Gong.io

DECEMBER 14, 2022

Target account selling is a B2B sales methodology that focuses on building and nurturing relationships with strategically chosen, high-value accounts that have a high probability of closing. What makes these accounts likely to close? Achieve higher annual contract value (ACV). Go-to-market outreach.

Sell 62

Sell Cold Call Contract GTM 62

SaaStr

MARCH 7, 2023

The Takeaway In today’s environment, companies need to keep a close eye on their burn multiple (how much money are you burning for every new dollar of ARR you’re adding in a given period of time?). Some other strategies for creating a more efficient go-to-market are: Adjusting pricing and contract terms with customers.

GTM 65

GTM Growth Profit margin Contract 65

Highspot

JANUARY 19, 2024

Airtight collaboration across go-to-market teams eliminates waste and enhances seller capacity. Successful revenue engines require alignment across the board, where marketing and revenue operations play crucial roles in enabling sales. Investment in people gives sales teams the confidence and power to close critical deals.

Strategize 64

Strategize Growth Quota Sports 64

Sales Hacker

DECEMBER 21, 2023

Contracted $ARR quadrupled, win rates doubled, and ACV increased by 150%. Several leading indicators contributed here, including product maturity, a better understanding of our customers and competition, and better coordination across sales and marketing. Here are the areas of greatest impact SEs have made at Stytch: 1.

Engineering 97

Engineering Objectives and Key Results Drivers/motivators Teamwork 97

SaaStr

FEBRUARY 8, 2022

You’re not the only SMB asking this question as you navigate perpetual pitches, closing clients, and growth. . Waze defines value as the deal size or amount of the contract. Additionally, look at why you’re not closing more accounts by zooming into the reasons you’re losing out on them. . Let’s look at them: Value.

Objectives and Key Results 91

Objectives and Key Results Pitch GTM Cold Call 91

SaaStr

SEPTEMBER 12, 2023

Jason discusses two successful cold emails that he received and then funded – one from Mapistry that summarized the opportunity, customers, and growth profile, and one from Talkdesk that highlighted metrics, case studies, and go-to-market strategy when they were at $1M in ARR. Long-Term Contracts 8. Structured Data 4.

Price 91

Price Contract Territory Growth 91

Salesforce

JULY 28, 2022

Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. Juliette Evans, learning and development business partner for Close Brothers , uses Salesforce Trailhead to support her teams’ ongoing education. “We Speed up rep success.

Cross-sell 98

Cross-sell GTM Quota Contract 98

InsightSquared

MARCH 6, 2018

It’s where you’ll track leads to opportunities to closed deals and everything in between. They’ll ensure guidelines are properly adhered to and contracts are being executed, all while simultaneously working to eliminate barriers that slow down the contracting process. Go-to-market strategy. Renewals management.

Contract 119

Contract CRM Territory Sales 119

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Average Annual Contract Value. Because of this, we tend to overlook the individual value customer contracts are bringing us each year. But, the truth is, time is not on their side. In-Period Bookings .

Contract 62

Contract Territory Cross-sell Pipeline 62

Spiro Technologies

MAY 26, 2023

Simplifying data entry helps users focus on what truly matters—nurturing and closing deals. Closing: You’ve received a verbal commitment or have a strong belief that the deal will be closed within the next month. Closed Won: Congratulations! The contract is signed, and you’ve received the payment.

Pipeline 52

Pipeline CRM Represent Contract 52

SaaStr

DECEMBER 7, 2020

With the right tools, you can leverage product-led growth, a disruptive go-to-market strategy, that’s been adopted by the most successful companies in the subscription business, including Slack, Dropbox, Twilio and Shopify. No need to wait for your existing eSignature contract to end, you can switch to Conga Sign today!

Contract 63

Contract Growth Start-ups Service 63

Sales Hacker

SEPTEMBER 1, 2022

The executive sponsor will often have the title of VP of Sales, VP of Sales Operations, VP of Marketing, or Director of Sales Enablement. They make major decisions for the tech stack — they own the budget and can sign contracts. Meet your go-to-market guru. They’ll work closely with your engagement strategist, above.

GTM 84

GTM Contract CRM Meeting 84

SaaStr

JANUARY 6, 2023

“Go-to-market innovation today is significantly undervalued.” However, you should spend a similar amount of time on how you can innovate in your go-to-market team. Of course, product innovation is very important, but we often forget how important going to market innovation is.

Legal 52

Legal Prospecting Customers Contract 52

SaaStr

NOVEMBER 1, 2022

Having a leg in SV could help build a global team and work closely with customers. The former CRO of a successful prosumer SaaS company shared how they gave away free annual licenses for all new users over and above the ones contracted. It’s a close-knit buyer/seller group. Proximity to customers helps too. Learnings on GTM.

GTM 85

GTM Cross-sell Niche Strategize 85

Salesforce

OCTOBER 12, 2021

They see how all departments can drive revenue for the company; those departments can include sales, marketing, customer success, and finance. The CRO leverages cross-functional knowledge to create a complete view of the customer lifecycle from bringing in new leads to closing deals to renewing customer contracts. Not exactly.

