Salesforce

AUGUST 6, 2024

After years of steady sales and profit growth, the 2,300-employee company has hit a rough patch. Sell more, and faster, with AI With interested buyers lined up, now it’s up to the sales team to close deals. Learn how your sales reps can automate their processes with AI Second, AI speeds up data analysis.

Real Estate 128

Real Estate Non-Profits Click Through Rate CRM 128

Search Engine Land

AUGUST 14, 2024

If you haven’t been keeping up with the role of automation and AI in lead gen advertising, this article includes advice and experiences on: Managing your ad strategy. AI tools to help you level up fast. As you implement or level up your comfort with AI, remember that ad accounts are not always your biggest lever for improvement.

CRM 116

CRM Campaign Niche Negotiate 116

Martech

AUGUST 12, 2024

Data quality and governance: Ensure the data collected is accurate, up-to-date, and compliant with regulations (e.g., Enhanced customer engagement Behavioral triggers: Set up automated campaigns triggered by specific customer actions (e.g., Take our brief 2024 MarTech Replacement Survey Email: Business email address Sign me up!

Customers 116

Customers A/B testing B2C Cross-sell 116

Martech

AUGUST 19, 2024

I’m not bringing it up to judge Robinson on his turn at this unfortunate ritual. The cost-conscious decision-maker As with many other types of selling, some areas of tech appear to be a race to the bottom. Email: Business email address Sign me up! Retention.com had to let go of staff. Project management tools come to mind.

B2B 121

B2B Contract Consult Price 121

Search Engine Land

JULY 16, 2024

Provide strategies for reassessing digital businesses in the AI era to achieve long-term sustainable growth through ethical AI practices. SparkToro’s 2024 Zero-Click Search Study found that: In the EU, out of every 1,000 Google searches, only 374 lead to clicks on websites outside of Google’s platforms. In the U.S.,

Click Through Rate 110

Click Through Rate User Experience Promote Technology 110

Martech

NOVEMBER 21, 2024

When this CEO first said it, I thought, “Someone doesn’t just come up with that.” Our company is spending a bit more than a billion dollars in 2024 on our go-to-market. I mean, you can’t run a business that can’t sell your products, and there’s a basic threshold expense that’s required, and it’s usually not a trivial amount.

GTM 109

GTM Drivers/motivators Legal Finance 109

Search Engine Land

SEPTEMBER 30, 2024

I’m reminded of this experience as the 2024 holiday season approaches, and I think about the new marketers who will experience the Black Friday through Cyber Monday trial by fire. Business email address Sign me up! Meanwhile, the data also shows that cost-per-click (CPC) growth peaks in November. Processing.

Retail 77

Retail Finance Price Follow-up 77

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

Search Engine Land

JULY 25, 2024

In 2024, it is estimated that overall advertising spending growth in the U.S. Compare this to an average growth of 23.3% Despite its limitations, TAM can be a helpful metric for investors to assess a company’s growth potential. Business email address Sign me up! will increase by approximately 10%. prior to 2020.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

SaaStr

JANUARY 8, 2025

So the overall “project management” space has seen widely disparate impacts from the SaaS partial downturn of 2022-2024. Asana, strong in B2B2B and selling to tech, was perhaps hit hardest, with growth slowing to 10%. Monday.com by contrast, selling mainly outside of tech, saw growth remain strong at 34%.

Non-Profits 120

Non-Profits Contract B2B Growth 120

SaaStr

JUNE 22, 2025

SaaS Capital just dropped their 14th annual survey analyzing growth rates across 1,000+ private B2B SaaS companies. Also, importantly, it’s not just a survey of venture-backed start-ups. It’s a good look at all B2B start-ups, not just the higher fliers. Solid, consistent 25%+ growth is the new exceptional.

B2B 85

B2B Cross-sell Growth Up-sell 85

Hubspot

AUGUST 7, 2024

increase from 2024. To stay competitive, every SaaS company needs CRM software in its corner that helps bring in leads, keep customers happy, and facilitate growth. Growth Potential. SaaS startups need to choose a CRM that meets them where they're at now and can keep up with projected growth over the next five and 10 years.

