The 5% Institute

AUGUST 5, 2021

If you want to win clients – your value messaging needs to be on point. Put simply; value messaging is the way in which your potential clients see your product or service, after you’ve described how it’ll help them achieve their individual wants and needs. Further reading: Sales Probing Questions – 20 x To Use Daily.

X-functional 145

X-functional Presentation Clients Closing 145

The 5% Institute

MARCH 30, 2021

One of the most important functions in business, is to build an effective sales team that you can rely on to sell your products and services. Inside sales is generally associated with Sales Professionals who work from an office location, and speak with their potential clients by phone, email, a CRM platform, or something similar.

Outside Sales 145

Outside Sales Inside sales X-functional Sales 145

Heinz Marketing

FEBRUARY 26, 2021

Here at Heinz Marketing, our typical clients sell their products or services to other companies in the private sector, hence our specialty in “B2B marketing”. Instead of identifying key buyer personas and then categorizing specific titles and job functions under each, I looked at specific job titles and functions first.

Government 127

Government X-functional Angle B2B 127

Hubspot

APRIL 23, 2025

I once worked with a client who completely changed the way I think about business growth. NASA and Boeing teaming up to develop a new type of sustainable airplane, the X-66. NASAs goal is to reach net-zero carbon emissions in aviation by 2050, and developing the X-66 with Boeing is the first important step in this project.

X-functional 57

X-functional Manufacturing Non-Profits Government 57

SaaStr

APRIL 2, 2023

Mistake: On the other hand… not betting on the team that got me there “Everything will be fine once we get a new head of [X]” -every startup CEO ever (also me, frequently) When you launch a company, the initial team is usually whoever you can get. For this one deal, we just need to do X. Teammates and clients will leave.

X-functional 131

X-functional Clients Growth Start-ups 131

Martech

OCTOBER 11, 2023

Twitter (now X) has lost much of its business audience and interest from B2B companies. It might be safer than X, but it’s having a difficult time building a B2B audience. For example, during a social media research assignment for a client, we reviewed the LinkedIn post of a competitor. Threads is still a question mark.

B2B 135

B2B X-functional Pharmaceutical B2C 135

SaaStr

FEBRUARY 15, 2020

no guaranteed bonus for X months until you scale). Basically, we paid our VP Sales X% of every single dollar after we hit the plan for the year out. We hasda self-service component, and the Client Success team managed churn, and upsells were split between Sales and Client Success. No draw (i.e.,

X-functional 142

X-functional Quota Teamwork Sales 142

A Sales Guy

AUGUST 21, 2015

My very first coaching client was a Vice President who had allegedly “spit” at one of her directors in a heated argument, most likely just spittle, but HR didn’t know what to make of it and so tossed it to me. Since then I’ve have over hundreds of coaching clients and stopped counting hours when I crossed the 10K mark back in 2011.

X-functional 124

X-functional Clients Growth Start-ups 124

Search Engine Land

OCTOBER 28, 2022

A common example in SEO happens when working with a client (and other stakeholders) on a website redesign. do X, doesn’t mean X will work for Bob’s Hardware or Bob’s Finance Co. Changes are the norm when working in an agency: new clients, bigger clients, various budgets, fast pace and more.

UX 124

UX X-functional Angle B2C 124

Partners in Excellence

NOVEMBER 29, 2012

Value propositions used to be generic claims (usually generated by marketing) about value, perhaps statements about our products–things like “best quality,” “richest functionality,” “highest performance.” I’ve expressed in the following: (SV)2 x (SR)3. ” and so forth.

X-functional 121

X-functional Strategize Customers Consult 121

Search Engine Land

DECEMBER 5, 2023

AI functionality Google has added more AI functionality within the platform, with much of that centered on Performance Max. A GDN/X partnership X (at least pre-Elon) had built a strong tech influencer audience but wasn’t effective in helping advertisers reach the right people. Google has proven it can be a great partner.

B2B 101

B2B X-functional UX Campaign 101

SaaStr

FEBRUARY 11, 2021

And you want to get to $2m in ARR in the next X months. How should sales and client success/management work together? . no guaranteed bonus for X months until you scale). Basically, we paid our VP Sales X% of every single dollar after we hit the plan for the year out. All good candidates should have a few in mind.

