Sales Hacker

APRIL 25, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Some growth lessons expire. From that, hes learned that the best growth strategies arent new. This edition breaks down 8 timeless principles every founder, CRO, and sales leader can use to build durable growth.

Growth 71

Growth GTM Cross-sell Negotiate 71

SaaStr

JULY 1, 2025

The latest AI B2B to go through hyper-growth. It spans marketing attribution, lead scoring, outbound sequencing, meeting booking, discovery calls, proposal generation, contract negotiation, and post-sale expansion. They’ve rocketed to $6m ARR in just a few months. Here’s why—and what’s coming next. Sales is messier.

Territory 87

Territory CRM Negotiate Relationship building 87

Search Engine Land

AUGUST 14, 2024

Don’t start advertising without these 4 prerequisites Before you touch your ad account, make sure you have everything that is considered non-negotiable for running lead generation ads. Here are the four non-negotiables. If you can’t go from lead to closed deal often enough, you might need to rework one or more of these areas.

CRM 116

CRM Campaign Niche Negotiate 116

SaaStr

SEPTEMBER 29, 2022

Dear SaaStr: How Do I Do My Retention Negotiation in an Acquisition? Third, know it may be that negotiating the sticks is both more lucrative on a net basis, and often also easier (because it’s not new/additional money). Options granted from the existing pool (between signing and close). So negotiate hardest on the sticks.

Negotiate 117

Negotiate Drivers/motivators Closing Price 117

Closing Bigger

SEPTEMBER 13, 2023

This sales podcast is focused on 12 Non-Negotiable Sales Truths. As a sales trainer and keynote speaker I come across people often who want to short-cut and negotiate the price of sales success. This sales podcast is focused on 12 Non-Negotiable Sales Truths. There are also twelve not-so-popular sales truths.

Negotiate 116

Negotiate Sales Territory Clients 116

SaaStr

APRIL 28, 2025

It knows what every B2B leader ever featured on SaaStr thought about critical business challenges at every stage of growth. It knows what every SaaS leader ever featured on SaaStr thought about critical business challenges at every stage of growth.

Negotiate 97

Negotiate Contract E-commerce Price 97

Salesforce

APRIL 8, 2025

No matter how small your business is, some teams are non-negotiable. Sales and customer acquisition team Your sales team is responsible for driving business growth. It helps your team focus on the right opportunities, follow up at the right time, and close deals with confidence. It helps cut costs and keep things flexible.

Growth 94

Growth Finance Non-Profits Repeat business 94

Cerebral Selling

JANUARY 14, 2023

A couple of weeks ago, I connected with a great group of like-minded, high-growth sales leaders as part of David Priemer’s Sales Leadership Labs program. A good example of where it’s helpful to create this transparency is in the areas of quota and year-over-year (YoY) growth. Managing Through Adversity. Others may say the opposite.

Quota 216

Quota Pipeline Drivers/motivators Negotiate 216

SaaStr

JUNE 21, 2025

Q1 revenue growth: 39% US commercial: +68% growth Government contracts flowing like water NATO partnerships expanding The insight : When you combine AI that actually works with government customers who have unlimited budgets, you get returns that break traditional SaaS metrics. CFOs are asking: “Do we actually need this?”

B2B 106

B2B Government Healthcare Contract 106

Cerebral Selling

JANUARY 18, 2021

“How do you justify forcing small businesses to close while letting big-box stores stay open?”. Journalist : “How do you justify the crushing blow you’re dealing to so many small businesses by forcing them to close while letting big-box stores stay open? But the reason customers like you choose us is because you have big growth plans.

Objection handling 204

Objection handling Negotiate Strategize Presentation 204

Veloxy

DECEMBER 28, 2023

Prospecting may involve consistent follow-ups, setting goals, and being knowledgeable about the product, while closing deals often requires a structured follow-up strategy, product knowledge, and familiarity with the sales territory.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

SaaStr

JUNE 27, 2025

Spend 20%+ of Your Time Recruiting : If you’re a founder, this is non-negotiable. Ultimately, your day-to-day should be about driving growth, solving problems, and staying close to your customers and team. Too much time thinking about product, not enough time talking to customers and finding out what they really need built.

