SBI

FEBRUARY 25, 2020

Your company: is launching a new product/service offering. Beta or early-adopter customers logically represent the tip of the arrow of your go-to-market efforts, but only if that’s been planned. Renewal rates are certainly important, but a customer advocate is worth multiples of their annual contract value. you are right!

Customers 49

Customers Strategize Cross-sell B2B 49

SaaStr

MAY 8, 2020

How are your meetings progressing, who are they progressing with, are the right stakeholders in the room, what’s the next action step, how fast is the next followup meeting getting scheduled, how are pilots going, and what else can we be doing to get our clients onboarded as soon as possible? It can feel really uncomfortable.

Cross-sell 70

Cross-sell Contract Start-ups Up-sell 70

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. Loving our podcast content? Krish Subramanian: Absolutely right.

GTM 51

GTM Price Up-sell Product 51

Sales Hacker

SEPTEMBER 2, 2020

This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. But meeting a client in person is still one of the most effective ways to build trust and, in turn, a solid, fruitful business relationship. CoSchedule: $600 ACV and $4.8M

Inside sales 111

Inside sales Cold Call Contract Price 111

Sales Hacker

FEBRUARY 7, 2018

HIT THE LAUNCH WINDOW. How do you know when you are in a launch window? There are three clear tell-tale signs; INCREASE IN PRICE – Instead of $24,000 in ARR you start winning clients at $48,000 ARR. Tell tale signs of being in the launch window. EXECUTE THE GO TO MARKET PLAN.

Growth 89

Growth GTM SQL Strategic partnership 89

SaaStr

SEPTEMBER 18, 2020

And in this way, we under invested in middle management along the way, especially in our go to market motion. Instead of investing a bunch in automation, they invested a bunch in managers in that go to market motion. You just go copy. Go copy ZoomInfo. Go copy anything. And they trusted people.

Account management 96

Account management Engineering Launch Start-ups 96

SaaStr

MAY 27, 2020

Maybe you want to launch a business. So people were paying people to take their futures contracts. Well, in a booming market, executives are paid to innovate. Executives at companies are told, engage with startups, launch new initiatives, be first to market. It all begins with an idea. FULL TRANSCRIPT BELOW.

Finance 77

Finance Government Price Contract 77

Gong.io

NOVEMBER 11, 2019

Since its launch in 2010, the company has grown from its five original founders to over 550 employees and nine offices around the world. This means if you’re relying on a single source of information to run your business, which in the past was typically your sales team, your go-to-market approach needs some updating.

Pipeline 48

Pipeline Start-ups Contract Up-sell 48

SaaStr

AUGUST 20, 2020

As for Kyle, prior to Figma he spent over 5 years at Dropbox achieving some incredible milestones including launching and scaling the Austin, Texas office from 3 to 80 people and being responsible for growing Dropbox’s leading partner ecosystem. I’m really intrigued how sales works with marketing on the high ACV, heavy enterprise deals.

Sales 77

Sales Price Quota Start-ups 77

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

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM 63

GTM Healthcare Pipeline Sales 63

SaaStr

MAY 15, 2020

How does Bridget advise her CS reps the best ways for them to build trust with their clients? Harry Stebbings: But in enterprise, the contracts are long, the clients are slow moving, generally speaking. . Harry Stebbings: So with heavy enterprise, my concern is … I go, the big point here is, so far. What works?

Trust 78

Trust Start-ups Customers Up-sell 78

SaaStr

AUGUST 8, 2019

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. How you decide on this model and go-to market strategy? We said, “Okay, let’s launch inside sales, and they would just do calling all day, and get meetings for the field sales team.” Andrei B.:

Appointment 43

Appointment Hospitality Sales Inside sales 43

SaaStr

AUGUST 8, 2019

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. How you decide on this model and go-to market strategy? We said, “Okay, let’s launch inside sales, and they would just do calling all day, and get meetings for the field sales team.” Andrei B.:

Appointment 42

Appointment Hospitality Sales Inside sales 42

The Lost Book of Sales

JULY 12, 2021

Being sales vs. market driven when crossing the chasm. Launching the invasion. They sometimes even seek them out even before a formal marketing program has been launched. From there the goal is to win the nod and get the contract through purchasing, the PO signed, and the work under way. Define the battle.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SBI

NOVEMBER 7, 2019

ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. Prospect Intelligence. Video Reviews. Prospect Engagement.

Customers 20

Customers Tradeshows Technology Technology 20