CRM 81

CRM Price User Experience Customer Relationship Management 81

Hubspot

NOVEMBER 22, 2024

According to HubSpot’s 2024 State of Sales Report , 23% of sales pros find cold emailing the best way to reach prospects. The fact that the tool made me think about my offer's key selling points when I tested it was a big win. 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

DECEMBER 18, 2024

and >accelerating< – 80% Gross Margins – 500 $1m+ customers 20x ARR doesnt seem >that< high pic.twitter.com/5qW7jeReQc — Jason SaaStr 2025 is May 13-15 Lemkin (@jasonlk) December 17, 2024 So SaaS is back. Billion ARR, AI was beginning to help accelerate Databricks, and growth was a stunning 50%.

Cross-sell 113

Cross-sell Drivers/motivators Up-sell Growth 113

SaaStr

JUNE 26, 2025

Duolingo didn’t gradually increase from 10% to 80% – they saw explosive growth once the AI agents demonstrated consistent performance. The Economics Drive Adoption The ROI is compelling. ClassPass achieved a 95% cost reduction in support conversations.

Territory 107

Territory Sales Negotiate Price 107

SaaStr

DECEMBER 11, 2024

So one of the quiet SaaS leaders that has just crushed it in 2024 is Doximity: At $550m in ARR, it’s worth a cool $10.4 And its stock it up a stunning +90% this year. A combination of: Growth re-accelerating. Combine that with 116% NRR (next point), and you hit +20% growth. Billion (!) — or 20x ARR.

Profit margin 109

Profit margin Growth Networking Up-sell 109

Highspot

JULY 13, 2025

Pipeline marketing , industry events, and cold calling remain vital for generating leads, but social selling offers another viable lead-gen and -nurturing approach. The pressure on sales representatives to perform today (read: move faster, show up sharper, and close more) is high, to say the least. What is social selling?

B2B 52

B2B Sell GTM Cold Call 52

SaaStr

JULY 12, 2025

It validated a completely new category of B2B growth that’s operating by fundamentally different rules than anything we’ve seen before. Code Generation as the Primary Growth Driver While everyone talks about general AI adoption, Anthropic identified code generation as the killer use case.

B2B 99

B2B Healthcare Price Drivers/motivators 99

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

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 92

Legal Contract B2B Growth 92

Hubspot

MARCH 13, 2025

And even with revenue up in 2024 , reps are still struggling to meet their sales goals. This begins at the sales rep level but can become an enterprise-wide problem when sales staff, from reps up to SVPs, focus on their year-to-date (YTD) positions against quota. Why are revenue targets so hard to hit? Current pipeline.

Meeting 66

Meeting Pipeline Quota Sales 66

SaaStr

MAY 27, 2025

Growth rates normalized. Classic buy-fix-sell. While consumer apps chase viral growth, enterprise infrastructure compounds quietly. The Strategic Acquirer Playbook Why did Salesforce pay $8B when they walked away in 2024? Market multiples compressed. The “COVID premium” evaporated.

Government 57

Government Strategize Price Growth 57

SaaStr

DECEMBER 5, 2024

T he good news is that G2’s data shows that more people are going to be buying software in 2025 than in 2024 , with only 6% saying they are going to buy less. 81% of sales teams are either experimenting with or have fully implemented AI ( Source: *Salesforce’s July 2024 “State of Sales” Report.) The promise of AI.

GTM 109

GTM Cold Call Follow-up Technology 109

Martech

NOVEMBER 21, 2024

When this CEO first said it, I thought, “Someone doesn’t just come up with that.” Our company is spending a bit more than a billion dollars in 2024 on our go-to-market. I mean, you can’t run a business that can’t sell your products, and there’s a basic threshold expense that’s required, and it’s usually not a trivial amount.

GTM 99

GTM Drivers/motivators Legal Finance 99

Search Engine Land

AUGUST 7, 2024

A copycat brand ended up with the No. ” – Josh Justice , Division Portfolio Manager, Infinite Commerce If a competitor drives more conversions for your branded keywords, they might outrank you in the search results, even if they sell an inferior or unrelated product. Business email address Sign me up! Processing.

