SaaStr

FEBRUARY 20, 2024

In a recent Workshop Wednesday, Tolithia Kornweibel, CRO, and Jamie Edwards, Head of Go-to-Market Operations and Tools, share how Gusto maximizes revenue so that you can do the same. 3 Takeaways There are alternatives to traditional territory assignment or book construction. A lot doesn’t apply in the way we thought it did.

Go To Market 109

Go To Market Territory Technique A/B testing 109

Hubspot

JULY 20, 2020

Are rapidly adopted tech tools going to stimulate internal alignment or drive a wedge between teams? These are the questions that companies are asking themselves as they rewrite their go-to-market strategies and charge headlong into the new economic era. Outside Selling ? Inside Selling.

Go To Market 101

Go To Market Territory Inside sales A/B testing 101

SaaStr

FEBRUARY 21, 2023

PST for those of you who want to connect with SaaS experts — Growth Advisor at FastSpring and Director of Growth at Planday, Frederic “Fred” Linfjard shares his insights on how to evolve from a sales-led to product-led GTM strategy constructively. He creates a culture of experimentation versus only looking at historical data and forecasting.

Go To Market 97

Go To Market Growth GTM X-functional 97

SaaStr

MARCH 19, 2021

They also address really wide-ranging industries from construction to restaurants, to designed infrastructure. They identified 3 go-to-market strategies that have really helped propel companies to defy gravity. A lot of elements within Cloud have accelerated in a way that will reflect across long-term tech trends.

E-commerce 111

E-commerce Construction Price Drivers/motivators 111

A Sales Guy

OCTOBER 24, 2018

Strategy: What’s the go to market strategy? Has the strategy taken into consideration the market opportunities and competitive challenges? The best thing to do to keep this from happening is to break your sales team into manageable sections: strategy, structure, people, process. What strategy/strategies are you executing to?

Inside sales 156

Inside sales Construction Sales Outside Sales 156

Martech

JUNE 3, 2024

Software market growth: Taking a horizontal vs. vertical focus A vertical software company offers solutions tailored to specific markets, such as plumbers, auto dealerships or food distributors. Examples include ProCore, which sells software for construction management and AppFolio, which sells software for apartment management.

Growth 134

Growth Pharmaceutical B2C Construction 134

Sales Hacker

DECEMBER 22, 2023

We’ve got something special for you: a compilation of what is working and career learnings from some of the best go-to-market leaders out there. That’s exactly what we aim to do by sharing insight through GTMnow from some of the best operators: help you build and grow faster and better, level up, and get wherever you want to go.

GTM 112

GTM Construction Consult Promote 112

Sales Hacker

SEPTEMBER 2, 2020

Companies operating in less-digitized industries (construction, healthcare, real estate, etc.). The key is to know exactly who you are targeting, and then go all in to impress that potential buyer. If you sell at a price point north of $50,000 per year, field sales is the perfect go-to-market sales motion for you.

Inside sales 131

Inside sales Cold Call Contract Price 131

Outreach

JULY 16, 2021

A winning go-to-market strategy provides direction and metrics that help all revenue departments stay aligned on customer acquisition (and retention!) In the remote sales world , you need modern technology to go to market at scale. Looking for more ideas on how to construct a modern GTM strategy?

GTM 88

GTM Construction Go To Market CRM 88

Sales Hacker

FEBRUARY 16, 2024

Pocus brings together product usage and other intent signals (customer, community, marketing data) to surface top leads, enabling reps to act fast. Alexa’s passion for democratizing data for go-to-market teams began when she led sales strategy & operations at Dataminr, where she built internal solutions to power sales teams with data.

GTM 122

GTM Quota Contact Construction 122

Heinz Marketing

FEBRUARY 4, 2020

Easier said than done, but if you create an environment where sales and marketing teams feel like they have each other’s backs, where constructive feedback and objective improvements are commonplace, where President’s Club applies to everybody, where you genuinely root for each other to succeed – then you’re on your way.

Construction 117

Construction Sales Strategize Campaign 117

Sales Hacker

JULY 23, 2024

Ralph Barsi is the VP of Sales at Kahua , a leading construction management platform. Ralph serves as an advisor to go-to-market leaders at Aircover, Scale Venture Partners, TopHap, and others. Prior to Kahua, Ralph held executive roles at Tray.io and ServiceNow. He is also a growth stage investor with the GTMfund.

