SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). Either way, the foundation for success in Go-To-Market starts with the right team.

Go To Market 103

Go To Market Growth GTM Product 103

SalesLoft

APRIL 25, 2024

Join us live as go-to-market experts share their best advice and insights from the frontlines of revenue — with tactics you can immediately implement at your organization. Chris Turner and Rebby John get this question a lot: what does a sales engineer do? Rebby: Ultimately the sales engineering role is a revenue function.

Engineering 52

Engineering Sales Education Finance 52

Gong.io

SEPTEMBER 9, 2021

I don’t just sell — I coach and direct a go-to-market team.”. Here’s what you need to know if you want to close six-figure deals: Bigger deals need more multi-threading. Visibility into who you’re working with and how engaged they are is critical for closing complex, six-figure deals. (Or But your engineers?

Closing 162

Closing Sports GTM Legal 162

SaaStr

JULY 5, 2023

Let’s find out the go-to-market models Divvy used to go from zero to a $2.5B To align the funnel and reduce waste and friction, Divvy would compensate each group, from marketing to customer support, one stage below where they were actually responsible in the funnel. How did they do it?

Go To Market 81

Go To Market GTM Quota Up-sell 81

Highspot

MARCH 12, 2024

To maximize the impact of revenue enablement, you must focus on three elements: the enablement’s position in your go-to-market (GTM) engine, its strategic role, and how you measure its impact. The final step is to correlate those successful business reviews with closed-won opportunities.

Strategize 115

Strategize GTM Cross-sell Finance 115

Sales Hacker

FEBRUARY 23, 2024

Here’s how it works: Rather than having each function of a SaaS startup (sales, finance, product, and marketing) run on a 3-month sequential basis, Vichich’s teams ran on a quarterly cycle. These cycles were offset by 45 days, with product/engineering and marketing on one calendar, and sales and finance on the other.

GTM 91

GTM Sell Finance Launch 91

SBI

JANUARY 15, 2019

InsideView Apex Boosts Go-to-Market Planning Decisions with Full Funnel Analytics. InsideView Apex now includes pipeline and revenue analytics, which gives revenue leaders visibility into the entire sales funnel, empowering them to make quick yet well-informed decisions about their market segmentation and GTM strategy.

Go To Market 26

Go To Market GTM Pipeline Launch 26

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Over the last few years he has advised and invested in many B2B SaaS companies, particularly focused on helping with Go-To-Market.

GTM 91

GTM Growth Referrals Contract 91

SaaStr

JANUARY 3, 2023

If you’re a go-to-market operator, you know this new imperative is not an either/or. RevOps as a unifying force in go-to-market strategy. Companies’ go-to-market approach is becoming more complex as customer expectations change. Building the engine. Velocity: How quickly can you close a deal?

Growth 91

Growth Drivers/motivators Go To Market Sales 91

SaaStr

DECEMBER 21, 2023

By the time companies get to Series B, they’ve figured out their product-market fit but they still haven’t scaled. Series B is where the go-to-market expertise is essential – you have to know how to truly understand who your target customers are and set up an experimental channel strategy.

Gambling 90

Gambling GTM Legal Contract 90

SaaStr

JANUARY 25, 2023

In this episode, Snow shares the journey to realizing the strength of revenue alignment through sales, marketing, and customer success and the principles for implementing this structure to yield tremendous results. Building a unified revenue team Divvy’s revenue organization sustains the go-to-market engine responsible for its hypergrowth.

Objectives and Key Results 90

Objectives and Key Results Customers Teamwork Drivers/motivators 90

Sales Hacker

NOVEMBER 16, 2023

Demonstrating a clear understanding of your buying cCommittee and enabling your go-to-market teams to employ this information as part of your sales playbooks will unblock deals, help you prioritize resources to impact, and chart mutual close plans with your customers. Functional Leader: This is the department bigwig.

