Heinz Marketing

JANUARY 25, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! I ask Jason why is this function so interesting? ROI is a two-way street.

Pipeline 92

Pipeline Sales X-functional B2B 92

Sales Hacker

MAY 7, 2025

The importance of cross-functional stream teams for accelerating GTM initiatives. 26:30 Advice for startups: identifying your ICP and fixing pipeline fundamentals. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. And we build what we call stream teams.

GTM 66

GTM Engineering Customers Cross-sell 66

Heinz Marketing

JULY 13, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Paul: We’re pretty close. By Matt Heinz , President of Heinz Marketing.

Pipeline 90

Pipeline Referrals Cold Call Sales 90

SaaStr

FEBRUARY 15, 2020

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. I.e., guarantee me my full bonus for 6+ months until I’ve built up a big enough pipeline to close enough revenue to hit my number. Sounds fair — on the surface. It’s tough.

X-functional 142

X-functional Quota Teamwork Sales 142

Sales Hacker

AUGUST 3, 2020

After six months the AE should have taken enough inbound meetings while also connecting with their network to fill their pipeline. And a good AE will have already closed a sale or two. Your final math is 2 x $110K + $50K for fractional manager + $40K in tools = $310K. Any more than that, and get ready to grow your SDR function.

X-functional 116

X-functional Pipeline Commission Clients 116

SaaStr

OCTOBER 3, 2023

Finding product market fit Moving from SMB to Enterprise or vice versa Achieving Enterprise repeatability Strategic expansion Borland has experienced all four stages at three different companies and knows what teams and functions look like for each stage of growth. The journey covers three stages.

B2B 116

B2B GTM Objectives and Key Results Sell 116

SaaStr

FEBRUARY 11, 2021

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. It’s tough.

X-functional 145

X-functional Quota Sales Up-sell 145

Hubspot

AUGUST 8, 2019

Pipeline Sales Metrics. Gauge the health of your sales pipeline with these metrics. Total closed opportunities by month/quarter (by team and by individual). Total closed opportunities by month/quarter (by team and by individual). Weighted value of pipeline by month/quarter (by team and by individual).

X-functional 101

X-functional Quota Cross-sell Contract 101

Salesmate

OCTOBER 28, 2020

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. 30 paid advertising x $600 lead value= $18000.

Territory 96

Territory X-functional Pipeline Appointment 96

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. 2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. Then, the month after that, Owner did even fewer closed-one deals.

Go To Market 120

Go To Market GTM X-functional Objectives and Key Results 120

Heinz Marketing

MARCH 11, 2019

Late in 2015 we started Sales Pipeline Radio , live every Thursday at 11:30 a.m. Listen in or read the transcript below for the Sales Pipeline Radio Podcast: Paul: Welcome back for another episode of Sales Pipeline. Thanks very much for joining us today on Sales Pipeline Radio, our last episode of February. Matt: Yeah.

Pipeline 68

Pipeline Sales B2B X-functional 68

SaaStr

APRIL 2, 2023

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.

X-functional 131

X-functional Clients Growth Start-ups 131

Sales Hacker

JULY 21, 2021

Closing a small or easy deal to get your manager off your back. Unfortunately, optimize is not a magic word that you wave like a wand over complicated systems, hoping that they start functioning perfectly. By mapping out the steps, you can optimize any function. Let’s come up with a plan for some quick wins”.

X-functional 132

X-functional Sales Strategize Cold Call 132

Sales Hacker

JULY 18, 2019

How about pipeline reviews? For most sales reps and leaders, this is an important part of your role — and yet pipeline reviews are one of the most dreaded meetings on the calendar. Step 2: weighted pipeline of uncommitted ARR. Step 3: forecast sales (with a future pipeline calculator). Heart start to race a few beats?

