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GTM 128: The Death of Demos and Selling What Customers Actually Need with Fred Viet

Sales Hacker

I remember, and this is maybe outdated because I haven’t ran BD teams in many years now, but back in the day, if it didn’t look like we were going to hit our number that month, we would set up Aussie hours where my team would cold call into Australia. Market has become over the last little bit. Fred Viet: That’s good.

GTM 115
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B2B Sales Outsourcing Is Dicey. Here’s How to Do It Right

Sales Hacker

Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Account Executives doing cold calling). Assigning sales functions to other departments (we’ve seen R&D doing sourcing). 4 Underrated Sales Functions That Can Be Outsourced (Functions You Don’t Normally Think of).

B2B 99
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Can an 8-Person StartUp Sell to a CIO? Yes — If You Understand The Social Contract.

SaaStr

Key takeaways and reminders: Cold calling doesn’t work well with the CIO. A great cold email can work, though, if it’s really carefully crafted to solve their probem. You will keep delivering great features and functionality at 4x the pace anyone else could. And sometimes, they will find you.

Contract 104
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22 Sales Buzzwords You Love to Hate – and How to Use Them the Right Way

Sales Hacker

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. Unless they need a function your product definitely can’t do, there is always a way to take care of the minutiae. “We

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6 Growth Channels that Actually Work with Oneleet’s Head of Growth

SaaStr

For Twitter/X , you have to convince the CEO to start posting. Action Items for Outbound Sales Email is an important part of outbound, but make sure you’re cold-calling. Separate cold-calling from the inbound function. It’s a play you have to figure out over time. Outbounding doesn’t live in isolation.

Growth 114
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How to Use Intent Data & the Freemium Model to Book More Enterprise Meetings

Sales Hacker

There are three key descriptors we’ll use to build our persona profiles: Function: Filter values include IT, Marketing, Operations, Sales, etc. For example, if I notice a majority of the sign-ups in a sales function, I can create content focused on my solution’s value proposition for people in a sales role. Now repeat step 10.

Meeting 90
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How to Build Go-to-Market Efficiency in SMB Sales with Owner.com CRO Kyle Norton

SaaStr

2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. At the end of ‘22, they started a small pilot and grew that function from one and two BDRs to a team of 10 and then 12. This forcing function happens monthly to pause and think structurally about your business. They grew 2.5x