Sales Hacker

MARCH 30, 2021

They’ve built a new process of guided selling, which Neil discusses during the show. 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.

Sell 102

Sell CRM Appointment Up-sell 102

SaaStr

DECEMBER 5, 2019

But what happens when these different sized businesses unite forces in strategic partnerships? A vibrant space of strategic partnering with earlier stage companies and some remarkable people doing it. But what I also learned in that discovery process, and really it was a discovery process. And then there are hybrids.

Strategize 52

Strategize Strategic partnership Start-ups Up-sell 52

Heinz Marketing

MARCH 11, 2019

Derek says Marketing has to be forward leaning into the revenue discussion and held accountable for holding up their part of the revenue bargain. “We We get lost in our to-do list,” and the most notable CMO’s balance the use of tools and leadership to advance the strategic goals of the company.

Pipeline 62

Pipeline B2B Sales X-functional 62

SalesLoft

JUNE 20, 2019

I also mentioned that John’s firm is a key strategic partner to SalesLoft, he does train us and we do recommend him to many of our customers. Find all the job sites, all the construction workers, and demo tools all day long to get them to buy. Now, here’s my thought process on how you can improve those with our solution.’

Territory 63

Territory Sales Construction Manufacturing 63

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 53

X-functional Start-ups Drivers/motivators Go To Market 53

SaaStr

OCTOBER 3, 2023

Let’s look at Borland’s approach to aligning and executing B2B team selling motions for a rinse-and-repeat process for growth. Strategic Expansion — When companies are expanding globally, launching new products, and acquiring other companies, every functional leader gets replicated across other theaters. Why is teaming the new selling?

B2B 95

B2B GTM Objectives and Key Results X-functional 95

Heinz Marketing

FEBRUARY 4, 2020

It’s one thing to have your sales and marketing teams agree on objectives. That strategic alignment is common. This applies all the way to the top of the organization as well, as it relates to expectations and perceptions of both sales and marketing teams. Develop Processes Together, at the Same Time. Every Tuesday?

Construction 107

Construction Sales Strategize Campaign 107

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

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

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. Product management, engineering, customer success, sales, and marketing groups will weigh in on the decision-making process. Pricing models.

GTM 74

GTM Negotiate Profit margin Contract 74

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. Mindest : Be a Student, not just of the product, but of the process. Heck, stand at the head of it. Shari Levitin.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

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. It also positions us as strategic and technical experts. That’s what makes them creative!

Prospecting 69

Prospecting Cold Call Construction Campaign 69

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. What are the inflection points where Erica often see communication or process begin to breakdown?

Contract 71

Contract Sports Cross-sell Start-ups 71

SaaStr

FEBRUARY 7, 2020

Plus, from 2007 until 2013, Karen ran all of Box’s business development, partnership, and strategic alliance activities. Plus from 2007 until 2013, Karen ran all of Box’s business development, partnership and strategic alliance activities. You know, we want to understand the thinking, the thought process of these teams.

Strategize 67

Strategize Pitch Growth Networking 67

SaaStr

MARCH 1, 2019

What time frame from SAL to closed lead suggests product market fit? What one question must all founders be asking in the sales process? * How does Tom think about constructing comp plans the right way today? Called Appian that went public two or three years ago, and we were building business process management software.

Contract 47

Contract Price Commission Conversion 47

SaaStr

JANUARY 31, 2020

How does being a developer-first product fundamentally change the go-to-market? Now, I’m always a go to market nerd. And so with the innovation to developer first, I guess, how does this fundamentally change the go to market and who do you think has done this best in your mind?

Price 67

Price Engineering Trust Product 67

SaaStr

AUGUST 20, 2020

At what stage does culture and process really start to break? * So I want to ask, in terms of kind of moving sales outside of HQs, which a lot of people are thinking about, what worked and what didn’t work in that process now with the benefit of hindsight? What worked? What did not work? Kyle Parrish: Yeah.

Sales 77

Sales Price Quota Start-ups 77

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

AUGUST 29, 2019

Because our go to market, we were spared that, but if you go to market is very high touch sort of enterprise field sales, you will be under incredible pressure in the early days to become that custom. Again, I dated myself even more so it was the first popular agile software development process.

Growth 42

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

The Lost Book of Sales

JULY 12, 2021

Early adopters | Visionaries The key point is that, in contrast with the technology enthusiast, a visionary focuses on value not from a system’s technology per se but rather from the strategic leap forward such technology can enable. This can only happen if the sales effort is focused on a single niche market.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

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. Sizing the evaluation and the round is a strategic decision. That cannot be an afterthought.

B2C 57

B2C B2B Start-ups Growth 57

SaaStr

JANUARY 3, 2020

What time frame from SAL to closed lead suggests product market fit? What one question must all founders be asking in the sales process? * How does Tom think about constructing comp plans the right way today? Called Appian that went public two or three years ago, and we were building business process management software.

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. Co-Founder, Women in Sales Club and Strategic Account Executive, Alyce, Chicago, Illinois. Alexine Mudawar.

Gaming 98

Gaming GTM Consult Sales 98

Sales Hacker

AUGUST 25, 2020

It wasn’t the big, strategic, complex parts of the business in sale, but it ended up being a phenomenal opportunity, because it helped me really identify that that was a business where we had a lot of opportunity and that it hadn’t really been identified yet. Is face-to-face selling a thing of the past?

Up-sell 72

Up-sell Campaign Start-ups Construction 72