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

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 98

Engineering Objectives and Key Results Drivers/motivators Teamwork 98

Spiro Technologies

MAY 26, 2023

It’s a crucial component that allows organizations to visualize and track their sales process, from prospecting through fulfillment. Simplifying data entry helps users focus on what truly matters—nurturing and closing deals. Closed Won: Congratulations! The contract is signed, and you’ve received the payment.

Pipeline 52

Pipeline CRM Represent Contract 52

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Did the prospect stall on a specific page of the proposal? Average Annual Contract Value. Because of this, we tend to overlook the individual value customer contracts are bringing us each year.

Contract 62

Contract Territory Cross-sell Pipeline 62

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 85

GTM Contract CRM Meeting 85

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

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. Executives can also convince themselves that sales will provide enough “air cover.”

GTM 121

GTM Market share Growth Technology 121

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. 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. Learnings on GTM.

GTM 86

GTM Cross-sell Niche Strategize 86

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

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 79

GTM Negotiate Pipeline Contract 79

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

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

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. Tip: Read more about these evaluation attributes. Guided trial. POC and POV.

Objectives and Key Results 74

Objectives and Key Results Technical Sales Engineering Sales 74

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

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. Often times we’re communicating with our prospects over the phone or via email.

Pipeline 63

Pipeline Contract Prospecting Engineering 63

Hubspot

SEPTEMBER 12, 2018

Certain prospects may even skip stages in your pipeline -- for example, if a buyer proactively introduces you to the budget authority before you’ve asked, you’d move the deal straight from “initial connect” to “meeting with decision maker.”. After prospects have passed the critical point, most should become customers.

Pipeline 101

Pipeline Negotiate Objectives and Key Results Sales 101

SalesHandy

MAY 4, 2020

At this time, the most important thing for businesses like yours is to keep communicating with prospective customers and bring up their confidence. It would be easy to mess up your prospects with potential customers if you don’t get this right. Close in on low hanging fruits. 9 Strategies for COVID-19 email outreach campaigns.

Pipeline 81

Pipeline Campaign Price Up-sell 81

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 ). Count me in.”.

Hospitality 66

Hospitality Angle Contract Appointment 66

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. This is big takeaway #2.

Go To Market 103

Go To Market GTM X-functional Objectives and Key Results 103

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 88

Territory Non-Profits Contract Quota 88

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

criteria for success

APRIL 1, 2020

Prospecting Through Uncertainty. Many salespeople are finding it difficult to prospect for new business. They may be concerned about what message to send, or worried about whether it’s appropriate to be prospecting right now. For most salespeople, you can and should continue to prospect throughout this situation.

Sell 97

Sell Prospecting Up-sell Territory 97

Sales Hacker

DECEMBER 2, 2019

If you’re not prospecting, you’re losing money [9:55]. Every sales org feels the pressure to close deals faster. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Sam Jacobs: Do you block off time to prospect? Show Agenda and Timestamps.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

SalesHandy

JULY 12, 2022

If you spend enough time researching and creating your ICP, then you will be able to solve prospective customers’ problems now and in the future. This guide will help you understand the importance of having an ICP, and how you can create your own ICP to lead your sales and marketing team to well-deserved success. .

Customers 59

Customers Cross-sell Represent Contract 59

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

Lead Fuze

JANUARY 1, 2022

Need Help Automating Your Sales Prospecting Process? Go through a variety of filters to zero in on the leads you want to reach. 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

SalesLoft

JANUARY 19, 2017

At this time I was tasked with developing & executing sales account strategy and managing the training of all go-to-market teams. But even then, many reps struggle to source and identify truly qualified opportunities that their company is likely to close. 4) Achieve marketing & sales alignment – finally.

Cross-sell 52

Cross-sell Sales Contract Prospecting 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. Pain: Assess the buyer’s needs and determine how your solution can help.

Pitch 131

Pitch Sales Up-sell Contract 131

Highspot

APRIL 2, 2020

Planning and strategizing go-to-market plans. Modern sales operations teams improve sales performance by speeding up the sales cycle and enabling reps to close deals faster. Top efficiency metrics include: Length of Sales Cycle: The average amount of time it takes for sellers to close. Contract lifecycle management.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

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. Instead of asking, “ Who should I be prospecting into? ”

Sell 78

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

SaaStr

MAY 8, 2020

Jessica Lin: Our company Fire Hydrant and Incident Response platform has set up what are effectively sandbox simulations where their prospective customers can actually use Fire Hydrant in the case of a simulated outage. It may help illustrate new use cases that your prospects may not have known about before.

Cross-sell 68

Cross-sell Contract Start-ups Up-sell 68

Sales Hacker

AUGUST 23, 2018

In this post, I am going to highlight the seven hidden traps in the B2B sales process that might be holding you back. Rushing your prospects. More often than not, businesses struggle to make their profits soar because they waste time going after the wrong product/market. 4) Rushing Your Prospects.

B2B 55

B2B Cross-sell Negotiate Pitch 55

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 96

Go To Market Process GTM Education 96

Sales Hacker

JUNE 2, 2020

Today, he is running the sales organization at a company called Pangea, which scales up tech companies to expand into the EMEA market. If you missed episode 111, check it out here: Prospecting and Researching in Today’s Brave New World with Peter Wooster. What are your prospective, current customers doing on the ground?

Pharmaceutical 67

Pharmaceutical Territory Cold Call Networking 67

Pointclear

JANUARY 27, 2017

I start with Matt Heinz : If we could get more sales and marketing teams to develop and agree on this model TOGETHER, we’d have a foundation for much better, more efficient and effective sales results well into 2017 and beyond. Are they unable to validate need and propensity for change for the prospects they pursue?

SQL 51

SQL Pipeline Strategize Contract 51

Hubspot

SEPTEMBER 5, 2018

Word of mouth has always been fundamental to great marketing, but look at the world we living in today. Trust is at an all time low, it’s harder to get distribution on Google and Facebook, and prospects are doing far more independent research than they ever have. Part 1: Mapping your go-to-market strategy.

Growth 78

Growth Promote Prospecting Education 78