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

SaaStr

JANUARY 17, 2020

What other elements of the contract should startups really spend a lot of time focusing on? Where do founders make mistakes in negotiation? 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.

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

Sales Hacker

AUGUST 23, 2018

The other advantages of selling to SMBs is that over time businesses can gain experience in developing enterprise-grade software while beefing up their go-to-market strategy for SMBs. Asking the critical few from the trivial many questions will shorten your negotiation time and enable prospects to make faster decisions.

B2B 56

B2B Cross-sell Negotiate Pitch 56

Sales Hacker

SEPTEMBER 11, 2020

Once a startup closes a new round of funding, it’s time to execute on its lofty vision. This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. Conduct an RFP process and negotiate contract terms among the front-runners.

Sell 78

Sell Minimum Viable Product Objectives and Key Results Cross-sell 78

SaaStr

MAY 8, 2020

And the hardest thing, Bob said, is for founders to let go of their founding idea. But you may need to go out and test new ideas, potentially refine or go-to-market urgency fit by validating customer’s new top pain points during this time. And I do still think big contracts can still get done at the enterprise.

Cross-sell 72

Cross-sell Contract Start-ups Up-sell 72

Sales Hacker

JUNE 2, 2020

We help them put in place the right talent, the right sales infrastructure, and also the back office, boring stuff that you need to get done, payroll and legal contracts, all of that good stuff, which can be a bit of a hurdle for a lot of companies coming to Europe. Sam Jacobs: Tell us, how do Germans buy? Matthew Gowen: Just super skeptical.

Pharmaceutical 67

Pharmaceutical Territory Cold Call Networking 67

Hubspot

NOVEMBER 21, 2018

So, here’s my step-by-step guide to building your own go-to-market strategy using the strategies I’ve implemented to build multiple companies throughout the years. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? But first, what is a go-to-market strategy?

Go To Market 97

Go To Market Process GTM Education 97

Sales Hacker

JANUARY 13, 2021

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. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Exclusivity.

GTM 74

GTM Negotiate Profit margin Contract 74

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam’s Corner [28:45]. Show Introduction [00:10]. What is LinkSquares?

Contract 108

Contract X-functional Objectives and Key Results Legal 108

Sales Hacker

JUNE 16, 2021

The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. While both are intended to help reps close more deals, sales engagement is a tool to engage buyers. What is sales enablement? Not exactly.

GTM 101

GTM Contract Quota CRM 101

SalesLoft

JUNE 21, 2022

Most of the teams I talk with need technology to help create, close, and keep business. Your legal and finance teams are likely reviewing and negotiating vendor contracts. Multiple contracts to negotiate and manage. Add missed monthly pipeline and closed/won revenue to your cost analysis. Points of Failure.

Negotiate 52

Negotiate Legal Finance Technology 52

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. Closed Won. Deal Closing.

B2B 99

B2B E-commerce Cold Call Represent 99

InsightSquared

AUGUST 24, 2018

Annual Contract Value (ACV): Measurement of discounting, indicative of the effectiveness of negotiation. Conversion Rate 7 (CR7/Upsell): Upsell during usage during the length of the contract. The model runs 1,000 prospects through the system with an Annual Contract Value (ACV) of $30,000.

SQL 54

SQL Contract Growth GTM 54

Gong.io

AUGUST 10, 2020

I think [sales and account management] feed very closely off of each other. Based on my personal experience as an individual contributor—as well as having led sales and account management teams now for the past 12 years or so—I think a foundation of pure hunting sales benefits any role that anyone’s going to do in their career. .

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

SaaStr

AUGUST 27, 2019

I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. But also what is my go to market motion? Either work or not work. Sanj Sanampudi: Great. So Michaela?

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

SaaStr

JULY 2, 2019

We’re here to talk for the next 25 minutes or so about our experience going from freemium to enterprise. Kevin : We kept it fairly vague, if you will, but we’re going to be really focused on the go-to-market elements of the freemium to enterprise model. Dannie : It made for a really nice go-to market model.

Follow-up 60

Follow-up Go To Market Technology Technology 60

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 65

GTM Healthcare Pipeline Sales 65

SaaStr

MAY 27, 2020

So people were paying people to take their futures contracts. So in Q1 and Q2, this is the period with which this cash is going to be depleted. It doesn’t mean these companies are yet out of cash, but they’re getting pretty close. That means specifically they’re going to cancel contracts.

Finance 79

Finance Government Price Contract 79

SaaStr

MAY 10, 2019

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. In the past, Go Nimbly has helped companies like Zendesk, Twilio, PagerDuty and Coursera to achieve alignment and increase revenue by 26%.

X-functional 54

X-functional SQL Pipeline GTM 54

SaaStr

DECEMBER 12, 2020

Kate Taylor: I think when you are early, and you’re starting to assign something out or give someone a project, being able to work closely with them and create a bunch of checkpoints throughout that project, you start to build this trust and become on the same page. And I think we’re doing that at Notion.

Customers 68

Customers Strategize Start-ups Growth 68

Sales Hacker

DECEMBER 8, 2020

They’re static and haphazardly reaching out to accounts that aren’t ready to close. The whole business just grew up and blew up so much that I actually had to go and negotiate with my principal, a part-time study arrangement on the basis that I maintain a particular GPA at school, and it all worked out.

Sales 100

Sales E-commerce Technology Technology 100

SaaStr

AUGUST 13, 2019

And unfortunately by the time we got to the CIO’s, we were heavily price negotiated. And let’s say your average sales price for the opportunity that you’re closing is $10,000. I spent a lot of time talking to CEOs and CROs, exchanging best practices and having conversations about go to market strategies.

Cross-sell 63

Cross-sell Sales Support Growth Up-sell 63

The Lost Book of Sales

JULY 12, 2021

They want to start out with a pilot project, which makes sense because they are “going where no man has gone before,” and you are going there with them. Finally, this group of individuals tends to only be in contact with and trust close friends and family instead of influencers or early adopters.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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. He is also the author of “Sell It Like A Mango: A New Seller’s Guide to Closing More Deals.” Belal Batrawy.

Gaming 98

Gaming GTM Consult Sales 98

SBI

NOVEMBER 7, 2019

Qstream can be used for sales onboarding or ongoing reinforcement and can test and reinforce sales qualification skills, sales negotiation, & product knowledge. ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. Blog Article.

Customers 20

Customers Tradeshows Technology Technology 20