X-functional 72

X-functional Pipeline Contract Quota 72

Highspot

MAY 16, 2019

On an intuitive level, most team leaders and managers understand that the more buyers your team can engage (within a given period of time), the more deals they’ll close for your company. CRMs and Pipeline Management Tools. Lead Generation Tools. Traditionally speaking, CRMs act as databases where you can store buyer information.

Product 81

Product X-functional Sales Lead generation 81

Sales Hacker

JULY 2, 2019

According to CSO Insights, 60% of forecasted deals do not actually close. For example, you may find that website leads close at an average of $1,000 per customer, while leads who request a demo close at $1,500 per customer. 2,000 x 10% = $200/lead. Predicting an opportunity’s likelihood to close is similar.

Price 96

Price X-functional Sales CRM 96

SaaStr

DECEMBER 13, 2023

People mislead because they’re afraid of being bludgeoned, or they don’t have a functional relationship with the Board, so it’s seen as something to survive. Does it mean closing all deals in the pipeline this quarter? Does it mean bringing in X% of new business to hit that number? 2: Misleading. Problematically, $4.5M

X-functional 135

X-functional Trust Presentation Drivers/motivators 135

ConversionXL

OCTOBER 22, 2018

To get marketing a seat at the table and prove that it can drive revenue and pipeline, we’ve become borderline obsessed with numbers. How do you justify the Facebook Ad spend or social media manager if you can’t tie their work to closed deals? Closed-Won. When an opportunity closes and becomes a customer.

B2B 131

B2B Process Campaign Contact 131

SalesHandy

JUNE 29, 2021

B2B(Short for Business to Business) sales is a function of B2B product sales(i.e. Your sales function requires a certain volume of B2B Sales leads to pursue periodically, so a fraction of them can convert and buy from you towards the end. What is B2B Sales? selling products to other businesses). B2B Sales Principles.

B2B 98

B2B Cross-sell X-functional Follow-up 98

Sales Hacker

APRIL 22, 2025

33:01 Hot take: marketing shouldnt be measured by pipeline alone. 35:12 Why NRR (not just pipeline) should be a marketing KPI. Join ZoomInfo CEO Henry Schuck and top industry leaders to learn how to accelerate pipeline, boost close rates, and transform your revenue teams. The future of GTM is here. a buyer persona.

GTM 88

GTM Campaign Pipeline Launch 88

Sales Hacker

MARCH 4, 2025

Was there any time, whether it was Asana or Calendly where, you know, you had some of this sort of like enterprise demand, they wanted teams, they wanted this functionality, but the PLG is still working so well that you’re like, Oh, maybe we don’t want to, um, divert too many resources. And so, uh, and function basically function.

GTM 71

GTM X-functional Start-ups Campaign 71

SaaStr

FEBRUARY 27, 2024

x in this case, you would already be at break even. So in theory most founders spent budget against more specialization across the go-to-market team to help sellers focus on closing deals, which should’ve driven up productivity, led to more pipeline generation, and helped hit targets. What does this mean?

Go To Market 109

Go To Market GTM Non-Profits Quota 109

Salesforce

DECEMBER 11, 2024

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. Lead scoring also benefits sales leadership by providing more accurate predictions of conversions, which helps with planning their sales pipeline and revenue forecasting.

Prospecting 92

Prospecting Hospitality CRM Territory 92

PandaDoc

FEBRUARY 27, 2023

Sales reps love nothing more than the feeling you get right after closing a successful deal. If you can’t get enough of that winning feeling then look no further; we’re going to go over the best sales closing questions to help you seal more deals. What are closing questions in sales? Why are closing questions important?

Closing 52

Closing Technique Contract Referrals 52

Sales Hacker

MARCH 25, 2025

Or is that all behind closed doors? building data hug out, which was in the predictive forecasting, you know, pipeline management space. And it’s usually like a very detailed sort of Google doc, here’s the login for X. I mean, moonshot projects sound pretty fun. So like, if I go back.

GTM 65

GTM X-functional Start-ups Relationship building 65

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. I think to this day, it’s actually the fastest unicorn SaaS exit.

