Sales Hacker

OCTOBER 7, 2019

What you need to know about go-to-market models in SaaS. B2B SaaS go-to-market (GTM) models range from no-touch, transactional approaches to highly specialized, consultative strategies. Average Selling Price is defined as the average value of your closed won deals. Target Addressable Market (TAM).

GTM 69

GTM Education Sales Contract 69

Sales Hacker

APRIL 14, 2020

This week on the Sales Hacker podcast, we speak with Jessica Wilkeyson , Co-Founder and Principal at Alternate Route , a go-to market strategy and revenue operations consultancy based in New York. Every sales org feels the pressure to close deals faster. Before we go, let’s thank our sponsors.The first is DocuSign.

Contract 70

Contract CRM Consult Cross-sell 70

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). We started to close some serious enterprise deals with the major players in the technology industry including Slack, Pinterest, Flexport and more. Product usage.

Legal 86

Legal Cross-sell Contract Price 86

Martech

JULY 3, 2023

Looking forward to the second half of 2023, we are recalibrating go-to-market plans for what I call the “next normal.” A recently IPOed company brought me and a few other consultants in to help solve a loss in market share. There was also a drop in average contract value and referrals. Let us know.

Go To Market 96

Go To Market GTM Strategize Growth 96

SalesHandy

MAY 4, 2020

Close in on low hanging fruits. If you have a good volume of inbound leads coming in – identify and qualify the ones with the most buying intent and close them first. Depending on how quickly they’re attended and onboarded, you’ll get some smooth closes. Campaigns to nurture closes after pandemic.

Pipeline 81

Pipeline Campaign Price Up-sell 81

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. Duration: 15 to 30 Days. Seller’s Cost: Low. Deal Size: Low.

Objectives and Key Results 74

Objectives and Key Results Technical Sales Engineering Sales 74

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. As a matter of fact, outsourcing can be a business owner’s best friend, a contracted colleague to lean on through the thick and, considering the recent pandemic, the thin.

Contract 52

Contract Pipeline Campaign Clients 52

Sales Hacker

APRIL 29, 2021

In other cases, a marketing or sales enablement team will take on this task. No matter who ultimately writes the copy, the most important thing to consider when writing sales content is that sales reps need to be consulted. Just make sure that your enablement team is in close contact with end-users as new content rolls out.

A/B testing 103

A/B testing Sales Quota GTM 103

Sales Hacker

JANUARY 13, 2021

Resell arrangements are usually made with channel partners, consultants, and solution providers. OEM licenses are significantly larger deal sizes than direct to end-user contracts because the licensee is usually pushing out the software to their entire customer base or a large portion of their customer base. Licensing OEM software.

GTM 74

GTM Negotiate Profit margin Contract 74

Sales Hacker

NOVEMBER 2, 2021

He has built and led AE and SDR sales teams, achieved individual revenue quotas, developed go to market strategies, managed regional sales, and recently has been a hiring machine. Appy Choudhary: I started off as an engineer and then slowly got into sales engineering, supporting and consulting techy clients.

Drivers/motivators 80

Drivers/motivators Engineering Promote Up-sell 80

Sales Hacker

DECEMBER 2, 2019

This week on the Sales Hacker podcast, we speak with Mary Rogul , a VP Sales Consultant, who’s currently an Enterprise Sales Advisor at Crayon. She’s now a consultant helping VPs of Sales scale and build their sales teams. Every sales org feels the pressure to close deals faster. That’s number 2, closing more deals.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

Gong.io

JANUARY 5, 2019

It helps you navigate who plays which role on the buying panel, and which steps to take with each buyer to maximize your odds of closing the deal. Up-Front Contracts : Agree on a plan with the buyer to ensure you secure the next step in the sales cycle. Market Intelligence: What’s happening in this market?

Pitch 131

Pitch Sales Up-sell Contract 131

Sales Hacker

MAY 20, 2019

Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology. How to better optimize your go to market. Jake Dunlap is the founder and owner of Skaled , which is one of the leading sales technology consulting companies in North America.

Consult 63

Consult Technology Technology Networking 63

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast. It was all about getting the contract.

Growth 82

Growth Cross-sell Contract X-functional 82

Sales Hacker

DECEMBER 30, 2019

He then went on to help build PatientPop to over 60 million in recurring revenue and now he’s consulting to SMB businesses. It’s all about how to build a great culture, how to think about incentivizing a team, how to help pull out a quota if you’re going to miss the number, and some creative things you can do to get there.

Cross-sell 52

Cross-sell Contract Pharmaceutical Quota 52

Lead Fuze

JANUARY 1, 2022

These companies usually sell to channel partners or consultants who then provide services around that product for an added value. OEM licenses are larger than direct to end-user contracts because the licensee is usually pushing out software to their entire customer base or a large portion of it. Using an OEM go-to-market strategy.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Sales Hacker

MAY 20, 2019

Skaled is a modern sales-consulting firm that helps companies implement best in class sales and marketing processes and technology. How to better optimize your go to market. Jake Dunlap is the founder and owner of Skaled , which is one of the leading sales technology consulting companies in North America.

Consult 49

Consult Technology Technology Networking 49

SBI

FEBRUARY 25, 2020

These are the sentiments that describe their view of CAPs: The advocate program is like a reference “help desk,” lining up references for salespeople in the 11th hour of the sales cycle: reactive, tactical; a necessary evil to close deals. Your company: is launching a new product/service offering. has identified a new segment ripe for growth.

Customers 49

Customers Strategize Cross-sell B2B 49

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. But, Let’s go to the beginning: How’d you get into sales? What You’ll Learn.

