Highspot

JUNE 11, 2020

Cross-functional input into go-to-market strategies. Seamless handoff between marketing-generated leads and sales. Typically, marketing creates, develops, and delivers sales assets with little to no input from the sellers themselves. Managing public relations and communications. Creating and updating sales content.

Objectives and Key Results 59

Objectives and Key Results Cross-sell Sales Education 59

Cience

OCTOBER 6, 2020

It’s likely you’ve already constructed both the ICP and BP. To this point, Company X has relied on network and referral sales, with its CEO taking many of the initial meetings. As buyers, industries, and the greater world shift (2020 has taken this to the extreme), it’s critical to update as your business and your buyers evolve.

B2B 105

B2B Lead generation Contact CRM 105

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 77

Trust Construction Drivers/motivators Technique 77

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 102

Sell CRM Appointment Up-sell 102

Hubspot

JULY 25, 2023

AI is no longer a construct of the future. to help us record and transcribe our calls and meetings. Gathering Lead Intelligence Beyond the obvious cases like outbound messaging, AI has the potential to solve even bigger go-to-market challenges. It’s here, and it’s already changing sales as we know it. We use Otter.ai

Pipeline 58

Pipeline Sales Objectives and Key Results CRM 58

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

Sales Hacker

SEPTEMBER 11, 2018

The impact of sales and marketing on B2B execution. Driving constructive tension between sales and marketing. I have this spreadsheet that I use to fill out every time I meet a company. Sam Jacobs: You did a lot of research on deal size and market segment, and you concluded that there is no conclusion.

Quota 42

Quota Drivers/motivators Construction Growth 42

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 Manufacturing 63

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. The BDR team (or the SDR team) generates demand directly by reaching out to people and getting meetings.

Product 52

Product Pipeline Engineering Cross-sell 52

Heinz Marketing

MAY 11, 2020

Parks and golf courses are going to open next week. We’ve already got construction that’s restarting. Is this really permanent, exponential change or was this an incremental change towards more Zoom meetings or whatever? I enjoy leaving my house to go to work. No, that’s an old construct.

Pipeline 86

Pipeline Healthcare Sales Manufacturing 86

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? * I was sending a 100 emails a week and doing those initial meetings for that firm for two years. How important is it to own the entire customer journey? At what scale does that become impossible?

X-functional 52

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

SaaStr

NOVEMBER 2, 2019

So the previous one saying carefully constructed very different things, staying in the same segments, [inaudible 00:09:38]. So my take is, it does not have to be, it’s always amazing to meet customers in person. But what we try to do with people, [inaudible 00:25:34] go meet them but on a regular cadence, I prefer remotely.

GTM 51

GTM Price Up-sell Product 51

Heinz Marketing

MARCH 11, 2019

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. Well, we’re going to have to take a quick break, pay some bills. Matt: Love it.

Pipeline 65

Pipeline B2B Sales X-functional 65

Heinz Marketing

SEPTEMBER 5, 2022

And if we get everybody on a unified definition of good to start, that’s a really, really good place, even something as simple as how you construct a call, what is it? So Matt, every week I’m asking sales and marketing leaders, what’s the one thing you want your reps doing better. Everyone talks about discovery.

Pipeline 52

Pipeline Sales Inside sales Appointment 52

Heinz Marketing

FEBRUARY 4, 2020

A scorecard that the heads of sales and marketing can present together – at leadership team meetings, all-hands meetings, board meetings. If one week’s review meeting demonstrates a failure of marketing campaigns, I guarantee a future meeting will show that a sales effort missed the mark as well.

Construction 130

Construction Sales Strategize Campaign 130

Sales Hacker

SEPTEMBER 2, 2020

This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. But meeting a client in person is still one of the most effective ways to build trust and, in turn, a solid, fruitful business relationship. Rifiniti: $150k ACV and $3M ARR.