Campaign 95

Campaign Cross-sell Launch Up-sell 95

Highspot

MAY 15, 2025

Youll get a partner enablement planning canvas to help you align your teams, identify gaps, and set your partners up for success. Partner enablement equips your external partners, like resellers and distributors, with the tools, training materials, and content they need to sell your companys products or services. This is not reality.

Healthcare 52

Healthcare Objectives and Key Results Niche Finance 52

SaaStr

OCTOBER 30, 2024

So we’ve covered HubSpot more than any other SaaS leader on this 5 Interesting Learnings series, in part because so many of us use HubSpot ourselves, and in part because its metrics and use cases are so like many of the apps we build and sell ourselves. Yet, its $36k+ ARR customers are now 28% of its base, up from 15% in 2019.

CRM 125

CRM Launch Price Up-sell 125

Hubspot

JANUARY 14, 2025

Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. And, just as I mentioned, thats exactly where sales champions shine theyre not just deal-closers but dynamic professionals who go far beyond the basics of selling.

Negotiate 78

Negotiate Cross-sell Drivers/motivators B2B 78

SaaStr

JULY 9, 2025

The data, compiled by Stanford’s Venture Capital Initiative, shows IPO share of unicorn exits dropped from 83% in 2010 to just 11% in 2024—a fundamental restructuring of the exit landscape that has permanent implications for SaaS founders. The data is stark: IPO share of unicorn exits dropped from 83% to 11% between 2010 and 2024.

B2B 108

B2B Strategize Contract Growth 108

Sales Hacker

JANUARY 14, 2025

In this special episode, Scott Barker is looking at some of the big themes he’s seen in how the top go-to-market leaders are driving growth today. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Thank you for rocking with me.

GTM 107

GTM Growth B2B Pipeline 107

SaaStr

OCTOBER 20, 2024

It’s time to catch up on the SaaStr content you missed this week! State of the Cloud 2024: The Cloud AI Era with Bessemer Venture Partners #2. The Revenue Playbook: Rippling’s Top 3 Growth Tactics at Scale with Rippling CRO Matt Plank #5. The Era of HyperFunctional SaaS is Here l SaaStr CEO and Founder Jason Lemkin #3.

Up-sell 123

Up-sell Growth Sell Sales 123

Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Table of Contents What is conceptual selling? While traditional selling asks, What do you need? Heres how it works.

Sell 46

Sell Drivers/motivators Objectives and Key Results Cross-sell 46

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

JUNE 14, 2025

That’s not just viral growth – that’s a fundamental shift in how humans interact with information. The entire AI ecosystem is experiencing this vertical growth pattern: Cursor’s Developer Revolution : The ultimate growth story. Plan for explosive growth, not gradual ramps. Claude now has 18.9

Growth 89

Growth Healthcare Drivers/motivators Manufacturing 89

SaaStr

OCTOBER 11, 2024

Customers want structured outputs, repeatability, trust, and high confidence, so for now it’s up to you to find the right model for your specific use case. Jasper was one of the first businesses to experience rocketship growth and achieve double-digit ARR by building on top of an LLM. Leaky buckets in SaaS are painful.

Healthcare 67

Healthcare Manufacturing Legal Negotiate 67

SaaStr

DECEMBER 23, 2024

I cant magically change your growth rate. I cant magically turn you into the hottest Gen AI start-up out there. If you have the hottest start-up on the planet, you can send a teaser deck, or no deck at all. If you have the hottest start-up on the planet, you can send a teaser deck, or no deck at all. Just follow up once.

Growth 109

Growth Up-sell Start-ups Follow-up 109

Sales Hacker

MAY 7, 2025

Speaker 2: I wanna know how this insane growth actually happened. Prior to joining AppFolio in 2024, she was the Chief Revenue Officer of Boomi, where she was responsible for all revenue and revenue operations for the company worldwide. We actually opened up our commercial sales offices there and our BDR offices there.

GTM 83

GTM Engineering Customers Cross-sell 83