Negotiate 79

Negotiate Drivers/motivators Contact Start-ups 79

Anthony Cole Training

OCTOBER 13, 2014

The easy way out – Take everyone’s number, increase it by the growth goal percentage of the company, and say to them, “Here is your goal for next year. Let’s also assume the job is the same: Call suspects, meet with suspects, qualify them or disqualify them as prospects, gather appropriate information, present a solution, close.

X-functional 232

X-functional Drivers/motivators Sales Negotiate 232

Salesforce

AUGUST 15, 2024

How small business tools drive growth About 93% of today’s small business owners report using at least one technology platform to help run their businesses, according to a study by the U.S. Conga Contracts : Close deals faster with automated contract creation, controlled negotiations, eSignatures, and streamlined reporting.

Product 89

Product E-commerce CRM A/B testing 89

Anthony Cole Training

FEBRUARY 7, 2013

www.peoplefluent.com : Performance management - monitors and encourages employee growth efficiently and effectively. www.wikipedia.com : Performance management - activities that ensure goals are consistently being met in an effective and efficient manner so that performance gaps are closed/eliminated.

Appointment 196

Appointment Objectives and Key Results Sales Negotiate 196

ConversionXL

MARCH 19, 2020

An article on growth and marketing in the middle of a crisis—the current one or any other—can seem tone deaf. And getting it right during the lean years, Bain reports , has a massive impact on companies’ growth rate after things improve: ( Image source ). Tim Stewart, trsdigital. But nothing gets better if we stand still.

Growth 121

Growth Non-Profits Price Promote 121

Gong.io

FEBRUARY 23, 2023

The second is closing deals in less time. But as a result of growing complexity internally at organizations and external market factors, deals are taking longer to close. Beyond your responsiveness, your ability to drive next steps during sales calls will also move your deals to close faster. Growth is optional.”

Closing 121

Closing Price Finance Negotiate 121

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. And this is exacerbated by all the AI adaptations and LLMs.

Objectives and Key Results 123

Objectives and Key Results Objection handling GTM Pipeline 123

Highspot

JANUARY 23, 2025

It teaches them important skills like listening closely, showing empathy, and being flexible. Knowing a product’s technical details is important, but actively listening and caring about what ails the client builds the trust that ultimately closes deals. What is Soft Skills Training?

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Sales Hacker

MAY 8, 2019

A successful close is the end goal that every sales team guns for. Whether prospecting, making cold calls, negotiating, or even researching, every small step a sales rep takes is tied to this goal. But despite a focus on closing sales, it remains one of the biggest issues for teams. Closing sales is critical for driving growth.

Closing 111

Closing Pitch Sales Quota 111

SaaStr

JUNE 30, 2025

This means dedicating serious time—15 hours a week minimum—to sourcing, interviewing, and closing candidates. In the beginning, cultural fit is non-negotiable. Close like your life depends on it. Bring in your co-founders, investors, and even advisors to help close top talent. Relentless. Don’t settle for mediocrity.

Negotiate 74

Negotiate Pipeline Gaming Closing 74

SaaStr

MAY 25, 2020

“Presumptive close in a transactional sale. “At “Sell to the next step not jumping to the close” — Jason Hamilton, Co-Ceo, TestLauncher. SMB: build a pitch that enables a one-call close: include an ROI sample, relevant case study, and proactive answers to common objections. And Close More, Faster.

Closing 137

Closing Process Contract Price 137

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals. You’ll have to read on.

Negotiate 52

Negotiate Closing Objectives and Key Results Technique 52

SaaStr

JULY 5, 2025

at IPO 1,432+ customers paying average of $1.75M annually 7,291 employees – from 650 at IPO 20%+ growth at massive scale, highly profitable Dominant market position : 80%+ market share in life sciences CRM This represents a 29.8% revenue growth year-over-year 2013 IPO : $129.5M market cap – up from $2.4B net income, 111.5%

E-commerce 95

E-commerce Price Pharmaceutical CRM 95

Hubspot

JANUARY 8, 2025

Whether it be to maximize a prospects company growth rate by a specific percentage or to reduce operational inefficiencies to save time and money, this very particular, very strategic reason is behind what Keenan acknowledges as a prospects future state (more on this later). Pro #3: Gap selling positively impacts close rates.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

SaaStr

OCTOBER 1, 2020

You have so much growth ahead of you , the customers you get in the early days will just be a tiny fraction of the total number of customers you end up with. In the early days, close as many good deals as you can. Don’t worry about closing so many great deals as you’re getting going. Hire a Great VP of Sales.

