Cience

AUGUST 31, 2020

Now there’s a word that conjures up an all too common misconception, suggesting that the only (real) reason companies contract work out is to save money. Many have found this a competitive advantage, without all the headache of creating a strategy and campaign yourself. Markets have shifted considerably since the beginning of 2020.

Contract 52

Contract Pipeline Campaign Clients 52

Cience

MAY 1, 2020

CIENCE has worked with over 750 companies since 2017, and we believe everything is possible in sales when outbound marketing is part of the Go-to-Market strategy. Since everyone is WFH now, why shouldn’t it be a subject line for your email campaigns? Outbound marketing is everything for sales now. Who Is At Risk?

Non-Profits 79

Non-Profits Lead generation Contract B2B 79

Cience

APRIL 27, 2020

We came into the year with a roaring economy, bullish outlooks on the future, a smattering of contraction warnings. We were buried by what seemed like weekly stock market record highs, and the lowest unemployment rates in history. Nearly all B2B marketers use email to distribute content ( 93% to be exact ). Not in this case.

Hospitality 66

Hospitality Angle Contract Appointment 66

SalesLoft

OCTOBER 21, 2016

From the OG, Account Based Marketing, to the new front man Account Based Sales Development , the lift in annual contract values alone is proof that the targeted approach to customer acquisition is working.As Intelligence-driven programs + campaigns. Account insights inform custom campaigns with high conversion rates.

Cross-sell 52

Cross-sell GTM Referrals Contract 52

SalesLoft

JANUARY 19, 2017

At this time I was tasked with developing & executing sales account strategy and managing the training of all go-to-market teams. The benefits of investing in a well-defined ICP includes faster sales cycles, higher conversion rates, and better customer metrics like the annual contract value and lifetime value.

Cross-sell 52

Cross-sell Sales Contract Prospecting 52

Hubspot

JULY 25, 2023

This was due in part to utilizing AI technology within their sales process and optimizing their customer approach via personalized follow-ups tailored to each prospect’s needs as well as automated outreach campaigns that provided timely answers across various touch points– all without needing additional manpower!”

Pipeline 59

Pipeline Sales Objectives and Key Results CRM 59

Sales Hacker

DECEMBER 2, 2019

Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. Most recently she worked at Crayon, which is an early-stage market intelligence platform.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

Hubspot

NOVEMBER 21, 2018

So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? But first, what is a go-to-market strategy?

Go To Market 96

Go To Market Process GTM Education 96

Sales Hacker

AUGUST 23, 2018

The other advantages of selling to SMBs is that over time businesses can gain experience in developing enterprise-grade software while beefing up their go-to-market strategy for SMBs. This one time, the rep demoed features like social media co-scheduling, campaign management, cross-platform integration, etc.

B2B 55

B2B Cross-sell Negotiate Pitch 55

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam’s Corner [28:45]. Show Introduction [00:10]. What is LinkSquares?

Contract 108

Contract X-functional Objectives and Key Results Legal 108

Heinz Marketing

SEPTEMBER 20, 2021

And what I really wanted to do was help marketing professionals understand that they need to gain influence and trust inside their own organization in order to be really successful. We’re helping customer success keep those customers, especially if it’s a B2B or a multi-year contract. Christina: Sure.

Pipeline 112

Pipeline Go To Market Sales Technology 112

Martech

MAY 30, 2023

The question is how can marketers personalize campaigns at scale? To answer this, here’s a look at some how well-known companies are successfully using a range of different marketing personalization software solutions. Google campaigns resulted in a 700% growth in ROAS and a 65% decrease in customer acquisition cost (CAC).

Sports 123

Sports SQL CTR Entertainment 123

Hubspot

SEPTEMBER 5, 2018

Part 1: Mapping your go-to-market strategy. Attract: At HubSpot, we use inbound marketing principles to get our flywheel spinning. To provide value before we extract value, we’ve heavily invested in free content through our blogs, webinars, campaigns, social media, and HubSpot Academy lessons and certifications.

Growth 78

Growth Promote Prospecting Education 78

Lead Fuze

JANUARY 1, 2022

When it comes to scaling, this is a problem because you need outsource sales team representatives for only some campaigns. As it turns out, there are a lot of outside services that can be contracted to do your marketing. Finding a product/market fit. This could cause you to take an us vs them approach.

Commission 52

Commission Territory Sales Objectives and Key Results 52

Sales Hacker

SEPTEMBER 2, 2021

It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. In a classic blog post , Christoph Janzexplains the number of potential customers in your total addressable market. Contrary to popular belief, being product-led doesn’t automatically mean you’re anti-sales.

Product 95

Product SQL Contract Sales 95

InsightSquared

JULY 1, 2021

The average dollar value of an annual contract. Average Annual Contract Value. The dollar amount indicated in the contract (excluding any one-time fees) divided by the length of the contract (in years). . Go-To-Market Strategy. Go-To-Market Team. Average Deal Size. Average Sales Cycle.

Cross-sell 62

Cross-sell Contract Objectives and Key Results Quota 62

Heinz Marketing

JUNE 24, 2019

Really has to be pushed through those demand generation efforts, whether that’s an email campaign or a piece of content. Those channel efforts have to reflect what it is you’re saying that your company is going to stand for, right? Sales is saying one thing, marketing is saying the other. And how are you saying them?

Pipeline 75

Pipeline Sports Sales Real Estate 75

Capterra Sales & Marketing Software

NOVEMBER 19, 2021

Getting a sale with a high average contract value (ACV) means making more profit while investing less in the sales process. That’s why for many companies, the best go-to-market plan is consistency with a regular workflow, predictable revenue, and a developed formula for opening sales conversations. Predictability.