Inside sales 108

Inside sales Cold Call Contract Price 108

SaaStr

DECEMBER 5, 2019

Lots of different ways to construct… Start to participate in the journey, start to invest in the company and then when the next round presents itself, we’re there. We will broker meetings, but it’s not a guarantee that the company that’s investing you will be your customer. We’ve done all sorts of things.

Strategize 52

Strategize Strategic partnership Start-ups Up-sell 52

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? How solid is your pipeline meeting process? The best thing to do to keep this from happening is to break your sales team into manageable sections: strategy, structure, people, process.

Inside sales 156

Inside sales Construction Sales Outside Sales 156

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

Highspot

JUNE 6, 2023

And from an efficiency perspective, it’s all about how sellers apply their talent, tools, resources, and processes without putting in endless hours to meet targets and sales quotas. The integrity of your brand hinges on ensuring all go-to-market teams are singing from the same songbook.

Closing 52

Closing Product Objectives and Key Results Quota 52

Sales Hacker

FEBRUARY 18, 2019

We’re not going to talk about making the most cold calls, setting the most meetings, or closing the most deals. In this case, we are going to talk about a sales contest that builds stronger relationships and accelerates deals. Step 4 : Choose one prospect account to explore in each meeting. The Power of Personalization.

Prospecting 69

Prospecting Cold Call Construction Campaign 69

Sales Hacker

JANUARY 13, 2021

Depending on the software, implementation, and go-to-market (GTM) strategy, considerable costs and internal resources could be needed for a successful deployment. If the licensor can meet the licensee’s security, integration, and performance requirements, the licensee will usually prefer to have the licensor host.

GTM 74

GTM Profit margin Negotiate Contract 74

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? How solid is your pipeline meeting process? What strategy/strategies are you executing to? Do the strategies map to the stated goals. Does it map to the strategy.

Inside sales 114

Inside sales Growth Construction Sales 114

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 Consult Sales Strategize 85

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. Real Service-Level Agreements that you can actually meet. 3) Market Readiness. Integrations.

Product 58

Product Contract Cross-sell Account management 58

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. See if they would be willing to meet on a monthly basis to start and bring a topic you would like to discuss.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

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

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. Pietro : This journey used to end at the legendary, mythical product/market fit. So it starts from really the founders, the problem and the solution, maybe a prototype. growth fund.

B2C 58

B2C B2B Start-ups Growth 58

SaaStr

FEBRUARY 7, 2020

How does Karen meet entrepreneurs before they go out to raise? For that to happen, founders have to be open to discussing and meeting investors when they’re not raising. We often hear today, only meet investors when you’re actually raising. Is Karen concerned by the compression of fundraising timelines?

Strategize 69

Strategize Pitch Growth GTM 69

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

Hubspot

OCTOBER 17, 2018

Brianne Kimmel is the go-to-market strategy advisor for the CEO of Voyage , and she previously led Growth Marketing at Zendesk. She also taught over 5,000 students at General Assembly in courses such as Intro to Digital Marketing, Introduction to Social Media Strategy, and Community Driven User Acquisition.

Growth 98

Growth Objectives and Key Results A/B testing Campaign 98

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. I mean, there’s a lot of really creative ways with Airbnb experiences, MasterClass, all these other things, social distance hanging, to meet up and keep your team connected.

Sales 77

Sales Price Quota Start-ups 77

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!) Leveraging advanced metrics like buyer sentiment can help you understand a prospect's emotional response to your emails and appropriately meet their needs.

GTM 88

GTM Construction Go To Market CRM 88

The Lost Book of Sales

JULY 12, 2021

In both cases, the reason we have separate markets is that the customers could not have referenced each other. The way around this problem for many marketing professionals is to break up the category into isolable “market segments.” Visionaries take a greater interest in technology than in their industry.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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

Salesforce

MAY 2, 2022

This year, we’re adding 13 new names to our top-tier cohort, featuring experts in go-to-market strategies, diversity and inclusion, mental health, productivity, and revenue growth in our digital-first world. Act the same way you would in a live, in-person meeting. These are the future-makers in sales. Belal Batrawy.

Gaming 98

Gaming GTM Consult Sales 98