GTM 73

GTM Construction Networking Contact 73

ConversionXL

NOVEMBER 4, 2021

Product marketers work to understand the market and what motivates customers. They choose the market segments to target. They design an effective go-to-market plan along with the required positioning and messaging. And don’t just go with your gut. Validate your messaging and positioning.

Product 127

Product E-commerce Strategize Angle 127

A Sales Guy

OCTOBER 31, 2013

Strategy: What’s the go to market strategy? Has the strategy taken into consideration the market opportunities and the competitive challenges? Each of these pillars represents the critical parts of sales and are the only focused areas sales leadership controls that can move the number. Does it map to the strategy.

Inside sales 114

Inside sales Sales Growth Construction 114

Hubspot

MAY 3, 2021

LinkedIn Sales Insights is tailored toward Sales Operations and Sales Managers to plan sales and go-to-market strategies. More detailed, thoughtful buyer personas often lead to better-constructed books of business with more legitimate opportunities. Create better-informed, more dynamic books of business.

Angle 94

Angle Sales Construction Networking 94

Martech

DECEMBER 26, 2023

To scale their value, suppliers must segment partners by type, understand the differing needs and interests of each partner category, and provide the marketing support services they need. At that point, it’s time to take a pause to review and ensure that it’s easy for partners to find and access what they need to be most effective.

B2B 113

B2B Cross-sell Hospitality Healthcare 113

Martech

DECEMBER 21, 2023

This article outlines four steps essential to undertake at the start of your go-to-market effort before you even mention your product. They are the basis of a powerful GTM plan that builds unmatched market impact and unlimited revenue potential. There are two things to do before starting this process.

Launch 110

Launch Product GTM Education 110

ConversionXL

JANUARY 18, 2022

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. Brand marketing works to improve brand equity by influencing the audience’s perceptions of your brand. Use storytelling to enhance brand marketing.

Product 110

Product GTM Construction Launch 110

Hubspot

OCTOBER 2, 2019

For example, if your employee has developed their soft skills after receiving constructive feedback the year before, include that in their performance review as a win. Constructive feedback for the employee’s opportunities for growth - What opportunities does your employee have for improvement? Image Source: Anaplan. IBM SPM Solutions.

Territory 99

Territory Quota Commission Sales 99

SaaStr

OCTOBER 3, 2023

Step 1: Create A Teaming Mindset Around A Common Goal Teaming is the new selling as companies move towards integrating go-to-market focused on revenue and the shared goal of delivering repeatable customer value that generates growth. Why is teaming the new selling? What are we trying to achieve with this revenue play?

B2B 116

B2B GTM Objectives and Key Results Sell 116

Martech

OCTOBER 10, 2024

This team’s role is crucial, as the effectiveness of a martech COE heavily depends on a well-constructed tech stack. They ensure tools are seamlessly connected, enabling data flows that inform the strategy and drive marketing initiatives. Dig deeper: How to align your martech COE with organizational and go-to-market goals 4.

Government 72

Government UX Strategize Construction 72

Sales Hacker

FEBRUARY 18, 2019

In this case, we are going to talk about a sales contest that builds stronger relationships and accelerates deals. Because of constructive learning, people are more likely to buy when a product or service becomes personally meaningful. That’s what makes them creative! The Power of Personalization.

Prospecting 81

Prospecting Cold Call Construction Sales 81

SaaStr

AUGUST 5, 2019

And while every company is different, I do firmly believe that the ideas and constructs that I’m about to present might be applicable to some, if not all of you, trying to build a SaaS companies. And recently we raised around from Goldman Sachs in September of last year to fuel our go-to-market expansion.

Gaming 81

Gaming Customers Construction Contract 81

Sales Hacker

MARCH 30, 2021

We’re focusing on how to win in the new sales era: new go-to-market strategies, deeper funnel insights and actionable takeaways for your entire organization from revenue leaders at high-growth startups and fortune 500 companies. It was my foundation for success in selling and going to market.

Sell 111

Sell CRM Appointment Up-sell 111

Hubspot

MAY 8, 2020

Users can leverage ads, analytics, web, and sales tools to help them execute a carefully constructed strategy to attract accounts. You can use the software to align marketing and sales goals, as well as align revenue operations. Price: Contact for pricing. Triblio is an ABM platform that specializes in the growth of account pipelines.

