SaaStr

OCTOBER 3, 2023

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?

B2B 90

B2B GTM Objectives and Key Results X-functional 90

Highspot

JANUARY 9, 2024

It plays a pivotal role in nurturing top selling talent who contribute to company growth. Industry and Market Training This training focuses on the broader industry context, helping sales organizations understand and adapt to market trends, competitive strategies, vertical selling, and customer segments.

Technique 52

Technique B2B Cross-sell Negotiate 52

A Sales Guy

OCTOBER 24, 2018

Knowing what these levers are and how the organization is faring in each of them can be the difference between further decline or growth. Strategy: What’s the go to market strategy? Has the strategy taken into consideration the market opportunities and competitive challenges? Do they enable growth? Now, grade it.

Inside sales 156

Inside sales Construction Sales Outside Sales 156

Highspot

JUNE 6, 2023

Companies that have “cracked the code” on driving consistent sales rep productivity at scale are experiencing repeatable revenue growth, higher percentage of overall rep attainment, and stronger employee engagement. times higher revenue growth and twice the profitability growth of those with no alignment in a recent Forrester survey.”

Closing 52

Closing Product Objectives and Key Results Quota 52

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. Where you focus product marketing will depend on the goals of the company at any given moment. Use storytelling to enhance brand marketing. Image source.

Product 110

Product GTM Construction Launch 110

Sales Hacker

SEPTEMBER 2, 2020

Let’s dive into 28 world-class examples of how real companies use these different sales motions to drive revenue growth. 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.

Inside sales 109

Inside sales Cold Call Contract Price 109

Hubspot

OCTOBER 2, 2019

Relevant feedback from previous reviews or projects - If your sales reps have implemented feedback from a previous review or have shown growth in a specific area, this information is important to include. Constructive feedback for the employee’s opportunities for growth - What opportunities does your employee have for improvement?

Territory 87

Territory Quota Commission Construction 87

A Sales Guy

OCTOBER 31, 2013

Knowing what these levers are and how the organization is faring in each of them can be the difference between further decline or growth. Strategy: What’s the go to market strategy? Has the strategy taken into consideration the market opportunities and the competitive challenges? Do they enable growth?

Inside sales 114

Inside sales Growth Construction Sales 114

Highspot

JUNE 11, 2020

Cross-functional input into go-to-market strategies. Seamless handoff between marketing-generated leads and sales. Stagnant growth. New product launches or campaigns spur growth, but these initiatives can eventually become stale as growth plateaus. Managing public relations and communications.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Highspot

OCTOBER 23, 2023

Increase Brand Awareness When a new product launches into the market with the right messaging and positioning, it draws attention to itself and elevates the entire brand. With every product launch, the brand solidifies its place in the market, making it more recognizable and trusted.

Launch 59

Launch Negotiate Product GTM 59

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 103

Sell CRM Appointment Up-sell 103

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. However, perhaps a year after, it’s time to ask again?

B2B 105

B2B Lead generation Contact CRM 105

Hubspot

OCTOBER 17, 2018

Growth Hacking is a popular buzzword, but does anyone really know what it means? Neil Patel does a pretty good job explaining the concept and talking about its origin, saying that a growth marketer is someone who uses " analytics, inexpensive, creative and innovative ways to exponentially grow their company’s customer base. "

Growth 99

Growth Objectives and Key Results A/B testing Campaign 99

Hubspot

MAY 8, 2020

Triblio is an ABM platform that specializes in the growth of account pipelines. 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. Image Source.

GTM 98

GTM Price Contact Campaign 98

Sales Hacker

SEPTEMBER 11, 2018

Tomasz made a name for himself through deep data-driven analysis of the best SaaS businesses and helping the SaaS community unpack the key drivers of growth across different operational frameworks. If you missed episode 23, check it out here: PODCAST 23: Optimizing Sales Productivity to Drive Exponential Growth. What You’ll Learn.

Quota 42

Quota Drivers/motivators Construction Growth 42

Hubspot

JULY 20, 2020

Other pieces in the series include HubSpot's Chief Customer Officer on Why We Need to Talk About Growth and our VP of Marketing's Content Marketing Playbook for Times of Crisis. As the rate of employment has gone down, the stock market has surged. The COVID-19 pandemic has produced a plethora of paradoxes. Inside Selling.

Go To Market 101

Go To Market Territory Inside sales A/B testing 101

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 66

Gaming Customers Construction Contract 66

SaaStr

MAY 30, 2019

From team to vision to metrics to funding and more, these principles provide the framework for high-growth, high performing SaaS companies. I think it’s the reputation of the firm, that matters, but it’s also the individual from the venture firm, if you’re raising venture, who’s going to be on your board.

Finance 56

Finance Growth Objectives and Key Results Start-ups 56

Sales Hacker

AUGUST 25, 2020

I have a sales org that spans both acquisition as well as existing customer retention and growth, and everything from SMB to our key and Global Accounts. Sam Jacobs: Are you seeing some green shoots and some growth even through everything that’s been going on around the world? Others were in sort of this frozen mode.

