Sales Hacker

JUNE 14, 2021

Our client, a JDA implementation firm, kept receiving a shortlist of 30 pain points needing coverage within six weeks to go-to-market causing our client to build for “wants”. And Sephora would try to penny-pinch and negotiate on the number of hours and resources that would be needed for different projects. Create margin growth.

GTM 80

GTM E-commerce B2B Profit margin 80

Sales Hacker

AUGUST 23, 2018

One of the reasons why B2B sales is so complicated is because of the many blind spots it involves that can ambush sales deals. Yet, all else can fail if you don’t know what to do and what not to do in B2B sales. What I believe is that B2B sales professionals should have the humility to accept it when things don’t work out.

B2B 55

B2B Cross-sell Negotiate Pitch 55

Lead Fuze

NOVEMBER 30, 2021

They also tried negotiating on how many resources were needed, which is a mistake. The client was not involved in the go-to-market plan for new products or lines. A lot of consultants were reactive, instead of proactive. Sephora would pay for man hours instead of paying attention to the strategic value and profitability.

E-commerce 52

E-commerce B2B Healthcare Profit margin 52

Highspot

DECEMBER 8, 2020

What are the six stages of the B2B buying process. How do you engage a B2B buyer? Expect this buyer to be a tough negotiator with a lot of opinions. What Are the Six Stages of the B2B Buying Process. Though every buyer interaction will be unique, in general the B2B buying process can be broken down into six main phases.

Drivers/motivators 98

Drivers/motivators B2B Negotiate Closing 98

Sales Hacker

JUNE 23, 2021

But that is because this community lives and breathes B2B sales. Why we love it: Each B2B sales article, podcast, webinar, and discussion is designed to support and elevate the sales profession. Best article to read: RevOps is taking over how B2B SaaS companies look at sales. Topics include: Negotiating and closing.

Cold Call 80

Cold Call Negotiate Objectives and Key Results GTM 80

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever.

B2C 93

B2C Pipeline SQL Strategize 93

Martech

JULY 23, 2021

Ideas around go-to-market strategies, around campaigns, branding, messaging and so on. Operations may be key to executing on ideas, but that huge part of creative marketing generally sits elsewhere. The marketing ops teams that I see are not like IT unless they report to IT – and that is the kiss of death.

Negotiate 117

Negotiate Technology Technology CRM 117

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

Salesforce

OCTOBER 22, 2021

If you’re running a successful B2B company, your sales operations (sales ops) crew is likely the unsung hero of your sales process. Are they in the discovery, proposal, or negotiation stage? Sales ops helps figure out what’s working and develops best practices throughout the go-to-market organization at speed.

Territory 98

Territory Strategize Sales Healthcare 98

SBI

OCTOBER 6, 2019

ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. Video Reviews.

Tradeshows 36

Tradeshows Negotiate Contract B2B 36

Hubspot

JANUARY 25, 2019

Openview works with companies of all kinds to help with their expansion stage and go-to-market strategy. Matrix Partners works in early-stage investing, backing founders building companies across B2B, infrastructure, and consumer technology. Here is a list of top funds in the U.S. grouped by region: 1. Region : East Coast.

Territory 78

Territory Finance Healthcare Negotiate 78

Heinz Marketing

JANUARY 10, 2022

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. So, I want to get to that as well, even with our audience being mostly B2B sales and marketing folks. So, there is a bit of an intent component here.

Pipeline 93

Pipeline Finance Non-Profits Sales 93

Highspot

APRIL 14, 2023

The Importance of Building Sales Skills The sales landscape has dramatically shifted: 44% of B2B buyers said they don’t want to speak to a sales rep. Incorporate a variety of training focus areas that range from consultative selling, prospecting and negotiating to sales management and selling on social media like LinkedIn.

Sales 52

Sales Technology Technology Technique 52

Highspot

APRIL 14, 2023

The Importance of Building Sales Skills The sales landscape has dramatically shifted: 44% of B2B buyers said they don’t want to speak to a sales rep. Incorporate a variety of training focus areas that range from consultative selling, prospecting and negotiating to sales management and selling on social media like LinkedIn.

Sales 52

Sales Technology Technology Technique 52

Sales Hacker

MAY 4, 2021

Before we go to the interview, I’d be remiss not to tell you about Unleashed 2021. You’ll learn new go-to-market strategies and get deeper funnel insights and actionable takeaways for your entire organization from revenue leaders at high-growth startups and Fortune 500 companies.

Finance 58

Finance A/B testing Start-ups Negotiate 58

Sales Hacker

JUNE 2, 2020

Rather than just reading or listening, you can now ask questions and get amazing thoughtful answers from the world’s B2B sales professionals who’ve been there before, plus you can share your experience with others. Go to Saleshacker.com and create your profile today. Southern Europe is really different.

Pharmaceutical 67

Pharmaceutical Territory Cold Call Networking 67

Sales Hacker

SEPTEMBER 11, 2020

This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. Conduct an RFP process and negotiate contract terms among the front-runners. Go Find Your Unicorn. Here are four other B2B startups that reached the Billion dollar status.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

Sales Hacker

NOVEMBER 15, 2017

This sales glossary is meant to reduce ramp time for new reps that are getting immersed in B2B sales jargon for the first time. Account-Based Marketing. B2B is an acronym for Business-to-Business, a model for selling, relationship-building or engagement. . Go-to-Market Strategy. AB Testing. Base Salary.