Customers 94

Customers B2B Sales Pipeline 94

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 46

Contract Price Commission Conversion 46

Sales Hacker

APRIL 21, 2022

We changed our product, evolved our marketing programs, and transitioned the sales team. This was all in an effort to increase our average contract value (ACV). The ICP determines decisions across the company from the go-to-market to product strategy. I’ve found the best campaigns are multi-channel. Product usage.

Legal 86

Legal Cross-sell Contract Price 86

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Market penetration. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Average contract value (ACV). Year-over-year growth.

X-functional 94

X-functional Quota Cross-sell Contract 94

ConversionXL

APRIL 7, 2021

This distinction is something many marketers often mix. In most cases, ABM should not be a standard go-to-market (GTM) strategy. Sorry, but ABM is not B2B, nor is it right for all markets, business models, or companies (just like every company should not be running freemium aka PLG for acquisition.)

GTM 98

GTM CRM Cross-sell Cold Call 98

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. The marketing team ran a super successful campaign and generated hot leads. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Manager, Revenue Operations.

Finance 101

Finance GTM Cross-sell SQL 101

InsightSquared

AUGUST 24, 2018

Conversion Rate 2 (CR2): MQL to SQL rate, indicative of the quality of Lead Development campaigns. Annual Contract Value (ACV): Measurement of discounting, indicative of the effectiveness of negotiation. Conversion Rate 7 (CR7/Upsell): Upsell during usage during the length of the contract.

SQL 54

SQL Contract Growth GTM 54

Heinz Marketing

MARCH 15, 2021

Very excited to have with us Cuspera founder and CEO Subbu Vempati who is joining us, as well as Judy Ash , who is a long time CMO, a demand gen expert, and has been serving as a go to market advisor for the Cuspera team as well. Every marketer on the planet is experiencing this. Judy Ash: Thank you. Subbu Vempati: Matt.

Pipeline 116

Pipeline Technology Technology Sales 116

Sales Hacker

APRIL 29, 2021

Marketing knows how to produce content at scale, how to understand the buyer personas, and the importance of keeping voice consistent across multiple messaging campaigns. However, marketing content and sales content are distinctly different. This makes sense, doesn’t it? Content Lifecycle.

A/B testing 103

A/B testing Sales Quota GTM 103

SaaStr

AUGUST 2, 2020

Terrifying, because back in those days, big companies didn’t even know what SaaS was, much less they weren’t going to put their financial information out in the cloud. Rather than focus so much on the raising of capital and sometimes, I won’t say anything political, but, well, we have people that can’t stop campaigning.

Contract 62

Contract Start-ups Up-sell Gaming 62

Sales Hacker

MAY 20, 2019

How to better optimize your go to market. With Conga, you can simplify documents, automate contracts, and execute esignatures so you can focus on accelerating sales cycles and closing business faster. How to better optimize your go to market. What You’ll Learn. The evolution of scaling a company. We’re on iTunes.

Consult 63

Consult Technology Technology Networking 63

SaaStr

JULY 28, 2021

Terrifying because back in those days, big companies didn’t even know what SaaS was, much less they weren’t going to put their financial information out in the cloud. Rather than focus so much on the raising of capital and sometimes, I won’t say anything political, but we have people that can’t stop campaigning.

Start-ups 108

Start-ups Gaming Up-sell Contract 108

Sales Hacker

MAY 20, 2019

How to better optimize your go to market. With Conga, you can simplify documents, automate contracts, and execute esignatures so you can focus on accelerating sales cycles and closing business faster. How to better optimize your go to market. What You’ll Learn. The evolution of scaling a company. We’re on iTunes.

Consult 49

Consult Technology Technology Networking 49

SaaStr

JANUARY 3, 2020

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 10

Contract Price Commission Conversion 10

SaaStr

OCTOBER 22, 2020

And it’s becoming more and more prominent as part of people’s campaigns. But I think the ultimate test of that, you want to launch when you know you have repeatability in your go-to-market. And my question there is, association with pipeline, is that on closed contract signed or is that just on sales accepted leads?

Pipeline 67

Pipeline Cross-sell Launch Start-ups 67

SaaStr

NOVEMBER 22, 2019

You said, “One of my grassroots campaigns is to kill the title of CRO, although I’m vehemently in favor of the scope of the role.” If you sign up for the product and you don’t renew that first contract. You actually go out of business faster because most SaaS companies payback periods are longer than a year.

Start-ups 63

Start-ups Customers Objectives and Key Results Growth 63

The Lost Book of Sales

JULY 12, 2021

Ad agencies come up with taglines, not marketing groups. The function of the statement of position is to control the ad campaign, to ensure that however "creative" it may become, it stays on strategy. From there the goal is to win the nod and get the contract through purchasing, the PO signed, and the work under way.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

DECEMBER 17, 2019

Take control with a DocuSign agreement cloud, a suite of tools that automated sales contracts and quotes all in your CRM. Great custom contracts, get them signed and pull data back into your opportunities. Before we go, let’s thank our sponsors.The first is DocuSign. The first is DocuSign. Don’t miss episode 89.

Cross-sell 52

Cross-sell Contract Sales Up-sell 52

SBI

NOVEMBER 7, 2019

Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. Percolate is an Orchestration Hub that gives marketers the power to control all aspects of the marketing lifecycle. Video Reviews.

Customers 20

Customers Tradeshows Technology Technology 20

Martech

MAY 28, 2024

It is beyond user-friendly and offers powerful automation capabilities that can make even the smallest marketing teams operate like the big players. From automating email campaigns based on user behavior to tracking individual interactions across every touchpoint, HubSpot supports all the functions that help build demand. Originality.ai

GTM 106

GTM Drivers/motivators B2B Campaign 106