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Product : Vanta Your deal is almost closed, and all that’s left is the security review. With Vanta Questionnaire Automation, go-to-market teams can complete security reviews up to 5 times faster, helping you close deals in less time than ever. improving questioning techniques can lead to a higher close rate).
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. Navigating payroll, benefits, and compliance shouldn’t slow you down. at an earlier stage, you just have to take big swings.
GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Cross-functional tiger teams Some companies are taking a two-pizza team approach to GTM transformation creating small, cross-functional pods focused on automation and system enablement. The best companies are building leverage.
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. Or, if you want to leverage our compensation model, you need to exceed this year’s goal by x.” Given these two assumptions, that leaves us with one variable – Individual Differences.
Massive digitalization, a year of social isolation, and the continued explosion of social media have impacted the eCommerce industry as catalysts: consumers have turned to online shopping to buy things they can’t get in temporarily closed stores. 8 Must-Have Ecommerce Tools for Rapid Retail Growth.
At a recent Workshop Wednesday , Koby Conrad, Head of Growth at Oneleet and former Head of Growth at Rupa Health, shares the Top 6 growth channels that actually work. You can optimize these channels, as well as layer them, to drive meaningful growth. For Twitter/X , you have to convince the CEO to start posting.
Instead of recommending the entry-level option, the rep suggests a plan with more users, added functionality, and onboarding support. That’s how you earn trust and drive growth simultaneously. When you approach upselling and cross-selling with the customer’s success in mind, you don’t just close bigger deals. That’s upselling.
15:41) Scaling Twitter’s ad business and managing hyper-growth. (26:54) Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. And how do you now think about sort of closing that gap between the user and the buyer?
Coaching For Sales Performance – 5 x Important Reasons. Coaching For Sales Performance Reason #2 – Sales Growth. The second reason why you should be coaching for sales performance, is because it creates the opportunity for sales growth. Coaching For Sales Performance Reason #1 – Alignment.
When AI prioritizes cost-cutting over customer experience Theres a lot of discussion about which industries and job functions AI will disrupt and customer service is almost always near the top of that list. AI will replace X% of customer service jobs by [insert year]. Instead, the emphasis has been on reducing costs.
So you’ve heard that product-led growth is all the rage, and now you want to transition from a sales-led motion to a product-led one. But you have to take a step back because you might underestimate what it means to implement product-led growth. When can we expect X% of trial sign-ups to convert with 1-2 human touches or less?
✨ Lemkin (@jasonlk) June 23, 2025 The $10M-$100M ARR Sprint: How Replit Became the Fastest-Growing “Vibe Coding” App (Or One Of The Fastest) A deep-dive into the AI development platform wars and why Replit’s 10x growth in 5.5 The “Vibe Coding” Gold Rush is Real The numbers are staggering. 2023 : $2.4M
We’re so close now to the 2024 SaaStr Annual!! if accepted, you’ll receive a dedicated calendar invite with the full details of how to access these ‘closed-door’ events within SaaStr Annual. There are already over 200+ signed up so applications for this one are closing shortly. The 10th Annual!!
So let me tell you what I’ve done and learned both myself and across 25+ high growth startups I’ve invested in or advised. While it may be true, sales is about closing a lot of deals. It’s natural for a VP Sales not to care about costs — just new deals closed. no guaranteed bonus for X months until you scale).
Maybe even in the not-so-early days But if you are 10x better at (x) One Important Thing that (y) customers value and will pay for, that’s enough. It’s only a subset of critical functionality that customers will pay to have implemented 10x better than an existing, trusted vendor. Yes, you can build that piece of functionality better.
Mistake: On the other hand… not betting on the team that got me there “Everything will be fine once we get a new head of [X]” -every startup CEO ever (also me, frequently) When you launch a company, the initial team is usually whoever you can get. For this one deal, we just need to do X. Every client uses you a little differently.
The importance of cross-functional stream teams for accelerating GTM initiatives. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. Speaker 2: I wanna know how this insane growth actually happened. My career accelerated when I helped other people.
Aaron Ross discusses inbound and outbound sales and how to integrate Sales and Marketing Teams to re-ignite growth. What I was going to talk about today is the playbook for reigniting or even igniting growth. Really, I’ve worked with lots of companies and really been fascinated with how do you repeat growth? Good job guys.
Aligning and Scaling the GTM Engine One of the core functions when hiring talent is engineering, product, and design. The types of people you want to hire at $1M to $20M will be consistent with the early days in the sense that, often, people want to hire generalists across functions. Hiring is another consideration.
That everyone can master all parts of the sales cycle from first contact to close? Kurt Lewin’s equation: B = f (P+E) is Behavior is a Function of the Person + Their Environment. I love growth and development. You constantly need to check people’s tolerance for growth and development. That everyone is cut out for Sales?
Because sales is a lead-driven but headcount- closed business. Helping his/her sales team close deals. Working and closing key deals with them. And you want to get to $2m in ARR in the next X months. And to do that, if your ACV is say $5k … you’re gonna need to close 200 deals in the next 12 months. 200 deals.
How to build operational excellence into your organization at different stages of the growth curve. 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. Ways to scale that don’t include rampant inefficiency and burn.
