Sales Hacker

FEBRUARY 13, 2020

Transitioning from mid-market selling to enterprise selling isn’t easy. In our first post we focused on how to be product- and market-ready, but that’s still only part of the solution. 1) Marketing: Does your marketing appeal to enterprise orgs? Mental agility and ability to process inputs is a must.

Go To Market 71

Go To Market Up-sell Sales Strategize 71

Sales Hacker

FEBRUARY 21, 2024

They convert better than any other sales channel and afford a more natural and authentic sales process. Too often, an investor, advisor, or friend could have made the difference between closed-lost and closed-won, but they simply weren’t aware. We decided to go bigger. A podcast series?

GTM 78

GTM Referrals Networking Represent 78

Sales Hacker

OCTOBER 13, 2023

We are capping off a week in Nashville of go-to-market executive learnings, live music, and hot chicken. Some of the team have been at Pavilion ’s GTM2023 conference, a B2B SaaS conference for go-to-market executives. Go-to-market motions are shifting. Deals close 46% faster using ELG playbooks.

GTM 98

GTM UX Go To Market CRM 98

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

OCTOBER 20, 2023

It’s only been ten months since ChatGPT launched, and since then, we’ve seen a huge increase in AI applications being created and used globally. OpenAI’s Head of Sales, Aliisa Rosenthal, joined OpenAI a year and a half ago — before ChatGPT launched. After the launch of ChatGPT, they went from 30 leads a week to 10,000.

Growth 93

Growth Launch Territory Legal 93

Martech

MARCH 14, 2023

“SAP intends to remain a close go-to-market and technology partner, servicing joint customers and continuing to contribute to Qualtrics’ success,” said SAP CEO Christian Klein in a release. Business email address Subscribe Processing. Why we care. Dig deeper: Why did SAP buy Qualtrics? Get MarTech!

Launch 86

Launch Technology Technology Service 86

Partners in Excellence

DECEMBER 24, 2012

We’re closing the last deals of the year–that frenzy to make the numbers. We’re getting ready to launch the New Year with a bang. But year after year, we enter the year with the same old sales process–you know, that one we developed a few years ago–or in the case of one of my clients, over a decade ago!

Process 95

Process Territory Sales Quota 95

SaaStr

MAY 5, 2021

Your primary focus in the earliest days of the company is achieving product-market fit. You need a passionate and dedicated founding team, all of whom are close to customers and working to solve their problems. $5-25M: This lesson came the hard way: after a poorly executed product launch. 5-25M: Hire a CPO early.

Product 111

Product Launch Growth Strategize 111

Highspot

DECEMBER 19, 2023

Its benefits contribute to more aligned sales processes and reps that excel in their roles: 1. Streamline the Sales Process The sales development playbook provides a clear roadmap for handling leads, reducing guesswork, and ensuring consistency. This results in a more powerful go-to market strategy.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

SaaStr

FEBRUARY 13, 2024

Ashley’s initial job at Brex was to take the existing successful outbound process, improve it, and specialize the function of SDR. Over time, they changed that to revenue — when an opportunity closed and generated revenue, and the SDR sourced it, they received credit on that revenue. The answer didn’t show up in the data.

E-commerce 70

E-commerce Networking A/B testing GTM 70

Martech

DECEMBER 21, 2022

What are the different types of marketing management? Top marketing management processes to know. Agile marketing management team development . Measuring the results from marketing management. Resources for learning more about marketing management . What is marketing management and why is it important?

Objectives and Key Results 98

Objectives and Key Results Teamwork Cross-sell Customer Relationship Management 98

Sales Hacker

AUGUST 11, 2023

I’ve had about two months now to process the news, and couldn’t be more excited to hit the gas pedal on the new brand. We’re really excited to be able to provide our audience and network with even more high-quality content on all things go-to-market. GTMnow launches next Tues, Aug 15th! What did you learn?

GTM 63

GTM Sales Launch Pipeline 63

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? But the TAS process makes you more attractive to these accounts, too. Reach out to targets.

Sell 62

Sell Cold Call Contract GTM 62

Hubspot

JULY 20, 2020

When team members are so close to the work they do every day or are used to providing a specific value for their customers, strategic improvements to their business can be challenging to identify or act upon. Reveal and fix broken processes. Training Plans to Close Skill Gaps. Provide a fresh perspective.

Consult 78

Consult Objectives and Key Results Clients Launch 78

Highspot

JANUARY 9, 2024

A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. In this article, we’ll explore the B2B sales process, types and components of an effective training program, best practices, current trends, and pitfalls to avoid.

Technique 52

Technique B2B Cross-sell Negotiate 52

Gong.io

SEPTEMBER 14, 2022

Whether you’re launching a new business or a new product, competition is fierce, resources are limited, and market preferences can change in a moment. . With over 700 companies competing in this highly saturated market, getting lost is easy. A go-to-market strategy framework is a blueprint for growth.

Go To Market 62

Go To Market GTM Launch Promote 62

Sales Hacker

JULY 19, 2022

When we launched a new product in September 2020, our go-to-market team was determined to do so in a data-driven, highly iterative manner. I was asking too many close-ended questions (over 25 per meeting). What we learned came as a big surprise. I was interrupting prospects a lot (over 10 times per meeting).

Education 89

Education Pipeline Follow-up Clients 89

SalesLoft

NOVEMBER 17, 2020

Your Lead Management Process Flow. Do you have a formal lead management process? Without one, even the top Sales Engagement platforms can’t close the gap. So you can realize the full value of your investment, whiteboard your CRM lead management process and formally document it for all involved departments to review.

