SaaStr

FEBRUARY 16, 2022

It’s completely free to sign up and tune into this incredible lineup of content, including the CEO of 1Password, COO of Atlassian, CPO of Samsara, CMO of Digital Ocean, and many more. billion, he recently left to be CEO at Charm Industrial , a carbon mitigation startup he co-founded in 2018. From 40% Growth to $3.2B

Growth 85

Growth Education Up-sell Start-ups 85

Search Engine Land

DECEMBER 21, 2023

But marketing is an essential part of every business and every leader must be a marketer to be successful. The problem with many of the day-to-day presentations we see in sales and business, in general, is they try to function as both a presentation and a leave-behind. We live in a time when we’re surrounded by marketing.

Hospitality 110

Hospitality B2C B2B Presentation 110

Martech

DECEMBER 19, 2023

But marketing is an essential part of every business and every leader must be a marketer to be successful. The problem with many of the day-to-day presentations we see in sales and business, in general, is they try to function as both a presentation and a leave-behind. We live in a time when we’re surrounded by marketing.

Hospitality 115

Hospitality B2C B2B Construction 115

criteria for success

OCTOBER 14, 2021

That's why we're re-sharing a story from 2019 about building a Sales PlayBook with one of our clients. Read on learn about how we first made contact, began our partnership, and together developed a Sales PlayBook. Why develop a Sales PlayBook? It’s no secret that Sales PlayBooks are sales success tools.

Drivers/motivators 98

Drivers/motivators Cross-sell Government Sales 98

SaaStr

JULY 26, 2022

Often easier to get started here with less capital and/or if bootstrapped. SMBs go out of business, and quickly. SMBs don’t really budget for much, so if the business goes down, software purchases often go down very quickly too. Customers don’t expect you to build a feature before they buy. 30,000,000+ of them.

Growth 143

Growth Start-ups Up-sell Strategize 143

SaaStr

DECEMBER 5, 2023

People start with the push to go upmarket vs. being pulled upmarket. Challenge #1: Starting with Product-Led Growth and Deciding If It’s Worth It If you start with PLG and want to move your customer base and prospects to Enterprise deals, you might ask yourself: Should I go for it? Show and deliver business value upfront.

GTM 76

GTM Cross-sell Government Legal 76

SaaStr

MAY 31, 2021

Patrick Collision, CEO and co-founder of mammothly successful Stripe, a while back put together a list of things to do from age 10 to 20 to be a successful entrepreneur. In a small way, a few of those age 10-20 skills I did acquire from starting a tiny software company then were what carried through to whatever success I’ve had.

Start-ups 130

Start-ups Growth Closing Engineering 130

SaaStr

DECEMBER 3, 2023

“My App Stack” is a new series where we dig in with top CMOs, CROs, CTOs and CEOs on just what apps they’re really using to run their business. In his role, Jack works to support a super talented enablement team in building and coaching on nuanced playbooks that lean on natural AE creativity and a highly consultative approach.

Electricity 78

Electricity GTM Launch Consult 78

SaaStr

DECEMBER 15, 2021

Today, the vast majority of traditional South Park / Sand Hill type VCs want the founder-CEO to go the distance, if at all possible. Bringing in “adult supervision” a la Google isn’t part of the core Silicon Valley playbook per se anymore. Also, kicking out a founder CEO is risky. Creep CEOs need to go. On so many levels.

Finance 99

Finance Growth Start-ups 99

criteria for success

SEPTEMBER 29, 2022

Jennifer is the CEO and Co-founder of Scribe , which unleashes know-how across teams, organizations, and communities. . She has extensive experience in business analysis, strategic consulting, business development, and startups, after starting her career at McKinsey & Company. . Jennifer is based in San Francisco.

Strategize 52

Strategize Consult Promote Technology 52

SaaStr

FEBRUARY 4, 2022

She started her career as an engineer, but eventually found her way into marketing, as many of us do. Step 1: Align with the CEO. To do that requires a deep understanding and appreciation of the company’s mission, vision, product strategy, financial plan, and more—all of which you get from communicating with the CEO.

Growth 83

Growth Strategize Campaign Engineering 83

SaaStr

JULY 11, 2023

In a special session of Workshop Wednesday, Gorgias Founder & CEO Romain Lapeyre and Gorgias VP of Sales & Partnerships Aasif Osmany share their learnings, advice, and hacks for optimizing your sales process. Here’s what to consider: Pain: The first thing every business should consider is the pain point.