Gaming 98

Gaming Cross-sell Finance Sales 98

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.” There was also a drop in average contract value and referrals. These also should be closely monitored and managed for sustained growth. Reps used whatever tactics they could to close deals.

Go To Market 101

Go To Market GTM Strategize Growth 101

SaaStr

APRIL 30, 2024

2022 was a foundation-building year, fixing a very leaky bucket where the product crushed it with the right customers, but they were closing a lot of poor-fit customers. You shouldn’t be adding a bunch of sales reps or spending a bunch of money on marketing if the economics aren’t sustainable. So highly efficient.

Go To Market 96

Go To Market GTM X-functional Objectives and Key Results 96

Gong.io

OCTOBER 27, 2021

That’s how it ensures alignment between plans and reality, and helps everyone on your sales and go-to-market teams be their highest-performing selves. That might include contract lifecycle management, maintaining comms channels, facilitating inter- and intra-team collaboration on major deals, and allocating accounts.

Quota 62

Quota Pipeline Sales Contract 62

Martech

SEPTEMBER 14, 2023

4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. Here, in reverse order, are the top four deeper dive areas where we found direct success. #4

GTM 116

GTM Market share Growth Technology 116

Sales Hacker

JANUARY 11, 2021

The contracts are often non-standard and you may need sign-off from several teams and stakeholders. Deal desks create efficiency, speed, and greater visibility across go-to-market teams. Lower the amount of improperly priced contracts that go out? Create greater alignment between go-to-market teams?

Legal 70

Legal Contract Price Negotiate 70

Lead Fuze

NOVEMBER 30, 2021

There are many different go-to-market models in SaaS. The average selling price is the value of all closed deals. The Sales Cycle Length is a measurement of how long it takes your company to close a deal, from the first meeting until the contract has been booked. Target Addressable Market (TAM).

GTM 52

GTM Price Contract Sales 52

Hubspot

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Go To Market 69

Go To Market Process GTM Launch 69

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 68

GTM Education Sales Contract 68

Sales Hacker

SEPTEMBER 2, 2023

Forecast prediction: Uses augmented analytics to offer insight on deals in the pipeline that sellers expect to close in a given period through an AI-driven predictive forecast recommendation at multiple levels of the sales hierarchy. Brian Weinberger – SVP of Sales We have re-negotiated contracts as the renewals come in.

GTM 78

GTM Negotiate Pipeline Contract 78

Salesforce

AUGUST 12, 2021

Lead every marketing effort with Slack. Go to trailhead. Create dedicated channels to stay close to your sales team. From nurturing leads to analyzing metrics, sales and marketing alignment is vital for optimizing every stage of a campaign.

Campaign 98

Campaign Contract B2B Conversion 98

Gong.io

MARCH 17, 2020

When it comes to advice on closing deals, there are a million opinions on how to build momentum, influence deals, and forecast accurately. . So in true Gong fashion, we looked at the data behind sales execution to learn how to close deals effectively. Use it and you may be 258% more likely to close a deal. (I Big time. .

Sell 79

Sell Objectives and Key Results Sports Technique 79

Sales Hacker

DECEMBER 21, 2017

Contract Lifecycle Management. To achieve that, sales operations people help streamline process to speed up the sales cycle and enable sellers to close more deals. Contract Management. Contract Lifecycle Management. Customer contract life cycle management. Allocation of Accounts and Sales Territories. Automation.

Territory 87

Territory Non-Profits Contract Quota 87

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

InsightSquared

OCTOBER 31, 2019

While others might be thinking of candy and costumes on October 31st, those of us who are part of the go-to-market engine are hoping we receive treats from our prospects and not tricks. Halloween is here and there are spooky things all around us, but your sales pipeline should not be one of them.

Pipeline 63

Pipeline Contract Prospecting Engineering 63

InsightSquared

MAY 25, 2021

Less than half (47%) of opportunities actually close within the original forecast date. During tabulating the research findings, the following company segmentation attributes were used: 1) Company Revenue; 2) Average Annual Contract Value; 3) Distribution Model; 4) Target Customer Market and; 5) Go-To-Market Motion.

CRM 62

CRM B2B Contract Growth 62

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

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.

Objectives and Key Results 73

Objectives and Key Results Technical Sales Engineering Sales 73

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 no events are happening now (virtual excepted – and these do not cost sponsors anywhere remotely close to the Platinum, Gold, etc. 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

Lead Fuze

JANUARY 1, 2022

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. One OEM contract can give thousands or tens of thousands access to licensors software. Using an OEM go-to-market strategy. Licensing OEM software Sellers.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Sales Hacker

MAY 27, 2019

How to assess your go to market strategy. With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. As sellers mature, they learn that lesson and focus on developing pipe even while they’re closing deals.

Product 60

Product Objectives and Key Results Up-sell Contract 60

Sales Hacker

JULY 22, 2019

With Conga, you can simplify documents, automate contracts, and execute e-signatures so you can focus on accelerating sales cycles and closing business faster. How well did we pull things in from a future month that may be have been set for a close date of an opportunity set for a future month? Don’t miss episode 67.

Growth 56

Growth Pipeline Contract Start-ups 56