Objectives and Key Results 88

Objectives and Key Results Engineering B2B Start-ups 88

Search Engine Land

OCTOBER 25, 2023

For example, many businesses go to market by industry, so those types of businesses will need an ICP per each industry market. Revenue impact can be measured: Directly from closed-won deals stemming from leads that submitted an online form after entering your site from an organic search listing.

B2B 112

B2B B2C Non-Profits Education 112

Veloxy

FEBRUARY 15, 2024

The Hardcore Closer Podcast The Hardcore Closer Podcast with Ryan Stewman offers modern sales techniques to boost leads, close rates, and sales across industries. Podcasts like ‘Closing Deals in Heels’, ‘The Confident ClosHER Podcast’, and ‘She Sells Radio’ are designed to empower women in the field of sales.

Gaming 233

Gaming Sell GTM Technique 233

Heinz Marketing

OCTOBER 4, 2021

This week’s show is called “ A New Go To Market Framework to Get You MOVE-ing “ My guest is Sangram Vajre , Author, Co-Founder & Chief Evangelist at Terminus. We’re going nuts folks, trying to close some deals in our sales pipeline, but we’re still here. So thanks for joining us.

Pipeline 117

Pipeline Go To Market Cross-sell Sales 117

SaaStr

AUGUST 10, 2023

Ideas are cheap, yet there’s a tendency for people to get cagey with them in the early days, holding them close and making VCs sign NDAs. Building a go-to-market function from scratch. Building A Go-To-Market Function From Scratch You’ve built a technical product, and now you need to build a go-to-market function from scratch.

Growth 74

Growth Engineering Meeting Appointment 74

SaaStr

SEPTEMBER 15, 2023

For context, Mathrubootham shares that everyone in India gets an engineering degree and then figures out what to do with life. So, if he wanted to hire customer support, it could be a biomechanical engineer. As early as 2013-14, Freshworks closed Burger King, 3M, Schneider Electric, Pearson, and Sony, and they all came inbound.

Gambling 94

Gambling Electricity Launch B2C 94

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

Martech

MAY 2, 2024

What’s on the minds of business buyers, by role Traditionally, marketers have relied on job titles as a clue to the identity of a possible member. Titles like finance VP, IT manager, CEO, engineer, plant manager and purchasing agent come to mind. We cannot really know, but we try to get as close as possible,” she says.

B2B 117

B2B Drivers/motivators CRM GTM 117

Sales Hacker

OCTOBER 19, 2022

Ah, yes, the age-old challenge with compensation plans: over-engineering. Compensation is the caboose, not the engine. Strategy is the engine. Compensation is the caboose, not the engine. Strategy is the engine. Make it easy to close business,” Jared said. Top 10 sales compensation challenges.

Commission 96

Commission Finance Quota Strategize 96

SBI

JANUARY 31, 2020

TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory. New alerts now make it even easier for reps to access TechTarget’s purchase intent insight to close more deals faster. ndrew Gilman, Head of Marketing, NWN Corporation.

Territory 29

Territory Engineering Strategize Technology 29

SaaStr

OCTOBER 19, 2021

And because they think anyone actually needs their product, they underoptimize their initial go-to-market strategies, or worse, don’t even really have a good one. We have CRM, call center, Gmail, web site, Slack, a sales team that does close deals without your product, a marketing team that does acquire leads, etc.

Product 105

Product CRM Closing Prospecting 105

Martech

OCTOBER 14, 2021

Problems with orchestrating processes across multiple tools aren’t limited to lead management, either: If you work in RevOps, you’ve certainly earned some battle scars when trying to make the litany of software tools across your go-to-market org play nice. But nobody gets off easy. This approach has its own challenges.

SQL 101

SQL Pipeline Technology Technology 101

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.

Strategize 64

Strategize Growth Quota Sports 64

Sales Hacker

MAY 6, 2021

This includes roles that are complementary to sales like renewals, customer success, and solution engineering. The mandate of a VP of Sales is to maximize the organization’s revenue bookings, renewals, and retention by maintaining control of the entire deal pipeline, from SQL to proposal to negotiation, to commit, to close.