PST, Bo Borland, founder, and CEO of playbuilt, shares four steps for creating repeatable success at every stage of growth, specifically in B2B Enterprise. Let’s look at Borland’s approach to aligning and executing B2B team selling motions for a rinse-and-repeat process for growth. Why is teaming the new selling?
SPIN gives reps a research-backed framework for working and closing complex deals with extended sales processes. Closing is less important than most salespeople and managers think. The ratio of close-ended to open-ended questions doesn’t predict selling success. Obtaining Commitment: Closing the Sale. How do you do X?
5 x Amazing Sales Assets To Skyrocket Your Business Growth. Ensuring a collective understanding of who you are selling to enables all team members to craft messages and offers that drive revenue growth. A lot of software nowadays serve multiple functions, and may have a CRM already pre-set as a part of their package.
At Procore, he led all customer-facing functions—Sales, Marketing, CS, RevOps, and BD. Build the team that builds the company.” – that is part of your go-to-market strategy responsible for growth. I want Dennis Lyandres: to know how this insane growth actually happened. TriNet exists to make that easier.
The function is straightforward: output = tools + teams x strategy. It is a natural product of growth, but it must be managed. As a natural product of growth, it must always be managed. Rigidity is also a risk here, as adhering too closely to specific use-cases ignores the flexibility required in business.
It makes the company seem like a great place to work and drops some impressive growth stats. It uses a soft close (“Let me know what time works for you”), assuming I’m interested. We need a stand-out [job title] like you [to help with X objective, on Y team]; is that something you’d be interested in discussing? Your name].
This combined approach helps users experience the full functionality initially and, if they don’t upgrade, the transition to the free plan with limited features can highlight the value of the paid service, encouraging them to upgrade. Include a full-feature free trial. they will get in trouble if they try to buy and expense it back ).
The key is a combination of (x) churn and (y) value. And hire a sales rep or better yet two to actually talk to these customers and try to close them — go beyond just customer support. Because if it works, just that little extra functionality for that extra edition — you can dramatically increase your growth rate.
The importance of cross-functional stream teams for accelerating GTM initiatives. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. Speaker 2: I wanna know how this insane growth actually happened. My career accelerated when I helped other people.
People, Process, Product – 3 x Words To Succeed. This is a methodology used to streamline a business’s functions, by saving potential wasted cost, enhancing profits, and creating a better experience for both your staff and clients/ customers. Want To Close Sales Easier? People, Process, Product – A Breakdown.
Year-over-year growth. Total closed opportunities by month/quarter (by team and by individual). Percentage of opportunities closed/won. Average deal velocity (number of days, weeks, or months until a deal is marked closed/won or closed/lost). Market penetration. Percentage of revenue from new business.
Anita Kutlesa is a senior financial executive with nearly two decades of expertise driving performance through cash management, process improvement and strategic planning in start-up, high growth and restructuring environments. CFOs should be able to manage the month-end close and some controllers can assist with planning.
But, I know how critical a role revenue forecasting plays in a companys financial planning as it helps to understand the businesss potential growth, identify market opportunities, and determine resource allocation. Revenue forecasting also contributes to other key business functions, including: Sales.
This will then help you diversify your revenue, make your business more resilient to economic setbacks and help you plan for growth. Distribution of B2B deals as a function of price (a product of discount and list price). GTM Approaches as a function of Annual Contract Value. GTM models as a function of Annual Contract Value.
Which skills will matter most in an agent-first world (hint: think like a GM or growth hacker). Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Or is that all behind closed doors? Ray, welcome to the podcast, man.
Reps have to fight for the best leads, prove the highest close rates, exceed the mean of the bell curve, to not just thrive, but survive. Each one consumes X% of your leads. You want three things: (x) a great boss, (y) ability to make serious coin, and (z) a winning product. Maybe this is true if you are a mortgage broker.
Guest Speaker Links LinkedIn: [link] Host Speaker Links (Scott Barker): LinkedIn: [link] Newsletter: [link] Where to find GTMnow (GTMfunds media brand): Website: [link] LinkedIn: [link] Twitter/X: [link] YouTube: /@gtm_now Sponsor: Pursuit The best talent isnt actively job hunting. So we love the team at BCV. Um, at Fractal when we had.
This simplistic model of growth worked to get the support team to about 25 people. And at least for me, I never even saw the growth storm coming. Within one week of the business “growth storm” hitting, customer support was completely overwhelmed by volume. Simple, right? Our startup hopes and dreams were coming true!
79% of companies miss their sales forecast by more than 10% Just 28% of closed deals are forecasted accurately. Close amounts are off by 31% from the forecasts. Accurate forecasting can help a sales team function more efficiently and achieve as well as excel sales expectations. Why is sales forecasting important? Policy changes.
Magic Number is your growth in ARR over a quarter divided by the sales and marketing spend in the prior quarter. The magic number is a key measure of financial health for any SaaS company, and it has significant implications for your company’s ability to not only drive profits but also its ability to drive growth.
Grafana Labs co-founder and CEO Raj Dutt and Partner at Lightspeed Alex Kayyal answer the most popular questions about Grafana Labs’ rocketship growth journey at this year’s SaaStr Europa. They aren’t part of the water cooler conversations or close to the center of power and decision-making. How did it come to be?
Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. As Nielsen says, “The hardest part of closing any deal is finding it.”
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