GTM 101

GTM Price Contact Campaign 101

Hubspot

JULY 9, 2018

For instance, Jim Whitehurst, CEO of Red Hat , a company that provides open-source software products, decided to go to market without integrating a newly acquired product into one of their new technologies in 2008. If they need to let someone go, even if they personally like them, they let them go.

Trust 78

Trust Construction Drivers/motivators Technique 78

Cience

OCTOBER 6, 2020

It’s likely you’ve already constructed both the ICP and BP. When getting ready to launch their first Outbound Go-To-Market, the same personas that took initial meetings (referrals from CEOs and CMOs) will be much more difficult to entice without the benefit of familiarity.

B2B 105

B2B Lead generation Contact CRM 105

SaaStr

OCTOBER 11, 2023

You have to understand: what people are searching for what their intent is what the product is that you’re building It’s a marrying of company vision and go to market. Picking Your Core Verticals and Selling Outside of “Tech” 70% of Monday’s customers are non-tech — real estate, banking, construction, and even churches.

Growth 70

Growth Non-Profits Construction Drivers/motivators 70

Sales Hacker

FEBRUARY 5, 2019

This guide will arm you with the three most important things to address with your executive team before committing to the Enterprise market. Related: The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy. Don’t worry; we even included several examples you can use. Get Aligned Before Moving Upmarket.

Product 66

Product Contract Cross-sell Account management 66

Highspot

SEPTEMBER 30, 2020

But to succeed, you’ll need your team to execute your go-to-market strategy in a single, unified motion. As Dan Swift, CEO at Empire Selling said, “A sales methodology ensures your go-to-market teams are all singing from the same hymn sheet.” How can you unite many sellers under one approach?

Cross-sell 85

Cross-sell Sales Consult Strategize 85

Highspot

JANUARY 9, 2024

Provide Detailed Feedback Continuous growth in sales is fueled by constructive feedback. Regular coaching sessions with constructive feedback help identify areas for improvement and refine sales techniques. By breaking complex concepts into smaller chunks, sales reps can better absorb and remember key principles.

Technique 52

Technique B2B Cross-sell B2C 52

Highspot

JUNE 11, 2020

Cross-functional input into go-to-market strategies. Seamless handoff between marketing-generated leads and sales. When buyers aren’t biting, alignment is key to reigniting your go-to-market engine. Next, it’s imperative that teams stop building go-to-market strategies independently.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

SalesLoft

JUNE 20, 2019

Find all the job sites, all the construction workers, and demo tools all day long to get them to buy. I love power tools, I worked with power tools, but I wasn’t a construction worker. So what would happen was, we would come on to a job site and all the other reps would go straight to the ‘decision maker.’

Territory 63

Territory Sales Construction Up-sell 63

Sales Hacker

SEPTEMBER 11, 2018

The impact of sales and marketing on B2B execution. Driving constructive tension between sales and marketing. Sam Jacobs: You did a lot of research on deal size and market segment, and you concluded that there is no conclusion. You just have to make sure that your go to market motion is optimized for that segment.

Quota 47

Quota Construction Drivers/motivators Growth 47

Hubspot

JULY 25, 2023

AI is no longer a construct of the future. Gathering Lead Intelligence Beyond the obvious cases like outbound messaging, AI has the potential to solve even bigger go-to-market challenges. Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry.

Sales 69

Sales Pipeline Objectives and Key Results CRM 69

Heinz Marketing

MAY 11, 2020

Parks and golf courses are going to open next week. We’ve already got construction that’s restarting. No, that’s an old construct. If you’re a manufacturer, we have clients in manufacturing, they got to go build stuff together. Matt: It’ll be interesting to see how that continues to evolve.

Pipeline 86

Pipeline Sales Healthcare Manufacturing 86

Sales Hacker

SEPTEMBER 23, 2019

We hear his best practices on developing a sales team, measuring rep productivity, why companies should lead with their product first, and what the sales team’s responsibility is inside of a product-led go-to-market strategy. If you missed episode 75, check it out here: 3-Layer Approach to Stage-Appropriate Leadership w/ Jason Holmes.

Product 60

Product Pipeline Engineering Cross-sell 60