X-functional 145

X-functional Quota Sales Up-sell 145

Martech

AUGUST 9, 2023

Hillary Carpio Hillary is head of ABM at Snowflake and spearheaded its ABM function through its record-breaking IPO. Her clients include Intel, 3M, Sunstar, Cisco, TE Connectivity and Southwest Airlines. LinkedIn: Pam Didner (12K followers) X (Twitter): @PamDidner (14.2K followers) X (Twitter): @julietrandall (2.5K

X-functional 98

X-functional GTM B2B Education 98

Search Engine Land

OCTOBER 4, 2023

Changes can be subtle, like moving functions around in the online user interface. Not only do changes impact performance, but they affect marketing strategy and the way we interact with clients or internal marketing departments. Follow the #ppcchat hashtag on X to read up-to-the-minute news from PPC professionals.

X-functional 96

X-functional Retail Engineering Follow-up 96

Hubspot

APRIL 2, 2018

We’d already agreed on X price. If we can come down to X price, would you sign today?”. You might be interested in our newest Feature X. ". For example, if a prospect is worried that feature X doesn’t have adequate functionality, you might bring in an engineer to speak about feature X. We’ve all been there.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Hubspot

NOVEMBER 20, 2017

Think of each point as a small gift to yourself this year: [Insert prospect problem + how you can solve it] ( i.e., Data entry is eating away at your time, but Company X can reduce entry time by X%. ). Revisit old clients and tell them about your newest suite of features, a recently released product, or fresh training opportunities.

X-functional 101

X-functional Commission Clients Prospecting 101

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. The importance of cross-functional stream teams for accelerating GTM initiatives.

GTM 80

GTM Engineering Customers Cross-sell 80

ConversionXL

JUNE 30, 2019

Competitor X is doing Y. We should do that, too,” or “X is the market leader, and they have Y, so we need Y.” Run a functional investigation. The fact that your client, leadership, or colleagues believe something about competitors doesn’t mean it’s true. Run a functional investigation. Set your goals.

UX 126

UX X-functional A/B testing User Experience 126

The 5% Institute

FEBRUARY 13, 2020

People, Process, Product – 3 x Words To Succeed. This is a methodology used to streamline a business’s functions, by saving potential wasted cost, enhancing profits, and creating a better experience for both your staff and clients/ customers. Where Does The People, Process, Product Methodology Come From?

Process 98

Process Product X-functional Objectives and Key Results 98

Heinz Marketing

NOVEMBER 16, 2021

You might look at the platforms below and be thinking “there’s some missing” or “why isn’t X included?”, Features/functionality: Enable data agility and extract more value from your data with Domo’s flexible, scalable architecture. ”, because I had the same thought. Google Data Studio.

B2B 122

B2B X-functional SQL UX 122

Sales Pop!

SEPTEMBER 28, 2021

Voice assistants (Amazon Echo, Alexa, Alice, Google Home), thanks to their upgradable functionality, are becoming personal shopping assistants: from finding a product in online stores to buying it with voice control. For example, the Tidio service allows you to chat with the client directly in the browser.

Retail 130

Retail Growth X-functional Cross-sell 130

SaaStr

FEBRUARY 14, 2021

By all means, if you can build a $100m self-service SaaS business without the need for a sales team, a client success team, webinars, getting on planes, and all that — go for it. The key is a combination of (x) churn and (y) value. DropBox). a month at best, to 3.5% a month or more in many cases. That’s truly epic.

Service 104

Service X-functional Start-ups Up-sell 104

Heinz Marketing

DECEMBER 18, 2020

Something I’ve discovered as we’ve worked in different Marketing Automation Platforms across clients is that not all the tools have this capability. A practice we often recommend to our clients is to consider removing those leads where Unsubscribed = True, they are not customers, and they have been inactive for 180 days.

CRM 137

CRM Campaign X-functional Clients 137

Heinz Marketing

APRIL 25, 2023

By Tom Swanson , Engagement Manager at Heinz Marketing Across every client, every company, and every team, there is a constant struggle between complexity and simplicity. The function is straightforward: output = tools + teams x strategy. Business school taught me well, you could put that in a textbook.

X-functional 111

X-functional Strategize Growth Clients 111

Hubspot

DECEMBER 21, 2020

So, mathematically, the number of sales calls is the independent variable, or X value, and the dependent variable is the number of deals closed per month, or Y value. So, the overall regression equation is Y = bX + a , where: X is the independent variable (number of sales calls). Y is the dependent variable (number of deals closed).

