Gong.io

JANUARY 13, 2020

I focus on the intrinsic characteristics. If you’re scaling a big org, to take the time to teach somebody how to be curious to be successful in selling is not a great use of a manager’s time. Selling a New Category . I think with category creation and the sales process, essentially you’re selling twice.

Intrinsic 62

Intrinsic Growth Territory Up-sell 62

SaaStr

OCTOBER 8, 2019

We can actually bring them up on a slide here as well. Here are a couple of the stages of denial that I think I went through as founder CEO from doing sales completely on my own, to building out a sales team and finding actual leaders for the go-to market team. I would love a 75% close rate. Katie Helton: Yeah, sure.

Sales 50

Sales Intrinsic Growth Product 50

Sales Hacker

APRIL 12, 2018

It’s cost their business four quarters of performance , employee morale, and a BDR team that’s hanging by a thread led by a shining star of a director of sales who is stepping up to the plate but stretched way too thin trying to hold it together. 1) Know Who You Need to Hire and Why (Heads Up, Many Struggle with This).

Intrinsic 54

Intrinsic Quota Sales Up-sell 54

SaaStr

JUNE 10, 2021

Marten Mickos: So we’re look into the definition of what this can mean and how you build value from your company that you can sell to another company so that they become tangible results for the customer. But it’s more difficult than just setting up a website and selling subscriptions.

Customers 56

Customers Price Contract Objectives and Key Results 56

SaaStr

AUGUST 27, 2019

In addition to sales comps go to super power is a mean karaoke rendition of, Since You’ve Been Gone. Jessica Lin: Next up we have Michaela Lairs, senior director of finance at Movable Ink, a digital marketing platform, and also a veteran of top enterprise startups in New York City. But also what is my go to market motion?

Territory 53

Territory Contract Cross-sell Drivers/motivators 53

SaaStr

JANUARY 31, 2020

How does being a developer-first product fundamentally change the go-to-market? How does Eugenio approach the issue of agency when selling to CIOs but having devs use the product? Now, I’m always a go to market nerd. We looked up to them in many, many ways. It’s interesting.

Price 69

Price Engineering Trust Product 69