Up-sell 73

Up-sell Campaign Start-ups Construction 73

Sales Hacker

OCTOBER 7, 2021

Bring your feelings, gut instinct, experience, and constructive emotion into the boardroom and sit at the table. If you do something constructive with your doubt, and use it to advance yourself, it can be an asset. Heck, stand at the head of it. Never believe that doubting yourself is a bad thing. Doubt is a part of life. Nikki Ivey.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

SaaStr

JANUARY 10, 2020

In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * We need to hire this new head of sales, who’s going to come in and change the way that we’re going to market. How important is it to own the entire customer journey?

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

SaaStr

FEBRUARY 7, 2020

Karen Page: And we’re so lucky to be able to work with someone who was young in their career, but very committed to our growth. Karen Page: But I think no matter the stage there’s going to be risks and the nature of the beast when it comes to investing is that your risk is going to evolve with the growth of the company.

Strategize 68

Strategize Pitch Growth Networking 68

SaaStr

AUGUST 29, 2019

First of all, when you just started your company, that product market feed is literally critical. Think of it as they’re of like this second derivative of your growth trajectory are. So it’s extreme and those that, that, those things are set in the early days through the product market feeds.

Growth 42

Growth Start-ups Drivers/motivators Objectives and Key Results 42

Heinz Marketing

MAY 11, 2020

Parks and golf courses are going to open next week. We’ve already got construction that’s restarting. Creating a revenue growth engine is no small task, nor is it one that can be done overnight. Read the new research report on the state of predictable revenue growth from six cents and Heinz marketing.

Pipeline 83

Pipeline Healthcare Sales Manufacturing 83

SaaStr

AUGUST 20, 2020

We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side. It’s called the sales learning curve, and they basically talk about, in your different phases of business growth, what kind of sales reps do you want to bring in.

Sales 76

Sales Price Quota Start-ups 76

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. As for Erica, under her CRO role, she leads all go to market functions including marketing, sales, operations, customer success, services, and support.

Contract 67

Contract Sports Cross-sell Start-ups 67

SaaStr

NOVEMBER 21, 2019

Series A money is to fund the growth energy and the Series B money and C the expansion and the scale up. To build the initial team, to build the product, to build the initial go to market, to build the first customers and to build the ARR, the starting. The seed money is to fund the product energy. We see it as a journey.

B2C 57

B2C B2B Start-ups Growth 57

Heinz Marketing

MARCH 11, 2019

The growth of ABM, the growth of Terminus as a key component of that. I think what I see happening now is kind of a return to the basics and saying what are our core objectives as a team and how does our technology need to be constructed to help us do what we really care the most about. But appreciate you joining the call today.

Pipeline 62

Pipeline B2B Sales X-functional 62

SaaStr

NOVEMBER 2, 2019

So the previous one saying carefully constructed very different things, staying in the same segments, [inaudible 00:09:38]. Krish Subramanian: I think as any company that is evolving, that is when we think about our customers, many of them start as to scale up their businesses and they entered into the growth segment and then enterprises.

GTM 50

GTM Price Up-sell Product 50

SaaStr

JANUARY 31, 2020

What were his biggest takeaways from 12 years watching the hyper-growth of Microsoft first hand? * How does being a developer-first product fundamentally change the go-to-market? Now, I’m always a go to market nerd. Who has done this best over the last few years? So you have to build it from the beginning.

Price 68

Price Engineering Trust Product 68

SaaStr

JUNE 10, 2021

Marten Mickos: And if you are a product manager, or if you are in charge of go-to-market, or sales, or you’re the CEO of the company, I encourage you to think about the whole product that you need to deliver to the customer, and think about the entire job that needs to get done. It could be work done by suppliers.

Customers 55

Customers Price Contract Objectives and Key Results 55

SaaStr

MARCH 1, 2019

What time frame from SAL to closed lead suggests product market fit? How does Tom think about constructing comp plans the right way today? Tom Tunguz: Well, it’s tough because you can construct a multiyear contract in a bunch of different ways. And then the second, he was going to market trying to change pricing.

Contract 46

Contract Price Commission Conversion 46

SaaStr

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM 63

GTM Healthcare Pipeline Sales 63

SaaStr

JUNE 21, 2019

What were Sara’s biggest takeaways from her 10 years at Salesforce seeing the incredible hyper-growth first hand? What does Sara mean when she says, “You have to have a creative plan to get your message to market”? Does Sara really believe that there is a playbook when it comes to marketing? Harry Stebbings: Absolutely it did.

Start-ups 54

Start-ups X-functional Drivers/motivators Up-sell 54

Heinz Marketing

FEBRUARY 4, 2020

Prioritizing operational alignment between sales and marketing has to be a top priority at the highest levels of the organization. For growth-phase companies in particular who want to scale impact while improving efficiency and maintaining net-new customer profitability, this alignment is critical.

Construction 113

Construction Sales Strategize Campaign 113

SaaStr

JANUARY 3, 2020

What time frame from SAL to closed lead suggests product market fit? How does Tom think about constructing comp plans the right way today? Tom Tunguz: Well, it’s tough because you can construct a multiyear contract in a bunch of different ways. And then the second, he was going to market trying to change pricing.

Contract 10

Contract Price Commission Conversion 10

The Lost Book of Sales

JULY 12, 2021

I have to say it didn't bother me at all while I read it, but I can understand that modern "Growth Hackers" and other actively practicing professionals can feel that way. Hence the importance of pragmatists as a market segment. We just have a better set of material to work with.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52