X-functional 96

X-functional Sales Represent Follow-up 96

Sales Hacker

AUGUST 3, 2020

Your final math is 2 x $110K + $50K for fractional manager + $40K in tools = $310K. That means that at an acquisition cost of $67K per client, you need to acquire eight clients. If we take less ambitious goals and use $100K cost per client, you would need five to six clients, or about $270K in revenue to justify the cost.

X-functional 117

X-functional Pipeline Commission Clients 117

SaaStr

JUNE 20, 2024

AI is the X-factor for your business, and it can lead to exponential growth. Every company on the planet needs to figure out how to make money and attract new clients. The Future of Work Is With An AI Assistant Organizations are leveraging AI, this X-factor, by moving toward the AI assistant, the copilot, and the virtual agent.

X-functional 70

X-functional Government Technology Technology 70

Hubspot

SEPTEMBER 2, 2020

Alternatively, consider a social media advertisement that claims a product will do X, Y, and Z — but then, when you order it, you find it can only do X. This includes ensuring you don't stretch the truth or lie about your product or service (including pricing, functionality, release date, current customers, etc.)

X-functional 101

X-functional Non-Profits Promote Price 101

The 5% Institute

DECEMBER 17, 2019

You may have spent years learning your engineering craft; building up your technical prowess and learning how to do things in a functional and systematic way. Many salespeople follow an old school type method; they present early, hope something sticks, and pray that the potential client will sign the deal.

Engineering 98

Engineering Commission X-functional Objectives and Key Results 98

SaaStr

FEBRUARY 2, 2022

As it turned out, once the majority of New Relic’s clients started clocking in at a thousand or more employees, all sorts of processes and rules started to make themselves known: procurement, legal, security, etc. PLG, for all its virtues, doesn’t mean that you can skip GTM functions. 2016’s Lesson from Quip.

Growth 113

Growth Product GTM X-functional 113

Hubspot

MARCH 7, 2014

2) Keep your card functional. ” x 2” space. Questions to consider during the editing process to ensure your business card features the most functional content possible include: Are the details included clear, concise, and relevant? Unfortunately, 2 pages of content won’t fit in a 3.5”

X-functional 78

X-functional Networking Clients Prospecting 78

The 5% Institute

JUNE 18, 2020

If you’re selling software, technology, or even interesting gadgets; chances are that you’ll be having detailed conversations with your potential clients. People; including your potential clients, don’t want to hear the technical details unless they specifically ask for it. The Technical Sale – How It Can Work Against You.

Technical Sales 98

Technical Sales Technique Consult X-functional 98

Martech

NOVEMBER 15, 2023

Budgets are down, teams are facing layoffs and martech consultancies are struggling due to client budget cuts. To many non-marketing executives, marketing is perceived as more of a “nice to have” than a “must have” function. The marketing industry is facing major challenges in 2023. This is particularly true in B2B companies.

X-functional 107

X-functional Objectives and Key Results Technology Technology 107

Sales Hacker

MAY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. The importance of cross-functional stream teams for accelerating GTM initiatives.

GTM 67

GTM Engineering Customers Cross-sell 67

Sales Hacker

JULY 10, 2020

What followed was almost a discovery session , similar to what we all put our clients through. This stage is all about understanding the feature functionality your buyer is looking for and how closely your solution aligns with it. If I asked you, When does your client want to be live, and why? Decision criteria. Identify pain.

Legal 128

Legal X-functional Contract Presentation 128

Hubspot

AUGUST 24, 2018

This plan includes basic bookkeeping functionality and profit & loss and balance sheet reporting. GnuCash can be downloaded for Linux, Microsoft Windows, and Mac OS X. It has invoicing features but limits you to one client and five invoices. Best for: Small businesses looking to upgrade from spreadsheets. CloudBooks.

Finance 91

Finance X-functional Start-ups Clients 91

Sales Hacker

APRIL 10, 2018

Distribution of B2B deals as a function of price (a product of discount and list price). Likewise, it’s foolish to expect an Enterprise client to commit to a $100,000 platform by simply visiting your website and entering their credit card details. GTM Approaches as a function of Annual Contract Value. 1) Freemium.

Go To Market 93

Go To Market GTM X-functional Territory 93