Objectives and Key Results 67

Objectives and Key Results E-commerce Quota Sales 67

SaaStr

NOVEMBER 8, 2023

“I don’t know about you, but I fail a lot,” Nick Mehta, CEO of Gainsight, says as his opener at SaaStr Annual 2023. In this talk, Nick shares his top 10 failures as a CEO while getting to $200M ARR. Being open about mistakes helps others see that you can win at business while still being human-first. It becomes a house of cards.

X-functional 96

X-functional Contract Growth Quota 96

Sales Hacker

DECEMBER 8, 2023

Start early! Joseph Goldberg (Director of Product Marketing at Vanta ) explains that one of the benefits of starting early is that it serves as a forcing function. Julien Sauvage (VP Brand, Content and Product Marketing at Clari ) explains that this is part of Clari’s playbook. The greatest technology does not always win.

Launch 99

Launch Product GTM Technology 99

Sales Hacker

AUGUST 18, 2023

Prior to Snowflake, Lars was the CEO of SalesSource, a premier RevOps consulting firm. Lars and his team at Cloudera developed the Sales methodology known as Account-Based Sales Development , which has transformed how businesses approach high-value targets, and is an integral part of most teams playbooks today.

GTM 74

GTM Referrals Inside sales Consult 74

Martech

FEBRUARY 8, 2024

We were doing it all back then, with very little playbook guidance: Lead magnets. But things slowly started to change. But management started asking us for more. “Go The Internet was booming…The cloud was clouding… Adobe and Salesforce were innovating. And martech was about to turn the world on its head. Lead capture forms.

B2B 117

B2B Technology Technology Pipeline 117

SaaStr

MAY 26, 2022

Organizations need livable values that drive the business and employees. If appropriately discussed and embedded, a values playbook can be the hallmark of your organization and one of the most strategic tools founders and managers have. Value #1: Start with YES. Put setting values on top of your list. billion exit.

Product 86

Product Presentation Strategize Start-ups 86

SaaStr

MAY 17, 2023

So what secrets has Cassidy learned over the past decades of building businesses and acquiring customers? So what secrets has Cassidy learned over the past decades of building businesses and acquiring customers? Post-Echosign, he was the first sales leader at Talkdesk, valued at $10+B. Cassidy is now a co-founder at CoSell, a.k.a.

GTM 73

GTM Cold Call Customers Networking 73

criteria for success

DECEMBER 8, 2021

I was recently meeting with a client, and the CEO expressed a little frustration at some of the sales team’s performance. When creating a goal-setting process, it is important to stress these things: Goal-setting is not busy work. In the PlayBook, make them hierarchical (first quarterly, then monthly, then weekly).

Objectives and Key Results 94

Objectives and Key Results Follow-up CRM Start-ups 94

SaaStr

JUNE 28, 2023

Parker Conrad, the CEO of Rippling, disagrees. 1 – It limits you to problems contained within one vertical or type of business. Some of the most profound problems that we face as companies are about collaboration across the business and how different systems interface with one another. the compound startup.

UX 88

UX Price Clients Product 88

SaaStr

DECEMBER 9, 2020

These days, it can really feel like the Old Bag of Sales Tricks is starting to just not work anymore: With maybe 500x the SaaS vendors of 10 years ago, there’s so much noise. But every business leader has a few top pressing problems that a software vendor can solve. . — Ben Chestnut (@benchestnut) November 12, 2020.

Campaign 142

Campaign Prospecting Engineering Start-ups 142

Sales Hacker

NOVEMBER 16, 2021

In this episode of the Sales Hacker Podcast, we have Veronika Riederle , Co-Founder & CEO at Demodesk , a customer meeting platform company she launched in 2018 that’s bringing in seven figures with a global hybrid remote team. What’s surprising about starting a company today. powered by Sounder. What You’ll Learn. Finally, Conga.

Meeting 95

Meeting Construction Up-sell Start-ups 95

Search Engine Land

APRIL 2, 2024

One major problem many SEOs and leadership have with managing SEO teams is aligning the team’s activities to business or marketing priorities. Case study: Aligning teams around leadership pain points Hajart runs workshops where he interviews CEOs and marketing leadership to understand their major sales and growth pain points.

Objectives and Key Results 82

Objectives and Key Results Consult Engineering Technology 82

SaaStr

SEPTEMBER 8, 2022

So I remember the first time I saw a CEO fire their entire revenue team. And the VP of Marketing was getting pipeline and opportunities created, but was only running part of the playbook. I pointed out that the sales-driven side of the business was growing faster than before they started — the ultimate test.

Pipeline 85

Pipeline Start-ups Gaming Growth 85

Adaptive Business Services

NOVEMBER 16, 2023

To my surprise, the company CEO, Mario Martinez Jr., Not much, however, I have been introduced to a fairly simple tool that will allow me to experiment with AI on a limited and focused basis. FlyMsg is primarily used as a text expander. FlyCuts are actually text templates that you create and then call up with a short code of your naming.

