The challenge for B2B companies is balancing these expectations with the financial impact of delivering them.

GTM 52

GTM Niche B2B Sales 52

SaaStr

JULY 9, 2025

A brief recovery to 24% in 2023, then back down to 11% in 2024. The data is stark: IPO share of unicorn exits dropped from 83% to 11% between 2010 and 2024. Even at the 2021 peak (85 total unicorn exits), IPOs were only 39% of exits. What changed? Four key shifts: → Private funding became abundant.

B2B 108

B2B Strategize Contract Growth 108

Hubspot

APRIL 23, 2025

They sell my pastries, I promote their coffee beans, and suddenly, were both growing. Microsoft and OpenAI , for example, began working together in 2023. Unlike project-based ventures, this one keeps going as long as it works for both sides. Say I own a bakery. To expand my reach, I might partner with a local coffee shop.

X-functional 57

X-functional Manufacturing Non-Profits Government 57

Salesforce

MARCH 26, 2025

It enables you to make better inventory, pricing, and marketing decisions by analyzing customer data and predicting what’ll sell best. There’s a reason why a whopping 73% of customers feel brands treat them as unique individuals a significant rise from 39% in 2023. Product descriptions can make or break any ecommerce site.

Price 52

Price Campaign A/B testing CTR 52

Martech

JULY 9, 2025

The decreased ad spend is part of a trend that began in 2023. history, one which ended its decades-long run as the nation’s best-selling beer. The losers are the brands that lost their credibility with consumers of all political persuasions.

Drivers/motivators 78

Drivers/motivators Campaign Product Sell 78

Martech

DECEMBER 2, 2024

In 2023, 13 million U.S. adults used generative AI as their primary tool for online searches in 2023, a figure that is expected to reach over 90 million by 2027, according to the report “ Online Search After ChatGPT ” (registration required). Consumers remain far less interested in AI than those selling it and using it professionally.

Trust 140

Trust Engineering Follow-up Up-sell 140

Understanding the Sales Force

JUNE 20, 2025

Account-Based Selling (ABS) ( “account-based selling strategies,” “personalized B2B sales” ): Targeting high-value accounts with tailored campaigns is hot for shortening sales cycles. Assuming Competence : Leaders assume their reps already know how to sell, so they focus on pipelines or systems instead of skills.

Objectives and Key Results 62

Objectives and Key Results Strategic partnership Pipeline Growth 62

Sales Pop!

DECEMBER 17, 2024

And its only getting bigger: The Influencer Marketing Benchmark Report 2023 predicted it would grow by another 29% to $21.1 billion in 2023. Internet growth and its accessibility, as well as innovation expansion, have made it more convenient for people to create, distribute, and sell content digitally. Why such a boom?

Negotiate 130

Negotiate Entertainment B2C Niche 130

SaaStr

JULY 1, 2025

GPT-4 and foundation models exploded through 2023. What FAF Actually Looks Like in the Wild Capital Concentration Goes Extreme : OpenAI’s $40B raise in 2025 is larger than the top fundraises from 2018, 2019, 2020, 2021, 2022, 2023, and 2024 combined. The 18-Month “Let’s Learn” Window Has Closed ChatGPT launched November 2022.

Non-Profits 73

Non-Profits E-commerce Growth B2B 73

SaaStr

JUNE 14, 2025

million monthly active users, with the majority of revenue coming from selling AI models as a service to other companies. million registered Discord users by March 2024, generating $300 million in revenue in 2024, up from $200 million in 2023. Anthropic went from 240 employees in 2023 to 1,035 by September 2024 – a 331% increase.

Growth 89

Growth Healthcare Drivers/motivators Manufacturing 89

SaaStr

JUNE 16, 2025

One CIO reported: “what I spent in 2023 I now spend in a week.” ” The Money Shift : AI has officially graduated from pilot programs to permanent budget line items in core IT and business units. This represents a fundamental shift from experimental dollars to recurring revenue opportunity.

B2B 84

B2B Price Represent Trust 84