Product 52

Product Pipeline Engineering Cross-sell 52

SaaStr

JANUARY 17, 2020

What other elements of the contract should startups really spend a lot of time focusing on? But it also means that SaaS has had a much bigger impact in the growth of businesses and in the ability for companies to execute a great go-to market strategy. What must startups always remember when pitching CIOs? *

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

SaaStr

MAY 10, 2019

231: Jason Reichl is the Founder & CEO @ GoNimbly, the first SaaS consultancy to focus on revenue operations. Currently growing 100% year over year, working with companies to un-silo their operations and create one strategic revenue ops team to support their Go To Market strategy. Why are they so damaging?

X-functional 51

X-functional SQL Pipeline GTM 51

Lead Fuze

JANUARY 1, 2022

As it turns out, there are a lot of outside services that can be contracted to do your marketing. Finding a product/market fit. Productmarket-fit evaluation is essential to your go-to market strategy in any new territory you want to enter. Closing the sale or sales execution. Systematically generating leads.

Commission 52

Commission Territory Sales Objectives and Key Results 52

SaaStr

JULY 30, 2020

Peter Kazanjy: So at TalentBin, that was kind of like my first training wheels, SaaS business, and also the place where I started to learn and appreciate go to market. So I went from being a business generalist founder, so prior to that I was in product marketing and product management at VMware, so big enterprise software company.

Cross-sell 75

Cross-sell Up-sell Start-ups Sell 75

SaaStr

AUGUST 26, 2022

As SaaStr Europa 2022 drew to a close, attendees took one more opportunity to ask Jason questions about topics like how to navigate the current market, the future of work, playing in a crowded space, and hiring your first VP of Sales. You will never, in SF classic SaaS, be able to get anybody to go back to the office.

Quota 79

Quota Growth Product Closing 79

SaaStr

AUGUST 20, 2020

Before Figma, Kyle spent close to 3 years as an Account Executive at ADP. Before Figma, Kyle spent close to three years in AE at ADP. We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side.

Sales 74

Sales Price Quota Start-ups 74

Sales Hacker

DECEMBER 8, 2020

At 15, he began going to school part-time in Northern England in Manchester, so that he could run a technology consulting business that he had started. They’re static and haphazardly reaching out to accounts that aren’t ready to close. A gentleman called Mike Rognlien, he runs Multiple Hats Consulting.

Sales 99

Sales E-commerce Technology Technology 99

SaaStr

JULY 29, 2022

Even though it wasn’t that expensive, in the early days, they literally would ship it for free and assume the customer would close. They had about a 90% trial-to-close rate, so they would ship out these $50 or $60 trackers. But go to saastr.com and watch the session that the CMO, Patrick Moran did , the SaaStr session he did.

Price 82

Price Product Start-ups Niche 82

SaaStr

NOVEMBER 2, 2019

A classic example is a Shopify selling to, let’s say, contract. And I think it’s a constant challenge that every business that moves up market deals with and that requires just thoughtful orchestration across all three areas. That’s the beauty of that business. Yes, it does not scale, but the beauty is the product.

GTM 49

GTM Price Up-sell Product 49

SaaStr

MARCH 31, 2020

My focus is SaaS and my job is to create a defensible go-to market moat, right? When we talk of hypergrowth and I go back to Drift and Segment to give you an idea of how fast and how much growth there is, we did 3X revenue at Segment in 18 months and we made 5X revenue at Drift in 18 months. Let’s go into innovation.

Growth 52

Growth Engineering Launch Commission 52

SBI

NOVEMBER 7, 2019

“Percolate will be essential in helping Seismic widen our industry lead in enabling marketers do so in one-to-one customer interactions while also expanding our combined capabilities into all content initiatives and distribution channels.”. And it all starts with understanding your customers and what needs to. Prospect Intelligence.

Customers 20

Customers Tradeshows Technology Technology 20

The Lost Book of Sales

JULY 12, 2021

The way around this problem for many marketing professionals is to break up the category into isolable “market segments.” Marketing professionals insist on market segmentation because they know that no meaningful marketing program can be implemented across a set of customers who do not reference each other.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Heinz Marketing

JUNE 24, 2019

Ryan: Oh I just had to close my laptop because I had the U.S. Open livestream going all morning and I figured that would be crashing from this call. I had to think about do I want to hang up on a prospect or should I just close down my video feed for a while. Because that sounds right up my alley. That would be awesome.

Pipeline 64

Pipeline Sports Sales Real Estate 64

Outreach

JUNE 3, 2021

As a demand gen leader, one of the most important aspects of my role is to ensure our go-to-market teams and particularly our field reps are armed with high-quality data, leads and playbooks to help them create and close pipeline. Brooke Simmons , Director of Customer Success & Value Consulting.

GTM 59

GTM Objectives and Key Results Angle Legal 59

Hubspot

NOVEMBER 29, 2022

Real-time insights that can be consulted throughout the forecast period. With this feature, you can keep track of how close you are to hitting your target for the month, quarter, or year. WinScore Insights," which predicts the probability of successfully closing a deal and suggests levers that could influence deal success.

Pipeline 74

Pipeline Price CRM Quota 74

SaaStr

MAY 15, 2020

I went into product marketing for the commercial arm of Xerox Park, which is a big computer research company here. Did a lot of consulting for high tech startups, I really love the startup space. Does customer success start after you close a sale? Then, I went into sales school, Xerox sales school. Bridget Gleason: Right. .

Trust 75

Trust Start-ups Customers Up-sell 75

Salesforce

MAY 2, 2022

This year, we’re adding 13 new names to our top-tier cohort, featuring experts in go-to-market strategies, diversity and inclusion, mental health, productivity, and revenue growth in our digital-first world. These are the future-makers in sales. Without further ado, here are the influencers who made our list for 2022.

Gaming 98

Gaming GTM Consult Sales 98