Education 71

Education CRM Consult Technology 71

SaaStr

APRIL 2, 2021

We needed 30, or at least, 24 months to get to a true business. No one has a perfect team to start, or ever. Free users and “free customers” can do incredible things for you, if you are running a freemium playbook. Charging 20%-50%-100% more than you’d planned will help you learn that faster, and get to a viable business faster.

Start-ups 130

Start-ups Customers Product Sales 130

SaaStr

APRIL 18, 2021

You are busy being VP of 4 different functions yourself. You’ll see improving and learning from the Next 10 Years After The Sale is the most important part of the customer journey of all for a CEO to be involved in. You’ll start off recruiting your friends, and finally finding a VP or two through your network.

Networking 112

Networking Presentation Start-ups Meeting 112

SaaStr

AUGUST 24, 2022

Make your clients want to tell others that your product has changed their lives and the way they do business. Creating a picture of what your ICP looks like should be the first thing to happen within a start-up. Creating a picture of what your ICP looks like should be the first thing to happen within a start-up.

Customers 89

Customers Networking Trust Product 89

SaaStr

NOVEMBER 23, 2022

The success of an executive team often depends as much on their interpersonal harmony as their professional expertise. How does a team establish rapport with one another? Algolia’s Bernadette Nixon (Chief Executive Officer) and Michelle Adams (Chief Revenue Officer) have spent the past few years developing this relational toolbox.

Drivers/motivators 110

Drivers/motivators Trust Legal Finance 110

SaaStr

JANUARY 7, 2021

We were fortunate enough to interview CEOs who were in the trenches navigating the COVID-19 pandemic, investors who were advising companies on how best to move forward, and operators who saw explosive growth given the shift to working from home. . Interested in what our most popular episodes were last year?

Non-Profits 99

Non-Profits E-commerce Drivers/motivators Growth 99

Sales Hacker

DECEMBER 1, 2023

A focus on disciplined execution permeates the company, from Adam Guild (Co-Founder and CEO) through to every team member. A focus on disciplined execution permeates the company, from Adam Guild (Co-Founder and CEO) through to every team member. It’s no secret that this has been a tough year in the software and technology industry.

GTM 87

GTM Contract Represent CRM 87

SaaStr

JANUARY 12, 2022

On both SaaStr University and Twitter, we had 30+ founders, CEOs and execs share their top, tough learnings from losing one of their top customers. You lose enterprise deals when someone that knows the playbook outsells you by getting to all the stakeholders. ” — Margot Schmorak, CEO & Co-founder Hostfully.

Customers 112

Customers UX Closing Up-sell 112

SaaStr

SEPTEMBER 16, 2021

Sahil Lavingia – Angel Investor + CEO of Gumroad. SC Moatti, Founding Partner – Mighty Capital – presenting “The Playbook for The Age of Product: Winning Against Tech Giants”. The overwhelming participation by both Founders and Investors at the upcoming SaaStr Annual 2021 exemplifies this. No VCs are invited.

Meeting 94

Meeting GTM Legal Presentation 94

Veloxy

SEPTEMBER 14, 2021

Dreamforce – that’s all the business community’s talking about right now. It doesn’t matter if you run a small family business with one store or a conglomerate of Fortune 500s. Did you know that 85% of Salesforce customers are small to medium-sized businesses? In-person attendance is strictly invite only.

CRM 162

CRM Entertainment Hospitality Follow-up 162

Heinz Marketing

APRIL 30, 2020

But our businesses are re-emerging with pivots big and small to drive resurgence and growth into the rest of 2020. What may have started as day-to-day decisions four weeks ago has now coalesced into a company-wide strategy. A company-wide, long email from the CEO isn’t going to cut it. Hunkering down is over.

Teamwork 109

Teamwork Presentation Launch Drivers/motivators 109

Sales Hacker

OCTOBER 19, 2022

Today, you can catch her leading her two businesses — Score More Sales and Women Sales Pros — and coaching Harvard Business School Entrepreneurial MBA students on the fundamentals of professional sales. It’s the same playbook regardless of context,” said Stage 2 Capital Manager Director Mark Roberge. Strategy is the engine.

Commission 94

Commission Finance Quota Strategize 94

SaaStr

APRIL 26, 2023

Jason Lemkin, CEO and Founder of SaaStr, said, “How much do you talk about Customer Marketing? Tara Robertson, CMO at Bitly, says there is no playbook for customer marketing. Keep reading to learn Robertson’s five customer marketing strategies guaranteed to grow your business. But get this? But get this?

Customers 87

Customers Education Cross-sell Campaign 87