B2B 99

B2B E-commerce Cold Call Represent 99

Heinz Marketing

AUGUST 20, 2018

It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. He shares insights applicable in any industry and also touches on building culture within marketing. But today I want to talk about B2B marketing. Today is no different.

Gate keeper 40

Gate keeper Pipeline Non-Profits Sales 40

Sales Hacker

FEBRUARY 23, 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. So, Wiza was built.

GTM 90

GTM Sell Finance Launch 90

Heinz Marketing

JUNE 4, 2018

It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Every week we’re featuring some of the best and brightest minds in B2B sales and marketing. Completely go to market execution there. You can check them all out.

Pipeline 52

Pipeline Sales Drivers/motivators X-functional 52

Sales Hacker

SEPTEMBER 16, 2019

Inside sales may be used by any sales team, but it’s one of the top sales models in B2B, especially for SaaS and tech. For example, if you’re an early-stage startup and a first-time founder, it’s unlikely you’ll have a dedicated person finding and qualifying leads with a well-defined go-to-market strategy.

Outside Sales 81

Outside Sales Inside sales Profit margin Sales 81

Highspot

MARCH 18, 2024

They are also error-prone and cannot adapt to evolving B2B transactions. For example, forecasting analytics allows sales representatives to better understand and predict customer preferences, enabling them to customize their strategies throughout the customer journey, including during sales negotiations.

Product 52

Product Objectives and Key Results Sales CRM 52

Martech

JANUARY 28, 2022

The revenue bubble happens when go-to-market teams, and the technologies they use, organize as one central group with one goal: Sales. What started as a rallying cry for marketers to drive more impact has sadly devolved into a sea of sameness, with business brands that are eerily identical in how they look, sound, and engage customers.

Legal 116

Legal Negotiate Growth B2B 116

Sales Hacker

MARCH 2, 2020

B2B Is Really P2P. Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. Based on an in-depth analysis of more than 700 B2B purchases amounting to $3.1 Strategy and Process.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

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. Once you’ve created a shortlist, you’ll need to dive deeper into technical requirements and negotiating your contract.

GTM 100

GTM Contract Quota CRM 100

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. Early in my AE career, the company I worked for was acquired and we were all told we had to go to another state for an entire month of training.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Heinz Marketing

NOVEMBER 30, 2020

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We are featuring every week, some of the best and brightest minds in B2B sales and marketing. I’m hoping I’m going to get your name here right man, Saro Zargarian.

Pipeline 102

Pipeline Objectives and Key Results Sales Negotiate 102

Sales Hacker

SEPTEMBER 29, 2020

We have thousands of these customer agreements that have been redlined and negotiated, there might be a third party paper, we just don’t have the precision we need to answer questions like which contracts have termination for convenience? And I had done that even before I got into B2B software, doing military electronic design, right?

Contract 107

Contract X-functional Objectives and Key Results Legal 107

Gong.io

APRIL 20, 2020

Women are better negotiators, better at finding joint value, which are all things that you would need to do to support our customers. It feels like everyone is working remotely, but I know that’s the B2B space I live in. The research shows that women are better advocates. In reality, about 3.4% So, I figured at least 50%, right? .

Sports 62

Sports Negotiate Strategize Drivers/motivators 62

SaaStr

MARCH 1, 2019

We’ve been around for 20 plus years, raised over 18 billion dollars and counting and our focus is broadly software which we define mainly as B2B and enterprise software with some B2C thrown in. After some lengthy negotiations both businesses came out with a great experience and are very excited about building the company forward.

Growth 42

Growth Finance Negotiate Start-ups 42

Heinz Marketing

APRIL 19, 2021

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We are about 280 episodes in on Sales Pipeline Radio, and bringing some of the best and brightest minds in B2B sales and marketing to you every week.

Pipeline 71

Pipeline Sales Cross-sell Up-sell 71

SaaStr

JULY 2, 2019

We’re here to talk for the next 25 minutes or so about our experience going from freemium to enterprise. Kevin : We kept it fairly vague, if you will, but we’re going to be really focused on the go-to-market elements of the freemium to enterprise model. Dannie : It made for a really nice go-to market model.

Follow-up 57

Follow-up Go To Market Technology Technology 57

SaaStr

MAY 27, 2020

But the thing that I would really focus on is price reduction and harder term negotiations. You’re saying, well, we’re just going to hold the line. As one of my mentors used to say, in a strong market, even turkeys can fly. I think that it’s going to become harder in those markets.

Finance 77

Finance Government Price Contract 77

Salesforce

MAY 2, 2022

This year, we’re adding 13 new names to our top-tier cohort, featuring experts in go-to-market strategies, diversity and inclusion, mental health, productivity, and revenue growth in our digital-first world. She’s also committed to elevating women in B2B sales. Pro-tip: Always go into a sales conversation with good intent.

Gaming 98

Gaming GTM Consult Sales 98

SalesHandy

OCTOBER 28, 2022

All of your marketing and sales efforts are centered around pushing your product or service to your target audience, rather than pulling them in through inbound lead generation. The biggest selling point of outbound is that it allows sales and marketing teams to take complete ownership of their go-to-market (GTM) strategy.

Lead generation 59

Lead generation Cold Call Referrals Objectives and Key Results 59

SBI

NOVEMBER 7, 2019

Qstream can be used for sales onboarding or ongoing reinforcement and can test and reinforce sales qualification skills, sales negotiation, & product knowledge. ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. Blog Article.

Customers 20

Customers Tradeshows Technology Technology 20