Negotiate 120

Negotiate Contract B2B Closing 120

Salesmate

JULY 8, 2020

There are some obvious levers for growth in this stage of the sales pipeline. You might close a sale in this first meeting, of course. Negotiation. But if they come back with concerns or questions, it’s time to negotiate. Effective sales negotiation is a skill. Not) Closing the Deal. Making a Proposal.

Pipeline 126

Pipeline Negotiate Objectives and Key Results Contract 126

Hubspot

OCTOBER 3, 2022

Plus, how you can leverage BATNA's key negotiation tactics to ensure your business and your customers are both benefitting from a deal. BATNA stands for Best Alternative to a Negotiated Agreement. When you're negotiating, you need to ask yourself, 'What are the concessions I'm willing to make? What does BATNA stand for?

Negotiate 74

Negotiate Customers Contract Non-Profits 74

SaaStr

NOVEMBER 15, 2020

See more of our discussion with Jay Simons, President of Atlassian below on just this topic, from the SaaStrAnnual : And today, many of its products are now supported by an internal sales team, albeit one that doesn’t discount and more supports deals than negotiates them: Yes, Slack started off with no “outside” sales team.

Cross-sell 136

Cross-sell Negotiate Sales Outside Sales 136

Salesforce

NOVEMBER 15, 2024

Despite these hurdles, SDRs are a driving force behind sales growth and revenue generation. Best practices for developing an official SDR career track Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Here’s why.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Highspot

JUNE 24, 2025

When done right, role-play scenarios become one of the most effective ways to build muscle memory, gain confidence, and learn to navigate tough sales moments and negotiations. ” Rep: “We help sales teams close more deals through AI-powered training. Negotiation Sales negotiation is not about the immediate ‘yes’ or ‘no.’

Objectives and Key Results 52

Objectives and Key Results Objection handling Negotiate Sales 52

SaaStr

JUNE 29, 2025

Every existing customer was a growth opportunity waiting to be unlocked. “Even though it is one person that does SDR job, does closing, does partnership, does marketing, covers 20 countries in each continent.” The Framework : Account management wasn’t just retention—it was expansion revenue. and international markets.

Cross-sell 75

Cross-sell Commission Account management Strategize 75

Miller Heiman Group

AUGUST 20, 2020

Sellers share perspective when they offer buyers knowledge or insight that expands their understanding of business issues or growth opportunities. Salespeople with a defined process for asking questions close more deals. They Effectively Negotiate to Resolve Differences and Agree on a Mutually Beneficial Decision.

Customers 111

Customers Negotiate Technique Quota 111

Salesforce

JANUARY 15, 2025

Highly technical product details, bulk reorders, and pre-negotiated pricing and entitlements have historically made it difficult to provide cohesive, consumer-like ecommerce experiences for B2B buyers. For manufacturers, ecommerce comes with added complexity. You can think of it as a limitless workforce that serves your customers 24/7.

Manufacturing 59

Manufacturing Negotiate B2B Price 59

Salesforce

MAY 7, 2025

By understanding gross profit margin, your business can make informed decisions to optimize your profitability and drive sustainable growth. Salesforce offers tools to gather various data for monitoring these margins closely, so you can stay informed. What well cover: What is the gross profit margin?

Profit margin 90

Profit margin Non-Profits Manufacturing Price 90

SaaStr

MAY 23, 2022

But you can’t cut your way to growth. This always gives you both a top-line boost (the top reps close more per lead), and gives you room to hire more reps at the same budget (to replace the 20%). They can negotiate themselves on where to spend incremental revenue and dollars. So what should a CEO do? A few simple thoughts: 1.

Contract 128

Contract Negotiate Growth Price 128

Hubspot

APRIL 9, 2025

Or as Rizala Carrington , CEO and Growth Executive at MyGrowthAgent.com , says: Discovery should be all about listening, while the demo should be all about demonstrating value based on what you've learned. So, dont let laziness or the urge to close a deal too quickly cost you those relationships. Mixing the two dilutes both.

Real Estate 69

Real Estate Objectives and Key Results Follow-up Contact 69