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. Staying quiet on go-to-market topics isn’t exactly my style – so let’s get into it. Not Nicole and not other marketing leaders.

GTM 122

GTM Pipeline SQL UX 122

Sales Hacker

APRIL 8, 2021

If you’ve worked at a B2B company that uses an ABM strategy for their Go To Market and has an SDR team you have inevitably run into the problem of lead attribution. But in enterprise B2B, it gets even more complex — you don’t just care about the person, but the full account. Time-based lead attribution in B2B.

B2C 122

B2C E-commerce Tradeshows Commission 122

Sales Hacker

DECEMBER 6, 2021

Say you sell software to enterprise and mid-market companies across both retail and B2B. For example, enterprise opportunities might be able to skip Stage 1, while mid-market can skip Stage 3. What is an MQL, SQL, SAL, or customer? This makes it difficult to connect your go-to-market operations to revenue generation.

CRM 107

CRM SQL Government Customer Relationship Management 107

Hubspot

MARCH 7, 2023

A RevOps team can help align your sales, marketing, and customer success departments and keep each department accountable for driving revenue growth for your business, while identifying potential areas of friction in your business at-large. Of course, she also acknowledges that it's human nature to lean into what you know.

SQL 85

SQL GTM Pipeline Technology 85

Pointclear

JANUARY 27, 2017

I start with Matt Heinz : If we could get more sales and marketing teams to develop and agree on this model TOGETHER, we’d have a foundation for much better, more efficient and effective sales results well into 2017 and beyond. Most people see nurtured leads as converting to a MQL/SQL--which you are already counting.

SQL 51

SQL Pipeline Strategize Presentation 51

Sales Hacker

AUGUST 30, 2018

In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. Furthermore, you learn that they are going next weekend with a snowstorm coming in, hinting at a Critical event. CR(t) —The conversion rate as a function of time to get to a single SQL. Lead Gen Variables.

Prospecting 60

Prospecting SQL GTM X-functional 60

Heinz Marketing

MARCH 29, 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 every week featuring some of the best and brightest minds in sales and marketing, and B2B today is absolutely no exception. And he’s going to save all that.

Pipeline 128

Pipeline Sales Gaming Up-sell 128

Sales Hacker

FEBRUARY 24, 2020

At OpenView, we only invest in SaaS or B2B software — SaaS applications, infrastructure, developer tools, stuff that gets sold to business that is software. We just had a personal preference towards B2B and towards SaaS. So I was attracted to B2B for that, and I think it was pretty similar for my other partners as well.

Growth 85

Growth Product SQL Price 85

Pointclear

MAY 20, 2016

They recommend that as a first step toward capturing these key performance indicators, clients walk through a model that breaks down typical marketing contribution and mix based on three go-to-market strategies: direct enterprise accounts, inside commercial accounts, and small-and-medium-sized business (SMB)/channel accounts.

Gaming 53

Gaming Tradeshows SQL Clients 53

SaaStr

JULY 25, 2021

Obviously most founders are pretty technical and they have this, especially in B2B businesses, they have this misconception that the product will really sell itself. Then what sales motion you need today and what you need two years from now and what you need four years from now is going to be different.

Up-sell 104

Up-sell SQL Product Start-ups 104

Heinz Marketing

DECEMBER 11, 2017

It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Passion for conceptualizing and implementing marketing strategy, exceeding targeted projections, and leading teams for both B2B & B2C programs. Dan Frohnen: Yeah.

Pipeline 56

Pipeline Sales Cross-sell B2B 56

Heinz Marketing

MAY 11, 2020

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. You’re not going to have full control over that. And it could be, is this an MQL versus an SQL versus a PQL versus an AQL? Now we’re like, come in, whatever.

Pipeline 91

Pipeline Sales Healthcare Manufacturing 91

Sales Hacker

SEPTEMBER 2, 2021

It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. Where you end up on this continuum largely depends on your product, pricing, market, and buyer preferences. Most successful B2B SaaS companies eventually adopt a sales-assisted user onboarding strategy. Think about it.

Product 119

Product SQL Contract Sales 119

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. In the old days and even in some cases today, you see marketing high fiving.

Pipeline 61

Pipeline Sales Drivers/motivators X-functional 61

Highspot

SEPTEMBER 10, 2024

This requires true partnership across Sales, Marketing, Enablement, and Revenue Operations – a vital cross-GTM collaboration we’ll explore below. How Sales and Marketing Generate and Close Pipeline, Together A decade-plus of (basically) free-money commerce drove faster, looser B2B purchase decisions.

Pipeline 52

Pipeline GTM Non-Profits SQL 52

SaaStr

NOVEMBER 22, 2019

All of these muscles that I had built from my time running customer facing teams in B2B SaaS, you can apply that to the world of Venture. And let that drive then your go to market strategy rather than just assuming that because companies like Slack and Intercom and Zoom and others have product like growth that we can have that too.

Start-ups 79

Start-ups Customers Objectives and Key Results Pipeline 79

SalesHandy

OCTOBER 28, 2022

For example, Leads that are ready to make a purchase i.e. Sales Qualified Lead (SQL) The survival of your business is dependent upon getting 300 leads each quarter. 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.

Lead generation 59

Lead generation Cold Call Referrals Objectives and Key Results 59