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? Promoting high performing mid-market reps.

Go To Market 71

Go To Market Up-sell Sales Strategize 71

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 91

Growth Launch Territory Legal 91

SaaStr

SEPTEMBER 28, 2023

They offer all the features you need to sell to Enterprise customers. Single sign-on SAML authentication SCIM provisioning for user management You can sell to 20-30-40-person companies all day, but if you want to sell to hundreds of people in a company, you will need this stuff, and WorkOS helps you do it fast. No, you can’t.

Cross-sell 86

Cross-sell Growth Up-sell Launch 86

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

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. You can sign up for free.

Pipeline 120

Pipeline Go To Market Cross-sell Sales 120

Gong.io

DECEMBER 14, 2022

It’s time to talk about target account selling, or TAS. Target account selling is a highly personalized, targeted approach to sales that sees your sales reps focus only on the very best accounts. With that in mind, let’s examine what exactly target account selling is and how you can start executing it in your sales strategy today.

Sell 62

Sell Cold Call Contract GTM 62

Salesforce

NOVEMBER 7, 2023

Team selling is more important than ever, and sales kickoffs help us sell faster and smarter when we learn more about each other’s working styles. Presentations At sales kickoffs, you’re usually launching something new. Use the sales kickoff to discuss product announcements that will help your sellers go to market.

Cross-sell 64

Cross-sell Presentation Sales Up-sell 64

Heinz Marketing

MAY 20, 2021

Segmented from one another, marketing would work the top of the funnel and sales would work the bottom. Once a lead was ready for sales, it would be handed off and in many cases, never hear from marketing again. When it comes to sales, they cover everything you do to close the deal and bring in the revenue. Stagnant Growth.

Campaign 126

Campaign Cold Call Sales Education 126

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. It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Each stage requires specific selling skills to satisfy prospect needs.

Technique 52

Technique B2B Cross-sell Negotiate 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

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

SaaStr

NOVEMBER 3, 2023

We’ve talked about Toast a bit here on SaaStr – most recently we wrote up the 5 Interesting Learnings from Toast at $1.1B 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.

Growth 74

Growth Territory Referrals Customers 74

Highspot

DECEMBER 19, 2023

Whether you call them SDRs, account executives (AEs), or business development representatives (BDRs), their ability to engage prospects through persistent, multi-channel communication outreach, and swift follow-up strategies is critical in transforming leads into viable opportunities and improving retention.

Growth 52

Growth Objectives and Key Results Cold Call Sales 52

SaaStr

FEBRUARY 13, 2024

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. At Brex, AEs were sourcing more revenue per rep than SDRs and closing that revenue. The answer didn’t show up in the data.

E-commerce 66

E-commerce Networking A/B testing GTM 66

ConversionXL

OCTOBER 7, 2021

This stage is used to determine the viability of your product and confirm when it should go to market. A well-timed MVP reduces the risk of continually investing only to discover that a product isn’t going to be a success. It also gives you a product to market. Product lifecycle marketing in the development stage.

Product 142

Product Minimum Viable Product Price Launch 142

SaaStr

APRIL 21, 2023

Now, he has five more marketing strategies that are sure to generate more leads if done right. If you aren’t spending money on marketing, it’s time to step it up. Most SaaS companies don’t spend enough on marketing, and that’s a mistake best avoided. If you aren’t, you could end up with a $0 ROI. It’s that simple.

Niche 77

Niche Prospecting Pitch Launch 77

ConversionXL

NOVEMBER 23, 2022

You should also be aware of the law of shitty clickthroughs: all marketing strategies end up having shitty CTR because novelty fades and a first-to-market strategy doesn’t last. They don’t usually fit within the consideration set where only category kings go. Daniel Layfield, Growth Product Manager at Codecademy.

B2B 94

B2B Objectives and Key Results Relationship building Growth 94

Sales Hacker

AUGUST 11, 2023

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! The work struck a chord with me because my parents ran a small business where I grew up on Long Island. Sara I love that.

GTM 64

GTM Sales Launch Pipeline 64

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. By every conversational intelligence measure, I shouldn’t have been selling anything : I was talking too much (I speak for over 60% of the talk time). But the weird thing is —.

Education 91

Education Pipeline Follow-up Clients 91

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

SaaStr

NOVEMBER 1, 2022

Over 100 Indian founders were in town for a unique double header: SaaStr/Dreamforce and the launch of SaaSBOOMi US. Many of them will get gobbled up by the large platforms. The US is an extremely competitive talent market. That means showing up in every quadrant of your category, hiring A players, putting yourself out there.