Finance 117

Finance X-functional Launch Objectives and Key Results 117

SaaStr

JULY 5, 2024

The best demand-gen marketers are machines who generate pipeline and brag about what they did. When you step out of sales, tough deals don’t close. So, they bring you into a deal, increasing the odds of that deal closing. They only focus on limited digital stuff with instant ROI, but you can’t build pipeline that way.

GTM 83

GTM Cross-sell X-functional Pipeline 83

Heinz Marketing

DECEMBER 30, 2019

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Like you’re trying to close out the year in the last two weeks of the month.

Pipeline 58

Pipeline Sales Objectives and Key Results Start-ups 58

Sales Hacker

JUNE 3, 2025

How do we forecast, how are we looking at the pipeline? And then, it was close to one 50 when I moved on. And then when I left, it was close to a billion for the year. Grew and scaled from regional to global, taking it to ultimately 11 billion or close to that, what did that transition period look like?

GTM 83

GTM Territory Gaming Sales 83

Hubspot

DECEMBER 23, 2022

From software that leverages your partner ecosystem to prospect databases, every tool on this list can help you fill your sales pipeline. For more advanced functionality, HubSpot offers premium features in the Starter, Professional, and Enterprise versions of Sales Hub. Prospect monitoring functionality. What Users Say.

Prospecting 90

Prospecting Contact X-functional CRM 90

Heinz Marketing

JANUARY 9, 2018

While the principles of content marketing, lead generation, and pipeline acceleration may not have changed, the ways in which we do business in today’s modern, digital world have. Once the results of the survey came back and the survey had closed, the team began the content development phase of the project.

B2B 76

B2B Objectives and Key Results B2C Promote 76

SalesLoft

FEBRUARY 1, 2017

Put all sales functions under a sales manager so they’ll have the clearest view of the entire team. But, you’re looking at total activity, conversion rates between, call to connect, connect to convert into a meeting, and then the close rates on the flips. And that makes sense, right? Do they have enough?

X-functional 52

X-functional Territory Pipeline Closing 52

Hubspot

AUGUST 4, 2015

But not all couples are functioning like a belt and suspenders. Aside from the differences that make these two pair like fish and chips, it’s their extreme closeness that binds. Paranormal phenomena aside, Dana Scully’s skepticism to Fox Mulder’s “I Want to Believe” dogmatism is what made The X-Files compelling TV every week.

X-functional 78

X-functional Sales Teamwork Follow-up 78

ConversionXL

NOVEMBER 5, 2020

To my surprise, I closed my first client in under two weeks. When clients ask, “Do you do X?,” How you communicate as a function of that design is a critical problem that you should aim to solve. This way, you can focus on business development, communications, and awareness to build a sales pipeline and “validate” early demand.

UX 120

UX Clients Service Niche 120

PandaDoc

OCTOBER 13, 2022

CRMs have always been about managing your sales pipeline. Any sales rep can drag and drop stages and figure out how to optimize the sales pipeline for a specific segment, product type, or scenario. Multiple pipelines live well together and allow easy switching between them. Lead generation X ? Social media integration X

X-functional 52

X-functional Territory CRM Lead generation 52

InsightSquared

JANUARY 16, 2019

Without good SDRs, you have no pipeline, no opportunities, no deals, no revenue, no growth. They are cashflow negative until they are fully ramped and start to close deals. The quicker that investment pays off and they start contributing fully to the pipeline and revenue, the better for rep and company both.

X-functional 70

X-functional Objection handling Pipeline Up-sell 70

Sales Hacker

SEPTEMBER 16, 2019

With Lucidchart, you can visually map out key contacts and crucial account data to uncover critical insights that will allow you to close bigger deals faster. I also see a very close partnership between the revenue operations team and the finance organization. But we don’t comp marketing on MQLs or SQOs or pipeline contribution.

X-functional 59

X-functional Finance Pipeline Territory 59