B2C 95

B2C Pipeline SQL Strategize 95

SaaStr

JANUARY 27, 2021

If an outbound sales team really can generate more revenue than it costs … if an event can generate more customer revenue than it costs to put on … if an engineer can build more features, that close more customer revenue than her salary … etc. “I don’t need a real VP of Marketing … Yet.”

Repeat business 119

Repeat business Engineering Pitch Closing 119

Sales Hacker

JUNE 27, 2022

Every closed deal requires two parts: the right buyer and the right seller. Those who take the time to create theirs are better positioned to deliver training and coaching that ensures all sellers are always ready to close any deal. Skills: Sellers must master key skills to be able to close deals. Sales engineers.

Objectives and Key Results 96

Objectives and Key Results Objection handling GTM Quota 96

SaaStr

SEPTEMBER 28, 2023

The likes of Loom, Modern Treasury, Brex, Webflow, and many others are all powered by WorkOS, so they can go upmarket and go after those Enterprise customers. Can You Get Away Without Single Sign-On When Closing Bigger Customers In 2023? Not having these things when trying to close with really big companies is a nonstarter.

Cross-sell 89

Cross-sell Growth Up-sell Launch 89

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.” Over-engineering the customer experience CX is one of the most valued company assets in gaining market share and growing margins. Reps used whatever tactics they could to close deals.

Go To Market 101

Go To Market GTM Strategize Growth 101

Sales Hacker

MARCH 1, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. Consider the overnight success of a celebrity-owned product.

GTM 72

GTM Launch B2B Growth 72

Highspot

SEPTEMBER 26, 2023

“We’ve already seen the tremendous potential of conversation intelligence in the world of sales,” said Ellie Fields, Chief Product and Engineering Officer, Salesloft. Using Salesloft and Highspot together, go-to-market teams can find skill and behavior gaps, coach to close those gaps, and measure the impact on revenue outcomes.”

Meeting 52

Meeting Launch Customer Relationship Management Strategize 52

SaaStr

NOVEMBER 17, 2023

At this year’s SaaStr Annual, Mark Roberge, co-founder and Managing Director of Stage 2 Capital, takes the stage to have a bake-off between startups and incumbents when it comes to who will win the AI Go-to-Market race. There is a close parallel between how the internet disrupted society and software and how AI will, too.

GTM 102

GTM Technology Technology Up-sell 102

SaaStr

FEBRUARY 12, 2022

Within each segment, they split up buckets of data in the following categories: Companies, Deal Creation, Close Rate, ACV, Market Share (which measures Gorias customer vs. competitor market share) and NRR. Lapeyre believes that you should consider your strategy as a growth engine. Scale What Works.

Customers 94

Customers GTM Referrals Growth 94

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. My sales POC case study.

Objectives and Key Results 74

Objectives and Key Results Technical Sales Engineering Sales 74

SalesLoft

JUNE 29, 2023

Rhythm presents your sellers with a set of prioritized actions based on what is most likely to help them build pipeline and close deals. They’re ranked and prioritized based on immediacy and impact — features led by our patent-pending AI engine, Conductor AI. The importance of ethical AI Rhythm is going to change the industry.

CRM 52

CRM Government Pipeline Engineering 52

Sales Hacker

JULY 19, 2021

Process is the building block of a successful revenue engine. The RevOps organization is responsible for defining, building, improving, implementing, and maintaining scalable go-to-market processes. I need an email alert when I close a deal. And an update before the go-live. Salesforce is down. HubSpot is down.

Gaming 93

Gaming Process Engineering Start-ups 93

SaaStr

JANUARY 30, 2023

Deel solved this by scaling the revenue operations team in conjunction to support sales, design quotas, and go-to-market strategies, and leverage data to identify the best strategies. Expanding your footprint opens doors to multiple markets and opportunities to introduce your product. Listen to your team.

Cross-sell 91

Cross-sell Account management Clients Growth 91