Territory 105

Territory Sales Technology Technology 105

ConversionXL

JANUARY 18, 2022

Product marketing informs strategic positioning and ensures alignment across the company. It partners with sales to close more revenue, informs product teams to deliver better products, and in some cases, co-owns demand generation activities with marketing teams. Defining your brand’s building blocks with product marketing.

Product 110

Product GTM Construction Launch 110

Salesforce

JULY 28, 2022

Elyse Archer , founder and CEO of She Sells, said this should start with the customer need: “What can you change in your processes, systems, and delivery to serve them best now?” Additionally, simple tweaks to payment options and contract terms go a long way to addressing customers’ budgetary concerns. Speed up rep success.

Cross-sell 98

Cross-sell GTM Quota Contract 98

SaaStr

NOVEMBER 3, 2023

That means they still have 85% of the market left to tackle. Toast’s Go To Market Structure Toast has seen unprecedented growth on the revenue side, so let’s look at the customer acquisition strategy. The ones they met in person closed at a 3x rate. It’s infinitely complex and is an iterative process. In the U.S.

Growth 76

Growth Territory Referrals Customers 76

Salesforce

NOVEMBER 7, 2023

Leaderboard: Pull together data from across your sales dashboards and present a Leaderboard to show how top performers rank across sales metrics , like close rates and sales cycle length. Presentations At sales kickoffs, you’re usually launching something new. What are the products? What do they do?

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

ConversionXL

NOVEMBER 23, 2022

A marketing strategy should include a go-to-market plan that is sales-led and product assisted. The marketing team should create its own momentum through feature launches, content campaigns, product launches, and announcements. It has extremely low close rates, and high volumes of junk leads.

B2B 94

B2B Objectives and Key Results Relationship building Growth 94

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

Highspot

JUNE 11, 2020

Once a lead was ready for sales, it could be handed off and, in many cases, would never hear from marketing again. This linear process is no longer possible in today’s world. Customers are constantly engaging with brands long before they purchase and well after a deal closes. Core Marketing Responsibilities.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Highspot

APRIL 14, 2023

If you want your sales team to efficiently and consistently close deals, you need to arm them with the resources and materials they need to be successful. Sales managers also need to be closely attuned to what’s happening in the market to understand any headwinds their sales reps are facing.

Sales 52

Sales Technology Technology Technique 52

Highspot

APRIL 14, 2023

If you want your sales team to efficiently and consistently close deals, you need to arm them with the resources and materials they need to be successful. Sales managers also need to be closely attuned to what’s happening in the market to understand any headwinds their sales reps are facing.

Sales 52

Sales Technology Technology Technique 52

Highspot

FEBRUARY 11, 2020

In the age of product-led growth, business-critical apps are no longer decided by executives behind closed doors. Today, building true-blue customer love has become an essential part of any go-to-market strategy. Listen closely to customer feedback. Too often, transformative products launch, gain momentum, and fizzle out.

Product 72

Product Technology Technology User Experience 72

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 101

Go To Market GTM X-functional Objectives and Key Results 101

Miller Heiman Group

MAY 13, 2019

Buyers today expect sellers to truly understand their business goals as well as their product, team and processes —and when sellers have the fundamental approach needed to engage and interact with their buyers, they win more business. Sellers now must inspire their buyers by providing knowledge and value at every stage of the sales cycle.

Technology 82

Technology Technology Pipeline Strategize 82

Sales Hacker

JANUARY 8, 2021

As we continue to weather the impact of COVID-19 and as countries open and close at different intervals, global expansion allows your team to minimize risk by not putting all your eggs in one basket. One of the first steps when you’re preparing to move into a new market is to create a cross-functional, go-to-market strategy.

Territory 82

Territory Pipeline Launch Technical Sales 82

Highspot

NOVEMBER 1, 2022

A number of factors can affect whether or not your sales team can close deals. This means empowering reps with content, training, and guidance — but it also means developing a supportive company culture, building out a robust customer engine, and aligning with other go-to-market functions, like marketing or customer success.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

Outreach

JANUARY 3, 2022

What we do know is that go-to-market teams are more innovative and driven than ever, and we will continue to be there every step of the way to help you – our customers – succeed. Closed a $200 million funding round. Outreach acquired revenue intelligence software company Canopy, and launched Outreach Commit.

CRM 40

CRM Pipeline Referrals Growth 40

Sales Hacker

MARCH 15, 2022

If you missed episode #199, check it out here : Closing the RevOps Skills Gap with Jen Igartua. The importance of listening to the market instead of pursuing growth. Go to try.mindtickle.com/sales-hacker to learn more. He launched a division specializing in technical sales and sales engineering. powered by Sounder.

GTM 94

GTM Technical Sales Quota Growth 94

Highspot

MARCH 30, 2021

A number of factors can affect whether or not your sales team can close deals. This means empowering reps with content, training, and guidance – but it also means developing a supportive company culture, building out a robust customer engine, and aligning with other go-to-market functions, like marketing or customer success.

Objectives and Key Results 69

Objectives and Key Results Assembly Line Cross-sell Sales 69

Capterra Sales & Marketing Software

SEPTEMBER 30, 2021

Promotion emails for new launches, special events, or other offers. Email marketing works best when the emails you send meet customers at the stage they’re in the buying process—a mass-market strategy won’t work. Permission-Based Email Marketing: What It Is, and How To Do It Right. Welcome emails for new customers.

Campaign 82

Campaign Promote Engineering Customer Relationship Management 82

Sales Hacker

MARCH 28, 2018

And as soon as I learned my way around the product and how to run a sales process, I became increasingly interested in sales strategy. I knew call reviews focused on both qualifying and closing—these would move the needle. They helped me use it to close deals where the customers were sensitive to the unknown challenges of blogging.

Launch 56

Launch Quota Up-sell Sales 56