GTM 82

GTM Cross-sell Niche Strategize 82

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

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. Every business needs to present what it’s selling as standing apart from the competition, but differentiating how you sell it is equally important.

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. Every business needs to present what it’s selling as standing apart from the competition, but differentiating how you sell it is equally important.

Sales 52

Sales Technology Technology Technique 52

SalesLoft

NOVEMBER 17, 2020

Without one, even the top Sales Engagement platforms can’t close the gap. Set up lead-scoring criteria. Once these process areas are developed, a Sales Engagement platform will be easier to successfully set up. Lining up the right people with the right skills helps the implementation go smoothly. The Big Picture.

Territory 105

Territory Sales Technology Technology 105

Hubspot

DECEMBER 8, 2020

In this blog post, we'll walk you through all five shifts noted in the McKinsey study, while giving our insights on how marketers and brands can navigate them. While some brands saw an influx of new customers that they once lost to bigger competitors, other companies lost customers to because they simply couldn't keep up with a high demand.

Gambling 101

Gambling Entertainment Price Campaign 101

Capterra Sales & Marketing Software

SEPTEMBER 30, 2021

When starting with email marketing, try out these few different types of emails: Newsletters to share relevant information about your business. Follow-up emails to remind website visitors of items in their carts. Promotion emails for new launches, special events, or other offers. Welcome emails for new customers.

Campaign 82

Campaign Promote Engineering Customer Relationship Management 82

Sales Hacker

MARCH 28, 2018

I knew call reviews focused on both qualifying and closing—these would move the needle. But I also learned that the biggest closed-lost-and-churn reason was, “no time, too hard” HubSpot asked customers to invest heavily in blogging. Or most signed up with the best intentions of writing and then dropped the ball.

Launch 57

Launch Quota Up-sell Sales 57

SaaStr

JULY 11, 2019

And then I want to have some, really dig in, substantively, on going up market. Because we all go … most of us in this room are going to go up market, we’re going to raise our prices. We want to pick up the phone and call the airline, call Uber asking for our food.

Launch 102

Launch Technology Technology Up-sell 102

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. Customers are constantly engaging with brands long before they purchase and well after a deal closes. Cross-functional input into go-to-market strategies. Closed sales content feedback loop.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

ConversionXL

AUGUST 24, 2021

News declaring it the number one job in sales and marketing, and a median average salary of around $142,000 in the U.S., it’s no surprise that people are looking at how to become a marketing manager. Perhaps you want to move up the ranks at your current company, or maybe you’re looking to change careers. Measure your results.

Promote 141

Promote Campaign Pitch Niche 141

Gong.io

JANUARY 5, 2019

Marketing has to help prep your team by playing an active role in training your sellers on the market, buyer personas, pain points, and insights. If you don’t have a strong marketing capability, your message will likely be inconsistent and confusing. Solution Selling Methodology. SPIN Selling Methodology.

Pitch 131

Pitch Sales Up-sell Contract 131

Highspot

NOVEMBER 1, 2022

A number of factors can affect whether or not your sales team can close deals. Using the tested tips below, you can assess your approach to sales — and ensure your team is set up for success. That’s because certain sales models are better suited to certain types of businesses, selling motions, or solutions. Stay hungry.

Objectives and Key Results 52

Objectives and Key Results Assembly Line Cross-sell Sales 52

Sales Hacker

JUNE 23, 2021

You can also kick off any conversation by signing up as a member of the community and starting a discussion or adding your answer to an existing discussion. Focus areas: The LinkedIn Sales blog is the place to go for modern selling tips. Topics include: Negotiating and closing. Topics: Value selling. Cold calling.

Cold Call 80

Cold Call Negotiate Objectives and Key Results GTM 80

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

Heinz Marketing

MARCH 1, 2021

We also have multiple people on the selling team. So if you have an insight, it’s not as binary as saying, “Well, let’s put that into an email sequence,” or, “Hey sales person, go mention this on your call.” We are featuring every week some of the best and brightest minds in B2B sales and marketing.

Pipeline 124

Pipeline Sales Up-sell Start-ups 124

Highspot

MARCH 30, 2021

A number of factors can affect whether or not your sales team can close deals. Using the tested tips below, you can assess your approach to sales – and ensure your team is set up for success. That’s because certain sales models are better suited to certain types of businesses, selling motions, or solutions. Stay hungry.

Objectives and Key Results 69

Objectives and Key Results Assembly Line Cross-sell Sales 69